IBM Partner Program for MSP
New MSP Initiative Partner World MSP Member level Benefits New MSP 1. Join PW 2. Declare your firm as an MSP Update Profile Existing BP 1. Update Profile 2. Declare your firm as an MSP Advanced Level- 10pts Services Revenue References Services Revenue References Verify Business Partner Service-max 8 pts Customer reference- 1 pt Skills- 1-3 pts Revenue - Yes * *MSP eligible for benefits based on meeting requirements Member Advanced Premier Co-Marketing Center* MSP BP Locator Marketing and Sales enablement* Access to training, education and roadmaps MSP Center of Excellence MSP Virtual Briefing Center Benefits Co-Marketing Center* Joint Marketing Svs * IBM BP Emblem Training Access to Demo equipment Loaner Program MSP BP Locator MSP Achievement Mark MSP Center of Excellence MSP Virtual Briefing Center Grow your skills and expertise 1. Advanced Level 2. Completed VBPS 3. Completed Client Reference 10 pts 30 pts Co-Marketing Center* Joint Marketing Svs * IBMBP Emblem Training Access to Demo equipment Loaner Program MSP BP Locator MSP Achievement Mark MSP Center of Excellence MSP Virtual Briefing Center An assigned IBM relationship executives 2
MSP Marketing Launch Pad: A comprehensive set of services to help MSPs build their brand and generate demand Finding new customers is critical for MSPs and yet, many find they don't have the time or in-house marketing capability to effectively reach new audiences. here here here IBM is now offering a full set of marketing services to MSPs to help them build their brand generate demand develop their social media skills and more. here here here here here
MSP Marketing Launch Pad: MSP Concierge IBM s MSP concierge service offers you a single point of contact to answer your questions related to the MSP program. Access via Live Chat for MSPs on the PartnerWorld/MSP pages. Available to all MSPs who are a member of PartnerWorld Return <<
MSP Marketing Launch Pad: Marketing Plans Development Many MSPs have expressed the need for assistance in development of marketing plans. IBM has a great deal of know-how in this area and also partners with Marketing Services Vendors (MSVs) who can help you build a marketing plan, including how to: Articulate your value prop to end clients Hone your target audience Plan a tactical mix that will deliver results Further develop your brand in the marketplace. MSPs should discuss with local BDEs/marketing teams to determine eligibility for marketing planning services. Return <<
MSP Marketing Launch Pad: Asset Gallery Marketing assets and funding Co-marketing Centre Co-marketing funding is available to eligible Business Partners. When planning demand generation activities, consider leveraging the sizable library of co-marketing assets we have already built. For direct access to campaign materials, visit: IBM s MIdMarket Asset Gallery- Peruse available IBM assets for BPs across a vast number of topics Co-Marketing Center- Use ready to execute campaign materials that can be easily customized Available to MSPs who meet MidMarket (or other eg RGF, SWG) co-marketing program eligibility criteria. Return <<
MSP Marketing Launch Pad: Marketing Execution Services If you re looking for marketing execution assistance, we recommend our MSV agency partners who specialize in working with Business Partners, TSL Marketing or OnChannel (depending on your country). Their services span the entire marketing spectrum including strategy & planning, data lists, execution/demand generation as well as lead nurturing. These agencies can use templated campaigns or design custom campaigns with you to drive new leads. Execution expertise is provided in telemarketing, events and digital marketing. Return <<
MSP Marketing Launch Pad: Analytics and Insight Tap into IBM Market Insights for access to critical marketplace reports on strategic business topics including customer buying behaviors, industry trends, competitive positioning and leading edge technologies and solutions. When planning marketing execution with MSVs, leverage propensity to buy models to target prospects who have the highest propensity to invest in solutions and services across key market opportunity areas (e.g., Business Analytics, Security). IBM Market Insights is available to Advanced and Premier MSPs who are a member of PartnerWorld. Return <<
MSP Marketing Launch Pad: Social Media Marketing Education We provide a step-by-step approach for using social media tactics to help increase the reach and influence of your brand online. With 85% of IT decisions starting with Google Search, and the rapid expansion of social media, it's critical for MSPs to establish your social presence and leverage digital medium to reach new prospects. Self Paced Social Media guide available to all MSPs Social Media Boot Camp is offered at no charge (upon availability) IBM Hosted Social Media Boot Camps offered to Advanced and Premiere MSPs Return <<
MSP Marketing Launch Pad: BP Locator Promote your Company/Solution thru IBM by adding your company name and solution to IBM's repository of Business Partner solutions. Potential clients and other BPs can find you when searching for service providers. Worldwide solutions from IBM Business Partners Q. How to assure my company is properly represented in Business Partner Locator? A. The IBM Business Partner Locator draws information from your company profile in the PartnerWorld Profiling System (PPS). Companies can only be viewed if they have specified sharing preferences (in their PartnerWorld profile) allowing them to be searched by Customers and Business Partners alike. Company profile updates, if needed, must be made by the Primary Relationship Contact (PRC) or Authorized Profile Administrator (APA). Go To: http://www.ibm.com/partnerworld/partnertools/index.html. Click on company name beside country enterprise, next page, click on "Marketing information". There are two drop down boxes. Select "yes" on the box(s) reflecting the audiences with which you want to share your profile information. Select "save" and allow 24 hours for replication. Return <<
MSP Marketing Launch Pad: MSP IBM Logo Click icon to access process Promote your IBM relationship and expertise with the IBM MSP Achievement Mark. This managed services mark signifies that the MSP: Utilizes technology and software from IBM in delivering the service Meets the standards of operational, customer service and support Achieved skills and training using IBM technology Promote your service thru IBM by being a part of the MSP Showcase This achievement Mark is available to MSPs who have a BPA with a MSA or is an Advanced Member in PartnerWorld and have met the criteria. Return <<
MSP IBM Logo process in PW
Process to register as MSP in PartnerWorld Connect to join Partnerworld Request your IBM ID (you can select your local language in above toolbar) Once your registration is activated, you will use your IBM ID and password to connect to the PartnerWorld website Log on to www.ibm.com/partnerworld, sign in with IBM ID/Password. On the right navigational bar, click "update your profile". In the middle of the page, click on "update your company's profile". Middle of page, under "Select your Profile", click your company name next to Worldwide Enterprise. Click on your Country Enterprise ID. Scroll down to look the Option for "General Information. On the middle of the page, look for "Business Models". Select from the drop down menu "MSP or Managed Service Provider" option. Click "Save. You will receive a confirmation number. This means that the information has been saved. Please wait approx. 2 business days for the information to replicate in the system. (it has been updating much more frequently)
Process to request the MSP Achievement Mark Follow these steps to meet the criteria to achieve the Managed Service mark. A Managed Service Provider must be an Advanced Member of PartnerWorld or have signed a BPA (and is a Member level). To reach the Advanced membership level, the MSP can: Reach the revenue level / training required Point grid in PartnerWorld Or follow the Verification BP Solution Process / client references / training (= 10pts) Scenario 1 Scenario 2 Advanced level reached by following the verification process + submitting client references to achieve 10 points Advanced level reached by meeting a revenue objective / by acquiring certifications / training Follow instructions from previous slide as a first step, then go onto the Verification process described below Verification process in GSD - Global Solutions Directory (applicable to all partners who want to register as MSP) Create a Global Solutions Directory entry describing your Managed Service that includes at least one IBM Hardware and/or Software technology. To create your GSD entry, go to the bottom of the page and select Create and update your solution. Submit a solution for verification and submit a client reference (both are on the same form and can be submitted at the same time.) These will both allow Business Partners to earn points towards achieving Advanced level. Once qualified, you will receive instructions on signing the MSP Mark Supplement. This is required before you are given access to the Mark in the Mark Generator Tool. Once IBM receives the signed supplement, your profile for the IBM Business Partner Marks will be updated to enable you to use the mark.
How to submit a service and customer reference for verification How to submit a service and reference for verification ibm.com/partnerworld/gsd
Everything starts with a Global Solutions Directory (GSD) Entry Create a GSD entry at http://ibm.com/partnerworld/gsd Your GSD entry must be specific to your infrastructure or managed service. The solution description should: Match what you call your solution on your website Include all the IBM technologies that is utilized in your infrastructure or managed service Be as specific and robust as possible Expand beyond your solutions generic description, highlighting the IBM partnership Select services solution as shown below: Consider this a marketing tool and make the entry as comprehensive as possible. It is searched by both IBMers and external clients who are looking for solutions and services. Please attach any marketing collateral you have that highlights the IBM components of your solution to your GSD entry. This is a step in the verified business solution process that can be accomplished here.
Select your company (if you are associated with multiple companies)
Scroll Down the page
You can submit both a Verified Business Partner Solution (to earn skill points) and a Client reference at the same time
Or, you can just select one of the options. In either case, ensure to select the hosted option
Complete the form. Your client will be contacted to verify the information.
Ensure your website markets the IBM products included in your service The verified business partner solution is a verification that your service provided includes one or more qualifying IBM hardware, software, or service products. The first step in the process includes a review of your Global Solutions Directory solution profile, the information included in the submission process and materials included on your website. Please ensure that either your website represents the IBM products that are included in the service or you have attached marketing collateral that highlights the IBM components to your GSD entry. Without this, your submission will be rejected. The second step is contacting your customer for verification.
Technical and Sales Support Centers of Excellence Globally Staffed by architects to help MSPs develop advanced services IBM technology showcases for MSPs Organization responsible for overall technical leadership of MSP business Reference architectures Business Workshop discussions Needs Analysis Solutions Deployment recommendations Best Practices Technical deal leadership, including Proofs of concept Previous experience Brand specialization with cross-brand knowledge Potential to hire externally Significant investment in Business Development Executives Experts on Managed Services and Business Transformation Your single contact for Business Expansion 23
IBM IBM provides unique financing and incentives for MSPs Affordable payment plans for new acquisitions Flexible, client based payment plans for traditional IBM hardware, software and services Current offerings include 12 month 0% loans for IBM Servers, Storage and Software Fair Market Value leasing offers the lowest monthly payment, with flexible end of lease options to upgrade or return the hardware Clear the floor of legacy IT equipment Buyback Program offers MSPs and their prospective clients market value for hardware Available for IBM and select non-ibm hardware Facilitates ease of transition and removal of old hardware when acquiring IBM solutions Access high-quality IBM Certified Pre-owned servers / storage when new is not an option IBM Certified Pre-owned Equipment remanufactured to original IBM manufacturing specifications A broad inventory of IBM technology is available worldwide
New Virtual Knowledge Center for MSPs Global Virtualknowledge center-enables MSPsto access programs, offerings and services Specificto MSPs. MSP Program Overview Infrastructure Management Core Technologies IBM s Cloud Portfolio Library of Materials Resources Networking Room A forum to build a MSP community Access to technical and marketing materials Opportunity workshops, videos and podcasts 25 https://engage.vevent.com/index.jsp?seid=42172&eid=556
IBM MSP Program Delivers: Full set of Offerings Server & Storage, SmartCloud Management Suite, Server, desktop, mobile management, IT policy enforcement, Anti-Threat, Security services, Virtual desktop, Business analytics Dedicated Resources, Centers of Excellence Business Development Representatives and Technical Architects Marketing and Business Development Marketing Planning support, Brand building, Demand Generation and marketing funding Leveraging the IBM Brand in the marketplace Managed Service Provider IBM logo Financing - how MSPs deliver services to Clients IBM Global Financing Pay as you Grow program for Servers and Storage Software Group white label pricing (ASL) Global Technology Services white label pricing 12 month 0% financing to all new credit-qualified MSPs Buyback Program for MSPs
Additional Marketing Assets and Resources MSP Welcome kit-a comprehensive guide for MSPs to navigate through our program, marketing and sales and technical support. IBM Handbook for MSPs-This handbook provides an overview of the MSP lead with offerings. MSP PartnerWorld Brochure MSP Program in PartnerWorld MSP Global Community (internal) Activation Assets Call to Action Drive Awareness Campaign to promote the MSP Mark