PartnerWorld: Co-Marketing Center. For Project PASTE

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Douglas Watkins
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1 Industry Solutions PartnerWorld: Co-Marketing Center For Project PASTE Project PASTE Partner Activation, Sales and Technical Enablement IBM Business Partner & IBM Internal Use Only

2 Agenda Demo Software Marketing Assets Co-Marketing Center Eligible Co-Marketing Criteria Marketing Activity Request (MAR) Ready-To-Execute (RTE) Campaigns Web Syndication Logo Usage User Events, User Groups, POT s, etc 2 IBM Business Partner & IBM Internal Use Only

3 Demonstration Software 3 IBM Business Partner & IBM Internal Use Only

4 Marketing Assets 4 IBM Business Partner & IBM Internal Use Only

required for each marketing activity Activities are reimbursed after proof of performance and

5 Drive leads and revenue with IBM Software Group Co-marketing 1-to-1 matching funds for IBM Software Demand Generation Resellers must meet eligibility requirements Pre-approval is required for each marketing activity Activities are reimbursed after proof of performance and leads are entered Additional funds can be requested 5 IBM Business Partner & IBM Internal Use Only 5

6 IBM Co-Marketing Center 6 IBM Business Partner & IBM Internal Use Only

7 You can use co-marketing for Ready-To-Execute (RTE) Campaigns 7 IBM Business Partner & IBM Internal Use Only

8 You can use co-marketing for Ready-To-Execute (RTE) Campaigns 8 IBM Business Partner & IBM Internal Use Only

9 Co-marketing funds can used for deal progression Progression Program Designed to support closing validated (SS04+) leads as part of a multitouch campaign Minimum of two leads of at least two different accounts Request must include GPP lead, sales stage and projected revenue Telemarketing, Internet Marketing, Direct Marketing, Seminars, Conferences and are eligible VADs can act as an agency to execute for a VAR 9 IBM Business Partner & IBM Internal Use Only

include GPP lead, sales stage and projected revenue Telemarketing, Internet Marketing, Direct Marketing, Seminars,

10 Co-Marketing funds can be used to hold events.. To be eligible for reimbursement, events where attendees from government agencies or government-owned entities (GOE) must meet all of the following criteria: Business Venue Food and Drink Business Event Primary purpose is promotion or demonstration of products or services Examples include briefing centers, exhibit halls or public museums Compliance Applicable laws including government regulations or ethics policies Reasonable and customary in cost and frequency Other Expenses Reasonable costs for nonreimbursable expenses at eligible events Gifts Nominal value within program limits (includes promotional merchandise) 10 IBM Business Partner & IBM Internal Use Only

and Drink Business Event Primary purpose is promotion or demonstration of products or services Examples include briefing centers, exhibit halls or public museums Compliance

11 Marketing Activity Request (MAR) 11 IBM Business Partner & IBM Internal Use Only

12 Other tools: Web Content Syndication 12 IBM Business Partner & IBM Internal Use Only

13 Other tools: Web Content Syndication 13 IBM Business Partner & IBM Internal Use Only

14 Other tools: Web Syndication Examples 14 IBM Business Partner & IBM Internal Use Only

15 User Groups and other events Regional UserNet Events CGOC Participation Regional, Local POT s Other Industry Event Participation 15 IBM Business Partner & IBM Internal Use Only

Execute your approved demand generation and nurture activities 4.

16 Get Started Today 1. Create a co-marketing plan aligned with overall business objectives 2. Use a broad mix of tactics including internet marketing and social media 3. Execute your approved demand generation and nurture activities 4. Submit your leads and request reimbursement Learn more by contacting: IBM Channel Sales Manager or Value Added Distributor 16 IBM Business Partner & IBM Internal Use Only

17 Multiple Methods to Communicate with Partners 17 IBM Business Partner & IBM Internal Use Only

PartnerWorld Communications https://www-304.ibm.

18 PartnerWorld Communications Employee Profile Business Partner selects their preferences in their PW Profile Business Partner selects whether they Opt-in or Opt-Out to receive PW communications. PW Comms Opt-in 18 IBM Business Partner & IBM Internal Use Only

19 PartnerWorld Communications Business Partner selects their Areas of Interest. These will determine what content they receive when the Weekly Update and the Monthly Newsletter deliver to their inbox. Areas of Interest and Comms Preferences Note: in process of adding Procurement & Smarter Cities to the selections. 19 IBM Business Partner & IBM Internal Use Only

20 PartnerWorld Communications Only articles that align with the BP s selections appear in their Weekly Update and/or Monthly Newsletter delivered to their inbox/ . 20 IBM Business Partner & IBM Internal Use Only

21 IBM Logo Usage There are two requirements for using any of the five Marks The Marks may only be used by IBM Business Partner companies that have met the requirements of the PartnerWorld program AND Those IBM Business Partners must employ at least one accepted technical certification in one of the IBM software marks - Information Management, Lotus, Rational, Tivoli, or WebSphere - to use any of the Software marks. What are the Marks for? The Marks may only be used to identify or promote Information Management, Lotus, Tivoli, and WebSphere software marks or their individual offerings. Download marks To download a software mark, you must read and accept the Agreement binding the use of the Mark. 21 IBM Business Partner & IBM Internal Use Only

22 IBM Logo Usage Be sure to review the information regarding IBM Logo usage before you use one 22 IBM Business Partner & IBM Internal Use Only

Generating Greater Pipeline Together

Guy Jacobus Channel Marketing Manager - BeNeLux Generating Greater Pipeline Together 1 Demand Generation that Works Helping to drive more BP revenue and profit Our 2012 Demand Generation efforts are focused