CEMA Software Group Channels Technical Sales 2005 Elena Georgieva Sales Manager NDB Ltd.

1. CEMA Software Group Channels Technical Sales 2005 Elena Georgieva Sales Manager NDB Ltd.

2. Channels Technical Sales – Roles and Missions in 2005 • Channels Technical Sales Team (SWIT) Missions in 2005 : • Pool of IT Specialists from all SW Brands and SW IT Architects • Provide SW Technical Sales support for Business Partners (T1, T2, ..) • Consult Business Partners on IBM technical support options (VIC; TECs, IICs, Techline, IDR, Brand teams, other SWITs…) • Provided support : • Enable to Sell – in the context of an Enablement Plan (PEP) • Sell with support – opportunity pre-sales support • Implementation support – first time implementation • CEMA Channels Technical Sales Setup

3. Channels Technical Sales – Roles and Missions in 2005 Pan EMEA Technical Teams SW Channel Sales (SSR BP) SW Channel development (BDM) PartnerWorld Contact ServicesSWIT/TSS Community Business Partner Channel Opportunity Based (Siebel) Technical enablement based on enablement agreed plan Technical support based on entitled benefit SWIT CEMA IT Architects/Specialist WebSphere Resource Assigned CEMA TSS/SWIT community Data Mgmt Request Tivoli SWIT Lotus SWITAs SWG Services, Educ Centers, …. Reports & metrics = SWIT touched Channel Revenue, Enagegements

4. Technical Support Options • Partnerworld • Migration Station • Developerworks • Virtual Innovation Center • Techline • IBM Innovation Centers (IICs) • BP Compass • Beta Programs via PIC VAD

5. Partnerworld Program • Partnerworld is the IBM partner program for all BPs • HW partners, SW partners, ISVs, Resellers, Integrators • http://www-1.ibm.com/partnerworld/pwhome.nsf/weblook/pub_ben_pat.html • Offers sales, marketing and technical assistance • Training and certification • http://www-1.ibm.com/partnerworld/pwhome.nsf/weblook/pub_ben_valuepack.html • Technical Resources and Support • http://www-1.ibm.com/partnerworld/pwhome.nsf/weblook/pub_ben_trs.html • Value Package highly recommended for advanced technical support • http://www-1.ibm.com/partnerworld/pwhome.nsf/weblook/pub_ben_valuepack.html VAD

6. Migration StationA Particular Project requires Particular Support http://www-106.ibm.com/developerworks/ondemand/migrate/ Tools, online tutorials, classes, forums, roadmaps, webcasts, services and much more to put migration on the fast track • Database track • From MS SQL, Oracle, Sybase, ... -> Db2 • App server track • From traditional prgm languages, newer J2EE, .NET based -> Websphere family • Java track • From traditional applications -> Java and open-standards based programming • Linux track • Your applications, mail servers, OS -> Linux • Lotus track • From MS Exchange environment -> Lotus Notes and Domino -> Web Services and Portal Apps

7. Technical Programs and Offerings Developerworks http://www-130.ibm.com/developerworks/ Alphaworks http://www.alphaworks.ibm.com/ Redbooks http://www.redbooks.ibm.com/

8. Virtual Innovation Center - VIC

9. Techline Supports ... • Product information • Features and positioning • interoperability and compatibility • Versions, releases, pre- and co-requisites • Technical marketing bullets • Proposal Support: RFI and RFP paragraphs • Remote Presentations and Demonstrations • Three way customer calls with ibm.com Telesales • Solution Server Sizing (Websphere, DB2, Tivoli, Domino, ERP, etc) • HW and SW Configuration support • 1st level for IBMers • 2nd level for Partners* • Solution assurance information • Competitive Information What others provide: Defect Support, “How To” information • Software Group Portfolio • WebSphere • Data Management • Tivoli • Lotus • Rational (routing to …) • Software on zSeries platform • eServer and OS • zSeries, z/OS, S/390, MVS, VM, VSE • iSeries, AS/400, OS/400 • pSeries, RS6000, AIX • xSeries and IntelliStations • Desktops, Laptops and ThinkVantage • Storage Systems • Printing Systems • Cross-Brand solutions • Linux on all platforms • Competitive information

10. How to raise a request to Techline? • Primary access to Techline is electronic • Eligibility: Partners with Value Package Benefits: allows written assumptions and study results (files attachments) • available out of working time • allows forwarding the request to another specialist if needed • automatically routed to, and picked by the first available skilled specialist

11. IBM Innovation Centers (IICs) On-Demand On demand “Assist Business Partners in delivering on demand solutions through events, education, briefings, and on-site and remote access to design, benchmarking, porting and enablement services” • Ensure that each center has adequate skills, tools, and technology to meet the demands of our Business Partners • Drive Business Partners to enable on strategic IBM technologies in support of emerging business opportunities • Achieve high overall customer satisfaction ratings

12. Testing IBM Innovation Center offers test environments for new functionality IBM ProductConsulting Proof of Concept Support for proof of concepts involving IBM middleware / hardware Consulting regarding IBM products and hints/tips for coding, e.g. regarding performance, stability, security Prototyping Support for generation of smaller prototypes including new IBM products / technologies Porting to IBM Platforms Technical support for portings to one or several IBM platforms Validation Testing of ISV solutions based on IBM middleware / hardware and open standards Integration Integration testing of ISV solutions in complex environment Performance / Scalability Testing Load tests and generation of sizing guidelines based on ISV solutions on IBM platforms IBM Innovation Center Offering Innovation Center

13. IIC Bratislava (contact: Robert Lvoncik) http://www.developer.ibm.com/spc/bratislava.html IIC Budapest (contact: Gabor Banyai) http://www.developer.ibm.com/spc/budapest.html IIC Moscow (contact: Alexander V Ivanov) http://www.developer.ibm.com/spc/moscow.html IIC Prague (contact: Jaroslav Straka) http://www.developer.ibm.com/spc/prague.html IIC Warsaw (contact: Igor Zacharjasz) http://www.developer.ibm.com/spc/warsaw.html EMEA IIC Homepage (useful list of available classes and workshops): https://www.developer.ibm.com/spc/events/index.html IBM Innovation Centers in CEMA Innovation Center

14. IBM Software Group BP Compass Skills Roadmap per brand/product and training recommendations Easy Format (.xls) with most recent weblinks Updated Version of the IBM Software Technical Support Handbook (April 2005) Flyer for ISVs – how to get started with IBM Software (available via BPRs and Channel Mktg)

15. Alpha and Beta ProgramsIBM Product Introduction Center Tools, online tutorials, classes, forums, roadmaps, webcasts, services and much more to put migration on the fast track • Alpha Programs typically supported out of Partnerworld for Developers • Beta Programs Participation extremely well received by BPs • On Invitation from IBM only – via your local IBM Business Partner Representative • IBMers: Subscribe to PIC and inform you partners on relevant betas • Participation requires signature of non-disclosure for not yet announced code • PIC supports Beta participants strongly • (Technical) competitive advantage in BP ecosystem – gaining knowledge early • Special recognition for Beta participants

16. Make Winning forour Partners Personal Any question ? Please drop me an email ! Renate Maier, renate_maier@at.ibm.com