000000_1Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
Solution Prospecting Solution Prospecting July July
IBM FormsIBM Forms
Joe LoffredoJoe LoffredoIngram Micro Technology Solutions Engineer, IBM SoftwareIngram Micro Technology Solutions Engineer, IBM Software
July 11, 2007July 11, 2007
®
Partner Smart.™
®000000_2Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
22
Forms are Everywhere You GoForms are Everywhere You Go
InsuranceInsurance– New Account EnrollmentNew Account Enrollment– Proposal/Quote GenerationProposal/Quote Generation– Claims ProcessingClaims Processing
FinancialFinancial– New Account EnrollmentNew Account Enrollment– Fund transfersFund transfers– Loan OriginationLoan Origination– Wire TransfersWire Transfers– Compliance FilingsCompliance Filings
®000000_3Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
33
Forms are Everywhere You GoForms are Everywhere You Go
GovernmentGovernment– LocalLocal– City & StateCity & State– FederalFederal
Other places you encounter formsOther places you encounter forms– Department of Motor VehiclesDepartment of Motor Vehicles– Medical and Dental Medical and Dental – Car/Life/Homeowners InsuranceCar/Life/Homeowners Insurance– Legal forms and contractsLegal forms and contracts– HR self serviceHR self service
®000000_4Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
44
Paper Forms? Common, but Costly!Paper Forms? Common, but Costly! OneOne paper form costs paper form costs $30-$165$30-$165 to use, process and enter to use, process and enter 30% of pre-printed forms are wasted30% of pre-printed forms are wasted Typical costs associated with paperTypical costs associated with paper– PaperPaper– PrintingPrinting– CopyingCopying– FaxingFaxing– MailingMailing– StoringStoring– Courier deliveryCourier delivery– Shredding & DisposalShredding & Disposal
$22.5 Billion (US) on pre-printed forms$22.5 Billion (US) on pre-printed forms
®000000_5Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
55
Hidden Costs of Paper FormsHidden Costs of Paper Forms
Lengthy to completeLengthy to complete Re-entering data causes errors Re-entering data causes errors – Slows businessSlows business– Annoys customersAnnoys customers
Time to physically route Time to physically route Complex approval chainsComplex approval chains Aggregating data across formsAggregating data across forms Validating data and error checkingValidating data and error checking
®000000_6Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
66
Why Consider eForms?Why Consider eForms?
Business ReasonsBusiness Reasons– Sophisticated Sophisticated error checkingerror checking as user fills the form as user fills the form– Validation and enforcement of business rulesValidation and enforcement of business rules– Less rework, less time lost due to errors Less rework, less time lost due to errors – Dynamic routing via email or workflow integrationDynamic routing via email or workflow integration– Once it’s in electronic form, is reportableOnce it’s in electronic form, is reportable
IT ReasonsIT Reasons– SecuritySecurity– Digital signaturesDigital signatures– Encryption capabilitiesEncryption capabilities
®000000_7Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
77
eForms contain layers of InformationeForms contain layers of Information
Information Gathering
Business Processes
Instances of Data
Attachments
®000000_8Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
88
Business Process Automation
Valu
e
Business Process Automation (ECM, Workflow)
Fill, (Sign) & Submit On-line
Print & Read
Print & Fill
Fill & Print
Fill, (Sign) & Submit Off-line
View Compliance (Pixel Perfect, Sec 508)
Regulatory Compliance (HIPPA, etc)
The Value of eFormsThe Value of eForms
More Process = More Value
®000000_9Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
99
Solution: IBM Workplace FormsSolution: IBM Workplace Forms
Web-based e-formsWeb-based e-forms– View, fill, sign, submit, and routeView, fill, sign, submit, and route– Integrate with back-end sources of dataIntegrate with back-end sources of data
Streamlines and automates business processesStreamlines and automates business processes– Is much more than “fill and print”Is much more than “fill and print”– Reduces labor costs, dual entry of information, printing Reduces labor costs, dual entry of information, printing
costs, transcription errorscosts, transcription errors
Do more business in the same amount of time Do more business in the same amount of time – Reduces low-value activities associated with paper Reduces low-value activities associated with paper
formsforms– Stay focused on business instead of error checkingStay focused on business instead of error checking
®000000_10Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
1010
Objection: “need” to keep PaperObjection: “need” to keep Paper
You don’t have to -- Bring your forms in!You don’t have to -- Bring your forms in!– Scan your existing form (.jpg, .bmp)Scan your existing form (.jpg, .bmp)– Trace over the form, reproduce pixel-for-pixelTrace over the form, reproduce pixel-for-pixel– IBM Pixel-Perfect renderingIBM Pixel-Perfect rendering
Can print on a plain piece of paperCan print on a plain piece of paper– Prints the form and data all at oncePrints the form and data all at once
Can print on the paper form itselfCan print on the paper form itself– Data gets printed in the proper boxes and placesData gets printed in the proper boxes and places
®000000_11Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
1111
1. Select the existing customer from the drop down list
2. Click Create new purchase order.
Shipping address is pulled from back-end serversReady to GoSaves TimeMore Accurate
Forms: Saves Time, More AccurateForms: Saves Time, More Accurate
Take advantage of existing data with FormsTake advantage of existing data with Forms
®000000_12Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
1212
Forms: Client ComponentsForms: Client Components
Forms ViewerForms Viewer– Runs in browser or stand-aloneRuns in browser or stand-alone– Supports digital signatures,Supports digital signatures, offline forms offline forms
Browser-only (plug-in/client)Browser-only (plug-in/client)– Just your browserJust your browser– No signatures or offline formsNo signatures or offline forms
®000000_13Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
1313
Forms: Server ComponentsForms: Server Components
Forms ServerForms Server– Required for browser-only clientsRequired for browser-only clients– Provides back-end integrationProvides back-end integration
Forms DesignerForms Designer– Builds formsBuilds forms– Separate licenseSeparate license
®000000_14Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
1414
Forms Deployment: Viewer OnlyForms Deployment: Viewer Only
Forms Viewer as stand-aloneForms Viewer as stand-alone When back-end integration isn’t needed When back-end integration isn’t needed Supports forms offlineSupports forms offline– User fills out form on their PCUser fills out form on their PC– Completed form is a file that can be e-mailed Completed form is a file that can be e-mailed
Supports digital signaturesSupports digital signatures
®000000_15Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
1515
Forms Server DeploymentsForms Server Deployments
Forms ServerForms Server– Is required for browser clients (renders form)Is required for browser clients (renders form)– Provides back-end integrationProvides back-end integration
Can store data locally if integration isn’t requiredCan store data locally if integration isn’t required
– Verifies digital signature from Viewer clientVerifies digital signature from Viewer client
Server with Browser clients onlyServer with Browser clients only– Browsers don’t need a licenseBrowsers don’t need a license– Good for Internet-based formsGood for Internet-based forms
Forms Server with Browser and/or Viewer clientsForms Server with Browser and/or Viewer clients– Most flexibility, most functionalityMost flexibility, most functionality
®000000_16Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
1616
Forms: Packaging & LicensingForms: Packaging & Licensing
Forms ExpressForms Express– Maximum of 1,000 usersMaximum of 1,000 users– Maximum of Maximum of 2 Forms page packs (50 pages max)2 Forms page packs (50 pages max)– Cannot mix with “Enterprise”Cannot mix with “Enterprise”
Forms “Enterprise”Forms “Enterprise”– No license restrictionsNo license restrictions
Forms DesignerForms Designer– Sold separatelySold separately
®000000_17Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
1717
Forms: Purchasable ComponentsForms: Purchasable Components
Forms Server Forms Server – Licensed by value units (VU), which is based on Licensed by value units (VU), which is based on
processor coresprocessor cores
Forms Viewer Forms Viewer – Licensed by authorized userLicensed by authorized user
25 pages license 25 pages license – Allows an unlimited number of Allows an unlimited number of ViewerViewer clients for a clients for a
limited set of formslimited set of forms– Form data that’s less than 25 pages (8.5x11) when Form data that’s less than 25 pages (8.5x11) when
printedprinted
®000000_18Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
1818
Workplace Forms: Sales ThumbnailWorkplace Forms: Sales Thumbnail
What is it?Reduces the time, costs, and problems of paper-based forms processes.
What does it cost? Forms Express
$61 per viewer, $120 per vu for server Forms (Enterprise)
$115 viewer, $300 per vu for server Designer
$670 per user Sales Cycle
30-90 days starter, 90-180 days departmental, 180+ enterprise
Who to sell it to?Everyone, especially data-oriented industries such as Government, Financial, Health Care, Insurance.
VU = Value Unit = Multi-Core Licensing Count cores on the server platform to be licensed
Ex. 2 cores on Intel-based platform Convert to Value Units, purchase Value Units
®000000_19Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
1919
Forms Pricing ExamplesForms Pricing Examples
Viewer-onlyViewer-only– Express 100 viewers = $6,050Express 100 viewers = $6,050
Server-only, unlimited browser clientsServer-only, unlimited browser clients– Express Server* = $12,000 Express Server* = $12,000
““Enterprise” with 2,000 viewers, unlimited browsersEnterprise” with 2,000 viewers, unlimited browsers– Server* = $30,000, 2,000 viewers = $230,000Server* = $30,000, 2,000 viewers = $230,000
25 Pages license (unlimited 25 Pages license (unlimited ViewerViewer clients) clients)– Express = $25,800, “Enterprise” = $96,600Express = $25,800, “Enterprise” = $96,600
Maintenance AND 24x7 Support are INCLUDED!Maintenance AND 24x7 Support are INCLUDED!
* Server calculation is based on 100 Value units (vu) (Intel dual-core system)* Server calculation is based on 100 Value units (vu) (Intel dual-core system)
®000000_20Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
2020
Success Story: US ArmySuccess Story: US Army
Why?Why?– Movement of forms thru chain of command is slowMovement of forms thru chain of command is slow– Transporting paper forms through hostile territory is Transporting paper forms through hostile territory is
life threateninglife threatening
Solution: Workplace FormsSolution: Workplace Forms BenefitsBenefits– Avoid physical transport of forms: Avoid physical transport of forms: SAVE LIVES!SAVE LIVES!– Projected admin cost savings of Projected admin cost savings of $1.3 billion annually$1.3 billion annually– Reduces form processing/approval times by one-third Reduces form processing/approval times by one-third
®000000_21Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
2121
Success Story: US Securities & Success Story: US Securities & Exchange Commission (SEC)Exchange Commission (SEC)
Why?Why?– EDGAR e-filing system heavily used but outmodedEDGAR e-filing system heavily used but outmoded
Solution: Workplace FormsSolution: Workplace Forms BenefitsBenefits– Savings of Savings of more than $234,000 per yearmore than $234,000 per year for subscribers for subscribers– $150,000 per month$150,000 per month in taxpayer savings in taxpayer savings– Simpler and faster filings and processing Simpler and faster filings and processing
“Public company financial documents used to be submitted in hard-copy format using couriers, overnight mail and regular postal services. Now the information is
disseminated worldwide within minutes of receipt.”– Rick Heroux, EDGAR Program Manager, U.S. Securities & Exchange Commission
®000000_22Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
2222
Workplace Forms Elevator PitchWorkplace Forms Elevator Pitch
Workplace Forms streamlines and automates Workplace Forms streamlines and automates business processes by reducing errors at the point business processes by reducing errors at the point of data entry, integrating back-end sources of data, of data entry, integrating back-end sources of data, and reducing the time, costs, and problems and reducing the time, costs, and problems inherent to paper forms.inherent to paper forms.
Workplace Forms reduces low-value activities Workplace Forms reduces low-value activities associated with paper forms, allowing you to stay associated with paper forms, allowing you to stay focused on business instead of error checking, focused on business instead of error checking, and do more business in the same amount of time. and do more business in the same amount of time.
®000000_23Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
2323
Why Forms? The Business ValueWhy Forms? The Business Value
More AccurateMore Accurate– Eliminate manual form validationEliminate manual form validation– Automatic error correctionAutomatic error correction– Avoids data re-entry Avoids data re-entry
Better than paperBetter than paper– Save cost and storage of paper formsSave cost and storage of paper forms– Data that was on paper is now accessible, reportable Data that was on paper is now accessible, reportable
More EfficientMore Efficient– Get more business done in the same amount of timeGet more business done in the same amount of time– Meet regulatory/legal requirements via integration with Meet regulatory/legal requirements via integration with
DB2 Content Manager, Records Manager DB2 Content Manager, Records Manager
®000000_24Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
2424
Why Forms? The IT ValueWhy Forms? The IT Value
Data managementData management– Streamline data collection Streamline data collection – Seamlessly transfer between applicationsSeamlessly transfer between applications– Save data to one or more databasesSave data to one or more databases– Route documents automaticallyRoute documents automatically– Online and offline access to formsOnline and offline access to forms
SecuritySecurity– Store all elements of a process in one secure fileStore all elements of a process in one secure file– Digitally sign documents and attachmentsDigitally sign documents and attachments
Archive for auditable, enforceable recordsArchive for auditable, enforceable records
– Secure transactions – tamper proofSecure transactions – tamper proof
®000000_25Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
2525
Forms: The CompetitionForms: The Competition
Adobe: PDF basedAdobe: PDF based Microsoft: Windows basedMicrosoft: Windows based IBM: Open and Standards basedIBM: Open and Standards based
Vendor Architecture Deployment
Adobe LiveCycle Proprietary - single purpose stack for processing PDF PDF enabled devices
Microsoft Office Proprietary - .NET architecture for high end forms
Desktop or ASP.NET, Exchange/Sharepoint
Workplace Forms Open architecture, Java, Eclipse Flexible - viewer or client
®000000_26Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
2626
Target Audience for FormsTarget Audience for Forms
Primary AudiencePrimary Audience– Business analysts and others who design business Business analysts and others who design business
processesprocesses
Data intensive/Form-based industries, such asData intensive/Form-based industries, such as– Government (federal, state, local/municipal)Government (federal, state, local/municipal)– Banking and Financial ServicesBanking and Financial Services– InsuranceInsurance– HealthcareHealthcare
Others who process a high volume of formsOthers who process a high volume of forms
®000000_27Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
2727
Forms: Finding OpportunitiesForms: Finding Opportunities
Customers who are suffering with paper formsCustomers who are suffering with paper forms– Labor intensiveLabor intensive– Inefficient and slow business processingInefficient and slow business processing– Errors from redundant data entryErrors from redundant data entry– Delays from inaccurate or incomplete dataDelays from inaccurate or incomplete data– Difficulties with data retrieval of paper-based dataDifficulties with data retrieval of paper-based data– Need to reduce paper handling, management and Need to reduce paper handling, management and
storage costsstorage costs
®000000_28Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
2828
Forms: Finding OpportunitiesForms: Finding Opportunities
Customers with Security concerns around formsCustomers with Security concerns around forms– Difficult to maintain security thru record life cycleDifficult to maintain security thru record life cycle– Security around creation, approval, storage, retrievalSecurity around creation, approval, storage, retrieval– Need legally binding digital signaturesNeed legally binding digital signatures– Need to verify the original content is unchangedNeed to verify the original content is unchanged– Protect privacy and accessProtect privacy and access
Customers with record storage issuesCustomers with record storage issues– Costly, hard to secure, difficult to search and analyzeCostly, hard to secure, difficult to search and analyze
®000000_29Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
2929
Forms: Cross-Sell OpportunitiesForms: Cross-Sell Opportunities
DatabasesDatabases– Forms provides web-based front end to data entryForms provides web-based front end to data entry– DB2 9 has XML capabilitiesDB2 9 has XML capabilities
Efficient storage of Forms’ XML based data filesEfficient storage of Forms’ XML based data files
PortalsPortals– Add Forms access to other portlets/portal appsAdd Forms access to other portlets/portal apps
DominoDomino– Integrate Forms with data in Domino databasesIntegrate Forms with data in Domino databases– XML-based Forms integrates Domino data with other XML-based Forms integrates Domino data with other
external sourcesexternal sources
®000000_30Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
3030
Cross-Sell with Content ManagerCross-Sell with Content Manager
DB2 Content Manager is a full featured document DB2 Content Manager is a full featured document management systemmanagement system
Scalable document repositoryScalable document repository Workflow and document processingWorkflow and document processing Compliance-level record management with DB2 Compliance-level record management with DB2
Records ManagerRecords Manager
®000000_31Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
3131
Cross-Sell Resource: “Demos”Cross-Sell Resource: “Demos”
3-5 minute “demo” 3-5 minute “demo” – End user orientedEnd user oriented– Screens show the practical use and valueScreens show the practical use and value
Forms with DominoForms with Domino– http://demos.dfw.ibm.com/on_demand/Demo/http://demos.dfw.ibm.com/on_demand/Demo/
IBM_Demo_IBM_Workplace_Forms_and_Lotus_Notes__Domino-Apr06.html?IBM_Demo_IBM_Workplace_Forms_and_Lotus_Notes__Domino-Apr06.html?S=indexS=index
Forms and Content ManagerForms and Content Manager– http://demos.dfw.ibm.com/on_demand/Demo/http://demos.dfw.ibm.com/on_demand/Demo/
IBM_Demo_IBM_Workplace_Forms_and_IBM_DB2_Content_Manager-IBM_Demo_IBM_Workplace_Forms_and_IBM_DB2_Content_Manager-May06.html?S=indexMay06.html?S=index
Portfolio of demos Portfolio of demos – http://demos.dfw.ibm.com/http://demos.dfw.ibm.com/
®000000_32Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
3232
SBE for Forms & Content ManagerSBE for Forms & Content Manager
IBM Solutions Builder Express (SBE)IBM Solutions Builder Express (SBE)– Portfolio of solutions with IBM Software productsPortfolio of solutions with IBM Software products– http://www.ibm.com/partnerworld/solutionsbuilderhttp://www.ibm.com/partnerworld/solutionsbuilder
Solution Starting PointsSolution Starting Points– Core technical deliverable of SBECore technical deliverable of SBE– The “blueprints” that help you build solutionsThe “blueprints” that help you build solutions
Starting point for Forms & Content ManagerStarting point for Forms & Content Manager– https://publib14.boulder.ibm.com/infocenter-int/sbehelp/v1r0/help/https://publib14.boulder.ibm.com/infocenter-int/sbehelp/v1r0/help/
topic/com.ibm.sbe.AutomatingBusProcessesWeForms.sp.doc/topic/com.ibm.sbe.AutomatingBusProcessesWeForms.sp.doc/welcome.htmwelcome.htm
– IBM partnerworld (IBM partnerworld (www.ibm.com/partnerworldwww.ibm.com/partnerworld) login required) login required
®000000_33Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
3333
SBE: Forms & Content ManagerSBE: Forms & Content Manager
®000000_34Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
3434
Business Focus with SBEBusiness Focus with SBE
General overview of the solutionGeneral overview of the solution– Key features, solution componentsKey features, solution components
Customer profile, key customer benefitsCustomer profile, key customer benefits Partner profile, key partner benefitsPartner profile, key partner benefits Related solutionsRelated solutions– Shows additional solutions to enhance current solution Shows additional solutions to enhance current solution
®000000_35Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
3535
Technical Focus with SBETechnical Focus with SBE
Hardware & Software Recommendations
Partner Skill Requirements
Implementation Guide (Architecture & Deployment)
®000000_36Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
3636
Forms: Questions to AskForms: Questions to Ask
Do you use a lot of paper forms in your business?Do you use a lot of paper forms in your business? Are your customers complaining about Are your customers complaining about – The number of forms they have to fill out to do The number of forms they have to fill out to do
business with youbusiness with you– Having to re-enter the same data Having to re-enter the same data over-and-over AGAINover-and-over AGAIN – Your business methods being inefficient, and you Your business methods being inefficient, and you
should “put it all online”should “put it all online”
Is there “too much paper pushing” in your Is there “too much paper pushing” in your business processes?business processes?
®000000_37Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
3737
Forms: Questions to AskForms: Questions to Ask
Do you have data on paper forms that you need to Do you have data on paper forms that you need to report on, but can’t?report on, but can’t?
Do you frequently encounter errors due to manual Do you frequently encounter errors due to manual data entry on forms? data entry on forms?
Do you lose a lot of time due to bounce-back of Do you lose a lot of time due to bounce-back of incomplete or erroneous forms?incomplete or erroneous forms?
Do you need security around the creation, Do you need security around the creation, approval, storage, and retrieval of data that’s approval, storage, and retrieval of data that’s currently in paper forms? currently in paper forms?
000000_38Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
Ingram Micro - IBM SoftwareIngram Micro - IBM Software
Resources and Support Resources and Support
®
®000000_39Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
3939
About Selling IBM SoftwareAbout Selling IBM Software
Get started NOW Get started NOW – No authorization, certifications, or sales barriersNo authorization, certifications, or sales barriers
Volume LicensingVolume Licensing– Ingram Micro IBM Passport Advantage desk x66043Ingram Micro IBM Passport Advantage desk x66043– End user Passport ID sets the discount levelEnd user Passport ID sets the discount level– No shrink wrap for IBM Software productsNo shrink wrap for IBM Software products
Pricing includes Maintenance AND SupportPricing includes Maintenance AND Support– 24x7 support, direct from IBM24x7 support, direct from IBM– One price covers One price covers everything!everything!
®000000_40Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
4040
Ingram Micro Market SupportIngram Micro Market Support
Volume License Specialists (VLS)Volume License Specialists (VLS)– Parts, Pricing, and QuotesParts, Pricing, and Quotes– 800-456-6783 x66043800-456-6783 x66043
Market Development Specialists (MDS)Market Development Specialists (MDS)– Get you started with IBMGet you started with IBM– Help you with IBM programs (VAP, SVI) that Help you with IBM programs (VAP, SVI) that
increase your marginsincrease your margins Market Development Manager (MDM)Market Development Manager (MDM)– Marketing assistanceMarketing assistance– Strategic growth and business developmentStrategic growth and business development
®000000_41Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
4141
Ingram/IBM Market Dev ResourcesIngram/IBM Market Dev Resources
WestMDM – Cindy FerronMDS – Jennifer Willman
EastMDM – Jim ColemanMDS – Raffaele DiPrado
CentralMDM – Kim AlexanderMDS – Jennifer Willman
MDM = Market Development Manager MDS = Market Development Specialist VLS = Volume License Specialist
®000000_42Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
4242
Ingram Micro Technical SupportIngram Micro Technical Support
““Ingram Micro Technical Support is the only place that VARs and Ingram Micro Technical Support is the only place that VARs and Integrators can find true Multi-Vendor solutions & answers to Integrators can find true Multi-Vendor solutions & answers to business needs.”business needs.”
Solution-oriented focus that enables salesSolution-oriented focus that enables sales– Conference end user, transparentlyConference end user, transparently– Keep up on new technologies, solutions, services, productsKeep up on new technologies, solutions, services, products
Technology Solutions Engineers (TSE) programTechnology Solutions Engineers (TSE) program– Presales consultative/technical assistance that enables salesPresales consultative/technical assistance that enables sales– Sales/technical trainingSales/technical training– Identify opportunitiesIdentify opportunities– Customer visits, conference calls, meetings, and eventsCustomer visits, conference calls, meetings, and events
®000000_43Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
4343
Why IBM Software??Why IBM Software??
Complete software portfolioComplete software portfolio A deep tradition of technology leadershipA deep tradition of technology leadership Scalable solutionsScalable solutions Support and maintenance included Support and maintenance included Stability Stability – One of the world’s largest software companiesOne of the world’s largest software companies
Partnership with Ingram MicroPartnership with Ingram Micro
000000_44Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
Partner Smart.™
®
®000000_45Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
4545
Forms ResourcesForms Resources Product page on ibm.comProduct page on ibm.com
– http://www-142.ibm.com/software/workplace/products/product5.nsf/wdhttp://www-142.ibm.com/software/workplace/products/product5.nsf/wdocs/eformsocs/eforms
Announcement letterAnnouncement letter– http://www.ibm.com/common/ssi/rep_ca/5/897/ENUS207-055/ENUS207http://www.ibm.com/common/ssi/rep_ca/5/897/ENUS207-055/ENUS207
055.PDF055.PDF
DatasheetDatasheet– ftp://ftp.software.ibm.com/software/lotus/lotusweb/workplace/forms/Foftp://ftp.software.ibm.com/software/lotus/lotusweb/workplace/forms/Fo
rms_datasheet.pdfrms_datasheet.pdf
DocumentationDocumentation– http://www.ibm.com/developerworks/workplace/documentation/forms/http://www.ibm.com/developerworks/workplace/documentation/forms/
Trial softwareTrial software– http://www-142.ibm.com/software/workplace/products/product5.nsf/wdhttp://www-142.ibm.com/software/workplace/products/product5.nsf/wd
ocs/formstrialocs/formstrial
®000000_46Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
4646
Forms Express ResourcesForms Express Resources Product page on ibm.comProduct page on ibm.com
– http://www-142.ibm.com/software/workplace/products/product5.nsf/wdhttp://www-142.ibm.com/software/workplace/products/product5.nsf/wdocs/formsexpressocs/formsexpress
Announcement letterAnnouncement letter– http://www.ibm.com/common/ssi/rep_ca/5/897/ENUS207-055/ENUS207http://www.ibm.com/common/ssi/rep_ca/5/897/ENUS207-055/ENUS207
055.PDF055.PDF
DatasheetDatasheet– ftp://ftp.software.ibm.com/software/lotus/lotusweb/workplace/forms/Foftp://ftp.software.ibm.com/software/lotus/lotusweb/workplace/forms/Fo
rms_Express_datasheet.pdfrms_Express_datasheet.pdf
DocumentationDocumentation– http://www.ibm.com/developerworks/workplace/documentation/forms/http://www.ibm.com/developerworks/workplace/documentation/forms/
Trial softwareTrial software– http://www-142.ibm.com/software/workplace/products/product5.nsf/wdhttp://www-142.ibm.com/software/workplace/products/product5.nsf/wd
ocs/formstrialocs/formstrial
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