Executive corner

Welcome to my Executive Corner -- a space where I share my thoughts and perspectives on our business. Only IBM Business Partners can participate in IBM PartnerWorld, so if you're not already a member, join PartnerWorld and take advantage of the many offerings and initiatives designed to increase your success.

Regards,

Rich Hume
General Manager, IBM Global Business Partners

Not too many companies can say they've gained share this year, but with IBM's smarter planet strategy resonating in the marketplace, we're winning new business. Capturing share and sales are a result of a robust portfolio which gives clients the solutions they are looking for to help reduce cost, improve service and manage risk within their businesses. But it's also attributed to IBM's Business Partners playing a key role in making our mutual clients successful.

Today, clients are demanding more of IBM and its Business Partners. They are looking to us to play a consultative role and provide them with a total IT solution which will help their business become easier to manage, more efficient and secure, while also enabling them to post a fast return to their bottom line. In order to accomplish this, it is critical that IBM provides opportunities for its partners to deepen their skills in order to sell the total IBM package – hardware, software, services and financing. Broadened skills leads to the ability to sell higher value solutions which leads to higher margin sales.

In last month's letter, I talked about IBM's Dynamic Infrastructure (DI) fall launch focusing on new workload-optimized systems, new service management capabilities and new Information Infrastructure offerings that help clients drive information-led transformations of their businesses. Dynamic Infrastructure, one of four initiatives under the smarter planet strategy, has differentiated IBM from the competition. Each DI launch has widened the selling opportunity for Business Partners, especially for those participating in our DI Specialty Program.

With the October Dynamic Infrastructure launch, we have enhanced the DI partner program with new resources:

• Dynamic Infrastructure Central - provides everything needed to take advantage of the DI selling opportunity: education, Specialty program information, selling and technical tools, and opportunities in the midmarket.
• Dynamic Infrastructure Specialty Program expands - includes unique criteria and benefits for ISVs; the Technology Partners program for IHVs has now been integrated into the Specialty program and the Reseller criteria for the Information Infrastructure solution area has been simplified.
• Dynamic Infrastructure Community - this new on-line, interactive community, delivered via PartnerWorld Communities, is available to IBM Business Partners who have completed the Dynamic Infrastructure virtual education.

Clients want solutions that deliver business value and real, measurable savings. IBM offers what no other vendor can - a proven approach to optimize IT and business infrastructures, supported by the broadest and deepest portfolio of products, services and financing in the industry. Let us help you help your clients benefit from IBM's investments in building a better infrastructure.

IBM and its Business Partners continue to work side by side with midsize companies to bring them the insight, capabilities and ecosystem they need to continue to navigate, innovate and lead in today's marketplace. IBM's Express Advantage fall launch advances the midmarket discussion for smarter planet -- focusing on real results and midmarket innovation. Our marketing, communications and advertising efforts are designed to demonstrate -- through real client success stories -- how midsize companies are indeed the engines of today's smarter planet. We are also introducing a powerful mix of new offerings, thought leadership and Business Partner programs -- all focused on helping clients tap into the power of smarter solutions. Please take a moment to review the materials available on PartnerWorld Express Advantage.

On October 20, IBM will also introduce expanded capabilities to help organizations move another step further toward building a more dynamic infrastructure. The October Dynamic Infrastructure launch focuses on new workload-optimized systems, new service management capabilities and new Information Infrastructure offerings that enable clients to reduce costs and drive information-led transformation.

IBM's Dynamic Infrastructure strategy was created to help clients reduce costs, better manage risk and improve service levels. This highly successful strategy has strongly differentiated IBM from the competition by offering clients an evolutionary approach to optimizing IT and business infrastructures. Each Dynamic Infrastructure launch widens the selling opportunity for Business Partners, especially for those partners who are certified in the Dynamic Infrastructure (DI) Specialty Program. Through the DI Specialty program, IBM provides comprehensive skills, training, technical enablement, marketing and business development capabilities to partners who wish to become certified.

For this month's launch, all IBM Business Partners are encouraged to attend an innovative Dynamic Infrastructure Virtual Education Event on October 13 (NA / LA / Europe) October 14 (AP / Japan). This event prepares you to talk to clients and prospects about cross-IBM products as we present a host of new offerings for software, services, servers, storage, networking and financing. See additional details for IBM Business Partners.

The Main Auditorium agenda for the virtual event includes:

• October LAUNCH ESSENTIALS: "What You Need To Know!" A fast-paced synopsis of the Dynamic Infrastructure launch. (45 minutes)
• Offering Overview webcast by brand. Customized sessions vital to your job role (60 minutes)
• Dynamic Infrastructure: Anatomy of a Deal for Business Partners. Listen and learn from your peers how to effectively sell Dynamic Infrastructure. (60 minutes)
• Dynamic Infrastructure Partner Program update for ISVs. A new Dynamic Infrastructure program for ISVs. (45 minutes)

There are also optional follow-on Breakout Sessions which will cover recommended education and enablement designed for your particular job role. And, on October 20, IBM will offer a client webcast: "Responding to Today's Demands with a Dynamic Infrastructure." Be sure to invite your clients to join us to learn about new offerings that deliver and support a dynamic infrastructure.

The Dynamic Infrastructure Web pages will be updated with new information as we near the launch. In the mean time, I hope you will participate in the Dynamic Infrastructure virtual launch event which will provide you with the information and know-how to reach out to clients and sell them what they need to work more dynamically within their business.
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