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PartnerWorld 2018 / DOC ID / March 21, 2018 / © 2018 IBM Corporation
Enhance Your Solution by Embedding IBM Technology
Discussion Topics
2PartnerWorld 2018 / DOC ID / March 21, 2018 / © 2018 IBM Corporation
• Winning in the marketplace with ISVs and Tech Partners
• The Embedded Solution model – how we support partners as they build and deploy
• Panel discussion with 4 of your peers
David FarrellGeneral Manager, Watson and Cloud Platform
Rosalva NunezDirector, Worldwide Channels
Vanita DesaiDirector of Sales, Cloud Solution Providers and ISVs
PartnerWorld 2018 / DOC ID / March 21, 2018 / © 2018 IBM Corporation
Enhance Your Solution by Embedding IBM Technology—Dave FarrellGeneral ManagerWatson and Cloud Platform
Traditional IT market(Non Cloud)
Cloud IT
Cognitivesolutions
0.5
1.0
1.5
2.0
2.5
Addressable Market ($T)
I90 I0 I10 I20
— IDC
— Gartner
— IDC
— Gartner
Traditional IT3-5% CAGR
New Markets25% CAGR
50%of developers to embedcognitive into apps by ‘18
“Smart modules” topInvestment by ‘18
Over 60% of newApps cloud native by ‘18
Hybrid becomesThe infrastructurefoundation for nextmove of apps
Technology disruption is transforming the IT industry
46% (IDC prediction)
Combined CSP and MSPmarket for Server and Storage by 2020
IBM’s Watson & Cloud Platform Coverage Model
GTS Top Accounts Industry / Enterprise Commercial
W&CP FTF SalesDigital Sales
Inbound / OutboundGTS Sales
W&CP FTF Technical Sales
Watson / Watson Data Platform Specialty Sales
Expansion and Consumption Sales
Business Partner Ecosystem (ISVs & SIs)
One IBM Cloud Customer Hub
Digital Technical Sales
ISVs and Technology Partners are critical to IBM’s success
IBM Watson & Cloud Platform Portfolio
6PartnerWorld 2018 / DOC ID / March 21, 2018 / © 2018 IBM Corporation
Watson Platform
Humanistic AI platform• Prebuilt use case assets• API driven • Rapid learning
IaaS
IBM Cloud for VMWare • DR & Back Up• Capacity Expansion
ICOS (object storage)
Hybrid Cloud Storage• Back Up to Cloud• Data Analytics/ FileNet Archival
Developer Services
150+ APIs and services spanning AI, Blockchain and data
6
Watson Data Platform
Orchestrates, governs and runs full Machine Learning life cycle on the Cloud
Blockchain
Blockchain platform• Fully integrated• Enterprise ready
IBM Cloud Private
One Architecture - Multiple Entry Points
IBM Cloud & Watson Platform Partner Examples
PartnerWorld 2018 / DOC ID / March 21, 2018 / © 2018 IBM Corporation
Watson Platform
Humanistic AI platform• Prebuilt use case assets• API driven ; Rapid learning
• Real-time intelligent customer engagement solutions
• Using IBM Watson to transform customer care and deliver quicker, more efficient support.
IBM Cloud Object Storage
Hybrid Cloud Storage• Back Up to Cloud• Data Analytics/ FileNet Archival
• Easy to manage cloud storage platform for photographers and online galleries
• Able to manage 10B images and ever-growing demand with ease and flexibility
7
Blockchain
Blockchain platform• Fully integrated• Enterprise ready
• Platform for immutable record keeping, radical transparency, and machine driven insight
• Leveraging Blockchain to improve efficiency , transparency and accuracy in shareholder proxy voting processes
ISV and Technology Partner ProgressionIBM has a Proven Methodology to help you build and scale
8PartnerWorld 2018 / DOC ID / March 21, 2018 / © 2018 IBM Corporation
Win ScaleSign Up
ISV Business Development and
Architects
Design ThinkingWorkshops
Prove fit of IBM technology
Industry / Regulatory Expertise
Reduce cost of Competitive
migration
Ensure Joint Customer Success
Build GTM Plan and Marketing Assets
Generate Demand /MDF
Event Participation and Reference
Program
Migrate / Develop / Connect Win Joint Customers GTM by Industry
3 Great Reasons to work with IBM!
9PartnerWorld 2018 / DOC ID / March 21, 2018 / © 2018 IBM Corporation
Watson Platform
IaaS ICOS Developer Services
9
Watson Data Platform Blockchain
IBM Cloud Private
“ No. 1 Blockchain Technology Leader ”
“IBM recognized as the leader”
“ leapfrogged both Salesforce and SAP ”
“…market leader on-premand building momentum in
the Cloud. ”
"Rometty strikes gold… private cloud”
“ #1 For Multiplatform Container Services ”
“ #1 in AI Market Share ”
1. We Pay our Sellers to work with ISVs and technology partners
• ISV Client Credit Program
• Paid on IBM W&CP, Analytics, and Cloud Integration in your solutions
2. Proven Methodology and New Investments
• Design Thinking Workshops / POCs / Architect and Support Access / Market Development Funds / Event Participation
3. The Best Platform• Recognized by Analysts as the leading Cloud and
Cognitive Platform
“IBM’s now one of the big dogs in the world of cloud, AI, blockchain,
machine learning, and advanced cybersecurity”
Bob Evans, Fortune, January 19, 2018
PartnerWorld 2018 / DOC ID / March 21, 2018 / © 2018 IBM Corporation
IBM Embedded Solutions—Rose NunezDirector, Worldwide Channels
How do Tech Partners and their customers benefit from the ESA (Embedded Solutions Agreement) model?
11PartnerWorld 2018 / DOC ID / March 21, 2018 / © 2018 IBM Corporation
Customer View• Customers buy an integrated solution and want a single point of contact (Tech Partner)
• Customers reduce TCO when buying integrated solutions because Tech Partners streamline
o Design & Developmento Integration & Installationo Training and Tech Support….
Tech Partner View• Who are the Tech Partners?
o Market Makers: IP Builders, ISVs, SIs, MSPs, CSPs
• Tech Partners want too Accelerate time to marketo Improve profitability and client valueo Accelerate the sales cycle & grow revenue
• IBM offerings are trusted in the market
What is the Embedded Solutions Agreement (ESA)? • Provides Tech Partners (TP) a vehicle to create unique solutions with IBM technology, and market
the solution to their down-stream customers
• Embedded Solution: the combination of IBM offering(s) and Tech Partner's Value Add that together create a commercially available TP branded solution distinct from the IBM offering(s)
• ESA: IBM offering(s) cannot be separated from the TP-branded solution
Support§ IBM supports Tech Partner
§ Tech Partner provides Level 1 & 2 Support
License/Subscription§ License held by Tech Partner
§ Restricted-Use License
Pricing/Terms§ Negotiated price for the IBM Offering(s)
§ Purchase Commitment (upfront or initial purchase) or purchase over time
Value-Add Requirement§ IBM offering(s) must be sold as part of total solution or service
What is available to help you Learn, Build, Market and Sell?
13PartnerWorld 2018 / DOC ID / March 21, 2018 / © 2018 IBM Corporation
Learn and Build Market and Sell
IBM Cloud Credits• $1,200 USD • >130 industry
leading cloud services
SaaS trials and
sandboxes
PartnerWorldUniversity
online training Education
discount vouchers
Promote your client
success story
Get noticed by IBM clients, sellers and Business Partners
We Pay our Client Sellers to work with ISVs/Tech Partners... the game-changing ESA Client Credit Program
14
ElevateyourGTMStrategytothenextlevel• TapintoIBMclientteamindustryexpertiseandknowledgeofIBMcontenttohelpgrowyourbusiness• ProgramdesignedtoalignIBMClientSellerswithISV/TPgrowthobjectives
EligibilityandRequirements– Partnermust:• HaveanactiveESAAgreementinplacewithIBM• AgreetoISV/TPQuarterlyreportingincludingdetailedclientinformationandIBMcontent• MinimumcliplevelperquarterHowdoIgetsignedup?§ WorkwithyourIBMRepand/orESADistributortogetenrolled
Whogetspaidforwhatofferings• IBMGlobalMarketsellers,SoftwaresellersandWatson&CloudPlatformsellers*• IBMOfferingseligibleincludeW&CPOfferings,SoftwareTransactionalandSaaSACV
IBMClientteamsarecompensatedforIBMWatson&CloudPlatform(W&CP)andSoftwarecontentinyourSolutionwhenyousellyourSolutiontoclientsundertheEmbeddedSolutionsAgreement
*Some restrictions apply
3 ways to engage with IBM to start building
15PartnerWorld 2018 / DOC ID / March 21, 2018 / © 2018 IBM Corporation
Direct sellers Distributors Digital Self-Serve ibm.com/partners/start
PartnerWorld 2018 / DOC ID / March 21, 2018 / © 2018 IBM Corporation
Panel Discussion
Moderated byVanita Desai, Director of Sales, Cloud Solution Providers & ISVs
Thank You To Today’s Panelists
17
Erik HaasProduct Line Manager ESL
Bison (Europe)
Rahul BanerjeeFounder
Bondevalue (Singapore)
Brian HerrChief Information Security Officer
Secure-24
Joshua (Josh) HendersonCIO Cloud & Cyber Security
Zayo
Notices and disclaimers
18Think 2018 / January 12, 2018 / © 2018 IBM Corporation
© 2018 International Business Machines Corporation. No part of this document may be reproduced or transmitted in any form without written permission from IBM.
U.S. Government Users Restricted Rights — use, duplication or disclosure restricted by GSA ADP Schedule Contract with IBM.
Information in these presentations (including information relating to products that have not yet been announced by IBM) has been reviewed for accuracy as of the date of initial publication and could include unintentional technical or typographical errors. IBM shall have no responsibility to update this information. This document is distributed “as is” without any warranty, either express or implied. In no event, shall IBM be liable for any damage arising from the use of this information, including but not limited to, loss of data, business interruption, loss of profit or loss of opportunity. IBM products and services are warranted per the terms and conditions of the agreements under which they are provided.
IBM products are manufactured from new parts or new and used parts. In some cases, a product may not be new and may have been previously installed. Regardless, our warranty terms apply.”
Any statements regarding IBM's future direction, intent or product plans are subject to change or withdrawal without notice.
Performance data contained herein was generally obtained in a controlled, isolated environments. Customer examples are presented as illustrations of how those
customers have used IBM products and the results they may have achieved. Actual performance, cost, savings or other results in other operating environments may vary.
References in this document to IBM products, programs, or services does not imply that IBM intends to make such products, programs or services available in all countries in which IBM operates or does business.
Workshops, sessions and associated materials may have been prepared by independent session speakers, and do not necessarily reflect the views of IBM. All materials and discussions are provided for informational purposes only, and are neither intended to, nor shall constitute legal or other guidance or advice to any individual participant or their specific situation.
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Notices and disclaimerscontinued
19Think 2018 / DOC ID / March 21, 2018 / © 2018 IBM Corporation
Information concerning non-IBM products was obtained from the suppliers of those products, their published announcements or other publicly available sources. IBM has not tested those products about this publication and cannot confirm the accuracy of performance, compatibility or any other claims related to non-IBM products. Questions on the capabilities of non-IBM products should be addressed to the suppliers of those products. IBM does not warrant the quality of any third-party products, or the ability of any such third-party products to interoperate with IBM’s products. IBM expressly disclaims all warranties, expressed or implied, including but not limited to, the implied warranties of merchantability and fitness for a purpose.
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20PartnerWorld 2018 / DOC ID / March 21, 2018 / © 2018 IBM Corporation