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IBM Software Group

IBM Software Group. Benelux Best Practice Linking SMB and Partner marketing. Integrated plan throughout the year based on the following: Started off with channel capacity workshops (by brand, BP reps, SMB coverage rep) Generic enablement plan created with tech team on the back of this

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IBM Software Group

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  1. IBM Software Group Benelux Best Practice Linking SMB and Partner marketing

  2. Integrated plan throughout the year based on the following: Started off with channel capacity workshops (by brand, BP reps, SMB coverage rep) Generic enablement plan created with tech team on the back of this Setup of overall marketing plan: major focus on 1 or 2 brands per Q (based on launches) Enablement plan around focus themes additionally added to BP enablement plan Duplication of the messaging and leadgen by partner in following Q around solution SWAC activities in support of themes (leadgen) Semi yearly SWG only event for BPs Participation in BPO organised meetings (Quarterly BP Brand meetings) – focus on same themes NEW: Currently refining the approach: Selection by SMB reps of themes in support of mktg themes but solution oriented (see later) Setup

  3. Integrate SMB and partner marketing more closely Map solutions Ensure BP buys in to IBM strategy Inform them about offers and promos avail Maintain relationship with major BPs Enable them on new offerings and comarketing programs Launch of SVI Announce BPtechnical enablement sessions Try to penetrate in SMB market with our vast BP network Objectives

  4. Brand marketing is pushed to SMB the same way as for Cluster. The SMB markets however require a solution approach tailored to the SMB needs and where appropriate market segments (NL). The core team will select the market priority in conjunction with input from SMB sales

  5. Channel Business Development resources (for additional recruitment) Solution mapping – which partner - which solution – which industry Issues to overcome

  6. Selecting appropriate topic(s) Ensuring BP network is in place Identifying the solutions partners can offer Selecting targeted industry specific solutions where appropriate Creating end to end campaigns around these themes IBM positions generic message in the market IBM enables partners IBM identifies BP with solution linked to the message proposed BP follows up with sector specific leadgen activities (key: hands on, with reference and repeating) New and refined focus lies on:

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