This blog is designed to help IBM's Mid-Market Partners become aware of new products, programs & marketing incentives available to our business partners. Check here for updates on all the latest news. Feel free to write in your questions or concerns.

IBM Launches New Social Network for Partners: www.ibm.com/communities

So what does this mean for our partners?  It means you have a chance to connect with our experts and best bloggers via  the web. This gives you instant access to news, partner updates and marketing programs.  And best of all, the community will feature pointers to our new sales plays and incentives to help you gain business.

Beyond letting partners have access to IBM’s

subject matter experts partners can personalize

their profiles and technology needs and connect with other IBM

partners.  This is a great way to share information and your questions with other partners who may be facing some of the same issues you are.

The idea of an online exchange

with 1,100 global partners came from IBM looking at ways to brainstorm new ways to grow profitably.

The result is PartnerWorld Communities, which connects more than

100,000 IBM partners worldwide. The partners can drill down on interest

areas such as emerging business, cloud computing, green

technology, and economic stimulus projects. As stimulus spending

accelerates smart energy projects, partners can collaborate instantly

on how to implement energy-related makeovers.

To jump start the community, IBM is offering 60 online education classes on building smarter

infrastructure through PartnerWorld, which is based on Lotus

Connections technology. Members can operate in a secure network and get

access to blogs, forums, private team spaces such as web meeting rooms,

live chat RSS feeds and other social technologies.

I also have a new blog on the PartnerWorld Communities and I invite you to visit it.

You'll find my posts at my Collaborate to Partner blog. Click here to check it out.

To connect with me on Twitter, visit LotusBusPartner.

IBM Expands Business Partner Offerings With New Internet Lead Generator

IBM VP Sandy Carter talks to Miracle Software about exhibiting at IMPACT

Diamond Sponsor, Miracle Software talks about their decision

to participate at IBM IMPACT 2009 and why SOA is necessary to quickly adapt to business

change in today‘s economy.

Counting down the days: IMPACT 2009 is on the way!

In case you haven't heard, the SOA event of the year is on the way for IBM Business Partners.  The IBM Impact 2009 conference will be kicking off with a Business Partner Development Day on Sunday, May 3. The

day is exclusively focused on you, our IBM Business Partners.   As I‘ve said before here on this blog, our partners are the voice that influences IBM.  
The special Business Partner Development day will feature a

general session with top IBM executives, including Shaun Jones, Vice President, WW Business Partner and General Business Marketing.

You'll also have the opportunity to visit the Business Partner Cafe where you can discuss resources one-on-one with the IBM program owners.


But don't take my word for the value of this special event.  Listen to what other Business Partners have said about Impact Business Partner Development Day by listening to a podcast featuring Larry Warnock, President and CEO of Phurnace Software, and Jaimin Patel,

Director of Marketing and Business Development at WebLayers, Inc.

To listen to the podcast here, click here.

And here's a little more information about the Business Partner Cafe.

IMPACT 2009 Business Partner Café
Your exclusive experience at Impact 2009 doesn’t end with Business Partner Developement Day.  Join us throughout the week at the Business Partner Café. Here, you can take advantage of one-on-one time with IBM program experts in a casual setting to discuss PartnerWorld benefits, offerings and programs that help to align your 2009 activities, grow your business and build winning marketing plans.  The atmosphere will be relaxed and open to deep discussions and hands-on demonstrations.

Location
The Venetian Hotel, Las Vegas Nevada
May 3-6, 2009

Stay tuned for more details!

IBM Announces Growth Through Skills

Today, IBM Software announced the Growth Through Skills Program.  This program is designed as the  next step in our Business Partner channel strategy focused on Growth Through Skills.   Here are some key things that Partners need to know.

Highlights of Program:

The 'Growth through Skills' initiative includes the following components:

Introduced to the partner community February 18, 2009

Creates  new Product Groups subheadings under the software brands

Websphere = SOA Foundation, Connectivity, BPM, Commerce, SOA Appliance, Enterprise Transaction Solutions (Z)

Rational = All

Information Management = ECM, Data

Lotus = Collaboration, Portal

Tivoli = Storage, Security, Automation, Enterprise Asset Management

A small number of products will not be impacted or placed into product groups i.e. Lotus Sametime, WAS Express, TSM Fastback, etc.

Partners must be approved for SVI or VAP in each desired product group

Will require 1 sales and 2 technical certifications

Existing SVI and VAP approvals may qualify

A minimum of 10% of total revenue must use SVI & or VAP

Renewals can only be sold by partners with at least one of the product groups included in the renewal

Increased margin on authorized products and 0% margin on unauthorized

IBM will audit certifications and 10% revenue yield in 6 month increments

Program transition begins on October 1, 2009

Entry Criteria

The criteria for authorization to resell IBM Software products within the new controlled distribution model include:

Membership in the IBM PartnerWorld® program

Approved participation in Software Value Incentive or Value Advantage Plus

For SVI, technical and sales skills in the product groups you want to sell

For VAP, an approved solution containing the product groups you want to sell

An approved PartnerPlan

Minimum revenue participation levels within SVI and VAP after the first year

Two Entry Points

Enrollments will begin in May 2009.   To apply, click here.

The entry point for the new controlled distribution model is through the Software Value Incentive or Value Advantage Plus programs.

With the new controlled distribution model, enrollment and authorization to resell will be granted at the product group level.

SVI: Standardized criteria will include technical certifications at the product group level and sales certification.

VAP: For each IBM software product included in a VAP approved solution, IBM will authorize the Business Partner to resell the corresponding product group.

Approval for the SVI and VAP programs is currently granted at the software brand level and will be modified to reflect product group levels.

In October 2009, IBM will rollout a new controlled distribution model to maximize value to our Business Partners and customers.  A subset of the IBM software portfolio will continue to be offered through the open distribution model or via Software ValueNet.

Benefits
Protects and maximizes your ROI in the technical, sales and marketing skills you’ve developed.
Places a premium on your skills and solutions which differentiate your ability to offer your customers guidance in a tough economy.
Rewards the value you bring throughout the sales cycle through the lucrative IBM Software Value Incentive (SVI).
Provides financial rewards for integrating IBM software with your business solutions through the Value Advantage Plus (VAP) incentive.
Accelerates your growth with experienced software Value Added Distributors (VADs).
Improves access to IBM resources including industry-leading sales, technical, and marketing.
 

Key resources on Partnerword are available to help you understand this program. Simply log-in with your ID and password.

 

Good News for Midmarket Partners: New Incentives for Midmarket Sales

I've got some great news to share with our partners today!  We know you are facing challenging economic times and we want to help you by giving you extra momentum.  The secret weapon: enhanced earning potential.   IBM values your commitment and loyalty.  For your dedication and hard work, we want to reward you.   As you may know, the midmarket space is one of the highest growing areas in the software industry.  Sales opportunities in midmarket could amount to as much as $253 billion in 2009.   With opportunities this significant, selling in the high-growth midmarket space with IBM is an opportunity you won't want to miss. 

To improve your profitability starting April 01, 2009 IBM is introducing lucrative  changes to a variety of key partner incentives.   For example, IBM is increasing Business Partner margins up to 15%, exclusively in software sales to customers designated by IBM as General Business Midmarket.  In addition, if you are part of the IBM Value Advantage Plus (VAP) program, you may be eligible for increased margin potential of up to 20% when you add value around the IBM software you sell.  In short, the more you engage in selling IBM software solutions to the midmarket customer segment, the higher your margin potential!

News You Can Use: IBM Software ValueNet now includes the IBM Cognos portfolio

IBM Software ValueNet now includes the IBM Cognos portfolio

On January 6, 2009, the IBM Software ValueNet program expanded to include the IBM Cognos portfolio of software products. These products may only be sold by approved IBM Business Partners for Software ValueNet and IBM representatives.  Following is some additional information on the specific Cognos products:

This gives our valued Business Partners more marketing-leading solutions to help them sell in 2009.

Benefits for Business Partners

Software ValueNet places a premium on Business Partner skills and solutions and protects Business Partners' investments through controlled distribution of designated products in the IBM Passport Advantage portfolio. This program :

• Provides continuity and a clear line of sight to expected Business Partner compensation though its support for fixed-price discounting within the IBM Passport Advantage portfolio.
  
  
• Delivers financial rewards to Business Partners for the role they play and the value they bring throughout different stages of the sales cycle through the innovative IBM Software Value Incentive.
  
  
• Gives Business Partners the flexibility to choose their level of engagement through a variety of Business Partner relationships.
  
  
• Enables Business Partners to accelerate their growth by working with our experienced Software Value-Added Distributors.

To learn more , go to the Software ValueNet Partnerworld page!

Jump start 2009 with IBM Marketing Programs and Midmarket Software

Happy New Year to all of our Business Partners!

Its been awhile since I blogged here due to technical difficulites beyond my control   But the blog is back up an running for 2009.  I want to take the opportunity to kick-off 2009 by letting you know about some terrific new marketing programs for our partners.

At the end of 2008, we launched a new Internet Marketing program for our partners.  The program offers many benefits that you might want to take advantage of to leverage the Web to generate leads and drive sales.   It's worth noting that Internet marketing allows you to significantly lower your cost per lead.   Studies have shown that while traditional marketing vehicles cost an average of $ 9.00 USD  per lead,  Internet marketing averages  a cost of $0.50 USD per lead.   In a tough economy, this type of cost per lead information is very valuable to consider when weighing your 2009 plans.

Here are a few of the program highlights that will help you augment your website with IBM assets – with minimal to no cost:

1. Web Content Syndication with WebCollage. No cost, turn-key delivery of IBM software content to your Website. Syndicate IBM content such as product information, white papers, brochures, demos, and video directly onto your website with no additional effort or resources required on your side – an estimated savings of $6k per year. You can leverage assets to showcase technology to customers and generate new leads.
   
   
2. Search engine optimization. Enhance the effectiveness of your Website and ensure prospects find you. New lower price -- previously $2,000, now $1,500.
   
   
3. Web Banners from Campaign Designer. Direct mail and e-mail templates, as well as Web banners, for IBM campaigns. BPs must arrange and fund placement.
   
   
4. Telemarketing. Skilled conversations that engage prospects and identify business needs. Boost attendance at Webinars and drive traffic to your Website. No change to existing offerings or reimbursement/discounts, but new potential uses.
   
   
5. Webinar execution.  You can create and manage a web seminar from A-Z . Create a registration portal. Use Lotus Sametime Unyte web conference utility. IBM moderator to manage details. Leverage tele-boosting “drive-to” and tele-nurturing follow-though. Webinar execution – $500 charge for IBM moderator includes registration and use of Lotus Sametime Unyte.
   
   
6. Solutions-daily.com. Drive visibility as a leader in your industry through a syndicated online news magazine. No charge to BPs (previously no charge only to Advanced/Premier)
   
   
7. Lead capture and conversion with Euro RSCG Worldwide.  This includes:

Custom landing page.

Persuasive thought leadership to attract prospect registration.

 Co-branded Web content to reinforce IBM and BP solution.

Tracking to gauge campaign progress and tactic success.

Direct contract between BP and and IBM approved agency/ vendor at pre-negotiated rates – eligible for co-marketing reimbursement.

To learn more, go to :  http://www.ibm.com/partnerworld/imarketing

Listen to our webcast to get up to speed on our new programs, resources and software releases for 2009.  Click here to register to listen to the webcast.

Web Savvy: Announcing WebSphere Application Server-Express V7

Hot off the Press: New Solutions to Strengthen the Security of Midsize Companies

IBM made an exciting security announcement today at their Security Summit in Boston, MA.  A new version of Rational AppScan Express was announced.  Rational AppScan Express Edition, the latest software addition to IBM's mid-market portfolio, is an automated security testing solution that enables users to test for Web application security vulnerabilities. It also provides streamlined advice on how to fix these issues.  

This is big news for small and medium business struggling to protect their data while complying with security standards.  The software helps small and midsize businesses manage Web security.  Its also helps with maintaining compliance with mandatory regulations including the Payment Card Industry Data Security Standard or the Health Insurance Portability and Accountability Act.   Here are some of the product highlights and some resources available to partners to help them learn more.

Product Highlights

Rational AppScan Express enables small or mid-sized organizations to adopt Web application security with a cost-effective solution that automates more of the manual effort of Web application security testing. Key features of interest to the mid-market buyer include:

Enables comprehensive and regular testing for Web vulnerabilities with limited resources

Dramatically reduces the need for manual testing, which can produce significant cost savings

Helps non-security experts to perform security scans and fix vulnerabilities at their source

Automatically scans complex Web applications using Web 2.0 technologies such as Adobe® Flash, JavaScript and AJAX

Assists in meeting key compliance standards such as Payment Card Industry Data Security Standard (PCI DSS)

IBM Rational AppScan Express allows customers to perform security checks as needed as opposed to quarterly or yearly audits.

Quick Resources for Partners

PW Product Page (requires sign-in)  

PWEA Dashboard Link  (requires sign-in)  

ibm.com Product Page

To download a free product trial, click here.

To see a high-level video overview, click here.

 NEW Security Assessment Tool!

An additional highlight of today's product announcement, is the announcement of an online Security Assessment Tool.  IBM has partnered with the Aberdeen Group to develop the IT Security Assessment Tool for midsize companies to help assess the existing IT infrastructure and determine where they may be vulnerable. The online tool provides them with suggestions on how they can improve their IT security based on Aberdeen's market research.

If you have time, take the 10 minutes to take the assessment.  The IT Security Assessment Tool provides a personalized report that clearly outlines steps you can take for continued improvement in key areas of IT Security.

Midmarket CEOs Increasing Investments in Global Growth, Social Responsibility & Customer Collaboration to Address Rapid Change Ahead

Last week IBM announced midmarket findings from the IBM Global CEO Study, the largest study of chief executives ever conducted. The study, titled “The Enterprise of the Future,” which focuses on five core traits that define an enterprise of the future, shows that midsize companies face significant challenges with change and report a sizable gap between their need for change and their past success in managing it.  So what are the challenges that midmarket companies told IBM about?

The chief finding: midsize companies face significant challenges with change and report a sizable gap between their need for change and their past success in managing it.   The study shows that midsize companies are optimistic about opportunities for growth, especially in developing economies, and are rapidly innovating their business models to become more competitive. More than eight out of ten – or 86 percent – of midsize businesses anticipate substantial change, yet just over half – or 57 percent – have had prior success in managing that change.  This means midsize businesses must keep pace with the rate of change & adjust their business models to remain competitive.  The good news, midsize companies are some of the most innovative and agile organizations in the market today.

To read the complete report, click here.

Take Part in the Voice of the Business Partner Survey

Welcome to our new Mid-Market program blog!   There are alot of new, exciting initiatives happening in this space. This blog is a way for us to connect directly with partners to share news & marketing incentives.

To kick things off, we want to let our partners know that we VALUE your input.  That's why we have a new web survey, we are anxious for you to take.  Its called Voice of the Business Partner.  The Message to Our Partners is Simple:  We're Listening & We want to HEAR from YOU!

Please take a few moments to go online today and give us your important feedback.

Remember to visit Voice of the Business Partner and tell us what you think!