IBM Ecosystem

Co-Sell with
Business Partners
Partner to Win.

Robert Evans
IBM Partner Ecosystem EMEA Director Technical Sales and Solutions
Contents • The Benefits of Working with Partners

• The basic rules of working with Partners

• How to engage with Partners

Co-Sell with Business Partners 2

Partner to Win.
The Benefits

Co-Sell with Business Partners 3

Working with Business
Partners to exceed your quota Client satisfaction
Client satisfaction data shows that
when Business Partners are engaged,
clients tend to be more satisfied with
IBM products and solutions.
Revenue
Business Partners are a
critical extension of IBM, Services pricing
generating significant Business Partners tend to have a lower
revenue Globally cost structure that reduces the overall
cost of IBM solutions to clients.

Integrated solutions
More people selling Business Partners provide
comprehensive solutions
for you Influence
embedded with IBM technology.
IBM has a large Business Partners
presence worldwide, have established,
Deep skills
but IBM Business trusted relationships Reach
Business Partners
Partner sellers at all levels of IBM’s
have deep Business Partner sellers can
outnumber IBMers by client set, and CEO
technical and help exponentially expand
roughly 20:1. studies show they
sales skills. territory reach.
greatly influence
technology decisions.

Co-Sell with Business Partners 4

Increased reach Strong Demo and trial Contracts and
and local presence relationships capabilities financing
Drive IBM offerings – Serve as trusted – Provide systems – Provide potential for
and solutions in niche advisors with long- staging, integration flexible terms and
market segments term client capabilities and conditions, with
relationships unique utility models creative solution
– Fund demand as well as proofs of packages featuring
generation – Feature specialized concept, complementary
campaigns, industry skills and performance testing products to close
including custom offerings that
systems and loaner deals
client events provide greater
equipment
client value than – Address client
– Provide local, highly IBM solutions alone – Furnish, in some diversity spend
skilled technical cases, innovation requirements
resources
centers for
demonstrations,
hands-on education
and training

Co-Sell with Business Partners

Win together
A Business Partner
Two Business Partners leads the The Business Partner sells
lead a single client IBM leads the an embedded solution
engagement
engagement engagement through an Embedded
Solutions Agreement (ESA)
While the relationships stay
PARTNER
the same, the modern IBM PARTNER IBM
Ecosystem positions the PARTNER
PARTNER
client at the center, not IBM.
IBM

Together as peers, working with PARTNER

Partners solve business problems CLIENT
PARTNER
for our clients. PARTNER

PARTNER

PARTNER
PARTNER
IBM IBM

The Business Partner leads a

IBM leads a collaborative
collaborative engagement
engagement with the Business
with IBM
Partner

Co-Sell with Business Partners

Lets hear from IBMers about the
value of working together with
Partners.

Cathy Taylor Tina Gillmeister Stephanie Metzner Mike Hayward

Technology Partner Architect Technology Partner Seller Partner Recruitment Lead Technology Partner Architect
UKI Germany DACH UKI

Co-Sell with Business Partners 7

Partner to Win.
Working with Partners -
Basic Rules

Co-Sell with Business Partners 8

 EDIT VOICE OVER

85%
Channel Neutrality
There are virtually no
barriers to innovation
of new IBM clients
Channel neutrality - a selling environment where come from Business with IBM’s channel
direct sellers pursue the best and most effective Partners.
route to market for their clients and solutions, and neutrality program
ensures that sellers get compensated comparably,
regardless of the route to market.
• provides comparable sales compensation for IBM
sellers similar to a direct sale.
• supports sellers on all IBM-led, Business
Partner–led and co-led account segments.

Co-Sell with Business Partners

We Sell To, Sell Through and Sell With Business Partners in
all three motions: SELL – SERVICE – BUILD

Understand and leverage Business

Know your Business Partner Partner strengths and capabilities

Agree on a joint strategy and

Set clear expectations communicate clearly in front of a
client with the team

Create mutual trust and respect and

Share opportunities equitably pass opportunities to
Business Partners

Do not share any confidential

Respect boundaries information with other Business
Partners or clients

Determine routes to market up front,

Recognize working deals avoid engagement when IBM or
another BP is driving an opportunity

Co-Sell with Business Partners

44/64pt
IBM Expectations1 from Business Partners
Business Partners expectations from IBM

Integrity and ethical practices Integrity and ethical practices

Professional courtesy and open Professional courtesy and open

communications communications

Value-adding services, expertise, The opportunity to partner where the

intellectual property and trusted client Business Partner value-add is relevant
relationships
Competitive products, services, offerings
Active contributions to help progress and and marketing programs
win deals and serve clients
Consistent, fair and equal treatment
New client acquisition

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Partner to Win.
Engage

Co-Sell with Business Partners 12

 NEW PAGE
Find a Business Partner or Solution EDIT VOICE OVER

Leverage the expertise of IBM's Business Find a

Partners to help you transform your business. Business
Partner and/or
Solution
IBM Business Partner Solution
Directory to collaborate

• Worldwide search portal for solutions and

services provided by IBM Business Partners.
• Allows you to discover which solutions are
right for your business and new ways to Reach out to your
tackle your challenges with IBM.
local Ecosystem
team.
When creating Partnering strategies & engaging with Business
Partner you can use our best practices
Start with the client • Know client requirements.
and the territory. • Understand Business Partner relationships with clients.
• Engage with your Business Partner.

Engage early in the • Develop a joint IBM-Business Partner account win plan.
client buy cycle. • Develop strategies together.

Collaborate as a team • Hold joint sales calls.

in front of the client. • Bring in required expertise.

• Participate in regular discussions with the Business Partner.

Communicate openly and
• Set two-way expectations and accountability.
often, with clear expectations
and accountability. • Avoid channel conflict.
• Write down agreements.

Invest in developing Business • Understand Business Partners’ models and their value-add
Partner relationships.

• Share and ask for the facts.

? Ask for help.
• Be fair, open and honest.
Start
engaging
now.

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Further • Ecosystem Strategy and Go-to-Market

IBM Sales Zone - Ecosystem
learning and
important • Insights on Partner Plus Program
Partner Plus
links
• All-in on Ecosystem
The big picture
• Seismic
Information for Business Partners
• IBM Training for PartnerWorld Members
IBM Training