safer planet lab services - partner services
TRANSCRIPT
© 2015 IBM Corporation
Safer Planet Lab Services
Partner Services Program
Peter Santoro [email protected]
WW Business Development LeaderJune 2015
© 2015 IBM Corporation2
Analytics Lab Services – Safer Planet
To drive faster adoption of
Safer Planet solutions through
our expertise, IP, tools and
mentoring in order to lead our
Clients to deployments, and to
increase IBM's market
presence and leadership.
Partner Services Program
To extend the Safer Planet
Mission to business partners
worldwide through sales and
technical enablement and
collaborative delivery of
solutions
© 2015 IBM Corporation3
Why Business Partners Should Work with Lab Services
Opportunities
Skills
Revenue
Software Deployments
Net New Software Opportunities
Client Success References
© 2015 IBM Corporation4
What value can our partners bring?
Market Access Thought Leadership
Special markets e.g. Police, Government, Banks
Local Language
Customer relationship, understanding priorities
Successful Delivery Setup and definition of solution
Integration of data and other products
Delivered alone, Software Services, GBS
License Selling Selling along with implementation
Expertise in linked products e.g. Security, Commerce
Customer asset management
Government contracts
Solution Development
Incorporation with your assets for resell
Hosting and management
Identifying customers who want to sell to their customers
© 2015 IBM Corporation5
Objective:
Identify Business Partners with domain expertise who can either Integrate, Resell or Bundle our Software within their own solution. Complementary services partners should be part of the Partner Services Program
Multi Pronged Approach to Partnering:
GSIs Act as Systems Integrator and major arm to our Safer Planet sales force, can also offer services, won’t resell software, strong influencer
Resellers Will resell Safer Planet software and often be the link to the client relationship, often will have domain expertise, will have Mid-Market and SaaS expertise
ASL Application Specific License partners will bundle Safer Planet software with their own solution and resell Safer Planet software
Tech Partners who offer specific solutions within industries but won’t resell, should be working with Lab Services for complex, FOAK, large engagements
Solution Generally relationship is established for technology sharing and very
specific expertise
Data e.g.. Dow Jones, Thomson, Reuters, Equifax who will offer
data subscriptions
Channel Strategy for Safer Planet
© 2015 IBM Corporation6
Why IBM Sellers Should Align Business Partners with Lab Services
• Create complementary offerings to meet client requirements
• Develop a differentiating and enduring Solution
• Drive more Revenue to IBM – Services and S&S
• Drive more $ to IBM software sellers through 2% TCV incentive
• Reduce troubled projects by staffing partner projects with IBMers
• Mitigate Project Risk by extending Lab Services’ ties to PLM to partners
• Increase the capacity and reach of Solution Sales & Services Delivery
• Accelerate deal progression
• Simplify the contracting and financing process for our clients
• Propose range of services e.g. Education (GTP), Support, Project Mgt
• Increase Routes to Market and add to the Analytics Solutions portfolio
© 2015 IBM Corporation7
© 2015 IBM Corporation8
© 2015 IBM Corporation9
Enablement
Workshops, Bootcamps, online training
© 2015 IBM Corporation10
Resources and Skills
Solutions Roles Software
i2 brand Solution Architects i2, ANB
CFM Developers SPSS
SCO Operations WebSphere
IVA Project Managers Cognos
Big Data SMEs Watson Content Analytics
Analytics ODM
DB2
Case Manager
Identity Insight
DB2
Tivoli
© 2015 IBM Corporation11
CFM Solution Architect Job Description
© 2015 IBM Corporation12
Offerings
Services Methodology
© 2015 IBM Corporation13
Offerings
Quick Starts, Reviews, Assessments, Custom Work Scope
© 2015 IBM Corporation14
Examples of Combined BP Offerings w/ Lab Services, many more
www.priority5.com
www.Ultramatics.com
EY’s Counter Fraud, powered by IBM, is configured to
combine decades of EY’s investigative, forensic accounting
and industry-specific knowledge with the big data
computing intelligence and scalability of IBM.
© 2015 IBM Corporation15
Contact Information
Peter SantoroWW Business Development Leader
770-330-7195
Jacksonville, Florida USA
How I Can Help:
• Align Partners – Channel enrolments - Lead Sharing
• Work with partners to support software sales
• Meet with partners and clients to discuss services opportunities
• Facilitate partner Sales leaders with IBM Services Sellers
• Arrange for partner enablement
• Staff partners on lab services engagements
• GTM and generate leads at events
© 2015 IBM Corporation16
© 2015 IBM Corporation17
Internet of Things
IBM Analytics Solutions Portfolio
Customer Analytics
Finance & Risk
Predictive & Optimization
Big Data Telco
Predictive
Customer
Intelligence
Sales
Performance
Management
Varicent
Social Media
Analytics
Smarter Risk
Algorithimics
Open Pages
Financial
Performance
Management
Clarity
Star Analytics
Information
Lifecycle
Governance
PSS Systems
StoredIQ
Predictive
Maintenance
and Quality
OptimizationThe Now
Factory
Asset Management
Maximo
Tririga
MessageSight
Continuous Engineering
DOORS
Rhapsody
Safer Planet
Public Safety
i2
Counter Fraud
Management
Smarter Cities
Operations
IoT Solutions
MessageSight