© 2011 IBM Corporation

The Rational Sales Play Tutorial for Business Partners A “How to” Primer

SWG Channels Marketing: RationalIBM Software, RationalApril 2012Michele Lee Jacobs, Senior Marketing Manager, SWG Rational Channels

* To read speakers notes, please print the PDF

© 2011 IBM Corporation

Enabling Product and Service Innovation | Rational

2

Let’s discuss Sales Plays

Why?

– Benefits YOU can receive

What?

– Navigating the steps in the sales cycle

How?

– Play: Getting Started with Cloud

– Key enablement

© 2011 IBM Corporation

Enabling Product and Service Innovation | Rational

3

Sales Plays – Why?

A sales play will help you – a Business Partner seller:

Quickly build a quarterly territory plan to close quota gaps

Respond to current interest in the market with minimal effort

Understand IBM’s current focus, strategies, and offerings

Easily prepare for a sales call

– Learn how to sell IBM products and services

– Leverage IBM selling tools

• Including client presentations, white papers, demos, references, tools and more!

© 2011 IBM Corporation

Enabling Product and Service Innovation | Rational

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Sales Plays – What?

Sales Play– A sales play is a point-in-time revenue driving effort focused on helping you, our Business Partners,

sell targeted IBM products and offerings/solutions in selected markets under specific circumstances. Sales plays augment the general offering resources already available in a sales kit (which we create for EVERY offering as a complete set of enablement assets by offering) by packaging more specific assets like education, competitive information and market analysis. Because sales plays usually have a shorter lifecycle they tend to be changed or refreshed every 3-12 months. Your regional IBM teams highlight the prioritized sales plays in quarterly communications -- teleconference calls, face-to-face meetings, or e-mail distributions

Note: A sales play is not an incentive or promotion

Quick Reference Guide (QRG) – A one-page overview that provides high-level information about an offering, solution or sales play,

including an understanding of the quantifiable value proposition both for the Business Partner and their customers

© 2011 IBM Corporation

Enabling Product and Service Innovation | Rational

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Take Action from the Sales Play’s Quick Reference Guide (QRG)

One page

Quick comprehensive understanding of the play’s objective

Defines:

– Addressable market and target audience

– IBM’s strategy and offerings

– Benefits to you the BP seller

• And to your customer

– What actions to take next

– Sales tools to progress from prospecting to winning the sale

Play name Quick Reference Guide XXXX Date: XXXXXX

Overview

Target Audience Target Industries Client Size Sponsor

Pain Points

Benefits/Value Proposition

Key Questions

Competitive Differentiators

Average Deal Size/Pricing

Client References

Seller Call-to-Action

Brand Offerings/Platform

Additional Information

© Copyright IBM Corporation 2010

International Business Machines Corporation Route 100 Somers, NY 10589 U.S.A.

Published in the United States of America February 2010 All Rights Reserved

IBM, the IBM logo and ibm.com are trademarks or registered trademarks of International Business Machines Corporation in the United States, other countries, or both. If these and other IBM trademarked terms are marked on their first occurrence in this information with a trademark symbol (® or ™), these symbols indicate U.S. registered or common law trademarks owned by IBM at the time this information was published. Such trademarks may also be registered or common law trademarks in other countries. A current list of IBM trademarks is available on the web at “Copyright and trademark information” at ibm.com/legal/copytrade.shtml Other product, company or service names may be trademarks or service marks of others. References in this publication to IBM products or services do not imply IBM intends to make them available in all countries.

© 2011 IBM Corporation

Enabling Product and Service Innovation | Rational

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Power sales play example - Quick Reference Guide (QRG)

Determine if one of the plays are for you:

Overview

– Create a need for more hardware while helping customers gain at least 20% in productivity with modern development tools, compilers, user interfaces, and faster more powerful hardware.

Offerings– Choice of solutions and delivery options; which

are you qualified to represent?

Benefits to you – Respond to hot demand with a short sale cycle

Value for your customer

– Achieve 20-30% gain in productivity: Create and enhance modern flexible applications and user

Choose to take action– Work with your IBM rep. to discover what Power

offerings best suit your business model

© 2011 IBM Corporation

Enabling Product and Service Innovation | Rational

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From the Quick Reference Guide, become educatedKnow Your IBM – What is it?

Know Your IBM is a Business Partner loyalty program that awards partner representatives with points for successful completion of e-learning modules and reporting sales of qualifying products!

Reward points are awarded to the individual BP rep – not the BP firm!!!

Every sales rep at a firm can participate in Know Your IBM program

All KYI points can be redeemed on our completely redesigned Rewards site

• The more you learn, the more you sell, the more you can earn via Know Your IBM!!!

The Rewards site was completely redesigned for 2011 including thousands of redemption options like event tickets, sporting goods, HD TVs, travel, etc.

Redeem your points for a re-loadable MasterCard gift card – allowing you to purchase anything you choose!

Don’t see what you want, use the Rewards Concierge Service to request any specific reward you would like – the concierge service acts like your personal shopper to find exactly what you are looking for

Lastly, the KYI rewards site has gone MOBILE for 2011. Partners can access their rewards account via their mobile device

ibm.com/partnerworld/knowyouribm

© 2011 IBM Corporation

Enabling Product and Service Innovation | Rational

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Prospect – Emails

From the QRG, look for e-kits that contain:

Email Templates

Brochures

Send to Target Audience (also noted in the QRG)

© 2011 IBM Corporation

Enabling Product and Service Innovation | Rational

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How to use the Play Charts?

Customer pain points

Quick Reference Guide (QRG):• Contains detail on the play• Links to assets and case studies• Scenarios and questions for

customers • Included inside the sales play on

IBM PartnerWorld

Introduction Chart provides:• High level Market Opportunity overview• Position of solution in the marketplace

– Details on “why you want to sell it”– Details on “why your customers want

to buy it”

Overview Chart provides:• Customer value proposition• Reasons to sell and demand generation web assets • Access to Quick Reference Guides

© 2010 IBM Corporation

IBM Software Business Partner Plays

For IBM and IBM Business Partner Use Only1010

Power your Innovation with RDPower, Compilers and HATSLeverage this actionable, install base and affinity play to sell open distribution Rational products and Power hardware

Differentiate with Smarter Computing: a winning combination of Power hardware,

Rational compilers and development tools

The Market:

• $14B+ market opportunity for Power Systems (server & systems software)

• Additional $300M - $600M opportunity by adding Rational offerings (Rational Developer for Power, Rational Team Concert & Rational Compilers)

• Installed Power Systems footprint is in the high hundreds of thousands

Why You Want to Sell:

• Sell proven, leading solutions in open distribution• Developed on and integrates with other Rational Jazz Products• Maximize your HW and SW revenue and promote repeat

business• Short sales cycle – 30 to 90 days

Why Your Customers Want to Buy:

• Achieve 20-30% gain in development and testing productivity • Accelerate time to market and improve project visibility• Take advantage of the Power HW capabilities • Lower development and application maintenance costs – do

more with less• Retain leading developers and attract new developers

© 2010 IBM Corporation

IBM Software Business Partner Plays

For IBM and IBM Business Partner Use Only1111

Power your Innovation with RDPower, Compilers and HATS

Play Description

Leverage this actionable, install base and affinity play to sell Rational with hardware and reach out to hundreds of thousands of installed Power Systems customers and beyond. Help customers gain at least 20% in productivity with modern development tools, compilers, user interfaces, and faster more powerful hardware. Get started today! Add Rational to current HW deals and get re-engaged to sell more powerful hardware and increase revenue Leverage provided telescript, email templates, customer offers and presentations.

Customer Value Proposition

● Add business agility: Accelerate time to market and improve project visibility● Deliver higher performing applications quickly: Take advantage of the Power HW capabilities such as multi-thread● Achieve 20-30% gain in productivity : Create & enhance modern flexible applications and user interfaces on IBM i, AIX and Linux ● Modern tools for modern times: Retain leading developers and attract new developers who are familiar with the Eclipse platform

Lead Offerings

Software:Rational Developer for Power, RAD SE, RDi SOA, XL Compilers, RDS, HATS, RBD (EGL), RTC

Hardware:Power (IBM i, AIX, Linux for Power)

Upsell, Cross Sell Opportunities:Rational Quality Portfolio, RRC, AppScan Family, RCMImplementation Services

Competitive Differentiation:20% improvement in productivity, faster time to market, lower TCOThe only compilers that exploit Power architecture

Sales Scenario

Existing POWER Opportunities: Inquire if organization is doing development or enhancements to current applications. Installed POWER customers: Sell compilers and corresponding development tools for a modern development environment. Installed POWER customers that purchased compilers: Inquire about compliance and ensure latest compiler versions are used, and up sell.Action for all scenarios: Leverage provided email templates and call scripts to sell HATS and EGL for quickly extending and modernizing legacy applications. Sell Rational Team Concert to provide source control management, standardization and governance documentation support, and a multiplatform management environment. Leverage new compiler compliance tool to help customers understand compliance status. Sell AppScan family for web application security and compliance.

Partners SWG Partners, STG Partners, ISVs, NO RATIONAL Certification required for Rational Developer for Power family or compilers

Reasons to Sell

• Maximize your HW and SW revenue and promote repeat business** based on IBM study• Sell more HW (Web applications need more HW to run)• Increase customer satisfaction and prevent erosion to competitors– help applications take advantage of the new capabilities of POWER systems

hardware with new compilers - Developers using older, single purpose tools are not as productive, have longer development cycles & are hard to find • Mitigate customers’ business risk and cost associated with modernization: Older applications can be extended and modernized without ripping and

replacing. Exploit Web and mobile devices as user interfaces

Demand Gen Web Assets

Article: What’s new in RDPower v8.0 Podcast #101- Introducing new AIX Functionality and Compilers Podcast #114- Why New Compilers? Power Application Optimization Made Easy Videos: C/C++ RDp Videos COBOL RDp Videos IBM i RDp Videos

Key Links: Quick Reference Guide, Power your Innovation Sales Kit, Power Your Innovation e-Kit, XL Compiler Sales Kit, RDPower ROI Calculator

Global Play Owner: Susan Yoskin, Galina Bernshteyn, Shweta Sharma Play Date: 3Q 2012 Target: GB-LE/GB-MM Tactic Codes: Co-Mktg /Joint Mktg

Business Area/Need: Significantly reduce IT costs, increase productivity Primary Product Groups: Development solutions for Power, Power HW

Program Framework: Mid Market, SPI, LOB Smarter Planet: Software Delivery and Smart Products Industries: Cross (but particularly effective in Banking, Insurance, Government, Healthcare/Life Sciences, Telecom, Retail)

© 2010 IBM Corporation

IBM Software Business Partner Plays

For IBM and IBM Business Partner Use Only

Application Lifecycle Management Build Better Software Faster Through Collaboration Across Teams, Roles, Platforms and Geographies

Successful Application Lifecycle Management (ALM) requires innovation in collaboration, process, and transparency. These concepts underlie three of the key benefits of the Jazz initiative

Application Lifecycle Management

• Design management

• Build and deploy management

• Quality management

• Requirements management

• SW change and configuration management

2015 Opportunity $2B

The Market: • The ALM Market is projected to be a $2B market opportunity by 2015• Significant momentum around Collaborative ALM with a 200%+ increase in

the number of Jazz users • Current economic conditions are driving adoption of ALM through

governance, security, cost cutting and avoidance, as well as mergers, acquisitions & divestitures

Why You Want to Sell:• Rational Developer for Workgroups has a perfect price point (10-100K with

an average 15% services) for the midmarket with a 90 day sales cycle• For larger companies we have a “try before you buy” that leads to an

average 75% conversion to the full product• You can enter ALM at any of three entry points based on where the

customer is today: Collaboration (RTC), Quality (RQM), Requirements (RRC)

Why Your Customers Want to Buy:• Software Development continues to be a challenging endeavor for even the

best organizations: • 49% of development budgets suffer overruns• 62% of software projects fail to meet intended schedules• 30% of project costs are due to rework and poor execution of

requirementsInnovation is increasingly driven

by software

© 2010 IBM Corporation

IBM Software Business Partner Plays

For IBM and IBM Business Partner Use Only13

Rational: Application Lifecycle Management Build Better Software Faster Through Collaboration Across Teams, Roles, Platforms and Geographies

Play Description

IBM Rational® offers an integrated solution for collaborative lifecycle management designed to help your software development team improve their productivity with integrated application lifecycle management (ALM) capabilities. This integrated solution enables the team to avoid the pitfalls of working in silos with broken communication, resulting in project delays, low quality and budget overruns. This play is singly focused on the midmarket.

Customer Value Proposition

Lead Offerings

Software:Rational Team Concert Developer for Workgroups, Rational Team Concert Rational Quality Manager, Rational Requirements Composer

Hardware: Any hardware or operating system with RTC with Power

Upsell, Cross Sell OpportunitiesReqPro, RSA Design Manager, Tivoli: Provisioning Manager, Composite Application Manager, Change & Configuration Management Database

Competitive Differentiation: IBM is the only vendor that offers a comprehensive integrated end-to-end lifecycle management solutionCustomers to date have seen as much as a 30% productivity gain with RTC implementation. Case Studies of Successful Implementations

Sales ScenarioPrimary roles: CIO, CTO, VP Development, Software Engineer, Development Manager, Developer, etc Large Enterprise and MM with Employee size: 50-1000 employees ( you could extend it to 2000 but this criteria provided the size developer shops we needed—50-100 developers)

PartnersVAD’s, VAR’s and SI’s who have demonstrated expertise in CCM, PPM, or QM, CLM or Agile especially the jazz based portfolio products. Ready for Rational ISVs with solutions that add value to Rational offerings.

Reasons to Sell

MM potential for this is unlimited, a door opener in to deeper opportunities. Sales Cycle 3-4 months. Small: $2.5 - $10KUSD; Medium: $10 - $25KUSD;Large: $25 - $100K USD. Plan for Services being 15% or more of your overall proposal to your customer. Use IBM financing.

Demand Gen Web Assets

Just Push Go templates, The Jazz Revolution Demo ,Rational Team Concert Sales Kit, New Collaborative Change Management Whitepaper, The Agile Starter Kit, Jazz Analyst Reports, Jazz Roadmap, The RTC Sandbox, Link that will locate prospecting guide, Here is a selection of webcasts that can be used based on the market,

Key Link: Quick Reference Guide, ALM Play, Up-To-Double(2X) SVI competitive initiative,10 Free RTC License Try Before You Buy

Global Play Owner: Michele Jacobs Play Date: Q3 2012 Target: MM Tactic Codes: WW tactic code: 109HG03M

Business Area/Need: Significantly reduce IT costs thru collaboration and agility Primary Product Groups: ALM, Agile, Jazz, RTC, RRC, RQM

Program Framework: Mid Market: PSI and Rational DP: SPI Smarter Planet: Software Delivery and Smart Products Industries: Cross Industry: This play is geared to the midmarket: 50-100 developers (1-1000 employees)

MIGRATION & INTEGRATION: Allows customers to leverage existing investments across various 3rd party and open source point ALM solution via the Jazz Integration Architecture and OSLC/REST interfacesProtect your investments”, “Expand your capabilities”, “Grow at your pace, your budget

© 2010 IBM Corporation

IBM Software Business Partner Plays

For IBM and IBM Business Partner Use Only

CycleTime

Quality

Cost

Risk

Better Quality at Lower Cost Deliver quality throughout the software & systems lifecycle to help ensure the functionality, reliability, & performance of your software and systems in development & production.

The Market: • Software becoming an increasingly important component of all

products & services. • Automated Software Quality Market = $3B• Gartner’s 2011 Magic Quadrant report, closing the gap with HP

Why You Want to Sell:• Services potential: 15% or more of your overall customer proposal • New Offering: Rational Quality solution for SAP powered by Worksoft • Upsell potential: Requirements Management (RRM) , Application

Lifecycle Management (RTC)

Why Your Customers Want to Buy:• High Quality Products & Services are Critical to Customer Retention:

Acquiring new customers can cost 5X more than retaining existing customers (average across industries)

• Reduction in Development Costs ~ 80% of costs associated with Development are caused by identifying and correcting defects.

• $500+ billion per year worldwide is spent on Quality Management Issues.

• Projects cancelled due to poor quality are 15% more costly than successful projects of the same size and type

14

© 2010 IBM Corporation

IBM Software Business Partner Plays

For IBM and IBM Business Partner Use Only15

Rational: Better Quality at lower cost

Play Description

IBM Rational Testing solutions can help customers challenged by the increasing cost of quality associated with developing and maintaining composite applications with integrations across multiple heterogeneous platforms and technologies (e.g., mainframe, distributed, SAP). By combining leading application/service virtualization and agile integration testing with Rational’s industry-leading CLM solutions, our software testing capabilities create a unique solution that helps customers address software quality earlier in the lifecycle to mitigate risk, drive down cost and maintain complex test environments

Customer Value Proposition

IBM Rational offers a complete quality management solution to help transform the way organizations produce, validate and deliver software. This helps

organizations maintain the functionality, usability, reliability, and performance of their delivered applications. Research has shown us that 60%- 80% of the cost of

software development is in rework (Source: http://www.sei.cmu.edu/about/message), and IBM quality management capabilities are integrated across the

development lifecycle, enabling the entire team to collaborate in context and leverage full traceability across multiple platforms and technologies in order to meet

the needs of the business. A life-cycle approach to managing software quality makes quality a shared responsibility to help customers achieve greater consistency,

efficiency and predictability in their delivered solutions while simultaneously lowering IT costs

Lead Offerings

Software:Primary: IBM Rational Quality Manager, IBM Rational Functional Tester, IBM Performance Tester, Worksoft (reseller of Business Partner product) for SAP Functional Testing

Secondary: IBM Rational Team Concert; IBM Rational Requirements Composer

Hardware: Any hardware or operating system

Upsell, Cross Sell OpportunitiesRFT/RPT/RST for test automation •Worksoft (reseller of Business Partner product) for SAP Functional Testing •Rational Requirements Composer and Rational Team Concert for Collaborative Lifecycle Management (CLM) capabilities •DOORS and Rhapsody for Systems and Software Engineering (SSE) Accelerator approach to development of complex systems and products

Competitive Differentiation:Competitor: HP Quality Center; manual testers using Microsoft® Word and Excel. IBM Quality Management solutions provides an integrated collaborative solution that helps reduce costs and improve quality throughout the development lifecycles. 3 methods to compete with HP: 1. Competition at the solution level. 2. Competition with surround play Sell RTC: Protect customer investment with Rational-HP QC integrations  3. Competitive at RM tool level

Sales Scenario

Practitioners who use the product to manage their test activities(Analyst, Developer, Tester Manager, Security Officer); larger GB organizations decision makers responsible for SW delivery (Business/IT/Systems Director, LOB exec., Project Mgr., QA Mgr, Small GB organizations, SW Developers, IT and Systems mgmt professional who may not only have sw delivery/test responsibility within distributed mainframe or packaged application environments (SAP), but also desktop support, network administration, etc. RQM average deal size: $45k – 50k average discount 59% off entitled & 67% off list for new licenses; RFT $15k, RPT $25k aver. Deal size

Partners VARs, VAD’s and SI’s who have demonstrated interest and expertise in Quality Management, and Test Automation.

Reasons to SellSoaring Test cost, which are rising faster than development costs, representing more than 50% of the overall development costs including labor cost related to testing, but also test lab environment set up and maintenance. Help your customer reduce their costs by reducing the amount of rework related to defects found late in the lifecycle – test early and throughout the lifecycle

Demand Gen Web Assets

Up-to-Double (2X) SVI competitive initiative, Just Push Go templates, What’s your test management ROI? Use the ROI Calculators, Automation evolution: An analysis of the evolution of automation in the field of software quality management, Rational Quality Management Thought Leadership series , "Gartner Marketscope on Application Lifecycle Management. “, Brochure: Three proven steps for reducing IT , Clients can get instant answers to their "how-to" questions for RTC and RQM

Key Link: Quick Reference Guide on PW Link to Sales Kit on PW

Global Play Owner: Denise Wynn Play Date: 3Q 2012 Target: GB-LE & GB-MM Tactic Codes: use your local co-marketing tactic code

Business Area/Need: Quality and Testing Primary Product Groups: Rational Quality Manager, Rational Functional & Performance Tester, Work Soft for SAP

Program Framework: SPI: Application Lifecycle Management Smarter Planet: Software Delivery and Smart ProductsIndustries: Cross (but particularly effective in Banking, Insurance, Healthcare, Financial Services, Retail, Government)

© 2010 IBM Corporation

IBM Software Business Partner Plays

For IBM and IBM Business Partner Use Only16

Complex and Embedded Systems Build better products faster through collaboration across teams, roles, supply chains and geographies.

The Market:• IBM estimates that the smarter products market will be $86 billion by 2015

smarter products market includes: hardware, software & services.• The number of opportunities are exploding for companies delivering

intelligent products to the Worldwide consumer marketplace.

Why You Want to Sell:

• Increasingly, software is becoming pervasive & a key differentiator in all types of products and services delivered across every industry.

• Average Deal Size is $75K - $500K depending on product mix. • Manufacturers want an intimate, collaborative relationship with their

customers that involves collecting, managing and sharing data captured throughout the product lifecycle. IBM is the only company with offerings that address all aspects of that lifecycle.

Why Your customers Want to Buy:

• Intelligent products delivered in today’s marketplace have complex interconnected delivery cycles. In order to keep pace & stay competitive manufacturers need to deliver products in a smarter, cost efficient manner.

• Achieve faster time to market from product inception to delivery by 23%

• Increase productivity of your staff by more than 40%

Build better products faster through collaboration across teams, roles, supply chains & geographies

© 2010 IBM Corporation

IBM Software Business Partner Plays

For IBM and IBM Business Partner Use Only17

Rational: Complex and Embedded Systems

Play Description

Systems engineering manages innovation of software intensive products, product lines, and systems and is the key to driving innovation in the product development process. It helps organizations deliver smarter products by enabling collaboration and integration across the product lifecycle, managing complexity, streamlining compliance and improving predictability. IBM Rational delivers tools, methods, and best practices that can be leveraged to deliver smarter products in less time and with higher quality.

Customer Value Proposition

For organizations building business, mission or life-critical systems and products, of all development solutions, only IBM Rational Solutions for Systems and Software Engineering provides an integrated environment to visually analyze, construct and assess their systems architecture from the requirements, while enhancing design collaboration across the diverse set of stakeholders and disciplines. Further, unlike competitors, the Rational solutions help ensure continuous validation through automated simulation and test design capabilities throughout the development cycle and creation of software and text-based deliverables directly from the design.

Lead Offerings

Software:Primary: Rational Team Concert, Rational DOORS, Rational Rhapsody, Rational Quality ManagerSecondary: Rational Publishing Engine, Rational Focal Point, Rational Insight, Rational Asset Manager

Hardware:Any hardware or operating system

Up sell, Cross Sell OpportunitiesRational Requirements Composer, Rational ClearCase/ClearQuest, Rational Method Composer, Rational Synergy

Competitive Differentiation:Top Reasons IBM is Better than Key competitors (Seimens, HP, MKS)

•Comprehensive portfolio planning solution•Aligns market & mission needs into product planning and project execution

•Enables users to graphically model sys rqmts

Sales Scenario

Any company involved in developing or operating complex systems, particularly in Aerospace and Defense, Automotive, Energy and Utilities, Electronics (communications systems and devices, medical devices, consumer products, industrial automation). Typical Sponsors include: 1)CTO, VP of Engineering, VP of Dev; 2)LOB Managers, Product/Project Managers; 3)Dev Managers, Systems EngineersFocus on: Accelerated Development, Increased collaboration, More reliable and Higher Quality products, Reduce regulatory issues

Partners VADs, VARs, SIs, ISVs, SPs

Reasons to Sell

• For the 5th time in 6 years, Rational has achieved the top overall ranking in our 2010 Users Choice Survey on Software Development Platforms. (Users Choice Survey, Software Development Platforms Evans Data Corporation)

• Industry leading provider of Systems Engineering (SE) and Application Lifecycle Management (ALM) products and services supporting the entire lifecycle from requirements through delivery

• Industry's leading Model-Driven Development (MDD) environment

Demand Gen Web Assets

Content Syndication, Rational Systems Sales Kits, IBM Software Story, IBM Software Story QRG

Key Link: Quick Reference Guide on PW Sales Play on Partnerworld

Global Play Owner: Denise Wynn Play Date: 3Q 2012 Target: GB-LE Tactic Codes: Enter leads into GPP with appropriate tactic code

Business Area/Need: Systems & Software Engineering Primary Product Groups: Complex and Embedded Systems

Program Framework: Software and Product Innovation (SPI) for Systems Smarter Planet: Smarter Products and ServicesIndustries: All industries can be targeted. Industries with a proven track record include: Aerospace and Defense, Automotive, Energy and Utilities, Electronics (communications systems and devices, medical devices, consumer products, industrial automation)

Back to list of all 4Q Plays

© 2010 IBM Corporation

IBM Software Business Partner Plays

For IBM and IBM Business Partner Use Only

New Coming Late Q3!

*NEW* coming Q3 a cross brand Mobile play including solutions from: WebSphere, Tivoli and Rational.

Customers are harnessing the power of mobile technologies across their enterprise to support a mobile workforce and engage mobile consumers. This play provides IBM Business Partners the tools needed to transform their new and existing customers into a Smarter Mobile Enterprise.

© 2011 IBM Corporation

Enabling Product and Service Innovation | Rational

19

Call to action

At beginning of quarter, complete a territory plan

Select from locally available sales plays to prioritize sales activities

Leverage the sales play enablement packages for access to sales tools

1

2

3

Good luck and good selling!

© 2011 IBM Corporation

Enabling Product and Service Innovation | Rational

20

SWG Business Partners Sales Plays on PartnerWorld

Updated every quarter

Presentation and audio replay available

Presentation and Quick Reference Guides Translated into 9 Languages

Go here

© 2011 IBM Corporation

Enabling Product and Service Innovation | Rational

21

IBM Co-Marketing Center

Helps Business Partners get to market quickly with "ready to execute" campaign materials than can be customized easily

Involve Business Partners in your campaigns

Any IBMers can load assets in the tool for them to use

Instructions can be found at:http://w3.ibm.com/connections/wikis/home?lang=en_US#/wiki/CMC/page/IBM%20Internal%20Education%20-%20Create%20%26%20Design

IBM Co-Marketing Center on PartnerWorld

© 2011 IBM Corporation

Enabling Product and Service Innovation | Rational

Today?

Innovate 2012!

– Become a SPONSOR!

– Nominate your company for an AWARD!

– Register to ATTEND!

– Go to the Business Partner Summit!

– Find all of us in the BP Café!

© 2011 IBM Corporation

Enabling Product and Service Innovation | Rational

23

© Copyright IBM Corporation 2011. All rights reserved. The information contained in these materials is provided for informational purposes only, and is provided AS IS without warranty of any kind, express or implied. IBM shall not be responsible for any damages arising out of the use of, or otherwise related to, these materials. Nothing contained in these materials is intended to, nor shall have the effect of, creating any warranties or representations from IBM or its suppliers or licensors, or altering the terms and conditions of the applicable license agreement governing the use of IBM software. References in these materials to IBM products, programs, or services do not imply that they will be available in all countries in which IBM operates. Product release dates and/or capabilities referenced in these materials may change at any time at IBM’s sole discretion based on market opportunities or other factors, and are not intended to be a commitment to future product or feature availability in any way. IBM, the IBM logo, Rational, the Rational logo, Telelogic, the Telelogic logo, and other IBM products and services are trademarks of the International Business Machines Corporation, in the United States, other countries or both. Other company, product, or service names may be trademarks or service marks of others.

www.ibm.com/software/rational