copy 2011 IBM Corporation

IBM Education Pack - online account promotion Marketing and Sales Enablement Activities Limited time offer Oct 4 ndash Dec 30 2011 US promotion Announcement date ndash Sept 30 2011

Mike Sigl

Opportunity Manager

IBM Systems Lab Services and Training

Note View presentation in slide show mode to access hyperlinks to tools and resources

IBM Sellers and Business Partners

copy 2011 IBM Corporation 2

For a limited time clients will earn a discount of 15 on IBM Education Pack ndash online

account purchases of $25000 or more

IBM Education Pack ndash online account tiers Everyday

discount Limited-time

savings

$2500 - $9900 0 --

$10000 - $24900 5 --

$25000 - $49900 10 15

$50000 - $99900 11 15

gt$100000 12 15

Plan ahead and train for less

Limited time offer This offer available

October 4

through

December 30 2011

Announcement date 93011

copy 2011 IBM Corporation

e-Learning Take live virtual classes

and instructor-led online

training

Learn anytime with self-

paced virtual classes

and Web lectures

Assess your skills with

online quizzes

Hone your skills with

remote labs

Participate in discussion

forums

Practice for certification

tests

Conferences Upgrade your IT skills

Test-drive the latest

technologies

Hear breaking news on

latest product releases

Network with experts

and colleagues

Explore a wide

selection of topics

Certify your skills onsite

Load up on business-

critical information

Classroom Enroll in public classes

worldwide

Schedule private

classes at your site or

ours

Choose off-the-shelf or

customized curriculum

Gain expertise through

hands-on labs

Network with peers and

instructors

Prepare for professional

certification testing

What you can buy with the IBM Education Pack

3

copy 2011 IBM Corporation 4

Benefits of the IBM Education Pack ndash online account A prepaid discount program to save money

Save

Protect your

annual training

budget and lock

in savings for the

next 12 months

Select

Choose from

systems and

software courses

in 22 curriculum

areas

Simplify

Train multiple

people across

your organization

with one account

Manage your

account entirely

online

copy 2011 IBM Corporation 5

Marketing

Strategy Tactic

Messaging bull Make the most of your year-end training budget Save now and

plan for training in 2012

bull Take advantage of bigger discounts on Ed Pack purchases of $25K

or higher

Targeted audience bull IT managersdecision-makers

Call to action bull For IBM clients ibmcomtrainingussavingsedpack

bull For IBM Business Partners on PartnerWorld

bull For Business Partners without PartnerWorld access ndash US

Business Partner site ibmcomtrainingussavingsedpackpartner

copy 2011 IBM Corporation 2

For a limited time clients will earn a discount of 15 on IBM Education Pack ndash online

account purchases of $25000 or more

IBM Education Pack ndash online account tiers Everyday

discount Limited-time

savings

$2500 - $9900 0 --

$10000 - $24900 5 --

$25000 - $49900 10 15

$50000 - $99900 11 15

gt$100000 12 15

Plan ahead and train for less

Limited time offer This offer available

October 4

through

December 30 2011

Announcement date 93011

copy 2011 IBM Corporation

e-Learning Take live virtual classes

and instructor-led online

training

Learn anytime with self-

paced virtual classes

and Web lectures

Assess your skills with

online quizzes

Hone your skills with

remote labs

Participate in discussion

forums

Practice for certification

tests

Conferences Upgrade your IT skills

Test-drive the latest

technologies

Hear breaking news on

latest product releases

Network with experts

and colleagues

Explore a wide

selection of topics

Certify your skills onsite

Load up on business-

critical information

Classroom Enroll in public classes

worldwide

Schedule private

classes at your site or

ours

Choose off-the-shelf or

customized curriculum

Gain expertise through

hands-on labs

Network with peers and

instructors

Prepare for professional

certification testing

What you can buy with the IBM Education Pack

3

copy 2011 IBM Corporation 4

Benefits of the IBM Education Pack ndash online account A prepaid discount program to save money

Save

Protect your

annual training

budget and lock

in savings for the

next 12 months

Select

Choose from

systems and

software courses

in 22 curriculum

areas

Simplify

Train multiple

people across

your organization

with one account

Manage your

account entirely

online

copy 2011 IBM Corporation 5

Marketing

Strategy Tactic

Messaging bull Make the most of your year-end training budget Save now and

plan for training in 2012

bull Take advantage of bigger discounts on Ed Pack purchases of $25K

or higher

Targeted audience bull IT managersdecision-makers

Call to action bull For IBM clients ibmcomtrainingussavingsedpack

bull For IBM Business Partners on PartnerWorld

bull For Business Partners without PartnerWorld access ndash US

Business Partner site ibmcomtrainingussavingsedpackpartner

copy 2011 IBM Corporation

e-Learning Take live virtual classes

and instructor-led online

training

Learn anytime with self-

paced virtual classes

and Web lectures

Assess your skills with

online quizzes

Hone your skills with

remote labs

Participate in discussion

forums

Practice for certification

tests

Conferences Upgrade your IT skills

Test-drive the latest

technologies

Hear breaking news on

latest product releases

Network with experts

and colleagues

Explore a wide

selection of topics

Certify your skills onsite

Load up on business-

critical information

Classroom Enroll in public classes

worldwide

Schedule private

classes at your site or

ours

Choose off-the-shelf or

customized curriculum

Gain expertise through

hands-on labs

Network with peers and

instructors

Prepare for professional

certification testing

What you can buy with the IBM Education Pack

3

copy 2011 IBM Corporation 4

Benefits of the IBM Education Pack ndash online account A prepaid discount program to save money

Save

Protect your

annual training

budget and lock

in savings for the

next 12 months

Select

Choose from

systems and

software courses

in 22 curriculum

areas

Simplify

Train multiple

people across

your organization

with one account

Manage your

account entirely

online

copy 2011 IBM Corporation 5

Marketing

Strategy Tactic

Messaging bull Make the most of your year-end training budget Save now and

plan for training in 2012

bull Take advantage of bigger discounts on Ed Pack purchases of $25K

or higher

Targeted audience bull IT managersdecision-makers

Call to action bull For IBM clients ibmcomtrainingussavingsedpack

bull For IBM Business Partners on PartnerWorld

bull For Business Partners without PartnerWorld access ndash US

Business Partner site ibmcomtrainingussavingsedpackpartner

copy 2011 IBM Corporation 4

Benefits of the IBM Education Pack ndash online account A prepaid discount program to save money

Save

Protect your

annual training

budget and lock

in savings for the

next 12 months

Select

Choose from

systems and

software courses

in 22 curriculum

areas

Simplify

Train multiple

people across

your organization

with one account

Manage your

account entirely

online

copy 2011 IBM Corporation 5

Marketing

Strategy Tactic

Messaging bull Make the most of your year-end training budget Save now and

plan for training in 2012

bull Take advantage of bigger discounts on Ed Pack purchases of $25K

or higher

Targeted audience bull IT managersdecision-makers

Call to action bull For IBM clients ibmcomtrainingussavingsedpack

bull For IBM Business Partners on PartnerWorld

bull For Business Partners without PartnerWorld access ndash US

Business Partner site ibmcomtrainingussavingsedpackpartner

copy 2011 IBM Corporation 5

Marketing

Strategy Tactic

Messaging bull Make the most of your year-end training budget Save now and

plan for training in 2012

bull Take advantage of bigger discounts on Ed Pack purchases of $25K

or higher

Targeted audience bull IT managersdecision-makers

Call to action bull For IBM clients ibmcomtrainingussavingsedpack

bull For IBM Business Partners on PartnerWorld

bull For Business Partners without PartnerWorld access ndash US

Business Partner site ibmcomtrainingussavingsedpackpartner

copy 2011 IBM Corporation 6

E-mail demand generation

Target audience ﹣ IT managers and decision makers

below CIO level

E-mail campaign ﹣First e-mail executes on Oct 7

2011

﹣Reminder e-mail to follow in

December

Messaging ﹣Attract enterprise clients to

purchase Ed Pack for training

multiple employees

﹣Secure remaining 2011 training

budgets for spending in 2012

copy 2011 IBM Corporation 7

Ed Pack mention in custom catalog e-mail targeting IT professionals

copy 2011 IBM Corporation

Web marketing

8

copy 2011 IBM Corporation 9

Web marketing ndash US Ed Pack Web page

Call to action

IBM Education Pack

ndash online account

US Web page ndash

ibmcomtraininguss

avingsedpack

copy 2011 IBM Corporation 7

Ed Pack mention in custom catalog e-mail targeting IT professionals

copy 2011 IBM Corporation

Web marketing

8

copy 2011 IBM Corporation 9

Web marketing ndash US Ed Pack Web page

Call to action

IBM Education Pack

ndash online account

US Web page ndash

ibmcomtraininguss

avingsedpack

copy 2011 IBM Corporation

Web marketing

8

copy 2011 IBM Corporation 9

Web marketing ndash US Ed Pack Web page

Call to action

IBM Education Pack

ndash online account

US Web page ndash

ibmcomtraininguss

avingsedpack

copy 2011 IBM Corporation 9

Web marketing ndash US Ed Pack Web page

Call to action

IBM Education Pack

ndash online account

US Web page ndash

ibmcomtraininguss

avingsedpack

copy 2011 IBM Corporation 10

Web marketing ndash US home page

Call to action

IBM Training ndash

US landing

page ndash

ibmcomtraining

us

copy 2011 IBM Corporation 11

Web marketing ndash global Ed Pack page

Call to action

IBM Training ndash

global landing

page ndash

ibmcomtraining

edpack

copy 2011 IBM Corporation 12

Web merchandising - Special offers

Call to action

IBM Training ndash

Special offers

copy 2011 IBM Corporation 13

Web merchandising ndash Smartspot and MTE

Smartspothellip

Dynamic module pops up in the right

navigation bar of an IBM search results page

Just place keywords in search box

﹣discount on training ed pack edu educate education education pack it training promo online prepaid save money save on training savings on it training savings on training training discount training offer training promotion

Search engine optimization (SEO) tool drives

traffic to Ed Pack from across the ibmcom

site

Drives new traffic among users not initially

seeking training

MTEhellip

Static module will be placed on key pages to

drive traffic to Ed Pack offer

copy 2011 IBM Corporation 14

Web marketing ndash Social media

Tweets through IBM Training News

﹣Provide tweets to brand training teams to

promote through their Twitter accounts

﹣Encourage brands to add to Facebook and other

social media vehicles

copy 2011 IBM Corporation 14

Web marketing ndash Social media

Tweets through IBM Training News

﹣Provide tweets to brand training teams to

promote through their Twitter accounts

﹣Encourage brands to add to Facebook and other

social media vehicles

copy 2011 IBM Corporation

Sales resources for IBM sellers

15

copy 2011 IBM Corporation 16

Sales enablement - Promotional flyer

bull Client-facing flyer for IBM sellers

copy 2011 IBM Corporation 16

Sales enablement - Promotional flyer

bull Client-facing flyer for IBM sellers

copy 2011 IBM Corporation 17

Sales enablement ndash IBM seller and client Ed Pack usage guides

IBM Education Pack ndash online account IBM Sellers Guide

IBM Education Pack ndash online account Client Usage Guide

copy 2011 IBM Corporation 18

IBM Training contacts for IBM sellers

Brandon Walters cross-brand ibmcom manager

1-770-863-1329 brandon_waltersusibmcom

SWG contacts Central Territory

Paula Blackwell

Tel 770-863-1520

blackpausibmcom

Northeast Territory

Joel Broyles

Tel 770-863-2933

jbroylesusibmcom

Great Lakes

Wendell Jordan

Tel 770-863-1451

wjordanusibmcom

West Territory

Brian Marks

Tel 770-863-2281

bmarksusibmcom

Southeast Territory

John D Evans

Tel 770-863--2162

jdevansusibmcom

STG contacts East Territory

Diane Ligon

Tel 770-863-1833

dligonusibmcom

West Territory

Jim McAndrew

Tel 770-863-1053

jamcandusibmcom

copy 2011 IBM Corporation

Sales resources for IBM Business Partners

19

copy 2011 IBM Corporation

Sell the IBM Education Pack ndash whatrsquos in it for you

In addition to the 15 discount offered by

this promotion Business Partners will

continue to receive 20 discount off the list

price

ndash If a Business Partner purchases a $25K Education

Pack the invoice price to the partner will be $17K

ndash The Business Partner receives $25K in their

account to use toward training or to resell to their

customers

20

Total account

value

List price w 15

promotional

discount

BP price after

applying 20 BP

discount

$25000 $21250 $17000

$38000 $32300 $25840

$52000 $44200 $35360

20

copy 2011 IBM Corporation 21

Partner marketing ndash US BP page

IBM Training ndash

US BP site ndash

ibmcomtraining

ussavingsedpac

kpartner

copy 2011 IBM Corporation

Sell the IBM Education Pack ndash whatrsquos in it for you

In addition to the 15 discount offered by

this promotion Business Partners will

continue to receive 20 discount off the list

price

ndash If a Business Partner purchases a $25K Education

Pack the invoice price to the partner will be $17K

ndash The Business Partner receives $25K in their

account to use toward training or to resell to their

customers

20

Total account

value

List price w 15

promotional

discount

BP price after

applying 20 BP

discount

$25000 $21250 $17000

$38000 $32300 $25840

$52000 $44200 $35360

20

copy 2011 IBM Corporation 21

Partner marketing ndash US BP page

IBM Training ndash

US BP site ndash

ibmcomtraining

ussavingsedpac

kpartner

copy 2011 IBM Corporation 21

Partner marketing ndash US BP page

IBM Training ndash

US BP site ndash

ibmcomtraining

ussavingsedpac

kpartner

copy 2011 IBM Corporation

PartnerWorld pages updated to

reflect promotion

22

Partner marketing ndash PartnerWorld

PartnerWorldreg ID and

password required

copy 2011 IBM Corporation 23

Sales enablement ndash Business Partner and client Ed Pack usage

guides

IBM Education Pack ndash online account Business Partner Guide

IBM Education Pack ndash online account Client Usage Guide

copy 2011 IBM Corporation 24

Partner marketing - Promotional flyer

bull Client-facing flyer for

Business Partners

(pdf)

bull For a Microsoft Word

version with a call to

action you can

customize click here

copy 2011 IBM Corporation

Single point of contact for Business Partners is Scott Lyons IBM

Training Sales Specialist

Assistance with complex deals

- Locateidentify necessary resources

- Assist with private class process

Help manage large resold EPOA balances

-Can assist the customerpartner with usage plans

Call to action

- Single point of contact for partners

-Scott Lyons 770-863-2218 smlyonsusibmcom

25

Questions

copy 2011 IBM Corporation 26

Call to action

IBM

ibmcomtrainingussavingsedpack

IBM Business Partners

ibmcomtrainingussavingsedpackpartner

PartnerWorld Resources

httpswww-

304ibmcompartnerworldwpsservletmemContentHandlerpw

_com_sel_selling_training_details

Limited time offer

Valid October 4 ndash December 30 2011 (announce date Sept 30 2011)

copy 2011 IBM Corporation

Tools and resources

27

copy 2011 IBM Corporation 28

FAQs

bull IBM Education Pack ndash

online account Frequently-

Asked Questions

bull Questions about the

promotion E-mail

edpackusibmcom or

call 1-800-IBM-TEACH (1-

800-426-8322)

copy 2011 IBM Corporation 28

FAQs

bull IBM Education Pack ndash

online account Frequently-

Asked Questions

bull Questions about the

promotion E-mail

edpackusibmcom or

call 1-800-IBM-TEACH (1-

800-426-8322)

copy 2011 IBM Corporation 29

Sales enablement ndash Sales kit on Software Sellers Workplace

bull IBM Education Pack sales

kit on SSW

copy 2011 IBM Corporation 30

Sales enablement ndash Resource kit on Sales Support Information

bull IBM Education Pack

resource kit on SSI

copy 2011 IBM Corporation 31

Sales enablement ndash Sales kit on SalesOne

bull IBM Education Pack sales

kit on SalesOne