Alliance to Win Overview, Sample Output & Partner List For more information or scheduling please contact: Keith Gaylord [email protected].

Alliance to Win Overview, Sample Output & Partner List

For more information or scheduling please contact:

Keith Gaylord [email protected]

Alliance to WinIBM | Confidential | 1 January 20072

Alliance to Win Objectives

Drive the success of the Alliance in the market place:

Generate incremental revenue and profit for both partners Create an Alliance business plan that includes:

– Alliance vision, objectives and strategy– Go to market plan including:

Agreement on make up of alliance offerings Demand generation sourcing and costs Resources for each step of the sales and support cycle Expected financial summary Action plan Optional (requiring adjusted meeting focus and/or 3rd day)

– Message Plan– Portfolio Analysis for Solution Prioritization– Routes to Market– Issues Identification and Prioritization

Build trust, teamwork and shared goals that complement the strengths of each partner


Benefits of an Alliance to Win

Surveys with attendees have highlighted 3 key benefits from Alliance to Win strategy sessions:

Significant time savings in alliance management and market planning: Teams estimated that they saved a minimum of 2 months time and some say they saved as much as a year.

New insights and strategies: Teams developed new strategies during the meeting. Some examples of these include: solution improvements, efficient and effective channel selection and use and improved marketing communication with customers.

Increased sales: Teams closed business after their Alliance to Win meetings and attribute the results to this strategy session.


Partner / IBM Alliance to Win Agenda

Day 1 Day 2

8:30 AM Opening• Objectives & Agenda• Alliance Status

IBM: presenter xxx Partner: presenter xxx

9:00 AM Introductory Presentations• Partner: presenter xxx• IBM: presenter xxx

10:00 AM Solution Definition & Stack

Noon Working Lunch

12:30 PM Solution Definition & Stack (cont)

1:30 PM Agreement on Customer Analysis & Market Characteristics

2:30 PM Competitive Analysis Solution Web (optional)

4:00 PM Revenue Modeling & Agreement onVision and Objectives

6:00 PM End of Day 1 - Team Dinner

8:30 AM Opening Discussion

9:00 AM Go-to-Market Planning • Sales Engagement Model• Target Geographies and Accounts• First Draft of Business Case

Noon Working Lunch

1:00 PM Action Planning (e.g.,)• Business Plan & Governance• Solution and Services Plan• Sales Execution• Marketing and Sales Enablement

5:00 PM Close Meeting - End of Day 2

All Times Are Estimates Only


Sample Solution Description - SPDE

IBM's Service Provider Delivery Environment (SPDE) is an open, scalable and flexible reference architecture for the delivery of revenue generating services. SPDE defines a consistent delivery and management environment for services, applications and content across multiple access networks and devices. Service Providers can choose to implement and integrate all or parts of SPDE with their existing environment.

SPDE is made up of two major components: Service Provider Hub to integrate functions and processes that:

– manage relationships with customers, – take orders for products and services, – provision and activate network elements and – assure and bill for those products and services.

Service Provider Application Delivery Environment (SPADE) to:– collect and aggregate content from a number of sources– provide a plug in environment for network enabled applications– select, aggregate and deliver personalized content and services without dependence on network

and devices– ensure a secure, scalable, flexible environment

These components are used to manage five Domains: Device domain Network delivery domain Services Brokering domain Services Management domain User Services domain


Sample: Typical Deal - with Participation Rates$ in MillionsNote: the “Solution Stack” below is for ONE typical deal

Total for Average Deal ($12.75M) 45% $8.250 $4.500

Total IBM ($6.75M) 38% $3.750 $3.000

Total Partner ($6M) 53% $4.500 $1.500

Offering Provider Part. Rate Margin Year 1 Year 2

Application Software Partner 100% 70% $3.000

Hardware Platform IBM 75% 35% $1.500 $0.750

Middleware (WebSphere, DB2) IBM 75% 70% $0.750 $0.750

Application Services Partner 100% 40% $1.000 $1.000

Business Consulting, SI, Imple Svcs IBM 100% 25% $1.500 $1.500

Business Consulting, SI, Imple Svcs Partner 100% 25% $0.500 $0.500

Assumptions:•x•x•x


Sample Customer Analysis - Compelling Reason to Buy

Target Customer

Who?

Who? (prioritized target segments and executives that will make decisions) Industries / Companies

– The top 300 companies in the xxx industry. – The top 100 companies in the xxx geography.

Buyers / Decision Makers Revenue producing line of business executives (VPs of Sales, Marketing), or Operations line of business executives, (VP of Manufacturing, VP of Service)

Influencers Internal: IT executives and managers, Senior management team (CEO, COO, CFO, CIO, …) External: Peers, industry analysts, trade journals, vendors, etc.

Pain Points?

Senior Management Team

Poor revenue results from xxx Slow response to changing market condition High cost of xxx Lack of business flexibility to xxx Low customer satisfaction, especially regarding cross channel relationship management

Benefit Why?

Senior Management Team

Increased revenue from xxx Improved time to market in order to xxxxxxxxxxxxxxxxxxxxxx and grow Decrease cost with a single solution to support xxxxxxxxxxxxxxxx that is customer centric Improve business flexibility to support future events such e-business, distribution channel changes, etc. Enable relationship management via technology (distribution channel or end customers)

Buying Behavior Where?

IBM

GBS / GTS

20%

Global Major ISV

30%

Global Major SI

40%

Regional ISV or SI

10%

Reseller or Solution Provider

0%

Tele / Web(ibm.com)

0%


Sample Market Characteristics

Total & Addressable Market Size:For the year 2007 what is the total revenue opportunity for the solution. Of this what can we really address.

TotalMarket

Size$ 2.0 B

Growth % from 2006 20 %

Addressable Market

Size$ 1.0 B


Total & Addressable Market Size: Repeat for the year 2008

TotalMarket

Size$ 2.5 B


Addressable Market

Size$ 1.25 B


Total & Addressable Market Size: Repeat for the year 2009

TotalMarket

Size$ 3.0 B


Addressable Market

Size$ 1.5 B


Market Share: Who are the major market participants and what is their market share in %

Comp.120 %

Comp. 215 %

Partner15 %

Comp.310 %

Other10 %

RYO30 %


Sample – Solution Web


Sample Vision Statements

We provide financial services that contribute to the success of individuals, businesses, communities and countries around the world. By creating solutions for our customers, opportunities for our employees and superior returns for our shareholders, we help each to achieve their goals. Chase Manhattan

To Become the World’s Pre-eminent Rent A Car Brand. AVIS

Through all our products, services and relationships, we will add to life’s enjoyment. Anheuser-Busch

We will be the global market leader in air transportation and related information services. That leadership will be attained by: Setting the industry standard for safety and security Providing world class customer service Creating an open and participative work environment which weeks positive

change, rewards innovation, and provides growth, security and opportunity to all employees

Producing consistently superior financial returns for shareholdersAMR Corporation (American Airlines)

Source: The Mission (Vision) Statement Book - 1999


Strategic Objectives: Create pipeline of 40 target accounts in 2007

Drive perception of IBM / Partner as world’s leading xxx solution provider to the xxx

industry by YE 2007

Capture 50% market share by the YE 2008

Create reference accounts in each geography by YE 2007

Financial Objectives to Support Key Sales Goals: Partner Revenue for 2007 - $ 50M , 2008 - $ 150M

IBM Revenue for 2007 - $200M, 2008 - $ 300M

Close 10 joint deals in 2007, 15 in 2008

Maximize IBM content in IBM / Partner solution stack

Accelerate Partner new revenue growth

Sample Alliance Objectives


Sales Steps / Resources

Demand Generation Pre-Sales Close the

Deal Deploy Support – Tech & Customer Care

Opp. Ident. Opp. Owner. Close Fulfillment Ongoing

IBM Sales StepsSSM-1

NoticingSSM-2

IdentifyingSSM-3

ValidatingSSM-4

QualifyingSSM-5

ProposalSSM-6

WinningSSM-7

ImplementingRelationshipAfter Install

Primary ResourcesIBM Client TeamFSS Sol RepsGBS Rel. Part.GBS Pract. Part.Part Account ExecsPart. PreSales ConsPart. Prof. Services

Support ResourcesIBM HW & SW RepsDemand Gen Tactics

Rules of Engagement:1. Lead Mgmt: a weekly pipeline teleconference led by xxx2. Opportunity Manager: IBM – Practice Partner / Partner Account Exec 3. IBM Pursuit Team (by solution area e.g. xxx, etc.) seed accounts and coordinate sales activities across brands

Sales Engagement Model Successfully executing, no training (green)

Evolving execution (yellow)

Action plan required to involve and train resource (red)


Sample Demand Generation - Sourcing and Cost

Closes 50

Lead/Close Ratio

20%

Leads 250

Method PR/ADV Collateral Web Events Reps

Leads 12.5 12.5 12.5 12.5 200.0

Conversion 10.0% 10.0% 10.0% 20.0% 30.0%

Prospects 125 125 125 63 667

Response Rate 0.05% 1.0% 0.1% 2.0% 10.0%

Touches 250,000 12,500 125,000 3,125 6,667

Cost/Touch $6 $48 $6 $960

Total Cost ($M) $1.600 $0.600 $0.800 $3.000

Program Spend from Table ($M) $6.000

Educ 0.600

Sol Ctr & Other 1.000

Total Year 1 Program Spend ($M) $7.600


Alliance IBM Partner

Revenue $234.8 $94.8 $140.0

- New Revenue $234.8 $94.8 $140.0

- Annuity Revenue

Discount Percent of Rev

Gross Margin Percent of Rev 47.7% 38.5% 54.0%

Gross Profit 112.1 36.5 75.6

Sales Expense 17.8 9.3 8.5

- Demand Generation PR/Advertorial $1.6 7.600 3.800 3.800

Collateral $0.6

Web $0.8

Events $3

Educ $0.6, Other $1

- Sales Specialists IBM 10 FTE 2.750 2.750

Partner 7 FTE 1.925 1.925

- Customer Relationship Mgt IBM 8 FTE 2.200 2.200


- BP Expense IBM 2 FTE 0.550 0.550


- Commissions

General & Admin 6% of total rev 14.1 5.7 8.4

Total SG&A 31.9 15.0 16.9

Net Profit $80.2 $21.5 $58.7

Percent Percent of Rev 34% 23% 42%

Expected Financial Summary - Year 1


Action PlanNeed / Area Action Owners Comp Date

Business Plan & Governance

Validate the value of porting to additional IBM platforms xxxxx 03/15/06

Analyze existing accounts to validate solution stack numbers

Create an executive relationship plan xxxxx 02/28/06

Solution & Services

Communicate application development plan xxxxx 02/23/06

Create one page descriptions of technology assets to present to clients xxxxx 03/15/06

Review previous deals to gain clearer understand services content xxxxx 02/28/06

Refine joint delivery model including methodology xxxxx 03/17/06

Sales Execution

Account Planning - detail profiling criteria xxxxx 03/15/06

Define contents of Sales kit xxxxx 03/15/06

Develop diagnostic tool to assist customers in assessing need / urgency

xxxxx 02/28/06

Sales Enablement & Marketing

Assess status of skills transfer education xxxxx 02/28/06


Sample - Message SummaryPositioning Statement Benefits for Awareness & Interest Differentiate for Desire & Action

Target Customer:For XXXXXXXXX Executives who want

to install a new xxxxxx solution or extend an existing xxx application

Benefit:The IBM / XXXX customer service

solution • Quickly reduces xxxxxx costs• Creates a xxxxxx xxxxxx organization

that adapts quickly to market and business changes

• Provides superior xxxxxxx xxxxxx to differentiate your company

Differentiator: XXXX and IBM deliver the fastest time to

value, implementation and payback with XXXX Solutions.

Reason to Believe:This is proven by• Typical Payback achieved in 6 to 12

months• Implementations achieved in as short

as 8 to 12 weeks • Quickly leveraging existing customer

and enterprise information without moving data

• Building block suite of software components that allow customers to purchase and implement the specific functions that they require

• Focus on lowering the highest cost area of xxxxxx

• Ability to change xxxxx to immediately respond to business emergencies and new opportunities

• Industry specific references that prove the above points

1.Quickly reduces xxxxxx costs–Increase first time xxx resolutions

and escalations –Effectively reduce the most

expensive xxx cost –Reduce xxxxx volumes through cost

efficient xxxx (web or e-mail)–Reduce training time 60-70% –Improve job satisfaction and reduce

churn2.Creates a xxxxxx xxxxxx organization

that adapts quickly to market and business changes

–Quickly support new product introductions from Line of Business

–Handle complex new product inquiries with existing infrastructure

–Grow your volume with out adding people and technology

3.Provides superior xxxxxxx xxxxxx to differentiate your company

–Provide improved xxx–Provide the customer with choices on

how and when they want to receive xxxxx

–Ensure consistent and accurate information across all channels

–Provide timely and relevant information to customers before they know they need to contact you

Achieve the fastest time to value, implementation and payback with xxx Solutions from IBM and XXXX

Detailed Proof Points

•Typical Payback achieved in 6 to 12 months

• References: xxxx• ROI Tool.

•Implementations achieved in as short as 8 to 12 weeks

• Implementation time is typically 6-9 weeks.

•Quickly leveraging existing customer and enterprise information without moving data

• References: xxxxx• Architecture demonstration

•Building block suite of software components that allow customers to purchase and implement the specific functions that they require

• Modular demo and design. • References: xxx• SI endorsement of modular

approach•Focus on lowering the highest cost area of xxxxx


Sample

Sample - Alliance Opportunity Prioritization

• Size of Circle: Total Revenue forecast for Alliance

Att

ract

iven

ess

for

IBM

Attractiveness for Partner

Initial go-to-market Focus

Opportunity / Solutions:

A. x

B. x

C. x

D. x

E. x

F. x

G. x

H. x

I. x

J. x

K. x

L. x

M. x

N. x

O. x

P. x


Recognize the Need

Set Distribution Objectives

Specify Distribution Tasks

Develop Alternative Channels

Evaluate Channel Variables

Choose "Best" Channel

Select Channel Members

RTM - Designing the Marketing Channel

Source: Marketing Channels, by Bert Rosenbloom

Seven Steps in Channel Design Decision

RevenueCost

Steps in Sales Cycle

ResourcesCombinations

Qualitative Analysis

Quantitative / Financial Analysis

IBM Does ?Partner Does ?

1

2

3

4

5

6

7

What Is Going on in Market

IBM Tools

IBM RTMMethodology

Action


Alliance to Win – Partner ListAlliance Partner IBM Organization Partner Executives

ABB Industrial Sector Peter Dondi – Business Development Executive

ADP/Wilco Financial Services Sector Paul Thomas - VP of Sales & Marketing

AFS Financial Services Sector John Shain - President

Akamai NetGen Business C. Turner - VP Sales, Nancy Voke & Laura Stich - Dirs Prod Mktg

Amdocs Telecom Industry Tzachi Mandelblit – VP Strategic Alliances, Ron Mc Minn – Amdocs Alliances,

Ariba Global Solutions Marketing

P. Hung VP - Channels & Alliances, M. Vallentine –Director IBM Alliance

AspenTech Chemical & Petro Industry Chuck Deise - Senior VP of Alliances

AT&T Public Sector Kathleen Roberts -Director NPC Products

Autoliv Automotive Industry Norm Markert - President North America

Avaya Global Solutions Marketing

Chuck Meyo – VP Alliances, Greg Sloan - VP of IBM Alliance, John Alperin – Strategic Dev. & Alliances

AT&T Wireless Services Telecom Industry Michelle Lobosco – Director of Marketing, Bill Valdespino – Alliance Mgr

BackWeb Global Solutions Marketing

Dave Kloc - Alliance Mgr, Julie Martin - Sr Dir Corp Marketing

Bell Canada Telecom Industry Sean Winter - Sales Exec, Libby Fitzgerald - Ass. Dir. of Marketing

BellSouth Communications Sector Gita Narayanan - Director Product Marketing

Boeing A&D & T&T Industries Joe Brummitt - Director of Integrated Materials Management

Callidus FSS and Telecom Industry Dave Port – VP Business Development

CAS CPG Industry Harris Fogel – Sr. VP of Business Development

Castek Financial Services Sector Ritchie Leslie - VP of Alliances & Partnerships

Centric PLM Jack Leahey – EVP Sales & Services



Cerner Healthcare Industry Gerry Duncan - Director of Technology

ChannelPoint Financial Services Sector Ken Hollens - SVP Bus Dev and Corp Strategy

Chordiant Financial Services Sector Rob Spencer – VP Sales and Alliances, NA

Cisco IGS & SMB Business Rob Adams - Director of Strategic Alliances, John Moore – BDM

Citrix Global Solutions Marketing Mike Ballengee, Director – IBM Alliance

Class Technology PLM Mikio Yotsukura - President and CEO, Arjen van Blokland - Alliances

Cognos Global Solutions Marketing Jeff Gerkin – Global Strategic Alliance Sales Leader

Convergys Telecom Industry Jim Shirazi – Senior Director of Business Development

CSG Telecom Industry Jason Delamore – Executive Director of International Marketing

CTI2 Telecom Industry Erez Marom - CEO and President, Boaz Gruener - VP of Marketing

DWL Financial Services & Telecom Steve Leightell – Alliances Exec, Simon Chong – VP Sales & Mrktg.

E2open Industrial Sector Lorenzo Martinelli - Executive VP, Gil Labrucherie, VP Corporate Dev.

EFA Software Financial Services Sector Dave Ewasiuk - CEO & Founder, Geoff Thomson - COO,

Engineous PLM Dr. Siu Tong – Chairman, Janet Wylie – President and CEO

Enigma Industrial Sector Randy Clark - VP of Marketing

Eontec Financial Services Sector Jim Callan - Chief Executive Officer

E.piphany Global Solutions Marketing Ellen Olson – Sr. VP of Marketing, Greg Schneider – Partner Mktg

Experian Financial Services Sector Chandos Quill - VP Strategic Marketing, Mark Hirn – Bus. Dev. Exec.

Fair Isaac Financial Services Sector Greg Brett – Business Development Alliance Manager


Alliance to Win – Partner List

Alliance Partner IBM Organization Partner Executives

Foveon Global Solutions Marketing Donna Peek - VP of Business Development

Freescale Automotive Industry Salim Momin - Director Virtual Garage, Brad McCaskey - GM Strategy

Galleria Retail Industry Ian Duncan-Lewis – CEO, Robin Teasdale – Co-founder

Genesys Global Solutions Marketing Mike Vechio – Alliance Director

Genuity Telecom Industry John Summers - Director Product Strategy

i2 Global Solutions Marketing Charlie Latch - Alliance Manager, Joel Dollar - Marketing Executive

IDBS Life Sciences Industry Jack Elands - VP of Marketing

i-flex Banking Industry Mudit Govil – North American Alliances & Marketing

Infor Global Solutions Susan England – Alliances Director

Infosys Banking Industry Rajendra Prasad - Head of Alliances

Initiate Systems Healthcare Gina Sandon - VP of Marketing, Scott Harper - SVP & GM Healthcare

Intel Electronics & Auto Ind. Steve Herring – Sol. Mgr. IBM All., Dick Bland – Sr. Mgr. Manuf. Sol.

Invensys/Wonderware Auto/ Elec Industry Dave Westrom - Sr. VP & GM of Invensys Manufacturing. Systems

IRI Global Solutions Kim Woodward - SVP, Product and Solutions Marketing

JDA Retail Industry Tom Pickles – Store Systems Exec.

J.D. Edwards Global Solutions Marketing Kay Peterson - Alliance Executive

Kana Global Solutions Marketing John Schumacher – Dir. Strategic Alliances, Linda Bruning –IBM Alliance

Ketera Global Solutions Marketing Rubi Sahiwal – COO, Brian Desmond – Director of Marketing



Kyberpass Financial Services Sector Robert Lendvai - VP of Marketing

Lawson Global Solutions Marketing Steve Borsch – Director Strategic Alliances, Kathleen Stringfield – IBM All.

Lucent Communications Sector Scott Nichols – ASBU Product Development, Grif Morrel – Alliances Mgr.

Maersk Data Travel & Transportation Aksel Nielsen - President

Manhattan Retail Industry Bob Hay - Director of Strategic Alliances, Larry Ferrere - CMO

Manugistics Global Solutions Rob Kornblum – Director, IBM Alliance

MatrixOne Automotive Industry Susan McRae - VP of IBM Business Development

MetaSolv Communications Sector Mitesh Desai - SVP Business Development, Phil Thrasher - EVP Sales

Micromuse Communications Sector Bill Lawler - VP Strategic Alliances

Mitel Telecom Industry Geoff Smith - VP Bus. Dev., Dave Frasier - Dir. Small Bus. Solns.

Motorola Electronics Industry R. Dietz - Director PCS Bus. Dev., Russ Knister - Director PCS Strategy

MSC Auto and A&D Industries Rick Murphy- Sr. VP America’s Ops, Amir Mobayen – Corp Sr. VP EMEA

Nextel Telecom Industry Susan Nelson - VP Alliances, Laurie Hoyt - Director Business Development

NightFire Telecom Industry Eric Karver - Dir. of Alliances, Brady Bruce - SVP of Mktg and Bus. Dev.

Nokia Telecom Industry Mike Videman – Director of BABU Business DevelopmentVille Wiro – Director IBM Alliance for OSDP

Nortel Telecom Industry Sita Lowman - GM IMS Nortel

Openwave Telecom Industry Brian Plackis – AVP Alliance Sales, Ron Yu – Sr. Dir. Services Prod. Mktg.

Palisades Technology Banking Industry David Aach – COO, Rob Strickland – US Sales & Marketing

Pega Systems Banking Industry Robert Napolitano – VP Strategic Alliances



PeopleSoft Global Solutions Mktg Jim Gahagan – VP Financial Services Industry SolutionsLes Wyatt – GM EnterpriseOneJeff Read - MidMarket Marketing Executive, PeopleSoft

Peregrine Global Solutions Mktg Joe Cohen - VP of Alliance Marketing

Portal Telecom Industry Dave Juran - Alliance Manager

Real Networks M&E / Telecom Industry Liz Hughes – IBM Alliance Executive Manager

Reveleus Banking Industry S. Ramakrishnan – CEO, K. Narsu – VP Business Development

RiverSoft Telecom Industry Raymond Marra - VP Alliances

Rockwell Automation Automotive Industry Mike Kluiber - SVP of Auto Industry

S1 Financial Services Sector Sean Dwyer – VP of Channels & Alliances

S2 Financial Services Sector Michael Jacobs – VP of Channel Development, David Gentry - COO

SAP Global Solutions Mktg Hans-Juergen Uhink – VP SMB EMEA, Rae Leyshon – Global Marketing: Retail, Rainer Hofmann – AG

SAS Global Solutions Mktg Richard Spalding – Alliance Manager

Schneider Electric Electronics Industry Jean-Jacque Poobeau – VP Transparent Factory

Searchspace Financial Services Sector Roger Walton – VP Alliances, Graeme Harker – EMEA Sales

Siebel Global Solutions Mktg Marty Sunde - Alliance Executive



SPL Utilities Industry Dave Mulit – GM America’s, Guerry Waters - CTO

SSA Global Solutions Marketing Melissa Puls - Director of Sol Mktg, Mark Peterson – Director IBM Alliance

Sterling Commerce Retail Industry Tom Griffin - VP of Strategic Alliances

Symbol Retail Industry & IGS Charlie Latch – Sr. Director Strategic Alliances, Mark Self – Retail Industry

Sylantro Telecom Industry Jack Sorci – VP of Business Development

SynQuest Industrial Sector Bob Hay - Alliance Director

TCS Banking Industry John Weste - VP Solutions, Krishnan Ramanujam - COO TCS/FNS

Telcordia Telecommunications Industry David Byrd – VP Alliances, Pam Hakim – Exec. Director NGS Marketing

Temenos Banking Industry Alex Groenendyk – President Americas

TIG Financial Services Sector Rob Terry - CEO & President

Trilogy Auto and Financial Industries Sameer Dholakia - VP Industry Alliance Marketing

Ubiquity Telecommunications Industry Ellis Lindsay - Director Strategic Alliances, Bill Crank - VP Sales

U.S Postal Service Public Sector Bob Krause - VP e-Commerce, C. Chamberlain, NetPost Certified Prog. Mgr.

ValiCert Financial Services Sector Jim Mirowski - VP of Business Development & Channel Sales

Vector Informatik PLM Thomas Beck - CEO

VeriSign Financial Services Sector Marshall Behling - Alliance Executive

Webify Insurance Industry Bob Golladay - VP Sales, David Herron - VP Corporate Development

Wincor / Nixdorf Financial Service Sector VP of Business Development

WorldCom Telecom Industry Becky Carr - Director of Business Development & Alliances

WWRE Retail Industry Don Norman – CIO, Sally Herbert - Global Director, Member Engagement

Yantra Retail Industry Hunter Harris – VP Retail, Tom Griffin – Director Business Development

ZANTAZ Financial Services Sector Steve Kennedy – SVP Sales and Business Development, Gabriella Garner, Director of Strategic Partnerships

Alliance to Win Overview, Sample Output & Partner List For more information or scheduling please contact: Keith Gaylord [email protected].

Documents

alliance management

partner ibm alliance

alliance business plan

alliance vision

ibm confidential

partner slide

total ibm

solution stack