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Business Partner EnablementBusiness Partner Enablement
IBM Business Partner Kickoff 2013
Jesper Slot RohrMarketing [email protected]+45 2880 4284
IBM Business Partner Organisation, Nordic
2
Skills Competition/Organisation
IncentivesCompany + Individual
Motivation
Demand GenCo-Marketing
PipelineDevelopment
Business Partner
Enablement
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
??
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
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
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.
[NEW] Whiteboard Selling: IBM PureSystems
Nordic was first in Europe with Business Partner Classes in 4Q
[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?
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
Social Media’s ... How to find us SALES SCHOOL:Business PartnerSales University
Parallel to Blue XpertsLinkedIn
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
Open for invitations: Blue Xperts
• 2 days: System x, Storwize and PureFlex • 1 day: IBM Director 6.3
IBM Lab Services and Arrow Education
PureSystems Test Certifications
http://www-03.ibm.com/certify/tests/test_index.shtml
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
IBM BP Marks (Logo)https://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/pw_com_mkt_mrt_bp_marks
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
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
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”
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)
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
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
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
Thanks for your attention...
Jesper Slot RohrMarketing Manager
Business Partner Organisation, Nordics
+ 45 2880 [email protected]
