IBM Systems and Technology Group

Midmarket

IBM Express Seller Quick Start Guide

Keys to success in selling IBM products to midsized companies

Contents

1
Overview

2
Education and training

3
IBM marketing assets

4
Sales resources

5
Get started!

IBM Systems and Technology Group

Midmarket

Overview
As a valued IBM Business Partner, you offer your clients the technology know-how to form solutions that create measurable value for them. IBM Express Seller assists you in these efforts by providing you simplified access to many of the innovative IBM offerings that address real business needs, can be deployed quickly and are competitively priced. In addition, IBM has launched initiatives to ease entry into the market for IBM solutions and products and to make your selling easier and more effective. At the same time, we have an obligation to you, our selling partner, to create and deliver the best resources possible to help educate you, enable you and jump-start your marketing efforts. This IBM Express Seller Quick Start Guide is designed to be the first of many arrows in your Express Seller quiver by providing you direction on: 1.Developing your sales skills through focused education and training. 2.  Improving the impact of your marketing execution with IBM-provided assets. 3. Launching your selling efforts with helpful tools at your fingertips. Follow these three easy steps to hit your target every time. This Express Seller Quick Start Guide can be used along with IBMs Just Push Go Enablement Guide, which provides a week-by-week plan that integrates education, marketing and selling elements to ensure that youre building the skills you need to be successful.

Not yet a member of IBM PartnerWorld? Join PartnerWorld today to enjoy all the benefits of being an IBM Business Partner!

Registration with IBM PartnerWorld ID and password is required to take advantage of all the benefits of being an IBM Business Partner.

Overview

Education and training

IBM marketing assets

Sales resources

Get started!

IBM Systems and Technology Group

Midmarket

Education and training

Develop your sales skills.
As an IBM Business Partner, you have access to an extensive and broad range of training and certification resources to help you acquire skills that can make you more successful and demonstrate your expertise to clients. Understanding what education you should begin with can be the challenging part. As a quick start to your sales enablement education, we recommend you begin with the following training initiatives:

KYIlearn, sell and earn

KYI is a set of quick, easy-to-use interactive e-learning modules designed to help you sell moreand potentially earn more revenueby increasing your understanding of the unique features and related client benefits of IBM programs, products and solutions. Heres how it works: you earn KYI reward points by successfully completing online training modules to grow your knowledge of an IBM offering, or by recording sales of qualifying products or services. So, by combining your learning with selling you can maximize your rewards! Reward points are awarded to the individual IBM Business Partner representative. Every sales representative can, with permission from their IBM Business Partner firm, participate in the KYI program. Currently, IBM Business Partner sales representatives may elect to learn and earn or to sell and earn, or both. The availability of e-learning modulesand the sell and earn programvaries by country.

Know Your IBM (KYI) IBM Systems Connect System x Specialty

Learn and earn: As an IBM Business Partner rep, you can select online e-learning modules from IBM System x, IBM System Storage and more. The modules are designed to take 30 minutes or less time, and are interactive. When youve completed the module, you take a short quiz to see how well youve retained the information. You earn KYI rewards for successfully completing the module. Sell and earn: As an IBM Business Partner rep, you can earn KYI rewards by selling a product from the local KYI sales table. You register the invoice through the KYI website, IBM verifies it for payment and your rewards are given.

Registration with IBM PartnerWorld ID and password is required to take advantage of all the benefits of being an IBM Business Partner.

Overview

Education and training

IBM marketing assets

Sales resources

Get started!

IBM Systems and Technology Group

Midmarket

The e-learning modules are conveniently available online 24x7, and at any time you may peruse the online catalog to redeem your KYI points at virtually thousands of merchants worldwide or, alternatively, you may select a debit-card option. KYI also includes a pre-certification road map component that prepares IBM Business Partners for certification. The IBM Business Partner completes an assessment test, then the system recommends courses that will bridge the skills gap(s). Once the relevant courses are completed, the IBM Business Partner will be able to complete the pre-certification test to prove their mastery of the skill(s). KYI rewards are given for successfully completing the assessment and precertification test.

A range of module topics are included within KYI. IBM recommends that you begin with the Teaming with IBM in Small and Medium Business (formerly Express Seller) module and the modules from System x, IBM BladeCenter and System Storage. Then, explore the training modules available from Services and cross-brand education to round out your skill set. Visit the Know Your IBM website to start learning and earning today.

IBM Systems Connect

Registration with IBM PartnerWorld ID and password is required to take advantage of all the benefits of being an IBM Business Partner.

IBM Systems Connect is your global web portal for easily locating System x, BladeCenter and System Storage certification and education. Systems Connect presents easy-to-follow, flexible, focused learning activities to address a wide range of education and certifications, while helping you remain current on those skills urgently needed in the business world today. Systems Connect provides a multifaceted approach to your education, enabling you to build product and technology skills, learn how to use sales and technical resources and tools, and discover how to take advantage of IBM Channel programs, so that you can gain deeper skills faster. You choose the education track you wish to pursueSystem x or System Storage, or both.

Overview

Education and training

IBM marketing assets

Sales resources

Get started!

IBM Systems and Technology Group

Midmarket

Systems Connect helps you:

System x Specialty

Choose a sales enablement or technical enablement focus. Build the critical skills necessary to help you sell more, sell faster and sell with greater confidence. Access a select community of skilled experts and professionals. View structured road maps if you are new to working with IBM. Access flexible road maps if you are more experienced. Track your achievements as you progress through our technical and sales enablement education, which lead to advanced certifications.

The PartnerWorld System x Specialty rewards IBM Business Partners for their investment in sales and technical skills pertaining to System x technology and solutions. An IBM Business Partner firm that meets the revenue, customer reference and skills requirements can apply for the specialty. After a brief verification process, the IBM Business Partner is accepted into the specialty, signs a supplemental agreement and begins receiving benefits. Follow the steps outlined on the System x Specialty website and be sure to use the new Business Partner Technical Vitality (BPTV) Skills Dashboard to view your skill achievements, as listed in IBMs PartnerWorld Profile System (PPS), and a detailed gap analysis identifying the certifications your firm still needs in order to complete the specialty requirements. Take a lookyou may be closer to achieving Specialty than you think! Obtaining the System x Specialty also earns points toward advanced-member levels in PartnerWorld. Additionally, certification, as an industry-recognized validation of skills, is a proven differentiator in the marketplace.

Benefits to the IBM Business Partner firm vary by geography. Consult your IBM representative or visit the PartnerWorld System x Specialty website for more detailed information. To further enhance your skill set, PartnerWorld University is also available, online at no charge, to provide self-study education on a broad range of sales and technical topics. The PartnerWorld education is designed to help you develop new skills and refine existing ones, and lectures can be bookmarked and completed at your own pace. IBM recommends that you begin with the Systems College education in PartnerWorld University, then browse the additional College trainings available, as well.

Systems Connect participants must be members of IBM PartnerWorld and have an interest in creating and selling or supporting System x, BladeCenter or System Storage solutions. Join a community of skilled IBM Business Partners today by visiting the Systems Connect web portal to enroll or to learn more.

Registration with IBM PartnerWorld ID and password is required to take advantage of all the benefits of being an IBM Business Partner.

Overview

Education and training

IBM marketing assets

Sales resources

Get started!

IBM Systems and Technology Group

Midmarket

IBM marketing assets

Jump-start your marketing.
Put the power of IBM behind your marketing efforts. IBM provides a client-focused demand-generation campaign to help create more sales opportunities for you. At the same time, you can use a set of approved IBM marketing assets to drive your own campaigns. These include web-ready content, collateral, IBMauthorized copy and product images that you can use in your marketing execution.
Express Seller Toolkit IBM Express Seller Marketing Guide for IBM Business Partners

By now, you are most likely familiar with the IBM Express Seller Toolkit web resource, as well as with some of the IBM assets accessible through that portal, such as the product copy for System x, BladeCenter and System Storage and the Event Resource Kits. The IBM Express Seller Toolkit web resource is designed with a focus on getting you started on selling IBM products right away. If there is one website address that will be indispensible to you, this is it. You should continue to visit this website from time to time to reacquaint yourself with the many assets and to stay up to date on whats new. Bookmark it today.

IBM advises you also to download and review the IBM Express Seller Marketing Guide for Business Partners, available under the Marketing tab in the IBM Express Seller Toolkit. This guide provides an overview of the marketing assets, guidelines and resources available to help you execute demandgeneration activities. A version is also available for marketing service vendors, and both resources outline IBM co-marketing guidelines, describe the objective and components of each marketing asset and explain how each marketing asset can be used and how to access it.
Product imagery

Another helpful resource available to you for developing your marketing and highlighting your IBM relationship and expertise is the IBM Business Partner Marks Usage Guide.

Not yet a member of PartnerWorld? Join Partnerworld today to enjoy all the benefits of being an IBM Business Partner!

Flexible assets

Downloadable product images have been posted under the Marketing tab in the IBM Express Seller Toolkit. The imagery is updated on a regular basis.
Product descriptions/copy blocks

Downloadable product descriptions are also available under the Marketing tab in the IBM Express Seller Toolkit. These product descriptions are available as copy blocks, and you may use them for your demandgeneration activities and on your website. You may also adapt the copy as needed.

IBM develops flexible assets to help you build your own customer-facing marketing deliverables and promote select IBM midmarket offerings. The content in a flexible asset can be used to create direct mail, emails, brochures and more. New flexible assets are scheduled to be posted to the Marketing page of the IBM Express Seller Toolkit throughout the year.

Registration with IBM PartnerWorld ID and password is required to take advantage of all the benefits of being an IBM Business Partner.

Overview

Education and training

IBM marketing assets

Sales resources

Get started!

IBM Systems and Technology Group

Midmarket

Components of a flexible asset include:

Web content syndication tool

Background copy highlighting a business theme Body copy supporting that message Headline copy Listing of recommended offerings Sample legal copy Sample financing copy Product offering copy Links to download product imagery from the IBM Express Seller Toolkit on the IBM PartnerWorld website

This IBM asset lets you augment your website with complete, compelling marketing assets to help you generate leads and drive sales with minimal effort. You can customize the content to include only the IBM products and services that you carry. Using the IBM-authorized content available through the web content syndication tool can help you to:

IBM recommends that you first syndicate the product showcases available for System x, BladeCenter and System Storage products. To complement the hardware offerings and gain the competitive advantage of offering an IBM cross-brand portfolio, also consider syndicating content available from Software and Services. To learn more, visit the IBM web content syndication page.
Develop your marketing plan

NOTE: IBM requires all Business Partners to footnote each IBM trademark reference on all advertising and marketing collateral. Access the IBM copyright and trademark information web page to verify any IBM trademarks referred to in your marketing.

Transform your website into a powerful tool that your sales team can use in presentations with prospects and existing clients. Enable your team to send prospects to your website for in-depth product and service information. Demonstrate your expertise and the depth of your relationship with IBM services, software and systems. Retain customers and prospects on your website for all the information they need.

Access marketing resources and tools to help you efficiently and effectively build your marketing plan and reach potential customers by exploring the additional marketing assets available on the PartnerWorld website.

Registration with IBM PartnerWorld ID and password is required to take advantage of all the benefits of being an IBM Business Partner.

Web content syndication is easy to implementall you need to do is add a single line of HyperText Markup Language (HTML) code to your website to start receiving regular, automatic updates from IBM. Best of all, its available to you at no charge and the setup is simple and takes less than an hour.

Overview

Education and training

IBM marketing assets

Sales resources

Get started!

IBM Systems and Technology Group

Midmarket

Sales resources
Get started with your selling today.
IBM understands that one of your primary goals is to quickly grow your business. IBM has a number of sales assets available to help you easily manage opportunities across the sales cycle and help you make the most of each sales opportunity. These resources include the following:
IBM Pre-Sales Advisor tool

Check distributor stock availability. Offer technical information to end-user customers. Provide competitive selling points. Obtain information on the latest promotions and incentives

Here are some quick links to our frequently visited product resource and reference pages:

Register today for the Pre-Sales Advisor tool.

IBM Quick Reference Guides (QRGs)

WW System x Sales Plays and Tactics High Volume Master Resource Kit BladeCenter Master Resource Kit System x eX5 Resource Kit

To help you get started selling specific IBM products, the Pre-Sales Advisor tool is accessible under the Support tab in the IBM Express Seller Toolkit. The Pre-Sales Advisor tool increases the ease of doing business with IBM for System x, BladeCenter and System Storage products. It is a simple-to-use, web-enabled pre-sales solution that provides a guided process workflow to access pre-sales information and tools that enable you to:

View detailed product specifications. Find and build a validated system by family, business use, competitive comparison or technical specification from a simplified view.

Use the QRGs to help you sell targeted IBM product offerings and introduce sales plays. The QRGs include target audience, value proposition, questions for potential customers, average deal sizes and links to more helpful information. You can access the QRGs supporting midmarket sales plays or access QRGs for individual product offerings. QRGs are a great place to start to learn about the product portfolio you will be selling. With customer pain points and effective responses at your fingertips, you can help your customers make the right choice to address their needs.

This is the best starting point to becoming a sales expert on IBM products. Bookmark these pages and visit them often!
Sales proposal templates

Registration with IBM PartnerWorld ID and password is required to take advantage of all the benefits of being an IBM Business Partner.

IBM also provides IBM Business Partners access to proposal templates that offer you a fast way to deliver high-quality proposals for your sales opportunities. The quick proposals are a great place to start for both solicited and unsolicited proposals. Simply download the appropriate quick proposal template document from the available listing and customize it for your opportunity by adding the content youre interested in presenting. Access the Quick Proposal templates to get started.

Overview

Education and training

IBM marketing assets

Sales resources

Get started!

IBM Systems and Technology Group

Midmarket

Get started!
Grow your business.
Take advantage of the many benefits and resources available from IBM. IBM PartnerWorld provides you access to IBM training, marketing, selling and technical resources to help you quickly progress and close deals. IBM knows how important it is for you to focus on the needs of your customers. These many resources are designed to save you time and energy and quickly get you started building your IBM business and selling today!

Index of web resources

Syndication support registration: www.

syndicationsupport.com

IBM PartnerWorld: ibm.com/partnerworld PartnerWorld registration: ibm.com/partnerworld/

pwhome.nsf/weblook/pub_join_allBPs.html Know Your IBM: ibm.com/partnerworld/knowyouribm IBM Systems Connect: ibm.com/partnerworld/ systemsconnect System x Specialty: ibm.com/partnerworld/ systemxspecialty IBM Express Seller Toolkit: ibm.com/partnerworld/ express-seller IBM Copyright and trademark information: ibm.com/ legal/copytrade.shtml Web content syndication tool: www-304.ibm.com/ partnerworld/wps/servlet/mem/ContentHandler/mkt/ mkt_comp_syndication.html/lc=en_US

IBM Business Partner Marks Usage Guide: ibm.com/ partnerworld/pwhome.nsf/weblook/emblem_welcome. html IBM Midmarket Quick Reference Guides: www-304. ibm.com/partnerworld/wps/servlet/ContentHandler/pw_ com_pas_index Quick Proposal templates: www-304.ibm.com/ partnerworld/mem/sell/pat_sw_quickprotemp.html IBM Pre-Sales Advisor tool: http://presalesadvisor.com Benefits and resources for IBM Business Partners:
www-304.ibm.com/partnerworld/wps/servlet/ ContentHandler/pw_av_res_index

Registration with IBM PartnerWorld ID and password is required to take advantage of all the benefits of being an IBM Business Partner.

Overview

Education and training

IBM marketing assets

Sales resources

Get started!

10

 Copyright IBM Corporation 2013 IBM Corporation Systems and T echnology Group Route 100 Somers, NY 10589 Produced in the United States of America January 2013 IBM, the IBM logo, ibm.com, BladeCenter, PartnerWorld, System Storage, and System x are trademarks of International Business Machines Corp., registered in many jurisdictions worldwide. Other product and service names might be trademarks of IBM or other companies. A current list of IBM trademarks is available on the web at Copyright and trademark information at www.ibm.com/legal/copytrade.shtml. This document is current as of the initial date of publication and may be changed by IBM at any time. Not all offerings are available in every country in which IBM operates. THE INFORMATION IN THIS DOCUMENT IS PROVIDED AS IS WITHOUT ANY WARRANTY, EXPRESS OR IMPLIED, INCLUDING WITHOUT ANY WARRANTIES OF MERCHANT ABILITY, FITNESS FOR A PARTICULAR PURPOSE AND ANY WARRANTY OR CONDITION OF NON-INFRINGEMENT. IBM products are warranted according to the terms and conditions of the agreements under which they are provided. Please Recycle

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