Going to Market - Advanced Level Partnership Resources (1.5MB

Go further with a team you trust © 2007 IBM Corporation

ISV & Developer Relations (IDR)Global Technology Unit (GTU)

Going to Market – Advanced Level Partnership Resources

IBM Partnership Roadmap - June 19th, 2007

Miri Berger, ISV & Developer Relations Marketing

© 2007 IBM Corporation2

ISV & Developer Relations (IDR) Global Technology Unit (GTU)

Go further with a team you trust

Generate leads with discounted Telemarketing servicesEligible: Advanced Level Partners

Use experienced agencies to create effective lead generation campaigns

Prepare your campaign using the best-practice guide

Access no-charge and discounted prospect list

Brief the agency from discounted supplier list

http://www-304.ibm.com/jct09002c/isv/marketing/industrynetworks/benefits/telemarket_euro.html

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Telemarketing Benefit*Continuation

Why use discounted telemarketing services?

Generate new opportunities

Save you money & time

Combine with other marketing activities

Qualify for funding – up to 2 000€ upon eligibility and availability

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Publish a Client Success Campaign and identify new leads Eligible: Advanced Level Partners Write your own success story and covering letter using a

professional template

Access no-charge and discounted prospect list

Brief printer and telemarketing agency from discounted

supplier list

http://www-304.ibm.com/jct09002c/isv/marketing/industrynetworks/benefits/client_campaign.html




Success Story Benefit*Continuation

Why use Client Success Story?

Save you time and money

Quickly produce customized collateral

Combine with telemarketing to generate leads

Qualify for funding – up to 2000€ upon eligibility and availability




Sales Connections BenefitEligible: Advanced Level Partners

Part of the IBM Global sales coverage model

Wired to the IBM sales management system

Connects you to the most appropriate IBM sales people or Business Partners who can leverage their customer relationships and solution selling skills to help you close active sales opportunities faster!

http://www-304.ibm.com/jct09002c/isv/marketing/industrynetworks/benefits/sales_connections.html




Pipeline Generation BenefitEligible: Optimized Level Partners

Use specialist agencies to uncover opportunities in new accounts

Brief the agency

Agree the target contact list

Agency will progress the discussions and set-up an appointment for you

http://www-304.ibm.com/jct09002c/isv/marketing/industrynetworks/benefits/pipeline_generation.html




Pipeline Generation Benefit*Continuation

Why use Pipeline Generation?

Highly effective

Quick to market – no overlap with your other campaigns

Low costs to you

Prospect engagement tailored to your solution




Success Story: GigaSpaces

GigaSpaces needed to expand their reach and chose Germany as a key market for them to enter. They were looking for a quick and effective way to generate a pipeline of deals they could start working on in 2007.

IBM linked GigaSpaces with a German service provider for one-stop market research and analysis - who created a special high value lead generation package on top of their market consulting workshop.




Success Story: GigaSpaces*Continuation

Achim F. von Montigny, Sales Director Central Europe & Scandinavia, GigaSpaces, Germany:

“IBM's focused approach in this campaign combined with the sound experience and professionalism of their sales team helped GigaSpaces increase its pipeline in the German market significantly”.




Make your event participation professional and easy and with Event Participation SupportEligible: Optimized Level Partners

Gain sales leads and new revenue opportunities at international events and tradeshows

Book a reservation at the event of your choice

Brief the agency of your requirements for logistics, graphics and customized booths

http://www-304.ibm.com/jct09002c/isv/marketing/industrynetworks/benefits/event_support.html




Event Participation Support Benefit*Continuation

Why use Event Participation Support?

Work with a professional events agency

Access to logistics, graphics and customized booth

packages

Saves you time and money




Case Study BenefitEligible: Optimized Level Partners

IBM writes and designs full-color PDF brochure at no

chargeThe brochure showcases your client's success

featuring your solution with IBM middleware and HW. Case studies posted on ibm.com accessible by

customers, IBM sales representatives, and Business Partners

Create excitement about your solution with a high quality marketing brochure

http://www-304.ibm.com/jct09002c/isv/marketing/industrynetworks/benefits/published_case_study.html




Business Partner Application Showcase BenefitEligible: Optimized Level Partners

Easy interface makes it simple for customers to quickly

find industry applications

“Contact Me” button connects customers with IBM partners (generating leads)

Translated on IBM Web sites around the globe, extending partner reach into new markets

Powerful resource for customers to select IBM Business Partner solutions – by industry, solution and country

http://www-304.ibm.com/jct09002c/isv/marketing/industrynetworks/benefits/application_showcase.html




Client Events Package Benefit (Hosted Customer Meeting) Eligible: Optimized Level Partners

Meetings with customers all over the world

free of charge

with the participation of an IBM Industry expert

Catering included

IBM will host a meeting with your customers at ourInnovation Centers for business partners or IBM Forum Centers located WW at no charge.

http://www-304.ibm.com/jct09002c/isv/marketing/industrynetworks/benefits/hosted_customer.html




How can IBM help you find new customers and generate more leads?

Consult:PartnerWorld Benefits Website

http://www-304.ibm.com/jct09002c/isv/marketing/industrynetworks/




Going to Market - Advanced Level Partnership Resources (1.5MB

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