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ISV and Developer Relations

Maximise Your Relationship with IBM
SaaS & Cloud Computing Seminar

IIC Dublin, 20th May 2009

© 2009 IBM Corporation


A deeper look at the IDR portfolio

Joanne Stanley
European Marketing Manager - IDR
stanleyj@ie.ibm.com



The IDR Portfolio

One IDR Approach for Marketing

PartnerWorld
PartnerWorld Industry Networks (PWIN)
developer Works
STG
SaaS
OEM
SVI
STG
VNC
BiancaMed

3 Maximise Your Relationship with IBM – Dublin IIC – Feb 12th 2009 © 2009 IBM Corporation


Getting started… www.ibm.com/partnerworld

PartnerWorld Contact Services
Membership queries
01256 344500



Focus on Business Partner Success
In every phase of the Business Cycle

Build Market
Technical resources Your virtual
marketing
department
Solution &
technology communities

Sell Collaborate
Selling tools Partner collaboration
and benefits



You get cumulative benefits
As your relationship evolves, so do our programmes

High
Aligned strategies

High

Joint business value



The IDR Portfolio


PartnerWorld
developer Works
SaaS
STG
OEM
SVI
STG
VNC
BiancaMed



13 Industry Networks
Energy &
Telecom Utilities Retail
Government

Banking

Insurance
Healthcare /
Life Sciences

Wholesale
Financial
Markets

Media &
Travel & Entertainment
Transportation
Education
& Learning Manufacturing



7 Specialties within PartnerWorld
Information
Software as
a Service on Demand

Open
Source
Business
Continuity

Semiconductors
Service
Oriented
Architecture
Linux



ISV homepage > ibm.com/isv



PWIN homepage > ibm.com/isv/marketing/industrynetworks



Benefits homepage > ibm.com/isv/marketing/industrynetworks/benefits



IBM PWIN – designed to help you reach higher

5 PWIN Success Drivers
1. Marketing
To get you to market faster with
the help of a range of benefits

2. Selling
Close deals faster and improve
your profitability with a range of selling
benefits

3. Technical
Receive technical support &
guidance on enablement and porting

4. Training
Build skills, learn about IBM
products, achieve IBM certifications

5. Collaboration
Use networking opportunities to
connect with other BPs and IBMers



Marketing Resource Managers
Personalized guidance to help you go to market

You can call the UK MRM (Donnie Whelan) FREE on: 00 800 885 19777

Introduce Inform Engage Evaluate

Walk you Uncover the Assist you in Follow-up
through the right resources selecting and evaluation for
PWIN & tools to help using relevant continuous
registration you achieve PWIN benefits improvement
processes your goals



The IDR Portfolio


PartnerWorld
developer Works
Work
SaaS
STG
OEM
SVI
STG
VNC
BiancaMed



IBM provides end-to-end support to Business
Partners throughout the sales cycle

Understand Educate Develop Generate Team and Publicize
the market and enable product or awareness win deals successes
solution and leads
IBM developerWorks
Making it easier for developers to
• develop their skills
• find answers to their questions,
and
• connect with each other

User feedback for developerWorks
•quot;Brilliant, super easy to understand, coding and
explanation.quot;
•quot;Thanks. You saved my job.“
•quot;Very helpful, addressed issues I have never
considered...”



developerWorks: IBM’s resource for developers
On IBM developerWorks, your development teams can find
what they need to help you deliver!

No.1 Rated Vendor
Developer Program (IDC)
2nd largest developer
community in industry
Over 6m registered users
34 industry awards

ibm.com/developerWorks
ibm.com/


developerWorks – designed to drive technical skills
5 dWorks snapshots
1. Product range
All IBM products represented, catering for all levels – from novice to expert
2. Depth of content
Award winning content, regularly updated, over 200 new articles every
month
3. Tutorials & Webcasts
Step-by-step, task specific tutorials covering all products – including
certification test preparation
4. Connecting
Technical forums & briefings, blogs and links to user groups
5. Exchange
Search for, swap, trial and share plug-ins, code and ideas



Content for the community, from the community

developerWorks spaces
Community Topics
Group Spaces
Expert Spaces

SaaSpace
For IBM Business Partners
interested in Software as a
Service



My developerWorks…
a professional network and knowledge
base that connects the developer
community worldwide to share and
collaborate
Join today!
ibm.com/developerworks/mydeveloperworks

Build a profile Start an activity
Add comments Track bookmarks
Personalize My home Contribute to a wiki
Connect with colleagues Listen to a podcast
Join or create a group Write a blog entry
Tag, rate & Post to forums
recommend content

My developerWorks runs on IBM Lotus connections.



developerWorks: IBM’s community of developers, IT Professionals, & students
What we offer
IBM developerWorks is the destination on the web for
developers and IT professionals to stay on the cutting edge
and develop their skills on open standards technologies and
IBM products.

Delivers the deep technical code, content, and community you
need and depend on to get answers to your tough technical
questions.

Delivers unparalleled content in over 4 languages, including
articles, tutorials, demos, events and more.

Key Statistics:
Over 1M skill activities per year
34 industry awards
Serves 200 countries
4 local language sites

ibm.com/developerworks/aboutdw


The IDR Portfolio


PartnerWorld
developer Works
SaaS
STG
OEM
SVI
STG
VNC
BiancaMed



1. Solution Development Roadmaps and Web
Education Offerings
Solution roadmaps
► Assist ISVs, guiding them step by step through
the full development cycle:
Solution porting, migrating & development

Web education
► Knowledge resources providing
courses, white papers, hands-on
demos, FAQ, etc.
► Central search capability
includes external resources



2. Technical library
► No-charge access to
collateral to help ISVs
with every aspect of their
IBM Systems-based
development
► Searching using pull-
down lists or a free-form
text search
► Single-point access to
collateral across all of
IBM, such as
developerWorks,
Redbooks, Techdocs etc.



3. Virtual Loaner Program (VLP)
►The offer
Self-service, on-demand, remote access
to IBM HW and SW platforms
►The Focus
Develop, Port and Test applications
Self-service Web interface

►Access to:
Wide range of IBM platforms
Secure, fully automated
environment
IBM Technology on demand in
your own location
Reduced development & porting
costs, no-cost application
enablement



4. Rapid Port Program – ISV Porting Assistance

ISV Porting Assistance
► Rapid Port programme designed to unlock
blocked sale – helps ISV, helps IBM

What does the ISV get?
► Rapid, no-charge access to the latest IBM
technology & IBM experts
► Faster problem resolution during application
development
► Expanded Sales opportunities through
support of an additional operating system



5. Sizing Guides help maximize sales opportunities

Easy, Point-and-Click No-cost Access
Web-based, available 24/7
Template driven – easy to use
Supports
IBM Power Systems, Systems i, p, x
AIX, i5/OS, Linux, and Windows OS
Confidential
Sizing algorithms remain confidential
Password-controlled “private” hosting
available
Automatic System Updates
Automatically recommends currently
IBM servers
No need to update your guide for new /
withdrawn systems



IBM ISV & Developer Relations – continuing the
dialogue
Maximise Your Relationship – Blog Site
•http://ibmbusinesspartners.wordpress.com

ISV & Developer Relations Websites
•http://www-200.ibm.com/partnerworld/pwhome.nsf/weblook/index_emea.html
•http://www.ibm.com/developerworks/

Use Survey & Feedback to plan our next Seminar with topics and
content that are of direct benefit to Irish ISVs & Developers.



Thank you!


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