2H2018 Sales Play Ebook India BP Edition

2H’2018
Sales Plays Playbook

I B M G l o b a l B u s i n e s s Pa r t n e r s India Edition
Leading with Client Value

Executive Message
Hui Li Lee – Vice President, Global Business Partners, IBM Asia Pacific
Dear Business Partners,
As we usher in the new quarter, I would like to take this opportunity to thank each and every minefield. This Solution Theme helps partners involved in Digital Transformation with a series of
one of you for your partnership in driving strong performance in the first half of 2018. Let’s sales plays covering the important use cases of reinventing customer engagement, leveraging
continue to ride on this momentum to bring value to our clients and win marketshare from data better, re-imagining core processes and empowering employees with IBM technology.
our competitors.
3. Cognitive Security:
One area that I’ve always been passionate about are sales plays and how we leverage The future of security is AI and Orchestration. Customers are overwhelmed with data and
these as a door opener and reason of call to drive value for our clients. fatigued by false positives. Security incidents lose their urgency and become yet another
alert to deal with. With IBM’s Cognitive Security - we’ve embedded machine-learning and
For 2H 2018, for the first time ever, we are launching the sales plays under three key orchestration capabilities into our security technologies to help professionals find, analyze,
solution themes that resonate well with our clients across Asia Pacific. This, I believe, and understand massive amounts of security data creating an new outcome-driven
articulates more succinctly the unique value proposition IBM along with our partners can approach. This Solution Theme helps partners in the security market with sales plays that
bring to clients in their Journey to Cloud, Digital Transformation and build up of Cognitive address use cases for stopping threats, proving compliance and growing their customers’
Security especially in support of their mission critical applications and systems in this new business both on-premise and in their journey to cloud.
economy. These Thematic plays will run for a half year period providing a longer runway for
you and your teams to drive traction and build yield. Please work closely with your distributors and IBM partner managers for any additional
information and clarification. Most of all, we value your feedback so we are better able to
Partners can leverage these these Theme and engage clients in a solution discussion develop plays that meets your go to market needs.
covering the full portfolio of offerings across IBM Systems, Software and Services related to
the clients’ needs in these areas. Finally, we launched the really exciting IBM Storage “In It To Win It” incentive program for
business partner sellers last quarter. This is our largest incentive pay-out in recent times and
1. Journey to Cloud: provides you the opportunity to maximize our stportfolio leadership! For those of you who
Companies today recognize that cloud adoption is a journey that involves infrastructure, have not leveraged this incentive yet, I urge you to read more about this incentive in this 2H
platforms and data. Whether customers need to innovate, maximize their ROI or mitigate 2018 Sales Plays eBook and reach out to your IBM partner managers for more details.
risks - IBM’s cloud is secure, enterprise grade and built for data-intensive AI workloads.
We’re the only vendor in the market that can fully address on-prem, private cloud, public Wishing you another successful quarter in 3Q. Happy selling!!
cloud or a hybrid of all three in a customer’s journey to the cloud. This Solution Theme helps
partners to understand sales plays for the key use cases of Infrastructure Resiliency and Regards,
Workload Modernization. As we progress in 2H, we’ll add additional sales plays particularly
around Cognitive Services and Process Automation.
2. Digital Transformation:
Our partners understand that companies are rapidly digitizing all elements of their business;
from new business models to new ways of working, leveraging new talent in the process. Hui Li Lee
Recent surveys have shown 54% of executives believe their biggest future competition will Vice President
come from other industries and 72% believe they’ll be susceptible to digital disruption in the Global Business Partners
next 3 years. IBM technologies help customers navigate through the digital transformation IBM Asia Pacific
E xe c u t ive’s Messag e | Theme 1: Jour ney To Clou d | T h e m e 2 : D i g i t a l Tra n s fo r m a t i o n | T h e m e 3 : C o g n i t i ve S e c u r i t y | P r o m o t i o n s a n d I n c e n t i ve s

Theme 1:
Journey To Cloud
70%
C-Suite Strategic Imperatives Journey To Cloud Sales Plays
1. INNOVATE & COMPETE. Modernization allows for businesss
process agility and adaptability based on market conditions
of companies have 2. MITIGATE RISK by taking advantage of newer security and
INFRASTRUCTURE RESILIENCY
Build a highly resilient environment to support
deployed a mix of public compliance standards available in modern app frameworks business continuity and disaster recovery
3. MAXIMIZE ROI by delivering functionality in line with business and
and private clouds customer demands
requirements through traditional and modern
application resiliency techniques.
implying an increase
JOURNEY TO THE CLOUD
in confidence in cloud Sales Plays:
1. IBM Cloud – IaaS & PaaS
adoption. 2. IBM Cloud – VMware on IBM Cloud
3. IBM Cloud – iCOS for Cloud
Cloud Ready Platform Cognitive 4. GTS Multi-vendor support (MVS)
Infrastructure Services Services Services 5. GTS Storage Support Services
$6.87B
is the market opportunity
A highly scalable, security
enabled infrastructure
On-prem
Hypervisor
Public
Virtualization
Build Cloud Native apps within the
Enterprise and the Cloud
On-prem
New
Public
APIs
Cognitive building
blocks for developers
AI
Services Applications Assistant
for app modernization Compute Baremetal Integration Natural Language WORKLOAD MODERNIZATION
Services Cloud Processing Leverage modern, open standard application
services in 2017 growing
Middleware
Native & Data
Network
Network Services Cloud Data development technologies coupled with
at 19.4% CAGR. Services & Runtimes Programming
Models
Insights infrastructure hardware purpose built to
Storage
Object Visual/Speech support demanding cloud native and AI centric
Storage Recognition
Developer &
Operations
Developer &
Operations
applications.
56.8% CAGR
Services Services Empathy
Analysis
Private Cloud Public Cloud
Sales Plays:
Platform Containers 1. Move to Power9 (Scale Out)
is the expected growth Containers &
VMs Common
& VMs
Common 2. SAP Hana on Power8
in AI enabled apps from Services Services 3. IT Modernisation with Flash
4. IBM ICP
$643M in 2016 to 36.8B Building INFRASTRUCTURE
RESILIENCY through Hybrid Cloud
WORKLOAD MODERNISATION
for App Portability
Cognitive Process
Automation 5. API Connect
in 2025*. Highly optimal Infrastructure
systems that can bridge
Develop cloud-native apps within the
Enterprise leveraging modern application
Create innovative,
cloud-native apps
6. GTS – TSS & Linux Open Source Support
7. GTS Cloud Open Source Support Services
on-prem workloads to cloud and development frameworks with full using industry leading
based infrastructure services portability to the Public cloud Watson AI services
E xe c u t i ve’s Message | Th em e 1: Journ ey To Clou d | T h e m e 2 : D i g i t a l Tra n s fo r m a t i o n | T h e m e 3 : C o g n i t i ve S e c u r i t y | P r o m o t i o n s a n d I n c e n t i ve s



Journey To Cloud Journey To Cloud Journey To Cloud
Infrastructure Resiliency Infrastructure Resiliency Infrastructure Resiliency
(Software) (Software) (Software)
Sales Play Sales Play Sales Play
#
1
IBM Cloud
IaaS & PaaS (former Bluemix)
#
VMWare on Cloud
2
 More Info
#
iCOS for Cloud
3
 More Info
 More Info
Targets Targets Targets

Commercial & Enterprise segment customers: • Existing VMware customers with more than 50VM’s • Customer looking for inexpensive unstructured data storage
• Bluemix Service Providers: Bluemix Platform Subscription is environments that can be consumed on demand
purchased and used in an embed model via ESA. contract. VADs, • Customers with backup/archive requirements
Telcos, Large Sis, niche Cloud Providers (ISV/MSP/CSP) • Customers wanting to build unstructured data driven applications on
• Bluemix Resellers: Partners resell to customers (platform), then the cloud
support the EU by working within the clients subscription to build
value added services and assets for the clients use
• VADs can take Bluemix to market by reselling to SVP SaaS Entry
Authorization Group IBM Business Partners, and sell directly to
independent software vendors (ISVs) and technology partners
through the VAD Embedded Solution Agreement
Program / Promotion / Incentive Program / Promotion / Incentive Program / Promotion / Incentive

• Pricing: Bluemix Pricing • Pricing: Bluemix Pricing • Pricing: ICOS Pricing
• Bluemix Garage Services modules and developerWorks Premium • Bluemix Garage Services modules and developerWorks Premium • Bluemix Garage Services modules and developerWorks Premium
subscriptions may be resold by IBM SaaS Authorized BPs in addition subscriptions may be resold by IBM SaaS Authorized BPs in addition subscriptions may be resold by IBM SaaS Authorized BPs in addition
to Bluemix Platform to Bluemix Platform to Bluemix Platform
• Once developers have adopted Bluemix, extend using API Connect • Once developers have adopted Bluemix, extend using API Connect • Once developers have adopted Bluemix, extend using API Connect
• Free 30 Day Trial Partners can adopt any of 3 channel sales models • SaaS Financing – Enjoy best upfront price discounts yet pay by 0% • SaaS Financing – Enjoy best upfront price discounts yet pay by 0%
(Resell, Embed (ESA), and Referral), which apply to all 3 deployment installments* installments*
flavors of Bluemix (Public, Dedicated, Local). SVP Product • IBM Cloud Services Credits Partners can receive several thousand • Free 30 Day Trial Build on IBM Cloud Object Storage for free with
authorisation for resell is SaaS Entry with standard incentives. Service dollars worth of free service credits annually for registering as an IBM no time restrictions. Partners can also receive several thousand
Provider Partnerships receive an additional 10% discount to support business partner. In addition, partner are eligible to receive generous dollars worth of free service credits annually for registering as an IBM
on-sell (tenancy) provision. SaaS Incentives Page SaaS incentives for selling the VMware on Cloud offerings business partner. In addition, partner are eligible to receive generous
• SaaS Financing – Enjoy best upfront price discounts yet pay by 0% SaaS incentives for selling the IBM Cloud Object Storage offerings
installments*
*Terms and conditions apply



Journey To Cloud Journey To Cloud
Infrastructure Resiliency Infrastructure Resiliency
(Services) (Services)
Sales Play Sales Play
#
GTS Technology Support Services
Multi Vendor Services
4 #
GTS Storage Support Services
5
 More Info
 More Info
Targets Targets
• Enterprise • Cross-industry
• Commercial • All Client sizes
• Mix of IBM and other vendor products
Solution Description Solution Description

• Multi Vendor Services (MVS) is IBM providing maintenance for non- • The different support level available for the IBM Storage devices
IBM products. TSS has been providing MVS service for over 30 years, provide flexibility to our clients. We can compliment or supplement the
recognizing that clients have heterogeneous IT environments and it inhouse skills’ gap by providing support that ensures optimal use of
needs to be serviced and kept ‘always-on.’ The MVS portfolio includes the hardware. This allows the clients to focus on their core business
support for non-IBM hardware (such as Dell and HP equipment), as while enjoying the benefits of highly available IT infrastructure.
well as software support (such as Linux and Open Source software).
Extending IBM’s traditional Logo technology support services to
the multi-vendor environment provides a valuable service to clients
and is an extension of TSS’ world-class service delivery. MVS offers
clients a simpler, more cost effective approach to supporting their IT
environment – a single point of contact solution.

CLOUD
SaaS
Journey To Cloud – Infrastructure Resiliency (Software)
Sales
Play 1: IBM Cloud – IaaS & PaaS (former Bluemix)
Client Pain • Need to innovate with not enough up front capital

Points •B uilding and deploying applications with the speed, flexibility and agility Unique IBM Value Propositions Pricing/Average Deal size
required to keep pace with competitors
• Inability to interact with connected devices
•D esire to establish new biz models, and incorporate cognitive/analytics Bluemix makes it possible to bring together multiple • Pricing: Bluemix Pricing
to apps data sources, scale systems, and incorporate cognitive • Bluemix Garage Services modules and developerWorks
services to drive business value quickly and inexpensively. Premium subscriptions may be resold by IBM SaaS
Target Commercial & Enterprise segment customers: BMX allows you to integrate high-performance cloud Authorized BPs in addition to Bluemix Platform
Market • Bluemix Service Providers: Bluemix Platform Subscription is purchased and infrastructure (Softlayer) and an unmatched breadth of • Once developers have adopted Bluemix, extend using
used in an embed model via ESA. contract. VADs, Telcos, Large Sis, niche unique composable services into IT environments whilst API Connect
Cloud Providers (ISV/MSP/CSP) meeting security standards. • SaaS Financing – Enjoy best upfront price discounts yet
• Bluemix Resellers: Partners resell to customers (platform), then support the pay by 0% installments*
EU by working within the clients subscription to build value added services
and assets for the clients use IBM Marketing / Sales Activities
• VADs can take Bluemix to market by reselling to SVP SaaS Entry Incentives
Authorization Group IBM Business Partners, and sell directly to
independent software vendors (ISVs) and technology partners through the • Bluemix Infrastructure: IBM Cloud for VMware Solutions
VAD Embedded Solution Agreement • Bluemix Development: Bluemix Event Creation Free 30 Day Trial Partners can adopt any of 3 channel sales
• Teach Me How to Bluemix models (Resell, Embed (ESA), and Referral), which apply
Prospecting • Startups to enterprise organizations that need to deliver business value to all 3 deployment flavors of Bluemix (Public, Dedicated,
Profile through new cloud-native applications. Companies seeking to enable Local). SVP Product authorisation for resell is SaaS Entry
existing applications for the cloud Assets with standard incentives. Service Provider Partnerships
• Small and large customers are using composable environment to rapidly receive an additional 10% discount to support on-sell
build and deploy new cloud and mobile applications (tenancy) provision. SaaS Incentives Page
• As part of their digital transformation, customers are decomposing current Sales Plays:
apps into APIs and microservices, so they can run them on an architecture • Bridge to Cloud - Sales Play: Customers with IBM
that supports composition WebSphere® Application Server renewals are a target
• Enterprise customers are building new mobile front ends for legacy apps, for Bridge to Cloud — WebSphere Application Server on
and connecting them to legacy systems of record Bluemix. Clients can get SaaS environments in addition
• Clients using Softlayer (probe how they are developing their workloads) to theirexisting on-prem environments for up to 3 years.
Differentiators With over 25 global data centers – and the ability to deliver Bluemix Local Price uplift is only 20% with no price increases for 3 years.
in any country that IBM does business – companies can easily address Offers options to continue with Cloud and On prem; move
regulatory considerations and locate compute and data where they best to Cloud; or revert back to on prem.
serve users. • VMware on IBM Cloud - Sales Play: IBM® Cloud for
VMware can integrate, expand or migrate your on
IBM WW Sika Sullivan: WW Channel Sales sikasull@us.ibm.com premises VMware workloads onto IBM Cloud
Channel Sales Resources:
Contact • Bluemix Resource Centre
IBM AP Roger Smethurst (ANZ) roger.smethurst@au1.ibm.com • Bluemix Quickstart for Partners
Channel Sales Joseph Tan (ASEAN) joslim@sg.ibm.com • Bluemix Quickstart Demos
Contact Sanjay Kathuria (ISA) sankathu@in.ibm.com • Bluemix Tutorials by Service
Jin Sook Lee (KOR) ljsook@kr.ibm.com • Bluemix Webcasts and Videos
Ganendran Gajun (AP) gajung@sg.ibm.com • Bluemix Webinars
• developerWorks Bluemix recipes
Action Get every ISV/app developer to sign up for a 30 day free trial • Architecture Centre – Bluemix
• IBM Cloud for VMWare solutions

CLOUD
SaaS
Sales
Play 2: IBM Cloud – VMware on IBM Cloud
Client Pain • 80% of on-premises deployments of VMware suffer with long lead times on
Points spinning up environment, launching or killing VMs etc. IT cannot respond to Unique IBM Value Propositions Pricing/Average Deal size
business needs fast enough.
•H ardware refresh, version upgrade and over-provisioning of infra makes
on-premise deployment ~2x more expensive vs VMW on cloud IBM offers secure, single-tenanted VMWare software • Pricing: Bluemix Pricing
•7 0% VMWare customers in AP operate on premise VMware farms on 1 stack on IBM cloud at monthly billing which can integrate • Bluemix Garage Services modules and developerWorks
DC. Risk of dis-continuity in business due to natural disaster, major power with your on-premise VMWare without needing to Premium subscriptions may be resold by IBM SaaS
outage, or corruption is not complete without Disaster Recovery data to an re-architect your application and leveraging your investment Authorized BPs in addition to Bluemix Platform
offsite location (Cloud is ideal) in VMW on skills and license. Entire stack is supported by • Once developers have adopted Bluemix, extend using API
one party – IBM. Connect
Target • Existing VMware customers with more than 50VM’s • SaaS Financing – Enjoy best upfront price discounts yet
Market pay by 0% installments*
Prospecting • Customers who are running more than 50VM’s in there production IBM Marketing / Sales Activities
Profile environment
•C ustomers who have highlighted challenges in building disaster recovery Incentives
• IBM Cloud Infrastructure:
capabilities for there production VMware environments IBM Cloud for VMware Solutions
•C ustomers who are looking for agility for there test and dev environments IBM Cloud Services Credits Partners can receive several
for VMware thousand dollars worth of free service credits annually for
•C ustomers looking to build a hybrid cloud strategy and burst to and from the Assets registering as an IBM business partner. In addition, partner
cloud when needed are eligible to receive generous SaaS incentives for selling
Differentiators • Dedicated environment per customer the VMware on Cloud offerings
•U nmatched flexibility – ability to provision multiple options that include Sales Plays:
backup, DR and load balancing technologies • VMware on IBM Cloud - Sales Play: IBM® Cloud for
•L everage existing investments through bring your own VMware licenses VMware can integrate, expand or migrate your on
and resources premises VMware workloads onto IBM Cloud
•S ingle support for entire stack from IBM Resources:
•D eploy the entire Vmware stack including Software Defined Data Centre • Bluemix Resource Centre
stack within 12 hours • Bluemix Quickstart for Partners
• Bluemix Quickstart Demos
IBM WW Jack Beech: WW Channel Sales • Bluemix Tutorials by Service
Channel Sales jack.beech@us.ibm.com • Bluemix Webcasts and Videos
Contact • Bluemix Webinars
Gajun Ganendran: AP W&CP Channel Ecosystem Leader • developerWorks Bluemix recipes
IBM AP
gajung@sg.ibm.com • Architecture Centre – Bluemix
Contact
• IBM Cloud for VMWare solutions
Action Identify any customer with greater than 50 VMware VM’s

CLOUD
SaaS
Sales
Play 3: IBM Cloud – iCOS for Cloud
Client Pain • Looking for inexpensive, simple storage that can be consumed on demand
Points for various application usecases such as for backup data, collaborative data Unique IBM Value Propositions Pricing/Average Deal size
or user driven data.
•L oss of productivity due to long backup and restore times and looking for
alternatives to on-premise storage • IBM Cloud Object Storage integrates with leading Archive • Pricing: ICOS Pricing
•P roliferation of inefficient islands of information than requires centralization solutions such as Moonwalk to seamlessly move inactive • Bluemix Garage Services modules and developerWorks
•H igh cost of piecemeal or distributed backup solutions data sitting in large file servers and unstructured data Premium subscriptions may be resold by IBM SaaS
•C hallenges achieving expected cost-savings from mergers, repositories. Authorized BPs in addition to Bluemix Platform
acquisitions,and consolidations • IBM Cloud Object Storage can be designed to offer a • Once developers have adopted Bluemix, extend using API
backup-less environment for customers. IBM Cloud Connect
Target • Customer looking for inexpensive unstructured data storage environments Object Storage offers better SLA’s at a cheaper price • SaaS Financing – Enjoy best upfront price discounts yet
Market that can be consumed on demand than AWS S3 pay by 0% installments*
• Customers with backup/archive requirements
•C ustomers wanting to build unstructured data driven applications on the
cloud IBM Marketing / Sales Activities Incentives
Prospecting • Unstructured data from NetApp, EMC or other Windows file server
Profile environments that can be archived to the cloud • IBM Cloud Object Storage: IBM Cloud Object Storage Free 30 Day Trial Build on IBM Cloud Object Storage for free
• Customers experiencing difficulties in meeting backup/restore windows with no time restrictions. Partners can also receive several
• Unhappy with cost or efficiency of current backup infrastructure thousand dollars worth of free service credits annually for
• Multiple and siloed backup and file infrastructure Assets registering as an IBM business partner. In addition, partner
•C ustomers looking for cost effective unstructured data repositories for cloud are eligible to receive generous SaaS incentives for selling
based applications the IBM Cloud Object Storage offerings
Differentiators • More cost effective than AWS S3 Sales Plays:
• Offer better and consistent SLA’s across all object storage services • Modernize Backup and Data Protection with ICOS:
compared to AWS Modernize your backup and data-protection
• No charge for network traffic between DC’s for resiliency environment by using Cloud Object Storage as a
highly durable, scalable and secure destination for
IBM WW Jack Beech: WW Channel Sales backing up and archiving your critical data.
Channel Sales jack.beech@us.ibm.com IBM Cloud Object Storage Solutions
Contact Resources:
IBM AP Gajun Ganendran: AP W&CP Channel Ecosystem Leader • IBM Cloud Object Storage Resources
Contact gajung@sg.ibm.com • ICOS Free Trial
• ESG Whitepaper
Action Identify any customer looking for backup to cloud. Get 25GB free • ICOS Pricing
• ICOS FAQ
• ICOS Resource Library

SERVICES
Signings
Journey To Cloud – Infrastructure Resiliency (Services)
SALES
PLAy 5: Technology Support Services Multi Vendor Services
Technology support for IBM and non-IBM products:

What is Multi Vendor Services (MVS)? 4 Reasons to sell MVS
no matter who made it, IBM supports it. Visit IBM
Technology Support Services on IBM PartnerWorld • Comprehensive: With MVS, IBM provides hardware and software • Flexible offering terms and conditions that meet clients’ business
maintenance for non-IBM products. needs with seamless integration into existing logo agreements
• Simplicity: To meet ‘always on’ requirements, IBM MVS, as (contract consolidation)
Pain Points Client Dilemma IBM Multi Vendor Services (MVS) the Technology Support Integrator, can be the single point of • Easier renewal and product refresh opportunities
accountability for ALL support needs, both inside (server, storage, • Potential gross revenue on product resell
Complexity/ When problems SIMPLICITy: Simplify processes
network) and outside (ATM, POS, printers and more) the datacenter. • Great add-on to any other services presented to the client, and as
Inefficiency arise, difficulty and reduce time spent dealing with
• Starting the Conversation: part of their existing IT budget. Up-sell and cross-sell with IBM MVS
engaging multiple vendors by choosing IBM
- Ideal for clients who plan to defer IT CAPEX, yet need to maintain
multiple suppliers as the single point of contact for IT
legacy OEM equipment
to identify root support, ensuring clear IT support
cause and own accountability across platforms and
- Identify clients who struggle to manage multiple support contracts Marketing & Demand Generation
and OEM hardware coming off warranty.
resolution vendors.
- Position the IMS offering (pre-priced, standard services for Cisco,
Increasing Creating costly COST EFFECTIVENESS: Reduce Juniper, x86 servers, Dell, Oracle-Sun Microsystems...) with Visit the Technology Support Services PartnerWorld web page where
Costs delays when the cost and complexity of technology clients, demonstrating how TSS post-warranty support can save you will find:
outages occur support with a single, reliable point of clients money vs the OEM service. • TSS BP Toolkit; includes a spotlight on MVS
with many parties contact for devices inside and outside - Protect client relationships against the threat of TPM by leveraging • Ready-to Execute BP Marketing Campaigns
involved the data center. the vast capabilities of TSS to complement your coverage of the • Sales tools and Education such as TSS Multi Vendor Client Value
accounts. Play on PartnerWorld University
Lack of IT Diverting internal GLOBAL AVAILABILITy: A global
specialists resources network of certified OEM product
away from core support specialists, with direct access MVS Client Benefits MVS – Segmentation
business needs to OEM, can reduce internal training
costs and provide more flexible
support terms. • Hassle-free multivendor support: Reduce the cost and complexity • Managed Technical Support Services (MTSS): IBM provides
of technology support across a heterogeneous environment by clients single-source multivendor support, providing SPOC, end to
consolidating services with a single vendor end incident management, vendor, asset and change management
TSS BP Channel Contacts: • Adapt-on-the-fly technology support: Customizable multivendor across the entire IT infrastructure, in addition to LOGO and MVS
• Australia: Bhavik Vyas vbhavik@au1.ibm.com support services that support cost reduction and service level HW & SW maintenance support. Offerings also include Integrated
• Australia: Ryan Harris ryharris@au1.ibm.com consistency to strengthen brand loyalty Multivendor Support (IMS), Lifecycle Maintenance (LCM), Predictive
• ASEAN: Hyder Alaudeen hyder@sg.ibm.com • Proactive maintenance for longer lifecycles: Providing a planned Maintenance, and Custom MVS offers.
• Indonesia: Clarissa Tracy Priscilla clarissa@id.ibm.com refresh strategy to help you better anticipate costs and manage IT • Managed Vendor Support Services (MVSS): IBM provides
• Thailand: Somsak Uthaisinsak somsaku@th.ibm.com lifecycles. Our comprehensive Lifecycle Maintenance offering helps warranty and maintenance technical support services on behalf of
• India: Ramesh Srinivasan rameshsr@in.ibm.com Clients make the most of their IT investments while providing lower, manufacturers, enabling clients to focus on their core business. IBM
• Korea: ByungSun Cho chobs@kr.ibm.com more predictable costs performs remote support, field services, and/or logistics services on
• Asia Pacific: Theresa Lee leestt@sg.ibm.com • Predictive insight for problem prevention: Our priority is to help behalf of the OEM under IBM or OEM contract.
strengthen competitive advantage and customer satisfaction by
optimizing a global IT environment. Through our field professionals,
IBM delivers innovative services that leverage predictive analytics
and advanced capabilities, such as IBM Watson™ cognitive
technology, to outthink downtime, better mitigate risk and improve
business outcomes

SERVICES
Trans
Journey To Cloud – Infrastructure Resiliency (Services)
Sales
Play 5: GTS Storage Support Services
As downtime costs rise and converged, virtualized or cloud-based IT environments become

more complex, your technical support strategy grows in importance. Value Proposition Benefits
IBM Technology Support Services provide basic care support services for all your IBM
systems hardware and software as well as some strategic non-IBM software. IBM basic • Premier Support from IBM Technology Support Services is • Streamlines management by providing integrated support
care provides on-site hardware support 7 days a week, 24 hours a day depending on your designed to streamline and strengthen your organization’s for hardware and software from IBM and other key
requirements. Remote software support provides usage advice and guidance and defect technical support strategy by providing high-quality, suppliers
support and is available 24/7. personalized remote technical support for both hardware • Increases efficiency by supplying easier access to IBM
and software. product development and engineering labs
Premier Support from IBM Technology Support Services offers a broad portfolio of hardware • This integrated service offers trained specialists who • Speeds problem resolution by using client advocates to
and software service options provided by highly skilled, dedicated specialists. Its integrated monitor and maintain technology from IBM and strategic help coordinate responses
approach to coordinated technical support for multiproduct and multivendor IT environments is suppliers such as The Linux Foundation, helping you avoid • Improves availability by offering enhanced response times
designed to cost-effectively increase IT infrastructure availability. the need to manage multiple suppliers and facilitating for your critical problems
simpler, more cost-effective support. • Helps avoid problems by offering proactive services
For mission-critical business processes, the Enhanced Software Care from IBM provides • IBM’s long, successful history of robust technical support • Gives staff more freedom to pursue strategic initiatives by
basic maintenance services as well as faster response times, integrated support for hardware combines with access to IBM product development and offering a customized approach tailored to your systemof
and software and client care services tailored to individual needs and IT environment engineering labs to help provide more efficient advice and the OEM under IBM or OEM contract
designed to get your business back up and running as quickly as possible. problem-solving.
• Premier support includes client advocates who help
coordinate responses for a more personalized remote
Client Pain • IT environments are becoming more complex and keeping them operating support solution
Points optimally is getting harder • Premier Support also offers proactive services designed to
• You need sophisticated IT skills to avoid downtime yet you also want to limit help identify potential issues before they become problems
IT costs such as microcode support or personalized alerts and
•U sing components from multiple vendors can make it difficult to pinpoint notifications
what to fix when a problem arises • IBM support specialists also familiarize themselves with
•A failure that requires a lengthy response time can have a major impact on your unique IT environment to help speed the identification
your business and resolution of issues.
• Providing a single point of contact, control and escalation
Target • Cross-industry helps free your staff’s time for more strategic initiatives.
Audience •A ll Client sizes
Typical • Chief financial officer • Chief information officer
Sponsor • IT and procurement managers • IT users
• Internal business stakeholders
Seller • Contact existing clients who are looking for more efficient and cost-effective
Action technical support
• Upsell new hardware and software clients
TSS BP • Australia: Bhavik Vyas vbhavik@au1.ibm.com
Channel • Australia: Ryan Harris ryharris@au1.ibm.com
Contacts • ASEAN: Hyder Alaudeen hyder@sg.ibm.com
• Indonesia: Clarissa Tracy Priscilla clarissa@id.ibm.com
• Thailand: Somsak Uthaisinsak somsaku@th.ibm.com
• India: Ramesh Srinivasan rameshsr@in.ibm.com
• Korea: ByungSun Cho chobs@kr.ibm.com
• Asia Pacific: Theresa Lee leestt@sg.ibm.com



Journey To Cloud Journey To Cloud Journey To Cloud Journey To Cloud
Workload Modernization Workload Modernization Workload Modernization Workload Modernization
(Systems) (Systems) (Systems) (Software)
Sales Play Sales Play Sales Play Sales Play
#
Move to POWER9
(Scale Out)
1 #
SAP HANA
2
on Power8
#
3
IT Modernization
with Flash
#
IBM Cloud Private
4
 More Info
 More Info  More Info  More Info
Targets Targets Targets Targets

• Enterprise • Enterprise • Enterprise • Enterprise, Industry, Commercial
• Commercial: High-End, Mid-Market • Commercial : High-End, Mid-Market • Commercial
• Competitive
Solution Description Solution Description Solution Description Program / Promotion / Incentive
• POWER9 Scale Out Servers deliver better TCO • Power8 server is the platform of choice for SAP • IBM Flash Storage is engineered to meet modern • Financing: 3 month deferral or
(HW and SW) with an open, more flexible data HANA workloads including BW on HANA, Business high-performance storage requirements: ultra-low 12 month 0% payment plan with IGF*
infrastructure Suite on HANA, BW/4HANA and S/4HANA latency, cost-effectiveness, operational efficiency, • Earn 1% BP fee for Total Amount Financed (AP -
and mission-critical reliability. including IBM & non-IBM HW, SW & Services)



Journey To Cloud Journey To Cloud Journey To Cloud
Workload Modernization Workload Modernization Workload Modernization
(Software) (Services) (Services)
#
API Connect
5
 More Info
#
6
GTS – TSS Linux and Open
Source Support (OSS)
#
GTS – Cloud Open Source
Support Services
7
 More Info  More Info

• Companies adopting SaaS applications • Technology Support for IBM / non-IBM products: • Cross industry
• Small, medium and large enterprises going for no matter who made it, IBM supports it. Visit IBM • Companies with 100 to more than 1,000 employees
cloud deployments Technology Support Services on IBM PartnerWorld • Typical sponsor
• Businesses with digital initiatives, looking to rapidly - Chief executive officer
expose existing assets as APIs or oData interfaces - Chief information officer
• Companies looking to simplify IT infrastructures - IT director
• Businesses seeking differentiated tooling for
different user roles Solution Description Solution Description
• Companies who need Simple, configuration based
integration
• The solution helps the client to simplify support • IBM Cloud Data Center Support Services provides
• Companies needing to start with specific
and optimise availability in a Linux or Open Source predictive and preventive maintenance services
scenarios, with a flexibility to expand functionality
environment to help optimize your IT availability across your
as the needs become more complex
• It helps the client to open up the full value of their cloud and hybrid cloud environments and achieve
Linux subscription and tap into industry-leading measurable business continuity results. The
support from IBM Technology Support Services offering supports IBM and non-IBM hardware
• Being brand agnostic with skills for all major Linux and software products, and virtualized and cloud
distributions (such as Red Hat, SUSE, Ubuntu infrastructure. Virtually all services are delivered
and CentOS and more), we provide Single-source by an IT infrastructure library (ITIL) v3-certified
support for all their Linux systems (both HW and client availability leader and a dedicated technical
SW) with around-the-clock support options and support team.
rapid response times

POWER
Trans
Journey To Cloud – Workload Modernization (Systems)
Sales
Play 1: Move to POWER9 (Scale Out)
Why move to POWER9?
Solution
Description
POWER9
Scale Out Up to 1.5x Performance per Extends POWER’s HANA Performance per core
Servers deliver core vs. P8* advantage leadership*
better TCO • Better TCO for your infrastructure
Up to 4 TB in a two-socket • Save on software costs priced by the core
• Deploy more workloads
(HW and SW) • Performance per core leadership system, 33% more than x86.
with an Cloud ready
Industry standard DIMMs/ Seamlessly run Linux workloads in a
open, more Cloud ready pricing PowerVC Cloud
flexible data • Optimize your infrastructure
• Deploy more workloads quickly *Certification expected 2Q from SAP
infrastructure
Flexibility - x86 heavily restricted in
Technology leadership for a virtualized environments
future forward infrastructure.
• PCIe Gen4 Resiliency - Failures of x86 servers often
• 25 GB/s high speed links cited as reasons for delays in HANA ‘go-live’
projects. SAP Support loves Power for HANA
Performance – Clients migrating from

HANA on x86 to Power are reporting at least
2x better performance on POWER8
* Based on IBM internal testing & projections as of 2.5.18; Initial testing indicates relative performance ratios between 1.2 to 1.5X for POWER8 to POWER9.

POWER
Trans
Sales
Play 1: Move to POWER9 (Scale Out)
Targeted • Enterprise
Market •C ommercial: High-End, Mid-Market Value Propositions IBM Marketing / Sales Activities
Segment
Targeted • Power Scale Out install base with older Power technology • Cloud and AI ready • IBM Partner Rep agree / execute plan with selected
Customer SAP / SAP HANA installed base on x86 servers - Rapidly deploy, optimize, and recover workloads with Partners
Profile PowerVM, which delivers virtualization capabilities of live • Strategic priority for IBM-led Marketing campaigns as key
Sales Cycle 4 – 6 months partition mobility, built into every POWER9 system portfolio offering
- Extend IBM i, and connect to cognitive capabilities of • Partner-led Co-Marketing campaigns
Client • TCA and TCO for CIOs IBM Cloud using secure APIs • Promoted via events, digital marketing, competitive white
Pain Points • Ongoing security threats • Designed for mission critical data & workloads papers, progression seminars and online advertisements
• Continuity, Reliability and Server Churn - Keep your business online 24/7 with industry leading
• How to leverage AI and Cognitive RAS and superior high availability features
• Maximize performance and usage of SAP HANA - POWER9 come with all critical security fixes delivered Assets
x86 server vendors including HPE, Dell, Lenovo etc. and turned on by default
Top
• Typically lower upfront Hardware Total Cost of Acquisition - For decades IBM has delivered continuously on its
Competitors • SmartSeller: POWER9 Scale Out Servers
• Lower end one socket / two socket servers product roadmaps and has a much longer product
and their • IBM Power Systems Facts and Features - POWER9
lifecycle than any other competitor
Strengths (PartnerWorld)
• Industry-leading Performance and Value
IBM Channel ANZ: Matthew Plint mplint@au1.ibm.com - Delivers up to 1.5X performance vs POWER8# • POWER9 - Memory considerations Scale Out
Contacts ASEAN: CK Goh ckgoh@sg.ibm.com - 4 TB in 2-sockets (PartnerWorld)
ISA: Navin Sabharwal sabharwal@in.ibm.com - First with PCIe Gen4; 25 GB/s links for acceleration • IBM Power Systems Performance Report (PartnerWorld)
KOR: Young Il Pae yipae@kor.ibm.com • Lower Total Cost of Ownership (TCO) • POWER8 Competitive Claims (PartnerWorld)
- Deliver superior price-performance for mission critical
Lead POWER9 opportunities - select appropriate code from following in Level
applications, with room to scale in AIX, IBM i, and Linux
Registration 30 field in MySA / Sales Connect: PWRL922, PWRS914, PWRS914A,
environments
PWRS922, PWRS922A, PWRS924, PWRS924A
- Reduce hardware maintenance, software licensing, and
management overhead, freeing up valuable resources to
invest in business growth
• Improve Project ROI
- Affordable leasing and flexible payment plans to align costs
with benefits while differentiating against competition*
Programs, Tools, Incentives
• Eagle team TCO / IT Economics study for client to support

Move to POWER9 (complimentary) – contact your IBM
Partner Manager
• Power Development Cloud for no-charge access to test
your IBM i, AIX and Linux applications on a new IBM
POWER9 processor
• Financing: 3 month deferral or 12 month 0% payment plan
with IGF*
# Based on IBM internal testing & projections as of 2.5.18; Initial testing indicates • Earn 1% BP fee for Total Amount Financed (AP - including
relative performance ratios between 1.2 to 1.5X for POWER8 to POWER9. IBM & non-IBM HW, SW & Services)

POWER
Trans
Sales
Play 2: SAP HANA on Power8
SAP HANA and IBM Power Systems

Solution
Description
Unmatched
Flexibility, Resiliency and Performance
Power9 /
Power8 server
is the platform
of choice for Why IBM Power Systems for SAP HANA?
SAP HANA
workloads
Achieve up to
including BW 0 to >1000 clients
Acceleration:
on HANA, 99.999% uptime
in 30 months
Business Suite
on HANA,
BW/4HANA
and S/4HANA
4 out of top 10 8 production instances
Fortune 500 Global Enterprises per server
60% faster
from procurement to go-live Lower your TCO
(e.g. 2.5 months instead of 6)

POWER
Trans
Sales
Play 2: SAP HANA on Power8
Market •C ommercial: High-End, Mid-Market Value Propositions IBM Marketing / Sales Activities
Segment
Targeted • SAP on Power installed base • Flexibility without compromise • IBM Partner Rep agree / execute plan with selected
Customer •S AP/ SAP HANA installed base on x86 servers - An efficient hypervisor allowing you to do more with your Partners
Profile system • Strategic priority for IBM-led Marketing campaigns as key
Sales Cycle 4 – 8 months - Ability to grow as you need with SAP Tailored Datacenter portfolio offering
Integration and Power Systems’ Elastic Capacity-on- • Partner-led Co-Marketing campaigns
Client • Require Resilience and Performance to deliver “real-time business” for Demand • Promoted via events, digital marketing, competitive white
Pain Points HANA as intended by SAP • Performance your business demands papers, progression seminars and online advertisements
•S truggle with system performance and throughput. Need to add more cores - Top of the line multithreading and memory to handle
on x86 servers performance spike
•L ack Flexibility and Economics – experience challenges running mixed • Reliability you can bet your business on Assets
workloads (e.g. OLTP, Analytics, Dev / Test) with complex / varying - Full implementation and migration support
workload needs and High Availability - Security built into every Power System
- Designed to deliver the reliability and fault-resilience • SAP HANA on IBM Power Systems
Top • Although HPE’s entry into the SAP HANA space is more recent than other can be accessed by Clients
providers, their manufacturing focus is more developed than the others required for mission critical environments
Competitors • SmartSeller: SAP HANA on Power Systems
•H PE faces two challenges: Their recent reorg into two companies and - Memory redundancy and resiliency built into every Power
and their • SAP HANA on Power Systems Essential Guide for
headcount reductions in Enterprise Services. HPE’s momentum is at a System
Strengths Business Partners (PartnerWorld)
disadvantage in responding to the HANA Suite market opportunity including • Trusted and differentiated infrastructure built for the
future • Power 9 H model Data Sheet (PartnerWorld)
the pool of trained resources - IBM Power System H922
- Tight alignment with SAP for 40+ years, always united on
IBM Channel ANZ: Matthew Plint mplint@au1.ibm.com releases and roadmap - IBM Power System H924
Contacts ASEAN: CK Goh ckgoh@sg.ibm.com - Roadmap for the future directly aligned with and
ISA: Navin Sabharwal sabharwal@in.ibm.com designed for big data and in-memory workloads
SAP HANA on Power8 opportunities to coded with “SAPHPWR” in • Improve Project ROI
Lead
Sales Connect “Opportunity Codes” field or Global Partner Portal (GPP) - Affordable leasing and flexible payment plans to
Registration
“Opportunity ISA” field align costs with benefits while differentiating against
competition*
Programs, Tools, Incentives
• Eagle team TCO / IT Economics study for client to support

why HANA on POWER9 / POWER8 vs x86 server
(complimentary) – contact your IBM Partner Manager
with IGF*
• Earn 1% BP fee for Total Amount Financed (AP - including
IBM & non-IBM HW, SW & Services)

STORAGE
Trans
Sales
Play 3: IT Modernization with Flash
Solution
Description
IBM Flash
Storage is IBM Storwize
engineered • Built with IBM Spectrum Virtualize software, the IBM Storwize family provides
all-flash solutions with common functionality and management.
to meet • The Storwize family helps organizations optimize capital expenses and
modern high- operational expenses with cost-efficient flash deployment while maximizing
performance efficiency and flexibility for heterogeneous storage arrays.
• Available in a wide range of storage systems, the Storwize family delivers
storage sophisticated capabilities such as Real-time Compression that are easy to
requirements: deploy, and help control costs for growing businesses.
ultra-low
latency, cost- IBM Flash Storage
• Engineered to meet modern high-performance storage requirements
effectiveness, • Ultra-low latency
operational • Cost-effectiveness
efficiency, and • Operational efficiency
• Mission-critical reliability
mission-critical
reliability.

STORAGE
Trans
Sales
Play 3: IT Modernization with Flash
Market •C ommercial Value Propositions Incentives
Segment •C ompetitive
Targeted Oracle, VMware, VDI workloads in the target segment On Oct 24th IBM announced a major refresh of its IBM All • Utility Offering
Customer Flash Array with 3D TLC technology. • Partners earn additional rebate. (To be announced)
Profile New 3DTLC NAND IBM MicroLatency®modules, • Enhanced Demonstration Program for IBM Power and
Sales Cycle 45 days aggressively push TCO levels down Storage Systems
• 67% lower cost per capacity
Client • Slow application response time • ROI in as little as 2 months
Pain Points Storage usage inefficiency • 3X more capacity with IBM enhanced 3D TLC in 2U IBM Marketing / Sales Activities
Increasing TCO • 220TB maximum effective capacity
• Inline data compression with no performance impact
Top • BP LiFT sessions with IBM Partners
• Next gen FlashCore
Competitors • In focus for IBM Digital Development Representative Team
• Consistent 95 microsecond response time for application
and their outbound prospecting calls
performance
Strengths • Strategic priority for IBM-led Marketing campaigns with
• Centralized encryption key management to secure critical
IBM Channel ANZ: Matthew Plint mplint@au1.ibm.com data Flash Storage as key portfolio offering
Contacts ASEAN: CK Goh ckgoh@sg.ibm.com • SKLM (AES 256); backwards compatible • Dedicated Partner-led Co-Marketing campaigns
KOR: Young Il Pae yipae@kor.ibm.com • 7-year flash wear guarantee for investment protection • Promoted via events, digital marketing, competitive white
ISA: Navin Sabharwal sabharwal@in.ibm.com papers, progression seminars, online ads
Lead Flash opportunities should be coded with the following in Sales Connect
Promotions
Registration Product Information (Level 30): Assets
V5000 Flash (B8S1J) – OR – V7000 Flash (B8S1K) – OR –
Flash Systems - A9000 (BA802) – OR – Flash Systems - Storage (BA801) • IBM Flash HyperGrowth Promotion
• IBM Storage Storwize Flash Drive Promotion • IBM Storwize Family – can be accessed by Clients
(1.92TB Flashdrive Option) • IBM Flash Family – can be accessed by Clients
• Complimentary 40 hours of Lab Services • FindIT – Storage – full suite of enablement assets labeled
• Automatic Workload Repository studies by category – BP only
• POC and online demos • IBM All Flash Solution overview video
• Toolkits for Healthcare, Finance and Telco • IBM Storwize: Start Small, Grow Big video
• Financing: 3 month deferral or 12 month 0% payment plan • https://www-356.ibm.com/partnerworld/wps/servlet/mem/
with IGF* ContentHandler/TSL03322USEN/lc=en_ALL_ZZ

ClOUD
Trans
Journey To Cloud – Workload Modernization (Software)
SAlES
PlAy 4: IBM Cloud Private
Target Enterprise, Industry, Commercial

Market Unique IBM Value Propositions Assets
Prospecting • Create an innovation Sandbox behind the firewall – for FaaS, IoT, DSX,
Profile cognitive, Blockchain applications. • IBM Cloud Application Development Platform (Bluemix • IBM Cloud Private home page
• Optimize WAS middleware investment on the cloud. + IBM Cloud Private) helps to transform enterprise • Offering white paper
• Upgrade PureApp to the next level of Cloud computing. workloads with cloud native services and analytical • IBM Cloud Private Sales Plays
• Augment your tech refresh with cloud capabilities. insights. It provides an integrated cloud platform for
• Deploy rapidly a container based cloud development platform with the most enterprise workloads that can be run either in a pubic or
comprehensive middleware container catalog. client-controlled and secure environment. Promotions
• Deliver a seamless multi-cloud experience with Cloud Automation Manager. • ICP is based on Docker containers and Kubernetes
Strategy • Why? Key to a multi-cloud strategy. IBM Cloud Private (ICP) is an integrated technologies with integrated operations management
and developer services. Use cases range from Workload • Financing: 3 month deferral or 12 month 0% payment plan
cloud platform for enterprise workloads that need to be run in a client- with IGF*
controlled and secure environment. Optimization to Cloud Native Development across 5
entry points, being Community, Cloud Native, Cloud • Earn 1% BP fee for Total Amount Financed (AP - including
• Speed up Innovation - ICP provides an open platform with PaaS and IBM & non-IBM HW, SW & Services)
developer services that help unleash innovation to meet LOB needs. Modernization, Data Sciences and Blockchain (via
• Customer proposition - a secure platform to support LOB innovation, Hyperledger).
integration, protecting existing IT investments with an enterprise grade
management and compliance capability.
IBM Marketing / Sales Activities
Differentiators • Business Innovation: Kubernetes-based container platform; Cloud Foundry
for prescribed application development and deployment; Integrated DevOps
toolchain. • IBM Cloud Private guided demo
• Integration: Catalog of integration services; API consistency to integrate • IBM Cloud Private proof of technology demos
data and services across all clouds. • Free Community Edition
• Investment protection: Prescriptive guidance on where to run your critical
workloads; Container-based versions of IBM Middleware and Analytics
(WAS, MQ, DB2); Runs on existing infrastructure.
• Management and Compliance: Core operational services; Integration with
existing processes.
IBM Channel Nicky PG Choo: AP Cloud Channel Sales nickyc@sg.ibm.com
Sales Contact
IBM Technical Bounthara Ing bounty@sg.ibm.com
Pre-sales
Contact
Action • Understand ICP value prop. Participate in the virtual webinars and F2F
enablement workshops coming your way.
• Be clear about YOUR target customers - Start with existing WAS, ICO and
PAS installed base.

CLOUD
Trans + SaaS
Journey To Cloud – Workload Modernization (Software)
Sales
Play 5: API Connect
Client Pain • Are you looking at SaaS applications? How do you plan to get data from your current systems over to these?
Points • What are the digital transformation initiatives underway? How are you exposing existing assets as APIs for consumption by these digital Unique IBM Value Propositions
apps?
•A re Line of business professionals involved in IT purchase and deployment decisions? Are they using any light weight integration tools to
help them with their day to day needs? • API Connect offers Integration tooling for different user
• What type of on premise applications do you want to connect with these cloud apps? roles, providing a ‘simple integration experience’ for
• What type of Cloud apps do you have? Do you use cloud for building applications? business users and a ‘configuration-based integration
• What is the timeframe for doing the above integrations? methodology’ for shadow IT teams and Integration
•H ow are you managing these integration needs today? Developers
•D o you have a preference on where the integration will be built and executed? Do you prefer a managed SaaS platform or an on-premise • Unlimited pre-built connectivity to leading cloud
integration engine? applications and enterprise applications endpoints, at no
additional charge
Target • Companies adopting SaaS applications • Complete flexibility and reusability enabled by extensive
Market • Small, medium and large enterprises going for cloud deployments library of pre-built integration templates; flexible
•B usinesses with digital initiatives, looking to rapidly expose existing assets as APIs or oData interfaces deployment models like SaaS, on-premise and docker
•C ompanies looking to simplify IT infrastructures image; flexibly packaging and pricing matching varied
•B usinesses seeking differentiated tooling for different user roles customer requirements
•C ompanies who need Simple, configuration based integration
•C ompanies needing to start with specific scenarios, with a flexibility to expand functionality as the needs become more complex
Prospecting API Connect is an API (Application Program Interface) lifecycle management system, supporting the needs of create, run, manage, and
Profile secure. APIs have become a new business channel to expose various key assets, data, or services for consumption by mobile, web, internet
of things, and enterprise applications. Often APIs are provided on a fee basis outside the organization, producing new revenue streams.
• CMO/CEO/ CPO: allows business users to build integration solutions without IT
•C IO / CEO: Integrate in Days; Reduce integration project duration by 40% - 60% using pre-built connectivity and configuration based tooling
•C OO: Reduction in the cost of resources and skills
Differentiators • Simplest pricing model, most cost-effective, and richest features vs anyone else in the market
•U nlimited endpoint connectors and full functionality at entry level pricing
•D ifferentiated, ‘fit-for-purpose’ tooling for Business user and IT teams
•A ll Connectors invested in and maintained by IBM rather than being community based as with several of our competitors
•2 4X7 enterprise grade support at no additional cost
•D eployment flexibility and portability (SaaS, on-premise, docker image)
• The most robust iPaaS solution in the market for Salesforce
IBM Channel Nicky PG Choo: AP Cloud Channel Sales nickyc@sg.ibm.com
Sales Contact
Action Sign up for, try and buy BM API Connect

SERVICES
Trans
Journey To Cloud – Workload Modernization (Services)
Sales
Play 6: GTS – TSS Linux and Open Source Support (OSS)
Technology support for IBM and non-IBM products:

What is TSS Linux and Open Source Support? 4 Reasons to sell Linux / OSS
no matter who made it, IBM supports it. Visit IBM
Technology Support Services on IBM PartnerWorld • Comprehensive Support: • Unmatched breadth, depth & reach – all IBM platforms, OEM x86,
- Remote support for usage and defect issues Redhat, Suse, Ubuntu, OpenStack, OSS, Databases, Container
- 47 popular OSS packages running in cloud or on x86, IBM Power Management, Messaging, Analytics, Application Servers, Security,
Pain Points Client Dilemma IBM Multi Vendor Services (MVS) or IBM zSystems Hypervisor.....
- Unlimited support incidents • Flexible offering terms and conditions that meet clients’ business
Complexity/ When problems SIMPLICITY: Simplify processes
- Fast response time needs with seamless integration into existing logo agreements
Inefficiency arise, difficulty and reduce time spent dealing with
- Phone or electronic access (contract consolidation)
engaging multiple vendors by choosing IBM
- 24x7 and 9x5 options available • Great add-on to a product sale or any other services presented to
multiple suppliers as the single point of contact for IT
• Subscription: the client, and as part of their existing IT budget. Up-sell and cross-
to identify root support, ensuring clear IT support
- Available for fixes, critical security updates, software.... sell with IBM MVS
cause and own accountability across platforms and
• Enhanced Value-added Support: • Fastest industry response times with support enabled by Watson
resolution vendors
- Single point of accountability
Increasing Creating costly COST EFFECTIVENESS: Reduce - Onsite support for Linux/OSS available
Costs delays when the cost and complexity of technology - Priority handling and response Handling Objections
outages occur support with a single, reliable point of - Proactive support to mitigate costly downtime
with many parties contact for devices inside and outside - Managed support with regular service activity reports and status calls
involved the data center • Is IBM support pricing competitive?
Yes and for 7 servers or more, IBM price is generally below market
Lack of IT Diverting internal GLOBAL AVAILABILITY: A global Linux and Open Source - Client Benefits • Why would I switch to IBM?
specialists resources network of certified OEM product IBM focus on speed to resolution, manage complexity and mitigate
away from core support specialists, with direct access downtime and can be your OneStop Shop for support
business needs to OEM, can reduce internal training • Optimize the return on your Linux and Open Source investment • We have inhouse technical skills.
costs and provide more flexible through increased reliability leveraging the technology from IBM IBM augment your existing resource, frees them to focus on more
support terms. IBM has capabilities • Improve IT staff productivity leveraging the skills of IBM with strategic needs of the business
to support 47 open source packages capabilities to support 47 types of OSS packages and still growing • Client is not open to outsource support or has budget/cost
and still increasing. the support list constraints.
• Reduce complexity of managing and coordinating multiple sole Maintaining dedicated inhouse resource can be both challenging
source vendors with possibly longer turnaround time with world and costly due to rapid changes in technology. IBM can provide a
TSS BP Channel Contacts: class, single-source service support more financially viable solution with our large pool of certified and
• Australia: Bhavik Vyas vbhavik@au1.ibm.com • Trim the cost of overall Linux and OSS operational outlay across comprehensive skilled resources to support any business.
• Australia: Ryan Harris ryharris@au1.ibm.com a heterogeneous environment by consolidating services with a
• ASEAN: Hyder Alaudeen hyder@sg.ibm.com single vendor
• Indonesia: Clarissa Tracy Priscilla clarissa@id.ibm.com • Adapt-on-the-fly technology support using customizable
• Thailand: Somsak Uthaisinsak somsaku@th.ibm.com multivendor support services with consistent service level to
• India: Ramesh Srinivasan rameshsr@in.ibm.com strengthen brand loyalty
• Korea: ByungSun Cho chobs@kr.ibm.com • Predictive insight for problem prevention: Our priority is to help
• Asia Pacific: Theresa Lee leestt@sg.ibm.com strengthen competitive advantage and customer satisfaction by
optimizing a global IT environment. Through our field professionals,
IBM delivers innovative services that leverage predictive analytics
and advanced capabilities, such as IBM Watson™ cognitive
technology, to outthink downtime, better mitigate risk and improve
business outcomes

SERVICES
Signings
Journey To Cloud – Workload Modernization (Services)
Sales
Play 7: GTS – Cloud Open Source Support Services
GTS Cloud Open Source Support Services provides predictive and preventive maintenance
services to help optimize your IT availability across your cloud and hybrid cloud environments Value Proposition Benefits
and achieve measurable business continuity results. The offering supports IBM and non-IBM
hardware and software products, and virtualized and cloud infrastructure. Virtually all services
are delivered by an IT infrastructure library (ITIL) v3-certified client availability leader and a • Unlike many competitors, IBM has a virtually unparalleled • Unlike many competitors, IBM has a virtually unparalleled
dedicated technical support team. global support infrastructure of skills, parts and proprietary global support infrastructure of skills, parts and proprietary
tools across 209 countries, covering 127 different tools across 209 countries, covering 127 different
languages. IBM offers virtually unmatched knowledge of languages. IBM offers virtually unmatched knowledge of
Client Pain • Low IT availability that disrupts business operations—impacting a company’s IBM systems, and decades of experience supporting non- IBM systems, and decades of experience supporting non-
Points bottom line, reputation and business efficiency IBM systems. IBM systems.
• Inefficient or missing IT support processes that contribute to frequent and • Additionally, IBM has extensive experience with IT • Additionally, IBM has extensive experience with IT
extended downtime processes across industries, which helps us better processes across industries, which helps us better
• Increased costs due to outages, loss of business and suboptimal returns on understand IT process needs and translate them understand IT process needs and translate them
IT investments into more effective service management and support into more effective service management and support
implementation. Of course, IBM services are also implementation. Of course, IBM services are also
Target • Cross industry designed to deliver results that improve your business. designed to deliver results that improve your business.
Audience • 100 to more than 1,000 employees That’s why the performance metrics are defined in your That’s why the performance metrics are defined in your
Typical • Chief executive officer client support plan and tracked during the duration of the client support plan and tracked during the duration of the
Sponsor • Chief information officer contract. contract.
• IT director
• Chief financial officer
Seller • Contact clients with IBM and non-IBM hardware and software products, and
Action virtualized and cloud and hybrid cloud infrastructures.
• Justify cost by emphasizing potential savings from preventing or reducing
an outage’s impact.
• Seek help from an IBM TSS service management architect to shape an
appropriate solution for the client.
TSS BP • Australia: Bhavik Vyas vbhavik@au1.ibm.com
Channel • Australia: Ryan Harris ryharris@au1.ibm.com
Contacts • ASEAN: Hyder Alaudeen hyder@sg.ibm.com
• Indonesia: Clarissa Tracy Priscilla clarissa@id.ibm.com
• Thailand: Somsak Uthaisinsak somsaku@th.ibm.com
• India: Ramesh Srinivasan rameshsr@in.ibm.com
• Korea: ByungSun Cho chobs@kr.ibm.com
• Asia Pacific: Theresa Lee leestt@sg.ibm.com

Theme 2:
Digital Transformation
54%
C-Suite Strategic Imperatives Digital Transformation Sales Plays
1. Seek innovation and LEVERAGE DATA as a basis for new growth
2. RE-IMAGINE CORE PROCESSES enabling growth and LEVERAGE DATA by modernising legacy
of executives believe competitiveness, whilst lowering costs BI environments, and applying Planning
their biggest future 3. RE-INVENT CUSTOMER ENGAGEMENT along multiple touch Analytics to Lines of Business.
points in a digital and social lifecycle
competition will be from 4. WIN THE TALENT WAR by digitally empowering employees to
Sales Plays:
1. PowerAI & HPC
other industries. access intelligence and innovation
2. Cognos Land & Expand
3. Beyond Spreadsheets (FOPM)
Cognitive
72%
&
Analytics
RE-IMAGINE CORE PROCESSES driving
Emerging the business with cognitive capabilities and
Cloud applied insights.
of business believe they Technologies
Sales Plays:
are susceptible to digital Restless 4. Collaboration Dual Entitlement
New
distruption in the next 3 New Talent Business
New 5. Box with Box Relay
Models
years, though only. Expertise Focus
REINVENT CUSTOMER ENGAGEMENT

Blockchain Mobile using realtime personalisation, improving
14%
conversions in digital channels.
Orchestrated Experience Market
Ecosystems Activation Sales Plays:
6. IBM Customer Experience Analytics
believe they can act 7. Watson Marketing Insights
quickly enough to New Ways
to Work
compete against it. Responsive
Operations
Actionable
Insights
Internet
Social
of Things
Security
E xe c u t i ve’s Message | Theme 1: Jour ney To Cloud | T h e m e 2 : D i g i t a l Tr a n s fo r m a t i o n | T h e m e 3 : C o g n i t i ve S e c u r i t y | P r o m o t i o n s a n d I n c e n t i ve s



Digital Transformation Digital Transformation Digital Transformation Digital Transformation
Leverage Data Leverage Data Leverage Data Re-Imagine Core Processes
(Systems) (Software) (Software) (Software)
Sales Play Sales Play Sales Play Sales Play
#
PowerAI and High
Performance Computing
1 #
Cognos Land and Expand
2
 More Info
#
Beyond Spreadsheets
3
Planning Analytics (FOPM)
#
Collaboration
Dual Entitlement
4
 More Info  More Info  More Info
Targets Targets Targets Targets

• Enterprise • Applicable to all sizes/revenue. New and Existing • Companies using spreadsheets as their primary • Enterprise, Commercial, Installed-base, Upsell,
• Commercial: High-End Cognos BI Clients. Organizations looking to tool for budgeting and planning. Departments in Cross Sell
modernize legacy BI environments, de-risk critical larger enterprise accounts, mid market companies,
areas of the business by removing ungoverned smaller LOB groups/departments outside Finance
BI Tools, Clients and Prospects moving their BI/ that use spreadsheets to meet their planning
Analytics platform to SaaS needs.
Solution Description Program / Promotion / Incentive Program / Promotion / Incentive Program / Promotion / Incentive
• Deploy deep learning (DL) without waiting for • Financing: 3 month deferral or • Sales Play 5.51 • Add “Work on the go” – 70% off on connections
experts on Best Server for Enterprise AI 12 month 0% payment plan with IGF* • Planning Analytics Enterprise Modeler (DI56ELL) cloud to expand collaboration tools on the cloud
• Planning Analytics Enterprise User (DIJT9LL) • SaaS Financing – Enjoy best upfront price
• SaaS offering Min ACV USD $7K (after discount) discounts yet pay by 0% installments*
• Maximum discount 65%
• SaaS Financing – Enjoy best upfront price
discounts yet pay by 0% installments*



Digital Transformation Digital Transformation Digital Transformation
Re-Imagine Core Processes Reinvent Customer Engagement Reinvent Customer Engagement
#
Box with
Box Relay Sales Play
5 #
6
Customer Experience using
IBM Customer Experience
#
Watson
7
Marketing Insights
 More Info Analytics (Tealeaf)  More Info
 More Info

• Enterprise, Commercial, Installed-base, Upsell, • Fortune 1000 – Mid-market. • Fortune 1000 and Mid-market with typically greater
Cross Sell • Industry: Banking, Consumer products, Education than $1B in revenue

• With additional Box Relay (no min order quantity • Special bid submissions meantime • Special bid submissions meantime
limitation) • SaaS Financing – Enjoy best upfront price • SaaS Financing – Enjoy best upfront price
• SaaS Financing – Enjoy best upfront price discounts yet pay by 0% installments* discounts yet pay by 0% installments*
discounts yet pay by 0% installments*

POWER
Trans
Digital Transformation – Leverage Data (Systems)
Sales
Play 1: PowerAI and High Performance Computing
PowerAI: Enterprise Deep Learning Distribution
Solution
Description
Deploy deep Enterprise-ready Performance Tools for ease

learning (DL) software distribution built on open source faster training times for data scientists of development
without waiting
for experts on
Best Server for Enabled by High Performance Computing Infrastructure
Enterprise AI
IBM Power Systems AC922

An Acceleration Superhighway
Unleash accelerated computing potential in the post CPU-only era
Designed for the AI Era

Architected for the modern analytics and AI workloads that fuel insights
Delivering Enterprise-Class AI
Cutting-edge AI innovation data scientists desire, with dependability IT requires

POWER
Trans
Digital Transformation – Leverage Data (Systems)
Sales
Play 1: PowerAI and High Performance Computing
Market •C ommercial: High-End Value Propositions IBM Marketing / Sales Activities
Segment
Targeted • Clients seeking business value & performance requirements increase from • PowerAI allows Easy, Fast time to deploy Enterprise • IBM Partner Rep agree / execute plan with selected
Customer descriptive to predictive to prescriptive analytics Deep Learning that is optimized for performance, Partners
Profile •C lients exploring AI / Deep Learning (DL) / Machine Learning (ML) or has coupled with Enterprise class support • Strategic priority for IBM-led Marketing campaigns as key
Data Scientists or working with DL tools / frameworks such as Caffe, Torch, - Tested, binary builds of latest common Deep Learning portfolio offering
Theano, TensorFlow and Chainer frameworks for ease of implementation • Partner-led Co-Marketing campaigns
•C lients planning to implement or expand or improve performance of their - Simple to install • Promoted via events, digital marketing, competitive white
High Performance Computing (HPC) infrastructure • Performance (AC922) papers, progression seminars and online advertisements
Sales Cycle 4 – 6 months - IBM Power9 with accelerated GPUs exhibit fastest
performance for applications especially for AI & ML
Client • Shortage of of deep learning IT experts - New interconnect protocols with NVLink’s higher Assets
Pain Points • Time required to address new markets with deep learning approaches bandwidth reduces data transfer bottlenecks between
• Personnel spend majority of time gathering data to analyze in support of CPU and GPU
business and operational decisions • Total Cost of Ownership (TCO) • IBM Power Systems – High Performance Computing
• IT & Datacenters struggling with streaming media, web serving, compute, - Many industry Clients and Partners benefit from (HPC) Servers - can be assessed by clients
structured data management, analytics, security, business applications, IBM’s broad portfolio of HPC & analytics infrastructure • IBM PowerAI - can be assessed by clients
workgroup collaboration and application development solutions that boost performance utilization & efficiency; • SmartSeller: POWER9 Accelerated Computing Servers
• Portability is a critical concern: Porting to different architectures is time lowering total cost of acquisition & ownership (AC922)
consuming • OpenPower • SmartSeller: PowerAI
• Varying scientific domains & algorithmic methods and programming models - OpenPOWER Foundation is an open technical • SmartSeller: Data Science Experience (DSX)
community enabling collaborative development on top of • IBM Power Systems S822LC for HPC – Key Messages
Top NVIDIA DGX-1 - Client presentation (PartnerWorld)
Competitors • Specialized for applications spanning 8 GPUs and for where all the work is POWER architecture
- Represents over 200 global tech leaders & growing. • POWER8 S822LC HPC with NVIDIA Tesla Vs. HP
and their done on GPUs (Battlecard) (PartnerWorld)
Strengths •H ighly scaled, Preconfigured Deep Learning System Founded by NVIDIA, Mellanox, IBM, Google and Tyan
- IBM & NVIDIA has created global acceleration labs for • PowerAI Overview (for Sellers) (PartnerWorld)
•H owever comes at High Entry Cost (warranty not included) and is Inflexible - Guide to position PowerAI in an elevator pitch with right
i.e. not designed for broad suit of applications (non Deep Learning developers and ISVs to port applications on Power9 and
NVIDIA Volta NVLink-based platform context for your client’s industry and interests
applications)
• Improve Project ROI
IBM Channel ANZ: Matthew Plint mplint@au1.ibm.com - Affordable leasing and flexible payment plans to align costs
Contacts ASEAN: CK Goh ckgoh@sg.ibm.com with benefits while differentiating against competition*
KOR: Young Il Pae yipae@kor.ibm.com
ISA: Navin Sabharwal sabharwal@in.ibm.com
Lead PowerAI, HPC opportunities - select appropriate code from following in Programs, Tools, Incentives
Registration Level 30 field in MySA / Sales Connect: PWLC922, PWA922, PWESS922,
PWRS8LC, PWS822LC, S822LCP, PWR/TOR, PWNETWRK, PWRHPC, • Linux on IBM Power Systems Developer Portal
PWRESSL, PWRESSF - Nimbix Cloud Cognitive Test Drive – 24 hour / 7 day free trial
- Learn about cognitive computing on IBM Power System
S822LC for HPC (Minksy) with hands-on demos that
showcase machine learning with PowerAI
with IGF*

ANALyTICS
Trans + SaaS
Digital Transformation – Leverage Data (Software)
SALES
PLAy 2: Cognos Land and Expand
Client Pain Business users require a tool that allows them to perform deep self-discovery
Points and enterprise reporting. Organizations requires a secure and governed Unique IBM Value Propositions Assets
platform.
Target Applicable to all sizes/revenue. New and Existing Cognos BI Clients. Business intelligence (BI) and advanced analytics have • Conversation Guides
Market Organizations looking to modernize legacy BI environments, de-risk critical entered a new era in extracting insights from data. This next
areas of the business by removing ungoverned BI Tools, Clients and generation of BI capabilities, using intent driven guidance,
Prospects moving their BI/Analytics platform to SaaS starts the shift toward cognitive computing that will change Promotions
Prospecting CIO/Chief Data Architect, Analytics Leader/Data Scientist how you work with data. Gain a deep understanding of
Profile your business and improve productivity in creating reports,
dashboards, and data visualizations. IBM’s managed • Financing: 3 month deferral or 12 month 0% payment plan
Strategy Quick land with small bundles (5, 10, 20 users) targeted at LOB/departmental platform approach for BI, on cloud (SaaS) or on premises, with IGF*
projects. Followed by aggressive expansion into additional BI, or predictive aligns your organization around trusted data and self-
(SPSS), prescriptive (ILOG), or Planning Analytics (FOPM) license(s). service capabilities
Differentiators • Complete BI and Analytics offering delivering strong overall product/
enterprise features supporting a range of deployment options from small to
very large enterprises. IBM Marketing / Sales Activities
• Satisfy the demands of business users for an easy to use product with
advanced analytics capabilities and IT’s need for governed data discovery. • Register Cognos Analytics free trial
• Greater flexibility and range of deployment options - Leverage IBM cloud
network and the availability of BI on Cloud.
Top • Microsoft Power BI: IBM Strength is a far more robust set of capabilities
Competitors delivered on prem and cloud. Weakness is the higher price point should
and their clients want to ignore collaboration and governance needs and start with
strengths ‘bare-bones’ features .
• Qlik: IBM Strength is robust portfolio of capabilities, cloud ownership,
platform scalability. Weakness is losing to LOB -led projects, single user
and small license needs (<20 users).
• Tableau: IBM Strength is robust portfolio, cloud ownership, platform
scalability. Weakness is easy download of single user and small LOB –lead
projects (<20 users).
IBM Channel Ser Yean Tan seryean.tan@sg.ibm.com
Sales Contact
IBM Technical
Pre-sales
Contact
Action • PAB approvals required
• GTM plan with distributors in each market
• Enablement of key partners required

ANALyTICS
Trans + SaaS
Digital Transformation – Leverage Data (Software)
SALES
PLAy 3: Beyond Spreadsheets – Planning Analytics (FOPM)
Client Pain No automation of essential planning, budgeting and forecasting processes

Points Unique IBM Value Propositions Assets
Target Companies using spreadsheets as their primary tool for budgeting and
Market planning. Departments in larger enterprise accounts, mid market companies, Gartner estimates that 50-60% of companies still use • Planning Analytic /FOPM FAQ
smaller LOB groups/departments outside Finance that use spreadsheets to Excel for planning in some part of the enterprise. This play • Digital Playbook - FOPM Sales kit
meet their planning needs. replaces spreadsheets as the primary tool for budgeting/
Prospecting Office of Finance: Chief Finance Office, VP or Director of Finance, VP or planning by still giving the user the Excel view they are
Profile Director of Finance, Planning & Analytics, Finance Managers, Controllers, accustomed to. Promotions
(Business) VP of Sales, VP of HR, CIO/IT Director, Divisional LOB Managers
or Business Units VPs. Benefits Statement (30-second elevator pitch):
Do you know how much the pervasive use of spreadsheets • Sales Play 5.51
Strategy Surround/Replace MS Excel with Planning Analytics is costing your business? Everyone loves the use of • Planning Analytics Enterprise Modeler (DI56ELL)
spreadsheets for personal use and analysis, but do you • Planning Analytics Enterprise User (DIJT9LL)
Differentiators • Too much time manually spent in Excel • SaaS offering Min ACV USD $7K (after discount)
• Error prone and control issues realize the hidden cost of using a spreadsheet as your main
budgeting and planning solution? There are a multitude of • Maximum discount 65%
• Unable to move upstream to do value add / strategic work
case studies that outline where spreadsheets break down • SaaS Financing – Enjoy best upfront price discounts yet
Top • Oracle: Toughest competitor due to market recognition by the Office of when companies try to substitute them for an enterprise pay by 0% installments*
Competitors Finance (Hyperion) with broad BI / FPM offerings. Strong market share solution. Issues arise around errors in data and formulas,
and their BUT not fully integrated with multiple layers. Reporting between OBIEE & high cost of maintaining them and lack of strong security.
strengths Hyperion possible, but not all is accessible for reporting. Requires multiple IBM has experience with fixing the pains associated
modules. Complex installations & integration challenges. Multiple predictive with using spreadsheets, we have over 6400 successful
solutions. Crystal Ball for EPM. planning customers, and an industry leading solution
• Anaplan: Anaplan is a cloud-based business modeling and planning available on the cloud. We can have you up and running in
platform for sales, operations and finance. Anaplan’s innovation is in production in 60 days.
providing self-service and usability from analytics right down to data
modeling – a labor-intensive task that has traditionally required significant IT
intervention. Anaplan, with it new CPM suite and unique-to-SPM technology IBM Marketing / Sales Activities
platform emerging as a strong Saas competitor. However, its still struggling
due to scalability and execution challenges.
• SAP: Strong competitor with mature products, strong market share and many • 15 day free trial
large customers. BUT weaker integration with EPM, BI, ERP despite marketing
message. Lots of EPM products. Two versions of BPC (inconsistency between
two platform offerings), leads to slower innovation. Weaker/multiple Predictive
capabilities vs. IBM. Will push HANA with predictive.
IBM Channel Roger Smethurst (ANZ) roger.smethurst@au1.ibm.com
Sales Contact Joseph Tan (ASEAN) joslim@sg.ibm.com
Sunil Bhat (ISA) sunbhat@in.ibm.com
Ser Yean Tan seryean.tan@sg.ibm.com
IBM Technical Ser Yean Tan seryean.tan@sg.ibm.com
Pre-sales
Contact
Action • Blanket approval underway (Special bid submissions meantime)
• Go to installed-base of MS Excel BPs who are selling to clients using Excel
for planning and budgeting

SOCIAL
SaaS
Digital Transformation – Re-Imagine Core Processes (Software)
Sales
Play 4: Collaboration Dual Entitlement
Client Pain • Unsure about cloud migration

Points • Need time to decide about cloud Unique IBM Value Propositions Assets
Target Enterprise, Commercial, Installed-base, Upsell, Cross Sell
Market • Reduce the TCO of your Collaboration environment • Customer Proposals, Value Selling Assets, Presentations,
Prospecting Existing Notes Domino users of any size • Migrate to Cloud in your own time Customer Letter, FAQ and more
Profile • Ease of Use – Leverage Verse UI
• Cognitive Roadmap
Strategy Convert all remaining clients of on-prem collaboration to cloud by giving them • Ease of migration Promotions
dual entitlement of their license
Client Pain •U nsure about cloud migration
Points • Need a flexible approach to cloud strategy
IBM Marketing / Sales Activities • SaaS Financing – Enjoy best upfront price discounts yet
pay by 0% installments*
• Unsure about complexities of migration
• Expensive Microsoft EA due for renewal • Target customers at time of renewal
Top •M icrosoft: “Free” when bundled with MS Office/EA, often “default” choice • BP Awareness and Enablement Sessions Incentives
Competitors • Google: Familiarity, perceived market leader • CoC assistance for VAD’s and BP’s
and their • Open Source: Perceived low cost
• Add “Work on the go” – 70% off on connections cloud to
strengths
expand collaboration tools on the cloud
IBM Channel Chris Haylock chaylock@au1.ibm.com
Sales Contact
IBM Technical Perry Rosenboom perry_resenboom@au1.ibm.com
Pre-sales
Contact
Action For every renewal of installed base, default bundle dual entitlement and
engage BP to work with client to transfer workload to the cloud

SOCIAL
SaaS
Digital Transformation – Re-Imagine Core Processes (Software)
SALES
PLAY 5: Box with Box Relay Sales Play
Client Pain Existing repositories contain valuable content, but many organizations
Points also want to provide newer collaboration and content tools. Increasingly, Unique IBM Value Propositions Assets
they need to collaborate on content with people outside the organisation.
They want support for their chosen platforms for business content. These
new requirements can be problematic if there is no centralised or ’common’ • Securely store manage share and collaborate on rich • Box free trial
access points that can be effectively secured by both IT and individual users. digital assets in a unified workspace • Box Relay : A workflow software
• Equip teams with the latest information while monitoring • Customer Proposals, Value Selling Assets, Presentations,
Target Enterprise, Commercial, Installed-base, Upsell, Cross Sell most valuable content Customer Letter, FAQ and more
Market • Easily and securely collaborate without the hassle of email
Prospecting Any organisation of any size. Box can be seeded with any deal as a bottom attachments or firewall restrictions
Profile line bid. Box then grows exponentially when in use • Tight integration with Connections Cloud, Salesforce, Promotions
Docusign and many other applications
Strategy With Box as a leader in EFSS and IBM as a leader in enterprise workflow • HR, Operations, Legal and Finance: Fast and secure
tools, the co-developed Box Relay is raising the bar for workflow in the cloud. file sharing: Stop sending insecure, large attachments • With additional Box Relay (no min order quantity limitation)
No one in this space has created a tool that is so intuitive to use, so easy to via email. Instead, use customized Box shared links with • SaaS Financing – Enjoy best upfront price discounts yet
invite external participants, and in a way that offers all the integrated benefits passwords, expiration dates and restricted download pay by 0% installments*
of a content management platform. Future integrations with Watson Work access.
provides enterprise with a pathway to cognitive. • Sales, Marketing: Secure enterprise file synchronization:
Differentiators • Multiple collaboration applications in use Always Have the Right Content. With Sync, you have the
• Multiple disparate content repositories latest information instantly, no matter how the file was
• Corporate information Security concerns, including staff utilizing personal updated.
consumer-grade (or “free”) cloud storage • Directors and VPs of IT: Digital asset management: Work
• Content is out-of-date as soon as emailed or shared – multiple repositories seamlessly with your external agencies, vendors, partners
and attachments with no version control. Or lost due to staff/expert attrition and clients on large, rich media files. Box lets internal
if no active content repository. users easily upload large presentations and videos,
organize them into folders, share links to files and manage
Top • Dropbox: Free with good UI and customer experience, but it is not a secure file and folder permissions.
Competitors tool for external collaboration. Box provides an intuitive experiene and
and their include content access stats for users, easy access to file versions and
strengths natively integrates across more solutions end users work. Box’s platform IBM Marketing / Sales Activities
comes with prebuilt integrations (Salesforce, Docusign, Splunk, O365).
• Google Drive: Broad awareness. Perceived low cost
• Microsoft OneDrive: Heavy integration into MS Stack comes at the • Target every deal
expense of a large variety of partner integrations. One Drive for business • Box use in IBM grew from 0 – 60,000 users in 6 months
lacks native on premise storage capabilities, outside those connectors for with only word of mouth
access on premise Sharepoint repositories. • VAD & BP Awareness and Enablement Sessions
regarding Box Relay
IBM Channel Chris Haylock (AP) chaylock@au1.ibm.com
Sales Contact
IBM Technical Perry Rosenboom (AP) perry_resenboom@au1.ibm.com
Pre-sales
Contact
Action PAB underway with t-shirt sizing configuration for Box Enterprise, Box
Business plus, with Box Relay (no user limitation).

COMMERCE
SaaS
Digital Transformation – Reinvent Customer Engagement (Software)
SALES
PLAY 6: Customer Experience using IBM Customer Experience Analytics
(Tealeaf)
Client Pain Identify and resolve customer struggle issues on digital channels to improve
Points conversions Unique IBM Value Propositions Assets
Target Fortune 1000 – Mid-market.
Market Industry: Banking, Consumer products, Education • Behavior driven user segmentation for web analytics • WCA battlecard
Prospecting CMO and VP/Director of Marketing/Digital Marketing for B2C Enterprise • Customer journey view with replay option for user sessions
Profile • Data driven digital journey campaign design to improve
marketing spend ROI Promotions
Metrics Conversion Rates on digital properties
Client Pain • Too many disparate sources of information and analysis
Points • Dependency on analyst, and latency in getting insights
IBM Marketing / Sales Activities • Special bid submissions meantime
• SaaS Financing – Enjoy best upfront price discounts yet
• I don’t know, what I don’t know, so can’t ask the right questions pay by 0% installments*
• Not enough time or resources • Recruitment of new partners through VADs
Differentiators • Unified behavioral-driven marketing platform which captures more customer • IBM OI through Digital Sales
behavior from sources including internal and third-party applications.
• Delivers highly personalized experiences through multiple channels (email,
web, mobile, social) on an unprecedented scale
• Successfully integrates with world-class, sales and marketing technology
• Powerful B2B capabilities (such as lead-to-revenue execution - including
lead scoring and nurturing – web tracking, web form and landing pages and
revenue analytics) with the scalability necessary to service high transaction
volume environments.
• Industry-leading email capabilities including personalization, dynamic
content, send time optimization, advanced segmentation, progressive web
forms and snooze
Top • Adobe: Leader in web analytics
Competitors • Oracle: brand recognition with marketers through acquisition of Eloqua,
and their Responsys & Maxymiser. Recently launched Audience Manager, allowing
strengths advertisers, brands and others to buy and sell 2nd or 3rd party data.
• Google: Offer free web analytics services
IBM Channel Jennifer Wei Bao (ASEAN-SG/MY/PH) weibao@sg.ibm.com
Sales Contact Alex PH Liu (ASEAN-TH/ID/VN) alexliu@sg.ibm.com
Vinay Tr (ISA) trvinay@in.ibm.com
Carl Bellamy (ANZ) carlbel@au1.ibm.com
Irence WY Wee (AP) irencewee@sg.ibm.com
IBM Technical Ritesh Amin (AP) ritesham@sg.ibm.com
Pre-sales
Contact
Action Each VAD to recruit at least 1 BP selling to CMO or CSO

COMMERCE
SaaS
Digital Transformation – Reinvent Customer Engagement (Software)
Sales
Play 7: Watson Marketing Insights
Client Pain Acquire new customers, retain existing customers and improve loyalty/
Points satisfaction and increase customer lifetime value. Unique IBM Value Propositions Assets
Target Fortune 1000 and Mid-market with typically greater than $1B in revenue
Market Position the building blocks for digital marketing—insight, • Watson Marketing Insights 30 days trial
Prospecting CMO (Decision maker/change influencer), VP Marketing (decision maker, content management, personalization and campaign • Watson Marketing Insights -materials to download
Profile Direct marketing manager (decision makers/influencers, depending on automation—in one solution.
organizations). Campaign analysts (influencers; often end users) • Grow SaaS annual contract value (ACV) by broadening
the conversation beyond individual capabilities. Promotions
Strategy With IBM Real-Time Personalization, marketers can personalize in real time • Differentiate with Watson as a trusted advisor for the
the experience of customers interacting with web sites, call centers, mobile marketing organization and cognitive capabilities
devices, email, and other inbound marketing channels. IBM Real-Time attainable for organizations of all sizes. • Special bid submissions meantime
Personalization uses powerful, behavioral targeting analytics and marketer- • Increase “stickiness” among clients and cross-sell in • SaaS Financing – Enjoy best upfront price discounts yet
defined business logic to deliver the optimal marketing message in each existing WCA accounts with a solution that cuts across pay by 0% installments*
case. While most customer’s use cases follow traditional customer lifecycle marketing organization silos.
management, acquisition, onboarding, activation, deepening, retention and • Take advantage of a simplified pricing model for you and
loyalty, other activities include advanced social and mobile marketing. your clients.
Key Metrics • Marketing-driven revenue: includes by channel (channel effectiveness) &
by campaign (campaign response rate)
•R eturn on marketing investment: on marketing technology and campaign
investment
•M arketing & operations costs: incl. personnel, time & technology. • Recruitment of new partners through VADs
Top • SAS: Analytics leadership, loyal customer base, MRM advantages, ability to • IBM OI through Digital Sales
Competitors demo new UI and visualization.
and their •A dobe: positive reputation with data analysts and digital agencies, depth of
strengths customer references and simplified packaging and pricing.
• Teradata: MRM, reputation and usability
• Oracle: incumbency (for existing enterprise license agreements),
relationships and cloud based (majority of Oracle marketing tech is cloud
based).
• Salesforce: CRM leadership, Cloud delivery and Social Channels
IBM Channel Jennifer Wei Bao (ASEAN-SG/MY/PH) weibao@sg.ibm.com
Sales Contact Alex PH Liu (ASEAN-TH/ID/VN) alexliu@sg.ibm.com
Vinay Tr (ISA) trvinay@in.ibm.com
Carl Bellamy (ANZ) carlbel@au1.ibm.com
Irence WY Wee (AP) irencewee@sg.ibm.com
IBM Technical Ritesh Amin (AP) ritesham@sg.ibm.com
Pre-sales
Contact
Action Each VAD to recruit at least 1 BP selling to digital marketing agency

Theme 3:
Cognitive Security
IBM Offers Proven Solutions Outcome Driven Security Cognitive Security Sales Plays
Build a Security Immune System
Market Analyst Guardium Multi-cloud Encryption
ON PREM | CLOUD | HYBRID SECURITY ECOSYSTEM
Segment Rankings* Key Manager o Critical Data Protection Services
App Exchange OUTCOME DRIVEN SECURITY
o Hybrid Cloud Security Services
Build a Security Immune System with:
Security Analytics LEADER AppScan
DATA
Identity Governance
Access Manager Sales Plays:
Endpoint: Client Application
Security on Cloud IDENTITY Cloud Identity
1. QRadar
LEADER APPS
& ACCESS zSecure
Management Tools o SDLC Consulting
o X-Force Red
QRadar Resilient
o Identity Management Services 2. QRadar on Cloud
Watson i2
Identity 3. Security Intelligence Platform

LEADER
Governance MaaS360 SECURITY
ADVANCED Trusteer
o Mobile Device MOBILE ORCHESTRATION o Financial Malware
FRAUD
Access Management
& ANALYTICS Research
LEADER STOP THREATS
Management
o Security Operations Consulting The future of mobile management and security:
Identity as a o X-Force Command Centers
LEADER o X-Force IRIS
Sales Plays:
Service BigFix
o Managed
ENDPOINT NETWORK QRadar Incident Forensics
QRadar Network Insights
Detection o Managed Network Security 4. Cognitive Unified Endpoint Management
Identity & Response
THREAT o Secure SD-WAN
(MaaS360)
LEADER INTEL
Management Products
Database Security LEADER

o Services X-Force Exchange o X-Force IRIS
Application Prove Compliance GROW BUSINESS

LEADER Protect Critical Assets, don’t be hostage to the
Security Get Ahead of Enhance Govern next Ransomware Attack.
Enterprise Mobility Compliance Security Users and
LEADER Hygiene Identities Sales Plays:
Management
5. IBM BigFix
Web Fraud Stop Threats
LEADER
Detection Detect & Stop Orchestrate Master
Managed Security LEADER Advanced Incident Threat PROVE COMPLIANCE
Threats Response Hunting Ensure compliance with GDPR, safeguarding
Information
Security Grow Business critical data using:
LEADER
Consulting Secure Protect Prevent Sales Plays:
Services Hybrid Critical Advanced 6. IBM Guardium
* This is a collective view of Top Analysts’s ranking compiled Cloud Assets Fraud
as of Nov’2017
E xe c u t i ve’s Message | Theme 1: Jour ney To Cloud | T h e m e 2 : D i g i t a l Tra n s fo r m a t i o n | T h e m e 3 : C o g n i t i ve S e c u r i t y | P r o m o t i o n s a n d I n c e n t i ve s



Cognitive Security Cognitive Security Cognitive Security
Outcome Driven Security Outcome Driven Security Outcome Driven Security
#
1
QRadar
 More Info
#
QRadar on Cloud
2
 More Info
#
3
Security Intelligence Platform
(QRadar Advisor with Watson)
 More Info

• Enterprise, Industry, Commercial • Enterprise, Industry, Commercial • Enterprise, Industry, Commercial
• Verticals: Healthcare, Finance, Manufacturing, Consumer, Education, • Verticals: Healthcare, Finance, Manufacturing, Consumer, Education, • Verticals: Healthcare, Finance, Manufacturing, Consumer, Education,
Public Sector Public Sector Public Sector

• Existing Sales plays for QRadar • Existing Sales plays for QRadar • Existing Sales plays for QRadar
• Special bids need to be submitted in system • Special bids need to be submitted in system • Special bids need to be submitted in system
• Appliance discount upto 55% • Appliance discount upto 55% • Appliance discount upto 55%
• Financing: 3 month deferral or 12 month 0% payment plan with IGF* • Financing: 3 month deferral or 12 month 0% payment plan with IGF* • Financing: 3 month deferral or 12 month 0% payment plan with IGF*
• SaaS Financing – Enjoy best upfront price discounts yet pay by 0% • SaaS Financing – Enjoy best upfront price discounts yet pay by 0% • SaaS Financing – Enjoy best upfront price discounts yet pay by 0%
installments* installments* installments*
• Earn 1% BP fee for Total Amount Financed (AP - including IBM & non- • Earn 1% BP fee for Total Amount Financed (AP - including IBM & non- • Earn 1% BP fee for Total Amount Financed (AP - including IBM & non-
IBM HW, SW & Services) IBM HW, SW & Services) IBM HW, SW & Services)



Cognitive Security Cognitive Security Cognitive Security
Stop Threats Grow Business Prove Compliance
#
4
Cognitive Unified Endpoint Management
(MaaS360)
#
5
BigFix- Find it, Fix It and Secure IT
Don’t be hostage to next
#
6
Guardium – Is your organization
Ransomware Attack compliant to GDPR?
The future of mobile management Safeguarding critical data on cloud
and security  More Info
 More Info
 More Info

• Enterprise, Industry, Commercial • Enterprise, Industry, Commercial • Enterprise, Industry, Commercial
• Verticals: Healthcare, Finance, Manufacturing, Consumer, Education, • Verticals: Healthcare, Finance, Manufacturing, Consumer, Education, • Verticals: Banking, Energy and utilities, Financial markets,
Public Sector Public Sector Government, Healthcare and life sciences, Retail

• Existing Sales plays for MaaS360. • Financing: 3 month deferral or 12 month 0% payment plan with IGF* • Distribution Pricing Play: Crush the Competition, Sales play 11.04
• PAB: Link to PW – IBM Security, AP- MaaS360 Upfront Discount • SaaS Financing – Enjoy best upfront price discounts yet pay by 0% • Sbids need to be raised
• PAB for Essentials and Deluxe Suite @65% installments* • Min deal value US$20k to qualify for the promotion
• PAB id- PRO17-2625-00 • Earn 1% BP fee for Total Amount Financed (AP - including IBM & non- • Financing: 3 month deferral or 12 month 0% payment plan with IGF*
• SaaS Financing – Enjoy best upfront price discounts yet pay by 0% IBM HW, SW & Services) • SaaS Financing – Enjoy best upfront price discounts yet pay by 0%
installments* installments*
• Earn 1% BP fee for Total Amount Financed (AP - including IBM & non-
IBM HW, SW & Services)

SECURITY
Trans
Cognitive Security – Outcome Driven Security (Software)
Sales
Play 1: QRadar
Client Pain • Need advance analytics to discover and eliminate threats

Points •S cale cognitive tasks to augment human skills Unique IBM Value Propositions Assets
Target • Enterprise, Industry, Commercial
Market • Verticals: Healthcare, Finance, Manufacturing, Consumer, Education, • Fully integrated Log Management, SIEM, Vulnerability • QAW- PW Assets & ‘Click-Through-Demo’
Public Sector Management, Risk Management, Incident Forensics. • Cognitive Security- QRadar (Security Intelligence)
Prospecting IT Security Manager, CISO, Network Operation Manager, VP Operations, • Single web-based user interface, common data base and • Download 30 day Trial
Profile CIO OS • QRadar Sales Kit- Partner World
• Highly scalable, easy to deploy, learn and use • All Security Sales Play- PW
Strategy Unlock the power of cognitive security to uncover new insights and rapidly • Automated syslog device sensing and Network Flow • Current Trends in Identity and Access Management: July
respond to threats analysis 2017
Client Pain • Unable to detect security breaches and abnormal activity and/or quickly • Embedded Intelligence enables quick detection of threats,
Points monitor network activity in virtual and cloud environments automatically prioritizes offenses, and provides detailed
• Recently failed compliance audit or experienced security breach and data for forensics Promotions
manual data gathering for compliance reports and audits
• Unable to detect insider theft, fraud or malicious activity or to monitor social With Watson capabilities
• Gain local context leading to the incident • Existing Sales plays for QRadar
media and mobile activity for data security risks • Special bids need to be submitted in system
• Existing log management or SIEM solution isn’t flexible and scalable • Formulate a threat research strategy
• Perform threat research and develop expertise • Appliance discount upto 55%
• Unable to conduct effective forensic investigations after security breaches • Financing: 3 month deferral or 12 month 0% payment plan
• Unstructured Data: 80% of the data is invisible and not readable by • Apply intelligence to understand the threat
• Leasing and Flexible Payment Plans Improve ROI while with IGF*
traditional security systems • SaaS Financing – Enjoy best upfront price discounts yet
• Resource & Time: It can take a SOC operator hours/days just to complete aligning costs with benefits
• Peace of Mind Sell old assets at market value or worry free pay by 0% installments*
background work to determine if threat is potent • Earn 1% BP fee for Total Amount Financed (AP - including
secure disposal
Top • LogRhythm: Appears on surface to deploy quickly with minimal IBM & non-IBM HW, SW & Services)
Competitors configuration
and their • Splunk: Extensive log collection capabilities, fast and intuitive ‘google-like’
strengths search, extensible open architecture where 3rd party can integrate and
augment key features missing from platform
• HP Archsight: Tighter integration with BigData Analytics platform like
Hadoop, Extensive log collection support for commercial IT products.
Mature event correlation, categorization and reporting
IBM Channel Nicky Choo (AP) nickyc@sg.ibm.com
Sales Contact Ridhima Avinash Kapadia (AP-Program) ridhima@sg.ibm.com
IBM Technical In Country CTPs
Pre-sales
Contact
Action VADs/Partners to work on competitive displacement and identifying
opportunities for SIP, with a value proposition of Watson. Offer leasing or
flexible payment plan option to differentiate against competition.

SECURITY
SaaS
Sales
Play 2: QRadar on Cloud

Public Sector Management, Risk Management, Incident Forensics. • Cognitive Security- QRadar on Cloud (Security
Prospecting IT Security Manager, CISO, Network Operation Manager, VP Operations, • Single web-based user interface, common data base and Intelligence)
Profile CIO OS • Download 30 day Trial
• Highly scalable, easy to deploy, learn and use • QRadar Sales Kit- Partner World
Strategy Unlock the power of cognitive security to uncover new insights and rapidly • Automated syslog device sensing and Network Flow • All Security Sales Play- PW
respond to threats analysis • Current Trends in Identity and Access Management: July
Client Pain • Unable to detect security breaches and abnormal activity and/or quickly • Embedded Intelligence enables quick detection of threats, 2017
• Recently failed compliance audit or experienced security breach and data for forensics
manual data gathering for compliance reports and audits Promotions
media and mobile activity for data security risks • Gain local context leading to the incident
• Formulate a threat research strategy • Existing Sales plays for QRadar
• Existing log management or SIEM solution isn’t flexible and scalable • Special bids need to be submitted in system
• Unable to conduct effective forensic investigations after security breaches • Perform threat research and develop expertise
• Apply intelligence to understand the threat • Appliance discount upto 55%
• Unstructured Data: 80% of the data is invisible and not readable by • Financing: 3 month deferral or 12 month 0% payment plan
traditional security systems • Leasing and Flexible Payment Plans Improve ROI while
aligning costs with benefits with IGF*
• Resource & Time: It can take a SOC operator hours/days just to complete • SaaS Financing – Enjoy best upfront price discounts yet
background work to determine if threat is potent • Peace of Mind Sell old assets at market value or worry free
secure disposal pay by 0% installments*
Top • LogRhythm: Appears on surface to deploy quickly with minimal • Earn 1% BP fee for Total Amount Financed (AP - including
Competitors configuration IBM & non-IBM HW, SW & Services)
Pre-sales
Contact

SECURITY
SaaS
Sales
Play 3: Security Intelligence Platform (QRadar Advisor with Watson)

Public Sector Management, Risk Management, Incident Forensics. • Cognitive Security- QAW (Security Intelligence)
Prospecting IT Security Manager, CISO, Network Operation Manager, VP Operations, • Single web-based user interface, common data base and • Download 30 day Trial
Profile CIO OS • QRadar Sales Kit- Partner World
• Highly scalable, easy to deploy, learn and use • All Security Sales Play- PW
Strategy Unlock the power of cognitive security to uncover new insights and rapidly • Automated syslog device sensing and Network Flow • Current Trends in Identity and Access Management: July
respond to threats analysis 2017
Client Pain • Unable to detect security breaches and abnormal activity and/or quickly • Embedded Intelligence enables quick detection of threats,
• Recently failed compliance audit or experienced security breach and data for forensics Promotions
manual data gathering for compliance reports and audits
• Gain local context leading to the incident • Existing Sales plays for QRadar
media and mobile activity for data security risks • Special bids need to be submitted in system
• Existing log management or SIEM solution isn’t flexible and scalable • Formulate a threat research strategy
• Perform threat research and develop expertise • Appliance discount upto 55%
• Unable to conduct effective forensic investigations after security breaches • Financing: 3 month deferral or 12 month 0% payment plan
• Unstructured Data: 80% of the data is invisible and not readable by • Apply intelligence to understand the threat
• Leasing and Flexible Payment Plans Improve ROI while with IGF*
traditional security systems • SaaS Financing – Enjoy best upfront price discounts yet
• Resource & Time: It can take a SOC operator hours/days just to complete aligning costs with benefits
• Peace of Mind Sell old assets at market value or worry free pay by 0% installments*
background work to determine if threat is potent • Earn 1% BP fee for Total Amount Financed (AP - including
secure disposal
Top • LogRhythm: Appears on surface to deploy quickly with minimal IBM & non-IBM HW, SW & Services)
Competitors configuration
Pre-sales
Contact

SECURITY
SaaS
Cognitive Security – Stop Threats (Software)
Sales
Play 4: Cognitive Unified Endpoint Management (MaaS360)
- The future of mobile management and security
Client Pain Mobile productivity and enterprise security without compromise. IT Leaders
Points can’t rely on tools that provide basic mobility management, while drowning in Unique IBM Value Propositions Assets
a sea of information, data and threats
Target • Enterprise, Industry, Commercial • Efficiently manage diverse devices, including laptops, • Data Security Must be a Priority
Market • Verticals: Healthcare, Finance, Manufacturing, Consumer, Education, desktops, smartphones, tablets, IoTs & wearable devices • IBM MaaS360 with Watson
Public Sector • Powerful EMM capabilities to address requirements and
Prospecting IT Security Manager, CISO, Network Operation Manager, VP Operations, robust mobile security platform
Profile CIO • Multi-tenant SaaS infrastructure that can easily scale to Promotions
manage from 10 to 100,000 devices
Strategy Provide a cognitive approach to enable endpoints, end users and everything • Key integrations with QRadar, ISAM, IDaaS,Trusteer,
in between. BigFix • Existing Sales plays for MaaS360.
• Ranked Leader in Gartner’s Quadrant for 5 years. Ranked • PAB: Link to PW – IBM Security, AP- MaaS360 Upfront
Client Pain • Dramatic increase in mobile devices and BYOD in organizations, hence Discount
Points putting them at Risk. Secure corporate data as ‘Best-in-cloud’ among ranked EMM vendor.
• Cognitive Insights can help organizations accelerate and • PAB for Essentials and Deluxe Suite @65%
• Varying workstyles, Native experience and privacy concerns • PAB id- PRO17-2625-00
• Enable business information sprawl data security maximize the return on investment (ROI) from their mobile
strategies • SaaS Financing – Enjoy best upfront price discounts yet
• Increase in Mobile Malware and malicious mobile apps pay by 0% installments*
•B usiness Visibility: Awash in data. Mobile blind spots and compliance
reporting
Top • VMWare Airwatch: Large scale deployments across most verticals.
Competitors Administration console is easy to use with embedded training videos and
and their wizard-like approach • Positioning IDaaS with MaaS260
strengths • MobileIron: Strong in on-prem offering, MCM product can encrypt and
delete files. AppConnect has good compatibility across wide-range of
MADP tools
•M icrosoft Intune: Unique technical capabilities to manage the Office Mobile
apps on IOS and Android devices. Integrates with Microsoft ecosystem of
products
IBM Technical Hak Teng Quah (ASEAN, KOR) quah@sg.ibm.com
Pre-sales Darryl Miles (ANZ) darryl_miles@au1.ibm.com
Contact Vijay V Lele (ISA) vjaylele@in.ibm.com
Action VADs to wrap around MaaS360 with every SW sale where client is using
mobile devices or BigFix. Mobile security solution wrap around every SW
sale where the customer is deploying in a mobile environment

SECURITY
Trans
Cognitive Security – Grow Business (Software)
Sales
Play 5: BigFix- Find it, Fix It and Secure IT
- Don’t be hostage to next Ransomware Attack
Client Pain To ensure all endpoints, regardless of location are kept continuously
Points patched, secured and complaint with security & regulatory policies Unique IBM Value Propositions Assets
Market • Verticals: Healthcare, Finance, Manufacturing, Consumer, Education, • Continuous compliance and remediation. • IBM BigFix Sales Kit- Essential Materials (Internal)
Public Sector, • ISV Audit Readiness • IBM BigFix – PartnerWorld
Prospecting IT Security Manager, CISO, Network Operation Manager, VP Operations, • Instant Responses to zero-day attack, malware, APTs • Build your endpoint strategy with IBM BigFix
Profile CIO • Forensic capabilities to detect exposures through
Indicators of Compromise (IOC)
Strategy Collaborative endpoint security and management platform. Build your • Integration with Qradar, MaaS360, Guarduim, XGS Promotions
endpoint strategy with BigFix • EDR and Forensics that detect exposures through
Client Pain • Keeping up remediation Indicators Of Compromise (IOC)
• Using BigFix, clients have real time visibility and control • Financing: 3 month deferral or 12 month 0% payment plan
Points • Increased Risk from malware and subsequent data loss. Finding and fixing with IGF*
IOCs and IOAs and security incidents faster over all endpoints
• regardless of OS, location or connectivity • SaaS Financing – Enjoy best upfront price discounts yet
•O PEX cost increasing pay by 0% installments*
•H aving universal visibility into all assets in network • Earn 1% BP fee for Total Amount Financed (AP - including
•C ompressing patch cycles to minutes IBM & non-IBM HW, SW & Services)
Top • Tanium: Less infrastructure, more real-time, easy to use
Competitors • MicroSoft SCCM: Provides windows endpoint management functionalities.
and their Integration with intune
strengths •L ANDesk:
•S ymantec Altris ITMS: Near real-time results and compliance
IBM Channel Nicky Choo nickyc@sg.ibm.com
Sales Contact Ridhima Avinash Kapadia ridhima@sg.ibm.com
IBM Technical ASEAN: Anthony CC Su anthony.su@my.ibm.com
Pre-sales ANZ: Darryl Miles darryl_miles@au1.ibm.com
Contact AP: Manny Santana santana@au1.ibm.com
Action • Work with VADs to identify security BPs (IBM and non-IBM) to deploy BigFix
across multiple locations of a cient
• MSP/MSSP who want to offer patch management as a service. Potential
bundles with HW and AV as a volume play

SECURITY
Trans
Cognitive Security – Prove Compliance (Software)
Sales
Play 6: Guardium – Is your organization compliant to GDPR?
Safeguarding critical data on cloud
Introducing IBM Guardium Multi-Cloud Data Protection
Client Pain • Safeguard critical data from external and internal threats and ensure
Points compliance Unique IBM Value Propositions Assets
•D ata Security for multi clouds and hybrid clouds
Target • Enterprise, Industry, Commercial The IBM Security® Guardium® solutions help ensure the • IBM Guardium- Protect your information
Market • Verticals: Banking, Energy and utilities, Financial markets, Government, security, privacy and integrity of your critical data. These • Data Security and Protection
Healthcare and life sciences, Retail data security and protection products help secure sensitive • Guardium Multi Cloud data protection
Prospecting CIO, CISO,Director or Manager for Storage, IT Security Manager, Chief data across a full range of environments – from databases • Guardium MDE
Profile Compliance Officer to big data, cloud, file systems and more. For Cloud • Guardium Sales Kit/includes GDPR solution brief
deployment, is a comprehensive data security platform • Protect Critical Assets
Strategy Achieving compliance is the start of organizations’ data security journey. that helps safeguard sensitive data wherever it resides
Safeguard critical data wherever it resides and provides a full range of data protection capabilities,
Client Pain • Protecting sensitive enterprise data, typically distributed across a large including data discovery and classification, vulnerability Promotions
Points number of servers and a variety of database and big data platforms, from assessment, data and file activity monitoring, risk
unauthorized access, theft or changes analytics, data masking, encryption, blocking, alerting and
quarantining • Distribution Pricing Play: Crush the Competition,
• Manually analyze logs Sales play 11.04
• Successfully pass a growing variety of audits • Sbids need to be raised
• Reduce the cost of compliance activities, which typically involve resource- • Min deal value US$20k to qualify for the promotion
intensive and error-prone manual controls • Financing: 3 month deferral or 12 month 0% payment plan
• Manage the performance degradation resulting from turning on native with IGF*
database auditing • SaaS Financing – Enjoy best upfront price discounts yet
• Risk Management and data protection in an interconnected world pay by 0% installments*
Top • Imperva: improvements in enterprise scale including GIM and Central Mgmt • Earn 1% BP fee for Total Amount Financed (AP - including
Competitors functions, Close relationships with Web security teams IBM & non-IBM HW, SW & Services)
and their • Oracle: SQL traffic monitoring of Oracle & third party DB like Microsoft
strengths SQL, SAP, DB2, MySQL. Expanded auditing capabilities. Limit access of
priviledge users & DBAs to critical data
• McAfee: Large incumbent Database, aggressive pricing
IBM Technical
Pre-sales
Contact
Action Target SQL, Oarcle partners to position Guardium.

Promotions
and Incentives
E xe c u t i ve’s Message | Theme 1: Jour ney To Cloud | T h e m e 2 : D i g i t a l Tra n s fo r m a t i o n | T h e m e 3 : C o g n i t i ve S e c u r i t y | P ro m o t i o n s a n d I n c e n t i ve s
IBM is... IN IT TO WIN IT
IBM Storage Solutions | 2018 Asia Pacific
Heads up! We are excited to preannounce the New Business Partner

Sales Incentives for our Industry Leading IBM Storage Solutions.
This will be our largest incentive pay-out in recent times & provides you the opportunity to maximize our portfolio leadership in
the weeks to come.
EXECUTE ENABLE EXTEND ENGAGE

With IBM All Flash Arrays Clients in Multi-Cloud IBM Storage Solutions to Selling Together and
Environments with IBM NEW Customers with our Creating
Software Defined and channel partners New Opportunities
Data Protection Solutions
AFA / Converged SPIFF Spectrum SW for Data New Client Incentive Deal Registration /
Client facing Business Partner Protection and Storage HW Business Partner firms may Opportunity Identification
Rep can earn Sell at least $40,000 of designate a portion of the Client facing Business Partner
1% of revenue Spectrum Control, Protect incentive rebate to allow their Representative can earn
or Suite with IBM Storage client facing Business Partner
up to $10,000 $500
Hardware Systems to qualify. Representative to earn
on the sales of eligible All Flash for each opportunity registered
Arrays (AFAs) and Converged 3% of the deal size, with an approved special bid of at
$1,000 for $40K of SW, $500
systems with AFAs. for each additional $20K. Sales up to $30,000 each least USD$100K End User price.
made must be to same customer per deal,
number in essentially the same for any net new account.
ordering windows.
(Qualifying accounts are those
$20,000 annual cap per not having bought IBM Storage in
client facing Business Partner the last 3 years).
Sales Representative.
Industry Leading Up Front Margins

Award winning solutions from the #1 Storage Software and #2 Storage Provider
Market share and CAGR per IDC
IBM Business Partner sellers will be able to access these incentives via our Know Your IBM (KYI) program and they will be in effect until the
end of 2018.

IBM Global Financing (IGF) Business Partner Fee Program
Start and End Dates: How can you win larger deals?…with IBM Global Financing
1 July 2018 –
31 Dec 2018 Win larger deals by offering clients financing solutions…
and you get paid in return!
Countries:
• Malaysia IBM Global Financing 2H18 Business Partner Fee Program Framework
• Philippines
• Singapore 1. Get rewarded for Winning Larger Deals
• Thailand
IGF Business Partner Transaction Fee Program
• Korea IGF Business Partner earns a transaction fee
when they successfully sign a financing agreement
• India between IGF and end-user clients
Transaction Fee Structure

• 0.5% of the Total Amount Financed (TAF); for first US$1M in YTD transactions in 2018
• 1% of Total Amount Finance (TAF); after first US$1M in YTD transactions in 2018
*Subject to US$10,000 maximum fee per transaction
2. Sweetening with incremental Bonus

IGF Business Partner
Incentive for Growth Program
Earn Bonus (in addition to
transaction fees) upon attaining
the volume tiers
Incentive for Growth Bonus Tiers

IFG Tier YTD Cumulative Volume YTD Cumulative Bonus
1 $1M to $1.99M $5,000
2 $2M to $4.99M $10,000
3 $5M to $9.99M $25,000
4 >= $10M $50,000
Eligibility
• Minimum 2 new qualifying transactions within each half year to qualify for tier bonus
IGF contact: India - Vakul Bhatnagar (vakbhatn@in.ibm.com),

Korea - ChaeNam Jeong (cnjeong@kr.ibm.com), ASEAN - Soh Hwee Geok (sohhg@sg.ibm.com)
Terms & conditions apply

For India, Philippines & Thailand: GOE* transactions excluded from Volume calculation
* GOE = Government-owned entities as defined by IBM

IBM Z and LinuxONE New Client Incentive Program
Announcement Overview
Number: • The IBM Z and LinuxONE New Client
ZVWW8111C Incentive rewards Business Partners who sell
to new or inactive clients by giving Business
Start and End Dates: Partners the opportunity to earn a rebate of
1 Mar 2018 – 10% of the eligible net billed revenue of the
31 Dec 2018 qualifying transaction. Net Billed revenue
is defined as the transactional revenue net
Countries: of transactional adjustments, but excludes
• Australia credits for performance bonus incentives etc.
• New Zealand This excludes all IBM z Software Subscription
products (recurring IBM z Software License
• Brunei Charges). The total rebate value is capped at
• Cambodia a maximum of $50K.
• Laos • A New End User is eligible when the IBM
• Indonesia shipped order records for an End User
• Malaysia Enterprise show that no IBM Z hardware
• Myanmar product (Server, model conversion or
• Philippines hardware MES) has ever been sold to the
• Singapore enterprise in the country.
• Thailand • An inactive End User is eligible when the
• Vietnam IBM shipped order records for an End User
Enterprise show that the most recent IBM Z
• Korea Systems hardware product (Server, model
conversion or hardware MES) sold to the
• India enterprise was a z10 class of mainframe or
older technology.
• Refer to PW Announcement letter for
complete T&Cs.
PW Link
• T1
• T2

Spectrum Storage Suite and All Flash Seed Promotion
Countries: IBM will fund $5,000 to BPs for the sandbox

• Australia
• New Zealand implementation if they choose to do it
themselves. Otherwise they can choose
• Indonesia
• Malaysia sandbox implementation by IBM Lab services.
• Philippines
• Singapore Overview
• Thailand IBM Storage is running a sales play to seed Spectrum Storage Suite
• Vietnam software licenses in All Flash Array channel sales opportunities. For All
Flash Array (V7F, V9K, A9K/R and DS8F) deals led by IBM Business
• Korea Partner Resellers, clients will receive 20TB of Spectrum Storage Suite
licenses if they have not previously purchased the Spectrum Storage Suite.
• India The IBM Business Partner will need the ability to order through both AAS
(for All Flash Array) and Passport Advantage (for Spectrum Storage Suite).
Along with the licenses IBM Storage will offer:

1. Consultative workshop with IBM technical sales to identify applicable use
case(s), and
2. C omplimentary installation ‘jump start’ service in a sandbox environment
for one identified use case within 90 days of workshop completion.
Qualification
• All Flash Array (V7F, V9K, A9K/R & DS8F) minimum 57TB Deal
• Customer does not own IBM Spectrum Storage Suite license already
• BP is qualified to order through AAS( for All Flash Array) and Passport
Advantage ( for Suite)
• Customer is ready to engage in consultative workshop and sandbox
implementation
How this works

Please refer to PW Announcement for full details or contact your IBM
representative.
PW Link
http://www.ibm.com/partnerworld/wps/servlet/ContentHandler/stg_com_
sto-all-flash-seed-promotion-sales-play/lc=en_ALL_ZZ
T2 Channel Pre-requisite
Spectrum Storage Software CVR Authorization

Enhanced Demonstration Program for
IBM Power Systems and Storage Systems Products
Countries: The improved Program supports our Business Partners in showcasing IBMs technology to bring us
• Australia access to new solutions, workloads, skills and customers. Improved design points will enable Business
• New Zealand Partners to drive higher and faster adoption of Power and Storage Systems to deliver enhanced
POC, Testing, Development and evaluation capabilities. The new Demo Program framework delivers
• Indonesia consistent and improved modifications globally.
• Malaysia
• Philippines Highlights include
• Singapore The product retention period is now:
• Thailand • 90 Days for Distributors and Authorised Resellers
• Vietnam • 180 Days for Non Authorised System Hardware Business Partners with a PartnerWorld Agreement
• Korea
Criteria New Terms and Conditions
• India Eligible partners • BPs with HW BPA authorised for Power and/or Storage
• BPs with PW Agreement - Any BP with PW CEID (but no BPA) also qualify
Eligible products • All Storage S1, S2, S3
• All Power P1, P2, P3
Discounts • Competitively priced Demo Offering aligned with Market based pricing -
delivered via Value Seller in 3 simple Tiers – QP +0%, QP +25%, and 100%
for associated eligible software
Minimum retention • 90 Days for authorised resellers
period • 180 Days for BPs with PW Agreement
• After the retention period, the Business Partner may remarket the hardware to
an End User
Quantity restriction • BPs authorised for Power and/or Storage – 10 units of Power and 10 units of
Storage per annum
• BPs with PW Agreement – 1 unit of Power and 1 unit of Storage per annum
Offering Period • Ongoing until withdrawn
RTM Strategy • All Demo products to be fulfilled via VAD’s
Incentives • Demo counts towards all Performance Based Incentives for both VADs and
eligibility T2s
PW Link
www.ibm.com/partnerworld/wps/servlet/mem/ContentHandler/demonstration-development-systems

IBM Software Access Option
Countries: Upgrade to IBM Value Package: Reduce your

• Australia
• New Zealand education costs and access the full IBM
Software Catalog for USD2,500. Includes
• Indonesia
• Malaysia certification reimbursements up to USD75,000
• Philippines for Platinum PartnerWorld members.
• Singapore
• Thailand The Software Access Catalog includes download access to a wide variety
• Vietnam of IBM software products.
• Korea Get access to the latest versions of IBM software products for
demonstration, evaluation, education, commercial application development
• India and testing, and limited internal day-to-day Business Partner operations in
accordance with the terms of the PartnerWorld Software Usage Attachment
(sign-in required).
À la carte use of the Software Access Catalog is available for USD $995 per
annum.
Note that benefit offerings may not currently be available in all countries, on
all platforms or may be delivered differently. Additional terms and conditions
may apply to any specific benefit or geography. Benefits are subject to
change without notice at the discretion of the IBM Corporation. Fees are
quoted in US dollars or local currency and are subject to change. Fees may
vary in some countries due to differences in comparative costs of living
and fluctuations in local exchange rates. Fees are displayed in the online
ordering system at the time of ordering. Purchase provides access to the
benefit for a 12-month period and purchase can be made at any time. If any
authority imposes a duty, tax, levy, or fee (excluding those based on IBM’s
net income) upon any transaction, then you agree to pay that amount.
Highlights include
Spectrum Protect, Spectrum Protect Plus and Spectrum NAS are now
available.
PW Link
www.ibm.com/partnerworld/wps/servlet/ContentHandler/software-access-
catalog

2H2018 Sales Play Ebook India BP Edition

Uploaded by

Document Information

Original Title

Copyright

Available Formats

Share this document

Share or Embed Document

Sharing Options

Did you find this document useful?

Is this content inappropriate?

Copyright:

Available Formats

2H2018 Sales Play Ebook India BP Edition

Uploaded by

Copyright:

Available Formats

2H’2018

Sales Plays Playbook

Leading with Client Value

Dear Business Partners,

E xe c u t ive’s Messag e | Theme 1: Jour ney To Clou d | T h e m e 2 : D i g i t a l Tra n s fo r m a t i o n | T h e m e 3 : C o g n i t i ve S e c u r i t y | P r o m o t i o n s a n d I n c e n t i ve s

E xe c u t i ve’s Message | Th em e 1: Journ ey To Clou d | T h e m e 2 : D i g i t a l Tra n s fo r m a t i o n | T h e m e 3 : C o g n i t i ve S e c u r i t y | P r o m o t i o n s a n d I n c e n t i ve s

Sales Play Sales Play Sales Play

Targets Targets Targets

Program / Promotion / Incentive Program / Promotion / Incentive Program / Promotion / Incentive

*Terms and conditions apply

E xe c u t i ve’s Message | Th em e 1: Journ ey To Clou d | T h e m e 2 : D i g i t a l Tra n s fo r m a t i o n | T h e m e 3 : C o g n i t i ve S e c u r i t y | P r o m o t i o n s a n d I n c e n t i ve s

Sales Play Sales Play

Solution Description Solution Description

*Terms and conditions apply

E xe c u t i ve’s Message | Th em e 1: Journ ey To Clou d | T h e m e 2 : D i g i t a l Tra n s fo r m a t i o n | T h e m e 3 : C o g n i t i ve S e c u r i t y | P r o m o t i o n s a n d I n c e n t i ve s

Client Pain • Need to innovate with not enough up front capital

*Terms and conditions apply

E xe c u t i ve’s Message | Th em e 1: Journ ey To Clou d | T h e m e 2 : D i g i t a l Tra n s fo r m a t i o n | T h e m e 3 : C o g n i t i ve S e c u r i t y | P r o m o t i o n s a n d I n c e n t i ve s

*Terms and conditions apply

E xe c u t i ve’s Message | Th em e 1: Journ ey To Clou d | T h e m e 2 : D i g i t a l Tra n s fo r m a t i o n | T h e m e 3 : C o g n i t i ve S e c u r i t y | P r o m o t i o n s a n d I n c e n t i ve s

*Terms and conditions apply

E xe c u t i ve’s Message | Th em e 1: Journ ey To Clou d | T h e m e 2 : D i g i t a l Tra n s fo r m a t i o n | T h e m e 3 : C o g n i t i ve S e c u r i t y | P r o m o t i o n s a n d I n c e n t i ve s

Technology support for IBM and non-IBM products:

E xe c u t i ve’s Message | Th em e 1: Journ ey To Clou d | T h e m e 2 : D i g i t a l Tra n s fo r m a t i o n | T h e m e 3 : C o g n i t i ve S e c u r i t y | P r o m o t i o n s a n d I n c e n t i ve s

As downtime costs rise and converged, virtualized or cloud-based IT environments become

E xe c u t i ve’s Message | Th em e 1: Journ ey To Clou d | T h e m e 2 : D i g i t a l Tra n s fo r m a t i o n | T h e m e 3 : C o g n i t i ve S e c u r i t y | P r o m o t i o n s a n d I n c e n t i ve s

Sales Play Sales Play Sales Play Sales Play

Targets Targets Targets Targets

*Terms and conditions apply

E xe c u t i ve’s Message | Th em e 1: Journ ey To Clou d | T h e m e 2 : D i g i t a l Tra n s fo r m a t i o n | T h e m e 3 : C o g n i t i ve S e c u r i t y | P r o m o t i o n s a n d I n c e n t i ve s

Sales Play Sales Play Sales Play

Targets Targets Targets

*Terms and conditions apply

E xe c u t i ve’s Message | Th em e 1: Journ ey To Clou d | T h e m e 2 : D i g i t a l Tra n s fo r m a t i o n | T h e m e 3 : C o g n i t i ve S e c u r i t y | P r o m o t i o n s a n d I n c e n t i ve s

Why move to POWER9?

Performance – Clients migrating from

E xe c u t i ve’s Message | Th em e 1: Journ ey To Clou d | T h e m e 2 : D i g i t a l Tra n s fo r m a t i o n | T h e m e 3 : C o g n i t i ve S e c u r i t y | P r o m o t i o n s a n d I n c e n t i ve s

Programs, Tools, Incentives

• Eagle team TCO / IT Economics study for client to support

E xe c u t i ve’s Message | Th em e 1: Journ ey To Clou d | T h e m e 2 : D i g i t a l Tra n s fo r m a t i o n | T h e m e 3 : C o g n i t i ve S e c u r i t y | P r o m o t i o n s a n d I n c e n t i ve s

SAP HANA and IBM Power Systems

E xe c u t i ve’s Message | Th em e 1: Journ ey To Clou d | T h e m e 2 : D i g i t a l Tra n s fo r m a t i o n | T h e m e 3 : C o g n i t i ve S e c u r i t y | P r o m o t i o n s a n d I n c e n t i ve s

Programs, Tools, Incentives

• Eagle team TCO / IT Economics study for client to support

*Terms and conditions apply

E xe c u t i ve’s Message | Th em e 1: Journ ey To Clou d | T h e m e 2 : D i g i t a l Tra n s fo r m a t i o n | T h e m e 3 : C o g n i t i ve S e c u r i t y | P r o m o t i o n s a n d I n c e n t i ve s

E xe c u t i ve’s Message | Th em e 1: Journ ey To Clou d | T h e m e 2 : D i g i t a l Tra n s fo r m a t i o n | T h e m e 3 : C o g n i t i ve S e c u r i t y | P r o m o t i o n s a n d I n c e n t i ve s

*Terms and conditions apply

E xe c u t i ve’s Message | Th em e 1: Journ ey To Clou d | T h e m e 2 : D i g i t a l Tra n s fo r m a t i o n | T h e m e 3 : C o g n i t i ve S e c u r i t y | P r o m o t i o n s a n d I n c e n t i ve s

Target Enterprise, Industry, Commercial

*Terms and conditions apply

E xe c u t i ve’s Message | Th em e 1: Journ ey To Clou d | T h e m e 2 : D i g i t a l Tra n s fo r m a t i o n | T h e m e 3 : C o g n i t i ve S e c u r i t y | P r o m o t i o n s a n d I n c e n t i ve s

E xe c u t i ve’s Message | Th em e 1: Journ ey To Clou d | T h e m e 2 : D i g i t a l Tra n s fo r m a t i o n | T h e m e 3 : C o g n i t i ve S e c u r i t y | P r o m o t i o n s a n d I n c e n t i ve s

Technology support for IBM and non-IBM products:

E xe c u t i ve’s Message | Th em e 1: Journ ey To Clou d | T h e m e 2 : D i g i t a l Tra n s fo r m a t i o n | T h e m e 3 : C o g n i t i ve S e c u r i t y | P r o m o t i o n s a n d I n c e n t i ve s

E xe c u t i ve’s Message | Th em e 1: Journ ey To Clou d | T h e m e 2 : D i g i t a l Tra n s fo r m a t i o n | T h e m e 3 : C o g n i t i ve S e c u r i t y | P r o m o t i o n s a n d I n c e n t i ve s

REINVENT CUSTOMER ENGAGEMENT

E xe c u t i ve’s Message | Theme 1: Jour ney To Cloud | T h e m e 2 : D i g i t a l Tr a n s fo r m a t i o n | T h e m e 3 : C o g n i t i ve S e c u r i t y | P r o m o t i o n s a n d I n c e n t i ve s

Sales Play Sales Play Sales Play Sales Play

Targets Targets Targets Targets

*Terms and conditions apply

E xe c u t i ve’s Message | Theme 1: Jour ney To Cloud | T h e m e 2 : D i g i t a l Tr a n s fo r m a t i o n | T h e m e 3 : C o g n i t i ve S e c u r i t y | P r o m o t i o n s a n d I n c e n t i ve s

Sales Play Sales Play Sales Play

Client Pain • Need to innovate with not enough up front capital

• Eagle team TCO / IT Economics study for client to support

• Eagle team TCO / IT Economics study for client to support

Client Pain • Unsure about cloud migration

Client Pain • Need advance analytics to discover and eliminate threats

Client Pain • Need advance analytics to discover and eliminate threats

Client Pain • Need advance analytics to discover and eliminate threats