enhance your solution by embedding ibm technology · • enterprise ready • platform for...

PartnerWorld 2018 / DOC ID / March 21, 2018 / © 2018 IBM Corporation

Enhance Your Solution by Embedding IBM Technology

Discussion Topics

2PartnerWorld 2018 / DOC ID / March 21, 2018 / © 2018 IBM Corporation

• Winning in the marketplace with ISVs and Tech Partners

• The Embedded Solution model – how we support partners as they build and deploy

• Panel discussion with 4 of your peers

David FarrellGeneral Manager, Watson and Cloud Platform

Rosalva NunezDirector, Worldwide Channels

Vanita DesaiDirector of Sales, Cloud Solution Providers and ISVs


Enhance Your Solution by Embedding IBM Technology—Dave FarrellGeneral ManagerWatson and Cloud Platform

Traditional IT market(Non Cloud)

Cloud IT

Cognitivesolutions

0.5

1.0

1.5

2.0

2.5

Addressable Market ($T)

I90 I0 I10 I20

— IDC

— Gartner

— IDC

— Gartner

Traditional IT3-5% CAGR

New Markets25% CAGR

50%of developers to embedcognitive into apps by ‘18

“Smart modules” topInvestment by ‘18

Over 60% of newApps cloud native by ‘18

Hybrid becomesThe infrastructurefoundation for nextmove of apps

Technology disruption is transforming the IT industry

46% (IDC prediction)

Combined CSP and MSPmarket for Server and Storage by 2020

IBM’s Watson & Cloud Platform Coverage Model

GTS Top Accounts Industry / Enterprise Commercial

W&CP FTF SalesDigital Sales

Inbound / OutboundGTS Sales

W&CP FTF Technical Sales

Watson / Watson Data Platform Specialty Sales

Expansion and Consumption Sales

Business Partner Ecosystem (ISVs & SIs)

One IBM Cloud Customer Hub

Digital Technical Sales

ISVs and Technology Partners are critical to IBM’s success

IBM Watson & Cloud Platform Portfolio


Watson Platform

Humanistic AI platform• Prebuilt use case assets• API driven • Rapid learning

IaaS

IBM Cloud for VMWare • DR & Back Up• Capacity Expansion

ICOS (object storage)

Hybrid Cloud Storage• Back Up to Cloud• Data Analytics/ FileNet Archival

Developer Services

150+ APIs and services spanning AI, Blockchain and data

6

Watson Data Platform

Orchestrates, governs and runs full Machine Learning life cycle on the Cloud

Blockchain

Blockchain platform• Fully integrated• Enterprise ready

IBM Cloud Private

One Architecture - Multiple Entry Points

IBM Cloud & Watson Platform Partner Examples


Watson Platform

Humanistic AI platform• Prebuilt use case assets• API driven ; Rapid learning

• Real-time intelligent customer engagement solutions

• Using IBM Watson to transform customer care and deliver quicker, more efficient support.

IBM Cloud Object Storage

Hybrid Cloud Storage• Back Up to Cloud• Data Analytics/ FileNet Archival

• Easy to manage cloud storage platform for photographers and online galleries

• Able to manage 10B images and ever-growing demand with ease and flexibility

7

Blockchain

Blockchain platform• Fully integrated• Enterprise ready

• Platform for immutable record keeping, radical transparency, and machine driven insight

• Leveraging Blockchain to improve efficiency , transparency and accuracy in shareholder proxy voting processes

ISV and Technology Partner ProgressionIBM has a Proven Methodology to help you build and scale


Win ScaleSign Up

ISV Business Development and

Architects

Design ThinkingWorkshops

Prove fit of IBM technology

Industry / Regulatory Expertise

Reduce cost of Competitive

migration

Ensure Joint Customer Success

Build GTM Plan and Marketing Assets

Generate Demand /MDF

Event Participation and Reference

Program

Migrate / Develop / Connect Win Joint Customers GTM by Industry

3 Great Reasons to work with IBM!


Watson Platform

IaaS ICOS Developer Services

9

Watson Data Platform Blockchain

IBM Cloud Private

“ No. 1 Blockchain Technology Leader ”

“IBM recognized as the leader”

“ leapfrogged both Salesforce and SAP ”

“…market leader on-premand building momentum in

the Cloud. ”

"Rometty strikes gold… private cloud”

“ #1 For Multiplatform Container Services ”

“ #1 in AI Market Share ”

1. We Pay our Sellers to work with ISVs and technology partners

• ISV Client Credit Program

• Paid on IBM W&CP, Analytics, and Cloud Integration in your solutions

2. Proven Methodology and New Investments

• Design Thinking Workshops / POCs / Architect and Support Access / Market Development Funds / Event Participation

3. The Best Platform• Recognized by Analysts as the leading Cloud and

Cognitive Platform

“IBM’s now one of the big dogs in the world of cloud, AI, blockchain,

machine learning, and advanced cybersecurity”

Bob Evans, Fortune, January 19, 2018


IBM Embedded Solutions—Rose NunezDirector, Worldwide Channels

How do Tech Partners and their customers benefit from the ESA (Embedded Solutions Agreement) model?


Customer View• Customers buy an integrated solution and want a single point of contact (Tech Partner)

• Customers reduce TCO when buying integrated solutions because Tech Partners streamline

o Design & Developmento Integration & Installationo Training and Tech Support….

Tech Partner View• Who are the Tech Partners?

o Market Makers: IP Builders, ISVs, SIs, MSPs, CSPs

• Tech Partners want too Accelerate time to marketo Improve profitability and client valueo Accelerate the sales cycle & grow revenue

• IBM offerings are trusted in the market

What is the Embedded Solutions Agreement (ESA)? • Provides Tech Partners (TP) a vehicle to create unique solutions with IBM technology, and market

the solution to their down-stream customers

• Embedded Solution: the combination of IBM offering(s) and Tech Partner's Value Add that together create a commercially available TP branded solution distinct from the IBM offering(s)

• ESA: IBM offering(s) cannot be separated from the TP-branded solution

Support§ IBM supports Tech Partner

§ Tech Partner provides Level 1 & 2 Support

License/Subscription§ License held by Tech Partner

§ Restricted-Use License

Pricing/Terms§ Negotiated price for the IBM Offering(s)

§ Purchase Commitment (upfront or initial purchase) or purchase over time

Value-Add Requirement§ IBM offering(s) must be sold as part of total solution or service

What is available to help you Learn, Build, Market and Sell?


Learn and Build Market and Sell

IBM Cloud Credits• $1,200 USD • >130 industry

leading cloud services

SaaS trials and

sandboxes

PartnerWorldUniversity

online training Education

discount vouchers

Promote your client

success story

Get noticed by IBM clients, sellers and Business Partners

We Pay our Client Sellers to work with ISVs/Tech Partners... the game-changing ESA Client Credit Program

14

ElevateyourGTMStrategytothenextlevel• TapintoIBMclientteamindustryexpertiseandknowledgeofIBMcontenttohelpgrowyourbusiness• ProgramdesignedtoalignIBMClientSellerswithISV/TPgrowthobjectives

EligibilityandRequirements– Partnermust:• HaveanactiveESAAgreementinplacewithIBM• AgreetoISV/TPQuarterlyreportingincludingdetailedclientinformationandIBMcontent• MinimumcliplevelperquarterHowdoIgetsignedup?§ WorkwithyourIBMRepand/orESADistributortogetenrolled

Whogetspaidforwhatofferings• IBMGlobalMarketsellers,SoftwaresellersandWatson&CloudPlatformsellers*• IBMOfferingseligibleincludeW&CPOfferings,SoftwareTransactionalandSaaSACV

IBMClientteamsarecompensatedforIBMWatson&CloudPlatform(W&CP)andSoftwarecontentinyourSolutionwhenyousellyourSolutiontoclientsundertheEmbeddedSolutionsAgreement

*Some restrictions apply

3 ways to engage with IBM to start building


Direct sellers Distributors Digital Self-Serve ibm.com/partners/start


Panel Discussion

Moderated byVanita Desai, Director of Sales, Cloud Solution Providers & ISVs

Thank You To Today’s Panelists

17

Erik HaasProduct Line Manager ESL

Bison (Europe)

Rahul BanerjeeFounder

Bondevalue (Singapore)

Brian HerrChief Information Security Officer

Secure-24

Joshua (Josh) HendersonCIO Cloud & Cyber Security

Zayo

Notices and disclaimers

18Think 2018 / January 12, 2018 / © 2018 IBM Corporation

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Notices and disclaimerscontinued

19Think 2018 / DOC ID / March 21, 2018 / © 2018 IBM Corporation

Information concerning non-IBM products was obtained from the suppliers of those products, their published announcements or other publicly available sources. IBM has not tested those products about this publication and cannot confirm the accuracy of performance, compatibility or any other claims related to non-IBM products. Questions on the capabilities of non-IBM products should be addressed to the suppliers of those products. IBM does not warrant the quality of any third-party products, or the ability of any such third-party products to interoperate with IBM’s products. IBM expressly disclaims all warranties, expressed or implied, including but not limited to, the implied warranties of merchantability and fitness for a purpose.

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