®
Innovation
through
Partnerships
Jim Corgel
IBM, General Manager
The Marketplace is Changing
New client needs around innovation and growth
A new computing model for business
3
Innovation Matters to CEOs
83%
Know their business
model must change
20%
Manage change well
76%
51%
80%
50%
Value collaborative
innovation
Are actively
collaborating
Want to foster a
culture of innovation
Have one today
UniversityIncubation Projects
Extreme Blue
Seed-stage Startups
FOAKs
IBM IndustrySolutions
Partner SolutionsIBM Business
Ideas
VC Backed Firms (Early Stage)
Product & Service Offerings
VC Backed Firms (Late Stage)
Joint Innovation TeamsIBM’s Innovation Portfolio: Business Partners are Key
M
Bleeding Edge
IBM-led Innovation
External-led Innovation
R&D expertise and history in creating premier companies
World leader in technology-related workforce
Rated as 2nd to Silicon Valley In the Entrepreneurship Index
Israel: Leading in Innovation
Israeli innovation at a glance:
- Israeli hi-tech companies influence $10B in IT spending
- 90% of their markets- outside Israel
- 50 active VCs operating in Israel
7
Capturing opportunity via
global business development
Global Technology Unit - Driving Innovation
150 technical
Top Challenges for ISVs
ISVs looking to align with
the right partners
How do I collaborate with others?
ISVs seek expansion
into new markets
How can I reach new
customers, industries, and
geographies?
ISVs evaluating / adopting
SaaS model
How do I change my business
9
Build
Collaborate
Sell
Market
Technical Skills &
Applications
Partner to Partner
Enhanced Benefits
1:1 Guidance
PWIN
Build
Grow technical skills and develop applications
Virtual Center
Physical Centers
11
Technical resources to help you get to market fast
3,600 hardware and software technology
enablements
20,800 hours logged in Virtual and Self-Paced Workshops
34 IBM Innovation Centers with
support in 8 languages
5,300 individuals received architecture and integration
consulting
6,100 developers gained skills at 400
technical seminars
2,000 Virtual Loaner reservations
IBM Innovation
IBM Innovation
Centers
developerWorks
Find, learn, connect, and share
developerWorks
developerWorks
6 million unique
members
321 developerWorks
Live! events held with
23,921 attendees.
746,156 software
downloads
Over 1 million
skills activities
per year
1,642 new tutorials
and articles were
published
13
Value Net Connections
Find partners and develop solutions together
Second Life
™
Connect in a world without boundaries
Communities
Collaborate around high-growth areasCollaborate
Value Net Connections: Overview
Helping partners to build repeatable solutions to meet customer needs
MARKETING
• Business Planning
• Agency Support
• Co-marketing
• Demand Generation
SALES
• Field-level sales linkage
• The Value Net Zone
• Sales Incentives
TECHNICAL
• Assigned IBM expert
• Porting and development assistance and support
• Private Value Net Zone
IDEAS
KNOWLEDGE
RELATIONSHIPS
VALUE NET
CONNECTION VALUE NET CONNECTION
IDEAS
KNOWLEDGE
RELATIONSHIPS
VALUE NET
15
Collaborative Innovation
…with the community
*
Blogs – Wikis – Podcasts – Lists – RSS Aggregator – Forums – Special offers – Technical briefings - Technical library – dW custom feeds – Spotlight – Feature storiesCommunity spaces
Build “spaces” around:
1.
Technologies
2.
Products
Market
Reach new customers, industries, and geographies
Your Virtual Marketing
Department
Build Awareness
and Interest
17
Sales Incentives
Earn financial
rewards
Earn financial
rewards
Find the right
IBM Seller
Find the right
IBM Seller
Check your
sales leads
right from
your desktop
Check your
sales leads
right from
your desktop
Success Stories
Showcase your
success to
prospective
customers
Sell with IBM
Click. Connect. Close.
The Challenge: Take a closer look at SaaS
New technologies and
business models are
creating new
19
SaaS Shifts Responsibility from Customer to ISV
Software Vendor
Services Provider
1. Defining
architecture 2. IT
operations 3. Software
maintenance
1. Solution
infrastructure 2. Service level
agreement 3. Solution
upgrades
Client
responsible
for:
ISV
IBM helps ease the transition to SaaS
Build
Collaborate
Market
Sell
Education
Technical resources
SaaS “Sandbox”
SaaSpace.com
2800community members
SaaS marketingconsultant
Customizedmarketing campaign
Customersuccess stories
Partner podcasts21