Q42017 Sales Play Ebook India BP Edition

Q4’2017
Sales Plays Playbook

I B M G l o b a l B u s i n e s s Pa r t n e r s | India Edition
Collaborating
to WIN against
the Competition
Executive Message
Hui Li Lee – Vice President, Global Business Partners, IBM Asia Pacific
Dear Business Partners,
In August 2017, IBM was recognized as a best-in-class Channel Provider of Business Analytics and Enterprise Network Storage sub-category in CRN’s 2017 Annual Report Card (ARC)
awards program. This could not have been possible without your collaboration & commitment in driving the IBM Partnership and strong execution with our clients. Thank you for all you have
done to deliver in Q3.
Your clients’ Cloud and Cognitive success depends on being able to build solutions that they can rapidly deploy and scale. This is a sweet spot for us. As we enter fourth quarter, I want to share
our next edition of quarterly Sales Plays Playbook, a set of prioritized offerings chosen because they are the highest value and highest growth opportunities that reflect where our clients want
to buy. The Q4 Sales Plays are once again designed around Competitive Take Out and Competitive Surround, to help you deliver higher value to our clients, drive results and transformation
leading to growth.
What does this Sales Plays Playbook offer and What’s New?
• Prioritized plays. IBM has had a lead in delivering cloud in public, dedicated and local delivery models to meet the hybrid demands of our clients. Now we are extending that by introducing IBM
Cloud Private. This is a private cloud platform for enterprises that want the benefits of developing and running their workloads in a public cloud—but with the security and control of a private
cloud. It’s an integrated platform consisting of the IaaS, PaaS and services built on containers and data services technologies with API consistency across public clouds.
• Access to the IBM portfolio, enablement resources and technology tools
• Highly competitive pricing and financing options, through distributor and solution provider incentives that will help boost sales velocity and value
As you progress around executing, please continue to work closely with your IBM Distributor or your IBM partner manager for any additional information or clarification. As always, please
continue to share feedback since that helps us ensure effectiveness of the plays.
We are on the home stretch and this is a make or break quarter. I ask you to take some time to review the Sales Plays and start leveraging them to progress and expand your current
opportunities and identify new ones. I am confident that with your relentless focus we will be unbeatable and hugely successful. IBM’s success will come from your success. Help your
clients make the right choice and build the momentum we need around our business to win in the marketplace in 2017 and beyond.
Thank you for your commitment in advance. Happy Selling!!
Regards,
Hui Li Lee
Vice President
Global Business Partners
IBM Asia Pacific
Executi ve ’s M e s s a g e | S a l e s P l ay | S e r v i c e s P l ay | Promotions and Incentives



Competitive Takeout Competitive Takeout Competitive Takeout Competitive Takeout
Sales Play Sales Play Sales Play Sales Play
#
SAP HANA on Power8
1 #
2
Move from Oracle to Power8
#
3
IT Modernization
#
4
Next Gen Workloads
 More Info  Scenario 1: Oracle DB on Power8 with Flash with SDS
 Scenario 2: DB2 on Power  More Info  More Info
 Scenario 3: OSDB on Power
Targets Targets Targets Targets

• Enterprise • Enterprise • Enterprise • Enterprise
• Commercial : High-End, Mid-Market • Commercial: High-End, Mid-Market • Commercial • Commercial
• Competitive
Program / Promotion / Incentive Program / Promotion / Incentive Program / Promotion / Incentive Program / Promotion / Incentive
• Eagle team TCO / IT Economics study for Client • Eagle team TCO / IT Economics study for client • Complimentary 40 hours of Lab Services • IBM Butterfly and Data Pattern studies available
to support why HANA on Power8 vs x86 server to support why Oracle on Power8 vs x86 server • Automatic Workload Repository studies • Financing: 3 month deferral or 12 month 0%
(complimentary) – contact your IBM Partner (complimentary) – contact your IBM Partner • POC and online demos payment plan with IGF*
Manager Manager • Toolkits for Healthcare, Finance and Telco
• Know Your IBM: Partner employees earn reward for • Deny Oracle / HP / Intel offers: contact your IBM • Financing: 3 month deferral or 12 month 0%
completing online enablement activities and sell Partner Manager** payment plan with IGF*
selected Power models to commercial clients • Capacity Reset Program: IBM provides significant • Flash demo promotion with deeper discounts and
investment protection to clients that exchange older improved terms*
Power technology or Oracle Exadata for enterprise-
class POWER8 systems**
• Know Your IBM: Partner employees earn reward for
completing online enablement activities and sell
selected Power models to commercial clients
Plese refer to the respective Sales Play
*Terms and conditions apply **Applicable for Scenario 1 and 2 only



#
1
Analytics in a Box
#
2
DB2
#
3
QRadar, Security
#
4
Cognitive Unified Endpoint
PDA (CA/DS/BiGi)  More Info Intelligence Platform Management (MaaS360)
 More Info Unlock the power of Cognitive The future of mobile
security with Watson management and security
 More Info  More Info

• Tier 2 banks, insurance firms, chain retail stores, • Accounts that has Oracle presence • Enterprise, Industry, Commercial • Enterprise, Industry, Commercial
manufacturing firms and government projects • Verticals: Healthcare, Finance, Manufacturing, • Verticals: Healthcare, Finance, Manufacturing,
Consumer, Education, Public Sector Consumer, Education, Public Sector
• Can be upsized to a PDA-Mini Bundle which • Oracle Attack Pricing Play #5.72 • Existing Sales plays for QRadar • Existing Sales plays for MaaS360
includes IBM Cognos Analytics, Datastage, • Offer up to 80% less than the customer is paying • Crush the Competition, Sales Play 11.04, upto 75% • PAB: Link to PW – IBM Security, AP- MaaS360
BigInsights & Streams Oracle today for support of their Oracle DB and discount on SW. (Min Deal size US$20k to avail the Upfront Discount
• 65% discount on entitled price, average sale price features / options benefit of the play) • PAB for Essentials and Deluxe Suite @65%
60K$ for entry level box • New support cost in years 2-5 is determined by the • Sbids need to be submitted in system • PAB id- PRO17-2625-00
new pricing • Appliance discount upto 55%
• Support can be held “flat” with prepayment for up
to five years. If customer doesn’t want to prepay but
will contractually commit, we will offer a fixed 5%
annual increase for up to five years. S&S after 5
years is BAU
• Replace licenses 1:1 with the new DB2 Direct
Advanced Virtual Processor Core restricted license
(for use with Oracle replacements only) On Intel
Orcle licenses cores on a .5 per core basis. We
will provide 1-VPC for every .5 core the customer
migrates to DB2. The new license is the same
as DB2 AESE with the exception of the 5 Cognos
licenses in AESE
• Licenses are Platform Agnostic and can be used
on-prem, in the cloud, in a hybrid cloud, private
cloud, etc
*Terms and conditions apply



#
Collaboration
5 #
6
BigFix - Find it,
#
7
Box Sales Play
#
8
Digital Marketing using
Dual Entitlement Fix It and Secure IT  More Info IBM Marketing Cloud
 More Info Don’t be hostage to next  More Info
Ransomware Attack
 More Info

• Enterprise, Commercial, Installed-base, Upsell, • Enterprise, Industry, Commercial • Enterprise, Commercial, Installed-base, Upsell, • Fortune 1000 – Mid-market, Small and Medium
Cross Sell • Verticals: Healthcare, Finance, Manufacturing, Cross Sell Business; Digital Startups
Consumer, Education, Public Sector
• Add “Work on the go” – 70% off on connections • PAB 65% on patch Management • Direct link to the details of the promotion in the • 60 % discount off List Price for SaaS (15 % for one
cloud to expand collaboration tools on the cloud (Device and per VM) PAB id- PRO17-2729-00 document https://ibm.biz/BdsbWk time services)
PAB: PW Link - Endpoint Malware Protection • PAB: Link to PW • PAB – Link to PW - IBM Commerce, AP IBM
• PAB 65% on Detect and LifeCycle Management • Direct link to the details of the promotion in the Marketing Cloud Upfront Discount
PAB id- PRO17-2626-00 document https://ibm.biz/BdsbWk • VAD incentives for SaaS
PAB: PW Link - IBM Security, AP- BigFix Lifecycle • Up to 41% off on seeding Box in any sale starting
Management Upfront Discount with 3 licenses as a min



Competitive Surround Competitive Surround Platform Play Platform Play
#
Beyond Spreadsheets
9
Planning Analytics (FOPM)
#
10
Customer Experience using
#
11
Cognos Land and Expand
#
12
Watson Explorer Starter Kit
IBM Customer Experience  More Info  More Info
 More Info Analytics (Tealeaf)
 More Info

• Commercial accounts in all industries / sectors • Fortune 1000 – Mid-market • New and Existing Cognos BI Clients. Organizations • Organizations looking to start their cognitive
looking to modernize legacy BI environments, journey. They have a cognitive use case, and
de-risk critical areas of the business by removing looking at Watson Explorer to help
ungoverned BI Tools, Clients and Prospects
moving their BI / Analytics platform to SaaS
• Sales Play 5.51 • 60% discount off List Price for SaaS • 5 User Pack (1 Admin + 5 Users) • Sales Play Document
• Planning Analytics Enterprise Modeler (DI56ELL) (15 % for one time services) • 10 User Pack (1 Admin + 5 Users) • Up to 85% off list price for 100GB for WEX
• Planning Analytics Enterprise User (DIJT9LL) • VAD incentives for SaaS • 20 User Pack (1 Admin + 5 Users) Enterprise Edition/ Advanced Edition
• SaaS offering Min ACV USD $7K (after discount) • PAB – Link to PW IBM Analytics, AP Cognos • 2 years Additional S&S capped at 3%
• Maximum discount 65% Upfront Discount



Platform Play Platform Play Platform Play Platform Play
#
Building Apps & Manage
13 #
14
API Connect
#
15
Video Solutions
#
16
CISCO
Workloads with IBM Cloud  More Info (Aspera, UStream)  More Info
(Bluemix)  More Info

 More Info

Commercial & Enterprise segment customers: • Companies adopting SaaS applications • Enterprise, Industry, Commercial • Dual Entitlement & SaaS contract extension
• Bluemix Service Providers: Bluemix Platform • Small, medium and large enterprises going for opportunities. Whitespace (Existing WebEx
Subscription is purchased and used in an embed cloud deployments customers, existing Avaya customers, MS O365
model via ESA. contract. VADs, Telcos, Large Sis, • Businesses with digital initiatives, looking to rapidly renewal customers, Shadow IT), ELA’s
niche Cloud Providers (ISV/MSP/CSP) expose existing assets as APIs or oData interfaces
• Bluemix Resellers: Partners resell to customers • Companies looking to simplify IT infrastructures
(platform), then support the EU by working within • Businesses seeking differentiated tooling for
the clients subscription to build value added different user roles
services and assets for the clients use • Companies who need Simple, configuration based
• VADs can take Bluemix to market by reselling integration
to SVP SaaS Entry Authorization Group IBM • Companies needing to start with specific
Business Partners, and sell directly to independent scenarios, with a flexibility to expand functionality
software vendors (ISVs) and technology partners as the
through the VAD Embedded Solution Agreement needs become more complex
Program / Promotion / Incentive Program / Promotion / Incentive

• Pricing: Bluemix Pricing • IBM Cloud Video (Ustream)
• Bluemix Garage Services modules and • Streaming Enanblement Flyer
developerWorks Premium subscriptions may be • Find the best video streaming platform
resold by IBM SaaS Authorized BPs in addition to - Compare Pricing Option
Bluemix Platform
• Once developers have adopted Bluemix, extend
using API Connect
• Free 30 Day Trial Partners can adopt any of 3
channel sales models (Resell, Embed (ESA), and
Referral), which apply to all 3 deployment flavors of
Bluemix (Public, Dedicated, Local) . SVP Product
authorisation for resell is SaaS Entry with standard
incentives. Service Provider Partnerships receive
an additional 10% discount to support on-sell
(tenancy) provision. SaaS Incentives Page

Sales Play #1 (System Hardware):
SAP HANA on Power8
SAP view: All Roads Lead to HANA
SAP:Today
All Roads Lead toForward
and Moving SAP HANA Why SAP HANA on Power8
Flexibility
• Adapts easily with enterprise grade virtualization and Capacity on Demand
enabling growth without having to buy and provision a new server.
S/4HANA • SAP HANA can run collocated with traditional POWER and storage assets,
as well as dev / test and other non-production environments.
available on
Solution
IBM Power Resiliency
Description
since • Maximum availability – designed for 99.997% uptime with built-in redundancy
May 11, for critical components; Advanced failure prevention for memory.
Lead with 2016!

Performance
Power8 server • Accelerate insights with well balanced system architecture for in-memory data
processing.
as the platform
• Massive multithreading and vectorization supported by high-bandwidth
of choice for memory.
SAP HANA • SAP is driving all of their clients to SAP HANA • Long evidence of throughput leadership in commercial workloads.
workloads § SAP is that
• Stated driving
by 2025all clients
clients shouldtocovert
HANA their database and applications to
SAP HANA rd
§ SAP will no longer support 3 party databases after 2025 Protect existing investment – HANA on POWER8 utilizes Tailored
including BW Datacenter Integration (TDI) model of implementation (vs an appliance)
on HANA, • Clients can use existing storage - no need to buy new hardware, and utilize
“mainstream” SAP HANA tools.
Business Suite
on HANA, Lower Total Cost of Ownership (TCO)
BW/4HANA
and S/4HANA

SAP HANA on Power8
Targeted • Enterprise
Market •C ommercial : High-End, Mid-Market Value Propositions IBM Marketing / Sales Activities
Segment
Targeted • SAP on Power-installed base • Flexibility: Enterprise grade virtualization and Capacity on • IBM Partner Rep agree / execute plans with selected
Customer •S AP / SAP HANA-installed base on x86 servers, and especially those with Demand. SAP HANA can run collocated with traditional Partners
Profile HANA “shelf-ware” POWER and storage assets, as well as dev / test and • IBM Partner Technical Architects led BP LiFT sessions
Sales Cycle 4-5 months other non-production environments with selected Partners to enable / execute plan to
• Maximum availability: Designed for 99.997% uptime with identify new opportunities and progress / close existing
Client • Require Resilience and Performance to deliver “real-time business” for built-in redundancy for critical components; Advanced opportunities
Pain Points HANA as intended by SAP failure prevention for memory • In-focus for IBM Digital Development Representative
•S truggle with system performance and throughput. Need to add more cores • Performance: Accelerate insights with balanced system (DDR) team to pass validated leads to selected Partners,
on x86 servers. architecture for in-memory data processing. Massive also use as outbound reason of call
•L ack Flexibility and Economics – experience challenges running mixed multithreading & vectorization supported by high- • Strategic priority for IBM-led Marketing campaigns with
workloads (e.g. OLTP, Analytics, Dev / Test) with complex / varying workload bandwidth memory SAP HANA on POWER as key portfolio offering
needs and High Availability. • Protect existing investment: Power8 utilizes Tailored • Dedicated Partner-led Co-Marketing campaigns
• HPE and SAP HANA: Although HPE’s entry into the SAP HANA space is Datacenter Integration - clients can leverage existing • Promoted via events, digital marketing, competitive white
Top
more recent than the other providers, their manufacturing focus is more storage and utilize “mainstream” SAP HANA tools papers, progression seminars and online advertisements
Competitors
developed than the others • Lower Total Cost of Ownership (TCO)
and their
•H PE faces two challenges: Their recent reorg into two companies and • Improve Project ROI: Affordable leasing and flexible
Strengths
headcount reductions in Enterprise Services. HPE’s momentum is at a payment plans to align costs with benefits while Assets
disadvantage in responding to the HANA Suite market opportunity including differentiating against competition*
the pool of trained resources • Peace of Mind: Sell old assets at market value or enjoy
worry free, secure asset disposal* • SAP HANA on IBM Power Systems – can be accessed by
( IDC, “IDC MarketScape: WW Professional Services Firms for SAP Business Suite Powered by SAP
HANA in Mfg. 2016 Vendor Assessment”, Jan. 2016) Clients
• “SAP HANA and IBM Power Systems Means IT
IBM Channel ISA: Navin Sabharwal sabharwal@in.ibm.com
Contacts
Programs, Tools, Incentives Simplification” – joint IBM SAP video, featuring Kyle
Garman, SVP, SAP – YouTube
Lead SAP HANA on Power8 opportunities should be coded with “SAPHPWR” • FindIT – Power – select SAP HANA – BP only
Registration in Sales Connect “Opportunity Codes” field or Global Partner Portal (GPP) • Eagle team TCO / IT Economics study for Client to support • SAP HANA on Power Customer Deck – PartnerWorld
“Opportunity ISA” field why HANA on Power8 vs x86 server (complimentary) – • SAP HANA TCO Estimator V2.9 (PartnerWorld)
contact your IBM Partner Manager
completing online enablement activities and sell selected
Power models to commercial clients

Move from Oracle to Power8
Decision tree depending on client situation
Customer runs Oracle SW

on Oracle HW SPARC or Exadata
Solution
Description
N SAP App on N Client
SW Application is interested to
Oracle DB ;
locked with Oracle move from
Power8 is Evaluating SAP
DB Oracle DB
HANA
designed for
Cognitive Y Y Y
Business
and delivers N Interested in
Oracle DB on Power SAP HANA on Power DB2 on Power Open Source
optimized (scenario 2)
(scenario 1) (scenario 2) DB
platform for (refer to SAP HANA on
data Power8 sales play) Y
OSDB on Power
(scenario 3)

Move from Oracle to Power8 – Oracle DB on Power8
(scenario 1)
Oracle runs on Power Systems with no limit
IBM Power Systems
• is innovative technology, improves continuously the core performance to
reduce TCO
~2x core performance from Power7 to Power8
• is the most robust and flexible virtualization technology
Solution • has unique RAS features, # 1 in every major reliability category as per
ITIC 2016 report and is the most secure vs any Oracle HW server*
Description
• is dynamic, flexible architecture to support and accelerate your key
IT initiatives
• is open and runs many different Operating Systems on the same server
IBM Power (AIX / IBM I / Non-proprietary Linux distributions)
Systems • runs Oracle Apps and DB as well as numerous ISVs applications, SAP,
Analytics SW, Cognitive solutions and Open Source DBs
offers the best
• is designed for Cognitive Business and delivers optimized platform for data
performance
and lowers the
TCO for Oracle
databases
* Source: National Vulnerability Database: http://nvd.nist.gov/, March 2016, vulnerabilities and exposures reported since May 1 2015

Move from Oracle to Power8 – Oracle DB on Power8
(scenario 1)
Segment
Targeted • Oracle / IBM-installed base clients locked into or want to keep their Oracle • Flexibility: best in class virtualization and Capacity on • IBM Partner Rep agree / execute plans with selected
Customer DB Demand Partners
Profile •O racle-installed base on Oracle servers (Sparc and Exadata) or x86 • Best RAS: designed for 99.997% uptime with built-in • IBM Partner Technical Architects led BP LiFT sessions
servers redundancy for critical components. #1 in every major with selected Partners to enable / execute plan to
reliability category in ITIC 2016 server survey identify new opportunities and progress / close existing
Sales Cycle 6–9 months
• Improved performance: accelerate insights with balanced opportunities
Client • Clients who struggle with system performance and throughput system architecture for in-memory data processing. • In-focus for IBM Digital Development Representative
Pain Points •C lients who suffer from Oracle Licensing strategy and costs Massive multithreading & vectorization supported by high- (DDR) team to pass validated leads to selected Partners,
•C lients who want to protect their investment through long term Technology bandwidth memory also use as outbound reason of call
Roadmap (vs Oracle Sparc / Solaris …) • Lower Total Cost of Ownership (TCO) by Lowering Oracle • Strategic priority for IBM-led Marketing campaigns with
•F lexibility and economics – Clients who experience challenges in running Licensing Costs SAP HANA on POWER as key portfolio offering
mixed OLTP and Analytics workloads; or combined workloads with complex • Integrated enterprise environment with new apps • Dedicated Partner-led Co-Marketing campaigns
and / or varying workload needs and High Availability (HA). • Power Systems running AIX are the most efficient and • Promoted via events, digital marketing, competitive white
•C lients who suffered security breaches because of x86 vulnerability, looking scalable platforms for Oracle software available papers, progression seminars and online advertisements
for better reliability, security and scalability • Improve Project ROI: Affordable leasing and flexible
payment plans to align costs with benefits while
Top • Oracle has a clear Cloud strategy for both on premises, public and Hybrid differentiating against competition Assets
Competitors cloud
and their •O racle License core factor 0.5 on x86 and Sparc Servers.
Strengths •O racle Red stack on Red server strategy Programs, Tools, Incentives • Power8 vs Oracle SPARC Performance Guarantee
• IBM Power Systems hardware utilization guarantee
•O racle compliance audit threat at clients pushing clients to move to Oracle • Rich set of assets loaded into IBM FindIT (-> Power
HW or Cloud • Eagle team TCO / IT Economics study for Client to Systems -> Hot Topics -> Oracle Competitive Play on
IBM Channel ISA: Navin Sabharwal sabharwal@in.ibm.com support why Oracle on Power8 vs Oracle / x86 server Power Systems)
Contacts (complimentary) – contact your IBM Partner Manager • Online IBM PartnerWorld University and classroom
• Deny Oracle / HP / Intel offers: contact your IBM Partner education
Lead Use OCV code “WINBACK” on all your Oracle Competitive take out Manager • NEW! Power Sales Play with compelling financial offers for
Registration opportunities. Make sure you include “OracleAttack” and the decision tree • Capacity Reset Program: IBM provides significant your Oracle client
outcome (scenario) in the opportunity name (DB2, SAPHANA, Hardware investment protection to clients that exchange older • Straight Talk, Real Answers – Demystifying the Top 5
Swap or OSDB) Power technology or Oracle Exadata for enterprise-class Myths of Running Oracle Software on IBM Power Systems
POWER8 systems • POWER8 Cost Savings Estimator: provides you with the
• Know Your IBM: Partner employees earn reward for ability to quickly quantify savings of Power upgrades and
completing online enablement activities and sell selected competitive take outs with 3 to 5 Year TCO comparisons
Power models to commercial clients. • Help your customer transform their business in the
Cognitive Era

Move from Oracle to Power8 – DB2 on Power
(scenario 2)
IBM DB2 on Power8
Fast transaction and analytics processing for the world’s most
demanding, data-hungry applications
IBM DB2 and IBM Power Systems work together to help organizations
transform data into actionable insights, all while controlling costs. DB2
database innovations maximize efficiency and accelerate analytics and
Solution transaction processing. Power Systems provide a strong hardware foundation.
Description
SPECIAL OFFER (DB2): Move from Oracle databases to IBM DB2 and
spend up to 80% less in the first year alone.
Combining IBM SCHEDULE A FREE ASSESSMENT (DB2): We will work with your team to
DB2 software achieve compatibility without disrupting your critical applications.
and IBM Power
Systems built
Big savings and seamless integration when migrating
with the IBM
from Oracle Database
POWER8
57 12.6x
processor
allows you to
deliver up to
82 times faster
Average of 57 days 12.6x compression
insights for shorter depolyment1 on average2
demanding
applications.
80%
New life for new workloads
moreFree up database
at up to 80% savings administrators to do more
1
Offer available until December 31, 2017 and is subject to offer terms and conditions.
2
Based on a comparison of select Oracle Exadata systems vs. select systems running IBM DB2 with BLU Acceleration in the ITG report available here.

Move from Oracle to Power8 – DB2 on Power
(scenario 2)
Segment
Targeted • Oracle / IBM-installed base clients that want to quit Oracle because of their • New DB2 offer provides Up to 80% savings for replacing • IBM Partner Rep agree / execute plans with selected
Customer licensing & maintenance strategy but still want an enterprise class DB Oracle DB licenses and options on a 1:1 basis. Partners
Profile •O racle-installed base on Oracle servers (Sparc and Exadata) or x86 - Clear ROI Using 5% annual increase for either vendor, a • IBM Partner Technical Architects led BP LiFT sessions
servers client paying Oracle $1M would pay IBM $200K in year 1 with selected Partners to enable / execute plan to
•O racle customers running under SAP, custom Apps, and packaged ISVs and $40K per year in years 2-5. identify new opportunities and progress / close existing
Apps - Combine additional savings on Power HW with Deny opportunities
•O racle customers who plan to move to Exadata Oracle and Capacity Reset offers • In-focus for IBM Digital Development Representative
Sales Cycle 6-9 months • Oracle compatibility capability (DDR) team to pass validated leads to selected Partners,
• Ease of migration: and also use as outbound reason of call
Client • Escalating Oracle Licensing and Support Costs as well as operational costs - No-charge high level assessment of client application • Strategic priority for IBM-led Marketing campaigns with
Pain Points •O racle Licensing audit strategy portability to DB2 SAP HANA on POWER as key portfolio offering
•O racle lock-in strategy - Aggressively priced set of migration services. • Dedicated Partner-led Co-Marketing campaigns
•S prawling x86 servers push customer to find server consolidation solution (IBM +2000 engagements last 10 years) • Promoted via events, digital marketing, competitive white
to reduce Data Center Costs and improve operational efficiencies and - 2-day training for experienced Oracle DBA’s and papers, progression seminars and online advertisements
continuous database availability. Developers is all it takes
Top • Oracle has a clear Cloud strategy for both on premises, public and Hybrid • DB2 is optimized to take advantage of Power Systems
Competitors cloud architecture Assets
and their •O racle Red stack on Red server strategy - Replacing Oracle with DB2 on the same Power server
Strengths •O racle compliance audit threat at clients pushing clients to move to Oracle give an average reduction in cores of at least 30%
- DB2 and Power Systems team work closely together • Rich set of assets loaded into IBM FindIT see
HW or Cloud Hot Topics – Analytics Blue Stack
•C ustomer DBAs are the first supporters of Oracle for optimized Database Collaboration including for next
generation of servers (Power9 / Power10) • Online IBM PartnerWorld University and classroom
•O racle is leading the DB market on Power education
IBM Channel ISA: Navin Sabharwal sabharwal@in.ibm.com • NEW! Power Sales Play with compelling financial offers
Contacts Programs, Tools, Incentives for your Oracle customer
• Help your customer transform their business in the
Lead Use OCV code “WINBACK” on all your Oracle Competitive take out Cognitive Era
Registration opportunities. Make sure you include “OracleAttack” and the decision tree • Eagle team TCO / IT Economics study for Client to support • POWER8 Cost Savings Estimator: provides you with the
outcome (scenario) in the opportunity name (DB2, SAPHANA, Hardware why Oracle on Power8 vs x86 server (complimentary) – ability to quickly quantify savings of Power upgrades and
Swap or OSDB) contact your IBM Partner Manager competitive take outs with 3 to 5 Year TCO comparisons
• Deny Oracle / HP / Intel offers: contact your IBM Partner
Manager
• Capacity Reset Program: IBM provides significant
investment protection to clients that exchange older
Power technology or Oracle Exadata for enterprise-class
POWER8 systems
completing online enablement activities and sell selected
Power models to commercial clients

Move from Oracle to Power8 – OSDB on Power
(scenario 3)
Modernize for new applications
New applications for new data sources (Social, IoT, Mobile, Location) and By 2018, more than 70% of
data usage models require new, flexible DBMS (OSDBMS) that are key to new in-house apps will be
unlocking next-generation analytics capabilities for the enterprise. developed on an Open Source
database, 50% of existing will
Why modernize on Power ? be converted – Gartner*
Shift spending, Innovate more, Stop sprawl
Solution Leading OSDB workloads average 1.7X superior price-performance on
Description POWER8 – the processor built for Cognitive Business - vs X86 for superior
workload density and fewer servers
Open – for Choice, Innovation and Value

Unlock
Ride the accelerated innovation wave in the Linux on Power and
next-generation OpenPOWER HW / SW technology ecosystem
analytics
Cloud ready – Economics & Agility
capabilities with
Enterprise agility with Cloud deployment models for flexible capacity and
Power Systems services delivery across the enterprise
Database Popularity
Rank April ‘17 Database Growth past 3 years
1 Oracle -13%
2 MySQL 10%
3 MS SQL Server -2%
4 PostgreSQL 71%
5 MongoDB 101%
6 DB2 9%
7 MS Access -11%
8 Cassandra 131%
9 Redis 183%
10 SQLite 42%
* Source: The State of Open-Source RDBMSs, 2015, Gartner, Donald Feinberg, Merv Adrian, April 2015

Move from Oracle to Power8 – OSDB on Power
(scenario 3)
Segment
Targeted • Oracle / IBM-installed base clients that (a) want to quit Oracle because of • Shift spending, Innovate more, Stop sprawl: Leading • IBM Partner Rep agree / execute plans with selected
Customer their licensing and maintenance strategy, and considering Open Source OSDB workloads average 1.7X superior price-performance Partners
Profile DB OR (b) implementing new applications with new data sources / usage on POWER8 – the processor built for Big Data vs X86 for • IBM Partner Technical Architects led BP LiFT sessions
model requiring Open Source DB superior workload density and fewer servers with selected Partners to enable / execute plan to
•O racle installed base on Oracle servers (Sparc and Exadata) or x86 servers • Open – for Choice, Innovation and Value: Ride the identify new opportunities and progress / close existing
Sales Cycle 6-9 months accelerated innovation wave in the Linux on Power and opportunities
OpenPOWER HW/SW technology ecosystem • In-focus for IBM Digital Development Representative
Client • Escalating Oracle Licensing and Support Costs as well as operational costs • Cloud ready – Economics & Agility: Enterprise agility (DDR) team to pass validated leads to selected Partners,
Pain Points •O racle Licensing audit strategy with Cloud deployment models for flexible capacity and and also use as outbound reason of call
•O racle lock-in strategy services delivery across the enterprise • Strategic priority for IBM-led Marketing campaigns with
•S prawling x86 servers push customer to find server consolidation solution SAP HANA on POWER as key portfolio offering
to reduce Data Center Costs and improve operational efficiencies and • Dedicated Partner-led Co-Marketing campaigns
continuous database availability. Programs, Tools, Incentives • Promoted via events, digital marketing, competitive white
Top • Oracle has a clear Cloud strategy for both on premises, public and Hybrid papers, progression seminars and online advertisements
Competitors cloud • Eagle team TCO / IT Economics study for Client to support
and their •O racle Red stack on Red server strategy
Strengths •O racle compliance audit threat at clients pushing clients to move to Oracle
why Oracle on Power8 vs x86 server (complimentary) – Assets
contact your IBM Partner Manager
HW or Cloud • IBM Power Systems guarantees S822LC for Big Data
•C ustomer DBAs are the first supporters of Oracle system built wih Power8 delivers: • Rich set of assets loaded into IBM FindIT (-> Power
•O racle is leading the DB market on Power - at least a 1.8X price-performance advantage vs x86 based Systems -> Modern Data Platform)
IBM Channel ISA: Navin Sabharwal sabharwal@in.ibm.com servers when running a virtualized customer application / • EnterpriseDB on Power Systems Price-Performance
Contacts workload based on EnterpriseDB Postgres 9.5. Guarantee
- at least a 2X price-performance advantage vs x86 based • MongoDB running on POWER8 Price-Performance
Lead Use OCV code “WINBACK” on all your Oracle Competitive take out servers when running a customer application / workload Guarantee
Registration opportunities. Make sure you include “OracleAttack” and the decision tree based on MongoDB. • Hortonworks HDP running on POWER8 Price-
outcome (scenario) in the opportunity name (DB2, SAPHANA, Hardware - at least a 3X price-performance advantage vs x86 based Performance Guarantee
Swap or OSDB) results when running a customer application / workload • Online IBM PartnerWorld University and classroom
with Tez / Hive LLAP on Hortonworks HDP (conditions apply) education
• Know Your IBM: Partner employees earn reward for • NEW! Power Sales Play with compelling financial offers
completing online enablement activities and sell selected for your Oracle customer
Power models to commercial clients. • Help your customer transform their business in the
Cognitive Era

IT Modernization with Flash
Solution
Description
IBM Flash
Storage is IBM Storwize
engineered • Built with IBM Spectrum Virtualize software, the IBM Storwize family provides
all-flash solutions with common functionality and management.
to meet • The Storwize family helps organizations optimize capital expenses and
modern high- operational expenses with cost-efficient flash deployment while maximizing
performance efficiency and flexibility for heterogeneous storage arrays.
• Available in a wide range of storage systems, the Storwize family delivers
storage sophisticated capabilities such as Real-time Compression that are easy to
requirements: deploy, and help control costs for growing businesses.
ultra-low
latency, cost- IBM Flash Storage
• Engineered to meet modern high-performance storage requirements
effectiveness, • Ultra-low latency
operational • Cost-effectiveness
efficiency, and • Operational efficiency
• Mission-critical reliability.
mission-critical
reliability.
Executive ’s M e s s a g e | S a l e s P l ay | S e r v i c e s P l ay | Promotions and Incentives

IT Modernization with Flash
Market •C ommercial Value Propositions IBM Marketing / Sales Activities
Segment •C ompetitive
Targeted Oracle, VMware, VDI workloads in the target segment • IBM all-flash storage platforms are engineered to address • BP LiFT sessions with IBM Partners
Customer the most demanding performance, reliability, data • In focus for IBM Digital Development Representative Team
Profile economics, and software-defined storage requirements outbound prospecting calls
Sales Cycle 45 days • Simply efficient. Simply reliable. Simply fast • Strategic priority for IBM-led Marketing campaigns with
• Move your business into the Cognitive Era with IBM Flash Flash Storage as key portfolio offering
Client • Slow application response time • Leasing and flexible payment plans: Improve ROI while • Dedicated Partner-led Co-Marketing campaigns
Pain Points •S torage usage inefficiency aligning costs with benefits • Promoted via events, digital marketing, competitive white
• Increasing TCO • Peace of Mind: Sell old assets at market value or enjoy papers, progression seminars, online ads
• DELL/EMC: strong market share, marketing investment, post-sale services worry free, secure asset disposal*
Top
•H P: leading x86-attached vendor, tailwind from growing x86 market • Offer: Leasing or flexible payment plan options to
Competitors
and their •N imble: x86 attachment alliance with Cisco and Lenovo, aggressive pricing differentiate against competition* Assets
Strengths
IBM Channel ISA: Navin Sabharwal sabharwal@in.ibm.com Promotions • IBM Storwize Family – can be accessed by Clients
Contacts • IBM Flash Family - can be accessed by Clients
• FindIT – Storage – full suite of enablement assets labeled
• Complimentary 40 hours of Lab Services by category - BP only
• Automatic Workload Repository studies • IBM All Flash Solution overview video
Lead Flash opportunities should be coded with the following in Sales Connect • POC and online demos • IBM Storwize: Start Small, Grow Big video
Registration Product Information (Level 30): • Toolkits for Healthcare, Finance and Telco
V5000 Flash (B8S1J) – OR – V7000 Flash (B8S1K) – OR – • Financing: 3 month deferral or 12 month 0% payment plan
Flash Systems - A9000 (BA802) – OR – Flash Systems - Storage (BA801) with IGF*
Incentives
• Flash demo promotion with deeper discounts and

improved terms*

Next Gen Workloads with SDS
Solution
Description
Traditional data
storage cannot
overcome
today’s
challenges
of scale,
integration and
IBM Spectrum Storage Suite
flexibility. To • Simplifying storage to speed data-driven innovation for the cloud era
address these • New era hybrid cloud environments and cognitive applications are driving huge growth in data volumes, making data the new natural resource
challenges, • However, cost-effectively optimizing storage infrastructure while enabling new opportunities can strain IT budgets
• IBM Spectrum Storage solves this problem by simplifying IT – to unlock the potential of data and reduce storage costs by as much as 50 percent
software-
defined storage
separates the
software that
provides the
intelligence for
storage from
the traditional
hardware
platform.
Executive ’s M e s s a g e | S a l e s P l ay | S e r v i c e s P l ay | Promotions and Incentives

Next Gen Workloads with SDS
Market •C ommercial Value Propositions IBM Marketing / Sales Activities
Segment
Targeted • Hybrid cloud • Allows a mix of heterogeneous hardware to meet changing • BP LiFT sessions
Customer •B ig Data and Analytics workloads demands • In focus for IBM Digital Development Representative
Profile •D evOps • Policy-driven control helps put data in the right place at the Team outbound prospecting calls
Sales Cycle 60 days right time at the right cost, automatically • Strategic priority for IBM-led Marketing campaigns with
• Offers the ability to scale out storage infrastructure and still SDS as key portfolio offering
Client • Unpredictable storage software cost structure manage it as a single enterprise-class system • Dedicated Partner-led Co-Marketing campaigns
Pain Points •S ilo architectures, lacking agility • Hybrid cloud deployments, to make it easier to scale, • Promoted via events, digital marketing, competitive
• Vendor lock-in respond and right-size data deployments white papers, progression seminars, online ads
• DELL/EMC: strong market share position • Leasing and flexible payment plans: Improve ROI while
Top
• HDS: aggressive competitor in the virtualization and object storage spaces aligning costs with benefits
Competitors
and their
• Peace of Mind: Sell old assets at market value or enjoy Assets
worry free, secure asset disposal*
Strengths
• Offer: Leasing or flexible payment plan options to
IBM Channel ISA: Navin Sabharwal sabharwal@in.ibm.com differentiate against competition* • IBM SDS Solution Overview – can be accessed by Clients
Contacts • IBM Spectrum Suite Solution Overview – can be accessed
by Clients
Lead SDS opportunities should be coded with “Spectrum ...” in Sales Connect
Registration Brand Code (Level 20)
Promotions • FindIT – Storage – full suite of enablement assets labeled
by category – BP only
• IBM Spectrum Storage – “how it works” video, can be
• IBM Butterfly and Data Pattern studies available accessed by Clients
• Financing: 3 month deferral or 12 month 0% payment plan • IBM Spectrum Storage full enablement kit – BP only
with IGF* • IBM SDS video – BP only

ANALYTICS
Sales Play #1 (Software): Trans
Analytics in a Box – PDA (CA/DS/BiGi)

Client Pain Enterprise-level data warehouse solutions are too complex for some
Points organizations to start and maintain Unique IBM Value Propositions Assets
Target Tier 2 banks, insurance firms, chain retail stores, manufacturing firms and
Market government projects • Complete Turn-key: Bundle comes with needed software • PDA Mini Sales Kit comprising of:
Prospecting Organizations with a lot of data and looking to start their first dedicated data and infrastructure - Sales Play
Profile warehouse / analytics-intensive project yet having limited IT resources • Simple to Maintain: No specialized database skills - How to Identify Prospect
required. No database tuning required - Prospecting Guide
Strategy Target at clients looking at Datawarehousing /Business Intelligence project, • Fast Time-to-Market System: Can be up and running in - Price Bundle
starting small usually focusing on the half rack, and then expanding to full days or weeks • Box Link for PDA Mini Sales Kit
rack for clients who may return to purchase subsequently. Target at MS SQL • Fast Performance Purpose: Built in-database analytical • Average sale price 60K$ for entry level box
Server 2005 and 2008 licenses which are now obsolete, potentially clients engine
that are looking at hardware refresh • Leasing and Flexible Payment Plans: Improve ROI while
Client Pain • Limited IT Resources : Running an enterprise level data warehouse may aligning costs with benefits Promotions
require too much knowledge, experience, lead time, personnel and budget • Peace of Mind: Sell old assets at market value or worry
Points
beyond reach for the client free secure disposal
• Can be upsized to a PDA-Mini Bundle which includes
• Their First Data Warehouse Project: Therefore has limited budget, wants to IBM Cognos Analytics, Datastage, BigInsights & Streams
get system up and show results quickly, learn and grow later
• Other Databases are Complex and Slow: Using generic databases for
IBM Marketing / Sales Activities • 65% discount on entitled price, average sale price 60K$
for entry level box
analytics-intensive applications has led to slow system performance
Top • Oracle 12: Established brand name. Has good performance if clients willing • Digital Sales play ready
Competitors to pay and know how to use their value-added features • Business Partners (VAD, VAR) ready
and their • Microsoft: Popular in entry-level database market
strengths • Open Source Databases: Very low price barrier to start using
IBM Channel Guna Chellappan gunasek@sg.ibm.com
Sales Contact
IBM Technical Anup Kumar
Pre-sales
Contact
Action VAD to sell as an appliance for entry level “Analytics as a box” . Low entry
point of 60K for a entry level box. Offer leasing or flexible payment plan option
to differentiate against competition

ANALYTICS
DB2
Client Pain High annual subscription cost imposed by Oracle on a solution that IBM DB2
Points can provide Unique IBM Value Propositions Promotions
Target Accounts that has Oracle presence
Market • Replace Oracle DB licenses with DB2 for 20% of what • Oracle Attack Pricing Play #5.72
Prospecting CEO / CIO / CFO, Finance and IT owners who manages Oracle agreements customers are paying today • Offer up to 80% less than the customer is paying Oracle
Profile • IIBM is offering 80% less on what customer is paying today for support of their Oracle DB and features / options
for their Oracle today for their Oracle DB and f • New support cost in years 2-5 is determined by the new
Strategy Massive reduction in TCO eatures / options pricing
• Support for years 2-5 is also determined by new pricing • Support can be held “flat” with prepayment for up to
Client Pain • Excessive Compliance Audits
five years. If customer doesn’t want to prepay but will
Points •P redatory Pricing
contractually commit, we will offer a fixed 5% annual
•C onfusing Pricing Schema
IBM Marketing / Sales Activities increase for up to five years. S&S after 5 years is BAU
Top Oracle: • Replace licenses 1:1 with the new DB2 Direct Advanced
Competitors • Incumbent supplier that is entrenched Virtual Processor Core restricted license (for use with
and their •C omplexity of migration • Red Vito Letters Oracle replacements only) On Intel Orcle licenses cores
strengths •C riticality of DB to customer’s operations – may discourage any on a .5 per core basis. We will provide 1-VPC for every
unnecessary change in systems .5 core the customer migrates to DB2. The new license
Assets is the same as DB2 AESE with the exception of the 5
IBM Technical Guna Chellappan: gunasek@sg.ibm.com
Cognos licenses in AESE
Sales Contact
• Licenses are Platform Agnostic and can be used on-prem,
• Migration Engagement
IBM Technical Yun Cheol Ha: yuncheha@au.ibm.com in the cloud, in a hybrid cloud, private cloud, etc
• Pricing Calculator
Pre-sales
Contact
Action • Send Red Vito letters to identified Oracle customers
• Start a conversation around TCO reduction
• Have a discussion around feasibility of migration

SECURITY
Sales Play #3 (Software): Trans + SaaS
QRadar, Security Intelligence Platform. Unlock the power of

Cognitive security with Watson (QRadar Advisor with Watson)
Client Pain • Need advance analytics to discover and eliminate threats
Points •S cale cognitive tasks to augment human skills Unique IBM Value Propositions Promotions
Target • Enterprise, Industry, Commercial
Market • Verticals: Healthcare, Finance, Manufacturing, Consumer, Education, • Fully integrated Log Management, SIEM, Vulnerability • Existing Sales plays for QRadar
Public Sector Management, Risk Management, Incident Forensics. • Crush the Competition, Sales Play 11.04, upto 75%
Prospecting IT Security Manager, CISO, Network Operation Manager, VP Operations, • Single web-based user interface, common data base and discount on SW. (Min Deal size US$20k to avail the benefit
Profile CIO OS of the play)
• Highly scalable, easy to deploy, learn and use • Sbids need to be submitted in system
Strategy Unlock the power of cognitive security to uncover new insights and rapidly • Automated syslog device sensing and Network Flow • Appliance discount upto 55%
respond to threats analysis
Client Pain • Unable to detect security breaches and abnormal activity and/or quickly • Embedded Intelligence enables quick detection of threats,
Points monitor network activity in virtual and cloud environments automatically prioritizes offenses, and provides detailed
• Recently failed compliance audit or experienced security breach and data for forensics
manual data gathering for compliance reports and audits
• Unable to detect insider theft, fraud or malicious activity or to monitor social With Watson capabilities
media and mobile activity for data security risks • Gain local context leading to the incident
• Existing log management or SIEM solution isn’t flexible and scalable • Formulate a threat research strategy
• Unable to conduct effective forensic investigations after security breaches • Perform threat research and develop expertise
• Unstructured Data: 80% of the data is invisible and not readable by • Apply intelligence to understand the threat
traditional security systems • Leasing and Flexible Payment Plans Improve ROI while
• Resource & Time: It can take a SOC operator hours/days just to complete aligning costs with benefits
background work to determine if threat is potent • Peace of Mind Sell old assets at market value or worry free
secure disposal
Top • LogRhythm: Appears on surface to deploy quickly with minimal
Competitors configuration
and their • Splunk: Extensive log collection capabilities, fast and intuitive ‘google-like’ Assets
strengths search, extensible open architecture where 3rd party can integrate and
augment key features missing from platform
• HP Archsight: Tighter integration with BigData Analytics platform like • QAW- PW Assets & ‘Click-Through-Demo‘
Hadoop, Extensive log collection support for commercial IT products. • Cognitive Security- QAW (Security Intelligence)
Mature event correlation, categorization and reporting • Download 30 day Trial
• QRadar Sales Kit- Partner World
IBM Channel Channel Head: Nicky PG Choo/Singapore/IBM • All Security Sales Play- PW
Sales Contact Programs: Ridhima Avinash Kapadia/Singapore/IBM • Current Trends in Identity and Access Management:
IBM Technical In Country CTPs July 2017
Pre-sales
Contact
Action VADs/Partners to work on competitive displacement and identifying
opportunities for SIP, with a value proposition of Watson. Offer leasing or
flexible payment plan option to differentiate against competition.

SECURITY
Sales Play #4 (Software): SaaS
Cognitive Unified Endpoint Management (MaaS360)

- The future of mobile management and security
Client Pain Mobile productivity and enterprise security without compromise. IT Leaders
Points can’t rely on tools that provide basic mobility management, while drowning in Unique IBM Value Propositions Assets
a sea of information, data and threats
Target • Enterprise, Industry, Commercial • Efficiently manage diverse devices, including laptops, • Data Security Must be a Priority
Market • Verticals: Healthcare, Finance, Manufacturing, Consumer, Education, desktops, smartphones, tablets, IoTs & wearable devices • IBM MaaS360 with Watson
Public Sector, • Powerful EMM capabilities to address requirements and
Prospecting IT Security Manager, CISO, Network Operation Manager, VP Operations, robust mobile security platform
Profile CIO • Multi-tenant SaaS infrastructure that can easily scale to Promotions
manage from 10 to 100,000 devices
Strategy Provide a cognitive approach to enable endpoints, end users and everything • Key integrations with QRadar, ISAM, IDaaS,Trusteer,
in between. BigFix • Existing Sales plays for MaaS360.
• Ranked Leader in Gartner’s Quadrant for 5 years. Ranked • PAB: Link to PW – IBM Security, AP- MaaS360 Upfront
Client Pain • Dramatic increase in mobile devices and BYOD in organizations, hence Discount
Points putting them at Risk. Secure corporate data as ‘Best-in-cloud’ among ranked EMM vendor.
• Cognitive Insights can help organizations accelerate and • PAB for Essentials and Deluxe Suite @65%
• Varying workstyles, Native experience and privacy concerns • PAB id- PRO17-2625-00
• Enable business information sprawl data security maximize the return on investment (ROI) from their mobile
• Increase in Mobile Malware and malicious mobile apps strategies
•B usiness Visibility: Awash in data. Mobile blind spots and compliance
reporting
IBM Marketing / Sales Activities
Top • VMWare Airwatch : Large scale deployments across most verticals.
Competitors Administration console is easy to use with embedded training videos and
and their wizard-like approach • Positioning IDaaS with MaaS260
strengths • MobileIron: Strong in on-prem offering, MCM product can encrypt and
delete files. AppConnect has good compatibility across wide-range of
MADP tools
•M icrosoft Intune: Unique technical capabilities to manage the Office Mobile
apps on IOS and Android devices. Integrates with Microsoft ecosystem of
products
IBM Channel Channel Head: Nicky PG Choo/Singapore/IBM
Sales Contact Programs: Ridhima Avinash Kapadia/Singapore/IBM
IBM Technical ASEAN, KOR-Hak Teng Quah/Singapore/IBM
Pre-sales ANZ- Darryl Miles/Australia/IBM
Contact ISA: Vijay V Lele/India/IBM
Action VADs to wrap around MaaS360 with every SW sale where client is using
mobile devices or BigFix. Mobile security solution wrap around every SW
sale where the customer is deploying in a mobile environment

SOCIAL
Collaboration Dual Entitlement

Client Pain • Unsure about cloud migration
Points • Need time to decide about cloud Unique IBM Value Propositions Assets
Target Enterprise, Commercial, Installed-base, Upsell, Cross Sell
Market • Reduce the TCO of your Collaboration environment • Customer Proposals, Value Selling Assets, Presentations,
Prospecting Existing Notes Domino users of any size • Migrate to Cloud in your own time Customer Letter, FAQ and more
Profile • Ease of Use – Leverage Verse UI
• Cognitive Roadmap
Strategy Convert all remaining clients of on-prem collaboration to cloud by giving them • Ease of migration Incentives
dual entitlement of their license
Client Pain • Unsure about cloud migration
Points • Need a flexible approach to cloud strategy
IBM Marketing / Sales Activities • Add “Work on the go” – 70% off on connections cloud to
expand collaboration tools on the cloud
• Unsure about complexities of migration
• Expensive Microsoft EA due for renewal • Target customers at time of renewal
Top • Microsoft: “Free” when bundled with MS Office/EA, often “default” choice • BP Awareness and Enablement Sessions
Competitors • Google: Familiarity, perceived market leader • CoC assistance for VAD’s and BP’s
and their • Open Source: Perceived low cost
strengths
IBM Channel Chris Haylock chaylock@au1.ibm.com
Sales Contact
IBM Technical Perry Rosenboom perry_resenboom@au1.ibm.com
Pre-sales
Contact
Action For every renewal of installed base, default bundle dual entitlement and
engage BP to work with client to transfer workload to the cloud

SECURITY
BigFix- Find it, Fix It and Secure IT

- Don’t be hostage to next Ransomware Attack
Client Pain To ensure all endpoints, regardless of location are kept continuously
Points patched, secured and complaint with security & regulatory policies Unique IBM Value Propositions Promotions
Target • Enterprise, Industry, Commercial
Market • Verticals: Healthcare, Finance, Manufacturing, Consumer, Education, • Continuous compliance and remediation. • PAB 65% on patch Management
Public Sector, • ISV Audit Readiness (Device and per VM) PAB id- PRO17-2729-00
Prospecting IT Security Manager, CISO, Network Operation Manager, VP Operations, • Instant Responses to zero-day attack, malware, APTs PAB: PW Link - Endpoint Malware Protection
Profile CIO • Forensic capabilities to detect exposures through • PAB 65% on Detect and LifeCycle Management PAB id-
Indicators of Compromise (IOC) PRO17-2626-00
Strategy Collaborative endpoint security and management platform. Build your • Integration with Qradar, MaaS360, Guarduim, XGS PAB: PW Link - IBM Security, AP- BigFix Lifecycle
endpoint strategy with BigFix • EDR and Forensics that detect exposures through Management Upfront Discount
Client Pain • Keeping up remediation Indicators Of Compromise (IOC)
Points • Increased Risk from malware and subsequent data loss. Finding and fixing • Using BigFix, clients have real time visibility and control
IOCs and IOAs and security incidents faster over all endpoints
• OPEX cost increasing • regardless of OS, location or connectivity
• Having universal visibility into all assets in network
• Compressing patch cycles to minutes
Assets
Top • Tanium: Less infrastructure, more real-time, easy to use
Competitors • MicroSoft SCCM: Provides windows endpoint management functionalities.
and their Integration with intune • IBM BigFix Sales Kit- Essential Materials (Internal)
strengths • LANDesk: • IBM BigFix – PartnerWorld
• Symantec Altris ITMS: Near real-time results and compliance • Build your endpoint strategy with IBM BigFix
IBM Channel Channel Head: Nicky PG Choo/Singapore/IBM

Sales Contact Programs: Ridhima Avinash Kapadia/Singapore/IBM
IBM Technical ASEAN: Anthony CC Su/Malaysia/IBM
Pre-sales ANZ- Darryl Miles/Australia/IBM
Contact AP: Manny Santana/Australia/IBM
Action • Work with VADs to identify security BPs (IBM and non-IBM) to deploy BigFix
across multiple locations of a cient
•M SP/MSSP who want to offer patch management as a service. Potential
bundles with HW and AV as a volume play

SOCIAL
Box Sales Play

Client Pain • Information Security & Shadow IT: content on unsecured Consumer Cloud
Points repositories Unique IBM Value Propositions Promotions
•C onsolidated, Integrated document and file collaboration
Target Enterprise, Commercial, Installed-base, Upsell, Cross Sell • Securely store manage share and collaborate on rich • Direct link to the details of the promotion in the document
Market digital assets in a unified workspace https://ibm.biz/BdsbWk
Prospecting Any organisation of any size. Box can be seeded with any deal as a bottom • Equip teams with the latest information while monitoring • PAB: Link to PW
Profile line bid. Box then grows exponentially when in use most valuable content
• Easily and securely collaborate without the hassle of email
Strategy Scalable, secure and cost effective cloud content management for ALL attachments or firewall restrictions Incentives
enterprise content • Tight integration with Connections Cloud, Salesforce,
Client Pain • Multiple collaboration applications in use Docusign and many other applications
• Direct link to the details of the promotion in the document
Points •M ultiple disparate content repositories https://ibm.biz/BdsbWk
•C orporate information Security concerns, including staff utilizing personal
consumer-grade (or “free”) cloud storage IBM Marketing / Sales Activities • Up to 41% off on seeding Box in any sale starting with 3
licenses as a min
•C ontent is out-of-date as soon as emailed or shared – multiple repositories
and attachments with no version control. Or lost due to staff/expert attrition • Target every deal!
if no active content repository • Box use in IBM grew from 0 – 60,000 users in 6 months
Top • Dropbox: Early market entrant. Perceived low cost with only word of mouth
Competitors •G oogle Drive: Broad awareness. Perceived low cost • VAD & BP Awareness and Enablement Sessions in Q4
and their •M icrosoft OneDrive: Bundled with O365 and EA and Q1
strengths • iCloud and similar “free” Cloud storage
IBM Channel Chris Haylock chaylock@au1.ibm.com Assets
Sales Contact
IBM Technical Perry Rosenboom perry_resenboom@au1.ibm.com
• Everything you need to know about this play is at:
Pre-sales
https://ibm.biz/BdsbWk
Contact
• Customer Proposals, Value Selling Assets, Presentations,
Action Seed Box in every SW sale – US$792 for 3 users for 12 months to US$3840 Customer Letter, FAQ and more
for 20 users for 12 months) • Average Sale Price – Ranges from US$792 for 3 users for
12 months to US$3840 for 20 users for 12 months)

COMMERCE
Digital Marketing using IBM Marketing Cloud

Client Pain Improve lead conversion rates across digital channels
Points Unique IBM Value Propositions Promotions
Target Fortune 1000 – Mid-market, Small and Medium Business; Digital Startups
Market • Flexibility and faster ROI of cloud solution • 60 % discount off List Price for SaaS (15 % for one time
Prospecting Leader for Demand Generation, Digital Marketing, Email Marketing and • Single view of their customer services)
Profile eCommerce; VP of Marketing and CMOs in smaller organizations • Omnichannel execution • PAB – Link to PW - IBM Commerce, AP IBM Marketing
Cloud Upfront Discount
Strategy Target digital marketing companies/BPs focused on ROI on digital marketing
spend IBM Marketing / Sales Activities
Client Pain • How to leverage technology for marketing with minimal IT involvement
Incentives
Points •H ow to integrate marketing campaigns across channels & customers • Recruitment of new partners through VADs
•H ow to execute digital campaigns with speed and flexibility • IBM OI through Digital Sales • VAD incentives for SaaS
•H ow to improve conversions across digital channels
Top • Adobe: Comprehensive portfolio with Creative & Media Management
Competitors Platform
and their •S alesforce: Top ranked email marketing vendor
strengths •O racle: Comprehensive portfolio with Data Management Platform
IBM Channel IISA: Vinay Tr/India/IBM
Sales Contact SG / MY / PH: Jennifer Wei Bao/Singapore/IBM, TH/ID/VN: Alex PH Liu/
Singapore/IBM,
KOR: Tae Hoon Kim/Korea/IBM,
ANZ: Simon Arch/Australia/IBM, Carl Bellamy/Australia/IBM
IBM Technical AP: Ritesh Amin/Singapore/IBM
Pre-sales
Contact
Action Each VAD to recruit at least 1 BP selling to digital marketing agency

ANALYTICS
Beyond Spreadsheets – Planning Analytics (FOPM)

Client Pain No automation of essential planning, budgeting and forecasting processes
Points Unique IBM Value Propositions Assets
Target Commercial accounts in all industries / sectors
Market Improve your organization’s decision making and results • Oracle Competitive Value Selling
Prospecting Finance Departments by aligning strategy with execution. IBM solutions help • PLanning Analytic FAQ
Profile organizations better understand what’s driving their • Average sales price Min ACV US$7K (after discount)
business, gain a complete view of their firm’s financial
Strategy Surround / Replace MS Excel with planning analytics performance management and report to stakeholders in a
Client Pain • Too much time manually spent in Excel
timely, accurate fashion Promotions
Points • Error prone and control issues
•U nable to move upstream to do value add / strategic work
IBM Marketing / Sales Activities • Sales Play 5.51
Top • Anaplan: cloud based, cheap, quick start packages • Planning Analytics Enterprise Modeler (DI56ELL)
Competitors •O racle: ERP base, cloud based • Planning Analytics Enterprise User (DIJT9LL)
and their • 15 day free trial • SaaS offering Min ACV USD $7K (after discount)
strengths • Market place • Maximum discount 65%
• Digital Sales team play ready to launch in support
IBM Technical Peng Yuen Loke/Singapore/IBM • VADs have run campaigns in some markets
Sales Contact
IBM Technical Ser Yean Tan/Singapore/IBM
Pre-sales
Contact
Action Go to installed-base of MS Excel BPs who are selling to clients using Excel
for planning and budgeting

COMMERCE
Customer Experience using IBM Customer Experience

Analytics (Tealeaf)
Client Pain Identify and resolve customer struggle issues on digital channels to improve
Points conversions Unique IBM Value Propositions Promotions
Target Fortune 1000 – Mid-market,
Market • Behavior driven user segmentation for web analytics • 60% discount off List Price for SaaS (15 % for one time
Prospecting Head of Commerce or Marketing or Customer Service • Customer journey view with replay option for user sessions services)
Profile • Data driven digital journey campaign design to improve
marketing spend ROI
Metrics: Conversion Rates on digital properties Incentives
Client Pain • Too many disparate sources of information and analysis
Points • Dependency on analyst, and latency in getting insights
IBM Marketing / Sales Activities
• VAD incentives for SaaS
• I don’t know, what I don’t know, so can’t ask the right questions
•N ot enough time or resources • Recruitment of new partners through VADs
Top • Adobe: Leader in web analytics • IBM OI through Digital Sales
Competitors •G oogle: Offer free web analytics services
and their
strengths
IBM Channel ISA : Vinay Tr/India/IBM
Sales Contact SG/MY/PH : Jennifer Wei Bao/Singapore/IBM, TH/ID/VN : Alex PH Liu/
Singapore/IBM
KOR : Tae Hoon Kim/Korea/IBM
ANZ : Simon Arch/Australia/IBM, Carl Bellamy/Australia/IBM
IBM Technical AP : Ritesh Amin/Singapore/IBM
Pre-sales
Contact
Action Each VAD to recruit at least 1 BP selling to CMO or CSO

ANALYTICS
Cognos Land and Expand

Client Pain Business users require a tool that allows them to perform deep self-discovery
Points and enterprise reporting. Organizations requires a secure and governed Unique IBM Value Propositions Assets
platform.
Target New and Existing Cognos BI Clients. Organizations looking to modernize • On-Prem self-service BI tool in affordable bundled price to • Conversation Guides
Market legacy BI environments, de-risk critical areas of the business by removing allow customers to quickly start their BI projects
ungoverned BI Tools, Clients and Prospects moving their BI / Analytics • Allows end-users to quickly explore, visualize, and analyse
platform to SaaS data for their business needs Promotions
Prospecting Line of Business Managers/Users, CFO, CEO, CMO
Profile
IBM Marketing / Sales Activities • 5 User Pack (1 Admin + 5 Users)
Strategy Quick land with small bundles (5, 10, 20 users) targeted at LOB / • 10 User Pack (1 Admin + 5 Users)
departmental projects. Followed by aggressive expansion into additional BI • 20 User Pack (1 Admin + 5 Users)
license, or into predictive (SPSS), prescriptive (ILOG), or Planning Analytics • Aggressive license pricing for bundles of 5, 10 and 20 • PAB – Link to PW IBM Analytics, AP Cognos Upfront
(FOPM). Users – 88% discount off market list price Discount
• Aggressive single user license additional license price –
Client Pain Organizations around the globe are looking for smarter ways to meet 50% discount off market list price
Points the demands for self-service analytics and enterprise reporting without
sacrificing critical security and governance requirements.
Top • Qlik
Competitors • Tableau
and their • Microsoft Power BI
strengths • Microsoft Excel
IBM Technical Ser Yean Tan seryean.tan@sg.ibm.com
Sales Contact
IBM Technical
Pre-sales
Contact
Action • PAB approvals required
• GTM plan with distributors in each market
• Enablement of key partners required

ANALYTICS
Watson Explorer Starter Kit

Client Pain Unable to leverage structured and unstructured data to make better
Points decisions Unique IBM Value Propositions Promotions
Target Organizations looking to start their cognitive journey. They have a cognitive
Market use case, and looking at Watson Explorer to help • Explore information from internal and external content • Sales Play Document
Prospecting Organizations that are developing their cognitive strategy. Good through unified information applications
Profile organizations to target are those with a lot of structured and unstructured • Analyze, visualize, and discover insight in unstructured
data that they rely on for day to day business (eg expertise, client data through NLP and text analytics Incentives
information etc) • Interpret by applying cognitive capabilities to enhance,
scale, and accelerate human expertise
Strategy Entry level cognitive application for structured and unstructured data • Up to 85% off list price for 100GB for WEX Enterprise
Edition/ Advanced Edition
Client Pain • Information Access: Data, applications and services distributed on-premise
Points and in cloud - employees struggle to get a complete view
IBM Marketing / Sales Activities • 2 years Additional S&S capped at 3%
•U nstructured Content: 80% of data is unstructured but only a small

percentage leveraged for insights • Digital Sales play ready
•S caling Expertise: Pressure to increase performance and innovation—while • Demo on marketplace
doing more with less • WEX Starter Sales Kit launched late November
Top • HP Idol: Comprehensive enterprise search platform with a strong set of • Avnet briefed
Competitors connectors. Offered as a cloud-based consumption model • Commercial ready offering!
and their •C oveo Enterprise Search: Offers self-learning and fine tunes results based
strengths on member behaviour. Can be deployed via an on-premises, cloud-based
or hybrid model. Only Coveo for Salesforce plugs directly into the Coveo Assets
Cloud Platform
IBM Channel Peng Yuen Loke/Singapore/IBM • Applications in Cognitive Computing White Paper
Sales Contact • How Woodside Energy is becoming a Cognitive Business
• How Business Leaders and Watson are Partnering in the
IBM Technical Ser Yean Tan/Singapore/IBM
Cognitive Era
Pre-sales
• Evolution of Enterprise Search Webinar
Contact
• Watson Explorer on IBM Marketplace
Action Seed WEX with every analytics offering especially where the client has mix • Watson on Partnerworld
of structured and unstructured data. Offer leasing or flexible payment plan to • Average Selling price of US$ 42K
differentiate against competition

CLOUD
Building Apps & Manage Workloads with IBM Cloud

(Bluemix)
Client Pain • Need to innovate with not enough up front capital
Points •B uilding and deploying applications with the speed, flexibility and agility Unique IBM Value Propositions Resources:
required to keep pace with competitors • Bluemix Resource Centre
• Inability to interact with connected devices • Bluemix Quickstart for Partners
•D esire to establish new biz models, and incorporate cognitive/analytics to Bluemix makes it possible to bring together multiple • Bluemix Quickstart Demos
apps data sources, scale systems, and incorporate cognitive • Bluemix Tutorials by Service
services to drive business value quickly and inexpensively. • Bluemix Webcasts and Videos
Target Commercial & Enterprise segment customers: BMX allows you to integrate high-performance cloud • Bluemix Webinars
Market • Bluemix Service Providers: Bluemix Platform Subscription is purchased and infrastructure (Softlayer) and an unmatched breadth of • Top 10 Bluemix Tutorials
used in an embed model via ESA. contract. VADs, Telcos, Large Sis, niche unique composable services into IT environments whilst • developerWorks Bluemix recipes
Cloud Providers (ISV/MSP/CSP) meeting security standards. • Architecture Centre – Bluemix
• Bluemix Resellers: Partners resell to customers (platform), then support the • IBM Cloud for VMWare solutions
EU by working within the clients subscription to build value added services
and assets for the clients use IBM Marketing / Sales Activities
• VADs can take Bluemix to market by reselling to SVP SaaS Entry Pricing/Average Deal size
Authorization Group IBM Business Partners, and sell directly to
independent software vendors (ISVs) and technology partners through the • Bluemix Infrastructure: IBM Cloud for VMware Solutions
VAD Embedded Solution Agreement • Bluemix Development: Bluemix Event Creation • Pricing: Bluemix Pricing
• Teach Me How to Bluemix • Bluemix Garage Services modules and developerWorks
Prospecting • Startups to enterprise organizations that need to deliver business value Premium subscriptions may be resold by IBM SaaS
Profile through new cloud-native applications. Companies seeking to enable Authorized BPs in addition to Bluemix Platform
existing applications for the cloud Assets • Once developers have adopted Bluemix, extend using
• New Cloud Native and Mobile: Small and large customers are using API Connect
composable environment to rapidly build and deploy new cloud and mobile
applications Sales Plays:
• Transitional: As part of their digital transformation, customers are • Bridge to Cloud - Sales Play: Customers with IBM Incentives
decomposing current apps into APIs and microservices, so they can run WebSphere® Application Server renewals are a target
them on an architecture that supports composition for Bridge to Cloud — WebSphere Application Server on
• Legacy: Enterprise customers are building new mobile front ends for legacy Bluemix. Clients can get SaaS environments in addition Free 30 Day Trial Partners can adopt any of 3 channel sales
apps, and connecting them to legacy systems of record to theirexisting on-prem environments for up to 3 years. models (Resell, Embed (ESA), and Referral), which apply
Differentiators With over 25 global data centers – and the ability to deliver Bluemix Local Price uplift is only 20% with no price increases for 3 years. to all 3 deployment flavors of Bluemix (Public, Dedicated,
in any country that IBM does business – companies can easily address Offers options to continue with Cloud and On prem; move Local) . SVP Product authorisation for resell is SaaS Entry
regulatory considerations and locate compute and data where they best to Cloud; or revert back to on prem. with standard incentives. Service Provider Partnerships
serve users. • VMware on SoftLayer - Sales Play: IBM® Cloud for VMware receive an additional 10% discount to support on-sell
can integrate, expand or migrate your on premises (tenancy) provision. SaaS Incentives Page
IBM WW Sika Sullivan: WW Channel Sales sikasull@us.ibm.com VMware workloads onto IBM Cloud
Channel Sales
Contact
IBM AP Lisa Kinter: AP Cloud Channel Sales lkinter@au.ibm.com
Channel Sales
Contact
Action Get every ISV/app developer to sign up for a 30 day free trial

CLOUD
API Connect
Client Pain • Are you looking at SaaS applications? How do you plan to get data from your current systems over to these?
Points • What are the digital transformation initiatives underway? How are you exposing existing assets as Unique IBM Value Propositions
APIs for consumption by these digital apps?
•A re Line of business professionals involved in IT purchase and deployment decisions?
Are they using any light weight integration tools to help them with their day to day needs? • API Connect offers Integration tooling for different user roles, providing a ‘simple
• What type of on premise applications do you want to connect with these cloud apps? integration experience’ for business users and a ‘configuration-based integration
• What type of Cloud apps do you have? Do you use cloud for building applications? methodology’ for shadow IT teams and Integration Developers
• What is the timeframe for doing the above integrations? • Unlimited pre-built connectivity to leading cloud applications and enterprise
•H ow are you managing these integration needs today? applications endpoints, at no additional charge
•D o you have a preference on where the integration will be built and executed? Do you prefer a • Complete flexibility and reusability enabled by extensive library of pre-built
managed SaaS platform or an on-premise integration engine? integration templates; flexible deployment models like SaaS, on-premise
and docker image; flexibly packaging and pricing matching varied customer
Target • Companies adopting SaaS applications
requirements
Market •S mall, medium and large enterprises going for cloud deployments
•B usinesses with digital initiatives, looking to rapidly expose existing assets as APIs or oData interfaces
•C ompanies looking to simplify IT infrastructures
•B usinesses seeking differentiated tooling for different user roles
•C ompanies who need Simple, configuration based integration
•C ompanies needing to start with specific scenarios, with a flexibility to expand functionality as the
needs become more complex
Prospecting API Connect is an API (Application Program Interface) lifecycle management system, supporting the needs
Profile of create, run, manage, and secure. APIs have become a new business channel to expose various key assets,
data, or services for consumption by mobile, web, internet of things, and enterprise applications. Often APIs
are provided on a fee basis outside the organization, producing new revenue streams.
• CMO/CEO/ CPO: allows business users to build integration solutions without IT
•C IO / CEO: Integrate in Days; Reduce integration project duration by 40% - 60% using pre-built connectivity
and configuration based tooling
•C OO: Reduction in the cost of resources and skills
Differentiators • Simplest pricing model, most cost-effective, and richest features vs anyone else in the market
•U nlimited endpoint connectors and full functionality at entry level pricing
•D ifferentiated, ‘fit-for-purpose’ tooling for Business user and IT teams
•A ll Connectors invested in and maintained by IBM rather than being community based as with
several of our competitors
•2 4X7 enterprise grade support at no additional cost
•D eployment flexibility and portability (SaaS, on-premise, docker image)
• The most robust iPaaS solution in the market for Salesforce
IBM Channel
Sales Contact
IBM Technical Lisa Kinter: AP Cloud Channels lkinter@au.ibm.com
Pre-sales
Contact
Action Sign up for, try and buy BM API Connect

CLOUD
Video Solutions (Aspera, UStream)

Target Enterprise, Industry, Commercial
Market Unique IBM Value Propositions Promotions
Prospecting • Media and Entertainment, High Tech, Financial Services, Manufacturing,
Profile Retail • Ranked first in every WAN transfer throughput benchmark • IBM Cloud Video (Ustream)
•O rganizations looking to increase the visibility and reach of externally- • Outperforms competing software and hardware WAN • Streaming Enanblement Flyer
facing events and initiatives such as marketing campaigns, media events acceleration solutions
and concerts, sporting events, product launches, and user conferences; • Supports on-premise, public and private cloud, hybrid, and
may be replacing an existing video streaming and video management SaaS deployment and storage options Incentives
platform or implementing a new solution
• VP of Development/Engineering
• Line of Business owners and the CEO IBM Marketing / Sales Activities • Find the best video streaming platform
• Key Influencers: Internal Communications teams, Training and - Compare Pricing Option
Development teams, Video/Media Operations teams
• IBM Cloud Video
Strategy IBM Cloud Video is a complete streaming solution that enables enterprises • Watson Media & IBM Cloud Video
to open new revenue streams and enhance communication to a variety of
audiences. It offers end-to-end capabilities for live and on-demand video
content, with automatic optimized delivery for viewing compatibility. The Assets
cloud solution secures and tracks internal-facing video assets for corporate
communication, while offering immense scalability and lead generation
possibilities on external streaming for live events and marketing campaigns. • IBM Aspera Marketing Library
Client Pain • The current process of ingesting (uploads) and sharing (sending) files and • Cloud Video Streaming Manager
Points data sets is slow, unreliable, and not secure while in transport
• Customers are distributed across a geographical distance and must use a
WAN or the internet to send and/or receive files
• Slow ingestion of customer’s files and data sets causes slow and tedious
onboarding and/or migration from one location to another
Differentiators • Quick onboarding of new customers
• Easy integration into core offering without changing network infrastructure
• Ability to support organizations, deployment, and pricing requirements
• Orders of magnitude improvement in terms of time to market with each
customer
IBM Channel Sika Sullivan: sikasull@us.ibm.com
Sales Contact
IBM Technical Dane Gambrill: danegam@au1.ibm.com
Pre-sales
Contact
Action Download and try the FREE 30-day trial

SOCIAL
CISCO
Client Pain • Too many apps and content repositories
Points • Information instead of knowledge due to lack of context Unique IBM Value Propositions Assets
• Inability to find the latest content
• Inability to know if you found the most recent file
•M eetings are difficult to start and lack focus • Cisco & IBM are market leaders in respective segments • Collaboration Solutions with IBM|Cisco Solution Overview
• A total partnership that is unique in the industry • GA Announcement, including part numbers
Target Dual Entitlement & SaaS contract extension opportunities. Whitespace • A joint portfolio of solutions and services
Market (Existing WebEx customers, existing Avaya customers, MS O365 renewal • Cisco and IBM deliver significant mutual business impact
customers, Shadow IT), ELA’s
Prospecting • CIO’s / CFO’s pursuing IT modernization and reducing PBX costs
Profile • Transformation initiatives to invest in Team Collaboration and Unified IBM Marketing / Sales Activities
Communications
Strategy • USABILITY: SSO between IBM and Cisco; Automated provisioning; Single • Cisco and IBM partner to transform the way people work
provider for technical support • Cisco and IBM Tap the Power of IBM Watson and Cisco
• MEETINGS: Launch Cisco WebEx® from Connections; Leverage WebEx as Spark to Transform the Way People Work
default meeting in Verse; Launch or join WebEx from Verse • Jens Meggers Blog on “Intelligent Collaboration
• REAL-TIME COMMUNICATIONS: Click to launch Spark from Connections; • Marcy Pearson Blog – IBM and Cisco Create a Seamless
Click to chat from Connections or Verse to Spark Digital Workplace … and the Best Is Yet to Come
• MOBILE: Share content from Connections or Verse within WebEx and
Spark on iOS
Client Pain • Bundled solutions to affordably enable teams leveraging IBM and Cisco’s
Points Cloud Collaboration Solutions
• Product integration to enhance work streams for knowledge workers
• IT essentials with Single Sign-on, open APIs for development, and uniform
support
Top • Microsoft: Skype, O365. Perceived price advantage with EA
Competitors • Google: Hangouts, Google for Business. Ease of use, perceived low price.
and their
strengths
IBM Channel Chris Haylock chaylock@au1.ibm.com
Sales Contact
IBM Technical Henri Christiaan henric@nz1.ibm.com
Pre-sales
Contact
Action Initially, work with existing IBM ICS partners who are also Cisco partners to
cross sell to installed base

Services Play (GTS):
Technology Support Services Multi Vendor Services
Technology support for IBM and non-IBM products:
What is Multi Vendor Services (MVS)? 4 Reasons to sell MVS
no matter who made it, IBM supports it. Visit IBM
Technology Support Services on IBM PartnerWorld • Comprehensive: With MVS, IBM provides hardware and software • Flexible offering terms and conditions that meet clients’ business
maintenance for non-IBM products. needs with seamless integration into existing logo agreements
• Simplicity: To meet ‘always on’ requirements, IBM MVS, as (contract consolidation)
Pain Points Client Dilemma IBM Multi Vendor Services (MVS) the Technology Support Integrator, can be the single point of • Easier renewal and product refresh opportunities
accountability for ALL support needs, both inside (server, storage, • Potential gross revenue on product resell
Complexity/ When problems SIMPLICITY: Simplify processes
network) and outside (ATM, POS, printers and more) the datacenter. • Great add-on to any other services presented to the client, and as
Inefficiency arise, difficulty and reduce time spent dealing with
• Starting the Conversation: part of their existing IT budget. Up-sell and cross-sell with IBM MVS.
engaging multiple vendors by choosing IBM
- Ideal for clients who plan to defer IT CAPEX, yet need to maintain
multiple suppliers as the single point of contact for IT
legacy OEM equipment
to identify root support, ensuring clear IT support
cause and own accountability across platforms and
- Identify clients who struggle to manage multiple support contracts Marketing & Demand Generation
and OEM hardware coming off warranty
resolution vendors
- IPosition the IMS offering (pre-priced, standard services for Cisco,
Increasing Creating costly COST EFFECTIVENESS: Reduce Juniper, x86 servers, Dell, Oracle-Sun Microsystems...) with clients, Visit the Technology Support Services PartnerWorld web page where
Costs delays when the cost and complexity of technology demonstrating how TSS post-warranty support can save clients you will find:
outages occur support with a single, reliable point of money vs the OEM service • TSS BP Toolkit; includes a spotlight on MVS
with many parties contact for devices inside and outside - IProtect client relationships against the threat of TPM by leveraging • Ready-to Execute BP Marketing Campaigns
involved the data center the vast capabilities of TSS to complement your coverage of the • Sales tools and Education such as TSS Multi Vendor Client Value
accounts Play on PartnerWorld University
Lack of IT Diverting internal GLOBAL AVAILABILITY: A global
specialists resources network of certified OEM product
away from core support specialists, with direct access MVS Client Benefits MVS – Segmentation
business needs to OEM, can reduce internal training
costs and provide more flexible
support terms • Hassle-free multivendor support: Reduce the cost and complexity • Managed Technical Support Services (MTSS): IBM provides
of technology support across a heterogeneous environment by clients single-source multivendor support, providing SPOC, end to
consolidating services with a single vendor. end incident management, vendor, asset and change management
TSS BP Channel Contacts: • Adapt-on-the-fly technology support: Customizable multivendor across the entire IT infrastructure, in addition to LOGO and MVS
• Theresa Lee leestt@sg.ibm.com support services that support cost reduction and service level HW & SW maintenance support. Offerings also include Integrated
• Deepak Luthra dluthra1@in.ibm.com consistency to strengthen brand loyalty. Multivendor Support (IMS), Lifecycle Maintenance (LCM), Predictive
• Proactive maintenance for longer lifecycles: Providing a planned Maintenance, and Custom MVS offers
refresh strategy to help you better anticipate costs and manage IT • Managed Vendor Support Services (MVSS): IBM provides
lifecycles. Our comprehensive Lifecycle Maintenance offering helps warranty and maintenance technical support services on behalf of
Clients make the most of their IT investments while providing lower, manufacturers, enabling clients to focus on their core business. IBM
more predictable costs. performs remote support, field services, and / or logistics services
• Predictive insight for problem prevention: Our priority is to help on behalf of the OEM under IBM or OEM contract
strengthen competitive advantage and customer satisfaction by
optimizing a global IT environment. Through our field professionals,
IBM delivers innovative services that leverage predictive analytics
and advanced capabilities, such as IBM Watson™ cognitive
technology, to outthink downtime, better mitigate risk and improve
business outcomes.

TSS Linux and Open Source Support (OSS)
Technology support for IBM and non-IBM products:
What is TSS Linux and Open Source Support? 4 Reasons to sell Linux / OSS
no matter who made it, IBM supports it. Visit IBM
Technology Support Services on IBM PartnerWorld • Comprehensive Support: • Unmatched breadth, depth & reach – all IBM platforms, OEM x86,
- Remote support for usage and defect issues Redhat, Suse, Ubuntu, OpenStack, OSS, Databases, Container
- 47 popular OSS packages running in cloud or on x86, IBM Power Management, Messaging, Analytics, Application Servers, Security,
Pain Points Client Dilemma IBM Multi Vendor Services (MVS) or IBM zSystems Hypervisor.....
- Unlimited support incidents • Flexible offering terms and conditions that meet clients’ business
Complexity/ When problems SIMPLICITY: Simplify processes
- Fast response time needs with seamless integration into existing logo agreements
Inefficiency arise, difficulty and reduce time spent dealing with
- Phone or electronic access (contract consolidation)
engaging multiple vendors by choosing IBM
- 24x7 and 9x5 options available • Great add-on to a product sale or any other services presented to
multiple suppliers as the single point of contact for IT
• Subscription: the client, and as part of their existing IT budget. Up-sell and cross-
to identify root support, ensuring clear IT support
- Available for fixes, critical security updates, software.... sell with IBM MVS
cause and own accountability across platforms and
• Enhanced Value-added Support: • Fastest industry response times with support enabled by Watson
resolution vendors
- Single point of accountability
Increasing Creating costly COST EFFECTIVENESS: Reduce - Onsite support for Linux/OSS available
Costs delays when the cost and complexity of technology - Priority handling and response Handling Objections
outages occur support with a single, reliable point of - Proactive support to mitigate costly downtime
with many parties contact for devices inside and outside - Managed support with regular service activity reports and status calls
involved the data center • Is IBM support pricing competitive?
Yes and for 7 servers or more, IBM price is generally below market
Lack of IT Diverting internal GLOBAL AVAILABILITY: A global Linux and Open Source - Client Benefits • Why would I switch to IBM?
specialists resources network of certified OEM product IBM focus on speed to resolution, manage complexity and mitigate
away from core support specialists, with direct access downtime and can be your OneStop Shop for support
business needs to OEM, can reduce internal training • Optimize the return on your Linux and Open Source investment • We have inhouse technical skills.
costs and provide more flexible through increased reliability leveraging the technology from IBM IBM augment your existing resource, frees them to focus on more
support terms. IBM has capabilities • Improve IT staff productivity leveraging the skills of IBM with strategic needs of the business
to support 47 open source packages capabilities to support 47 types of OSS packages and still growing • Client is not open to outsource support or has budget/cost
and still increasing. the support list constraints.
• Reduce complexity of managing and coordinating multiple sole Maintaining dedicated inhouse resource can be both challenging
source vendors with possibly longer turnaround time with world and costly due to rapid changes in technology. IBM can provide a
TSS BP Channel Contacts: class, single-source service support more financially viable solution with our large pool of certified and
• Theresa Lee leestt@sg.ibm.com • Trim the cost of overall Linux and OSS operational outlay across comprehensive skilled resources to support any business.
• Deepak Luthra dluthra1@in.ibm.com a heterogeneous environment by consolidating services with a
single vendor
• Adapt-on-the-fly technology support using customizable
multivendor support services with consistent service level to
strengthen brand loyalty
• Predictive insight for problem prevention: Our priority is to help
strengthen competitive advantage and customer satisfaction by
optimizing a global IT environment. Through our field professionals,
IBM delivers innovative services that leverage predictive analytics
and advanced capabilities, such as IBM Watson™ cognitive
technology, to outthink downtime, better mitigate risk and improve
business outcomes

ServicePac Services for IBM Storage Products
Country: IBM® ServicePac® Overview

• India • Designed to make services easily obtainable
as features of a product configuration.
Partner just need to select feature code in the
configurator tool
• Based on MTM (Machine Type Model)
• Ensure customers enjoy the benefit of
IBM consistent quality support services
in installing, managing, and repairing IBM
Storage products
• Suitable for clients of all sizes, from individual
consumers to large corporations
Features of IBM® ServicePac®

for IBM Storage Products
• Around-the-clock, onsite hardware
maintenance coverage. IBM can
add additional years of hardware
maintenance coverage
• The ability to retain defective media
(hard drives and flash drives) that are
being replaced (dependent on machine)
• Warranty service upgrades, and warranty
and maintenance options
For more details:

Deepak Luthra
India dluthra1@in.ibm.com
91-8975225600

Promotions
and Incentives
IBM z Systems and Linux ONE New Client Incentive
Promo ends on: Overview

31 December 2017 IBM is announcing a new Program to reward
BP’s who sell to new or inactive z Systems
Country: and LinuxONE clients. The z Systems and
• India LinuxONE New Client Incentive gives BP’s
the opportunity to earn a rebate of 10% on
qualifying transactions. Predictable high
value rewards for high value sales enable
BP’s to drive new customer adoption of IBM
z Systems exploiting IBM’s industry leading
Cloud, Blockchain and cognitive computing
capabilities.
Contact your IBM Representative to undertake

an Account Planning session to identify
prospects and agree an engagement plan, then
register those new clients with IBM to get a
12 month new client qualification approval.
After the initial sale of the z Systems or

LinuxONE products you will continue to qualify
for the 10% rebate on all eligible z Systems and
LinuxONE products sold out for a period of
12 months.
Start and End Dates

This offer is valid for all qualifying transactions
from announcement until 31 December 2017.
Ordering
Follow normal ordering procedures.
PW Announcement
https://www-356.ibm.com/partnerworld/
wps/servlet/mem/ContentHandler/annletter/
ZWWW7155AEN

IBM HANA on Power Bonus for Enterprise Clients
Promo ends on: Overview

31 December 2017 For a limited time, a bonus of up to US$10,000 can be earned for each
qualifying IBM Power Systems server sold to an Enterprise Client to run SAP
Country: HANA. Power Systems Solution Providers may check whether their target
• India customer qualifies as Enterprise in the IBM GB Query Tool on PartnerWorld:
www.ibm.com/partnerworld/wps/servlet/ContentHandler/annletter/
ZWWW7155AEN
Power Transaction Revenue US$ Bonus US$

Less than $25K $0K
$25K or greater $2.5K
$50K or greater $3.5K
$100K or greater $5K
$250K or greater $10K
*Sales to Public Sector and Government Owned Entity (GOE) End Users do
not qualify.
Start and End Dates

This offer is valid for products reported as sold-out during the period 1 April
2017 and 31 Dec 2017
Ordering
• Follow normal ordering procedures.
• Ensure that the configuration has been created using the SAP HANA on
Power category in the eConfig tool.
• Failure to do this will invalidate the claim.
How to claim
Unless otherwise advised by IBM, payment will be made using the same
method used to pay quarterly Performance Incentives. The claim form
is available @ https://www-356.ibm.com/partnerworld/wps/servlet/mem/
ContentHandler/annletter/ZWWW7166AEN#attachmentTable.
In order to participate in the incentive the Business Partner is required to

submit a claim to IBM. Claims can be submitted anytime after the reported
sales out date of the transaction, but must be submitted to IBM latest within
45 calendar days from the offer End Date.
PW Announcement
www.ibm.com/partnerworld/wps/servlet/ContentHandler/annletter/
ZWWW7155AEN

Broadest Storage and Software Defined Portfolio
Promo ends on:

31 December 2017
Country:
• India
IBM Flash Solutions make Faster applications, Defining a new generation Software-defined storage Tape Storage for data
fast storage simple faster time to benefits, of software-defined to speed innovation and protection and long
easy, efficient and computing infrastructure hybrid cloud term retention. Storage
versatile, certified Networking for increased
and tested for you performance, security
and flexibility
IBM Storage IBM Converged IBM Software IBM Software IBM Business
Solutions Infrastructure Defined Computing Defined Storage Continuity &
IBM All-Flash VersaStack • IBM Spectrum Symphony • IBM Spectrum Storage Suite
Connectivity
• IBM FlashSystem A9000 • IBM FlashSystem V9000 • IBM Spectrum LSF • IBM Spectrum Control / Storage
IBM Tape & Virtual Tape Systems
• IBM FlashSystem A9000R • IBM FlashSystem A9000 • IBM Spectrum Conductor Insights
• TS7700, TS7760
• IBM FlashSystem V9000 • IBM FlashSystem 900 with Spark • IBM Spectrum Protect
• Tape Libraries
• IBM FlashSystem 900 • IBM Storwize V7000/V7000F • IBM Spectrum Conductor • IBM Spectrum Accelerate
• LTO7 and enterprise tape drives
• IBM DS8888F/DS8886F/ • IBM Storwize V5030F/V5030/ for Containers • IBM Spectrum Archive
• ProtecTIER Deduplication
DS8884F V5020/V5010 • IBM Spectrum Scale
• IBM Storwize V7000F/V5030F • IBM SAN Volume Controller • IBM Spectrum Virtualize
IBM Storage Networking (SAN)
• IBM All-Flash Elastic Storage • IBM Spectrum Copy Data
• Directors
Server IBM PurePower Management
• Switches
• IBM All-Flash SAN Volume • IBM Storwize V7000
Controller IBM Cloud Object Storage
IBM Hybrid Storage

• IBM DS8884/DS8886
• IBM XIV Storage System
• IBM Storwize V7000//V5030/
V5020/V5010
• IBM Elastic Storage Server
• IBM SAN Volume Controller

Cross BU Synergy Play:
IDaaS – IBM Security’s newest Identity-as-a-Service offering
Country: Digital transformation means
• India
infusing Identity Everywhere
Cross BU Play Positioning
• Position IDaaS (Cloud Identity Connect) with IBM SaaS Applications and
fortify joint product messaging
• Digital and Channels to position IDaaS on all SaaS products in front of
Customers and Partners
• CIC trial download from IBM Marketplace
• iDaaS-Cloud Identity Sales Kit (PW)
Seed • Fully integrated with Box, Verse, Connections and

MaaS360
• Increase IDaaS installed base
•A ccess to new customers
•E xpand Partner Ecosystem with Security SaaS Entry
• LDRs to call new installed base to offer full IDaaS
Water offering
•L DR/ISAM Partners to call customers on trial to
activate the product
•L DR to call current SaaS installed base to offer joint
messaging
Expand •P
otential upsell of ISAM to trial customers.
•U
psell of CIC to customers on trial
•B
Ps to sell additional security products to IDaaS
installed base
1 year trial
for IBM apps
up to a total
of 5 Apps • Cloud Identity Connect for IBM and Partner Apps
• IBM Cloud Identity is also delivering a unified identity a
nd access capability for IBM cloud apps, such as Box
or Verse, and 3rd party cloud apps
• This allows users who buy/use IBM cloud apps, like IBM Box, to
SSO with a single username/password across these IBM cloud
apps as well as 3rd party apps like Office 365, Concur, etc

SELL & EARN Know Your IBM (KYI) Reward Points
with IBM POWER and IBM STORAGE Systems
Country: As a valued Business Partner, we recognise
• India the effort and commitment that goes into every
sale you make. That’s why, from this April,
as well as delivering you all the IBM product
knowledge and selling expertise needed
to help you compete in today’s challenging
marketplace, we’re giving you the opportunity
to turn more of those hard earned sales into
even more rewards.
Welcome to your new KYI SELL & EARN

program, for all eligible sales to commercial
customers.
Earning KYI reward points couldn’t be easier.

Simply claim your sales on all qualifying IBM
POWER and IBM STORAGE SYSTEMS
products by the published deadlines. What’s
more, make it to the top of your sales leader
board every quarter and you could also be
topping up with lots of extra KYI reward points!
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Q42017 Sales Play Ebook India BP Edition

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Q42017 Sales Play Ebook India BP Edition

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Q4’2017

Sales Plays Playbook

Dear Business Partners,

Thank you for your commitment in advance. Happy Selling!!

Executi ve ’s M e s s a g e | S a l e s P l ay | S e r v i c e s P l ay | Promotions and Incentives

Targets Targets Targets Targets

Plese refer to the respective Sales Play

*Terms and conditions apply **Applicable for Scenario 1 and 2 only

Executi ve ’s M e s s a g e | S a l e s P l ay | S e r v i c e s P l ay | Promotions and Incentives

Targets Targets Targets Targets

*Terms and conditions apply

Executi ve ’s M e s s a g e | S a l e s P l ay | S e r v i c e s P l ay | Promotions and Incentives

Targets Targets Targets Targets

*Terms and conditions apply

Executi ve ’s M e s s a g e | S a l e s P l ay | S e r v i c e s P l ay | Promotions and Incentives

Targets Targets Targets Targets

*Terms and conditions apply

Executi ve ’s M e s s a g e | S a l e s P l ay | S e r v i c e s P l ay | Promotions and Incentives

(Bluemix)  More Info

Targets Targets Targets Targets

Program / Promotion / Incentive Program / Promotion / Incentive

*Terms and conditions apply

Executi ve ’s M e s s a g e | S a l e s P l ay | S e r v i c e s P l ay | Promotions and Incentives

Lead with 2016!

Executi ve ’s M e s s a g e | S a l e s P l ay | S e r v i c e s P l ay | Promotions and Incentives

*Terms and conditions apply

Executi ve ’s M e s s a g e | S a l e s P l ay | S e r v i c e s P l ay | Promotions and Incentives

Decision tree depending on client situation

Customer runs Oracle SW

Executi ve ’s M e s s a g e | S a l e s P l ay | S e r v i c e s P l ay | Promotions and Incentives

Executi ve ’s M e s s a g e | S a l e s P l ay | S e r v i c e s P l ay | Promotions and Incentives

*Terms and conditions apply

Executi ve ’s M e s s a g e | S a l e s P l ay | S e r v i c e s P l ay | Promotions and Incentives

Executi ve ’s M e s s a g e | S a l e s P l ay | S e r v i c e s P l ay | Promotions and Incentives

*Terms and conditions apply

Executi ve ’s M e s s a g e | S a l e s P l ay | S e r v i c e s P l ay | Promotions and Incentives

Open – for Choice, Innovation and Value

Executi ve ’s M e s s a g e | S a l e s P l ay | S e r v i c e s P l ay | Promotions and Incentives

*Terms and conditions apply

Executi ve ’s M e s s a g e | S a l e s P l ay | S e r v i c e s P l ay | Promotions and Incentives

Executive ’s M e s s a g e | S a l e s P l ay | S e r v i c e s P l ay | Promotions and Incentives

• Flash demo promotion with deeper discounts and

*Terms and conditions apply

Executi ve ’s M e s s a g e | S a l e s P l ay | S e r v i c e s P l ay | Promotions and Incentives

Executive ’s M e s s a g e | S a l e s P l ay | S e r v i c e s P l ay | Promotions and Incentives

*Terms and conditions apply

Executi ve ’s M e s s a g e | S a l e s P l ay | S e r v i c e s P l ay | Promotions and Incentives

Analytics in a Box – PDA (CA/DS/BiGi)

Executi ve ’s M e s s a g e | S a l e s P l ay | S e r v i c e s P l ay | Promotions and Incentives

Executi ve ’s M e s s a g e | S a l e s P l ay | S e r v i c e s P l ay | Promotions and Incentives

QRadar, Security Intelligence Platform. Unlock the power of

Executi ve ’s M e s s a g e | S a l e s P l ay | S e r v i c e s P l ay | Promotions and Incentives

Cognitive Unified Endpoint Management (MaaS360)

Executi ve ’s M e s s a g e | S a l e s P l ay | S e r v i c e s P l ay | Promotions and Incentives

Collaboration Dual Entitlement

Executi ve ’s M e s s a g e | S a l e s P l ay | S e r v i c e s P l ay | Promotions and Incentives

BigFix- Find it, Fix It and Secure IT

IBM Channel Channel Head: Nicky PG Choo/Singapore/IBM

Executi ve ’s M e s s a g e | S a l e s P l ay | S e r v i c e s P l ay | Promotions and Incentives

Box Sales Play

Executi ve ’s M e s s a g e | S a l e s P l ay | S e r v i c e s P l ay | Promotions and Incentives

Digital Marketing using IBM Marketing Cloud

Executi ve ’s M e s s a g e | S a l e s P l ay | S e r v i c e s P l ay | Promotions and Incentives

• Flash demo promotion with deeper discounts and

•U nstructured Content: 80% of data is unstructured but only a small

Seed • Fully integrated with Box, Verse, Connections and