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© 2008 IBM Corporation This presentation is not intended for clients or prospects use. Introducing… the new IBM Business Partner New Enterprise Data Center Specialty Program Bruce Maule, Director, WW BP Programs and Plans, STG [email protected] October 2, 2008
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Page 1: Introducing... the new IBM Business Partner New ...

© 2008 IBM Corporation

This presentation is not intended for clients or prospects use.

Introducing… the new IBM Business Partner New Enterprise Data Center Specialty Program

Bruce Maule, Director, WW BP Programs and Plans, [email protected] October 2, 2008

Page 2: Introducing... the new IBM Business Partner New ...

© 2008 IBM Corporation2 This presentation is only for the education of IBM and IBM Business Partner personnel. It is not for use with clients or prospects.

Agenda

Market Trends What is NEDC? NEDC for Business Partners NEDC Specialty NEDC Specialty Benefits Certification requirements Get Started Questions & Answers

Agenda

Page 3: Introducing... the new IBM Business Partner New ...

© 2008 IBM Corporation3 This presentation is only for the education of IBM and IBM Business Partner personnel. It is not for use with clients or prospects.

Rising operational costs of systems and networking

Explosion in volume of data and information

Difficulty in deploying new applications and services

Security of your assets and your clients’ information

Landslide of compliance requirements and government mandates

Systems and applications need to be available

Rising energy costs and rising energy demand

Power and thermal issues inhibit operations

Environmental compliance and social responsibility

Unpredictable workload characteristics

Manage fast growth of “smart” objects and data volumes

Need maximum flexibility for real time interaction

Costs & Service Delivery

Business Resiliency & Security

Energy Efficiency

Changing application models

Operational issues have IT at a break point

Market Trends

Page 4: Introducing... the new IBM Business Partner New ...

© 2008 IBM Corporation4 This presentation is only for the education of IBM and IBM Business Partner personnel. It is not for use with clients or prospects.

Cloud Computin

g

Traditional IT

Fragmented, inefficient islands of computing

Efficient, dynamic and responsive

Clients will need help transforming their data centersLeveraging the best of traditional & new approaches

Industrial Strength, Universal Connectivity

Transactions

Content

Systems Mgmt

Availability

Security

Browsers

Web Servers

Standards

Java

Massive Scalability, Rich Diversity

Business Services

Sensors Devices

Consumer Services

Real-time Info

Massive Compute Capacity

Autonomic Management

Scale-out data center designs

Market Trends

Page 5: Introducing... the new IBM Business Partner New ...

© 2008 IBM Corporation5 This presentation is only for the education of IBM and IBM Business Partner personnel. It is not for use with clients or prospects.

Data Center transformation segment opportunityLarge & growing rapidly

Services

Infrastructure SW Mgmt.

Systems

$-

$5,000

$10,000

$15,000

$20,000

$25,000

$30,000

$35,000

$40,000

Green

Virtualizatio

n

Resiliency

2008 Enterprise Systems, Infrastructure Management SW, and Services Opportunity, US$B

Transformational $77.1 Billion 7.1% CAGR 07-11

Non-Transformational76.6 Billion 0.5% CAGR 07-11

Market Trends

Page 6: Introducing... the new IBM Business Partner New ...

© 2008 IBM Corporation6 This presentation is only for the education of IBM and IBM Business Partner personnel. It is not for use with clients or prospects.

The New Enterprise Data Center: An evolutionary new model for efficient IT delivery. . .

New levels of economics delivered by simplified IT

Rapid deployment of services with improved manageability

Tight alignment with the business to support innovation

What is NEDC

Page 7: Introducing... the new IBM Business Partner New ...

© 2008 IBM Corporation7 This presentation is only for the education of IBM and IBM Business Partner personnel. It is not for use with clients or prospects.

New Enterprise Data Center solution areas

Deliver application

s as scalable services

Simplify & save money

Relieve energy constraints

Meet availability and compliance

requirements

Deliver quality service

Manage Information Explosion

What is NEDC

Client Pain Points

Solutions

Consolidation and Virtualization

Energy Efficiency

Business Resilience

and Security

Service Management

Information Infrastructure

Page 8: Introducing... the new IBM Business Partner New ...

© 2008 IBM Corporation8 This presentation is only for the education of IBM and IBM Business Partner personnel. It is not for use with clients or prospects.

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

$0

$50

$100

$150

$200

$250

$300

1996

1997

1998

1999

2000

2001

2002

2003

2004

2005

2006

2007

2008

2009

2010

Installed Base(M Units)

Spending(US$B)

New server spending

Server mgmt and admin costs

Power and cooling costs

0

5

10

15

20

25

30

35

40

45

50

Worldwide Server Power and Cooling Expense 2006-2010 Forecast1

(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

Page 9: Introducing... the new IBM Business Partner New ...

© 2008 IBM Corporation9 This presentation is only for the education of IBM and IBM Business Partner personnel. It is not for use with clients or prospects.

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.

Page 10: Introducing... the new IBM Business Partner New ...

© 2008 IBM Corporation10 This presentation is only for the education of IBM and IBM Business Partner personnel. It is not for use with clients or prospects.

What is different about this partner program

Truly cross brand program Requires certifications in multiple hardware & software brands

Requires deep skills New NEDC sales and technical skills certifications

Project management & systems architecture certifications

Additional brand skills including external certifications

Proof of sales and delivery capabilities Lab based hands-on testing for Specialty Elite (Practicum)

Infrastructure solution tools Assessment tools for NEDC solution areas

NEDC Specialty Program

Page 11: Introducing... the new IBM Business Partner New ...

© 2008 IBM Corporation11 This presentation is only for the education of IBM and IBM Business Partner personnel. It is not for use with clients or prospects.

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

Page 12: Introducing... the new IBM Business Partner New ...

© 2008 IBM Corporation12 This presentation is only for the education of IBM and IBM Business Partner personnel. It is not for use with clients or prospects.

NEDC Specialty - Summary of Key Benefits

NEDC Specialty

Assessment toolsNEDC Specialist markMentoring vouchers: IBM Lab Services

supportNEDC Business Dev FundsLead passing consideration

NEDC Specialty

Elite

Additional NEDC assessment tools

NEDC Specialist mark

More mentoring vouchers: IBM Lab Services support

NEDC Business Dev Funds – 4 times more

Go-to-Partner in account planning

Access to Deal Hub without clip levels

Additional lead passing consideration

NEDC Specialty Program Benefits

Page 13: Introducing... the new IBM Business Partner New ...

© 2008 IBM Corporation13 This presentation is only for the education of IBM and IBM Business Partner personnel. It is not for use with clients or prospects.

Assessment Tool Benefit

New Enterprise Data Center• NEDC Innovation Workshop

Energy Efficiency / Virtualization & Consolidation Business Resilience• NEDC Business Resilience

Assessment• NEDC IT Optimization & Energy

Efficiency Assessment

SpecialtySpecialty

Elite 2009 Delivery

1. NEDC Innovation Workshop

Onsite consultative IT Strategy assessment workshop BP utilizes an IBM provided tool to facilitate the workshop

2. NEDC IT Optimization & Energy Efficiency Assessment

Assess a client’s IT infrastructure and show projected savings and improved energy efficiency for a more optimized IBM environment.

IBM provides BP with access to a Web based tool to perform analysis and generate reports independently

3. NEDC Business Resilience Assessment

Examine the business resilience of a client’s IT infrastructure and make recommendations on areas for improvement.

IBM provides the BP’s with access to a Web based tool to execute Business Resilience surveys and generate reports independently

NEDC Specialty Program Benefits

1

32

1

3

2

Page 14: Introducing... the new IBM Business Partner New ...

© 2008 IBM Corporation14 This presentation is only for the education of IBM and IBM Business Partner personnel. It is not for use with clients or prospects.

BenefitsClient Events Package

Event Participation Support

Published Case Study

Tradeshow Package

Telemarketing

Search Engine Optimization

Customer References

PartnerWorld Specialty Marketing Benefits

PartnerWorldPartnerWorld | NEDC Specialty | NEDC Specialty Elite| NEDC Specialty | NEDC Specialty Elite

NEDC Specialty Program Benefits

Page 15: Introducing... the new IBM Business Partner New ...

© 2008 IBM Corporation15 This presentation is only for the education of IBM and IBM Business Partner personnel. It is not for use with clients or prospects.

Mark of Excellence Exclusively for IBM Business Partners in NEDC Specialty

Build credibility

Demonstrable expertise in IBM NEDC solutions

Gain competitive advantage

Only IBM NEDC Specialty Business Partners can earn the mark

Leverage IBM leadership in NEDC

Ride the Infrastructure Transformation wave!

NEDC Specialty Program Benefits

Page 16: Introducing... the new IBM Business Partner New ...

© 2008 IBM Corporation16 This presentation is only for the education of IBM and IBM Business Partner personnel. It is not for use with clients or prospects.

Benefit Roll-Out Schedule

Benefit Specialty Specialty-Elite Availability

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 Program Benefits

Page 17: Introducing... the new IBM Business Partner New ...

© 2008 IBM Corporation17 This presentation is only for the education of IBM and IBM Business Partner personnel. It is not for use with clients or prospects.

BP NEDC Specialty Criteria Overview1

Designed to develop highly trained experts

.

NEDC Specialty Program - CERTIFICATION

Achievement Categories

BP Requirements Specialty Specialty - Elite

Firm Base Criteria    

PartnerWorld level Advanced Premier

Total staff 10 headcount 30 headcount

Knowledge & experience: Brand Authorization & Certification

2 in 1+ Categories (Hdwr, Sftwr or Services)

4 in 2+ Categories (Hdwr, Sftwr or Services)

Reference accts in specialty 2 4

Staff Skills / Capabilities    

NEDC overall sales certification 2 4

NEDC technical certification for solution area

2 4

NEDC Technical practicum Optional 4

Additional brand skills for NEDC solution area

1 2

IBM Sys Architect (ISA) 1 2

Project Management 1 1(1) Chart is an overview, see announcement letter for complete details.

Page 18: Introducing... the new IBM Business Partner New ...

© 2008 IBM Corporation18 This presentation is only for the education of IBM and IBM Business Partner personnel. It is not for use with clients or prospects.

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

Power with i Oper Sys Storage Tivoli

NEDC0001(2/4) 21002003 (1/2) 18005601 (1/2) 03005906 (1/2) 04010110 (1/2) Select 1: 24011701 (2/2)23001108 (1/2)23002101 (1/2)23001901 (1/2)

23002001 (1/2)

NEDC0002(2/4) 43000101(1/2) 21002103 (1/2) 18006601 (1/2) 03006003 (1/2) 04008401 (1/2) Select 1:All certs for two of A, B, C, D

NEDC0003(2/4) OTH0060 (1/1) OTH0003 (1/2) 18006501 (1/2) 03006201 (1/2) 23002401 (1/2)A.  24108801 &  24108701 (1/1)

NEDC0006(0/4) oth005 (1/2) 03006102 (1/2) 23001309 (1/2)B.  24007501 &  24108303 (1/1)

OTH0003 (1/2) 23001207 (1/2)C.  24012301,  24108401 &  24108701 (1/1)

23001008 (1/2)D.  24002906 &  24108401 (1/1)

24008704 (1/2)

Select 2 brands

Select 3 hdwr brands and Tivoli

Sales

Technical

1

2

3

Page 19: Introducing... the new IBM Business Partner New ...

© 2008 IBM Corporation19 This presentation is only for the education of IBM and IBM Business Partner personnel. It is not for use with clients or prospects.

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 &

 24108701

Tivoli IBM Tivoli Monitoring  24002906 &  24108401

Page 20: Introducing... the new IBM Business Partner New ...

© 2008 IBM Corporation20 This presentation is only for the education of IBM and IBM Business Partner personnel. It is not for use with clients or prospects.

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

1

NEDC Specialty Program - CERTIFICATION

Page 21: Introducing... the new IBM Business Partner New ...

© 2008 IBM Corporation21 This presentation is only for the education of IBM and IBM Business Partner personnel. It is not for use with clients or prospects.

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

ISAprereq

Take NEDC Overall TechCert. Test

2

NEDC Specialty Program - CERTIFICATION

Page 22: Introducing... the new IBM Business Partner New ...

© 2008 IBM Corporation22 This presentation is only for the education of IBM and IBM Business Partner personnel. It is not for use with clients or prospects.

Brand Sales & Technical Roadmaps for All NEDC Entry Points3

NEDC Specialty Program - CERTIFICATION

Page 23: Introducing... the new IBM Business Partner New ...

© 2008 IBM Corporation23 This presentation is only for the education of IBM and IBM Business Partner personnel. It is not for use with clients or prospects.

BP NEDC Specialty TimelineOct. 8

Program announcement Qualification criteria

announced Marks published Education & certification

roadmaps published Assessments tools

announced

In market with NEDC BP Specialty program

Partners continue training Start qualification process Advisor board assist in

finalizing assessment tools

Nov. 15

NEDC Specialty certification test available

Partners certified in NEDC Specialty

Certified partners can use Specialty Mark

Certified partners eligible for specific benefits

Jan

Specialty Elite tests available (practicum)

NEDC Assessments fully available to partners

All benefits available Announce NEDC Info

Infrastructure Specialty

Partners qualify for Specialty Elite

Partners conduct NEDC Assessments

Leverage all benefits

Expected Results

Communication Plan

Page 24: Introducing... the new IBM Business Partner New ...

© 2008 IBM Corporation24 This presentation is only for the education of IBM and IBM Business Partner personnel. It is not for use with clients or prospects.

Business Partner: Getting Started

Learn– Attend STG NEDC Briefing Centers– Review STGU education materials

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

and Summit/Seminar events– Promote Specialty Mark– Conduct assessments– Progress IBM-provided leads

Win– Leverage Specialty program to close higher value deals

Get Started

Take advantage of the IBM NEDC growth opportunity

Page 25: Introducing... the new IBM Business Partner New ...

© 2008 IBM Corporation25 This presentation is only for the education of IBM and IBM Business Partner personnel. It is not for use with clients or prospects.

Page 26: Introducing... the new IBM Business Partner New ...

© 2008 IBM Corporation26 This presentation is only for the education of IBM and IBM Business Partner personnel. It is not for use with clients or prospects.

Backup

Additional certification information

Page 27: Introducing... the new IBM Business Partner New ...

© 2008 IBM Corporation27 This presentation is only for the education of IBM and IBM Business Partner personnel. It is not for use with clients or prospects.

NEDC Specialty Certification RequirementEnergy Efficiency

Certification Requirements

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

Power with i Oper Sys Storage Tivoli

NEDC0001(2/4) 21002003 (1/2) 18005601 (1/2) 03005906 (1/2) 04010110 (1/2) Select 1: 24011701 (2/2)

23001108 (1/2)23002101 (1/2)23001901 (1/2)

23002001 (1/2)

NEDC0002(2/4) 43000101(1/2) 21002103 (1/2) 18006601 (1/2) 03006003 (1/2) 04008401 (1/2) Select 1: All certs for A or B

NEDC0004(2/4) OTH0060 (1/1) OTH0003 (1/2) 18006501 (1/2) 03006201 (1/2) 23002401 (1/2)A.  24011201 &  24108701 (1/1)

NEDC0007(0/4) oth005 (1/2) 03006102 (1/2) 23001309 (1/2)

B. ( 24002906 or  24002907),  24108401,  24108801 &  24108701 (1/1)

OTH000 (1/2) 23001207 (1/2)23001008 (1/2)

24008704 (1/2)

Select 2 brands

Select 3 hdwr brands and Tivoli

Sales

Technical

Page 28: Introducing... the new IBM Business Partner New ...

© 2008 IBM Corporation28 This presentation is only for the education of IBM and IBM Business Partner personnel. It is not for use with clients or prospects.

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

Page 29: Introducing... the new IBM Business Partner New ...

© 2008 IBM Corporation29 This presentation is only for the education of IBM and IBM Business Partner personnel. It is not for use with clients or prospects.

NEDC Specialty Certification RequirementBusiness Resiliency

Certification Requirements

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

Power with i Oper Sys Storage Tivoli

NEDC0001(2/4) 21002003 (1/2) 18005601 (1/2) 03005906 (1/2) 04010110 (1/2) Select 1: 24012101 (2/2)23001108 (1/2)23002101 (1/2)23001901 (1/2)

23002001 (1/2)

NEDC0002(2/4) 43000101(1/2) 21002103 (1/2) 18006601 (1/2) 03006003 (1/2) 04008401 (1/2) Select 1: All certs for two of A, B, C

NEDC0005(2/4) OTH0060 (1/1) 03005503 (1/2) 23002401 (1/2)A.  24008704 &  24108206 (1/1)

NEDC0008(0/4) 23001309 (1/2)B.  24009003 or  24009004 &  24108206 (1/1)

23001207 (1/2)C.  24003603 or  24003604 &  24108401 (1/1)

23001008 (1/2)

24008704 (1/2)

Select 2 brands

Select 3 hdwr brands and Tivoli

Sales

Technical

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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

Tivoli Tivoli Storage 2008 24012101 Tivoli Tivoli Business Automation Management 2008 24011701

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