Arrow ECS IBM Group Newsletter

IBM Smart Analytics System 1050 and IBM Smart Analytics System 2050 deliver the right balance of power and simplicity out-of-the-box

IBM Smart Analytics System 1050 and IBM Smart Analytics System 2050 are cost effective solutions for the midmarket and departments looking to quickly deploy analytics and business intelligence capabilities on a powerful warehousing foundation.

These compact, appliance-like solutions are single systems delivering the right balance of power and simplicity. Pre-integrated and optimized with industry-leading IBM software and hardware based on years of experience, you can gain results faster - often in days instead of months.

Available on both Windows and Linux platforms to maximize your choice, IBM Smart Analytics System 1050 and IBM Smart Analytics System 2050 offer a range of preconfigured capacities from 330 GB to 13.2 TB of user space or 600 GB to 24 TB of total available storage.

Complete announcement here:
http://www-01.ibm.com/common/ssi/cgi-bin/ssialias?subtype=ca&infotype=an&appname=iSource&supplier=897&letternum=ENUS210-293

Two Business Partner SVI Update Calls Coming

The first call on Wednesday, September 1st at 2:00 ET

Presenter, Chris Follansbee, NA Channels Incentive Manager
SVI is the BP incentive program of the year.  You have seen announcements about program improvements and changes throughout 2010.  Join this call for a summary of all the SVI announcements including sales documentation changes, Up to 2x Incentive, SVI eligibility for SWVN resellers, etc

The second call on Thursday, September 2nd at 1:00 ET

Presenter:  Mary Cipriani, SVI Subject Matter Expert
This call is targeted for Business Partner firms who have enrolled in SVI but would like to better understand how to work with opportunities in GPP.   The objective of the call and presentation is to show enrolled Business Partners how to effectively register and claim SVI opportunities.   If you have new GPP users in your organization or you just need to understand how to be more successful in managing your SVI opportunities, join Mary Cipriani for this helpful session

Title	Hot Topics - SVI Program Updates and Review	Hot Topics - SVI Program Updates and Review
Date	9/01/2010 SEP-01-2010 (Wednesday)	9/02/2010 SEP-02-2010 (Thursday)
Time	02:00 PM EASTERN TIME	01:00 PM EASTERN TIME
Duration	1 hr	1 hr
Passcode	HOT TOPICS	HOT TOPICS
Phone numbers	1-630-395-0021 888-566-5971	1-630-395-0021 888-566-5971
Calendar button
URL for Presentation (available the morning of the call)	https://www-304.ibm.com/partnerworld/wps/servlet/mem/ContentHandler/EPT_MBEA-88FPSC	https://www-304.ibm.com/partnerworld/wps/servlet/mem/ContentHandler/EPT_MBEA-88FQ4A

IBM Software Executive Overview - for "new to IBM Software" partners only

Dear Valued Business Partner: Software spending remains strong as companies continue to look for ways to improve their competitive position. But knowing how to identify and target prospects can be a challenge. If you're wondering how to maximize this ongoing market opportunity, join IBM VP of Software Business Partner Sales, Bob Finnecy, on Tuesday, August 31, from 1:30 to 2:30 p.m. (Eastern Daylight Time), for a high level discussion on increasing your profitability through IBM Software Sales.

IBM Software Agenda

• Understanding the Market Opportunity
• Introducing the Products
• Best Strategies for Making $ with IBM Software

Don't miss this opportunity to improve your sales strategy. Click here to Register Now!

BigFix Security Solutions

According to an email sent by IBM, these one hour teleconference sessions give you the latest updates on products, Sales Plays, and critical sales information to help you sell more effectively.
Questions/Comments:  Sonia A Kobdish/Dallas/IBM  millars@us.ibm.com

The first two calls in our series on BigFix covered the basics of why BigFix is
such an exciting new addition to our portfolio of IBM ISM solutions and the general selling methodology that BigFix has used to make itself so successful in the marketplace.  The third call, scheduled for Thursday Aug 19th, covers the competitive landscape with a focus on kill points against MS SCCM, Symantec/Altiris and LANDesk.  For this final call, in our Big Fix series for 3Q, it's time to look at the Security components in the BigFix suite in a bit more detail.  It will recap what is included in both the Security Compliance and Vulnerability Pack and the Endpoint Protection Pack, their competitive positioning, success stories of customers that have licensed them and our entitlement migration plans for IBM Tivoli Security Compliance Manager and IBM Proventia Desktop customers.

Speakers: 
Sandy Hawke, Senior Director, IBM BigFix Product Marketing
Chris Bauserman, Program Director, Data Security and Compliance Product Management
Darren Harris, IBM - WW Sales
Joe Carusillo, Manager, WW Security Sales Enablement

OPEN TO BUSINESS PARTNERS

Date:   August 26, 2010
Time:  10:00 AM Central US Time
USA Toll Free #:   888-323-2712
International Toll #:   1-312-470-7291     
Passcode:  BIG FIX

Replay and Slides:
IBMers: Don't forget if you miss any of the calls in this series,
you can replay the audio, including the Q&A, and down load the
charts at anytime from the links given below:

Business Partners:
Link to PartnerWorld

Good News for Arrow Software Partners

SVI Simplified (Again!): A Must-Read Note for Our Business Partners - Please pass the word!

According to IBM, IBM continues to introduce more enhancements to Software Value Incentive (SVI), thus making it easier for our Business Partners to do business with IBM.

SVI Quick Reference Card Simplified. Reduced from nine to four pages, this card focuses on the steps needed to register and progress an SVI opportunity in Global Partner Portal.  Access card on PartnerWorld.

SVI Operations Guide Slenderized. With 50% fewer pages, the new guide provides a "read at one sitting" comprehensive overview. Check out the NA and EMEA ops guides. A new single AP guide will be available soon.

SVI Supplementary Material Synthesized. Deep dives and examples provided for NA and EMEA today.  Stay tuned to the SVI home page on PartnerWorld throughout August.

This news builds on the steady cadence of IBM's continued SVI announcements:

2Q 2010: Provided greater access. Software ValueNet Business Partners are able to receive the Software Value Incentive fee regardless of the fulfillment channel.

1Q 2010: Streamlined the SVI opportunity creation and claiming processes. Raised the revenue eligibility limit for the Sales Documentation Waiver to $100K USD in selected countries.

4Q 2009: Announced SVI small deal enhancement.  Business Partners are no longer required to submit sales documentation for small deal transactions of $50K USD or less when the Business Partner is reselling and the opportunity is eligible for identify and sell fees.

One of the top Business Partner requests is to communicate IBM's quarterly SVI improvements. Also, make sure to take advantage of the Authorization Readiness Dashboard to review your value-add revenue including SVI. Remember, Software Value Plus certification checks are happening now so all SVP authorized Business Partners should be reviewing the dashboard already.

New Cloud Offering for Arrow Partners

Announcing LotusLive Notes

Lotus just announced the new LotusLive Notes! To get all the latest on it, check out the blog post from Ed Brill, the TMZ of Lotus.  According to Ed, the "announcement marks the clear establishment of LotusLive as the leader in cloud collaboration.  LotusLive Notes, enterprise-class mail, calendar, tasks, and instant messaging, lists at US$5/user/month, including a license for the Lotus Notes 8.5.2 client.  While it matches the competition on key checkboxes like 25 GB mailbox quotas, rich messaging features, and ease of access, we beat up on Microsoft Exchange Online by running the latest version of our server software, including the Lotus Notes client in the base price, and including instant messaging in the base price.  The Domino team has done an incredible engineering job to establish a true mutli-tenant Domino architecture, running in clustered pairs in multiple IBM data centers and integrated with the rest of LotusLive.  We're bringing all our experience with 20 years in the messaging market and 50 years of data center operations.  LotusLive Notes is a winner."

What is LotusLive Notes?

LotusLive Notes is a full-featured, e-mail service designed for business and delivered by IBM. Users are able to access the service directly over the internet in a number of ways: the Notes client, the LotusLive Notes web browser, or both. And LotusLive Notes is available on the go - with mobile options. By working with an IBM-deployed technology, your business can feel confident that your security and ease-of-use are top of mind. Our team of infrastructure experts can help improve the efficiency of your messaging environment while controlling costs.

New LotusLive Complete Collaboration Suite

Starting at $10 per user per month, this new bundle pairs LotusLive Notes with LotusLive Engage to deliver enterprise-class email with Web conferencing, social networking, instant messaging and file store and share services that simplify and improve daily business interactions with colleagues, customers and partners.

For our IBM Business Partners eager to learn more, check out these useful web sources of information:
IBM announcement letter:  LotusLive Notes and new complete collaboration suite

• August 18: Lotus TechTalk: IBM LotusLive Updates Register now.
• Sales Kit: LotusLive Notes sales kit
• Web Page: LotusLive Complete Collaboration Suite
• Demo Video:  LotusLive Complete Collaboration Suite
• Web Page: LotusLive Notes
  

New Cloud Offering for Arrow Partners: Announcing LotusLive Notes

Lotus just announced the new LotusLive Notes! To get all the latest on it, check out the blog post from Ed Brill, the TMZ of Lotus.  According to Ed, the "announcement marks the clear establishment of LotusLive as the leader in cloud collaboration.  LotusLive Notes, enterprise-class mail, calendar, tasks, and instant messaging, lists at US$5/user/month, including a license for the Lotus Notes 8.5.2 client.  While it matches the competition on key checkboxes like 25 GB mailbox quotas, rich messaging features, and ease of access, we beat up on Microsoft Exchange Online by running the latest version of our server software, including the Lotus Notes client in the base price, and including instant messaging in the base price.  The Domino team has done an incredible engineering job to establish a true mutli-tenant Domino architecture, running in clustered pairs in multiple IBM data centers and integrated with the rest of LotusLive.  We're bringing all our experience with 20 years in the messaging market and 50 years of data center operations.  LotusLive Notes is a winner."

Update Call for Arrow Partners About Cognos Changes

Join us for 30 minutes on Wed, August 11th at 12pm ET.

During this brief call you'll get a brief update on changes to SWVN......with regards to VAP, SVI, and the revalidation process.

No Need to Register, Just Join!

Audio Toll Free:  888-282-8358  Passcode:  7485881

Web Meeting Link:  https://www.lotuslive.com/join?schedid=2042398 or https://www.lotuslive.com/join (conference ID—2042398)

Guardium Moves to Passport Advantage on August 1

New Opportunity for Arrow Information Management Partners
 
Read the announcement here.

Guardium is a company that IBM acquired back on Nov 30, 2009  (http://www-03.ibm.com/press/us/en/pressrelease/28889.wss).

What is Guardium?
Guardium's technology helps clients safeguard data, monitor database activity, and reduce operational costs by automating regulatory compliance tasks.

When will Guardium be available for IBM Business Partners to sell?
Guardium software products are going into Passport Advantage on August 1.  They will fall into Optim,  so it's just like a few extra part #'s are being added to the Optim portfolio.

Who can sell it?
Optim authorized BPs will be eligible to order Guardium on Aug 1.

Heritage Guardium BPs will continue to buy direct from IBM for several weeks.....until we can transition them over to new contracts so they can buy through VADs.  When that happens, those BPs will be authorized to buy thru VADs via the "grandfathering rule" and they will have until Feb 2011 to get certified into SWVN, before being booted.

Are there Guardium certs?
There is a Guardium sales cert (M75) and a Guardium technical cert (M194) available now.  Both are part of the Optim list of eligible certs, so BP's can chose to get authorized for Optim via Guardium certs or Optim certs...or a mixture of the two.  While existing Optim partners will be authorized to sell Guardium, we will be pushing partners that want to sell Guardium to take the certs for Guardium.  We can't stop an Optim partner from selling Guardium and vice-versa, but we'll encourage partners to get skilled on both.  

Discounts
The VAD discounts will be the exact same as Optim is today.

Contacts
There are two Guardium contacts that we can leverage if we have questions on deals, the portfolio, or the onboarding of new Guardium BP's.

Hank Robert  
IBM Software Group, Information Management
North American Channel Manager for Guardium
Marlton, NJ  
Phone:         1-609-268-2727
Mobile:        1-609-502-1792
E-mail:         hroberti@us.ibm.com

Chris Allen  
IBM Software Group, Information Management
AVP, North America Channels
San Diego, CA
Phone:         1-949-646-0900
Mobile:        1-949-300-8400
E-mail:         chrisallen@us.ibm.com

More info
Guardium website
http://www.guardium.com/

Authorized Business Partners will find Guardium materials on the Optim site within SWVN.

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.