At any IBM Software conference, the Business Partner Cafe
provides a place that IBM Business Partners can go to get answers to all of their questions on PartnerWorld programs, tools and resources. The Café is also the perfect place to network with other IBM Business Partners, participate in mini-workshops, and hold one-on-one meetings. With less than a week left in the countdown to Lotusphere 2012
, now is as good a time as any to fill you in on what's going on in the Business Partner Cafe this year.
First of all, we have a great lineup of IBM Subject Matter Experts who will be on hand to cover a wide range of topics. I'll be hanging out at the Social Media table, so feel free to stop by if you have questions related to your company, or even if you just want to introduce yourself. Take a look at the lineup:
Everything about PartnerWorld Tools
Learn about IBM Software tools such as the Business Partner Profitability tool, the Grow Your Business tool, and the Business Partner Locator. These tools can help you market your company to potential clients and easily find complementary products to add to your current IBM Software portfolio.
Grow your Install Revenue with Subscription and Support
While new customer acquisition is absolutely important, the IBM Collaboration Solutions brand also drives revenue from it's existing install base via subscription and support (S&S). In one bundled offering, S&S provides clients no-cost access to product enhancements, new releases, and high quality technical support for a product they have purchased. Learn more about how to fully leverage and tap your install base to generate revenue./div>
IBM Application-Specific Licensing (ASL)
By bundling IBM Software into your solution, you provide your customers with all the software necessary to deploy, run and manage your application. IBM ASL is the vehicle with which to deliver your solution bundled with IBM software. Please also stop by the Business Partner Cafe for an invite to the ASL Reception for Tuesday, January 17./div>
IBM Demand Generation Programs
IBM Demand Generation programs are designed for your business success. Understand how and why smaller deals in larger volumes equals big opportunity, and learn about IBM products, programs, and assets that are available to help you be successful in the midmarket.
IBM Global Financing
IT budgets remain tight, yet savvy companies—whether it’s clients or your own firm—must invest if they want to grow. Break through budget limitations with IBM Global Financing solutions. Simplify software, hardware, and service solutions (including your own services) into a single, affordable monthly payment for your clients. Help free up cash for more strategic investments and better align costs to expected business benefits. /div>
IBM Software Business Partner Programs and Incentives
Software Value Incentive (SVI) and Value Advantage Plus (VAP) are key IBM Business Partner incentive programs, as well as key value metrics for IBM Business Partner participation in Software Value Plus (SVP). SVI offers benefits to resellers and influencers for IBM eligible products. Obtain critical productivity tools to enable your team, learn how to secure eligibility, manage the life cycle, and successfully submit opportunities for payment of SVI fees. We can also answer your questions about VAP, which is ideal for solution providers who have a repeatable solution built around IBM middleware or for resellers who are adding value to government end user opportunities./div>
Maximize your IBM PartnerWorld Relationship
Learn how to maximize your IBM PartnerWorld relationship, whether you are a new or existing IBM Business Partner. Find answers to your specific questions, get help you with your PartnerWorld profile, and get information about key PartnerWorld benefits based on your company needs./div>
SaaS and Cloud
The cloud market is growing at a fast pace. IBM’s SmartCloud services for mail and collaboration offer a number of advantages for customers. Learn what the IBM strategy is for Social Business in the Cloud and understand what is available to Business Partners in 2012. Gain valuable insight into how to best position cloud services from experienced IBM sellers in order to win more business./div>
Social Business Marketing Programs
Kick off 2012 with a marketing plan that extends your reach and incorporates IBM Collaboration Solutions. At this table we can share with you IBM Social Business direction, the ICS sales plays for Business Partners, available progress and close kits, and lots of content from IBM that you can leverage in your demand generation tactics. Spend some time with your IBM team and leave with valuable resources at your fingertips and a road map to build leads./div>
Understand how social media has changed the marketing landscape and how these changes affect your company's demand generation efforts. Overview the complimentary social media enablement resources that are available on PartnerWorld, learn how to get started with some of the most popular social media services and begin effectively integrating social media with your current demand generation activities./div>
Social Business Partner 101
Understand how to get started with the Social Business opportunity. View our Business Partner Sales Plays that will provide you content and messages to share with your customers. Take a look at our demand generation templates that you can easily customize and start driving new opportunities now./div>
Ziff Davis Enterprise
Join Ziff Davis Enterprise/Channel Insider at the BP Café and learn more about demand generation opportunities designed specifically to help IBM Collaboration Solutions Business Partners and solution providers engage with prospects from our awardwinning eWEEK, Baseline, and CIO Insight brands.
Sponsor: Ingram Micro Inc.
Ingram Micro Inc., a Fortune 100 company, is the world’s largest technology distributor and a leading technology sales, marketing, and logistics company for the IT industry worldwide. As a vital link in the technology value chain, Ingram Micro creates sales and profitability opportunities for vendors and resellers through unique marketing programs, outsourced logistics services, technical support, financial services, and product aggregation and distribution. With a dedicated IBM team of over 40 people, our priority is to grow IBM Hardware, Software, and Services sales and increase profitability for our IBM resellers. Ingram Micro’s goal is to increase our customer’s profitability and market reach. Learn more about partnering with Ingram Micro and how it can benefit your IBM business. Contact the IBM Software Market Development Team today at firstname.lastname@example.org.
In addition to the experts that are available on an informal basis,
there will also be some more structured education available in the form
of mini-workshops. Here is the workshop schedule:
Hosted by Brian J. Donovan, WW Business Unit Executive, IBM LotusLive and ASL Sales, and Paul Gunn, Lotus ASL Sales
Monday, January 16 and Tuesday, January 17, 11:00 a.m.–12:00 p.m.
How to Create Social Business Marketing Programs
Hosted by Pam Sharma, Marketing Manager
Monday, January 16, Tuesday, January 17 and Wednesday, January 18, 1:30 p.m.–2:30 p.m.
Social Business Competitive Insights Three Part Mini-series
Hosted by Sean Flanagan, Manager of Social Business Competitive Intelligence
- Part One: Major Incumbents Making the Shift to Social Monday, January 16, 2:30 p.m.–3:30 p.m.
- Part Two: Pure-play Social Business Market Entrants, Tuesday, January 17, 2:30 p.m.–3:30 p.m.
- Part Three: Adjacent Market Crossover Vendors, January 18, 2:30 p.m.–3:30 p.m.
I encourage you to take advantage of these resources while you are at Lotusphere. Looking forward to seeing you in the Business Partner Cafe