1. IBM Business Partner Kickoff 2013
Business Partner Enablement
Jesper Slot Rohr
Marketing Manager
jrohr@dk.ibm.com
+45 2880 4284
IBM Business Partner Organisation, Nordic
jrohr@dk.ibm.com

2. Business Partner Enablement
Incentives
Company + Individual
Motivation
Demand Gen Skills
Co-Marketing Competition/
Pipeline Organisation
Development
2
jrohr@dk.ibm.com

3. Business Partner Enablement Business Partner Enablement
• Business Development
• Long term investmentment/Relationship
• BP’s Compete in skills: Technical or Industry knowledge
• Need Both Sales and Technical skills
• Need to be integrated with Demand Gen and Incentives for a stronger Business Plan
3
jrohr@dk.ibm.com

4. IOT
IOT
driven
driven
Nordic BP Enablement Landscape 2013 Nordic
Nordic
driven
driven
High
Know Your
Know Your
IBM (KYI)
IBM (KYI)
IBM Business
IBM Business
# Participants
Partner Sales
Partner Sales
University
University Blue Xperts
Blue Xperts
Technical
Technical
IBM Business Community
Community
IBM Business
?
WhiteBoard
WhiteBoard
Partner
Partner
Selling
Selling
Sales School
Sales School
[NEW]
[NEW] IBM Systems
IBM Systems STGU
STGU
Updates
Updates
IBM Technical
IBM Technical
Workshops
Workshops
Limited PartnerWorld
PartnerWorld
Leadership
Leadership
Conference
Conference
Sales Skills Technical
jrohr@dk.ibm.com

5. jrohr@dk.ibm.com

6. IBM Business Partner Sales School
Overview
O
•
bj
Be more Succesfull with your Sales
ec
• Plan and Identify Client needs and opportunities
tiv
•
es
More motivation/Energy to identify new Opportunities
• Understand and use psychology in Sales
• Buying signal and Strategies
• Selling Community
• Personal Motivation 20% IBM 80%
Sales
Proffesional Coach
Hi
gh
4 Modules/Days – 1 module per month
-L
IBM Content: Pure Systems and Financial Selling
ig
ht
KYI Loyalty System (Learn and Earn)
Class with 12 people per wave: Mixed or Private Classes
Copenhagen, Stockholm, Helsinki and Oslo locations
IBM Cover 80% cost
Only per Invitation
jrohr@dk.ibm.com

7. IBM Business Partner Sales School
Module 1 Prep. Module 2 Module 4 Follow Up
Module 3
Communication
Online/Prep. • Objections • Client Meetings
• Sales Psyc. •Knowledge sharing • Diplom
• Pure Systems • Role Plays
• Communication • Audio Book •Interview technique • KYI Promo
Invitation/
• Signals and trust • Financial Selling
• Tools • KYI Learning • Social Media’s
• 4-Mat •Closing
• KYI
NOV/DEC JAN FEB/MAR APR
jrohr@dk.ibm.com

8. Your Invitation
• Printed
• PDF format
• Website download
jrohr@dk.ibm.com

9. jrohr@dk.ibm.com

10. Dates and Planning
jrohr@dk.ibm.com

11. Dates and Planning
jrohr@dk.ibm.com

12. [NEW] Whiteboard Selling: IBM PureSystems
Nordic was first in Europe with Business Partner Classes in 4Q
jrohr@dk.ibm.com

13. [NEW] Whiteboard Selling: IBM PureSystems
• Private BP Class
• ½ Day Training
• IBM WW Speakers
• Only per invitation /No Cost
• At IBM Forum locations
• Limited Seats
• Combined with ”Business
Partner Sales University”
• Wanna Join in 2013?
jrohr@dk.ibm.com

14. IBM Blue Xperts Technical Community
• Goal 100 Selected BP Members Nordics
• Started 1Q 2012
• Only Per Invitation
• Quaterly Local activities
Deep Dive Technical Presentations
Invitations to Technical Workshops
Vouchers for STGU
Vouchers for Test Certifications
Sharing Knowledge
Study Tour optional
• Communication: Social Media’s
• STG/BPO Ownership
– System x, Storage, Systems Networking,
PureSystems
– Board for Development/Content
• Support to PartnerWorld Speciality
jrohr@dk.ibm.com

15. IBM Blue Xperts Technical Community
jrohr@dk.ibm.com

16. Social Media’s ... How to find us SALES SCHOOL:
Business Partner
Sales University
Parallel to Blue Xperts
LinkedIn
jrohr@dk.ibm.com

17. IBM Technical Training/Workshops
Get more skilled
Only for for Business Partners
2-Day’s Workshop/Training in Class Room
Storage (Storwize), System x or Pure Systems tracks
Private Class:12 x Invited people per class
Only per Invitations
Arrow Locations (Official IBM Training Partner)
Copenhagen, Stockholm, Oslo and Helsinki
Including Test Voucher (Prometric)
Target Group: Blue Xperts Community
New Invitations ready in September
IBM will cover the cost rest of 2012
17
jrohr@dk.ibm.com

18. Open for invitations: Blue Xperts
• 2 days: System x, Storwize and PureFlex
• 1 day: IBM Director 6.3
IBM Lab Services and Arrow Education
jrohr@dk.ibm.com

19. jrohr@dk.ibm.com

20. PureSystems
Test Certifications
http://www-03.ibm.com/certify/tests/test_index.shtml jrohr@dk.ibm.com

21. BP Enablement – Messurement Cerfitications
BP Certification Tracker
2012
180
160 163
158
140 140 142
133
A m o u n t o f ce rtificatio n s
125 128
120 122 DK
117
110 111 SE
106
100 97 97 98 98 99 NO
89 90 90 92 FI
87 85 85
80 80 81 82 82
78 76
71
66 65
60 62
58
51 48 51
40 41 41 41 41 42 42 42
35 36 37
20
JAN '12 FEB '12 MAR '12 APR '12 MAY '12 JUN '12 JUL '12 AUG '12 SEP '12 OCT '12 NOV '12 DEC '12
Month
Example 1: System x / Storage (Sales/Tech) 2012 Example 2 : PureFlex 2H’2012
jrohr@dk.ibm.com

22. Best Practise of BP Comm
jrohr@dk.ibm.com

23. IBM BP Marks (Logo)
https://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/pw_com_mkt_mrt_bp_marks
jrohr@dk.ibm.com

24. IBM Business Partner Enablement Website....
jrohr@dk.ibm.com

25. PartnerWorld Leadership Conference
When, Where, Who?
• February 25 – 28, 2013
• Caesars Palace, Las Vegas, NV
• Audience: 1,000 C-Level Business Partners, 500
IBM Sr Executives, 60 Press and Analysts
Conference Objective
• Deliver a “One IBM” event to inspire Business
Partners to do more with IBM
• Extend PWLC influence through virtual pre and
post event activities
• Strengthen the IBM ecosystem and accelerate our
channel transformation
• Safe the Day
• Only per inviation/Coordinate with your CRBP
• ”Early Bird” motivation
Livestream Channel
livestream.com/ibmpartnerworld
Conference Pages
ibm.com/partnerworld/pwlc
jrohr@dk.ibm.com

26. Know Your IBM (KYI)
jrohr@dk.ibm.com

27. KYI is an internationally acclaimed online interactive
sales enablement program that is designed to
foster IBM presence and brand loyalty
Two integral components:
ƒ Learn & Earn - Successfully complete education modules
ƒ Sell & Earn – Close sales to end-user customers and report into KYI
The official IBM tool for giving rewards to individual sellers
in BP Companies
KYI is targeted to Reps from all IBM Business partners
Distributors can take part in the Education rewards
jrohr@dk.ibm.com

28. International Acclaim!
• Know Your IBM wins 2009 Circle of Excellence
Award from the Incentive Marketing Association –
“Outstanding Incentive Program”
• Know Your IBM wins 2005 and 2008 SITE Crystal
Award – “Most Effective Use of an Incentive Program for an
External Strategic Business Solution”
• 2010 2nd Place Promo Mag. Award winner – “Best
Loyalty Program” (we beat !)
• 2010 Australian Marketing Institute Award winner –
“Best Loyalty Program”
jrohr@dk.ibm.com

29. Receiving KYI Rewards – the Learn Page
1. Access from the
KYI Navigation Area
3. Read Page 1 of the module for
‘Prizing’ details
(Earn up to 50 KYI Points for all modules completed
before 30th September, 2011)
2. Click to start your chosen module
jrohr@dk.ibm.com

30. Receiving KYI Rewards - Claiming Sales
1. Access from
the KYI
Navigation Area
Register a new Invoice
2. Use the links in the top right-
hand box to learn about the
rewards for each eligible
offering 3. Complete this form using the details of the
Invoice you issue to your customer
jrohr@dk.ibm.com

31. Example Sales Rewards in KYI
Start here:
www.ibm.com/PartnerWorld/KnowYourIbm
YouTube Intro Video:
http://www.youtube.com/watch?v=H9Hp8E5WvAA&feature=player_embedded
Examples only - Actual
reward values and eligible
products may vary
jrohr@dk.ibm.com

32. IOT
IOT
driven
driven
Nordic BP Enablement Landscape 2013 Nordic
Nordic
driven
driven
High
Know Your
Know Your
IBM (KYI)
IBM (KYI)
IBM Business
IBM Business
# Participants
Partner Sales
Partner Sales
University
University Blue Xperts
Blue Xperts
Technical
Technical
IBM Business
IBM Business Community
Community
Partner
Partner WhiteBoard
WhiteBoard
Sales School
Sales School Selling
Selling
[NEW]
[NEW] IBM Systems
IBM Systems STGU
STGU
Updates
Updates
IBM Technical
IBM Technical
Workshops
Workshops
Limited PartnerWorld
PartnerWorld
Leadership
Leadership
Conference
Conference
Sales Skills Technical
jrohr@dk.ibm.com

33. Sign me up for more...
KOM FORBI MIG
jrohr@dk.ibm.com

34. Thanks for your attention...
Jesper Slot Rohr
Marketing Manager
Business Partner Organisation, + 45 2880 4284
Nordics jrohr@dk.ibm.com
jrohr@dk.ibm.com