Arrow ECS IBM Group Newsletter

IBM security intrusion prevention sales kit

IBM security intrusion prevention sales kit.

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Arrow ECS Websphere Hot Topic Conference Call Series

Join Arrow ECS and IBM as we present to you three Websphere Hot Topic calls that will provide you introductory information to get a better understanding of:

• Websphere Lombardi
• Websphere DataPower
• Websphere Cloud Computing

These one hour sessions will provide you:

• Product Introductions
• Who to sell to and how to recognize a deal
• Features and Benefits
• Competitive Information 

Join us the following dates and times for this informational series:

July 27th: Websphere Lombardi, NOON - 1 pm EDT: Register here!

August 3rd: Websphere DataPower, NOON - 1 pm EDT: Register here!

August 10th: Websphere Cloud Computing, NOON - 1 pm EDT: Register here!

For additional questions, please contact Neal Gronset ngronset@arrow.com. 

Enroll now for no charge Softek Delivery Training -- August classes in Atlanta

IBM Business Partners interested in selling Transactional Terabyte Licenses (TTLs) for IBM Global Technology Services Data Mobility Services (DMS) Softek products must complete delivery and perform training before TTLs can be purchased. This training will enable Business Partners to effectively use IBM Data Mobility tools to perform data migration and protection services for clients.

Spotlight June 21, 2010

Spotlight, June 21, 2010

The market for cloud computing services is expected to reach $222.5 billion by 2015*. Arrow Fusion Cloud Services offer an ever-evolving portfolio of best in class cloud services that can help VARs tap into this growing market opportunity. By aggregating and integrating multiple cloud and managed services offerings, we provide VARs a low-risk, low-cost path to entering the cloud services market. Our services include:

• Remote monitoring and management / IT as a Service
• Security and Software as a service (SaaS)
• Infrastructure as a service (IaaS)
• Business continuity and disaster recovery

Learn more... 

Power Systems
Are you experienced with AIX™ and PowerVM™?  Read more...

System x/Blade
Opportunities to See and Hear the Latest System x Products! Learn more...

Storage
IBM is announcing a competitive data protection/de-duplication answer for SMB companies looking to reduce backup costs, enhance backup performance and ensure data integrity for use in data restores. Read more...

Software

Arrow is offering our valued partners a chance to win a free booth upgrade at the 2010 IOD Conference Expo*. Read More...

Tivoli
Leverage these two new demos with your customers. Read More...

InfoManagement
On June 28 2010, IBM will announce a new DB2 feature that makes it easy to move applications written for Sybase ASE to DB2 for Linux, Unix, and Windows. Read More...

Dynamic Infrastructure
Are you ready with what it takes? Go here for instructions for an online GAP analysis. Learn more...

Midmarket

IBM is making many increases to their marketing and demand generation programs. Read more...

SmartCart

Why should your company care about Public Relations? Read more...

Security

IBM security intrusion prevention sales kit.  Read more...

Retail

IBM is offering downloadable web lectures.   Read more...

Financing
Check out some IBM Software Deals!!! Read more...

Education/Events
Looking for FREE IBM Power Systems Sales and Technical Education online?
Click here for more details: Read More...

VAS
Are you ready for a bid certification?  Can you navigate BCC?  There are training tools available to you for the Bid Certification Center. Read more...

Price to Win

The Price to Win (PTW) program will be effective July 1, 2010. It is intended to provide IBM Business Partners approved to market IBM System x® and related options with more efficient and competitive pricing.  The two pricing processes defined under PTW are referred to as “On Grid” and “Off Grid”. Both the On Grid and Off Grid processes are further explained in this announcement.

Arrow Partners Invited to Join the DB2 Chat with the Lab: Moving easily from Sybase ASE to DB2

On June 28 2010, IBM will announce a new DB2 feature that makes it easy to move applications written for Sybase ASE to DB2 for Linux, Unix, and Windows...........often with few or no code changes to either the application or stored procedure code.

Like the Oracle database compatibility feature before it, the new DB2 feature for Sybase ASE will help customers quickly consolidate and reduce their database costs.

In this chat, learn about the new DB2 feature, it's architecture, performance, beta results, technical value, and business value.

Presentation charts for this Chat will be downloadable from ibm.com/db2/labchats

Check out the Bid Certification Center

Are you ready for a bid certification?  Can you navigate BCC?  There are training tools available to you for the Bid Certification Center:
 
https://www-304.ibm.com/jct01005c/partnerworld/mem/sell/sel_gpp_home.html

• You may be prompted to sign in with your IBM Partnerworld ID and Password
• Click the Training tab
• Select a Language and Role (i.e. BCC Focal Point)
• Click Go
• Toward the bottom, under the section BCC Focal Point Tasks, click the icon (filmstrip) next to BCC Overview
• A new window opens
• At the bottom, click the icon to view a simulation for BCC End to End

 
Follow the steps you will now see as you go thru the simulation.

IBM Software Deals

Why would anyone pay cash in advance for anything? If you don't finance your IBM Software at 0%, then that is exactly what you are doing. It's a no brainer. Unfortunately, more customers overlook the obvious when it comes to financing software and services. Financing is happening in the channel! If you are not offering financing quotes with your proposals, you may at a competitive disadvantage.

Download IGF+SW+2010 CLIENT

Total Cost of Acquisition Documents Available

IBM Techline has updated the Total Cost of Acquisition (TCA) Docs. These are a great starting point when comparing platforms and a relative box to box comparison. Performance numbers are based on Ideas International RPE2 which is described on page 2 of the PDFs. For more information check out the MPower Portal (links below):

 
http://mpowerportal.arrowecs.com/display_rcitem.php?file=OraclesSunTCA05192010bp.pdf
 
http://mpowerportal.arrowecs.com/index.php?fuseaction=dc.pg&pg=czone_4

Check out the a newsletter brought to you by the Retail Store Solutions Education team.

According to Nancy Greene, IBM Channel Enablement, Retail Store Solutions, North America

The following Web lectures and downloadable courses covering the IBM Self Checkout Solution, SurePOS ACE, the 4690 Operating System, Remote Management Agent and Retail Store Solutions' total cost of ownership (TCO) and return on investment (ROI) calculators are available for enrollment.

Sales Education

Level 200: IBM Retail Store Solutions TCO and ROI calculators: A Tutorial (RE7009: Jan 2010 - 44 Minutes) The Retail Store Solutions (RSS) transformation strategy has put great emphasis on demonstrating to customers the real cost savings associated with deploying RSS solutions. Last year, RSS developed a new TCO and ROI calculator.  Understanding how to utilize the TCO/ROI calculator tools is essential to delivering business value to RSS customers. This course reviews the IBM Retail Store Solutions TCO and ROI calculators. It demonstrates how sellers may use the ROI calculator to justify the purchase of a point of sale (POS) investment and the TCO calculator to show the total life cycle cost benefits of a premium POS system. See details for  IBM Business Partners.

RE8000S: Selling the IBM Self Checkout Solution (Version 2.0 May 2010
This course is designed to help you sell the IBM Self Checkout portfolio. Covered in this course are the latest models of the IBM Self Checkout systems. Detailed information about the sales engagement process, qualifying customers, hardware and software features, the ordering process, best practices, and how to get support are also covered. This course has been updated. Course code RE8000S. See details for IBM Business Partners.

Level 200: IBM 4690 V6: A Smart Platform for Retail (RE1095S: Apr 2010 - 44 Minutes)
This course will teach you how to position and sell the IBM 4690 V6 Operating System. Designed to educate IBM and IBM Business Partner sales representatives, focus is placed on understanding how solution brings customer value. You will learn the importance of a retail-optimized operating system from the retailer's point of view and how the IBM 4690 V6 Operating System (OS) meets and exceeds their needs. Product features are covered as well as the feature highlights and key values. This course is updated with 4690 V6R2 information. Course code RE1095S. See details for IBM Business Partners.

Level 200: Selling the IBM ACE for 4690 OS, Version 7 (RE2500S: Mar 2010 - 32 Minutes)
This course will teach you how to position and sell the IBM SurePOS ACE application. Standard and optional features are covered as well as the feature highlights and key values. This course also provides details on the ACE migration engagement model, a sample SA to ACE business case, and information for overcoming competitive comparisons. Course code RE2500S. See details for IBM Business Partners.

Education for Technical Specialists and Customers

Level 200: IBM Remote Management Agent Technical Education - What You Should Know About RMA V2R6 (RE3022: Apr 2010 - 20 Minutes)
This course update supplements the prerequisite courses RE3020/RE3020C: Remote Management Agent Technical Education and covers the features and enhancements made to Remote Management Agent (RMA) V2R6. This course should take about 20 minutes to complete. Course code RE3022. Details for  IBM Business Partners and IBM clients.

Please encourage your customers to take advantage of the many courses available to them
To access appropriate education, IBM Business Partners and IBM customers should use the following links.

IBM Customers:   http://www.ibm.com/services/weblectures/retailed    
IBM Business Partners:  http://www.ibm.com/partnerworld/pwu/systems/  

Education questions? Email us at:  grse@us.ibm.com