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(1)

®

Innovation

through

Partnerships

Jim Corgel

IBM, General Manager

(2)

The Marketplace is Changing

New client needs around innovation and growth

A new computing model for business

(3)

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

(4)

University

Incubation Projects

Extreme Blue

Seed-stage Startups

FOAKs

IBM Industry

Solutions

Partner SolutionsIBM Business

Ideas

VC Backed Firms (Early Stage)

Product & Service Offerings

VC Backed Firms (Late Stage)

Joint Innovation Teams

IBM’s Innovation Portfolio: Business Partners are Key

M

Bleeding Edge

IBM-led Innovation

External-led Innovation

(5)
(6)

 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)

7

Capturing opportunity via

global business development

Global Technology Unit - Driving Innovation

150 technical

(8)

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)

9

Build

Collaborate

Sell

Market

Technical Skills &

Applications

Partner to Partner

Enhanced Benefits

1:1 Guidance

PWIN

(10)

Build

Grow technical skills and develop applications

Virtual Center

Physical Centers

(11)

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

(12)

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)

13

Value Net Connections

Find partners and develop solutions together

Second Life

Connect in a world without boundaries

Communities

Collaborate around high-growth areas

Collaborate

(14)

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)

15

Collaborative Innovation

…with the community

*

Blogs – Wikis – Podcasts – Lists – RSS Aggregator – Forums – Special offers – Technical briefings - Technical library – dW custom feeds – Spotlight – Feature stories

Community spaces

Build “spaces” around:

1.

Technologies

2.

Products

(16)

Market

Reach new customers, industries, and geographies

Your Virtual Marketing

Department

Build Awareness

and Interest

(17)

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.

(18)

The Challenge: Take a closer look at SaaS

New technologies and

business models are

creating new

(19)

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

(20)

IBM helps ease the transition to SaaS

Build

Collaborate

Market

Sell

 Education

 Technical resources

 SaaS “Sandbox”

SaaSpace.com

2800

community members

SaaS marketing

consultant

Customized

marketing campaign

Customer

success stories

Partner podcasts

(21)

21

corgel@us.ibm.com

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