A note from Steve Early, Business Unit Executive System z software Channel SalesIBM recently announced
its first-quarter earnings, demonstrating our strategy and product portfolio are well-received by the business community.
SWG led the way, from a business unit perspective, and our channels business was a component of these results. Therefore,
let me thank you for your efforts during the quarter. But there's no let-up -- it's May, the middle of the second quarter,
and it's important we remain focused on progressing opportunities through the sales cycle and to closure by the end of June.
Included in this edition is an article on sales acceleration plays, which are templates highlighting actions to take at various
stages of the sales cycle and, thus, improving your chances for success with your clients. Let your IBM channels rep
know if you need assistance in closing transactions -- every one will count this quarter.
If you're attending
Impact, you'll find a very strong System z software presence. For instance:
- More than 50 System
z sessions, representing 15% of the technology program, with a CICS-specific sub-track
- System z Software solutions
suite and Business Partner Cafe
- State of the Art Solution Showcase, featuring 23 Business Partners with solutions
for System z
- 8 zZone sponsors
In addition, a System z Software reception will be held Sunday evening
and a System z Solutions Suite ('Ask the Experts') will be open Wednesday evening.
the System z Smarter Planet sales kit in this newsletter. Be sure to review the presentations and brochures available
to help you in your sales efforts.
Good selling and good selling.
|In this issue|
Building Pipeline with the System z Sales Acceleration Plays
Are you interested in building
more pipeline, or need help progressing your identified opportunities? If so, take a look at the System z Sales Acceleration Plays in PartnerWorld at System z Sales Acceleration Plays in PartnerWorld.
They can be found at the following site: https://www-304.ibm.com/partnerworld/mem/pat/pat_sw_systemz_sell_accel.html
Sales Acceleration Plays provide a template showing the actions to take at various stages of the sales cycle, from Prepare
and Prospect to Propose and Close. Many sellers find the Index, which functions like a table of contents, to be of
great value, and everyone appreciates the Contacts information. For 2010, the plays have been enriched with a one-page
play summary -- Quick Reference Guide PDF -- to complement the PDF for the entire sales play. Questions or suggestions
should be directed to your IBM channels rep.
||Sales Kit - System z value for a smarter planet|
IBM's Smarter Planet initiative focuses on helping people and
organizations meet the unprecedented challenges of a faster-changing
world, by bringing a new level of intelligence to how the world works.
System z solutions are unique in that
they provide value across all of
the 4 smarter planet themes - Smarter Systems for a Smarter Planet,
smart work, new intelligence, and green and beyond. The SWG and STG
teams have built an integrated story that describes the value of System
z for each of these areas.
the sales kit here!
||Reminder - leverage co-marketing!|
Software Co-Marketing is an offering for eligible Business Partners which helps to fund marketing activities to generate
IBM Software SMB leads. Marketing activities include: customer conferences, marketing seminars, tele-seminars or webcasts,
direct mail, e-mail, tradeshows, telemarketing, internet marketing and/or multi-touch campaigns (a combination of activity
types). Business Partners or their IBM channel representative are responsible to submit leads and progress them to closure
(won/loss). Please contact your IBM channel representative to determine if you are eligible for Software Co-marketing.
more information, click here
||New Rational Solution Videos|
If you've been missing out on the latest information on Rational for System z, watch these new videos to learn about optimizing
your value on System z!
more information, click here
||April Announcements - Business Analytics on System z|
IBM Simplifies the Delivery of Business Analytics with System z
Last week, IBM announced
new offerings that will enable organizations to more easily deliver Business Analytics across the enterprise while extending
the value of their System z investment. Built on an infrastructure that is simple to manage and maintain, these new
offerings on the System z platform deliver the business analytic capabilities that customers need at a price point that the
business can afford.
Today, we announced IBM Smart Analytics System 9600giving your System z customers an integrated
hardware, software and services offering to enable them to quickly and cost effectively deploy business changing analytics
across the enterprise. It offers a workload optimized system for business analytics that leverages the strengths of the System
z platform to drive:
Significant savings in hardware, software, operating and people costs
time to value with a reduction in the time and speed associated with deploying Business Intelligence
- Industry leading
scalability, reliability, availability and security
- Simplified and faster access to the data on System z
The IBM Smart Analytics System 9600 is a complete, integrated, optimized, ready to use analytics solution
designed to accelerate your business by quickly delivering the insight you need where and when it’s needed, with the
availability and security that only System z can provide, and the ability to adjust and grow based on your company’s
ever changing analytics needs.
IBM announced a managed beta program extending the platform support for Cognos
8 BI to include the z/OS operating system, giving System z customers the flexibility to leverage their operating
system of choice. The Cognos BI on System z portfolio, including Cognos 8 BI, Cognos 8 Go! and Cognos Now!, all available
today, delivers the complete range of Business Intelligence (BI) capabilities including real-time monitoring, reporting,
analysis & dashboarding to enable the full breadth of BI for users across the organization to make smart business decisions.
learn more about the Smart Analytics System 9600
IBM also announced a managed beta program for select SPSS offerings for Linux on System z. These
new offerings will enhance the business analytics capabilities on System z to include the advanced and predictive analytic
capabilities that your business users require. With the introduction of the SPSS offerings, customers will be able to forecast
future trends and spot shifts in consumer patterns or behavior even before they occur, giving businesses a competitive advantage
in today's economy.
Participation in the managed beta program is by invitation only. If you have a customer
with strong interest in participating and becoming a reference please email the appropriate contact below for consideration:
· Robert Tremblay (
Robert.Tremblay@ca.ibm.com ) (Cognos 8 BI for z/OS)
Aaron Rangel (
email@example.com ) (SPSS for Linux on System z)
||Announcing Tivoli Security Manager 1.11|
This week, IBM announced a new release (V1.11) of IBM Tivoli Security Management for z/OS. This new release incorporates
the best enhancements from the most recent versions of Tivoli zSecure V1.11 and Tivoli Security Information and Event
Manager V2 in a specially priced solution bundle. It's capabilities include:
- Facilitates compliance
with security requirements and policies
- Leverages seamless integration with an enterprise-wide view of audit and
compliance management efforts
- Monitors and audits incidents to help detect and prevent security exposures and
to minimize risk
- Automates routine administrative tasks to help reduce costs and complexity, and to help improve
productivity and efficiency
- Includes centralized server administration integrity, including virtual servers
enforces policy compliance on RACF®, which can decrease RACF database pollution by helping to prevent noncompliant security
- Helps prevent privilege command abuse and errors by allowing selective distribution of RACF command
access, verifying RACF security commands before processing, and retrieving security command information with audit trails
||System z Software Enablement
System z Software Enablement
- IBM System z Technical University 2010 - Berlin , Germany - May 17-21 . The mainframe
delivers stability, availability and integrity to cloud computing. An emerging compute model—cloud computing—has
evolved to address the explosive growth of Internet-connected devices, and to complement the increasing presence of technology
in today's world. The mainframe is a cloud computing differentiator. The IBM System z Technical University, featuring z/OS, z/VM, z/VSE, Linux on System z and Storage, is the
IBM conference devoted to you, the skilled professionals who support the mainframe environment. Learn the System
z skills you need to support a Dynamic Infrastructure – designed for a smarter planet.
- Learn more on :
- Contact : firstname.lastname@example.org
- Join us in Berlin at the IBM
System z Technical University and enhance your technical skills to further leverage your System z investment.
||Upcoming Teleconferences & Webcasts
Open to Business Partners, customers and IBMersMay 4 Teleconference: A real-world DB2
for z/OS encryption success story at Verizon Wireless
- Join us for this complimentary teleconference with
Verizon Wireless, a premier wireless carrier with more than 70 million subscribers. This presentation begins with a technical
overview of encryption terminology and its components. We’ll discuss the complete Verizon project lifecycle, starting
with the solution evaluation, proof of technology, Q/A and stress test, and ending with phased production implementation
across multiple Sysplex environments. As a result of the successful implementation of encryption at Verizon Wireless, we’ll
have a brief discussion of other regulatory compliance projects, including the creation of an auditing process for trusted
user access using DB2 trace and OMPE audit reporting.
- click here to register
May 6 Teleconference: Tivoli Asset Discovery
for z/OS – Are you really using the software installed on your mainframe?
- IT organizations need
to efficiently manage their IT asset lifecycle to both lower cost and to mitigate license and regulatory compliance risk
while delivering optimal service to the business. Finance, IT and audit organizations need to know what their IT costs are
and align these costs with business goals. The solution capabilities fall into three areas: Software Asset Management (knowing
what you have); Audit Readiness (showing what you have); IT Financial Management (knowing who is using what you have). In
this teleconference you’ll learn about Tivoli Asset Discovery for z/OS.
May 11 Teleconference:
Using IMS to manage XML Documents at American Express
- XML has emerged as a useful and flexible
markup language that enables the definition and processing of documents for exchanging data between businesses, between applications,
and between systems. IMS provides the support that is needed to easily receive and store XML documents, and to compose new
XML documents from existing information stored in IMS databases. During this teleconference you will learn how IMS applications
can use both intact and decomposed XML documents, and how the IMS Enterprise Suite DL1Model Utility is used to construct
the XML Schema to manage XML documents. A case study will describe how American Express uses IMS to manage XML documents.
- click here to register
May 20 Teleconference: Achieving High Availability
and Resiliency for Your Business with the New Capabilities of Tivoli System Automation Version 3.3
day companies face the pressures of rapidly increasing changes in the business climate. The fast pace, fierce competition
and demanding customers of today’s world require a continuously available environment to support the business. To meet
these challenges, businesses are becoming more agile, more resilient, more competitive, and on demand by highly automating
the availability and resiliency of their IT infrastructure. They are taking steps to:
- Improve performance, availability,
and resiliency of the current IT infrastructure
- Manage an increasingly complex environment while reducing IT operational
- Achieve resource efficiencies based on business policies, and without incurring extra costs
join us for this teleconference and learn how you can achieve high availability and resiliency for your business with the
new capabilities of Tivoli System Automation Version 3.3
- click here to register
all upcoming teleconferences
© International Business Machines Corporation 2012. All rights reserved.
Impact 2010 |
This event will occur on May 2 - 7 in Las Vegas at the Venetian Resort & Casino. Registration
and sponsorships are now open!
2010 will redefine how you work smarter
Now more than ever, the world of work is evolving faster and faster.
Is your company keeping up with the pace? Whether you’re a business or
IT professional, Impact 2010 is THE premier conference designed around
In less than a week – you will get a year’s worth of education from
the most experienced business & technology leaders in the world –
plus it is outstanding opportunity to network with the best in the
industry and build a lifetime of new contacts critical to your business.
Join us at Impact 2010 and discover how to drive higher business performance and productivity in the workplace and work smarter!
Please mark your calendar and help drive your customers and colleagues to join us in Orlando for the kick-off of this
newly enhanced conference series, Innovate2010.