jrohr@dk.ibm.com

Business Partner EnablementBusiness Partner Enablement

IBM Business Partner Kickoff 2013

Jesper Slot Rohr

Marketing Manager

jrohr@dk.ibm.com

+45 2880 4284

IBM Business Partner Organisation, Nordic

jrohr@dk.ibm.com

2

SkillsCompetition/Organisation

IncentivesCompany + Individual

Motivation

Demand GenCo-Marketing

PipelineDevelopment

Business

Business

Business

BusinessPartner Enablement

Partner Enablement

Partner Enablement

Partner Enablement

jrohr@dk.ibm.com

3

Business

Business

Business

BusinessPartner Enablement

Partner Enablement

Partner Enablement

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

UpdatesIBM Systems

Updates

Blue Xperts

Technical

Community

Blue Xperts

Technical

Community

# P

art

icip

ants

Limited

High

SkillsSales Technical

PartnerWorld

Leadership

Conference

PartnerWorld

Leadership

Conference

IBM Business

Partner Sales

University

IBM Business

Partner Sales

University

IBM Systems

UpdatesIBM Systems

Updates

Blue Xperts

Technical

Community

Blue Xperts

Technical

Community

IBM Technical

Workshops

IBM Technical

Workshops

IBM Business

Partner Sales

University

IBM Business

Partner Sales

University

IBM Systems

UpdatesIBM Systems

UpdatesSTGUSTGU

Nordic

driven

Nordic

driven

IOT

driven

IOT

driven

WhiteBoard

SellingWhiteBoard

Selling

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.

Invit

ati

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 Partner

Sales UniversityParallel to Blue Xperts

LinkedIn

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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

jrohr@dk.ibm.com

BP Enablement – Messurement Cerfitications

BP Certification Tracker

2012

78

87

97

117122

125128

133

140 142

158163

51

6265

7680 81 82 82

85 8590 92

35 36 3741 41 41 41 42 42 42

4851

58

6671

89 90

97 98 98 99

106110 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

Am

ou

nt

of

cert

ific

ati

on

s

DK

SE

NO

FI

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

jrohr@dk.ibm.com

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)

jrohr@dk.ibm.com

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

jrohr@dk.ibm.com

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

UpdatesIBM Systems

Updates

Blue Xperts

Technical

Community

Blue Xperts

Technical

Community

# P

art

icip

ants

Limited

High

SkillsSales Technical

PartnerWorld

Leadership

Conference

PartnerWorld

Leadership

Conference

IBM Business

Partner Sales

University

IBM Business

Partner Sales

University

IBM Systems

UpdatesIBM Systems

Updates

Blue Xperts

Technical

Community

Blue Xperts

Technical

Community

IBM Technical

Workshops

IBM Technical

Workshops

IBM Business

Partner Sales

University

IBM Business

Partner Sales

University

IBM Systems

UpdatesIBM Systems

UpdatesSTGUSTGU

Nordic

driven

Nordic

driven

IOT

driven

IOT

driven

WhiteBoard

SellingWhiteBoard

Selling

jrohr@dk.ibm.com

Sign me up for more...

KOM FORBI MIG

jrohr@dk.ibm.com

Thanks for your attention...

Jesper Slot Rohr

Marketing Manager

Business Partner Organisation,

Nordics

+ 45 2880 4284

jrohr@dk.ibm.com