Day 1 2 Innovation Through Partnerships

  ®

Innovation through Partnerships Jim Corgel

  IBM, General Manager

  ISV and Developer Relations The Marketplace is Changing New client needs around innovation and growth A new computing model for business The rising tide of globalization

  Innovation Matters to CEOs Need for innovation is greater than ever

  Know their business Manage change well 20% 83% model must change Value collaborative Are actively 76% innovation collaborating 51% Want to foster a Have one today 80%

  50% culture of innovation IBM’s Innovation Portfolio: Business Partners are Key Generally

  IBM Industry

  IBM Business

  



Available

  Solutions Partner Solutions

  n

  Product & Service Offerings

   o

  VC Backed Firms

  ti  f lu

  (Late Stage)

  o o

  EBOs

  /S  ty y ri g tu lo

  Joint

   a o

  VC Backed Firms

  Innovation 

  M n

  FOAKs

  IBM Research

    (Early Stage)

  Teams Projects

  ch e T

  University Early Stage

    Seed-stage

  Programs Incubation Projects

   Bleeding

  Startups

  Extreme Blue

  



  Ideas

   Edge

  IBM-led External-led

  Involvement of Innovation

  Innovation External Partners

  Israel: Leading in Innovation  R&D expertise and history in creating premier companies  World leader in technology-related workforce  Rated as 2nd to Silicon Valley In the Entrepreneurship Index

  Israeli innovation at a glance:

• Israeli hi-tech companies influence $10B in IT spending
• 90% of their markets- outside Israel
• 50 active VCs operating in Israel
• 3,300 active hi-tech companies

  Capturing opportunity via global business development

Global Technology Unit - Driving Innovation

  150 technical enablements a year- and more to come! Top Challenges for ISVs

  ISVs looking to align with the right partners How do I collaborate with others?

  ISVs seek expansion into new markets How can I reach new customers, industries, and geographies?

  ISVs evaluating / adopting SaaS model How do I change my business model? How do I go to market with SaaS?

  Build Collaborate

  Sell Market

  Technical Skills & Applications Partner to Partner

  Enhanced Benefits 1:1 Guidance

PWIN

  Building an Ecosystem to Drive Innovation

  

Build

Grow technical skills and develop applications

  Virtual Center Physical Centers Regional Presence Globally Networked

  Technical resources to help you get to market fast 3,600 hardware and software technology enablements

  20,800 hours logged in Virtual and Self- Paced Workshops

  34 IBM Innovation Centers with support in 8 languages

  5,300 individuals received architecture and integration consulting

  6,100 developers gained skills at 400 technical seminars

  2,000 Virtual Loaner reservations

  

IBM Innovation

  IBM Innovation Centers Centers developerWorks Find, learn, connect, and share

developerWorks

developerWorks

  6 million unique members 321 developerWorks Live! events held with

  23,921 attendees.

  746,156 software downloads Over 1 million skills activities per year 1,642 new tutorials and articles were published

  37 community spaces

  _{Link with IBM & other partners} Collaborate  Value Net Connections

   Find partners and develop solutions together  Second Life™

   Connect in a world without boundaries  Communities

   Collaborate around high-growth areas

  Value Net Connections: Overview Helping partners to build repeatable solutions to meet customer needs SALES TECHNICAL MARKETING

  Field-level sales linkage Assigned IBM expert

• Business Planning

  The Value Net Zone Porting and development

• Agency Support

  assistance and support

• Sales Incentives
• Co-marketing
• Private Value Net Zone
• Demand Generation
_{CONNECTION CONNECTION} ^{VALUE NET}

  VALUE NET _{CONNECTION CONNECTION} ^{VALUE NET VALUE NET}

  IDEAS KNOWLEDGE KNOWLEDGE RELATIONSHIPS RELATIONSHIPS

  IDEAS

  Collaborative Innovation …with the community

Community spaces

  Build “spaces” around:

  1. Technologies

  2. Products

  3. Projects _{Technical briefings - Technical library – – Spotlight – Feature stories} ^{– Wikis – – Lists – RSS Aggregator – – Special offers –}

• Blogs Podcasts Forums

  dW custom feeds Market Reach new customers, industries, and geographies

  Your Virtual Marketing Department Build Awareness and Interest Build Awareness and Interest

  Earn financial rewards Earn financial rewards

  Find the right

  IBM Seller Find the right

  IBM Seller Check your sales leads right from your desktop

  Check your sales leads right from your desktop

  Showcase your success to prospective customers

  Sell with IBM _{Click. Connect. Close.}

  Sales Connections Benefits Status Portal

Success Stories

Sales Incentives

  The Challenge: Take a closer look at SaaS New technologies and business models are creating new challenges- and opportunities SaaS Shifts Responsibility from Customer to ISV Client

  ISV responsible responsible for: for:

  1. Solution

  1. Defining infrastructure architecture

  2. Service level agreement

  2. IT operations

  3. Solution

  3. Software upgrades maintenance Software Vendor Services Provider

  IBM helps ease the transition to SaaS

Build Collaborate Market Sell

  SaaS marketing Customer SaaSpace.com consultant success stories

    Education

   

   Technical resources

   2800

    Partner podcasts Customized community

   SaaS “Sandbox” marketing members

   campaign Branding support corgel@us.ibm.com corgel@us.ibm.com