Going to Market - Advanced Level Partnership Resources (1.5MB
Transcript of Going to Market - Advanced Level Partnership Resources (1.5MB
Go further with a team you trust © 2007 IBM Corporation
ISV & Developer Relations (IDR)Global Technology Unit (GTU)
Going to Market – Advanced Level Partnership Resources
IBM Partnership Roadmap - June 19th, 2007
Miri Berger, ISV & Developer Relations Marketing
© 2007 IBM Corporation2
ISV & Developer Relations (IDR) Global Technology Unit (GTU)
Go further with a team you trust
Generate leads with discounted Telemarketing servicesEligible: Advanced Level Partners
Use experienced agencies to create effective lead generation campaigns
Prepare your campaign using the best-practice guide
Access no-charge and discounted prospect list
Brief the agency from discounted supplier list
© 2007 IBM Corporation3
ISV & Developer Relations (IDR) Global Technology Unit (GTU)
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Telemarketing Benefit*Continuation
Why use discounted telemarketing services?
Generate new opportunities
Save you money & time
Combine with other marketing activities
Qualify for funding – up to 2 000€ upon eligibility and availability
© 2007 IBM Corporation4
ISV & Developer Relations (IDR) Global Technology Unit (GTU)
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Publish a Client Success Campaign and identify new leads Eligible: Advanced Level Partners Write your own success story and covering letter using a
professional template
Access no-charge and discounted prospect list
Brief printer and telemarketing agency from discounted
supplier list
© 2007 IBM Corporation5
ISV & Developer Relations (IDR) Global Technology Unit (GTU)
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Success Story Benefit*Continuation
Why use Client Success Story?
Save you time and money
Quickly produce customized collateral
Combine with telemarketing to generate leads
Qualify for funding – up to 2000€ upon eligibility and availability
© 2007 IBM Corporation6
ISV & Developer Relations (IDR) Global Technology Unit (GTU)
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Sales Connections BenefitEligible: Advanced Level Partners
Part of the IBM Global sales coverage model
Wired to the IBM sales management system
Connects you to the most appropriate IBM sales people or Business Partners who can leverage their customer relationships and solution selling skills to help you close active sales opportunities faster!
© 2007 IBM Corporation7
ISV & Developer Relations (IDR) Global Technology Unit (GTU)
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Pipeline Generation BenefitEligible: Optimized Level Partners
Use specialist agencies to uncover opportunities in new accounts
Brief the agency
Agree the target contact list
Agency will progress the discussions and set-up an appointment for you
© 2007 IBM Corporation8
ISV & Developer Relations (IDR) Global Technology Unit (GTU)
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Pipeline Generation Benefit*Continuation
Why use Pipeline Generation?
Highly effective
Quick to market – no overlap with your other campaigns
Low costs to you
Prospect engagement tailored to your solution
© 2007 IBM Corporation9
ISV & Developer Relations (IDR) Global Technology Unit (GTU)
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Success Story: GigaSpaces
GigaSpaces needed to expand their reach and chose Germany as a key market for them to enter. They were looking for a quick and effective way to generate a pipeline of deals they could start working on in 2007.
IBM linked GigaSpaces with a German service provider for one-stop market research and analysis - who created a special high value lead generation package on top of their market consulting workshop.
© 2007 IBM Corporation10
ISV & Developer Relations (IDR) Global Technology Unit (GTU)
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Success Story: GigaSpaces*Continuation
Achim F. von Montigny, Sales Director Central Europe & Scandinavia, GigaSpaces, Germany:
“IBM's focused approach in this campaign combined with the sound experience and professionalism of their sales team helped GigaSpaces increase its pipeline in the German market significantly”.
© 2007 IBM Corporation11
ISV & Developer Relations (IDR) Global Technology Unit (GTU)
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Make your event participation professional and easy and with Event Participation SupportEligible: Optimized Level Partners
Gain sales leads and new revenue opportunities at international events and tradeshows
Book a reservation at the event of your choice
Brief the agency of your requirements for logistics, graphics and customized booths
© 2007 IBM Corporation12
ISV & Developer Relations (IDR) Global Technology Unit (GTU)
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Event Participation Support Benefit*Continuation
Why use Event Participation Support?
Work with a professional events agency
Access to logistics, graphics and customized booth
packages
Saves you time and money
© 2007 IBM Corporation13
ISV & Developer Relations (IDR) Global Technology Unit (GTU)
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Case Study BenefitEligible: Optimized Level Partners
IBM writes and designs full-color PDF brochure at no
chargeThe brochure showcases your client's success
featuring your solution with IBM middleware and HW. Case studies posted on ibm.com accessible by
customers, IBM sales representatives, and Business Partners
Create excitement about your solution with a high quality marketing brochure
© 2007 IBM Corporation14
ISV & Developer Relations (IDR) Global Technology Unit (GTU)
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Business Partner Application Showcase BenefitEligible: Optimized Level Partners
Easy interface makes it simple for customers to quickly
find industry applications
“Contact Me” button connects customers with IBM partners (generating leads)
Translated on IBM Web sites around the globe, extending partner reach into new markets
Powerful resource for customers to select IBM Business Partner solutions – by industry, solution and country
© 2007 IBM Corporation15
ISV & Developer Relations (IDR) Global Technology Unit (GTU)
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Client Events Package Benefit (Hosted Customer Meeting) Eligible: Optimized Level Partners
Meetings with customers all over the world
free of charge
with the participation of an IBM Industry expert
Catering included
IBM will host a meeting with your customers at ourInnovation Centers for business partners or IBM Forum Centers located WW at no charge.
© 2007 IBM Corporation16
ISV & Developer Relations (IDR) Global Technology Unit (GTU)
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How can IBM help you find new customers and generate more leads?
Consult:PartnerWorld Benefits Website
© 2007 IBM Corporation17
ISV & Developer Relations (IDR) Global Technology Unit (GTU)
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