Just Push Go
Business Partner Enablement
Step by Step plan for System x and
System Storage enablement
April 2011
Just Push GO to get started!
© 2009 IBM Corporation
Just Push Go
Just Push Go
Welcome to Just Push Go, the enablement plan that provides the
essentials you need to quickly be on your way to successful selling
with IBM products!
Just Push Go provides a step by step plan that includes training and
education to enhance and deepen your skills, as well as marketing
and sales support which allow you to easily execute your own
campaigns and ultimately jumpstart your sales.
The steps included in this plan are designed to be completed as
quickly – or as leisurely – as you would like. And, we do give
suggestions on a recommended week by week plan.
Let’s get started!
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We are here to help…
A good relationship with your IBM team is critical to a successful
partnership. As you work through your enablement plan, don’t
hesitate to reach out to us for guidance and questions.
Contact your local IBM representative for assistance. Or,
PartnerWorld Contact Services (PWCS) is also available to assist
with support in 135 countries and in over 34 languages. Find the
IBM contacts to help in your country by accessing the PartnerWorld
Contact Services (PWCS) web page.
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Key Elements at a Glance
The enablement plan will encompass training, marketing and sales execution elements to ensure
that you are building the skills you need to be successful selling IBM products, as well as have
quick access to the marketing and sales support you require to generate leads and close
business.
The steps for training, marketing and selling are integrated, so that you are able to build skills,
execute marketing and begin your selling in parallel. Here are the key elements included in the
plan:
Develop your skills
Know Your IBM
Pre-Sales Advisor Tool
Systems Connect eXpert
Quick Reference Guides
System x Specialty
Quick Proposal Templates
Leverage marketing
Back
Start selling
Stay connected
Express Seller Marketing Guide
System x & BladeCenter Guidebook
IBM Co-marketing Center
PartnerWorld Communications
Web Content Syndication
Web Resources
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Recommended week by week plan
Step
Action
Timeframe
1
System x and
BladeCenter
Guidebook
Access the 10 step quick start plan included in this guide, as well as browse the content
to get familiar with System x offerings & resources.
Week 1
2
PartnerWorld
Communication
Stay up to date on IBM news! Access the PartnerWorld news page to see what is
available and subscribe to the news features that meet your needs.
Week 1
3
Know Your IBM
(KYI)
Start earning rewards for learning about IBM products by accessing the KYI site and
begin to complete the System x, BladeCenter and System Storage learning modules.
And, remember, you can earn KYI rewards for selling select products, too!
Week 1
4
Express Seller
Marketing Guide
Jumpstart your marketing efforts by downloading the Express Seller marketing guide
and select from assets designed to allow you to quickly launch your own marketing
execution.
Week 2
5
IBM Co-Marketing
Center (CMC)
Access the CMC and use the Design and Create tool to customize IBM provided
campaign materials.
Week 2
6
7
Quick Proposal
Templates
Access Proposal Central and download the Quick Proposal Template(s) that best fit your
sales opportunities and quickly develop a high-quality sales proposal.
Week 2
Systems Connect
eXpert (SCE)
Enroll in SCE and select your preferred education roadmap from the My eXpert tab and
get started with your advanced education.
Week 3
8
Pre-Sales Advisor
Tool
Now that you have completed some IBM product education, register for Pre-Sales
Advisor Tool and browse the pre-sales information available.
Week 3
9
Web Content
Syndication
Show customers you are partnering with IBM by featuring System x, BadeCenter and
Storage content on your website. It’s quick, easy and free!
Week 3
10
Quick Reference
Guides (QRGs)
Let the Quick Reference Guides help you facilitate a sales conversation with your
prospects. Access the QRGs and jumpstart your sales!
Week 4
11
System x Specialty
Deepen your skills and further differentiate yourself from the competition by exploring
the benefits of the System x Specialty.
Week 4
12
Business Partner
Assets and
Resources
IBM offers a variety of resources, tools and deliverables to assist you with your
education, training, selling and marketing. See all that is available!
Week 4
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Step 1: Browse the System x and BladeCenter Business
Partner Guidebook
What is it? An electronic desktop reference,
updated three times a year, including all new
product and solution announcements from
System x. Includes embedded links for instant
access to expanded information when more detail
is required.
Tips
Get started! Download the PDF file to your
1.
Once you download the
Guidebook, you’ll be able to
check for updates right from
the first section of the book.
2.
Includes a 10- Step
Quickstart for new business
partners.
3.
Check out the “Why IBM
System x and BladeCenter”
section of the book to help
you on your sales calls.
desktop so it will only be one click away!
Rewards: Great navigation and reference tool. No
more searching for the latest product specifications
or information you need for proposals or answering
questions. You will always have the latest
information at your fingertips.
Don’t forget:: A single desk
reference to help you get
the information you need
quickly.
How to access: Guidebook (Requires PartnerWorld ID and
password)
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Step 2: Access PartnerWorld Communications
What is available? Information on new products,
announcements, campaigns, new resources & tools,
events and more delivered the way you chose through
a variety of mediums including: Top Stories, News TV,
E-mail, articles, IBM letters, news by syndication,
events and webcasts.
TIP
1.
Stay current with personalized
news by e-mail. Just keep
your PartnerWorld
communication preferences
up-to-date, and we will send
you only e-mail news that is
timely and relevant to you.
2.
If you prefer, you can select to
receive news by syndication,
including RSS feeds, mobile
content, podcast feeds and
IBM widgets.
How it works: Visit the PartnerWorld news page below
and select the communication(s) you prefer. Some
news tactics require subscription and can be tailored to
your area(s) of interest.
Get started! Access the links below and get connected
to IBM news and events!
Benefits: Up-to-date news that matters to your
Don’t forget: Join us at upcoming
events or webcasts! Visit the
Events link to learn more.
business – right at your fingertips!
How to access: PartnerWorld News and Events
(Requires PartnerWorld ID and password)
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Step 3: Begin your education with Know Your IBM (KYI)
What is KYI? A set of quick, easy-to-use interactive elearning modules designed to help you sell more by
increasing your understanding of the unique features and
related client benefits of IBM programs, products and
solutions.
Tips
1.
Begin with the System x
and System Storage
training modules available
on KYI
2.
Continue your education by
completing program
modules such as IBM
Express Seller
3.
Explore the modules
available from Services and
Software to round out your
skill set.
How it works: You earn KYI rewards for completing the
learning modules and passing a short quiz at the end.
You can earn additional rewards by selling select
products on the KYI sales tables.
Get started! Ensure your Firm has signed the KYI
agreement and begin to learn and earn!
Rewards: Earn while learning or selling! Browse the KYI
rewards site to redeem your KYI rewards for trips,
merchandise or a MasterCard debit card option
Don’t forget: You can maximize
your earning potential by
learning and selling!
How to access: Know Your IBM (Requires PartnerWorld ID and password)
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Step 4: Download the Express Seller Marketing Guide
What is available? The Express Seller
Marketing Guide provides an overview of
available marketing assets, how to use them
and where to access them.
Don’t forget:
How it works: The guide can be downloaded
from the Express Seller Toolkit and includes comarketing guidelines, active links and
marketing execution examples.
Get started! Download the guide from the
marketing page of the Express Seller Toolkit.
1.
Browse the guide to see
what is available to you.
2.
Business themed content is
readily available for you to
select and use
3.
Product images and product
copy are at your fingertips
and can be used with
business themed copy.
Tip: You will have access to
additional marketing assets
by working with your local
Marketing Service Vendor.
Benefits:
Quickly, easily and cost-effectively
implement marketing execution!
How to access: Express Seller Toolkit
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Step 5: Access IBM Co-Marketing Center (CMC)
What is CMC? Your one-stop resource for comarketing including "ready to execute" campaign
materials that can be customized easily to be unique
for your firm. Get professional results in minutes!
Tips
•
Many templates can be fully
personalized with your
unique text and images—
just click on areas with
dotted lines to update
•
Templates are added every
week – check the featured
area for the newest items
•
First time set-up only – be
sure to upload your
company logo so that it
appears automatically on all
customized templates
How it works: Use the Create & Design tool to change
the appearance, messages and images of IBMprovided campaign materials to create a unique and
high-quality version of your own. When you are ready
to launch your campaign, you can quickly fulfill your
email or print order directly online.
Get started! All IBM partners are eligible to access the
Create & Design materials on CMC. Just log on via
IBM PartnerWorld – no registration required.
Benefits: Save money and get to market quickly with
professional, "ready to execute" campaign materials
than can be customized easily.
Don’t forget:: Create
professional campaign
materials quickly at no
additional cost*
How to access: CMC (Requires PartnerWorld ID and password)
* Print fulfillment costs are extra
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Step 6: Access Quick Proposal Templates
What are they? Quick Proposal Templates are
designed to assist you in preparing high-quality
proposals for your sales opportunities.
Templates are available for each product as
well as for each product family.
Tips
How it works: Simply download the
appropriate Quick Proposal template document
from the available listing and customize it for
your opportunity. You can generate a fill-in-theblanks customer proposal or add the product
content you are interested in presenting.
Get started! Visit the link below and quickly
select the template that addresses your sales
opportunity.
How to access: Proposal central
1.
The quick proposals are a
great place to start for both
solicited and unsolicited
proposals.
2.
The proposal is great place
to demonstrate your
understanding of your
customers goals.
3.
Make sure to give each
proposal the attention it
deserves. Highlight the
contributions you bring to
the customer and address
their top concerns.
Don’t forget:: The proposal is
just the starting point to
winning new business!
(Requires PartnerWorld ID
and password)
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Step 7: Enroll in Systems Connect eXpert (SCE)
What is SCE? Your worldwide portal for easily locating
System x, BladeCenter and entry-Storage certification
and education.
Tips
How it works: Easily find System x and BladeCenter
1.
Easily access and navigate the
key content you need to sell,
configure and install System x,
BladeCenter and entry Storage
solutions.
2.
Take recommended education
for certification preparation.
3.
Track your certifications and
education achievements.
4.
Access resources such as the
Techline System x Repository
which provides product and
configuration information, the
eXpert News page and our
Resources page containing over
50 helpful links to PartnerWorld.
training using our roadmaps and track your progress to
certification achievement levels.
Get started! Enroll in this free program. Then visit the
roadmaps on the My eXpert tab.
Rewards: Join this community of eXperts. Participate
in promotional offers and special events. Receive
regular communications of announced education and
certification exam revisions. Easily learn key IBM
messaging.
How to access: Systems Connect eXpert (Requires
Don’t forget:: 70% of System x
PartnerWorld ID and password
Resellers generating over $100k,
have achieved at least one
certification. Let us help you!
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Step 8: Access IBM Pre-Sales Advisor Tool (PSAT)
What is it? A web enabled solution providing quick access to
IBM information. COG, memory calculation, supply availability,
promotions and competitive Information available at your
fingertips. You can even access the SSCT configurator or use
PSATs web based configurator!
How it works: IBM’s Product Advisor Tool for System x can be
Tips
1.
Information and training
material
http://www.presalesadvisor.net/
2.
To request a password for the
Competitive Sales Tool
Send an email to:
[email protected] with
“Request password for the IBM
System x & BladeCenter
Competitive Sales Tool” in the
subject field.
accessed through our entitled or public websites.
Get started!
– Entitled Site (apply for a userid & password)
– Public Site (no login required however some functions not available e.g. competitive data,
pricing etc)
– Learn more on PartnerWorld
Don’t forget::
Benefits: Save time and increase efficiency with easy to find
information you need to configure a server and leverage presales information
Countries / languages available? Available in 22 countries
including North America, France, Germany, Russia, Spain, UK,
Italy, Poland, Japan and several others
1.
Access the latest System x
catalogues, Configuration and
Options Guide and Competitive
Sales Tool both connected or
disconnected
2.
See the latest price changes and
imminent product withdrawals
3.
Create custom lists of part
numbers for quotes or export
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Step 9: Leverage Web Content Syndication
What is it? IBM product content delivered directly to Business
Partners' web sites to generate demand and accelerate sales
process.
Highlights
•
IBM systems, software and services
content on your web site
•
Select only the showcase content
relevant to your business
•
Simple one-time change to your
Web site and content stays up-to-date
automatically
take advantage of this no cost benefit.
•
Prospects stay on your web site
Learn More!
•
Lead capture built into the content
– lead responses go directly to you
•
No cost to participate
How does it work? IBM content is selected, repackaged,
repurposed and served up to Business Partners’ web site,
once the BP inserts a line of script code into their web page.
Learn more: All PartnerWorld members are encouraged to
(Requires PW login)
Benefits:
- Provides lead generation opportunities with traceable
process
- Ensures fresh, up-to-date, compelling IBM brand content
- Enhances your Web marketing strategy
- Saves you Web development and maintenance expense
Get started!
Enroll today!
Localization:
Content is currently available in:
English, French, Spanish, German,
Italian, Russian, Simplified Chinese,
and Brazilian Portuguese.
Coming soon: Polish, Turkish and
Korean.
(Requires PartnerWorld ID and password)
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Step 10: View the Quick Reference Guides (QRGs)
What are they? One-page overviews designed to help you
understand how to sell key products and introduce sales
plays. QRGs include target audience, value proposition,
questions for potential customers, average deal sizes as well
as helpful links to learn more.
Tips
1.
QRGs are great place to
start to learn about the
product portfolio you will be
selling.
2.
With customer pain points
and how to respond right at
your fingertips, you can help
customers make the right
choice to address their
needs.
How it works: Quick Resource guides are available for
individual products as well as key plays, The guides are
PDFs, so you can print them out and refer to them when
speaking about IBM products and solutions.
Get started! QRGs are available under "key resources" on
any of the product pages, or they can be easily accessed
through the product resource kits and Sales Plays and
Tactics pages.
How to access: Here are some quick links to our frequently
visited pages.
Don’t forget:: This is the best
starting point to become a
sales expert on IBM
products. Bookmark these
pages and visit them often!
 High Volume Master Resource Kit
 BladeCenter Master Resource Kit
 System x eX5 Resource Kit
 WW System x Sales Plays and Tactics
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Step 11: Explore the System x Specialty Program
What is it? The IBM PartnerWorld System x Specialty
Tips
rewards a business partner for the investment in sales and
technical skills they achieve in System x technology and
solutions.
1.
Obtaining the System x
Specialty also earns points
towards advanced member
levels in PartnerWorld.
2.
Visit the PartnerWorld System
x Specialty web page for more
detailed information.
3.
Use the Solution Specialty
Advisor to access an analysis
of your firms certifications
listed in IBM’s PartnerWorld
Profile System.
How it works: A business partner firm meets the revenue,
customer reference and skills requirements and applies for
the Specialty. After a brief verification process, the
business partner will be accepted into the Specialty, sign a
supplemental agreement and begin receiving benefits.
Get started! Use the Solution Specialty Advisor application,
providing guidance on the steps to join and a customized
gap analysis showing YOUR firm’s certifications.
Rewards: The benefits to the firm vary by geography.
Don’t forget. Certification, as an
industry-recognized validation
of skills, is a proven
differentiator in the
marketplace.
Consult your IBM representative.
How to access: Solution Specialty Advisor and System x
Specialty Website
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Step 12: Browse the Business Partner Assets and
Additional Resources
Getting Started!
Training & Certifications
IBM PartnerWorld - Join PartnerWorld & Get a Userid!
IBM PartnerWorld - Know Your IBM (KYI)
IBM PartnerWorld - IBM Business Partner support and resources
System x Training benefits and resources
Express Seller Toolkit
System x Business Partner Certification
Why IBM for the Midmarket Brochures
Systems Connect eXpert Program - Education modules
System x specialty - build your skills
Selling IBM System x Products
Tools & Enablement
System x Solutions and Software
Techline for Business Partners
System x Product Overview
Cross Brand Selling Advisor - Attach Connector
IBM System Storage product guide
Pre-Sales Advisor Tool - configs, tools, resources
IBM Express Seller Toolkit - Overview
Configuration Tools
IBM Global Financing
IBM System x and BladeCenter Competitive Sales Tool
IBM - Orders and fulfillment - PartnerWorld
Incentives & Marketing
IBM PartnerWorld - Incentives and initiatives - Selling into SMB
marketplace.
IBM PartnerWorld - Co-marketing Center for Business Partners
Step by Step Plan
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Reminder: Recommended week by week plan
Step
Action
Timeframe
1
System x and
BladeCenter
Guidebook
Access the 10 step quick start plan included in this guide, as well as browse the content
to get familiar with System x offerings & resources.
Week 1
2
PartnerWorld
Communication
Stay up to date on IBM news! Access the PartnerWorld news page to see what is
available and subscribe to the news features that meet your needs.
Week 1
3
Know Your IBM
(KYI)
Start earning rewards for learning about IBM products by accessing the KYI site and
begin to complete the System x, BladeCenter and System Storage learning modules.
And, remember, you can earn KYI rewards for selling select products, too!
Week 1
4
Express Seller
Marketing Guide
Jumpstart your marketing efforts by downloading the Express Seller marketing guide
and select from assets designed to allow you to quickly launch your own marketing
execution.
Week 2
5
IBM Co-Marketing
Center (CMC)
Access the CMC and use the Design and Create tool to customize IBM provided
campaign materials.
Week 2
6
7
Quick Proposal
Templates
Access Proposal Central and download the Quick Proposal Template(s) that best fit your
sales opportunities and quickly develop a high-quality sales proposal.
Week 2
Systems Connect
eXpert (SCE)
Enroll in SCE and select your preferred education roadmap from the My eXpert tab and
get started with your advanced education.
Week 3
8
Pre-Sales Advisor
Tool
Now that you have completed some IBM product education, register for Pre-Sales
Advisor Tool and browse the pre-sales information available.
Week 3
9
Web Content
Syndication
Show customers you are partnering with IBM by featuring System x, BadeCenter and
Storage content on your website. It’s quick, easy and free!
Week 3
10
Quick Reference
Guides (QRGs)
Let the Quick Reference Guides help you facilitate a sales conversation with your
prospects. Access the QRGs and jumpstart your sales!
Week 4
11
System x Specialty
Deepen your skills and further differentiate yourself from the competition by exploring
the benefits of the System x Specialty.
Week 4
12
Business Partner
Assets and
Resources
IBM offers a variety of resources, tools and deliverables to assist you with your
education, training, selling and marketing. See all that is available!
Week 4
Back
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As a trusted Business Partner, we are
committed to your success and value our
partnership!
Engage your IBM representative or
PartnerWorld Contact Services
for assistance.
Thank you!
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