ibm cloud partner accelerator

IBM Cloud Partner Accelerator

22

Enable IBM Cloud Partners to leverage the power of IBM in order to enhance their go tomarket efforts and speed their business growth

Turbocharging Revenue Growth for IBM Cloud Business Partners

IBM Cloud / Next Gen Partner Accelerator / January 2019 / © 2020 IBM Corporation

Promote partner go-to-market success

Leverage the value of the IBM

Deliver the right support at the right time for the partner

3

Impact Workshop Engage Workshop

3

Partner & IBM resources team up

for an interactive, half-day 1:1

session to create a joint

customer acquisition play

Interactive, 1-to-many workshop

enabling partner to build a

go to market plan leveraging IBM

IBM Cloud Partner AcceleratorESA/ISV, xSP, VAR, xSI and other partners

IBM Cloud Partner Accelerator / Q2 QBR/ April 9, 2020 / IBM Corporation Confidential 3

ImpactCustomer Acquisition Workshop

4IBM Cloud / Next Gen Partner Accelerator / January 2019 / © 2020 IBM Corporation

Team with IBM resources in an interactive, half-day 1:1 workshop to:

• Drive faster customer acquisition

• Strengthen your competitive position

• Leverage strategic market opportunities

• Launch new products and services

• Enter new markets or expand existing

• Generate greater share of wallet

• Harness the power of the IBM portfolio

To set up your IMPACT customer acquisition workshop contact:

• your IBM Cloud rep or

• Jeff Ballard, IBM Cloud Market Development

We bring the appropriate sales,

marketing and other subject

matter experts to work with your

team to identify and develop:

• Strategic issue / theme

• Target customer profiles and personas

• Customer journey

• Industry opportunities and resources

• Digital marketing execution

• Required tactics and deliverables

• Timeline, budget & owners

• Critical success factors

http://us.ibm.com

The goal of this half-day workshop is to create a joint actionable customer acquisition plan.

• Key issue / theme for the initiative

• Target customer profiles and personas

• Potential industry opportunities and resources

• Digital marketing execution focus

• Required tactics and deliverables

• Timeline, budget and owners

• Critical success factors


Time Mins Topic Description Presenter 9:00 20 Kickoff • Welcome & Introductions

• Review roles, assign scribe • Review workshop goals

IBM Workshop Lead

9:20 60 Offering Overview

• Target customers • Define problem encountered • Detail the offering • How it address the problem • Compelling event • Identify competitors

o How this offering is different

< BP Prod Mgr>

10:20 30 Revenue Targets

• Territory, AE, channel, etc • What percent of that is IBM

<BP Sales>

10:50 15 Break 11:05 60 Technical

Needs Review Review by Business Partner Sales Team/Territory: • Revenue targets • Sales plans for accomplishing targets • Support needed

<BP Tech>

12:05 30 Sales Needs Review

Overview BP sales organization responsible for driving the revenue, including: • Territories/teams • Enablement status

< BP Sales>

12:35 30 Lunch 1:05 120 Go-to-Market • Positioning Statement

• Why to Buy Statement • Prioritize target audience – Industry, title,

etc. • Current demand generation plans

o Campaigns/programs o Tactics - events, digital marketing, assets,

etc. • Support needed

<BP Mrktg>

3:05 20 Wrap up & Review

Review all action items, including timing and assignments Parking lot items

IBM Workshop Lead

3:25 Close Workshop

The Impact Agenda Sample Agenda

6

Cognitive

Silver Lining Solutions Webinar Series

(Monthly)

Cloud 9 Industry Podcast Series (Semi-Monthly)

Coaching Calls (Monthly)

“Solutions-to-Go” Pipeline Development Program

IaaS Training / Sandbox

Social Media ResourcesPartner Profiles &

Solutions Listings

Client-Facing Sales Tools

Compete Webinar Series (Monthly)*Product

Solutioning Guide (ISV/ESA)

Incubator Community Portal

Incubator Newsletter

Incubator On-going Engagement & Support Elements

2020 SCHEDULE

3/31-4/1 Virtual

5/19-21 Virtual

6/23-25 Virtual

9/16-17 Dallas, TX

10/14-15 Toronto, ON

11/18-19 New York, NY

TARGET PARTNERS

IBM Cloud partners looking to leverage the power of IBM to go to market, including:

• ESA/IP Builders• Service providers

(MSP, CSP, etc.)

• Value Added Resellers• Systems Integrators

EngageGo to Market Planning Workshop

On-going Content

Designed to help IBM Cloud partners grow their business, this working session brings you the subject matter experts,content, and resources to leverage the power of IBM to:• Develop a winning go-to-market plan• Discover how to Recruit & Retain Active Customers

Everywhere (RRACE)• Leverage the latest market trends and analysis



Day 1 11:00 – 1:30 Eastern Day 2 11:00 – 1:00 Eastern Day 3 11:00 – 1:30 Eastern

Let’s RRACE! To Win in today’s market, we need to Recruit & Retain Active Customers Everywhere

Jeff Ballard, Cloud Market Development Leader

RRACE: Winning with a Journey MindsetThe value of putting customers at the center of your business

Kerry Bodine, Author, CEO, Bodine & Co.

Navigating the Disruptive MarketA market overview that uncovers where the opportunities are

Guy Kurtz, Cloud Ecosystem Leader

Value Mapping Sales SuccessStreamlining your selling cycle for greater effectiveness and results


Bolstering Your Solution: An IBM Portfolio ReviewOverview of the IBM Cloud related portfolio, including Cloud, Watson, IoT Security,, Analytics, Blockchain, etc.

Chris Rosen Pavel FerreriProgram Director Cloud EcosystemOffering Mgmt Evangelist

GTM with IBMThe IBM programs, and resources to leverage for a more powerful GtMJake Zeeman, Cloud Market Dev

GtM Workbook ReviewQ&A, gaps, discussion


Thriving in the Age of Disruption: You Can’t Win if You Don’t RRACE!

ENGAGE Virtual Workshop Agenda:


Day 1 11:00 – 1:30 Eastern Day 2 11:00 – 1:00 Eastern Day 3 11:00 – 1:30 Eastern

Let’s RRACE! To Win in today’s market, we need to Recruit & Retain Active Customers Everywhere


Thinking & Working Customer CentricThe value of putting customers at the center of your business

Kerry Bodine, Author, CEO, Bodine & Co.

Navigating the Disruptive MarketA market overview that uncovers where the opportunities are

Guy Kurtz, Cloud Ecosystem Leader

Value Mapping Sales SuccessStreamlining your selling cycle for greater effectiveness and results


Bolstering Your Solution: An IBM Portfolio ReviewOverview of the IBM Cloud related portfolio, including Cloud, Watson, IoT Security,, Analytics, Blockchain, etc.

Chris Rosen Pavel FerreriProgram Director Cloud EcosystemOffering Mgmt Evangelist

GTM with IBMThe IBM programs, and resources to leverage for a more powerful GtMJake Zeeman, Cloud Market Dev

GtM Workbook ReviewQ&A, gaps, discussion


Thriving in the Age of Disruption: You Can’t Win if You Don’t RRACE!

ENGAGE Virtual Workshop Agenda:

ENGAGEWorkshop

Partners

1. IP Builders• ISVs• Born on Cloud• Integrating Cloud

with existing products

• VARs in Transition

2.VARs

3.Managed Services Providers• MSPs• CSPs• XaaS providers

4.Consultancies• GSIs• RSIs

ROLES

1. IP/Portfolio Managers• Executives• Product management

2. Sales• Sales exec• Cloud sales

3. Marketing• Product marketing• Marketing manager

4. Management• C-suite execs

5. Cloud Champions

REQUIREMENTS1. Must Have

• Have signed IBM agreement

• Be leveraging their own IP for a solution

• Be committed to actively participate

2. Should Have• Integrated cloud

into solution• Cloud solution

offering – current / in development

• Cloud champion• Defined Cloud

marketing strategy

3. Nice to Have• Approved IBM

enablement program participation 8IBM Cloud / Next Gen Partner Accelerator / January 2019 / © 2020 IBM Corporation

Who Should Attend?

Getting Results

IBM Cloud / DOC ID / Month XX, 2018 / © 2018 IBM Corporation

Say Workshop helps them

understand how to work with IBM to

drive growthwill implement skills from the workshop within 6 months

223 PartnersISV, CSP, MSP, RSI, GSI, VAR

US, Canada, UK

Coaching Calls average

50+attendees

each month97

359 Membersin community of

BPs, IBMers, Disties, and CTAs

%

Breakout by Type

Incubator Base

50%FASTER

Than the overall base

Incubator Partners GrowDelivers Partner-Valued Content

out of 5

Addresses Cross Portfolio Interest


What Partners are Saying…

Good job overall!

It was all around great

Keep doing what you are doing.

Excellent team building with the cooking class!

Workshop is really great

The workshop was a very good way for me to learn about the IBM Cloud ecosystem and network with IBM partners

Very interesting sessions help me understand better the IBM offering and how we will be able to better use the resources. Good start for now!

Lots to follow up on.

Great event. A lot of good information

This is a very well organized, intelligent & relevant workshop

Say the program Helps me understand how to work with IBM to drive growth96%

A sampling of partners’ responses on workshop surveys…


Becoming a cloud mixologist

means ensuring your solution can:

• run on the right clouds

• Span across multiple environments

• Withstand the test of evolving

standards and regulatory compliance

• Schedule TBD


Goal: Drive awareness for IBM Cloud within the ISV/xSP community• Meetup style event

• Heavy networking, light agenda

• Targeting • White space partners• Target IBM partners not in cloud• Augment with NPA partners

Silicon Valley

Toronto

Washington, DC

Dallas

New York, NY

Accelerator Events2020 Schedule

Date City

3/31-4/1 Virtual

5/19-21 Virtual

6/23-25 Virtual

9/16-17 Coppell, TX

10/14-15 Markham, ON

11/18-19 New York, NY

12

IBM Cloud / Next Gen Partner Accelerator / January 2019 / © 2020 IBM Corporation

Atlanta

Chicago

Los Angeles

Minneapolis

Boston

Austin

Miami

Engage Workshops

Date CityCloud Partner Mixers

TBD

Next Steps: Partners


As easy as…1 Register

• Register your attendees for the workshop

• Download and do all workshop pre-work• Make all necessary travel plans to ensure full participation,

including the networking session

2 Attend• Actively participate in the session presentations and

conversations• Engage with others during the workshop

• Complete go to market planner as much as possible• Identify key needs for you to succeed

3 Follow Up• Conduct in-person/phone follow ups as needed

• Follow through on actions and timelines as defined• Meet with your seller and IBM Cloud team for additional

needs, follow ups

For more information contact:

14

Jeff BallardIBM Cloud Channel Market Development LeadNorth America—[email protected]+1-949.378.9130ibm.com

IBM Cloud

Jake ZeemanIBM Cloud Channel Market Development—[email protected]+1.815.530.9651ibm.com


ibm cloud partner accelerator

Documents