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Industry Solutions Software Smarter Commerce - Business Partner Guide Value Propositions. 1. Smarter Commerce can help transform every phase of the commerce cycle. Market opportunity. Insight. Strategy. Buy - PowerPoint PPT Presentation
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© 2012 IBM Corporation
Click here for Table of Contents
This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients.1
Industry Solutions Software Smarter Commerce - Business Partner GuideValue Propositions
1
© 2012 IBM Corporation
Click here for Table of Contents
This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients.2
Smarter Commerce can help transform every phase of the commerce cycle
BuyDrives intelligent,
adaptive and optimized extended supply chains based
on customer demand
MarketCreates personalized and relevant offers
with unified cross-channel
marketing
ServiceAnticipates
behavior and delivers flawless customer service
across all channels
Sell Enables customers
and partners to buy what they want,
when and where
Sourcing, controlling and procurement of goods and services
Targeted and personalized
marketing across all customer interactions
Selling and fulfillment of products and services across
all channels
Servicing customer needs
across all interaction
channels
MarketBuy
Service SellCustomer
InsightInsight StrategyStrategy
EngagementEngagement
Market opportunity
© 2012 IBM Corporation
Click here for Table of Contents
This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients.3
Market Opportunity
TARGET CLIENT SIZE
>1000 = 62%
100 – 999 = 19%
1 – 99 = 15%
Non Business = 4%
TARGET CLIENT SIZE
>1000 = 62%
100 – 999 = 19%
1 – 99 = 15%
Non Business = 4%
$78 billion in opportunity for 2011
Growing 3x faster than overall IT opportunity
Smarter Commerce
Market opportunity
Market Opportunity
Source: IBM Market Analysis (GMV). 091111 Alisa Macklin BP Summit Presentation V2. Amounts reflect IBM internal estimates, are provided for illustrative purposes only and are not meant to represent or guarantee opportunity in any business segment.
Buy
Market
Sell
Service
© 2012 IBM Corporation
Click here for Table of Contents
This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients.4
Smarter Commerce Portfolio / Solution Overview
Portfolio overview
CORE BUSINESS PROCESS OFFERINGS
Buy Market Sell Service
Supplier Integration & Management
Supply Chain Management Payments and Settlements
Customer Awareness & Analytics
Social Media Marketing Cross-channel Campaign Mgmt Digital Marketing Optimization
Cross-channel Selling Order Management &
Fulfillment Customer Integration &
Collaboration Store Solutions Payments & Settlements
Delivery, Service, & Support
Customer Self-Service Case Management
Retail Store Solutions
© 2012 IBM Corporation
Click here for Table of Contents
This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients.5
Portfolio Value Propositions
Value Propositions
IBM is creating, defining and making this market; a key component in IBM’s global revenue growth objectives.
Strategic acquisitions – over $2.5B since 2010
Comprehensive enablement and technical resources
Generous marketing and demand generation assistance
Formalized Business Partner Program to enhance partner margin
Unique incentives for identifying, recommending and co-selling IBM SaaS software offerings
Why Partner with IBM around Smarter Commerce?
© 2012 IBM Corporation
Click here for Table of Contents
This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients.6
Business Partner Reference – Smarter Commerce
Reference
IBM Premier Level Partner in Partner World
A premier provider of cross-channel commerce solutions that enable a smarter, more personalized shopping experience.
More than 14 years of experience delivering business strategy, implementation and managed services for B2B & B2C.
Sell to business decision makers that drive cross-channel customer experience
First SVP Retail Industry Certified IBM Business Partner
Recipient of multiple IBM excellence awards over several consecutive years Awards
o 2010 Beacon Award for Outstanding Business Agility Solution
o 2010 IMPACT ”Smart SOA Award” Finalist
o 2009 IMPACT “Best in Show”
o 2009 Beacon Award Finalist for “Best Overall ISV Solution- Cross Channel Commerce”
Current WS Commerce partner, ramping up support for Unica & Sterling Commerce
Completed the new Smarter Commerce Capability Authorization
© 2012 IBM Corporation
Click here for Table of Contents
This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients.7
Business Partner ProfilePartner Profile
Value driven, solution oriented
Revenue predominantly in Services (typically 80% of total revenue)
Small sales organization that is highly dependent on IBM SSRs
Works roughly 5-7 deals/year
Velocity driven, transaction oriented
Revenues mostly in resale or SVI revenue, some adjunct services
Larger sales organization that is highly dependent on customer budget and renewal stream
Works roughly 15-20 deals/year/rep
Profile of Traditional Reseller Profile of High Volume Reseller
© 2012 IBM Corporation
Click here for Table of Contents
This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients.
5 Quick Steps to Get Started
Visit the Smarter Commerce PartnerWorld Site to access Business Partner sales and marketing tools and materials and training
Get started on your Smarter Commerce Capability Authorization
Plan to maximize your profitability & your team’s education path by reviewing the Software Value Plus (SVP) & Software Value Incentive (SVI) criteria & product categories.
Educate your Sales and Delivery Teams & become SVP Authorized to resell Smarter Commerce through Training & Certification.
Develop a Marketing plan and take advantage of IBM’s programs and drive demand with IBM Co-Marketing
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Resources
Join PartnerWorld to become an IBM Business Partner, then…
© 2012 IBM Corporation
Click here for Table of Contents
This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients.9
Resources – Smarter Commerce
Key People:
John Ehmann, WW Director Smarter Commerce
CONTACT: 1-614-873-2620,[email protected]
Melinda Matthews, Director - WW SWG Industry Solutions Sales, Business Partners
CONTACT: + 44-207-021-9044, [email protected]
Stasie Fishman, WW Channel Business Development Executive
CONTACT: 1-516-349-3359, [email protected]
Resources
Key Places:
Become a Business Partner:Join PartnerWorld Here
Visit the Smarter Commerce Partner World page
Start your journey here
Smarter Commerce White Board Demo Access this here
Smarter Commerce Capability Authorization Start your journey here
Smarter Commerce Global 2012 Summits Learn more