Arrow ECS IBM Group Newsletter

2010 Mid-market Co-marketing Offer

IBM announced additional marketing funds for partners generating demand for IBM hardware, software and services offerings and solutions with mid-market customers.  Up to $30K in midmarket funds are available in 2010.   To find out more about how to obtain IBM Mid-market co-marketing funds and execute a demand generation program contact your Arrow representative or Arrow marketing at ibmgroupmarkting@arrow.com ..  See IBM announcement number CC1001-021 for details.

IBM Outlines Midmarket Channel Strategy For 2010

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

"The midmarket is a business partner-led market. We will substantially increase our marketing investments with partners," vowed Rich Hume, general manager of IBM's Global Business Partners program, in an interview. He said the vendor is shifting "substantial" resources to the midmarket effort "and making the channel more self-sufficient."

Read More in ChannelWeb's article IBM Outlines Midmarket Channel Strategy For 2010.

Why Dynamic Infrastructure for Midmarket?

A dynamic infrastructure is designed to help midsize companies reduce costs, better manage risk and improve service in today's highly interconnected and intelligent world. Find out more at the IBM Dynamic Infrastructure site at: http://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/smb_sp_di_index.html (IBM ID and password Required)

In addition, check out the new tool: Dynamic Infrastructure navigator

Use the navigator to help you determine which offerings best fit your client’s needs through a self passed assessment to help you find the right solution for your customers!

NEW Trumba Calendar on Navigator!

The events calendar located in the IBM Group Portal and Navigator newsletter has been updated to provide better customized reminders to work directly with your calendar. This new tool will allow you and your partners to view upcoming webinars and events.  Arrow events show up in red on the calendar and when you scroll over each event the webinar shows up under your cursor.  Also, when clicking into the calendar, you can select events and choose the following areas to send it to your choice of calendar, text or email reminder, or simply notify others.  We can’t wait to see you at Arrow events because we know you won’t miss out with Trumba reminders, and emails! Check it out by viewing the link.

Lead Generation and Account Profiling Available on the Arrow ECS MPower Portal

Lead Generation and Account Profiling are two deliverables rolled into one marketing campaign. This campaign will enable you to gather more intelligence on your prospects so you can better understand how to penetrate the market. The primary deliverables for the campaign are 200 completed profiles and five BANT(Budget, Authority, Need, Timing) qualified meetings.  These phone or face-to-face appointments are set with prospects for a specific time and date.

Check out the details on the Arrow ECS MPower Portal.

PS. Don’t know much about the MPower portal? Take a quick tour by clicking here.

IBM introduces Territory Industry Potential

IBM is introducing a new midmarket resource: Territory Industry Potential (TIPS) tool. Find out more details on the MPower portal!

P.S. Not an MPower Partner? Find out more!

Take advantage of NEW lead generation programs and services on the MPower SmartCart.

#1 High Availability and Disaster Recovery (HA/DR) for Power Systems

Lead Generation Services and Program include:

Campaigns

• Appointment-Setting
• Executive Door Opener
• Five-Touch Lead Nurturing 

Customized Marketing Deliverables

These resources can be downloaded and customized with your company logo and contact information.

• Solution Data Sheet
• Direct Mail
• Email Template
• Event Invitation

Note: You can also download a telemarketing guide to assist your sales representatives with identifying market opportunities.

Event Packages

• Onsite Event
• Tradeshow/Exhibition
• Webinar

Press Releases and Media Distributions

White Papers

Case Studies

#2 Web Syndication

All IBM PartnerWorld registered business partners can access this service from WebCollage to enhance your website with key IBM marketing assets to help your company generate leads and drive sales --without the expense of a creative or technical resource.

How it works?

1. Customer accesses BP's site and navigates to the IBM Showcase Area
2. The page returned from the BP's site triggers the request for content from Syndicator
3. Syndicator accesses the WebCollages's IBM Brand Showcase site and retrieves the relevant content
4. Content from the IBM Brand Showcase site is dynamically customized to fit and integrate with BP's site
5. Customer accesses multiple IBM Brand Showcase pages while remaining inside the BP's site

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Click here to access all lead generation programs/services and Marketing Tools on MPower

PS. Don’t know much about the MPower portal? Take a quick tour by clicking here.

Important MPower News From Arrow ECS

Dear Valued Business Partner:

When you’re successful, we’re successful. That’s why we wanted to let you know about a few success-enhancing additions to the MPower portal.

We’ve recently added several new resources and tools to help you ramp up on two of the hottest technologies in the IBM portfolio: IBM N Series Storage and IBM XIV Storage System.

These resources give you a turnkey strategy for engaging with prospects and turning more of those opportunities into closed sales.

For a quick on-ramp of IBM N Series, click here.

For a quick on-ramp of IBM XIV, click here.

Thanks again for partnering with Arrow ECS.

Sincerely,

Arrow MPower Team


PS. Don’t know much about the MPower portal? Take a quick tour by clicking here.

IBM Blades – Putting Dollar Figures to Soft Costs

Most sales come down to cost return on investment and IBM Blades are no exception to this. Blades are becoming more prevalent as a platform but in the Midmarket space, it is hard to crack the initial investment barrier objections of the architecture.

 

How to Open Budget Doors – IT Sales in a Cost Conscious Economy

For many companies, IT budgets on the surface appear nearly frozen. In sales, we are having a plethora conversations about how the customer wants to do things in the IT space, but budgets will not be approved due to cost savings. The question is, what can we do to keep our sales moving?