Slide 31
Let’s review the Business Partner Value Proposition Slide for the IBM Collaboration Solution brand. This presentation outlines:
1. The market opportunity of the new Social Business market segment,
2. IBM’s journey to become a Social Business,
3. The Social business capabilities of the IBM Collaboration Solutions portfolio
4. The value proposition of teaming with IBM
5. An example of a social business customer reference from one of our Business Partners.
6. Typical Business Partner profile.
7. Key resources for our IBM Collaboration Solution Business Partners on PartnerWorld.
Onto the next slide.
Slide 32
What is a social business market opportunity?
Research from IBM Market Insightsestimates that the market
opportunity for Social Business is growing to a US$99 Billion business in 2015.
The broader Social Business opportunity includes three elements which are Software Hardware and Services.
Software in blue is segmented into:
1. Platform
2. Solutions
3. Infrastructure
Hardware in purple.
Services (yellow) and is segmented into
1. IT Services
2. Consulting.
The market opportunity for social business clearly exists, and its importance is
validated by the top tier of decision makers in organizations, the C-suite,
as per this next slide.
Onto the next slide
Slide 33
What does a Social Business look like to your Business Leaders?
Becoming a social business has been a top agenda item for CIOs. In fact, nearly 3 times as many CIOs in top-performing organizations view social as a top priority.
They want to leverage social networking tools and culture to improve the Business processes and outcomes in order to create business value for the customers, partners and employees.
IBM has mapped out entry points across the horizontal roles, such asWorkforce & Optimisation, Customer Care & Insight and Product Service Innovations resulting in a significant impact to the business.
IBM along with you, our business partners, can help our clients through that social business transformation.
What are the IBM social business outcomes?
IBM serves as an example of a company that embraced social business early.
IBM’s social business transformation has occurred over many years, and it continues today.
Slide 34
What is IBM’s journey to becoming a social business?
IBM is no stranger to transformation. IBM transitioned from the traditional office to the mobile office, or other non-traditional office setting.
Communication and collaboration became very important and we’re very successful in leveraging expertise and knowledge across the company and with you: our business partners worldwide.
We began to use tools and enabling a different type of dialog, not just around doing business, but on how we could do business better. For instance, someone in Boston would post an idea on how to do something better and it would turn into a global dialog, then these same teams would step up and begin to execute that idea. That was the introduction of social within IBM. Since then we continue to think of new ways and channels for:
Connecting people to expertise.
Learning and removing any unnecessary boundaries between experts inside the company and experts in the marketplace.
Leveraging our social networks to speed up business, gaining real-time insight to make quicker and better decisions and getting information and services to customers and partners in new ways - faster.
Slide 35
What are the IBM Social Business Outcomes?
IBM serves as an example of a company that embraced social business early.
IBM’s social business transformation has occurred over many years, and it continues today. It is a journey that will constantly evolve, especially as new changes in workforce dynamics, competition, or technologies occur. One of the biggest lessons learned was that social business transformation involved more changes to culture than technology.
Here on this slide you will see some examples of IBM Social Business outcomes in the areas of:
•Human Resources
•Global Collaboration and Development
•Social Selling
And if you want to learn more about IBM’s Own Social Business story please review the IDC White Paper on our Social Business webpage.
Slide 36
Why choose IBM for solutions for social business solutions?
IBM’s leading position, as identified by industry analysts, is a result of its broad capabilities.
While many competitors in the emerging social business market are fragmented from a delivery model perspective—software, services, cloud-IBM on the other hand offers a comprehensive package of solutions and capabilities to address a business’ social needs.
Unlike other technology providers, our solutions for social businesses include not only collaboration software but also social portal, social content and business intelligence software.
Slide 37
Let’s look at the IBM Collaboration Solutions Portfolio
IBM is helping organizations of all sizes tackle their most important business needs, one of them being Connect and Collaborate.
A more social business recognizes that people are the core of your business processes, and that, at heart, people and businesses are social. People want to naturally collaborate across organizational, geographic and other boundaries with people they trust in order to be successful.
IBM brings the right capabilities to bear to become a more social business:
1.Integrated business-focused social collaboration solutions For instance, integrated in email and calendaring.
2.Social collaboration application development, built on open architecture on premises or in the cloud.
3.Web experience to create personalized experiences that target the right user with the right content.
4.Unified communications to create a unified user experience regardless of which devices or applications you want to use.
Slide 38
Let’s look at how Social Business reaches out beyond the IBM Collaboration Solutions brand.
As we grow the scope of the Social Business market, we are integrating with other key elements of the IBM Software Group portfolio. This means that IBM Scope Capabilities that support social business include not only social collaboration but also social contents, social analytics, social portal and even more. And the depth and breadth of IBM solutions enable you, our IBM Business Partners, to craft just the right solution to meet the needs of our respective customers.
I want to let you know we are also focusing on the line-of-business executives and the business value we can provide.
Social Business reaches out beyond the IBM Collaboration Solutions brand such as to:
1.Tivoliwith its security;
2.Smarter Commerce;
3.Enterprise Content Management; and
4.Business Analytics.
Slide 39
What is the Value Proposition of IBM Collaboration Solutions brand?
With IBM‘s established leadership in the social business marketplace, IBM Business Partners have a tremendous opportunity to grow their business by attracting new clients and increasing the value of existing ones, ultimately improving profitability.
Whether you are a reseller, consultant, independent software vendor or any blend of the three, our extensive Business Partner program is designed to help you increase visibility to drive demand for your IBM solutions.
IBM is committed to your success as IBM Business Partners This is why we invest significantly in our Business Partners and we provide you with marketing guidance such as:
-Advice on how to have successful client conversations about social business.
-Guidance to leverage IBM‘s expertise and brand value in this new category of social business.
-Visibility of your company and successes through major brand events, such as Lotusphere, Impact, Social Business Roadshows and IBMInnovationCenters.
Slide 40
Here is an example of a Social Business customer reference from one of our business partners. The client is a manufacturer with operations in many countries and consumers across the globe.
Please note the benefits to the customers of becoming a Social Business and the value Sogeti brought to the table.
To learn more about this customer reference, please review the video titled SOGETI becomes more social with IBM software on Youtube.
Slide 41
What are the typical Business Partner Profiles?
We target 3 types of Business Partners: Resellers, Consultants and System Integrators, Independent Software Vendors.
There are benefits for every type of IBM Business Partner.
Benefits for resellers
You resellers can sell clients IBM software for social business as traditional software licenses or software as a service and make margin from the software sale. Many resellers also offer software-related services.
Benefits for our consultants and system integrators
Social business projects can require significant strategy and integration services. So our consultants and system integrators have the opportunity to earn substantial revenue. Furthermore, you can as well develop repeatable methodologies and processes around social business that can yield profitable long-term revenue streams.
Benefits for our Independent Software Vendors
IBM is moving toward a common set of open APIs to simplify ISV coding and enable rapid deployment across multiple products for social business. So you, our IVs, can develop and sell original software that complements IBM social business software or extends the software through the use of APIs.
Please feel free to review the Ideal Partner profile as guidance.
Slide 42
Here are 5 quick steps to get started:
1. To become an IBM Business Partner, you only have to join PartnerWorld. There is no charge to join. Just accept the PartnerWorld Agreement and you will have easy access to valuable benefits, tools and support. There are many resources available for you to build your skills, access solutions and resources so you can win in a Social Business marketplace.
2.Complete your Brand specific Business Partner profile: An up-to-date profile is key to maintaining your access to PartnerWorld resources and to allow us to pass you leads.
3.Plan to maximize your profitability & your team‘s education path. This means, please take your timeto review the Software Value Plus and Software Value Incentive criteria and product categories.
4.Educate your Sales and Delivery Teams & become SVP Authorized to resell IBM Collaborations Solutions through Training & Certification.
5.Develop a Marketing plan and take advantage of IBM programs and drive demand with IBM Co-Marketing if available.
This concludes the IBM Collaboration Solutions module. And please take advantage of the social business market opportunity to grow your own business.