Arrow ECS IBM Group Newsletter

Attention Arrow Authorized Software Partners Software Value Plus and SVI Certification Checks start in August Are You Ready?

Software Value Plus includes certifications and revalidation. In August 2010, IBM will review Authorized IBM Business Partner certifications. And, in February 2011, IBM will begin checking for 2010 Value Revenue Percentage compliance. Please take the necessary measures to ensure you do not lose your authorizations.

IBM DS Series Pre-Sales Base Camp Training

This pre-sales technical training conference combines both lecture and technical lab sessions to give the participant a well rounded experience. Lectures focus on selling the IBM DS5000/DS4000/DS3000 series hardware, software and premium features. Participants also learn how to position these products against the competition. The lab sessions provide hands-on experience (utilizing remote equipment) and pre-sales technical knowledge and teach how to utilize the DS5000/DS4000 Storage Manager. Click here for camp details.

Business Partner sales programs announced for new, smaller ProtecTIER appliance

Last week, IBM announced the new TS7610 ProtecTIER Deduplication Appliance Express. The TS7610 is supported by two key North America sales programs available to Business Partners through December 31, 2010. Proposals that meet specified terms and price points will be eligible for enhanced margins. Click here for an additional incentive.

Arrow Partners Invited to Get Live Storage and Security Training

Tivoli Storage & Security "in person" Training Events for BPs
 
The success of previous events has been due to our ability to adapt to the needs of a local team.  We have a number of topics which have proven to have a lot of general interest.

• What Every Seller Needs to Know about IBM Storage Hardware FlashCopy
• Delivering  Business Value to IBM Storage Hardware with Tivoli FlashCopy Manager
• Delivering Business Value with Unified Recovery Management: Updates to TSM & FastBack
• New TSM Capacity Based Pricing Model Pilot Program
• Positioning Deduplication Solutions from ProtecTIER and Tivoli Storage Manager
• SVC & TPC : The storage foundation to a dynamic infrastructure
• Competitive Attack, Leveraging Backup Migrator
• Opportunity Identification and Progression, Helping You Bring More Value to Your Clients
• Teaming to Win -- Competitive Attacks, White Space, Creative Strategies

We will start with these topics as a general outline for the day.  However we will also poll the audience to start the day for hot topics within the area and augment and adapt our discussions accordingly.  If something is important to your local team, please have that topic ready and we will adjust our discussions to fit what has specific interest at each location.

Topics:
We will begin with presentation of the Security WhiteBoard and WhiteBoard training
And continue with four Security Solution presentations (2 before lunch and 2 after), topics to include (but not necessarily in this order):

• zSecure Suite
• Intrusion Prevention Solutions
• Identity and Access Management including Compliance
• Application Security

For questions please contact:

Storage Sessions:
Donneitta Morrison
IBM Storage Software Worldwide Sales Enablement
Internet: dkmorris@us.ibm.com

Security Sessions:
Sonia Kobdish
Security Sales Enablement Program Manager
Internet: millars@us.ibm.com


Remaining Schedule:
Leawood, KS - July 29-30
Room: The Plaza Room
11550 Ash Street
Leawood, KS 66221
Storage, July 29
Security, July 30

New York City, NY (Maiden Lane) - July 29-30
IBM NYC (Maiden Lane)
Room: July 29 - 02-2007
Room: July 30 - 02-2008
33 Maiden Lane
New York, NY 10038
Security, July 29
Storage, July 30

Dallas, TX (Security only) - Aug 9
Room: 3000
1503 LBJ Parkway
Dallas, TX 75234
Security ONLY - Aug 9

Seattle, WA - Aug 10-11
Room: 9027
1200 Fifth Avenue
Seattle, WA 98101
Storage, Aug 10
Security, Aug 11

Washington D.C. (Security only) - Aug 11
IBM Washington D.C.
Room: 12C214
1301 K Street NW
Washington, D.C. 20006
Security ONLY - Aug 11

Philadelphia (West Chester), PA - Aug 11-12
IBM West Chester
Room: The Constitution Room
1475 Phoenixville Pike
West Chester, PA 19380
Storage, Aug 11
Security, Aug 12

Cambridge, MA - Aug 12-13
IBM Cambridge
Room: 1300 A&B
1 Rogers Street
Cambridge, MA 02142
Storage, Aug 12
Security, Aug 13

Special Event: The Evolving Threat Landscape

Find Out The Latest Online Attacks Targeting Companies and How To Safeguard Against Them.

Featuring top security speakers and live “real world” demonstrations of the latest online security solutions and strategies in some of the most unique and exciting venues across the country.

Cincinnati, OH
Tuesday, August 17, 2010

Kansas City, MO
Thursday, September 2, 2010

Nashville, TN
Thursday, August 19, 2010

Miami, FL
Wednesday, September 8, 2010

Indianapolis, IN
Tuesday, August 31, 2010

Phoenix, AZ
Tuesday, September 14, 2010

The threats that IT security experts face in safeguarding their environments are constantly increasing in their frequency and complexity.

Come hear the results of a newly-released study specifically focused on all aspects of online threats that affect Internet security at companies – and discover the top 5 methods your enterprise can use to combat them.

You'll also have a chance to visit live demo stations featuring IBM Security's end-to-end capabilities. From virtual and cloud security demonstrations to the latest application security and intrusion prevention strategies, you'll have the chance to interact with top security experts and hear the latest insights including:

• What do hackers know about security environments and where are they targeting their latest attacks?
• What techniques are hackers launching to try to bypass existing security methods?
• What can my organization do to protect against these ever-changing threats and emerging vulnerabilities?

This event will deliver the latest details on the current and future threat landscape from the world-renowned IBM X-Force research and development team, which culls data from their database of 45,000 computer vulnerabilities, 150 million daily intrusion attempts, 40 million spam and phishing attacks and 10 billion web pages and images to assemble a complete picture of the threat landscape.

See how the enemy targets your systems and gain a better understanding of the latest countermeasures being used by top organizations to repel these constant network, desktop and server attacks. This unique event is specifically designed to help security experts at enterprises understand the changing nature of the threat landscape.

After this informational session, please join us for food and beverages and enjoy a special event at each venue.

ibm.com/events/globalsecurity



© 2010 IBM Corporation, Inc. IBM, the IBM logo, ibm.com, IBM Express Advantage, Smarter Planet and the planet icon are trademarks or registered trademarks of International Business Machines Corporation in the United States, other countries, or both. If these and other IBM trademarked terms are marked on their first occurrence in this information with a trademark symbol (® or ™), these symbols indicate U.S. registered or common law trademarks owned by IBM at the time this information was published. Such trademarks may also be registered or common law trademarks in other countries. A current list of IBM trademarks is available on the Web at "Copyright and trademark information" at ibm.com/legal/copytrade.shtml

IBM Smart Analytics System Information Management Webcast For Arrow Partners

Join this global event & learn more about Smart Analytics System and the next steps required to participate as an authorized IBM Business Partner in the Smart Analytics channel program.

This call offers:

• insight into the definition and benefits of Smart Analytics
• available education and certifications
• application process
• next steps.

Call information:
Date / Time: July 29, 2010 at 3:00 p.m. ET
Dial: 888.422.7101
Passcode: 403636
Conf. ID: BLB5487

Webcast information:
Link to: www.webdialogs.com
Select 'Join a meeting' in the top right corner of the page.
Enter the conference ID: 5434430.
Enter your name and e-mail address.
Select the 'Log In' button.

Note: If you are unable to participate in the live event, a recording will be available after the call.

Sales Mastery charges & new Value Package benefit

Starting August 12, 2010, IBM will charge $20 US for Business Partners to take an IBM Software Sales or Industry Sales Mastery Test. IBM is taking this step to be consistent with Systems Technology Group (STG) and IBM Retail Store Solutions (RSS).

For Business Partners who purchase a Value Package or already have a current one, you will be able to request a select number of vouchers to take a free Software or Industry Sales Mastery Test. The best part of this new Value Package benefit is that it does not require you to file a claim and is not subtracted from your You Pass We Pay reimbursement.

Vouchers will be disbursed via e-mail as shown in the table below. You may only request 1 voucher at a time and vouchers will be good for 6 months.

PartnerWorld Participation Level    Company Total

                    Member                     6 max per year*
                    Advanced                  12 max per year*
                    Premier                    20 max per year*

*Year coincides with start/end dates (12 months) of your Value Package

On August 12, 2010, all software and industry sales mastery test overview pages will be hyperlinked with a PartnerWorld URL where you can go to view complete details. Value Package Business Partners will be able to request a voucher from that page too.

Vouchers can only be used on IBM Software or Industry Sales Mastery tests. IBM Hardware, Retail Store Solutions, and Internet Security Systems sales mastery tests are not included in this Value Package benefit.

For further information please contact your Arrow Field Sales Rep.

Software Maintenance Amnesty Renewal Program (expires June 30, 2010)

According to IBM Global Technology Services(GTS), GTS and Systems and Technology Group (STG) are executing a new Software Maintenance (SWMA) Amnesty Renewal Program running through June 30, 2010.  The program offers a waiver of the After License Fee (ALF) for reinstatement of SWMA on eligible products that have lapsed SWMA coverage for a targeted client list developed by STG and GTS. The ALF is charged for SWMA subscription and support when a client renews SWMA that has previously expired.

The SWMA Amnesty Renewal Program applies to clients who have met the following criteria:

• Applicable clients must be on the preselected list available from your GTS Channel Representative and/or Distributor
• SWMA where previous coverage expired between January 1, 2008 and February 28, 2010
• Have eligible SWMA  for IBM Power Systems, IBM System i and IBM System p products that are currently supported, and associated Licensed Program Products (LPPs)
• SWMA service must be placed on a Contract Handling Information System (CHIS)/ServiceElite contract and be accepted by BPSO on or before June 30, 2010 


For SWMA renewal opportunities which expired January 1, 2008 through February 28, 2010 and over $100,000 annual list reference price (excluding i5OS & OS/400 SWMA), see your GTS Channel Rep or Distributor as special discounting delegation may be available. 

IBM will be sending a notification letter to these targeted clients (where client address information is available) the week of May 1, 2010, with instructions to contact their IBM Business Partner or IBM.  A sample letter is included as an attachment. 

Business Partner Action:

• Understand the parameters of the program above
• Review the targeted client list for your company, working with your GTS Channel Rep or Distributor
• Contact your eligible end-user (must be on targeted client list) with the news of the ALF waiver under this limited Amnesty Renewal Program
• IBM Services Assistant Tool (ISAT) contracts submitted must contain "SWMA Amnesty Campaign" in the comments section
• Business Partners must submit the sample IBM customer letter (use attached file) as part of the COL contract package submission


For questions on this program, contact Robert Laraman at laraman@us.ibm.com, Jennifer Schnabel at jschnabe@us.ibm.com , your IBM Global Technology Services Channel Rep or Distributor.

Making Money with Power Systems: Q3 Promos & Plays

Thursday, July 29th at 2pm EDT

Dial-in number: 888.617.2769 Participant passcode: 47983184 then #

Audience: All BP’s who sell Power

Join the Power Brand team for a very important discussion of the newly announced promotions and plays on Thursday, July 29th. IBM has made (and will make) several big announcements regarding Power Systems and we will review each one in detail during the 30-45 minute call. This is your best chance to learn how to leverage these plays and structure your deals to meet their criteria. We will cover the qualifications and fine print of all the new announcements and discuss how the incentives align with IBM & Arrow’s strategy for Q3 and 2H10. Please sign up and put this call on your calendar. We hope to see you there… in the mean time, good selling!

Double your money in the second half with the 2010 IBM Mid-Market Co-Marketing Offering

IBM is announcing enhancements to the 2010 IBM North America Mid-Market Co-Marketing Offering to IBM Business Partners -- Solution Providers and Resellers. The funding has been doubled for the second round, and we are announcing a new incremental third round of funding. Inquiries about this offering may be directed to the IBM Mid-Market Co-Marketing Offering Team: Jennifer Stowell at jstowell@us.ibm.com, Kathy Pavlik at kpavlik@us.ibm.com  or Kim Johnson at kajohns@us.ibm.com.