MSP Marketing Launch Pad:MSP Marketing Launch Pad:MSP Marketing Launch Pad:MSP Marketing Launch Pad: A comprehensive set of services to help MSPs build their brand and generate demand

Finding new customers

is critical for MSPs and

yet, many find they

don't have the time or

in-house marketing

capability to effectively

reach new audiences.

IBM is now offering a

full set of marketing

services to MSPs to

help them

� build their brand

� generate demand

� develop their social media skills

� and more7.

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MSP Marketing Launch Pad:MSP Marketing Launch Pad:MSP Marketing Launch Pad:MSP Marketing Launch Pad:

� IBM’s MSP concierge service offers you a single point of contact to

answer your questions related to the MSP program. Access via “Live

Chat for MSPs” on the PartnerWorld/MSP pages.

Available to all MSPs who are a member of PartnerWorld

MSP

Concierge

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MSP Marketing Launch Pad:MSP Marketing Launch Pad:MSP Marketing Launch Pad:MSP Marketing Launch Pad: Marketing

Plans

Development

� Many MSPs have expressed the need for assistance in development of marketing

plans. IBM has a great deal of know-how in this area and also partners with Marketing

Services Vendors (MSVs) who can help you build a marketing plan, including how to:

– Articulate your value prop to end clients

– Hone your target audience

– Plan a tactical mix that will deliver results

– Further develop your brand in the marketplace.

MSPs should discuss with local BDEs/marketing teams to determine eligibility for

marketing planning services.

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assets and

funding

� Co-marketing funding is available to eligible Business Partners. When planning demand

generation activities, consider leveraging the sizable library of co-marketing assets we have

already built. For direct access to campaign materials, visit:

– IBM’s MIdMarket Asset Gallery- Peruse available IBM assets for BPs across a vast

number of topics

– Co-Marketing Center- Use “ready to execute” campaign materials that can be easily

customized

Available to MSPs who meet MidMarket (or other eg RGF, SWG) co-marketing program

eligibility criteria.

Asset Gallery

Co-marketing Centre

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Execution

Services

� If you’re looking for marketing execution assistance, we recommend our MSV agency

partners who specialize in working with Business Partners, TSL Marketing or OnChannel

(depending on your country). Their services span the entire marketing spectrum including

strategy & planning, data lists, execution/demand generation as well as lead nurturing.

These agencies can use templated campaigns or design custom campaigns with you to drive

new leads. Execution expertise is provided in telemarketing, events and digital marketing.

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� Tap into IBM Market Insights for access to critical marketplace reports on strategic

business topics including customer buying behaviors, industry trends, competitive

positioning and leading edge technologies and solutions. When planning marketing

execution with MSVs, leverage propensity to buy models to target prospects who have

the highest propensity to invest in solutions and services across key market opportunity

areas (e.g., Business Analytics, Security).

� IBM Market Insights is available to Advanced and Premier MSPs who are a member of

PartnerWorld.

Analytics

and Insight

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� We provide a step-by-step

approach for using social

media tactics to help

increase the reach and

influence of your brand

online. With 85% of IT

decisions starting with

Google Search, and the

rapid expansion of social

media, it's critical for MSPs

to establish your social

presence and leverage

digital medium to

reach new prospects.– Self Paced Social Media

guide available to all

MSPs

– Social Media Boot Camp

is offered at no charge

(upon availability)

– IBM Hosted Social Media

Boot Camps offered to

Advanced and Premiere

MSPs

Social Media

Marketing

Education

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� Promote your Company/Solution thru IBM by adding your company

name and solution to IBM's repository of Business Partner

solutions . Potential clients and other BPs can find you when

searching for service providers.

BP

Locator

Q. How to assure my company is properly represented in Business Partner Locator?

A. The IBM Business Partner Locator draws information from your company profile in the

PartnerWorld Profiling System (PPS). Companies can only be viewed if they have

specified sharing preferences (in their PartnerWorld profile) allowing them to be searched

by Customers and Business Partners alike. Company profile updates, if needed, must be

made by the Primary Relationship Contact (PRC) or Authorized Profile Administrator

(APA).

Go To: http://www.ibm.com/partnerworld/partnertools/index.html.

Click on company name beside country enterprise, next page, click on "Marketing

information".

There are two drop down boxes. Select "yes" on the box(s) reflecting the audiences with

which you want to share your profile information.

Select "save" and allow 24 hours for replication.

Worldwide solutions from

IBM Business Partners

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� Promote your IBM relationship and expertise with the IBM MSP Achievement Mark. This

managed services mark signifies that the MSP:

– Utilizes technology and software from IBM in delivering the service

– Meets the standards of operational, customer service and support

– Achieved skills and training using IBM technology

– Promote your service thru IBM by being a part of the MSP Showcase

� This achievement Mark is available to MSPs who have a BPA with a MSA or is an

Advanced Member in PartnerWorld and have met the criteria.

MSP

IBM Logo

Click icon to access process

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MSP IBM Logo process in PW

Process to register as MSP in PartnerWorld

• Connect to join Partnerworld

• Request your IBM ID (you can select your local language in above toolbar)

• Once your registration is activated, you will use your IBM ID and password

to connect to the PartnerWorld website

• Log on to www.ibm.com/partnerworld, sign in with IBM ID/Password.

• On the right navigational bar, click "update your profile".

• In the middle of the page, click on "update your company's profile".

• Middle of page, under "Select your Profile", click your company name next

to Worldwide Enterprise.

• Click on your Country Enterprise ID.

• Scroll down to look the Option for "General Information“.

• On the middle of the page, look for "Business Models".

• Select from the drop down menu "MSP or Managed Service Provider"

option.

Click "Save“.

• You will receive a confirmation number. This means that the information

has been saved. Please wait approx. 2 business days for the information

to replicate in the system. (it has been updating much more frequently)

Process to request the MSP Achievement MarkFollow these steps to meet the criteria to achieve the Managed Service mark.

A Managed Service Provider must be an Advanced Member of PartnerWorld or have signed a BPA

(and is a Member level).

• To reach the ‘Advanced’ membership level, the MSP can:

– Reach the revenue level / training required Point grid in PartnerWorld

– Or follow the Verification BP Solution Process / client references / training (= 10pts)

Scenario 1 Scenario 2

Advanced level reached by following the verification

process + submitting client references to achieve 10

points

Advanced level reached by meeting a revenue

objective / by acquiring certifications / training

Follow instructions from previous slide as a first step, then go onto the Verification process described below

Verification process in GSD - Global Solutions Directory (applicable to all partners who want to

register as MSP)

� Create a Global Solutions Directory entry describing your Managed Service that includes at least one

IBM Hardware and/or Software technology. To create your GSD entry, go to the bottom of the page and

select Create and update your solution.

� Submit a solution for verification and submit a client reference (both are on the same form and can be

submitted at the same time.) These will both allow Business Partners to earn points towards achieving

Advanced level.

Once qualified, you will receive instructions on signing the MSP Mark

Supplement. This is required before you are given access to the Mark in the

Mark Generator Tool.

Once IBM receives the signed supplement, your profile for the IBM Business

Partner Marks will be updated to enable you to use the mark.

ibm.com/partnerworld/gsd

How to submit a

service and

reference for

verification

How to submit a service and customer reference for verification

“Everything” starts with a Global Solutions Directory (GSD)

Entry

• Create a GSD entry at http://ibm.com/partnerworld/gsd

• Your GSD entry must be specific to your infrastructure or managed service. The solution description should:

– Match what you call your solution on your website

– Include all the IBM technologies that is utilized in your infrastructure or managed service

– Be as specific and robust as possible

– Expand beyond your solutions generic description, highlighting the IBM partnership

– Select “services” solution as shown below:

• Consider this a marketing tool and make the entry as comprehensive as possible. It is searched by both IBMers and external clients who are looking for solutions and services.

• Please attach any marketing collateral you have that highlights the IBM components of your solution to your GSD entry. This is a step in the verified business solution process that can be accomplished here.

Select your company (if you are associated with

multiple companies)

Scroll Down the page

You can submit both a Verified Business Partner Solution

(to earn skill points) and a Client reference at the same time

Or, you can just select one of the options. In either

case, ensure to select the “hosted” option

Complete the form. Your client will be contacted to

verify the information.

Ensure your website markets the IBM products

included in your service

• The verified business partner solution is a verification that your

service provided includes one or more qualifying IBM hardware,

software, or service products.

• The first step in the process includes a review of your Global

Solutions Directory solution profile, the information included in the

submission process and materials included on your website. Please

ensure that either your website represents the IBM products that are

included in the service or you have attached marketing collateral

that highlights the IBM components to your GSD entry. Without

this, your submission will be rejected.

• The second step is contacting your customer for verification.

Technical and Sales SupportCenters of Excellence

� Globally Staffed by architects to help MSPs develop advanced services

� IBM technology showcases for MSPs

� Organization responsible for overall technical leadership of MSP

business� Reference architectures

� Business Workshop discussions

� Needs Analysis

� Solutions Deployment recommendations

� Best Practices

� Technical deal leadership, including Proofs of concept

� Previous experience

� Brand specialization with cross-brand knowledge

� Potential to hire externally

Significant investment in Business Development Executives

� Experts on Managed Services and Business Transformation

� Your single contact for Business Expansion

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IBM IBM IBM IBM provides unique financing and incentives for MSPs

Affordable payment plans for new acquisitions A

• Flexible, client based payment plans for traditional IBM hardware, software and services

• Current offerings include 12 month 0% loans for IBM Servers, Storage and Software

• Fair Market Value leasing offers the lowest monthly payment, with flexible end of lease

options to upgrade or return the hardware

Clear the floor of legacy IT equipment A

• “Buyback Program” offers MSPs and their prospective clients market value for hardware

• Available for IBM and select non-IBM hardware

• Facilitates ease of transition and removal of old hardware when acquiring IBM solutions

Access high-quality IBM Certified Pre-owned servers / storage when new is

not an option

• IBM Certified Pre-owned Equipment remanufactured to original IBM manufacturing

specifications

• A broad inventory of IBM technology is available worldwide

Global Virtual knowledge center- enables MSPs to

access programs, offerings and services Specific to MSPs.

New Virtual Knowledge Center for MSPsVirtual Knowledge Center for MSPsVirtual Knowledge Center for MSPsVirtual Knowledge Center for MSPs

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� MSP Program Overview

� Infrastructure Management

� Core Technologies

� IBM’s Cloud Portfolio

� Library of Materials

� Resources

� Networking Room

� A forum to build a MSP community

� Access to technical and marketing materials

� Opportunity – workshops, videos and podcasts

https://engage.vevent.com/index.jsp?seid=42172&eid=556

IBM MSP Program Delivers:

� Full set of Offerings

– Server & Storage, SmartCloud Management Suite, Server, desktop,

mobile management, IT policy enforcement, Anti-Threat, Security

services, Virtual desktop, Business analytics

� Dedicated Resources, Centers of Excellence

– Business Development Representatives and Technical Architects

� Marketing and Business Development

– Marketing Planning support, Brand building, Demand Generation and

marketing funding

� Leveraging the IBM Brand in the marketplace

– Managed Service Provider IBM logo

� Financing - how MSPs deliver services to Clients

– IBM Global Financing

– Pay as you Grow program for Servers and Storage

– Software Group white label pricing (ASL)

– Global Technology Services white label pricing

– 12 month 0% financing to all new credit-qualified MSPs

– Buyback Program for MSPs

Additional Marketing Assets and Resources

MSP Welcome kit- A comprehensive

guide for MSPs to navigate through our

program, marketing and sales and

technical support.

IBM Handbook for MSPs- This

handbook provides an overview of the

MSP lead with offerings.

MSP PartnerWorld Brochure

MSP Program in PartnerWorld

MSP Global Community (internal)

Drive AwarenessActivation Assets

Campaign to promote the MSP

MarkCall to Action

IBM Partner Program for MSP - ibm.com

Documents

Transcript of IBM Partner Program for MSP - ibm.com