2014 Co-Marketing Guide for IBM Business Partners

Introduction
2014 Co-Marketing Guide
for IBM Business Partners
Overview
Co-Marketing
Programs
This guide for IBM Business Partners consists of links
to programs, assets, resources and solutions designed
to help you successfully market to the Mid-Market, as
well as optimize your Business Partner relationship
with IBM.
To access a specific area, simply click on the
appropriate tab to the right.
Assets and
Resources
Contacts and
Vendors
Contact:
Jennifer Stowell
jstowell@us.ibm.com
CMC / Leads /
PartnerWorld
Helping our IBM Business Partners get a
fast start with Mid-Market customers and
prospects with programs designed to make
it easier to sell products, solutions and
services to solve client business challenges
13
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2
IBM wants to help you grow your business in this
important market through our Co-Marketing
programs designed to support our strategic solution
areas and Mid-Market offerings, including:
Cloud Computing
Big Data and Analytics
Social Business
IBM MobileFirst
Smarter Commerce
Top business initiatives 3
• Significant investment in organic growth
• Entering new markets
• Significant improvement of operation processes and
related technology
Top IT priorities4
• Mobile technologies
• Analytics and business intelligence
• Cloud computing
Assets and
Resources
You’ll find additional supported solution areas at the
Smarter Planet and Industries sites.
Demographics
• Firms with 100–999 employees
• IT budget is ~3 percent of revenue
• IT staff is typically 10–30
CMC / Leads /
PartnerWorld
•
•
•
•
•
Solutions account for more than 90 percent of IT opportunity
among customers with 100-999 employees. Some key statistics
for 2014 include:
• Hardware: 18 percent of the market, growing 1 percent1
• Software: 21 percent of the market, growing 5 percent1
• Services: 61 percent of the spend, growing 5 percent1
• Cloud computing: Expected to increase 25 percent to $13B2
Co-Marketing
Programs
Mid-Market growth continues to be forecast to be the
fastest in North America. The 20l4 total spend for
North America is $835B with growth of 2 to 3
percent. Mid-Market is 13 percent of this market,
growing 4 percent in 2014.
Introduction
Understanding the Mid-Market customer
Industry challenges 3
• Regulatory and legislative pressures
• Pricing pressures
• Labor costs
2
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Contacts and
Vendors
Source: GMV2H13, July 2013, @CC
Source: Cloud Grand Map View, September 2013, based on GMV2H13)
3Source: KPMG 2013 Mid Market Outlook Survey
4Source: Midsize enterprise Summit Audience survey, April 2013, Sept 2013
1
Introduction
3
2014 Mid-Market Co-Marketing Offering
Premier
PartnerWorld
Level
Any level
Member or
Advanced
Premier
Qualifying
Revenue
$25K $100K in
eligible STG
brand
revenue**
$100K+ in
eligible STG
brand
revenue**
$100K+ in
eligible STG
brand
revenue**
Fixed Marketing
Benefit*
$5K
$10K
$10K
Quarterly Bonus
to Fund
Activities
N/A
N/A
1.1% on eligible
STG brand
sales***
STG Education
Vouchers
5
10
10
Prometric Test
Vouchers
5
10
10
*Business Partners apply for their Fixed Marketing Benefit through the IBM
Co-Marketing Center (CMC) tool.
** Qualifying revenue is based on eligible IBM System x, Storage, Power,
PureFlex and System z (hardware only) sales from 4Q 2012 to 3Q 2013
inclusive
*** 1.1% Quarterly bonus paid on eligible IBM Storage, Power, PureFlex and
System z (hardware only) sales.
IBM Software Program
The 2014 IBM Software Co-Marketing Offering provides
funds to generate demand in the total General Business (GB)
segment and drive net new leads and win revenue for IBM
Software solutions. The offering provides reimbursement up
to 50 percent of the total cost of eligible campaign expenses.
Next >
Contacts and
Vendors
CC1312-315: Read the IBM Channel Communications letter.
Standard
Assets and
Resources
Contact nacom@us.ibm.com with questions and to determine
your IBM Co-Marketing Manager for 2014.
Entry
CMC / Leads /
PartnerWorld
Member level participants continue to work through IBM
approved vendors, TSL and APC. Premier and Advanced level
participants may work with an agency of choice or their in-house
marketing or production department, if qualified.
PartnerRewards
Program Type
Co-Marketing
Programs
The 2014 IBM Mid-Market Offering is designed to drive
demand and revenue for IBM solution providers and resellers
serving the Mid-Market segment. Program elements include:
• Success-Based funding: All Business Partners will be able to
receive incremental funding by generating $50K of MidMarket Win Revenue as reported in GPP attributed to a
Mid-Market Co-Marketing campaign.
• New this year, Business Partners who have executed MidMarket Co-Marketing campaigns and have reported >$50,000
of 2013 Mid-Market win revenue in GPP will receive an
additional $5,000 base funding to start the year.
• Progression funding will be available for existing Mid-Market
leads created from Mid-Market Co-Marketing campaigns.
IBM will provide an additional $5,000 for a marketing
campaign to move validated (sales stage 4) Mid-Market leads
to wins in 2014.
• The 1Q "Fast Start" Incentive offers an additional $5,000
incentive to Business Partners who enter a MAR by March
31, 2014 with execution by June 30, 2014.
Reimbursement for the Mid-Market Co-Marketing program is at
75 percent:
• Requirement of a minimum of two sales stage four leads
(validated at SS4).
2014 IBM PartnerRewards program
Co-Marketing
Programs
Introduction
4
Co-Marketing Center (CMC) tool
Log on to the Co-Marketing Center (CMC) using your
PartnerWorld ID and password.
Submitting leads from your campaign
Education on Co-Marketing Center provides information to
guide you through using the new IBM Co-Marketing Center.
Note that submitting validated SS4 leads to complete your
claim process is mandatory.
For information about the Co-Marketing Center, contact
ibmcmc@us.ibm.com.
Data Entry Templates (DET) can be used to provide lead
information aligned to your Co-Marketing tactics.
5
steps to apply for and claim your co-funding
Accept Incentive Offering (IO)
3
4
5
Execute your approved marketing tactic
Complete Marketing Activity Request (MAR) in
Co-Marketing Center
Manage your opportunities through the Global Partner
Portal (GPP) Opportunity Management (OM) tool. To
access the GPP, call the GPP help desk at 800-426-9990 to
find out who in your firm is the GPP Administrator.
CMC Create and Design
Provide minimum of two Stage 4 leads to
complete claim process
The Create and Design tool provides a simple-to-navigate
design center. The no-charge asset development tool is
accessible with your Business Partner Single Sign On ID on
PartnerWorld.
It features easy-to-use, customizable print and email
templates, a no-charge email delivery service; low cost
printing in North America and no-charge print downloads,
Worldwide.
Do:
•
Ensure all invoices are properly dated.
•
Notify an IBM Program Manager if you are going to
make any changes to your approved tactic.
•
Review all new Event policies.
•
Begin execution before approval.
•
Submit your claim if your MAR requires edits.
Next >
Contacts and
Vendors
Do not:
The Business Partner Step-By-Step Guide is available here
(slide deck and audio presentation). Other Education
materials, including a manual, are available here.
Assets and
Resources
Submit claim in Co-Marketing Center
CMC / Leads /
PartnerWorld
1
2
Send DET for Mid-Market and PartnerRewards to
nacolead@uk.ibm.com.
Co-Marketing
Programs
Introduction
5
Guide Me Through help documents
These short, task-specific step-by-step documents are
designed to provide the information you need to complete
anything involved in the Marketing Activity Request
(MAR) or claim process.
These documents are located in the Co-Marketing
Center under Education or directly on the IBM
PartnerWorld site.
If you have questions, contact ibmcmc@us.ibm.com.
Key IBM Mid-Market Co-Marketing
program dates
Key Dates for 2014 Programs
*1Q Fast Start Incentive
March 31, 2014 – IO accepted and
MAR submitted
June 30, 2014 – Execution
completed
Marketing Activity Request
(MAR) submission deadline
November 14, 2014
Marketing Activity execution
deadline
December 31, 2014
Claim and Leads submission
deadline
Claim process must be completed
within 60 calendar days.
Note: Failure to comply means
you will no longer be able to
submit a claim and it will expire.
Contacts and
Vendors
*If the deadlines for the Incentive Offering and Fast Start
Incentive are not met, funding will be withdrawn.
Assets and
Resources
June 30, 2014
CMC / Leads /
PartnerWorld
*Incentive Offering (IO)
acceptance deadline
Example of a Guide-Me Help Chart
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Introduction
6
Policy for running an event
with IBM Co-Marketing funds
Co-Marketing
Programs
Mandatory annual training requirement for all events.
NEW in 2014, you will need to select YES or NO when
completing any activity MAR to validate that you have
completed your education within the last 12 months. If you do
not know your completion date, please log into the education
link or for assistance, contact ibmcmc@us.ibm.com.
IBM Co-Marketing Toolkit: This document provides an
overview of the event policy changes and enhancements to the
Co-Marketing Center tool. The toolkit also contains
Frequently Asked Questions (FAQs) and step by step guidance
for submitting an event MAR.
For assistance, contact ibmcmc@us.ibm.com.
Option 1: Business Partner Research
Business Partners can check customer lists themselves to
determine status
Business Partner will:
• Research whether an event invitee or participant is a GOE
employee
• Conclude that an individual is a GOE employee if, after
reasonable diligence, Business Partner is unable to
conclusively make that determination
• Confirm the results of its GOE employee determinations in the
CMC tool
Option 2: Invitee Self-Declaration (new)
Business Partners can allow customers to self-declare
Business Partner will:
•
•
•
Require event invitees and participants to identify in writing if
they are GOE employees
Conclude that all invitees and participants working for the
same entity are GOE employees, if at least one of those
invitees or participants indicates that he or she is a GOE
employee
Confirm the results of these self-declarations in the CMC tool
Next >
Contacts and
Vendors
The persons making the GOE Employee determinations, under
option 1 or option 2, must have taken IBM’s related education (titled
IBM Education – GOE Employee Determinations), within the
previous 12 months.
Assets and
Resources
Please refer to the Terms and Conditions for event
criteria and required proof of performance. Please
remember that all estimates must be included in order to
be reimbursed. Failure to list a reimbursable expense,
could inhibit your ability to be reimbursed.
Two options for making GOE Employee
Determination
CMC / Leads /
PartnerWorld
The Government Owned Entity (GOE) Education Module is
mandatory for all partners who wish to run events. Please
select the Completion Status button in order to have your
name confirmed as completed.
Government Owned Entity Determination
Introduction
7
Suggested tactics for marketing stages
Co-Marketing
Programs
Traditional
Tactics
Learn
Solve
Compare
– Search engine
optimization
– Creation of digital
strategy
– Email blasts
– Syndication of IBM
content
– Web site
development
– Webcasts
– Drive to web offers
– E-newsletters
– Online user groups
– Blogs
– Pay per click
Per Person
Limit (USD)
Limit Per
MAR (USD)
Maximum IBM
Reimbursement
Amount (USD)
$50
$10,000
$7,500
Meals and
refreshments
$130 (per
person / per
day)
$20,000
$15,000
Entertainment
$200
$10,000
$7,500
Local ground
transportation
NA
$5,000
$3,750
Speaker fees
NA
$30,000
$22,500
Item
Gifts, including
promotional
merchandise
Assets and
Resources
Purchase
The following expense limits apply for 2014 Mid-Market
Co-Marketing. Taxes and gratuities are included in the
meal limits. Please be aware of this change as it impacts
our ability to reimburse your expenses if you exceed the
limits.
CMC / Leads /
PartnerWorld
– Advertising
- List purchase
– Brochures
– Direct mail
– Telemarketing
– Success stories
– White papers
– Solution briefs
– Customer event
– Trade show
– Executive meetings
– Technical briefs
– Case studies
– Proof of concept
– Newsletters
– Creative demand
generation tactics
– Progression
activities
– Marketing
consultation
Internet
Tactics
2014 Mid-Market Co-Marketing
expense limits
Contacts and
Vendors
Consult the Terms & Conditions for specifics on eligible
activities and required proof of performance.
Next >
Co-Marketing
Programs
Introduction
8
IBM PartnerWorld
Sign up for IBM PartnerWorld: The IBM PartnerWorld
portal provides a glimpse into the value of being an IBM
Business Partner.
IBM PartnerWorld has recently implemented a number of
program and web enhancements designed to improve your
experience of the IBM PartnerWorld program and web
portal. See what’s new about the IBM PartnerWorld web
site design.
Be sure to keep your IBM PartnerWorld profile up to date
so that you can take advantage of the enhancements.
Look for these improvements:
• The ability to interact with IBM experts and others
through new social features such as IBM Forward
Thinkers and IBM PartnerWorld Communities.
• The “Today I want to” feature, which allows you to
access the most popular areas on IBM PartnerWorld
based on your role.
How to use PartnerWorld "Today I want to..."
Important IBM PartnerWorld pages
• Save your favorite searches.
How to save searches in PartnerWorld
• Organize your shortcuts into lists and access them
seamlessly from any IBM PartnerWorld web page.
• Access IBM PartnerWorld web pages from your mobile
device on-the-go any time, with continued mobile
enhancements coming in 2014.
Web content syndication: Leverage IBM web content on
your own web site.
Incentives and Sales Plays
Assets and
Resources
Business Partner Logos: Joining IBM PartnerWorld gives
you exclusive access to the IBM Business Partner marks,
which visually represent your relationship with IBM. The
information on using PDF format is in the left nav (Why
PDF?) of the Business Partner Mark Generator page.
CMC / Leads /
PartnerWorld
• New user interface and powerful search capabilities.
How to use the new PartnerWorld search interface
Business Partner Sales Incentives: Take advantage of the
rich set of incentives now available across the IBM portfolio
of hardware, software and services offerings.
Contacts and
Vendors
Sales Plays and Speed Sheets: The speed sheets provide
concise, easy-to-read updates by brand of the latest
announcements and sales plays, making them the perfect
accompaniment to the quarterly sales playbook.
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Co-Marketing
Programs
Introduction
9
Selling with Social Insights – more value
from IBM PartnerWorld
Selling with Social Insights collects critical conversations
about key solution areas like Cloud, Big Data & Analytics,
Social Business, Smarter Cities and Mobile to give you the
insight to information that's credible, trending and most
importantly, actionable.
Selling with Social Insights is the one place for Business
Partners to go to receive that valuable market data with
aligned education, sales enablement and IBM Forward
Thinker expertise.
predictions for technology needs in the Small and
Medium Business Industry for 2014:
1 The demand for mobile access will only increase.
2 Development of cross-device software will increase.
3 Even small businesses may need scalable data plans.
4 The cloud will grow in importance.
5 Bring your own device (BYOD) trends will continue in
the workplace.
Source: Toolbox for IT, Ian McGrath
CMC / Leads /
PartnerWorld
Uncover trends and opportunities: Gain an
understanding of the volume and sentiment of all the
conversations happening around key solution areas to help
guide client discussions.
5
Identify market readiness: The Solution Readiness Score
indicates a Business Partner firm's capability to effectively
sell into particular solution areas and identifies areas for
improvement.
Assets and
Resources
Deliver new solutions: Leverage the power of social
listening to know what clients are interested in to help direct
sales efforts and grow revenue as well as enablement actions
to expand solution portfolios.
• Take a tour
• Turn social listening into sales
• IBM press release guidelines for Business Partners
Contacts and
Vendors
• Digital marketing providers
Next >
Aligning marketing programs with your
customer requirements
Target clients need to repeatedly hear your marketing message
in order to make a purchasing decision. Your impact is greatly
improved through the use of multiple marketing tactics designed
to inform the buyer during each phase of the sales cycle.
NEW CONCEPT
NEW PARADIGM
Loosening of the status quo
Exploring possible solutions
Committing to change
SEED
CMC / Leads /
PartnerWorld
Co-Marketing
Programs
Introduction
10
CREATE
Committing to a solution
NURTURE
Increase Conversions
Events
Webinars
Case studies
Testimonials
–
–
–
–
Website
SEO
Self-guided demos
Product collateral
– Social Media Thought Leadership Program
– Product / solution launch
– Customer reference programs
–
–
–
–
–
Presentations
In-person demos
References
Competitive tools
SME access
–
–
–
–
–
Trials
Proofs of concept
ROI tools
Exec briefings
Proposals
– Pipeline acceleration programs
– Nurturing programs
– Sales enablement programs
ACCELERATE
Retain and Grow
Client Marketing
Peer interaction
Newsletters
Customer events / awards
Analyst reports
Case studies
– Account-based marketing
– Value reviews
– Loyalty programs
Contacts and
Vendors
Tactics
–
–
–
–
Sales Enablement
Makes selection / ownership
Assets and
Resources
Process
Reputation and Demand Creation
Social media
Newsletters
White papers
Blogs
Justifying the decision
ENABLE
Generate New Business
–
–
–
–
ESTABLISHED MARKET
Source: In a report on Strategic Account Planning: Better Insights for Better Impact, based on internal IBM analysis, SiriusDecisions, Inc., observed several phases
that would lead to a successful strategy for growing the enterprise business.
Next >
Introduction
11
IBM’s Buyer Journey
Roles Based Marketing:
Journey to new clients
Co-Marketing
Programs
IBM Offers are now categorized by Buyer Journey stage—
IBM’s integrated marketing approach, which provides assets
designed to move clients through the four stages in their
buying journey.
Solution offers are categorized in these stages:
• Identify and pursue key decision-makers
• Learn
• Develop targeted messages with exceptional value
propositions
• Solve
• Compare
• Deliver highly relevant messages and offers to key
decision-makers
• Purchase
CMC / Leads /
PartnerWorld
Clients move toward Purchase as they gather information and
knowledge required to solve their business needs.
NEW CONCEPT
Committing to change
Learn
What are my specific
problems?
NEW PARADIGM
Exploring solutions
Committing to a solution
Solve
What options are there
to solve my problem?
ESTABLISHED MARKET
Justifying the decision
Compare
Who has
the
options
and what’s
the best?
Selection / ownership
Purchase
How do I
get them?
• Improve client experience
The Roles Based Marketing Journey is intended to provide
IBM Business Partners with an updated view of the
marketplace. It should not be used as the sole factor in
determining Business Partner marketing activity. Rather, it
should be used as one tool as IBM Business Partners
determine and implement their marketing activities.
Read the Roles Based Marketing: Journey to new clients
presentation for more information.
Assets and
Resources
Buyer Journey
Loosening of status quo
Roles based marketing is designed to leverage the buyer
journey based on targeting messages to the specific role
within the Business Partner firm. Roles based marketing
allows businesses to:
IBM e-nurture stream, aligned by buyer’s stage
Contacts and
Vendors
Assets promoted for each stage.
Next >
CMC / Leads /
PartnerWorld
Co-Marketing
Programs
Introduction
12
IBM Marketing support:
Ready to Execute
Execution Blueprints
Ready to Execute (RTE) is a new digital demand
generation campaign delivery in which IBM has designed
and developed campaigns as a complete marketing package.
You can download materials and customize them for your
initial drive-to, including any or all of the following
components: email, paid search, web content syndication,
web banners, social media.
One of the best kept secrets in IBM are the Mid-Market
Execution Blueprints. These blueprints enable you to get a
fast start in your go to market activities. The information
contained will assist you in building and executing
campaigns around specific midmarket product or solution
areas.
These campaigns include multi-touch emails, telemarketing
scripts, white papers, videos and demos and web marketing
guidance. Just add your logo and a few words of your own,
and you are ready to go.
• Solution overviews
The simple guides provide information on:
• Market opportunity
• Presentations and competitive positioning
Learn more about IBM Ready to Execute marketing
campaigns.
• Web lectures
Ready to Execute campaigns are available in the IBM CoMarketing Center (CMC).
• Analyst and white papers
• Customer value propositions
• Assets aligned to sales cycles to help you through every
step of the buyers journey
Contacts and
Vendors
—Ryann Cieplinski
Senior vendor business manager
Ingram Micro
Assets and
Resources
"Business Partners who have not leveraged IBM’s
ready to execute marketing campaigns need to look
again. This is a very powerful and comprehensive tool.
And it is free. IBM’s channel partners have
unparalleled support. Before you build your next
campaign, consider the resources available to you and
where your investments would make the most impact."
Example of an Execution Blueprint
Next >
Pipeline Progression Toolkit
The IBM Mid-Market Pipeline Progression Toolkit is
designed to assist you in progressing your existing sales
opportunities across mid-market accounts. The toolkit
provides step by step guidance and easy access to
resources available to assist you during the sales cycle.
Assets in the Pipeline Progression Toolkit are aligned to
the Buyers Journey, which provides just in time support in
the form of progressive assets to assist you in moving
through the Siebel sales stages.
CMC / Leads /
PartnerWorld
Co-Marketing
Programs
Introduction
13
Assets and
Resources
Example of a Progression Toolkit’s progress to close offers
Example of a Progression Toolkit’s e-nurture stream
Contacts and
Vendors
Next >
CMC / Leads /
PartnerWorld
Co-Marketing
Programs
Introduction
14
Social media education
Social business is poised to have as much of an impact on
business as the Internet, with results that will resonate both
inside and outside of organizations. Social business is
moving in the same direction as the Internet was 10 or 12
years ago, according to Scott Neuman, director, IBM Social
Business Marketing. Interacting with customers via social
technology not only raises awareness and sales, but also can
offer insight into customer behavior and preferences.
The Digital Marketing on PartnerWorld page consolidates
a group of valuable resources available for IBM Business
Partners that can be aligned to the digital component of
their marketing strategy, including:
•
Education
•
IBM web content syndication
•
Contacts for marketing firms that can support you using
co-marketing funds
Co-Marketing Communications
In order to quickly and easily provide you with key
marketing information, we will contact you in multiple
ways. We continue to use PartnerWorld communications,
the IBM Mid-Market Business Partner LinkedIn Group,
and our custom email list. To ensure you are on our
custom email list, send a note to nacom@us.ibm.com and
request that your name be added to the list. You will find
a wealth of valuable IBM information on the IBM MidMarket LinkedIn Group, so be sure that you are part of
this group.
We plan to provide information to assist you in your
marketing and sales processes. We will alert you to:
• IBM Mid-Market Co-Marketing announcements and
deadlines
• PartnerWorld announcements and updates
•
IBM for Midsize Businesses Facebook page
• Web content syndication links
•
Mid-Market IBM on Twitter
• Enablement assets, marketing collateral links and more
•
Midsize Business Leaders group on LinkedIn
•
Midmarket YouTube Channel
Our hope is that will you not only begin to better leverage
with all that IBM is creating to support your efforts, but
that you will also engage in discussions that will help us
continue to provide you ongoing marketing value.
Contacts and
Vendors
IBM Co-Marketing funds can be used to integrate elements
of a digital strategy into all of your demand generation
activities. Make this part of your overall marketing strategy
for 2014!
Assets and
Resources
Social spaces
Next >
Introduction
15
Leverage the power of Social Media
CMC / Leads /
PartnerWorld
Co-Marketing
Programs
Showcase your client and your solution locally and
globally as an Engine of the Week.
Participate in our Engine of the Week social media feature
program in 2014! This program is designed for partners,
clients and IBM to amplify each other's messages with
socially enabled features extending from the Midsize Insider
to other social properties (Facebook, Twitter, LinkedIn). If
you have a great Mid-Market client reference story to share
and would like to be considered for a feature, please contact
jclemente@us.ibm.com.
Celebrates IBM Business Partners
who are transforming client
businesses using IBM technology.
Gain insight into Mid-Market
trends
The IBM C-suite study, The Customer-activated
Enterprise, is a result of analyzing conversations with more
than 4,000 leaders in 70 countries, including 312 from
midsize organizations. For the first time, the IBM Institute
for Business Value is providing unified insights into
perspectives and priorities from a wide range of
organizational leaders: Chief Executive Officers (CEOs),
Chief Financial Officers (CFOs), Chief Human Resource
Officers (CHROs), Chief Information Officers (CIOs),
Chief Marketing Officers (CMOs) and Chief Supply Chain
Officers (CSCOs).
The C-suite study reveals an environment where executives
see market and technology factors as the most important
external forces impacting their organizations today. They
are responding by focusing on three major areas critical to
the future:
• Open up to customer influence
• Pioneer digital-physical integration
Submit client references
Learn how to contribute to—and
leverage—the IBM portfolio of
client success stories that showcase how IBM and our
IBM Business Partners are working with clients to
create smarter solutions.
Assets and
Resources
• Craft engaging customer experiences
Leverage the IBM C-suite study and supporting assets to
engage with your clients and prospects.
Contacts and
Vendors
Client References (scroll to middle of page)
Next >
Introduction
16
IBM contacts
Vendors
For additional information about Mid-Market opportunities,
please contact one of the following IBM representatives:
Member level participants in our 2014 Mid-Market CoMarketing Offering will continue to work with one of two
approved IBM vendors: TSL Marketing or Alliance of
Professionals & Consultants, Inc. (APC).
Co-Marketing
Programs
Jennifer Stowell, jstowell@us.ibm.com
Dan Varrenti, danielvj@us.ibm.com
Katherine Church, kathyc@us.ibm.com
Canada IBM Program Manager:
Faye Caldwell (Mid-Market), fayeanne@ca.ibm.com
CMC / Leads /
PartnerWorld
For information about the Co-Marketing Center, contact
ibmcmc@us.ibm.com.
If you have questions about the IBM Software Co-Marketing
Program, contact Patrick Barr, pbarr@us.ibm.com.
If you have questions about NA GTS Co-Marketing offerings,
contact Lori Hobart, lhobart@us.ibm.com.
Assets and
Resources
If you have questions about the Managed Service Providers
program, contact Allen May, ammay@us.ibm.com.
If you have questions about the IBM PartnerRewards
Program, contact partnerr@us.ibm.com.
For the Terms and Conditions of the 2014 North America
Mid-Market Co-Marketing Offering, please review CC1312315.
APC
Contact APC at mschoemann@apc-services.com or 919256-6401.
Web site: http://www.apc-services.com/marketing/
TSL Marketing
Contact TSL at ibmsupport@tslmarketing.com or 877-2418546.
Web site: http://info.tslmarketing.com/bpcontactus
Marketing Advocate
Marketing Advocate provides a marketing and demand
generation program designed to generate business for IBM
Power and Business Analytics Solutions. The team will
execute a co-branded marketing program in a box that will
provide new contacts, run multi-touch nurture marketing
campaigns with minimal work required on your part.
Detailed lead reports will be delivered directly to your sales
team.
Contact Bob Lamkin at Marketing Advocate for more
information.
Next >
Contacts and
Vendors
In addition, the IBM PartnerWorld agency assisted initiative
allows you to select an approved IBM marketing vendor to
work with you to develop and execute your marketing
campaign.
Contacts and
Vendors
Assets and
Resources
CMC / Leads /
PartnerWorld
Co-Marketing
Programs
Introduction
17
IBM Corporation 2014
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