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Market Trends What is NEDC? NEDC for Business Partners NEDC Specialty NEDC Specialty Benefits Certification requirements Get Started Questions & Answers
NEDC changes the way we engage clientsCreates a new growth opportunity for skilled Business PartnersClient buying patterns are changing to Solutions
Gartner Group: estimates >70% of global 1000 companies will radically change data centers in next 5 years2
More of clients’ IT budget is for staff & energy vs. productsClients’ infrastructure needs greater than a single productMulti-faceted IT challenges
NEDC in part is about how IBM & BPs sellHigh touch consultative sellingFocus on client pain points vs. productResults in higher value, higher margin salesLeadership, e.g. 50+% savings in IT energy costsStrong portfolio of IBM technology & offerings
Competitors lining up to address these client needsHP Adaptive Infrastructure, Cisco Data center 3.0, othersIBM has offering breadth and best practices advantages
–Not enough skills worldwide to address capacity
NEDC for Business Partners
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(1)IDC, Worldwide Server Power and Cooling Expense 2006-2010 Forecast, Doc #203598, September 2006(2)Gartner, U.S. Data Centers: The Calm Before the Storm, Doc #G00151687, September 2007
Goals Grow # of partners with NEDC solution skills Help Partners address clients’ higher margin infrastructure
transformation needs Transfer proven IBM expertise to partners Drive loyalty & IBM outcomes
Program benefits Business Development Funds & pre-sales assistance Equip BP to perform NEDC assessments NEDC education vouchers to cultivate service delivery skills Specialty mark
Program criteria Partner resells broad IBM portfolio (hdwr, sftwr & services) Demonstrable infrastructure sales & technical skills Extensive skill certifications
Announcement specialties Consolidation & Virtualization Energy Efficiency Business Resiliency Information Infrastructure (statement of direction)1
IBM BP New Enterprise Data Center Specialty
“The New Enterprise Data Center Specialty, part of IBM’s company-wide New Enterprise
Data Center strategy, helps our partners expand their business and provides a
roadmap for them to excel in this dynamic market,”
Mike Gerentine, vice president, IBM Global
Business Partners Channels and Solutions Marketing
NEDC Specialty Program
(1) All statements regarding IBM’s future direction and intent are subject to change or withdrawal without notice, and represents goals and objections only.
The Value Proposition for Partners Why Partners Are Interested in NEDC Specialty Program
Partners want to be better positioned in Infrastructure solutions marketClient need based selling = higher value, higher margin opportunities Aligning to IBM’s strategy better positions BPs for growth market opportunities
• For example, energy efficiency is top of mind for CIO & CEOUse of NEDC Specialty mark
IT transformation = opportunity to repurpose client’s IT budget
NEDC resonates with BP shifting business model to solutions sellingWell positioned with strong portfolio of IBM technology and offeringsNEDC provides a framework for solutions, such as business resiliency
Closer relationship with IBMRecognition with IBM sales teams as the ‘go to Partners’ for NEDCAdditional consideration in IBM lead management process
NEDC Specialty Program
IBM Sellers have a role in delivering the value proposition
Business Development Funds $25K annual $100K annualAt Business Partner
accreditation (a)
Days of Mentoring from Lab Services 3 days 8 daysAt Business Partner
accreditation
Specialty Mark Yes YesAt Business Partner
accreditation
Priority lead management consideration
Priority Top priorityAt Business Partner
accreditation (a)
Access to Deal Hub without Clip Levels
No YesAt Business Partner
accreditation (a)
Access to IBM assessment tools Yes Yes, additionalAt Business Partner
accreditation (a)a. First available January 2009 unless otherwise noted
Business Development Funds may be used to pay for a wide range of items including: Investments in training, certification testing, personnel salary, marketing events and campaigns,
market intelligence/research Activities that better enable the firm to identify and close NEDC solutions opportunitiesPartnerWorld Industry Network offers
NEDC Specialty Certification RequirementVirtualization and Consolidation – An Example
Certification Requirements
Numbers in brackets are the number of certifications for Specialty & Specialty-Elite, respectively For brand certifications, one person may hold multiple certifications. Sales and technical certifications must be for the same selected brands Specialty or Specialty-Elite can be achieved with a single solution area. Partners who wish to gain and demonstrate higher
skills, can be accredited in multiple solution areas.
Specialty Required Required
Specialty Elite Required Required
Virtualization/ Consolidation
New Enterprise Data Center
Project Mgmt & Architecture Z Modular Power with AIX
Key for Certification Numbers - Virtualization and ConsolidationBrand Requirements Cert #
Salesz IBM Certified Specialist - System z Sales V3 21002003x IBM Certified System Expert – System x Sales Expert V1 18005601
Stor IBM Certified Specialist - Storage Sales Version 8 23001108Stor IBM Certified Specialist - Storage Sales for N series Version 1 23002101Stor IBM Certified Specialist - Storage Sales for High-End Disk Version 1 23001901Stor IBM Certified Specialist - Storage Sales for High-End Tape Version 1 23002001
Power w/AIX IBM Certified Specialist - Power Systems Sales for AIX and Linux 03005906Power w/i IBM Certified Specialist - Power Systems Sales for IBM i Operating System 04010110
Tivoli Tivoli Business Automation Management 2008 24011701Technical
z IBM Certified Specialist - System z Technical Support V3 21002103z LPI2 (Linux Professional Institute) Linux certification OTH0003x IBM Certified Systems Expert -- System x High Performance Servers 18006601x IBM Certified Systems Expert -- IBM BladeCenter 18006501x VMware oth005x LPI2 (Linux Professional Institute) Linux certification OTH0003
Stor IBM Certified Specialist - High-End Disk for Open Systems Version 1 23002401Stor IBM Certified Specialist - Open Systems Storage Solutions Version 6 23001309Stor IBM Certified Specialist - High-End Tape Solutions Version 5 23001207Stor IBM Certified Specialist - High-End Disk for Mainframe Version 6 23001008Stor IBM Certified Deployment Professional - TotalStorage Productivity Center V3.3 24008704
Power w/AIX IBM Certified Systems Expert - eServer p5 and pSeries Enterprise Technical Support AIX 5L V5.3 03006003Power w/AIX IBM Certified Systems Expert - IBM System p5 Virtualization Technical Support 03006201Power w/AIX IBM Certified Specialist - System p Technical Sales Support 03006102
Power w/i IBM Certified Specialist - Power Systems Technical Support for I 04008401
Tivoli IBM Tivoli Usage and Accounting Manager 24108801 & 24108701
Tivoli IBM Tivoli Provisioning Manager 24007501 & 24108303
Tivoli IBM Tivoli Application Dependency and Discovery Manager 24012301, 24108401 &
NEDC Sales Skills and CertificationSkills: Explain the IBM NEDC Vision Discuss with the client various pain points associated with IT infrastructure Describe the NEDC entry points and position them within NEDC Describe the key offerings for each entry point
Education:
Proof of skills through Certification: NEDC Sales Certification
Doyou under-
stand NEDCVision?
Doyou under-
stand InfrastructureTransformational
Offerings
Doyou under-
stand Entry PointsAnd how toPosition in
NEDC?
Yes Yes Yes TakeCert.Test
No
Take Education Classes:1. STGU EE (Web)2. STGU C&V (Web)3. STGU BR (Web)4. STGU II
No
Take Education Classes:STG Client Value Top Gun5. NEDC BR (Web)6. NEDC C&V (Web)7. NEDC EE (Web)8. NEDC SM (Web)9. NEDC II
No
HighlySkilled
Partners
HighlySkilled
Partners
Take Education Classes:
• NEDC Vision LTU25625 (Web)
1. Ltu25888 STGU EE http://www.ibm.com/services/weblectures/dlv/partnerworld/ltu258882. Ltu25890 STGU C&V http://www.ibm.com/services/weblectures/dlv/partnerworld/ltu258903. Ltu25892 STGU BR http://www.ibm.com/services/weblectures/dlv/partnerworld/ltu25892 4. STGU II 5. Ltu25905 NEDC BR http://www.ibm.com/services/weblectures/dlv/partnerworld/ltu259056. Ltu25784 NEDC C&V http://www.ibm.com/services/weblectures/dlv/partnerworld/ltu257847. Ltu25715 NEDC ee http://www.ibm.com/services/weblectures/dlv/partnerworld/ltu257158. Ltu26002 NEDC SM http://www.ibm.com/services/weblectures/dlv/partnerworld/ltu260029. NEDC II
NEDC Technical Skills and Certification Skills: Articulate NEDC vision and model. (Roadmaps will be Sales Education) Evaluate and document current customer environment Identify opportunities to Solve customer business problems using tools, methods and processes Describe IBM Server, and Software, Services features and architectural advantages relevant to customer
environment and plans. Contrast with current customer environment and competitive offerings at a level consistent with the customer audience
Education:
Doyou under-
stand NEDCVision & offerings
Can you evaluate client IT
environment
For NEDC entry point
able to assess client’s specific needs
Yes Yes Yes
Take NEDC Solution TechCert. Test
No
Take Education on NEDC Assessmt
No
Select Solution Assessmt Class:
1. NEDC BR Assessmt2. NEDC C&V Assessmt3. NEDC EE Assessmt4. NEDC II Assessmt
Take NEDC Sales Education
No
Proof of skills in solution area through testing: NEDC Tech Certification and / or Practicum
For NEDC entry point
able to design & present solution
Yes
No
Select Solution Design Class:
5. NEDC BR Design6. NEDC C&V Design7. NEDC EE Design8. NEDC II Design
Take NEDC Solution TechPracticum if on Elite track
Prepare– Prepare for NEDC Specialty program by taking prerequisite education now– Differentiate with industry-leading IBM assessment tools– Select Specialty(s), achieve certifications, become accredited
Execute– Use your BP Center to sell NEDC– Engage clients and bring to NEDC Briefing Centers
Numbers in brackets are the number of certifications for Specialty & Specialty-Elite, respectivelyFor brand certifications, one person may hold multiple certifications.Sales and technical certifications must be for the same selected brandsSpecialty or Specialty-Elite can be achieved with a single solution area. Partners who wish to gain and demonstrate higher skills, can be accredited in multiple solution areas.
Specialty Required Required
Specialty Elite Required Required
Energy EfficiencyNew Enterprise
Data CenterProject Mgmt & Architecture Z Modular Power with AIX
Key for Certification Numbers - Energy EfficiencyBrand Requirements Cert #
Sales
z IBM Certified Specialist - System z Sales V2 21002003x IBM Certified System Expert – System x Sales Expert V1 18005601
Stor IBM Certified Specialist - Storage Sales Version 8 23001108Stor IBM Certified Specialist - Storage Sales for N series Version 1 23002101Stor IBM Certified Specialist - Storage Sales for High-End Disk Version 1 23001901Stor IBM Certified Specialist - Storage Sales for High-End Tape Version 1 23002001
Power w/AIX IBM Certified Specialist - Power Systems Sales for AIX and Linux 03005906Power w/i IBM Certified Specialist - Power Systems Sales for IBM i Operating System 04010110
Tivoli Tivoli Business Automation Management 2008 24011701Tivoli Tivoli Service Management Solution 2008 24012201
Technical
z IBM Certified Specialist - System z Technical Support V3 21002103z LPI2 (Linux Professional Institute) Linux certification OTH0003x IBM Certified Systems Expert -- System x High Performance Servers 18006601x IBM Certified Systems Expert -- IBM BladeCenter 18006501x VMWare oth005x LPI2 (Linux Professional Institute) Linux certification OTH000
Stor IBM Certified Specialist - High-End Disk for Open Systems Version 1 23002401Stor IBM Certified Specialist - Open Systems Storage Solutions Version 6 23001309Stor IBM Certified Specialist - High-End Tape Solutions Version 5 23001207Stor IBM Certified Specialist - High-End Disk for Mainframe Version 6 23001008Stor IBM Certified Deployment Professional - TotalStorage Productivity Center V3.3 24008704
Power w/AIX IBM Certified Systems Expert - eServer p5 and pSeries Enterprise Technical Support AIX 5L V5.3 03006003Power w/AIX IBM Certified Systems Expert - IBM System p5 Virtualization Technical Support 03006201 Power w/AIX IBM Certified Specialist - System p Technical Sales Support 03006102
Power w/i IBM Certified Specialist - Power Systems Technical Support for i 04008401
Tivoli Tivoli Asset Mgmt for IT 24011201 & 24108701
Tivoli Tivoli Monitoring and Tivoli Usage and Accounting Manager
( 24002906 or 24002907), 24108401, 24108801 & 24108701
Numbers in brackets are the number of certifications for Specialty & Specialty-Elite, respectivelyFor brand certifications, one person may hold multiple certifications.Sales and technical certifications must be for the same selected brandsSpecialty or Specialty-Elite can be achieved with a single solution area. Partners who wish to gain and demonstrate higher skills, can be accredited in multiple solution areas.
Specialty Required Required
Specialty Elite Required Required
Business Resiliency
New Enterprise Data Center
Project Mgmt & Architecture Z Modular Power with AIX
Key for Certification Numbers - Business ResiliencyBrand Requirements Cert #
Salesz IBM Certified Specialist - System z Sales V3 21002003x IBM Certified System Expert - System x Sales Expert V1 18005601
Stor IBM Certified Specialist - Storage Sales Storage Sales V8 23001108Stor IBM Certified Specialist - Storage Sales for N series Version 1 23002101Stor IBM Certified Specialist - Storage Sales for High-End Disk Version 1 23001901Stor IBM Certified Specialist - Storage Sales for High-End Tape Version 1 23002001
Power w/AIX IBM Certified Specialist - Power Systems Sales for AIX and Linux 03005906Power w/i IBM Certified Specialist - Power Systems Sales for IBM i Operating System 04010110
Technicalz IBM Certified Specialist - System z Technical Support V3 21002103x IBM Certified Systems Expert -- System x High Performance Servers 18006601
Stor IBM Certified Specialist - High-End Disk for Open Systems Version 1 23002401Stor IBM Certified Specialist - Open Systems Storage Solutions Version 6 23001309Stor IBM Certified Specialist - High-End Tape Solutions Version 5 23001207Stor IBM Certified Specialist - High-End Disk for Mainframe Version 6 23001008Stor IBM Certified Deployment Professional - TotalStorage Productivity Center V3.3 24008704
Power w/AIX IBM Certified Systems Expert - eServer p5 and pSeries Enterprise Technical Support AIX 5L V5.3 03006003Power w/AIX IBM eServer Certified Systems Expert - pSeries HACMP for AIX 5L 03005503
Power w/i IBM Certified Specialist - Power Systems Technical Support for i 04008401
Tivoli TotalStorage Productivity Center 24008704 & 24108206
Tivoli IBM Tivoli Storage Manager 24009003 or 24009004 & 24108206
Tivoli IBM Tivoli Workload Scheduler 24003603 or 24003604 & 24108401