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Systems and Technology Group, UK & Ireland

Systems and Technology Group, UK & Ireland.

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Systems and Technology Group, UK & Ireland

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  1. Systems and Technology Group, UK & Ireland IBM Business Partner Briefing Day – 23rd January 2012Breakout – STG Coverage and Focus AreasRoy Struthers – Director and Power Systems BUE, Systems and Technology Group UKIPaul Cameron – Storage Systems BUE, Systems and Technology Group UKIRohail Noor - System x BUE, Systems and Technology Group UKI

  2. Agenda • STG Organisation • Power Plays and Focus Areas • Storage Plays and Focus Areas • System x Plays and Focus Areas • Q&A

  3. Systems and Technology Group, UK & Ireland STG UK and Ireland Organisation – strengthened Brand alignment Sean Coulson STG UKI VP Charlotte Beele Strategy Jamie Graham Marketing Roy Struthers System p BUE Paul Cameron Storage BUE Rohail Noor System x Paul Chong System z BUE Paul Brown Sector/Growth BUE Andrew Carr Retail Store Systems Paul Southwick GB BUE Nigel Watkins Major Deals Pete Kearney Growth Initiatives Steve Bowden HPC Claire Saines Sector Marketing Estelle Andlauer Growth Marketing Richard Bailey Core Accts David Chancellor Madison Invest Accts John Costa Channel Growth Accts Simon Robertson Platform Lead Rob Pearce Marketing Becky Schnauffer Core Accts Grant Amos Invest Accts Stuart Heade Channel Growth Accts Ian Shave Platform Lead Andrew Field Marketing Lee Allcorn GB System X Mike Arco-Adjei System X Nigel Faulkner System X Dave Ridley Product Manager Jennifer Parker Marketing Craig Aston Core Accts TBA New Workloads James Houselander Marketing Ian Lyon GBE South and LSE Jeff Collins GBE North Peter Kelly GBE Scotland and Ireland Lesley Smith RSS Sales David Beer RSS SW James Houslander Marketing Sean Flanagan Technical BUE Dave Shave-Wall Architecture Lead Richard Wilson Power Client Technical Manager Hafiz Ali System X and RSS Neil Mitchell Storage Client Technical Manager Ian Peacock System z Andy McManus Storage Client Technical Manager

  4. Deliver higher quality services Deliver services with superior economics The Value Proposition for IBM Power Systems Deliver new services faster 4 4

  5. 1Q12 Power Plays and Key Sales Focus Key Sales Focus: • Currency – Switch 2012, System i • Compete with HP and Sun for Unix/Linux • VMware/Competitive x86 Attack Power Plays: Core Account • Power Advantage ELITE • Power Install Base Competitive • Power Migrate • Power Stack • Industry Solutions Channel Growth • Power CBSS Growth • Power Cloud • Power Analytics • Power Midmarket Expansion Tools/Actions: • Education • IBM i Partner Academy • CoD activations • Deal Closer Program • Mega Migration offer • Power Lifeboat, etc. • Solution Ecosystem • Powernet • ISV Solution Connect • Cross IBM programs • Stop, Think & Save offer (SW/HW) • IBM Global Financing • Smarter Computing

  6. Put a Priority on Power Education Results show that sellers with up-to-date education outperform others • Selling value requires more than current speeds and feeds knowledge • Stay ahead of track and complete your education modules as they are announced Examples of key education planned for sellers: • Power Sellers Top Gun Education • Power Performance Redefined (System Software enhanced) • Whiteboards for Power Cloud and Power Analytics • Power Virtualization vs competitive x86 with VMware • Moving customers off IBM i v5r4 to v7.1 • Selling CoD Activations SmartZone: http://lt.be.ibm.com/smartzone/powersales (choose the Mandatory Learning tab for Smarter Selling Program) For latest updates on education news: STG Sales Education Newsletter

  7. Cross IBM Teaming Power Systems is Smarter Computing Smarter Computing is an IT approach to address exploding demand for services on a flat budget • Take advantage of IBM’s $45M Smarter Computing advertising campaign in 2012 • Power Systems are included in many Smarter Computing offers that result in dramatically improved economics for clients Learn about Smarter Computing to engage in sales... • It is IBM’s point of view about the IT infrastructures that enable a Smarter Planet • It is an IT infrastructure designed for data, tuned to the task, and managed with cloud technologies • It works -- leading enterprises are experiencing improved innovation and performance without incurring incremental costs. Smarter Computing Sales PortalSales Offering Guide

  8. IBM Storage Value Virtualisation and Technology Automation Management Simplicity Increased Efficiency Higher data protection Realise your existing infrastructure’s true potential Store more with what’s on the floor Move Data to the right place Reduce the amount of data stored Virtualisation Thin Provisioning EasyTier Active Cloud Engine Compression Deduplication It’s time to expect more from your storage

  9. Steps to Success Consultative Selling Value Solutions Hardware + Software Add the “Fries” (SAN/Media etc) Business Issues/Drivers SIO/Butterfly (or BP version) Brocade SAN Health Check Differentiation SELL MORE WIN MORE MAKE MORE Education Understanding of IBM Value Unified, Virtualisation, DP&R Demonstrations IBM + Distributor Facilities Schedule Check Education Calendar Credibility Market Presence Positive Publicity Publicise Wins IBM can help Spread the Word – Margins BP to BP Seller to Seller Eminence

  10. System X Go-to-market Strategy -Value Capture -RunRate (Volume) capture

  11. System x: Value Capture Value Capture System x continues to evolve • From PC Server business unit • To a workload optimisation platform business unit • - Rack, Blades, e1350 clusters, iDataplex • To unified computing, integrated stack & appliance based solutions • - Out of the Box Virtualisation & Cloud solutions eg. BCFC, SmartCloud Entry • - High Performance computing e.g. GPFS, BigInsight, SONAS, Platform Computing • - Highly Scalable computing • - Appliances eg. Datapower, Netezza, SAP HANA • - Unified computing Customers continue to want trusted advice and become increasingly reliant on key integration skills. IBM will increasingly reward partners that; understand our propositions, deliver key integration skills and drive competitive displacement.

  12. System x: RunRate (Volume) business 2011 Looking Back • UK&I Run Rate business now a $100million business 29% YoY (System x, Storage) • UK&I Fastest growing Run Rate business in the World. • UK&I Express Seller highest growth performing in the world (Q4 2011 91% YoY growth at $3m) 2012 Looking Forward • System x Run-rate target is 52MUSD (6% Growth) Incentives • Continuation of 2011 Incentive programs including KYI & 10*4 • Express incentives viewed as better than HP’s (e.g. redeemable as cash) Enhance Tools (PSAT: Pre-Sales Advisor Tool) • Online Run-rate pricing for instant bids/quotes • Pre-Sales Advisor Tool will be integrated into your distributor for a single place to visit for all your System x needs

  13. Summary Value & Volume • Not exclusive and are equally important Value • The evolution continues. • Understand our proposition’s. • Jointly building trusted relationships between you & IBM sellers is vital. Volume • Thank you for 2011. • Make sure you use the most of the incentives and PSAT enhancements in 2012. • Engage the IBM team if you think we can do better.

  14. Q&A – Roundtable

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