An Opportunity for Growth and
Profit with IBM
Michael Connolly
IBM Client Director
[email protected]
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
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Thank
You
VTN MEMBERS
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
070502_2
AGENDA
 Grow with IBM and Ingram
 Testimonial – Jim Veraldi
– Executive Vice President
Microstrategies
 Angelica Horaitis –
– IBM Vice President
Opportunity for
Growth
and Profit NOW,
Next Year and
Future Years!
 Contest !!
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
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IBM – Ingram Advantage
Helping our partners – “DO”
• Business Planning
• VAR skill building
• Inside and Field technical and sales support to
work with you from identifying to installing
• Effective Demand Generation
• It’s a long term partnership
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
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A Wealth of Partner Support
Industry Leading Products
Best-of-Breed Incentives
World Class Enablement & Technical Support
Significant Sales Investments
Proven Go-to-Market Programs
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
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The IBM Business Partner Proposition
PARTNERWORLD -- Join at no Charge!
Training and Certification
You Pass We Pay
Subject Matter Expert
Worldwide Marketing Programs
Professional service reselling
Sales Connections
IGF Financing and Leasing
Value Package
Software Value Incentive
Virtual Innovation Center
Value Advantage Plus
Business Partner Innovation Centers Co-Marketing
Development funds & Support
Funds
Campaign Designer
Marketing Intelligence & Planning
PartnerWorld Industry Networks
Increase
…and much more!
Revenues
Improve
All Focused to:
Cash Flow
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
Decrease
Expenses
070502_6
IBM Business Partner
Jim A. Veraldi
Executive Vice President
Micro Strategies Inc.
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
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IBM Portfolio provides
integration opportunity
Servers
–
–
#1 in worldwide server sales - $22B in 2006
New Express Offerings for SMB
Storage
–
–
–
World leader in total storage and tape sales
New entry leadership products
New Express Offering for SMB
Software
–
–
World leader in middleware, 2nd overall
Growth through partners was 11% in 2006
Services
–
–
ServicePac, Implementation services, RTS
Tools to help renewals, packaging
Financing
–
–
–
Working Capital for Growth
 Inventory, Receivables, Payables, and more
New Speed and Simplicity - $500,000 credit in minutes
Flex pay, 24/7 access, client pre-approval
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
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IBM BladeCenter S
Ann: Sept 25
All-in-one gets you up and running fast
GA: Dec 18
 Integrated business-in-a box foundation
with configurable shared storage
 Big IT results even from the smallest IT
staffs to deliver big IT results
 Easy with “select-and-click”
configurability
 Office-friendly 110v power
 Grows with your business
 Optimized for small office environments
Podcast: BladeCenter S
9
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
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$torage Million$ Mania Checkli$t
Incentives
New Sell More Blue grid with improved discounts
Express Seller Storage pays you a 2% rebate
SMB First-in-Enterprise Incentive offers up to 9.7% rebate
 Storage Co-Marketing
Use Partner Rewards Co-marketing dollars
 $5 K for Member partners, $8 K for Advanced partners, $12 K for
Premier
Premier partners can get $10K for DS4000 marketing
Seller Enablement
Sales kits and proposal inserts to build opportunities
Loaners or trial units
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
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Introducing…
IBM BladeCenter and Storage
Solution Centers
 A new program to enable leading
business partners to work with IBM to
establish targeted centers to showcase
blade and storage technology for small
and medium business clients
Join the team
of IBM Business Partner leaders
on the technological forefront of
IBM BladeCenter and storage
solutions
 Exclusive skill building, leasing
equipment acquisition programs and
marketing and sales support to drive
Center success and revenue
ibm.com/partnerworld/bssc
Partner Commitment:
Blade & Storage Skill Certifications
Onsite Equipment
Demo Capability
Program Benefits:
Recognition as an IBM Blades Leader
Quarterly Bonus for to offset Center Investment
Equipment Lease Programs
Community Support
Demand Generation Support
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
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IBM Energy Efficiency (Green)
Offerings
Diagnose
Build
 Optimized Airflow Assessment for Cabling GTS
 Scalable Modular Data Center-GTS
 Integrated Rack Solution -GTS
 Data Center Global Consolidation, Relocation
Enablement, Green-Facilities Services-GTS
 IBM BladeCenter-STG
 IBM System Storage –STG
 IBM System x - STG
 IBM System i -STG
 IBM System p -STG
 IBM System z -STG
 IBM Blue Gene -STG
 Energy Efficiency Project Financing - IGF
 Networking SPL - GTS
 Strategy & Architecture SPL - GTS
Diagnose
Manage &
Measure
Build
Green Data
Center
Virtualize
Virtualiz
e
 Virtualization
on IBM Systems and IBM System StorageSTG
 IBM Emerging Server Technology Services - VMware -GTS
Cool
 Data Center Energy Efficiency AssessmentGTS
 Data Center Thermal Analysis and
Optimization Facilities Integration-GTS
 IBM Optimization and Integration Services:
Server Consolidation-GTS
 Accelerator for Rationalization -GTS
 IT Systems Energy Efficiency AssessmentSTG
 Data Center Health Audit for IT-STG
 Server and Storage Power/Cooling Trends
and
Data Center Best Practices-STG
Manage & Measure
 IBM Systems Director - PowerExecutive &
Power Configurator – STG
 Tivoli Provisioning, Monitoring, Usage &
Accounting Mgr –SWG
 Environmental compilant, secure disposalIGF
Cool
 Rear Door Heat Exchanger- STG
 Data Center Stored Cooling Solution- GTS
 Installation Rear Door Heat Exchange Installation- STG LBS
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
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Infrastructure Technology
Solutions Division
 The field resources necessary to make resellers successful in the
high-revenue Enterprise market.
- Field-based Business Development Managers
- Field-based Vendor Channel Managers
- Filed-based Solutions Engineers (Vendor specific)
- Extensive Inside Sales teams (Vendor specific)
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
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IBM High Volume Strategy
Angelica Horaitis
Vice President
IBM High Volume Sales
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
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3 Key Points ………….
1. Why we do it
-- the market
2. How we do it
-- people, products, processes
3. What you can do
-- call to action; call to profit
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
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The Market is HUGE and Exploding !!
Americas Mid-market x86 Growth
2004
$4.9B
 The Worldwide Mid-market x86
opportunity for 2007 is $32.0B
 The Americas Mid-market x86
opportunity is $6.7B
2007
$6.7B
2010
$7.9B
 Plus Americas Mid-market
Storage opportunity is $4.5B
Note: This report is based on analysis done by an IBM Market Intelligence Department. This document is not meant
to be a statement of direction by IBM nor is IBM committing to any particular technology or solution. This
document has been prepared for the IBM Sales channels, including IBM Business Partners.
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
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Customer Wants and Buying Behavior
Our 2007 Mission:
Accelerating SMB Growth thru High Volume
Small
Quantity
Purchases
Easy to Buy,
Install and
Manage
Competitive
Price
Investments
For Growth
Simple
Competitive
Express
Seller
Offerings
Fast Delivery
Available
Business Partner
or TeleWeb
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
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Continued Investments
in the Express Seller Strategy
Key Business
Partners
Portfolio
Marketing
Management
System
Coverage
Incentives
18
Barron’s :
“IBM investors may soon be smiling like CEO
Palmisano, as Wall Street comes to realize that
Big Blue’s reinvention as a software giant gives
it a steadier, more profitable business.”
Business Week :
“Software is not only the fastest-growing
but the most entrepreneurial and the most
profitable part of IBM.”
.”
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
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Business Partner Profitability Tool
A downloadable cross brand business planning tool that helps
IBM Software Business Partners analyze incremental
investment and return when investing in IBM Software
solutions.
 What is it?
–
A key tool to help in business planning and expanding your business
with IBM Software
 How will it help me?
–
It will provide very quick estimates on incremental costs and potential
return on over 40 IBM cross brand software solutions
–
Tool includes likely configurations, average software price, sales
cycle and service drag, as well as recommended minimum
enablement roadmaps
–
Very easy to customize and navigation is straightforward
 Where can I find it? ww.ibm.com/partnerworld/profitability_tool or
www.ingrammicro.com/ibm
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
070502_20
JUST ANNOUNCED THIS MORNING -Grow Your Business with IBM Software
 Grow profitability by expanding your presence at your
clients
 Based on your existing skills & selected to meet most
pressing customer needs (product to product scenarios)
 Tool provides ability to: Identify Best Scenario, Gauge
Investment, Get Started with Training, Sales Tools
“In 2007, 75-85% of
revenue generated by
Partners will come from
their installed base”
(source: CHANNELCORP)
Customers are more
likely to buy (and buy
more) from a vendor they
already know.
 60 cross-brand sell scenarios
If you sell:
Lotus Notes
WebSphere
Application Server
WebSphere
Portal
Content Manager
System X, P, I
Workplace
Forms
X-Sell to:
Commonstore
for Lotus
Domino
ITCAM for
WebSphere
TAMeSSO
OmniFind
Tivoli Storage
Manager
Content
Manager
Which
Does…..
E-Mail
Archiving
Manages all
applications
running on
WAS
Enterprise
Single
Sign on
Enterprise
Search across
multiple
repositories
Manage all
your storage
devices
Common
repository for
all types of
content
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
070502_21
Software is Profitable
 Software tools on-line
– BP Profitability Tool available online & at www.ingrammicro.com/ibm
– Grow your business tool announced today
 Earn & retain high profit margins
– Leveraging the right tool & programs you can earn up to 40%
– We’ll show you how!
 Ingram/IBM should be your partner of choice
– Over 30 people dedicated to IBM software
– Integrated IBM SW and HW team
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
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Ingram Micro & IBM Partnership
 Identify your Ingram Micro & IBM contacts
 Leverage this team to grow your business
 Get a PartnerWorld ID
www.ibm.com/partnerworld/quickregistration
 Up to date information on programs, events, etc.
 Become IBM enabled
 Leverage education and world class support (KYI)
 Make money with IBM
 Leverage the incentives and programs
 Make money with Ingram Micro
 Leverage everything they provide
www.ingrammicro.com/ibm
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
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Executive Summary
 IBM is Committed to SMB and to our PARTNERS
 Growing your business is the highest priority of the
IBM and INGRAM team
 IBM has the largest solution and product portfolio in
the industry
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
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CHAPTER CONTEST
ALL IN WITH IBM
- Chapter that grows revenue most over revenue Target
- Ten Thousand Dollars : $10,000 !!!!
-
Fourth Quarter
-
One Chapter will win
-
Money will be shared within the chapter
-
Ingram will set targets and Money will go thru VTN board
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
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Further Questions?
Contact:
Michael Connolly ([email protected])
Barbara Dell ([email protected])
Candace LaVoy ([email protected])
[email protected]
www.ingrammicro.com/ibm
Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission.
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