2007 BP GUIDE

Integrate to Innovate.Retail Solutions from IBM.

Calendar Details

2007 IBM Retail Store Solutions Business Partner Conference Call SeriesIBM Retail Store Solutions is hosting monthly conference calls on the third Tuesday of each month at 2:00 PM ET. These calls are designed to provide the latest information on key industry and product initiatives, and will cover current programs and promotions, customer references and product availability updates. Additional topics will vary each month. 

The call-in number and passcode will always be the same every month:Toll free: 1-800-289-0572Toll: 1-913-981-5528Passcode: Varies per call, see below

Confirmation #sFeb 20 9641130Mar 20 4105329Apr 17 7704791May 15 4221584Jun 19 4561558

Jul 17 6206340Aug 21 9612064Sep 18 4787410Oct 16 3390744Nov 20 5437422

Each call will be recorded and available for replay from one hour after the call ends until the following month’s call. Replay call-in numbers will always be the same:Toll free: 1-888-203-1112Toll: 1-719-457-0820Passcodes: Same as above

Details of each call and call materials will be available at: https://www-304.ibm.com/jct09002c/partnerworld/mem/pat/pat_pos_reg_na.html

Event DescriptionNRF National Retail Federation Tradeshow, New York, NY; Jan 14 -17NGA National Grocery Assoc., Las Vegas, NV Jan 19 – Feb 1HIMSS Healthcare Information and Management Systems Society, New

Orleans, LA; Feb 25 – Mar 1Food & Beverage

Food & Beverage Show, Las Vegas, NV; Mar 4 – 7

MURTEC Multi Unit Restaurant Technology Conference; Las Vegas, NV; Mar 14 – 16

Indian Gaming Indian Gaming Expo; Phoenix, AZ; Mar 25 – 28KioskCom KioskCom, Self Service, Las Vegas, NV; Apr 25 – 26FMI Food Marketing Institute; Chicago, IL; May 6-8NACDS National Association of Chain Drug Stores; Boston, MA; Jun 23 – 26HITEC Hospitality Industry Technology Exposition & Conference; Orlando,

FL; Jun 25 – 28RSPA Retail Solution Provider Association; Las Vegas, NV; Jul 15 – 18KioskCom KioskCom/Self-Service Show; New York, NY; Oct 10 – 11FS/TEC Foodservice Technology Conference; Atlanta, GA; Oct 11 – 13

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Global Gaming Global Gaming Expo; Las Vegas, NV; Nov 13 - 15

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IBM Sales and Marketing Contact Information

MexicoName Email

Carlos Morales cmorales@mx1.ibm.comOscar Vera overaz@mx1.ibm.comGuillermo Fuentes Hernandez, Mexico, LCR, Retail gfuentes@mx1.ibm.com

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IBM Business Partners - PartnerWorld

Team with IBM and put the power of one of the world's most respected technology brands behind your business.

Today, companies and institutions of all sizes are making innovation their top priority. IBM and IBM Business Partners are uniquely positioned to help clients innovate for competitive advantage - what we call "Innovation that Matters." IBM relies on our Business Partners as the primary route-to-market to deliver innovative solutions and services to the critical and fast-growing small and medium business (SMB) market.

PartnerWorld®, the program for IBM Business Partners, offers you a wide range of sales and marketing tools, skill-building courses, technical support and collaborative opportunities to support your business. With IBM, you have easy access to the offerings you need to innovate for competitive advantage, grow your business and drive increased profit. And you choose the support you need, when you need it.

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Business Partner Web Resource Guide

Some web sites require the use of an IBM ID and password. For best results, sign in from the PartnerWorld home page to view all entitled pages.

Web Site URLKey Home PagesIBM Retail Store Solutions Home Page www.ibm.com/industries/retail/store PartnerWorld Home Page www.ibm.com/partnerworld Global Retail Home Page www.ibm.com/retailPartnerWorldPOS & Kiosk content on PW – Sales, Marketing, Technical, Collaboration

http://www-1.ibm.com/partnerworld/pwhome.nsf/weblook/pat_pos.html

PartnerWorld Profiling System (PPS) User Guide

http://www-1.ibm.com/partnerworld/pwhome.nsf/weblook/pwp_ug_index.html

To update your PPS Profile https://www-304.ibm.com/jct09002c/partnerworld/mem/manage/mem_update_profile.html

Business Partner emblems and logos http://www-1.ibm.com/partnerworld/pwhome.nsf/weblook/emblem_welcome.html

PartnerPlan – requirement for Premier Business Partners. BPs may also work with their IBM rep to prepare a plan.

https://www-304.ibm.com/jct09002c/partnerworld/mem/mkt/partnerplan.html

Tools and ResourcesMarketing Campaign assistance, downloadable photos, text and Campaign Designer templates.

www.mymarketpro.com/bp (First time registration required)

Sales Literature On-Demand. Use this site to order brochures, white papers and data sheets

www.printers.ibm.com/sales/catalogs.nsf/agrsscatalog

Education and TestingThe Campus: Education available for all Retail Store Solutions Offerings

www.ibm.com/partnerworld/sales/systems/thecampus

Prometric Testing Site. For taking Mastery tests to meet PartnerWorld point requirements

www.ibmtesting.prime.prometric.com

Technical SupportRSSD Support Guide & Knowledgebase www.ibm.com/industries/retail/store > select support

Developer Sites for Independent Software Vendors – Web sites specifically for our developer partnersReady For IBM Retail Store Innovations

www.developer.ibm.com/retail/ready.html

Global Solutions Directory http://www-304.ibm.com/jct09002c/gsdod/homepage.do Select “Manage Solutions”

PartnerWorld Industry Network https://www-304.ibm.com/jct09002c/isv/marketing/industrynetworks/index.html

Hardware Mall https://www-304.ibm.com/jct09002c/isv/business/member/hw/na/us/hardwaremall.html

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Mark Your Calendar: May 15 - 17, 2007Plan now to join your colleagues at the 2007 Retail Store Solutions Sales Summit (RS4) in sunny Miami Beach, Florida. This important conference is designed specifically for executives and professionals from IBM Business Partner and ISV firms from throughout the Americas as well as the IBM retail sales team. It will focus on current issues facing retailers and creative ways sales teams can craft and install intelligent business solutions to meet customers’ needs.

“The Heat is ON” in Miami BeachRS4 will convene again in beautiful Miami Beach - this time within walking distance from the fun and activity of the South Beach area. Miami Beach was popular and convenient in 2006 and the Loews Miami Beach Hotel offers an exciting new venue. (http://www.loewshotels.com/en/Hotels/Miami-Beach-Hotel/Overview.aspx)

Expanded AgendaThe agenda for 2007 has also been broadened to address a wide variety of needs and interests. It incorporates your recommendations, including:Increased selections. Session tracks for executives, sales, ISVs and technical professionalsMore interactive sessions. Roundtables with IBM executives; IBM led product teardown sessionsSolution demonstrations. Meetings with solution owners and a demo of their offeringsNetworking lounge. Meeting space, network ports, workstations with printersExpanded translation services. More sessions with real time, wireless headset translation into Latin American Spanish. If enrollments from Brazil are high enough, Portuguese translations will be provided as well!

Grow Your Business through Knowledge and RelationshipsDon’t miss this great opportunity to solidify your relationships with IBM and its leading Business Partners and ISVs in 2007 while gaining valuable insights into IBM strategy, programs, and products. Reserve the date on your calendar and consider now who from your team will most benefit from attending. Watch for agenda and enrollment details coming soon to the conference website: www.ibm.com/retail/salessummit.

For information on sponsorship opportunities or for questions, please contact Nancy Greene (nagreene@us.ibm.com) in North America or Guillermo Fuentes (gfuentes@mx1.ibm.com) in Mexico.

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PartnerWorld – Premier and Advanced Level Requirements – for Resellers

To progress to the Advanced or Premier levels of PartnerWorld membership, Business Partners will earn points by developing skills, driving IBM revenue and achieving customer satisfaction. Additionally, there are minimum skills requirements which are described below.

Points RequirementsAdvanced Premier

7 Points 25 Points*

*Business Partners must have a PartnerPlan in place to qualify for Premier Level

To attain Advanced or Premier membership, Business Partners must also meet mandatory skills requirements, as specified below.

For detailed resources on program benefits and membership level criteria, visit https://www-304.ibm.com/jct09002c/partnerworld/mem/manage/index.html

Mexico Points Tables

Mexico Table Points

Capacidades/Soluciones (los mínimos obligatorios deben ser observados)

Capacidades Aprobadas 1

Solución ISV Aprobada 7

Ingresos **

$ 150K Servidor y Almacenamiento (excluyendo xSeries) 1

$ 75K PC, xSeries, Impresora y Soluciones para Tiendas Minoristas 1

$ 50K Software 1

$ 75K Servicios de IBM 1

Satisfacción del cliente

Realizó Sondeo de Satisfacción de Cliente A Través de Terceros 1

Achieved NSI:

79 – 85 2

86 – 100 4

PartnerWorld Skills Credits In order for skills to count toward your PartnerWorld level, you must pass a Mastery Skills test or a Certification.

Advanced - 3 Skills Premier - 6 Skills

Minimum of one (1) IBM sales skill Minimum of one (1) IBM Technical skillNo more than two (2) skills per individual can be

applied towards Advanced/Premier qualification

Minimum of two (2) IBM sales skillsMinimum of two (2) IBM technical skills No more than two (2) skills per individual can be

applied towards Advanced/Premier qualification

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Education: Courses needed to pass Mastery Skills Tests or Certifications may be found on The Campus at www.ibm.com/partnerworld/sales/systems/thecampus .Mastery Tests: Located on the Prometric Testing Site at www.ibmtesting.prime.prometric.com

Mastery Test CourseM402: IBM SurePOS 720, 740, and 780 Sales Professional

RE4800A, RE4800P

M403: SurePOS 720, 740, and 780 Technical Professional

RE4800A, RE4800P

M407: IBM SurePOS 533, 543, 553, and 563 Sales Professional

RE4840S, 434840P

M401: IBM SurePOS 533, 543, 553, and 563 Technical Professional

RE48405, 434840P

M408 : IBM SurePOS 300 Model 33x Sales Professional

RE4810S

M409: IBM SurePOS 300 Model 33x Technical Professional

RE4810T, RE6500

M410: IBM Anyplace Kiosk Sales Professional RE4838S, RE6500M411: IBM Anyplace Kiosk Technical Professional RE4838T, 436500

Certifications: Two Certifications available from IBM Retail Store Solutions1. Retail Store Solutions Sales Certification2. Retail Store Solutions Technical Certification

For Information and roadmaps for certifications, please visit www.ibm.com/certify

PartnerWorld Profiling System (PPS)An up-to-date profile is key to maintaining your access to PartnerWorld resources. Qualification for entitlement is based on the characteristics of your company’s relationship with IBM such as contracts, country, PartnerWorld membership level, certifications, skills and solutions.

To view the PPS Quick Reference Guide, go to: https://www-304.ibm.com/jct09002c/partnerworld/mem/manage/mem_userguide.html

To update your profile, go to: https://www-304.ibm.com/jct09002c/partnerworld/mem/manage/mem_update_profile.html For assistance with your profile, please call PWCS at 800-426-9990.

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Sales & Marketing Resources

Co-marketing ResourcesA rich set of marketing resources are available for Business Partners on PartnerWorld. From the PartnerWorld home page, select “marketing resources”. Content includes:

Case Studies Market Research reports Links to IBM corporate campaigns and more

IBM Retail Store Solutions provides downloadable content and pre-designed templates to Business Partners to use in demand generation tactics, web sites and collateral. Visit www.mymarketpro.com/bp First time users will need to register. From this site you will find:1. Product photography2. Environmental photography3. Pre-written product descriptions and copy4. Direct mail templates – Self-mailers and postcards for:

a. Specialty Retailb. Foodservice/hospitalityc. Groceryd. Write-your-own Solution

IBM Print on Demand for Retail Store SolutionsOrder your IBM collateral from the IBM Print On Demand URL - https://www.printers.ibm.com/sales/catalogs.nsf/agrsscatalog From this site, you will be able to order brochures, data sheets, white papers, case studies and more. Many of these pieces may be customized with your company contact information. A complete list of printable resources with order numbers is provided for you in this Playbook.

Collateral available from IBM Print On DemandG# Title

G507-0606-02 Food service and hospitality in an on demand worldG507-0628-05 Transforming grocery retail for an on demand worldG581-0287-01 Guided Selling for Complex ProductsG580-3980-04 Integrate to Innovate: Retail Solutions from IBM G121-0219-00 Partnering with IBM in the store for sustained competitive

advantageG581-0226-01 Item-level RFID technology redefines retail operations with real-

time, collaborative capabilitiesG581-0231-00 The path to a successful RFID-enabled store environment:

integrating processes to create valueG507-0617-05 Specialty retail for the on demand worldG210-7045-03 IBM Anyplace Kiosk spec sheetG325-2703-00 Redefine self-service through innovative kiosk solutions.

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G581-0248-00 Satisfy consumer demand for self-service and reap the benefits of self checkout

GA76-0934-02 Introducing the Next Generation of IBM Self-CheckoutG224-4711-02 IBM SureOneG224-7004-05 IBM SurePOS 300G210-7064-01 IBM SurePOS 300 ExpressG540-0667-08 IBM SurePOS 500G210-7040-02 IBM SurePOS 500 ExpressG583-0719-07 IBM SurePOS 700G583-0715-00 I SurePOS 700 Series White PaperG583-0625-01 IBM SureMark Single Station PrintersG224-4626-07 IBM SureMark Dual Station PrintersG583-0689-00 IBM SureMark Three Station PrintersG580-0586-04 IBM SurePoint DisplayG580-3184-07 IBM SurePOS ACE V5G580-0112-07 4690 Operating System V5G341-0120-02 IBM Retail Environement for SUSE LinuxG581-0185-02 IBM Store Integration Framework BrochureG581-0203-03 IBM Store Integration Framework Data SheetG220-2019-00 IBM Store Integration Framework: Plug into next generation

retailing: G220-2005-00 Ready For IBM Retail Store Innovations - Store Integration

Framework (Retailer Version)G581-0214-01 IBM Store Integrator Data SheetG581-0174-00 IBM Data Integration Facility Data SheetG220-1981-01 IBM Store Systems Management Solution SheetG220-1993-02 IBM Remote Management Agent Data SheetG583-0704-00 Ready for IBM Retail Store Innovations (POS & Kiosk) – Business

Partner and ISV BrochureG583-07113-00 Ready for IBM Retail Store Innovations (POS & Kiosk) – Retailer

Brochure

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IBM Retail Store Solutions Product PortfolioHardwareSurePOS 300TM Series With the smallest distributed footprint in the IBM portfolio, the

IBM SurePOS 300 Series delivers a tremendous amount of power in a compact design for an extremely affordable price. This cost-effective point-of-sale (POS) system can be configured as a thick-client, stand-alone solution or a thin-client, centrally controlled workstation. Retailers can also expect: Processing speeds up to 2GHz for exceptional

performance Open platform that maximizes your software choices Reliable, retail-hardened design for longer equipment life

SurePOS 500 TM Series Features a virtually tool-less design that helps enable fast, easy self-service which helps to reduce your total cost of ownership.

Supports a broad range of applications and includes models that meet specialized retail requirements

Offers tested peripherals that are system-matched to help speed implementation and provide a unified appearance

Combines extensive worldwide service and support from IBM

SurePOS 700 TM Series Premier POS for on demand retail Transforms the customer's in-store experience Delivers fast transactions and personalized service Protects your technology investment Improves reliability with a rugged, retail-hardened design Reduces total cost of ownership with superior

serviceability

IBM Anyplace Kiosk High-powered multimedia kiosk family of offerings creates new opportunities to revolutionize the in-store experience—now and in the future

Sleek, compact kiosk combines processor, flat panel touchscreen, MSR and scanner to fit virtually anywhere

Improves reliability with a rugged, retail-hardened design Added flexibility with choice of 12", 15" or 17"

touchscreens plus option of two barcode scanners

IBM Self Checkout System

Build loyalty, gain a competitive advantage, and enhance the shopping experience with the next generation of IBM Self Checkout systems. This enhanced and expanded portfolio is designed to offer faster, more reliable and more flexible self checkout, while continuing to provide the easy-to-use, speedy checkout shoppers crave. Enhancements include: Improved ergonomic design that helps enhance

customer satisfaction, loyalty and throughput New, improved features for more efficient operation and

more secure currency enclosures Increased flexibility to help retailers optimize throughput

in numerous store sizes and layouts

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Software

IBM SurePOS ACE With IBM SurePOS™ ACE for 4690 OS, supermarket, hypermarket and chain drug retailers can deploy a single point-of-sale (POS) application that helps enhance customer service, increase reliability and support an on demand business model.

IBM 4690 Operating System

Designed specifically for retail, the IBM 4690 Operating System (OS) is widely recognized for its high functionality and outstanding reliability. The latest edition, Version 5, builds on this reputation. It helps provide a safe, secure and easy-to-manage platform for advanced software in on demand retail environments. Version 5 works well in stores of different sizes and segments. It also enables retailers to run point-of-sale (POS) and e-business software side-by-side on a variety of hardware.

IBM Retail Environment for SUSE LINUX

The IBM Retail Environment for SUSE Linux (IRES) Version 2 helps enable on demand retailers to acquire the advantages of Linux, run it at the point of sale (POS) and on back-office servers, and receive outstanding technical support from IBM. Version 2 includes a distribution of SUSE Linux from Novell, Inc., now called Novell Linux Point of Service, which is modeled after the robust SUSE Linux Enterprise Server (SLES) code base. This enterprise-class operating system is optimized to work with select IBM SurePOS systems, IBM xSeries hardware and IBM middleware.

IBM Store Integration Framework

IBM Store Integration Framework is a seamless set of middleware, packaged specifically for retail, that integrates all of a retailer's devices and applications - past, present and future. Store Integration Framework provides bundled, enterprise-class software and services that are pre-integrated, packaged and configured to help retailers attract more customers, increase loyalty, increase productivity of employees and increase sales.

IBM Remote Management Agent

IBM Remote Management Agent is part of an end-to-end systems management solution, empowering retailers to manage their Store environments more competitively. It allows you to remotely monitor, collect and filter availability and utilization thresholds—down to the device level. Quickly, easily implement new technologies. Help improve IT staff productivity. Establish a common control point for all your store devices. And lower total cost of ownership for your IT systems.

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