© 2013 International Business Machines Corporation 1 Leading with Higher Value Solutions to drive Growth Neal Callahan Vice President, IBM Business Partners
Jan 14, 2015
© 2013 International Business Machines Corporation 1
Leading with Higher Value Solutions to drive GrowthNeal Callahan
Vice President,
IBM Business Partners
© 2013 International Business Machines Corporation 2
Listening to our Business Partners
© 2013 International Business Machines Corporation 3
Delivering on channel commitments
IBM commits to greater field engagement. Aligns
more channel sales and technical resources to
Business Partners.
IBM commits to greater field engagement. Aligns
more channel sales and technical resources to
Business Partners.
IBM adds more than 400 Managed
Service Providers (MSPs) to
partner ranks.
IBM adds more than 400 Managed
Service Providers (MSPs) to
partner ranks.
Improved Deal Registration special
bids turn around time with goal under
24 hours.
Improved Deal Registration special
bids turn around time with goal under
24 hours.
IBM Business Partners attend
Edge2013 in record numbers
with clients.
IBM Business Partners attend
Edge2013 in record numbers
with clients.
IBM takes steps to eliminate channel
conflict with enhanced channel
neutral sales plan across STG.
IBM takes steps to eliminate channel
conflict with enhanced channel
neutral sales plan across STG.
IBM Business Partners generate 1,000+ client wins
leveraging Mid-Market Co-Marketing in 1H 2013 in
North America.
IBM Business Partners generate 1,000+ client wins
leveraging Mid-Market Co-Marketing in 1H 2013 in
North America.
IBM enhances Business Partner profitability through
minimum margin offerings.
IBM enhances Business Partner profitability through
minimum margin offerings.
IBM expands distribution strategy with Tech
Data & Ingram for IBM Power and Enterprise
Storage.
IBM expands distribution strategy with Tech
Data & Ingram for IBM Power and Enterprise
Storage.
© 2013 International Business Machines Corporation 4
A shift toward transformation, growth and innovation
A new era of computing is emerging . . .
Developing relationships to Line of Business Buyers
Serving new clients
Developing relationships to Line of Business Buyers
Serving new clients
which means clientsare changing . . .
Delivering higher value solutions for client success
Expanding business into Managed Services
Delivering higher value solutions for client success
Expanding business into Managed Services
Investing in new practice areas: Cloud, Big Data, Mobility
Focusing on developing deeper industry skills
Investing in new practice areas: Cloud, Big Data, Mobility
Focusing on developing deeper industry skills
which demands a new kind of expertise.
© 2013 International Business Machines Corporation 5
Technology is the leading force for impacting business
Explosion of Mobile Devices
Infrastructure Optimization – Cloud Computing
Growth of Social Media
Advanced Predictive Analytics
Real-time Sensor Data
Cyber Security
Business Optimization
+Big Data
Business Optimization
+Big Data
© 2013 International Business Machines Corporation 6
SoftLayer advances IBM’s cloud strategy
Leading IaaS Provider Offering virtualized public cloud instances, private cloud deployments, bare metal servers
13 Data Centerswith 100,000 Servers and 22,000,000 domains, sales reps in the US, Amsterdam and Singapore
21,000 Customers, 800 Partnersrunning SaaS, mobile, gaming, social media, HPC, web hosting, internet centric applications and more
Web-based Sales sold in US English, US $ Pricing, Credit Card / PO
© 2013 International Business Machines Corporation 7
What does SoftLayer offer IBM’s Business Partner ecosystem?
SoftLayer-Aligned IBM-AlignedHosting Reseller
ReferralStrategic Partner
Distributor MSP SaaS ISV SI
Continued investment in foundational technology
Global reach
Access to an ever-expanding cloud portfolio
An expansive channel program in IBM PartnerWorld with benefits and programs to grow business
Access to services that can be integrated into aggregation portal
Expansive APIs to build out innovative solutions across public, private and hybrid cloud
New capabilities including bare-metal servers to support performance-intensive applications in the areas of mobile, social, gaming, analytics and much more…
Establish or advance position of trusted advisor engaging innovative clients large and small
© 2013 International Business Machines Corporation 8
Partner in Action
© 2013 International Business Machines Corporation 9
We are transforming the way we work with you
• Expand market presence and accelerate growth
• Generate and pass quality leads for Business Partners
• Develop new opportunities in strategic solutions including Cloud, Analytics, and Mobility
Expanding Partner Opportunity
Enhancing Field Engagement
• Drive Business Partner growth and productivity through expanded coverage model
• Deploy technical, sales and partner relationship resources to enhance field engagement
• Expand IBM Systems & Technology sales resources committed to supporting and driving transactional activity
Improving the Partner Experience
• Define, design, transform and optimize programs and incentives that improve simplicity for BPs and IBM
• Drive a consistent, structured enablement framework
• Continue to enhance our processes and tools including deal registration and order management
© 2013 International Business Machines Corporation 10
Engaging our Business Partners at the local level
• Aligning IBM Systems & Technology sales and technical resources for field engagement with our IBM Business Partners
• Delivering greater skills and capabilities to our IBM clients and prospects
• Enhancing our Partner and Client experience
© 2013 International Business Machines Corporation 11
Now is the time to team with IBM
• IBM’s commitment to higher value solutions– SoftLayer: www.softlayer.com/partners– New skills and education through IBM
PartnerWorld University– New software capabilities
• Industry-leading technology and strategic road map
• Attractive incentives and margins• IBM Global Financing for growth solutions• Field-level engagement and technical
support
© 2013 International Business Machines Corporation 12
Thank you!