A note from Steve Early, Business Unit Executive - System z
software Channel Sales
Thank you, team, for your efforts during the second quarter. The final tally
shows our channels business finishing the quarter at 101% of plan, a remarkable achievement given market conditions and challenges
faced by the System z hardware revenue. You clearly worked with your clients to address their business needs with IBM
System z software tools, and you were successful. Special congratulations go to the team in Russia for a phenomenal
performance during the quarter. Recognition should also go to our colleagues in Brazil, the Middle East, Central /
Eastern Europe and Spanish South America for a job well done.
We can't afford to rest on second quarter results,
however. Our competition continues to call on our customers -- we can't afford to let them take business which should
rightfully be ours. At the same time, we should take advantage of the momentum surrounding the exciting zEnterprise
announcement. Let's clothe all hardware proposals with System z One-Time Charge (OTC) tools and deliver a total solution
to our clients. Now is the time to be aggressive and get off to a fast start.
You made a difference in the
second quarter -- let's do it again in the third!
||zEnterprise Announced on July 22|
On July 22nd, IBM launched the zEnterprise -- the next generation System z. This new system offers up to 60% more
performance and capacity than its predecessor, the z10, using the same amount of energy. And there are more revolutionary
benefits that come from innovations in the system's architecture and design. zEnterprise is the industry's first platform
to integrate heterogeneous systems with a single way to manage them, extending the capabilities of the mainframe -- reliability,
efficiency and security -- to the entire data center.
The overheated claims of our competitors -- and the polarized
debates over distributed versus centralized computing or cloud versus everything else -- are just plain confusing and exasperating
to clients. There are three things to remember about the value proposition of zEnterprise:
- Our clients
believe, as we do, that different systems are best suited for different kinds of applications and IBM provides greater value
because we don't require them to sub-optimize or standardize on a single platform. IBM's commitment to a family of
smarter systems with unmatched capabilities and new economics gives us a competitive advantage.
- Our clients want
the benefits of optimizing their applications on the right platforms, but want to attack the cost and complexity of managing
their computing infrastructure. They believe, as we do, that innovation applied to the management of the entire data
center -- and all of its components -- will lead to real breakthroughs.
- Winning in the marketplace requires appealing
to clients in terms that matter to them in their industry and in business outcomes.
a new way of managing IT that is already capturing the imagination -- and attention -- of our existing clients, and is appealing
to a whole new set of clients in all industries and of all sizes. They sense the potential to apply technology that
addresses the core business issues they deal with every day: competitiveness, global expansion, customer satisfaction and
Full details are available at this
launch page and press
here for more information
||Updated Business Partner Agreement with Software Value Plus|
Once again, we are making it easier for our Business Partners to do business with IBM.
Beginning in April,
we announced our plans to combine the Software ValueNet and Software Value Plus Authorized Business Partner agreements.
The new single, simplified agreement was released at the end of July.
The new IBM Business Partner Agreement
for Software Value Plus consolidates and replaces the following existing agreements:
- IBM Business Partner Agreement
for Software Remarketers of Authorized Programs
- IBM Business Partner Agreement for Software ValueNet
PartnerWorld International Software Value Incentive (SVI) and Value Advantage Plus Attachments
approved Business Partners who do not require any changes under their current agreement will have the choice to remain on
their agreement until 2011 or elect to move to the new agreement before then.
If you choose to add an authorized
product group or apply for re-authorization for a product group, they will be presented with the new authorized agreement.
Beginning July 27, check out the Software Value Plus country agreements Web page for more information.
direct any questions to your geography Channel Operations team.
here for more information
||IBM's Approach Ensures New Mainframe Staffers Excel Article|
Sometimes our clients mention their concerns about finding mainframe skills. Here's a great article that you might want
to share from the current edition IBM Systems Magazine Mainframe, digital edition. Here are the key takeaways from
- The mainframe "skills shortage" is just a misperception.
- Rational Developer for
System z eases mainframe development
- IBM Academic Initiative reaches 700 universities worldwide
here for the full article
Here are some real nice videos on the zEnterprise
here for additional videos
--> Additional videos can be found on the
System z landing page on ibm.com
||New! System z customer case study|
Svenska Handelsbanken migrated its online banking system and several Linux
applications and databases onto the IBM System z platform, using zAAP, zIIP and IFL specialty engines to provide excellent
performance, flexibility, scalability and availability at a low licensing cost.
- Runs hundreds of virtualized systems on one machine reducing energy and floor-space needs
cost of Java environment by 15% per year even as workload increases
- Enables disaster recovery within seconds,
minimizing disruption to employees and customers
NOTE: Two videos (3 minutes and 6 minutes in length
respectively) for this client will be released in 3 weeks.
here for the full case study
||System z Software Enablement
Visit the System z Software Learning path on PartnerWorld. This learning path designed for System z Business
Partners contains activities which fall into three primary categories: mandatory learning, optional learning and specialty
learning. Mandatory learning is required to participate in the TCI for System z Software channels program.
learning will help improve your skills and success. Specialty learning will deepen your knowledge of our System z Software
brand solutions, and successful completion of the brand sales mastery tests is required in order to maximize the discounts
one receives on System z OTC tools.
There is also a section entitled 'Hot new learning', where new highly-recommended
learning material will be posted as appropriate.
Hot New Learning for the month of August
- zEnterprise enablement deliverables web page for new, highly-recommended learning material on the IBM zEnterprise
System... the world's fastest and most scalable enterprise system delivering a new dimension in computing.
- zSoftware whiteboard sales training web page - The Right Fit for Purpose whiteboard was designed to allow you
to have an initial conversation with a client executive about their applications and the considerations in selecting the
best platform for execution. The goal is for the client to agree to the challenges they face, the considerations, their importance,
and the need to explore them further with the appropriate technical experts. It is not about delivering this via a whiteboard...you
could deliver it in any form, preferably a casual conversation with the client. On this web page you will find:
Fit for Purpose - Whiteboard and supporting collateral
- Right Fit for Purpose zEnterprise Whiteboard sales kit
Fit for Purpose System z Whiteboard sales kit
- Right Fit for Purpose zEnterprise Whiteboard Study Guide
Fit for Purpose System z Whiteboard Study Guide
- Right Fit for Purpose WhiteboardTV
- Right Fit
for Purpose Whiteboard transcript - zEnterprise
- Right Fit for Purpose Whiteboard transcript - System z
for Right Fit Whiteboard - zEnterprise
- IBM IT Systems Rationalization Study flyer - Scorpion Team
Studies Total Cost of Ownership (TCO) flyer
- Right Fit presentation - Bill Jones
- System z Whiteboard
Proof Points document
- System z Whiteboard - Objections and responses
System z Software Enablement
||Upcoming Teleconferences & Webcasts
Open to Business Partners, customers and IBMers
Improve DB2 backup operations and reduce
application recovery time and complexity using DB2 Recovery Expert for z/OS
Broadcast date: August 3,
2010, 11 a.m., Eastern Daylight Time, 3:00 p.m. UTC/GMT
Join us for this complimentary teleconference and learn
how DB2 Recovery Expert for z/OS® can reduce your recovery time objectives and complexity while reducing costs. When
a recovery is needed, DB2 Recovery Expert determines the recovery assets to use, the recovery steps to run, and then manages
the entire recovery process. We’ll describe the various methods available to recover DB2 objects, applications and
DB2 systems quickly. Recovery scenarios for dropped objects, version recovery, point-in-time recoveries, parallel recoveries
and disaster restart operations will be highlighted.
click here to register
Tivoli system management solutions for Cognos on Linux on
Broadcast date: August 5, 2010, 11 a.m., Eastern Daylight Time, 3:00 p.m. UTC/GMT
us for this complimentary teleconference and learn more about Tivoli® system management solutions for Cognos® 8 BI
solutions on Linux® on System z®. This suite of products monitors and manages the entire BI infrastructure from the
application and database levels, to associated BI service utilization and service times. It gives to IT management and system,
database and BI administrators, access to usage data on a single pane of glass, and an extensive list of KPIs across the
entire BI infrastructure. In this session, you’ll learn how you can access health check dashboards, quickly react and
resolve user issues and system or application problems, and review historical usage and performance data to proactively fine
tune and deliver a high-quality, uninterrupted BI service solution. If you’re running Cognos for Linux on System z,
you’ll see how to greatly enhance your BI capabilities.
click here to register
Improve and automate IMS backup and recovery using IMS Recovery
Broadcast date: August 10, 2010, 11 a.m., Eastern Daylight Time, 3:00 p.m. UTC / GMT
Join us and learn how you can leverage storage-based fast-replication to create instantaneous and non-disruptive system
level backups. You’ll take away details about the unique features in IMS Recovery Expert’s Intelligent Recovery
Manager to get IMS up and running quickly when recovery is needed using system level backups and/or available recovery assets.
Learn how it automates local site procedures to prepare for a disaster and simplifies remote site recovery or restart operations.
If you’re responsible for any aspect of IMS recovery, this teleconference will show you how to save time and resources.
click here to register
What’s new in DB2 Utilities for z/OS?
Broadcast date: August 17, 2010, 11 a.m., Eastern Daylight Time, 3:00 p.m. UTC / GMT
Join us for this complimentary
teleconference and find out how the DB2 Utilities Suite for z/OS and DB2 Sort for z/OS help you minimize the downtime associated
with routine DB2 data maintenance while ensuring the highest degree of data integrity. You’ll also learn about the
most recent enhancements in the DB2 Utilities Suite to improve the availability and performance of any DB2 application while
integrating with other tools to address specific issues with DB2 performance, administration and recovery.
click here to register
Communication across platforms - The new CICS TG and WebSphere
Application Server feature packs
Broadcast date: August 18, 2010, at 11:00 a.m., Eastern Daylight Time
(US), 3:00 p.m. UTC / GMT
Join us for this complimentary webcast on CICS Transaction Gateway, IBM’s premier
connector for rapid exploitation of existing enterprise applications for clients hosted on a variety of application server
technologies – including IBM WebSphere Application Server, other third-party JEE application servers, or Microsoft®
.NET. We’ll also discuss WebSphere Application Server, IBM’s flagship J2E environment that has extended its value
with Optimized Local Adapters. This webcast will demonstrate the latest capabilities delivered in CICS Transaction Gateway
V8 and WebSphere Application Server v7. Together, they provide more options to reuse ITassets in CICS and other environments
while simultaneously laying the foundation for an enterprise-wide SOA architecture.
click here to register
IBM Tivoli System z Storage Management update: An integrated
toolset for better insight, analysis and control
Broadcast date: August 19, 2010, 11 a.m., Eastern Daylight
Time, 3:00 p.m. UTC / GMT
Join us for this complimentary teleconference and learn more about the IBM Tivoli®
System z® Storage Management solution. It can help you see into your storage environment and prevent costly system outages
and audit exposures, while saving money on CPU costs. It also helps reduce the need for DASD and tape hardware and media.
With its tightly integrated components, it can leverage multiple tools working together to identify, diagnose and solve difficult
problems — while users gain leverage from using a common GUI interface.
click here to register
all upcoming teleconferences
© International Business Machines Corporation 2012. All rights reserved.
The conference will be held in Boston, August 1-5, 2010 and is a great
resource for what's new in Enterprise IT. It will focus on
virtualization and cloud computing and help steer customers towards the
right solutions, and employ IT solutions to improve organization's
Registration is now open for the premier conference for Information and
Analytics. Register before August 31 and take advantage of Early Bird
European Technical University - Oct 4-8
Meet Marti Lombardi, Tivoli Technical Enablement Manager, and hear her speak at Dresden at the European Technical University,
Along with many other great sessions, Marti will cover:
- The ITM Fundamental Certified
- The 'best' of Marti's corner in system z advisor
- Best practices for OMEGAMON XE for CICS