Practical and profitable series #1
Top techniques you need to know to get the most from PartnerWorld Industry Networks
One of the most frequent questions I hear from Business Partners is this: "How can I make the most of my relationship with IBM in the shortest amount of time?" In response, I have created a no-nonsense series that outlines the benefits you should plug into today to maximize your relationship. I'm going to "take the covers off" IBM and share with you the secrets on how to work successfully with us. This month, I'll focus on marketing and collaboration. In the coming months, I'll take a look at technical resources, ways to sell with IBM, and how you can leverage emerging growth markets.
While this issue focuses specifically on marketing and collaboration, I want to make special mention of a new feature we're adding to make doing business with IBM easier. You've told us you want to see the status of your benefits from the comfort of your desk. And we've responded.
We've launched a benefits status portal that allows you to check the status of your IBM Sales Connections leads and direct mail and telemarketing benefit. You will find the link to it in the center of our PartnerWorld Industry Networks page under the "Benefits and resources" section. Be sure to check it out! And this is just the beginning—we have plans to add additional benefits in the future.
Powerful marketing
Get a marketing resource manager today. Successful marketing isn't just about putting individual tactics into market; it's about developing end-to-end, multi-touch activities that nurture leads from awareness to action and ultimately to closed business deals. You know how important good marketing is to your success, but I know from talking with many of you that your company's marketing resources are stretched thin.
We can help expand the number of smart people focused on your marketing success, without additional overhead! Our marketing resource manager team is committed to learning about your company, your solutions, and your market—and then using that information to help you build a marketing campaign that's as unique as you are. Your marketing resource manager will work with you one-on-one to create and execute a multi-touch marketing campaign. They can help you generate quality leads that you can close faster.
And here's a tip: Make the most of time spent with your marketing resource manager by coming prepared to your first meeting. Use the PartnerWorld Industry Networks marketing navigator ahead of time, complete a marketing plan template and send it to your marketing resource manager. This can help frame your discussion and better enable your marketing resource manager to help guide you through the best tactics to drive leads and close more business.
Rev up your (search) engines
Nearly 90% of IT decision makers use search engines to learn more about products, solutions and services. With search engine optimization, you get a detailed assessment of how well your site performs in online searches and personalized recommendations to help drive increased traffic to your site. You'll also learn how to identify and capture prospects who access your site from any search engine. These are potential leads that are already looking for you—find them today!
Increase your event IQ
Your participation at trade shows is an excellent way to generate sales leads. But successful trade shows aren't just about showing up the day of the event. It's what you do beforehand—and afterwards—that can really make a difference.
With the trade show package, you can join IBM at key industry trade shows at a discounted price. You can leverage our event management team for a complete solution that includes end-to-end logistics, booth properties, marketing support and more—all under the IBM Business Partner umbrella.
Collaborate and win
There's power in numbers. And well-networked Business Partners have the sales revenue to prove it. More than two-thirds of Business Partners participate in Value Nets to deliver the complete, end-to-end solutions their clients demand.
PartnerWorld Value Net Connections helps you identify the right Business Partners and develop and execute full-scale marketing plans—giving you accelerated time to market, reduced costs and increased success. You can also use our Value Net Partner Matching Program to identify Business Partners who focus on the areas that matter to you. And once you've taken that step, use the industry networks Value Net package to get your end-to-end solutions to market fast!
Go virtual
We've found a way to help you connect with the right Business Partners from the comfort of your desktop. Collaborating in Second Life® can help you access all the resources you would at a live event—"speed dating", networking and more—in a 3-D virtual world without geographic boundaries. You can get updates on industry networks benefits, participate in technical training at the IBM Virtual Innovation Center or see the latest news from our IBM Innovation Centers.
Reach higher with IBM
As we approach fourth quarter, let's build on the momentum we've created this year. We've provided you with ways to maximize your relationship with us and we want to be in a better position than ever to succeed as a team. Together, we're poised for success.
If you're planning to attend this year's Information on Demand Conference being held 14-19 October in Las Vegas, be sure to look me up. I will be presenting on Business Partner Development Day, and I am available to meet one-on-one with you during the entire conference. To schedule a meeting with me, complete this form.
Be sure to check out November's executive corner where I'll cover five more ways you can get the most from the PartnerWorld Industry Networks, and focus specifically on technical benefits. Because when it comes to doing business, it's what we do together that sets us apart.
Christopher Wong
Vice president of marketing and strategy, ISV and Developer Relations
IBM
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