Transcript Winning the Mid-Market

IBM Business Partner & Mid-Market Marketing
Introducing the 2010 Mid-Market Co-Marketing Offering
NEW for 2010, IBM has introduced a new co-funded offering for our
Business Partners who focus on the mid-market. With this new
offering, IBM is deepening our investment in the Mid-Market and in our
Business Partners’ ability to engage with new prospects in that market
space.
Business Partners can qualify in one of two tiers:
 Entry Offering: Resellers and Solution Providers who have achieved at least $25K (US Dollars) in combined STG and SWG
revenue from Q408 – Q309.
 Core Offering: Resellers and Solution Providers who have achieved at least $150K (US Dollars) in combined STG and SWG
revenue from Q408 – Q309.
See a description of each tier on the next page.
The 2010 Mid-Market Co-Marketing Offering is a comprehensive investment
in our Business Partners. To ensure your success, IBM has partnered with
TSL Marketing to provide you resources with deep marketing expertise and
IBM knowledge for planning and executing marketing campaigns.
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Go To Market
Planning
Lead
Qualification &
Nurturing
Lead Entry &
Management
Event
Recruitment &
Management
IBM
Engagement
Data and List
Services
Creative
Services
Telemarketing
Campaign
Creation
Win/Loss
Analysis
© 2010 IBM Corporation
IBM Business Partner & Mid-Market Marketing
How does the 2010 Mid-Market Co-Marketing Offering work?
This new offering allows partners to co-fund marketing activities,
paid for by IBM up to 75% in most cases.
Resellers and Solution Providers who have achieved at
least $25K (US Dollars) in combined STG and SWG
revenue from Q408 – Q309.
Entry
offering
Resellers and Solution Providers who have achieved at
least $150K (US Dollars) in combined STG and SWG
revenue from Q408 – Q309.
Core
offering
There are two ways to qualify for
the the co-marketing offering:
either as a Core member or an
Entry member.
Member Business Partners
Core Offering: Can access up to $15K in $5K increments.
Entry Offering: Can access up to $5K
Advanced Business Partners
Core Offering: Can access up to $24K in $8K increments.
Entry Offering: Can access up to $8K
Premier Business Partners
Core Offering: Can access up to $30K in $10K increments.
Entry Offering: Can access up to $10K
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Deadline to Request Additional Funds in the Core offering: 9/30/2010
Final Application Deadline: 11/19/2010
Funding split
Offering
Once you have qualified for the offering, your
highest PartnerWorld level from Q408 – Q309
will determine your funds eligibility.
TSL Packaged
Options
Select from packaged
or customized
options, or choose to
spend the funding
using your own
resources or agency.
IBM funding level
varies based on the
your selection.
TSL Customized
Options
Premier
Business Partner
Choice
(Choose to use your
own agency, in-house
resources or
Distributor..)
50/50 IBM and
Partner Funding
Advanced / Member
75% Funded by IBM
25% by BP
© 2010 IBM Corporation
IBM Business Partner & Mid-Market Marketing
TSL Marketing will work with you on a clear, six-step process that will
get your marketing campaigns in market fast.
Work with your TSL Marketing Specialist to plan your Campaign Strategy
Step 1
Step 2
IBM will have Pre-Packaged Plays and Themes with Assets/Resources ready throughout 2010
Choose your Marketing Campaign Package or Customize Your Package
Step 3
Determine which tactical plans work best for you with TSL guidance
Step 4
Apply for Funding in CMT (Co-Marketing Tool) on PartnerWorld
Step 5
Execute the Campaign with TSL Assistance
(ie. Email, direct mail, telemarketing, etc)
(Allow at least 5 working days for approval.)
Step 6 Work with your TSL Marketing Specialist to progress your Leads to Close
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© 2010 IBM Corporation
IBM Business Partner & Mid-Market Marketing
More about TSL Marketing & Getting Started!
 TSL has 10 years experience working with IBM and IBM
Business Partners.
 TSL provides full service integrated marketing solutions.
 TSL has a dedicated team responsible for IBM Business
Partner marketing engagement
 Business Partners can select pre-developed campaign
themes (i.e. virtualization, web application security, etc)
or run custom themes.
 To get started, visit the IBM landing page or call TSL
443-718-4252 to talk with a Marketing specialist.
Focus campaign areas for 1H 2010
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•
•
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Virtualization
Business Continuity: Continuous Data Protection
Collaboration: Lotus Upgrade and WebSphere Portal
Security: Web Application Security, Safeguarding
critical data
• Virtualization for storage, desktop, server (Bladecenter)
• Business Intelligence/Business Analytics
• Healthcare vertical
Double-Click to Open
the Offering Brochure!
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© 2010 IBM Corporation