IBM Industry Framework & -Solutions Partner Enablement & Solution Example IBM Software Partner Academy Frankfurt, 08.

Transcription

1 Axel J. Schwarz Senior Software IT Architect IBM Software Group IBM Industry Framework & -Solutions Partner Enablement & Solution Example IBM Software Partner Academy Frankfurt, 08. September 2010 v1.1

2 Key Messages Clients increasingly are shifting spending to industry specific applications Industry Frameworks provide partners an opportunity to lower your costs increase your speed of deployment for clients reduce project risks increase your own firms profitability By partnering with IBM we can help you adopt the frameworks and will drive joint business success IBM Software Partner Academy IBM Industry Solutions & Partner Enablement

3 Helping our Partners to Reduce Costs & Increase Revenue Technical Benefits reducing your costs Assigned Technical support resources (i.e. Architect) Provides IBM Technical Enablement / Development Support - reduce porting, testing, & maintenance costs. Porting assistance and technical education Reduces risk & potential implementation challenges. Enables faster/easier delivery of the SOA solutions that clients demand Ensures easier interoperability across solution suites. Allows strategic investment in R&D - partners focus & invest in core competencies vs. integration. Helps you to achieve Ready for & SOA validation status in one program Sales Benefits increasing your revenue Validated Partners increase revenue generating opportunities through: Streamlined go to market activities and messaging that supports IBM's Industry Frameworks and the Business Partner's solution Lead with IBM Middleware & become the preferred IBM Partners that IBM reps reach out to first on opportunities IBM Software Partner Academy IBM Industry Solutions & Partner Enablement

4 Industry Frameworks Base Validation Benefits/Support Marketing Welcome Kit: Framed Validation Certificate/Plaque Brochure IBM on boarding info/assistance Business Partner Application Showcase Industry Frameworks (IFs) Internal Wiki - BP Section Sales Quickview (IBM internal use) (Campaign Designer) Joint Value Prop Brochure (Customer external use) (Campaign Designer) Assigned Marketing Resource Manager (as available and/or assigned by IMT) Campaign Support Funding (CSF) - Co- Marketing Plan & $5K Co-Funding* Sales Assigned Client Executive (based on business outlook & IMT selection) IBM Sales Team Intro/Announcement of new IFs ISVs through IFs monthly newsletter Promote Joint Reference Wins to IBM sales team through IFs monthly newsletter IIC IFs Events-In-A-Box (Demand Gen, Closing) Opportunistic help with selected deals Technical Tech Talks VIC / earchitect Technology Manager (as assigned) Brand Tech Enablement Support & Education IIC Events-In-A-Box (Tech Work Session) Blue Highlighted = Only for PartnerWorld Advanced & Premier level validated Industry Framework ISVs * Incremental CSF funding is being considered for selected higher performing Industry Framework ISVs IBM Software Partner Academy IBM Industry Solutions & Partner Enablement

5 Industry Frameworks can enable ISVs to: Reduce costs by: Lowering porting, testing, & maintenance costs Reducing risk & potential implementation challenges Enabling Partner to focus & invest in their core competencies vs. integration Ensuring easier interoperability across solution suites Getting buy in at Kroger, Giant Eagle, and Wegmans was easier because of SIF and RIF compliance. This accelerated our conversion of the sales opportunities. Some of them likely would not have converted at all. Alec Hudnut, CEO, Evolution Robotics Retail, Inc IBM Software Partner Academy IBM Industry Solutions & Partner Enablement

6 Industry Frameworks can enable ISVs to: Increase revenue by: Driving more software IBM s average software sale with frameworks is $250k USD Charging more for the higher value solution Aligning with IBM sales teams and leveraging the IBM brand name Opening up new customer opportunities We've found that our involvement with the Banking Industry Framework has resulted in opportunities which have been larger and broader in scope than those prior to our alignment with the Banking Industry Framework - moreover, we anticipate that our recent win with IBM will help launch other joint opportunities moving forward. Ann Musgrave, VP of Alliances, Fundtech IBM Software Partner Academy IBM Industry Solutions & Partner Enablement

7 Industry Frameworks can enable ISVs to: Multiply Services Revenue Multiplier averages 5x Industry Framework revenue Reduce Commoditization, improve profitability Changes the conversation from price to business value This allowed us to align to using frameworks to tackle client needs and not product feature comparisons. Kek Wee Ng, CEO Beans Group Accelerate time to value Customer can focus on their business IBM Software Partner Academy IBM Industry Solutions & Partner Enablement

8 Qualifikation zum IBM Framework Partner? Die ersten Schritte am Beispiel des SAFE (1/2) 1. Alles beginnt hier: Global Solution Directory (GSD) [Link] 2. Auswahl der Rubrik: Manage Solutions IBM Software Partner Academy IBM Industry Frameworks

9 Qualifikation zum IBM Framework Partner? Die ersten Schritte am Beispiel des SAFE (2/2) 3. Anmeldung in PartnerWorld, Beschreibung der Lösung und Übermittlung zur Validierung Beschreibung des Nominierungsprozesses am Beispiel des SAFE: Solution Architecture for Energy and Utilities (SAFE) Partner Ecosystem IBM Software Partner Academy IBM Industry Frameworks

10 Lösungsbeispiel: Innovative Marktpartnerkommunikation (MaKo) für Energieversorger IBM Software Partner Academy IBM Industry Solutions & Partner Enablement

11 Dipl.-Wirtsch.-Ing. Axel J. Schwarz Senior Software IT-Architect IBM Software Group, General Business Germany 11 IBM Industry Solutions & Partner Enablement für GB xssr Enablement für das Territory Mitte & West