Just Push Go Business Partner Enablement Step by

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 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! Back Next

Just Push Go 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, Partner. World 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 Partner. World Contact Services (PWCS) web page. Back Next

Just Push Go 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 e. Xpert Quick Reference Guides System x Specialty Quick Proposal Templates Leverage marketing Back Start selling Stay connected Express Seller Marketing Guide System x & Blade. Center Guidebook IBM Co-marketing Center Partner. World Communications Web Content Syndication Web Resources Next

Just Push Go Recommended week by week plan Step Action Timeframe 1 System x and Blade. Center 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 Partner. World Communication Stay up to date on IBM news! Access the Partner. World 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, Blade. Center 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 e. Xpert (SCE) Enroll in SCE and select your preferred education roadmap from the My e. Xpert 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, Bade. Center 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 Next

Just Push Go Step 1: Browse the System x and Blade. Center 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 Blade. Center” 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 Partner. World ID and password) Continue to next step Back 1 2 3 Next

Just Push Go Step 2: Access Partner. World 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 Partner. World 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 Partner. World 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: Partner. World News and Events (Requires Partner. World ID and password) Continue to next step Back 2 3 4 Next

Just Push Go Step 3: Begin your education with Know Your IBM (KYI) What is KYI? A set of quick, easy-to-use interactive e- learning 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. Rewards: Earn while learning or selling! Browse the KYI Explore the modules available from Services and Software to round out your skill set. How to access: Know Your IBM (Requires Partner. World ID and password) Don’t forget: You can maximize your earning potential by learning and selling! 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 site to redeem your KYI rewards for trips, merchandise or a Master. Card debit card option Continue to next step Back 3 4 5 Next

Just Push Go 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 Continue to next step Back 4 5 6 Next

Just Push Go Step 5: Access IBM Co-Marketing Center (CMC) What is CMC? Your one-stop resource for co- marketing 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 Partner. World – 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 Partner. World ID and password) * Print fulfillment costs are extra Continue to next step Back 5 6 7 Next

Just Push Go 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. 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. 4. Don’t forget: : The proposal is just the starting point to winning new business! Get started! Visit the link below and quickly select the template that addresses your sales opportunity. How to access: Proposal central (Requires Partner. World ID and password) Continue to next step Back 6 7 8 Next

Just Push Go Step 7: Enroll in Systems Connect e. Xpert (SCE) What is SCE? Your worldwide portal for easily locating System x, Blade. Center and entry-Storage certification and education. Tips How it works: Easily find System x and Blade. Center 1. Easily access and navigate the key content you need to sell, configure and install System x, Blade. Center 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 e. Xpert News page and our Resources page containing over 50 helpful links to Partner. World. 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 e. Xpert tab. Rewards: Join this community of e. Xperts. 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 e. Xpert (Requires Don’t forget: : 70% of System x Partner. World ID and password Resellers generating over $100 k, have achieved at least one certification. Let us help you! Continue to next step Back 7 8 9 Next

Just Push Go 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 accessed through our entitled or public websites. Tips 1. Information and training material http: //www. presalesadvisor. net/ 2. To request a password for the Competitive Sales Tool Send an email to: wwcomp@dk. ibm. com with “Request password for the IBM System x & Blade. Center Competitive Sales Tool” in the subject field. 3. Don’t forget: : 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 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 Partner. World 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 Continue to next step Back 8 9 10 Next

Just Push Go Step 9: Leverage Web Content Syndication What is it? IBM product content delivered directly to Business Partners' web sites to generate demand 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 (Requires PW login) • 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 Partner. World members are encouraged to Learn More! 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 Partner. World ID and password) Continue to next step Back 9 10 11 Next

Just Push Go 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. § High Volume Master Resource Kit § Blade. Center Master Resource Kit Don’t forget: : This is the best starting point to become a sales expert on IBM products. Bookmark these pages and visit them often! § System x e. X 5 Resource Kit § WW System x Sales Plays and Tactics Continue to next step Back 10 11 12 Next

Just Push Go Step 11: Explore the System x Specialty Program What is it? The IBM Partner. World 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 Partner. World. 2. Visit the Partner. World 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 Partner. World 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 Continue to next step Back 11 12 Plan Next

Just Push Go Step 12: Browse the Business Partner Assets and Additional Resources Getting Started! Training & Certifications §IBM Partner. World - Join Partner. World & Get a Userid! §IBM Partner. World - Know Your IBM (KYI) §IBM Partner. World - 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 e. Xpert 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 Blade. Center Competitive Sales Tool §IBM - Orders and fulfillment - Partner. World Incentives & Marketing §IBM Partner. World - Incentives and initiatives - Selling into SMB marketplace. §IBM Partner. World - Co-marketing Center for Business Partners Step by Step Plan Back 12 Plan Next

Just Push Go Reminder: Recommended week by week plan Step Action Timeframe 1 System x and Blade. Center 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 Partner. World Communication Stay up to date on IBM news! Access the Partner. World 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, Blade. Center 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 e. Xpert (SCE) Enroll in SCE and select your preferred education roadmap from the My e. Xpert 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, Bade. Center 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 Next

Just Push Go As a trusted Business Partner, we are committed to your success and value our partnership! Engage your IBM representative or Partner. World Contact Services for assistance. Thank you! Back