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© 2012 IBM Corporation IBM Business Partner Briefing Day – 23 rd January 2012 Breakout – STG Coverage and Focus Areas Roy Struthers – Director and Power.

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Presentation on theme: "© 2012 IBM Corporation IBM Business Partner Briefing Day – 23 rd January 2012 Breakout – STG Coverage and Focus Areas Roy Struthers – Director and Power."— Presentation transcript:

1 © 2012 IBM Corporation IBM Business Partner Briefing Day – 23 rd January 2012 Breakout – STG Coverage and Focus Areas Roy Struthers – Director and Power Systems BUE, Systems and Technology Group UKI Paul Cameron – Storage Systems BUE, Systems and Technology Group UKI Rohail Noor - System x BUE, Systems and Technology Group UKI Systems and Technology Group, UK & Ireland

2 © 2012 IBM Corporation2 Agenda  STG Organisation  Power Plays and Focus Areas  Storage Plays and Focus Areas  System x Plays and Focus Areas  Q&A

3 © 2012 IBM Corporation3 Sean Coulson STG UKI VP Dave Shave-Wall Architecture LeadRichard Wilson Power Client Technical Manager Hafiz Ali System X and RSSNeil Mitchell Storage Client Technical Manager Ian Peacock System zAndy McManus Storage Client Technical Manager Sean Flanagan Technical BUE Charlotte Beele Strategy Jamie Graham Marketing STG UK and Ireland Organisation – strengthened Brand alignment Paul Chong System z BUE Paul Cameron Storage BUE Roy Struthers System p BUE Richard Bailey Core Accts David Chancellor Madison Invest Accts John Costa Channel Growth Accts Simon Robertson Platform Lead Rob Pearce Marketing Paul Brown Sector/Growth BUE Paul Southwick GB BUE Systems and Technology Group, UK & Ireland Becky Schnauffer Core Accts Grant Amos Invest Accts Stuart Heade Channel Growth Accts Ian Shave Platform Lead Andrew Field Marketing Craig Aston Core Accts TBA New Workloads James Houselander Marketing Lee Allcorn GB System X Mike Arco-Adjei System X Nigel Faulkner System X Dave Ridley Product Manager Jennifer Parker Marketing Rohail Noor System x Nigel Watkins Major Deals Pete Kearney Growth Initiatives Steve Bowden HPC Claire Saines Sector Marketing Estelle Andlauer Growth Marketing Ian Lyon GBE South and LSE Jeff Collins GBE North Peter Kelly GBE Scotland and Ireland Lesley Smith RSS Sales David Beer RSS SW James Houslander Marketing Andrew Carr Retail Store Systems

4 © 2012 IBM Corporation444 Deliver new services faster Deliver services with superior economics Deliver higher quality services The Value Proposition for IBM Power Systems

5 © 2012 IBM Corporation5 Power Plays: Core Account  Power Advantage ELITE  Power Install Base Competitive  Power Migrate  Power Stack –Industry Solutions Channel Growth  Power CBSS Growth  Power Cloud  Power Analytics  Power Midmarket Expansion Key Sales Focus:  Currency – Switch 2012, System i  Compete with HP and Sun for Unix/Linux  VMware/Competitive x86 Attack Tools/Actions:  Education –IBM i Partner Academy  CoD activations  Deal Closer Program –Mega Migration offer –Power Lifeboat, etc.  Solution Ecosystem –Powernet –ISV Solution Connect  Cross IBM programs –Stop, Think & Save offer (SW/HW) –IBM Global Financing –Smarter Computing 1Q12 Power Plays and Key Sales Focus

6 © 2012 IBM Corporation6 Put a Priority on Power Education  Selling value requires more than current speeds and feeds knowledge  Stay ahead of track and complete your education modules as they are announced Results show that sellers with up-to-date education outperform others Examples of key education planned for sellers:  Power Sellers Top Gun Education  Power Performance Redefined (System Software enhanced)  Whiteboards for Power Cloud and Power Analytics  Power Virtualization vs competitive x86 with VMware  Moving customers off IBM i v5r4 to v7.1  Selling CoD Activations SmartZone: (choose the Mandatory Learning tab for Smarter Selling Program) For latest updates on education news: STG Sales Education NewsletterSTG Sales Education Newsletter Examples of key education planned for sellers:  Power Sellers Top Gun Education  Power Performance Redefined (System Software enhanced)  Whiteboards for Power Cloud and Power Analytics  Power Virtualization vs competitive x86 with VMware  Moving customers off IBM i v5r4 to v7.1  Selling CoD Activations SmartZone: (choose the Mandatory Learning tab for Smarter Selling Program) For latest updates on education news: STG Sales Education NewsletterSTG Sales Education Newsletter

7 © 2012 IBM Corporation7 Learn about Smarter Computing to engage in sales...  It is IBM’s point of view about the IT infrastructures that enable a Smarter Planet  It is an IT infrastructure designed for data, tuned to the task, and managed with cloud technologies  It works -- leading enterprises are experiencing improved innovation and performance without incurring incremental costs. Smarter Computing Sales PortalSmarter Computing Sales Portal Sales Offering GuideSales Offering Guide Learn about Smarter Computing to engage in sales...  It is IBM’s point of view about the IT infrastructures that enable a Smarter Planet  It is an IT infrastructure designed for data, tuned to the task, and managed with cloud technologies  It works -- leading enterprises are experiencing improved innovation and performance without incurring incremental costs. Smarter Computing Sales PortalSmarter Computing Sales Portal Sales Offering GuideSales Offering Guide Smarter Computing is an IT approach to address exploding demand for services on a flat budget Power Systems is Smarter Computing  Take advantage of IBM’s $45M Smarter Computing advertising campaign in 2012  Power Systems are included in many Smarter Computing offers that result in dramatically improved economics for clients Cross IBM Teaming

8 © 2012 IBM Corporation8 IBM Storage Value EasyTier Active Cloud Engine CompressionDeduplicationVirtualisation Thin Provisioning Virtualisation and Technology Automation Management Simplicity Increased Efficiency Higher data protection Realise your existing infrastructure’s true potential Store more with what’s on the floor Reduce the amount of data stored Move Data to the right place It’s time to expect more from your storage

9 © 2012 IBM Corporation9 Education Understanding of IBM Value Unified, Virtualisation, DP&R Demonstrations IBM + Distributor Facilities Schedule Check Education Calendar Market Presence Positive Publicity Publicise Wins IBM can help Spread the Word – Margins BP to BP Seller to Seller Consultative Selling Value Solutions Hardware + Software Add the “Fries” (SAN/Media etc) Business Issues/Drivers SIO/Butterfly (or BP version) Brocade SAN Health Check

10 © 2012 IBM Corporation10 Market Presence Positive Publicity Publicise Wins IBM can help Spread the Word – Margins BP to BP Seller to Seller Education Understanding of IBM Value Unified, Virtualisation, DP&R Demonstrations IBM + Distributor Facilities Schedule Check Education Calendar Consultative Selling Value Solutions Hardware + Software Add the “Fries” (SAN/Media etc) Business Issues/Drivers SIO/Butterfly (or BP version) Brocade SAN Health Check Differentiation EminenceCredibility Steps to Success

11 © 2012 IBM Corporation11 Steps to Success SELL MORE WIN MORE MAKE MORE

12 © 2012 IBM Corporation12 Market Presence Positive Publicity Publicise Wins IBM can help Spread the Word – Margins BP to BP Seller to Seller Education Understanding of IBM Value Unified, Virtualisation, DP&R Demonstrations IBM + Distributor Facilities Schedule Check Education Calendar Consultative Selling Value Solutions Hardware + Software Add the “Fries” (SAN/Media etc) Business Issues/Drivers SIO/Butterfly (or BP version) Brocade SAN Health Check Differentiation EminenceCredibility Steps to Success SELL MORE WIN MORE MAKE MORE

13 © 2012 IBM Corporation13 System X Go-to-market Strategy -Value Capture -RunRate (Volume) capture

14 © 2012 IBM Corporation14 System x: Value Capture Value Capture System x continues to evolve From PC Server business unit To a workload optimisation platform business unit –- Rack, Blades, e1350 clusters, iDataplex To unified computing, integrated stack & appliance based solutions –- Out of the Box Virtualisation & Cloud solutions eg. BCFC, SmartCloud Entry –- High Performance computing e.g. GPFS, BigInsight, SONAS, Platform Computing –- Highly Scalable computing –- Appliances eg. Datapower, Netezza, SAP HANA –- Unified computing Customers continue to want trusted advice and become increasingly reliant on key integration skills. IBM will increasingly reward partners that; understand our propositions, deliver key integration skills and drive competitive displacement.

15 © 2012 IBM Corporation15 System x: RunRate (Volume) business 2011 Looking Back UK&I Run Rate business now a $100million business 29% YoY (System x, Storage) UK&I Fastest growing Run Rate business in the World. UK&I Express Seller highest growth performing in the world (Q % YoY growth at $3m) 2012 Looking Forward System x Run-rate target is 52MUSD (6% Growth) Incentives Continuation of 2011 Incentive programs including KYI & 10*4 Express incentives viewed as better than HP’s (e.g. redeemable as cash) Enhance Tools (PSAT: Pre-Sales Advisor Tool) Online Run-rate pricing for instant bids/quotes Pre-Sales Advisor Tool will be integrated into your distributor for a single place to visit for all your System x needs

16 © 2012 IBM Corporation16 Summary Value & Volume Not exclusive and are equally important Value The evolution continues. Understand our proposition’s. Jointly building trusted relationships between you & IBM sellers is vital. Volume Thank you for Make sure you use the most of the incentives and PSAT enhancements in Engage the IBM team if you think we can do better.

17 © 2012 IBM Corporation17 Q&A – Roundtable


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