IBM Business Partner Eablement kick off

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Business Partner EnablementBusiness Partner Enablement

IBM Business Partner Kickoff 2013

Jesper Slot RohrMarketing Managerjrohr@dk.ibm.com+45 2880 4284

IBM Business Partner Organisation, Nordic

jrohr@dk.ibm.com

2

Skills Competition/Organisation

IncentivesCompany + Individual

Motivation

Demand GenCo-Marketing

PipelineDevelopment

Business Partner

Enablement

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3

Business Partner

Enablement

• Business Development• Long term investmentment/Relationship• BP’s Compete in skills: Technical or Industry knowledge• Need Both Sales and Technical skills• Need to be integrated with Demand Gen and Incentives for a stronger Business Plan

Business Partner Enablement

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Nordic BP Enablement Landscape 2013

Know Your IBM (KYI)

Know Your IBM (KYI)

IBM Business Partner

Sales School [NEW]

IBM Business Partner

Sales School [NEW]

IBM Business Partner Sales

University

IBM Business Partner Sales

University

IBM Systems Updates

IBM Systems Updates

Blue XpertsTechnical

Community

Blue XpertsTechnical

Community

# P

artic

ipan

ts

Limited

High

SkillsSales Technical

PartnerWorld

LeadershipConference

PartnerWorld

LeadershipConference

IBM Business Partner Sales

University

IBM Business Partner Sales

University

IBM Systems Updates

IBM Systems Updates

Blue XpertsTechnical

Community

Blue XpertsTechnical

Community

IBM Technical Workshops

IBM Technical Workshops

IBM Business Partner Sales

University

IBM Business Partner Sales

University

IBM Systems Updates

IBM Systems Updates

STGUSTGU

Nordicdriven

Nordicdriven

IOTdrive

n

IOTdrive

n

WhiteBoardSelling

WhiteBoardSelling

jrohr@dk.ibm.com

jrohr@dk.ibm.com

IBM Business Partner Sales SchoolOverview

• Be more Succesfull with your Sales• Plan and Identify Client needs and opportunities• More motivation/Energy to identify new Opportunities• Understand and use psychology in Sales• Buying signal and Strategies • Selling Community• Personal Motivation 80%

Sales20% IBM

Proffesional Coach 4 Modules/Days – 1 module per month IBM Content: Pure Systems and Financial Selling KYI Loyalty System (Learn and Earn) Class with 12 people per wave: Mixed or Private Classes Copenhagen, Stockholm, Helsinki and Oslo locations IBM Cover 80% cost Only per Invitation

Objectives

High-Light

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IBM Business Partner Sales School

• Sales Psyc.• Communication• Tools• KYI

Module 1 Module 2 Module 3 Module 4 Follow Up

JAN FEB/MAR APR

• Objections• Pure Systems• Signals and trust

• Client Meetings• Role Plays• Financial Selling• 4-Mat

•Knowledge sharing•Interview technique•Closing

• Audio Book• KYI Learning

• Diplom• KYI Promo• Social Media’s

Online/Prep.

Invi

tati

on

/C

om

mu

nic

ati

on

NOV/DEC

Prep.

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• Printed• PDF format• Website download

Your Invitation

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jrohr@dk.ibm.com

Dates and Planning

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Dates and Planning

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[NEW] Whiteboard Selling: IBM PureSystems

Nordic was first in Europe with Business Partner Classes in 4Q

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[NEW] Whiteboard Selling: IBM PureSystems

• Private BP Class• ½ Day Training• IBM WW Speakers• Only per invitation /No Cost• At IBM Forum locations• Limited Seats• Combined with ”Business

Partner Sales University”

• Wanna Join in 2013?

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IBM Blue Xperts Technical Community

• Goal 100 Selected BP Members Nordics• Started 1Q 2012• Only Per Invitation• Quaterly Local activities

Deep Dive Technical Presentations Invitations to Technical Workshops Vouchers for STGU Vouchers for Test Certifications Sharing Knowledge Study Tour optional

• Communication: Social Media’s• STG/BPO Ownership

– System x, Storage, Systems Networking, PureSystems

– Board for Development/Content• Support to PartnerWorld Speciality

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IBM Blue Xperts Technical Community

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Social Media’s ... How to find us SALES SCHOOL:Business PartnerSales University

Parallel to Blue XpertsLinkedIn

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17

IBM Technical Training/Workshops

Get more skilled Only for for Business Partners 2-Day’s Workshop/Training in Class Room

Storage (Storwize), System x or Pure Systems tracks Private Class:12 x Invited people per class Only per Invitations Arrow Locations (Official IBM Training Partner) Copenhagen, Stockholm, Oslo and Helsinki Including Test Voucher (Prometric) Target Group: Blue Xperts Community New Invitations ready in September

IBM will cover the cost rest of 2012

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Open for invitations: Blue Xperts

• 2 days: System x, Storwize and PureFlex • 1 day: IBM Director 6.3

IBM Lab Services and Arrow Education

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jrohr@dk.ibm.com

PureSystems Test Certifications

http://www-03.ibm.com/certify/tests/test_index.shtml

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BP Enablement – Messurement Cerfitications

BP Certification Tracker2012

7887

97

117122 125 128

133140 142

158163

51

62 65

76 80 81 82 82 85 8590 92

35 36 37 41 41 41 41 42 42 4248 51

5866

71

89 9097 98 98 99

106 110 111

20

40

60

80

100

120

140

160

180

JAN '12 FEB '12 MAR '12 APR '12 MAY '12 JUN '12 JUL '12 AUG '12 SEP '12 OCT '12 NOV '12 DEC '12

Month

Amou

nt of

certi

ficati

ons DK

SE

NO

FI

Example 1: System x / Storage (Sales/Tech) 2012 Example 2 : PureFlex 2H’2012

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Best Practise of BP Comm

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IBM BP Marks (Logo)https://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/pw_com_mkt_mrt_bp_marks

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IBM Business Partner Enablement Website....

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PartnerWorld Leadership Conference

When, Where, Who?• February 25 – 28, 2013 • Caesars Palace, Las Vegas, NV • Audience: 1,000 C-Level Business Partners, 500

IBM Sr Executives, 60 Press and Analysts

Conference Objective• Deliver a “One IBM” event to inspire Business

Partners to do more with IBM• Extend PWLC influence through virtual pre and

post event activities• Strengthen the IBM ecosystem and accelerate our

channel transformation

• Safe the Day• Only per inviation/Coordinate with your CRBP• ”Early Bird” motivation

Livestream Channellivestream.com/ibmpartnerworld

Conference Pagesibm.com/partnerworld/pwlc

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Know Your IBM (KYI)

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Two integral components:

ƒ Learn & Earn - Successfully complete education modules

ƒ Sell & Earn – Close sales to end-user customers and report into KYI

KYI is an internationally acclaimed online interactive sales enablement program that is designed to foster

IBM presence and brand loyalty

KYI is targeted to Reps from all IBM Business partners

Distributors can take part in the Education rewards

The official IBM tool for giving rewards to individual sellers in BP Companies

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International Acclaim!

• Know Your IBM wins 2009 Circle of Excellence Award from the Incentive Marketing Association – “Outstanding Incentive Program”

• Know Your IBM wins 2005 and 2008 SITE Crystal Award – “Most Effective Use of an Incentive Program for an External Strategic Business Solution”

• 2010 2nd Place Promo Mag. Award winner – “Best Loyalty Program” (we beat !)

• 2010 Australian Marketing Institute Award winner – “Best Loyalty Program”

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Receiving KYI Rewards – the Learn Page

1. Access from the KYI Navigation Area

2. Click to start your chosen module

3. Read Page 1 of the module for ‘Prizing’ details

(Earn up to 50 KYI Points for all modules completed before 30th September, 2011)

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Receiving KYI Rewards - Claiming Sales

1. Access from the KYI

Navigation Area

Register a new Invoice

3. Complete this form using the details of the Invoice you issue to your customer

2. Use the links in the top right-hand box to learn about the rewards for each eligible offering

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Example Sales Rewards in KYI

Examples only - Actual reward values and eligible products may vary

Start here:www.ibm.com/PartnerWorld/KnowYourIbm

YouTube Intro Video:http://www.youtube.com/watch?v=H9Hp8E5WvAA&feature=player_embedded

jrohr@dk.ibm.com

Nordic BP Enablement Landscape 2013

Know Your IBM (KYI)

Know Your IBM (KYI)

IBM Business Partner

Sales School [NEW]

IBM Business Partner

Sales School [NEW]

IBM Business Partner Sales

University

IBM Business Partner Sales

University

IBM Systems Updates

IBM Systems Updates

Blue XpertsTechnical

Community

Blue XpertsTechnical

Community

# P

artic

ipan

ts

Limited

High

SkillsSales Technical

PartnerWorld

LeadershipConference

PartnerWorld

LeadershipConference

IBM Business Partner Sales

University

IBM Business Partner Sales

University

IBM Systems Updates

IBM Systems Updates

Blue XpertsTechnical

Community

Blue XpertsTechnical

Community

IBM Technical Workshops

IBM Technical Workshops

IBM Business Partner Sales

University

IBM Business Partner Sales

University

IBM Systems Updates

IBM Systems Updates

STGUSTGU

Nordicdriven

Nordicdriven

IOTdrive

n

IOTdrive

n

WhiteBoardSelling

WhiteBoardSelling

jrohr@dk.ibm.com

Sign me up for more...

KOM FORBI MIG

jrohr@dk.ibm.com

Thanks for your attention...

Jesper Slot RohrMarketing Manager

Business Partner Organisation, Nordics

+ 45 2880 4284jrohr@dk.ibm.com