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Presentation materials from IBM Innovation Centre Seminar on Software as a Service & Cloud Computing. May 20th 2009
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© 2009 IBM Corporation
ISV and Developer Relations
Maximise Your Relationship with IBMSaaS & Cloud Computing Seminar
IIC Dublin, 20th May 2009
© 2009 IBM Corporation
ISV and Developer Relations
Joanne StanleyEuropean Marketing Manager - [email protected]
A deeper look at the IDR portfolio
3
ISV and Developer Relations
© 2009 IBM CorporationMaximise Your Relationship with IBM – Dublin IIC – Feb 12th 2009
�� PartnerWorld PartnerWorld �� PartnerWorld Industry Networks (PWIN)PartnerWorld Industry Networks (PWIN)�� developer Worksdeveloper Works�� SaaSSaaS�� OEMOEM�� SVISVI�� STGSTG�� VNCVNC
The IDR Portfolio
One IDR Approach for MarketingOne IDR Approach for Marketing
�� BiancaMedBiancaMed
�� PartnerWorldPartnerWorld�� PartnerWorld Industry Networks (PWIN)PartnerWorld Industry Networks (PWIN)�� developer Worksdeveloper Works�� STGSTG
4
ISV and Developer Relations
© 2009 IBM CorporationMaximise Your Relationship with IBM – Dublin IIC – Feb 12th 2009
Getting started… www.ibm.com/partnerworld
PartnerWorld Contact Services
Membership queries
01256 344500
5
ISV and Developer Relations
© 2009 IBM CorporationMaximise Your Relationship with IBM – Dublin IIC – Feb 12th 2009
Build Market
Sell Collaborate
Technical resources Your virtual marketing
department
Selling toolsand benefits
Partner collaboration
Solution &technology communities
Focus on Business Partner SuccessIn every phase of the Business Cycle
6
ISV and Developer Relations
© 2009 IBM CorporationMaximise Your Relationship with IBM – Dublin IIC – Feb 12th 2009
You get cumulative benefitsAs your relationship evolves, so do our programmes
HighHighHighHigh
HighHighHighHigh
Aligned strategies
Aligned strategies
Aligned strategies
Aligned strategies
Joint business valueJoint business valueJoint business valueJoint business value
7
ISV and Developer Relations
© 2009 IBM CorporationMaximise Your Relationship with IBM – Dublin IIC – Feb 12th 2009
�� PartnerWorld PartnerWorld �� PartnerWorld Industry Networks (PWIN)PartnerWorld Industry Networks (PWIN)�� developer Worksdeveloper Works�� SaaSSaaS�� OEMOEM�� SVISVI�� STGSTG�� VNCVNC
The IDR Portfolio
One IDR Approach for MarketingOne IDR Approach for Marketing
�� BiancaMedBiancaMed
�� PartnerWorldPartnerWorld�� PartnerWorld Industry Networks (PWIN)PartnerWorld Industry Networks (PWIN)�� developer Worksdeveloper Works�� STGSTG
8
ISV and Developer Relations
© 2009 IBM CorporationMaximise Your Relationship with IBM – Dublin IIC – Feb 12th 2009
Government
Insurance
Wholesale
Telecom
Education& Learning
Banking
Media & Entertainment
Healthcare / Life Sciences
Financial Markets
Energy & Utilities
13 Industry Networks
Travel &
TransportationManufacturing
Retail
9
ISV and Developer Relations
© 2009 IBM CorporationMaximise Your Relationship with IBM – Dublin IIC – Feb 12th 2009
Semiconductors
7 Specialties within PartnerWorld
Business
Continuity
Service Oriented
Architecture
Software as a Service
LinuxLinux
Open Source
Information on Demand
10
ISV and Developer Relations
© 2009 IBM CorporationMaximise Your Relationship with IBM – Dublin IIC – Feb 12th 2009
ISV homepage > ISV homepage > ISV homepage > ISV homepage > ibm.com/isv
11
ISV and Developer Relations
© 2009 IBM CorporationMaximise Your Relationship with IBM – Dublin IIC – Feb 12th 2009
PWIN homepage >PWIN homepage >PWIN homepage >PWIN homepage > ibm.com/isv/marketing/industrynetworks
12
ISV and Developer Relations
© 2009 IBM CorporationMaximise Your Relationship with IBM – Dublin IIC – Feb 12th 2009
Benefits homepage >Benefits homepage >Benefits homepage >Benefits homepage > ibm.com/isv/marketing/industrynetworks/benefits
13
ISV and Developer Relations
© 2009 IBM CorporationMaximise Your Relationship with IBM – Dublin IIC – Feb 12th 2009
IBM PWIN – designed to help you reach higher
5 PWIN Success Drivers
1. MarketingTo get you to market faster with
the help of a range of benefits
2. Selling
Close deals faster and improve
your profitability with a range of selling
benefits
3. TechnicalReceive technical support &
guidance on enablement and porting
4. TrainingBuild skills, learn about IBM
products, achieve IBM certifications
5. CollaborationUse networking opportunities to
connect with other BPs and IBMers
14
ISV and Developer Relations
© 2009 IBM CorporationMaximise Your Relationship with IBM – Dublin IIC – Feb 12th 2009
Follow-up
evaluation for
continuous
improvement
EvaluateEvaluate
Marketing Resource Managers
Personalized guidance to help you go to market
EngageEngage
Assist you in
selecting and
using relevant
PWIN benefits
InformInform
Uncover the
right resources
& tools to help
you achieve
your goals
Walk you
through the
PWIN
registration
processes
IntroduceIntroduce
You can call the UK MRM (Donnie Whelan) FREE on: 00 800 885 19777
15
ISV and Developer Relations
© 2009 IBM CorporationMaximise Your Relationship with IBM – Dublin IIC – Feb 12th 2009
�� PartnerWorld PartnerWorld �� PartnerWorld Industry Networks (PWIN)PartnerWorld Industry Networks (PWIN)�� developer Worksdeveloper Works�� SaaSSaaS�� OEMOEM�� SVISVI�� STGSTG�� VNCVNC
The IDR Portfolio
One IDR Approach for MarketingOne IDR Approach for Marketing
�� BiancaMedBiancaMed
�� PartnerWorldPartnerWorld�� PartnerWorld Industry Networks (PWIN)PartnerWorld Industry Networks (PWIN)�� developer Workdeveloper Work�� STGSTG
16
ISV and Developer Relations
© 2009 IBM CorporationMaximise Your Relationship with IBM – Dublin IIC – Feb 12th 2009
IBM provides end-to-end support to Business Partners throughout the sales cycle
Understand the market
Educate and enable
Generate awareness and leads
Team and win deals
Developproduct or solution
Publicize successes
•"Brilliant, super easy to understand, coding and explanation."
•"Thanks. You saved my job.“
•"Very helpful, addressed issues I have never considered...”
User feedback for developerWorks
IBM developerWorks
Making it easier for developers to
• develop their skills
• find answers to their questions, and
• connect with each other
17
ISV and Developer Relations
© 2009 IBM CorporationMaximise Your Relationship with IBM – Dublin IIC – Feb 12th 2009
developerWorks: IBM’s resource for developers
No.1 Rated Vendor Developer Program (IDC)
2nd largest developer community in industry
Over 6m registered users
34 industry awards
On IBM developerWorks, your development teams can find
what they need to help you deliver!
ibm.com/ibm.com/ibm.com/ibm.com/developerWorks
18
ISV and Developer Relations
© 2009 IBM CorporationMaximise Your Relationship with IBM – Dublin IIC – Feb 12th 2009
developerWorks – designed to drive technical skills
5 dWorks snapshots
1. Product rangeAll IBM products represented, catering for all levels – from novice to expert
2. Depth of contentAward winning content, regularly updated, over 200 new articles every
month
3. Tutorials & WebcastsStep-by-step, task specific tutorials covering all products – including
certification test preparation
4. ConnectingTechnical forums & briefings, blogs and links to user groups
5. ExchangeSearch for, swap, trial and share plug-ins, code and ideas
19
ISV and Developer Relations
© 2009 IBM CorporationMaximise Your Relationship with IBM – Dublin IIC – Feb 12th 2009
Content for the community, from the community
developerWorks spaces
� Community Topics
� Group Spaces
� Expert Spaces
SaaSpace
� For IBM Business Partners interested in Software as a Service
20
ISV and Developer Relations
© 2009 IBM CorporationMaximise Your Relationship with IBM – Dublin IIC – Feb 12th 2009
a professional network and knowledge
base that connects the developer
community worldwide to share and collaborate
My developerWorks…
My developerWorks runs on IBM Lotus connections.
� Build a profile� Add comments� Personalize My home� Connect with colleagues� Join or create a group� Tag, rate &
recommend content
� Start an activity� Track bookmarks� Contribute to a wiki� Listen to a podcast� Write a blog entry� Post to forums
ibm.com/developerworks/mydeveloperworks
Join today!
21
ISV and Developer Relations
© 2009 IBM CorporationMaximise Your Relationship with IBM – Dublin IIC – Feb 12th 2009
What we offer
� IBM developerWorks is the destination on the web for developers and IT professionals to stay on the cutting edge
and develop their skills on open standards technologies and
IBM products.
� Delivers the deep technical code, content, and community you
need and depend on to get answers to your tough technical
questions.
� Delivers unparalleled content in over 4 languages, including articles, tutorials, demos, events and more.
ibm.com/developerworks/aboutdw
developerWorks: IBM’s community of developers, IT Professionals, & students
Key Statistics:
Over 1M skill activities per year
34 industry awards
Serves 200 countries
4 local language sites
22
ISV and Developer Relations
© 2009 IBM CorporationMaximise Your Relationship with IBM – Dublin IIC – Feb 12th 2009
�� PartnerWorld PartnerWorld �� PartnerWorld Industry Networks (PWIN)PartnerWorld Industry Networks (PWIN)�� developer Worksdeveloper Works�� SaaSSaaS�� OEMOEM�� SVISVI�� STGSTG�� VNCVNC
The IDR Portfolio
One IDR Approach for MarketingOne IDR Approach for Marketing
�� BiancaMedBiancaMed
�� PartnerWorldPartnerWorld�� PartnerWorld Industry Networks (PWIN)PartnerWorld Industry Networks (PWIN)�� developer Worksdeveloper Works�� STGSTG
23
ISV and Developer Relations
© 2009 IBM CorporationMaximise Your Relationship with IBM – Dublin IIC – Feb 12th 2009
Solution roadmaps
►Assist ISVs, guiding them step by step through
the full development cycle:
Solution porting, migrating & development
1. Solution Development Roadmaps and Web Education Offerings
Web education
►Knowledge resources providing
courses, white papers, hands-on demos, FAQ, etc.
►Central search capability
includes external resources
24
ISV and Developer Relations
© 2009 IBM CorporationMaximise Your Relationship with IBM – Dublin IIC – Feb 12th 2009
2. Technical library
► No-charge access to collateral to help ISVs with every aspect of their IBM Systems-based development
► Searching using pull-down lists or a free-form text search
► Single-point access to collateral across all of IBM, such as developerWorks, Redbooks, Techdocs etc.
25
ISV and Developer Relations
© 2009 IBM CorporationMaximise Your Relationship with IBM – Dublin IIC – Feb 12th 2009
3. Virtual Loaner Program (VLP)
►The offer
Self-service, on-demand, remote access to IBM HW and SW platforms
►The Focus
Develop, Port and Test applications
Self-service Web interface
►Access to:
� Wide range of IBM platforms
� Secure, fully automated
environment� IBM Technology on demand in
your own location
� Reduced development & porting costs, no-cost application
enablement
26
ISV and Developer Relations
© 2009 IBM CorporationMaximise Your Relationship with IBM – Dublin IIC – Feb 12th 2009
4. Rapid Port Program – ISV Porting Assistance
ISV Porting Assistance►Rapid Port programme designed to unlock
blocked sale – helps ISV, helps IBM
What does the ISV get?►Rapid, no-charge access to the latest IBM
technology & IBM experts►Faster problem resolution during application
development ►Expanded Sales opportunities through
support of an additional operating system
27
ISV and Developer Relations
© 2009 IBM CorporationMaximise Your Relationship with IBM – Dublin IIC – Feb 12th 2009
5. Sizing Guides help maximize sales opportunities
� Easy, Point-and-Click No-cost Access
Web-based, available 24/7
Template driven – easy to use
� Supports
IBM Power Systems, Systems i, p, x
AIX, i5/OS, Linux, and Windows OS
�Confidential
Sizing algorithms remain confidential
Password-controlled “private” hosting available
�Automatic System Updates
Automatically recommends currently IBM servers
No need to update your guide for new / withdrawn systems
28
ISV and Developer Relations
© 2009 IBM CorporationMaximise Your Relationship with IBM – Dublin IIC – Feb 12th 2009
IBM ISV & Developer Relations – continuing the dialogue
Maximise Your Relationship – Blog Site
•http://ibmbusinesspartners.wordpress.com
ISV & Developer Relations Websites
•http://www-200.ibm.com/partnerworld/pwhome.nsf/weblook/index_emea.html
•http://www.ibm.com/developerworks/
Use Survey & Feedback to plan our next Seminar with topics and
content that are of direct benefit to Irish ISVs & Developers.
© 2009 IBM Corporation
ISV and Developer Relations
Thank you!