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emPOWER Your Business

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emPower Your Business:
Modernize your IBM I & AIX applications and extend to the
Web to lower your TCO with IBM Rational Power Tools
(Rational Developer for Power, Rational TeamConcert for Power)
Aligns to Install Base - Upgrade Profile
Execution Blueprint for MidMarket
April 2010
Note: AIX and Competitive selling scenarios to be added after April announcement
Page 1
emPower Your Business:
Why Partners will want to participate
OVERVIEW Selling Rational development tools for IBM i
and AIX* generates demand for IBM Power Systems
hardware and IBM Rational software by showing your
clients how to quickly and inexpensively move their IBM i
and AIX* applications, and their business, to the web to
connect with customers, partners and employees and to
lowe their Total Cost of Ownership (TCO).
MARKET OPPORTUNITY 1. Create new opportunities within the IBM i and AIX*
installed customer bases 2. Take out competitive solutions from Sun and HP* 3.
Clothe existing hardware opportunities with Rational to increase the size and
likelihood of the sale. In all cases, IBM has found that hardware sales that include
a value-add software component are much more likely to be won.
(LOCAL IMTs to customize the size of install base and Sun/HP opportunity)
IDEAL BUSINESS PARTNER STG Power or Rational value-added resellers with experience selling enterprise modernization, consolidation or
virtualization solutions for IBM i or AIX* on Power.
VALUE TO PARTNER:
•SELL MORE HARDWARE: Rational IBM i development tools make it easier, faster and less expensive for customers to move existing IBM i applications to the
Web vs. “rip and replace” with Intel or competitive UNIX applications. These Web and Portal applications are processor and memory intensive, adding new
workloads that drive processor, memory and disk upgrades. You can also propose new high performance Rational Compilers for POWER, used in conjunction
with new Power Systems hardware to lower total cost of ownership (TCO) by up to 20% from application performance improvements. This TCO gain provides
additional incentive for customers to migrate to new IBM Power Systems hardware.
• SELL MORE SERVICES: Help customers transform their business by extending their existing investments in IBM I and AIX* solutions or by consolidating
competitive solutions on an IBM Power System. Typical services engagements are 1-2 weeks for Rational Team Concert and 1-2 days for Rational Developer.
Standalone compiler sales typically do not drive service engagements.
• SELL MORE SOFTWARE:. Opens the door to sales of WebSphere Portal and additional Rational software such as Rational AppScan Express, OnDemand
for Web application security and Rational Quality Manager Express. These lower the costs of deploying new applications by reducing testing cycles and using
automation to do more with fewer resources.
AVERAGE DEAL SIZE:
•$10-15k for 3-5 users. Rational Developer for Power – $835 per user; Rational Team Concert for Power – $6300 per server with 3 licenses, additional users
are $630 to $1260 per user; Rational Host Access Transformation Services (HATS) - $143 per user.
GETTING STARTED
Sales Kits
в–ЄBP
Education and Enablement
в–ЄCustomer
presentation: IBM i can do it
Sales Kits: emPower Your
Business; iCare, Grow Your
Power Base
Data Sheets
•Enterprise
Modernization for
Power Systems
в–ЄEnablement
в–ЄCustomer
Website
Sales Incentives:
* IBM Confidential until support for AIX is announced by IBM on April 13, 2010
Page 2
Financing/Maintenance
•IBM Global Financing: Overview
•US - IBM ServicePac for Support - System x /
BladeCenter
•Non-US - IBM HW Maintenance Services - warranty
service upgrades
emPower Your Business: Customer Information
CUSTOMER INSIGHT
Just like enterprise customers, midsize customers are facing unprecedented pressure to deliver more capabilities using fewer resources and less
money than ever before. They need to: 1) move applications to the Web, 2) develop and deliver new applications and business solutiosn more
efficiently to keep up with the changing market demands with smaller teams; 3) ensure applications security and regulatory compliance to avoid
crippling fines. Instead of starting from scratch and spending a lot of unnecessary money in new skills development, applications and
infrastructure, Power customers need Rational Power Tools to help them modernize and extend their existing hardware and software
investments with minimal cost.
CUSTOMER VALUE PROPOSITION
Customers are always looking for ways to do more with less, and to wring every penny of value out of their investments. Those customers that
are already running their core business applications on IBM i and AIX* will be thrilled, some even surprised, to learn just how quickly and easily
they can adapt those applications to new uses, make them easier to use and ready for the web. For customers that are on competitive platforms,
the combination of IBM Power Systems hardware plus Rational Power Tools is an attractive alternative that will allow them to consolidate their
applications on a single platform thereby reducing hardware, energy, software license and maintenance costs.
TARGET AUDIENCE
CUSTOMER PAINS
IBM Power ( IBM i) install
base; IBM Power (AIX*)
install base; Sun and HP
hardware customers*
в–Є
в–Є
Typical Sponsors: CTO,
IT Director, IT Manager,
Development Manager
Influencers: Development
Leads, Project Manager
в–Є
Industries:
Cross industry
в–Є
Need to move the applications that
support their business to the web, but
don’t know how, and don’t have a lot of
money to spend.
Spending too much time, resources
and money supporting legacy
applications and on maintaining
applications dispersed across multiple
x86 servers.
Need to adapt to market changes and
reduce time to market. IT departments
are either very small or shrinking, and
can’t keep pace with business needs.
Need to manage application security
and compliance of past and new
regulations. Spending too much time
and money on audits.
CUSTOMER / SOLUTION BENEFITS
OFFERINGS
CIO/LOB: Deliver new value to your business by
transforming your Power IT infrastructure:
Lead offerings
в–Є
Move to the Web without “rip and replace” Extend your infrastructure to the Web & satisfy
your business needs today
в–Є
Increase application development and delivery
productivity with modern tools so you can
accomplish more and deliver changes faster -with higher quality
в–Є
Execute with reduced risk and cost –
Proactively manage security and compliance
CFO: Modernize existing solutions more quickly
and at a fraction of the cost of building
everything from scratch
•
Enhance and extend the life of your existing
hardware and software investments.
•
Modernized applications cost less to maintain
and require less training to use.
* IBM Confidential until support for AIX is announced by IBM on April 13, 2010
Page 3
в–Є
Rational Developer for Power
в–Є
Rational Team Concert for
Power
в–Є
Rational Host Access
Transformation Services
(HATS)
Offerings for cross-sell:
в–Є
BladeCenter,
в–Є
Power I 520 I
в–Є
Rational Developer for SOA
в–Є
Rational Business Developer
в–Є
Rational AppScan Express
emPOWER Your Business: Assets for generating demand
Door Openers
Event Services
Nurturing Pipeline
Offers & Resources
Starting conversations with prospects
Event registration and management
Moving prospects towards purchase
Keys to your direct response success
Quick Reference Guide in
Sales Kit – PW Link
Video:
Lower TCO
of Multiplatform Applications
for Power Systems Link
Smarter Planet e-mail and DM
templates to support an event
в–ЄCampaign
Designer
reference Nos:
SM900343-WWEN-00
SM900346-WWEN-00
SM900347-WWEN-00
SM900349-WWEN-00
в–ЄMAM
Customer Web Page - Link
Case study PW Link
Brochure: PW Link
Smarter Planet Event Experience
Style Guide. MAM reference No:
SM900519-USEN-00
Flexible DG Assets (e-mail & postcard).
Power Systems Flex Assets.
See “Step 1, Extend The Life of Your IT
System:”
-in Campaign Designer
-MAM Reference No:
SM900404-USEN-00
…
В®
IBM Software Group
….
emPower Your Business
Enterprise Modernization Sandbox
(Virtual Test Environment) - Link
В© 2009 IBM Corporation
Illustrations used in e-mail / postcard
templates directly above. Same MAM
reference number as above.
Page 4
Webcast PW Link
Customer
Presentation PW Link
White space discount:
- Discounts of up to 50% for
customers that are new to Rational
(less than five licenses) or
considering competitors' products.
Contact your IBM Business Partner
rep for more information.
White Papers:
-The Business Value of Enterprise
Modernization with IBM i on Power
Hardware
Win and Support:
-60 Day Trial: Rational Developer for i
-Sales Tool: Grow Your Deal Size
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