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Note from Steve Early - Business Unit Executive, System z software Channel Sales Similar to most
organizations around the world, our first quarter System z Software channels business was impacted by the market slowdown.
While our results were mixed, we did not achieve our objectives. I'm confident, however, we can regain our momentum
in 2Q and get back on track for the year. The good news -- many clients delayed decisions rather than choosing competitive
solutions. While we have industry-leading software solutions, our cllients are being very cautious with respect to
investment decisions. They are willing to invest in projects which fall within their budgets and provide short-term
payback, but purchasing decisions are taking longer to make and they are being closely scrutinized by senior management.
This requires us to engage early, target the right decision makers and clearly demonstrate the value we provide while minimizing
the risk.
Our challenge this quarter is two-fold: - follow-up on slipped transactions to get them closed
early in the quarter,
- and continue to execute demand generation activities designed to build incremental pipeline
and position us for success the remainder of the year.
Our marketing colleagues have developed sales plays
and marketing campaigns designed to help us in this activity. Work with your IBM channels rep to develop a plan which
leverages the resources available, such as TCO analyses, Portfolio Reviews and Infrastructure Architecture Workshops, and
gets us back on track during the second quarter. With the strength of our portfolio, a better articulation of our high-value
business offerings and good execution on our strategy, we have the ability to stand apart from our competitors and help clients
solve their most pressing business challenges. You're the best in the industry -- we're counting on you to come
through with a strong quarter. Good luck and good selling.
Steve
Top Stories
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Webcast replay: Modernize your enterprise - an analyst perspective to maintaining, extending and integrating
with IBM Rational on System z
In today’s economic times to “do more with less” and “reduce costs” themes, utilizing a roadmap
to modernize applications, organizations can decrease maintenance costs, increase agility and respond to prevailing business
challenges is a must. Rational solutions for System z provide the capabilities needed to speed software delivery, integrate
across silos and simplify complexity, harvest and extend existing code and data for new services, and use existing staff
to leverage new workloads on the mainframe with modern technologies like Web 2.0 and SOA.
Listen
here
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CICS Transaction Server 4.1 Open Beta is now available
The CICS TS 4.1 Open Beta program is now available to help you and your customers begin to explore ways to better Compete,
Comply, Control using CICS Transaction Server 4.1. Key enhancements in CICS TS V4.1 include:
- The ability
to Compete with RESTful Web Services and Atom support that helps position CICS for participation in modern web 2.0 architectures
and development models.
- The ability to Comply using CICS event technology which enables CICS to be configured to
feed event processing engines and business dashboards, without the need for application change.
- The ability to Control
with a far more powerful tooling environment to help skilled IT staff be more productive and provide
To
participate in the beta, click here
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New Tivoli z Resources on PartnerWorld
We've launched a new resource for z partners interested in selling Tivoli z products! This page includes links to Tivoli: -
training,
- marketing,
- communications,
- and other resources, including the NEW
Solution Sales Guides.
The Solution Sales Guides are one-page documents designed to
help you and your sales team quickly understand the positioning and messaging, identify target customers, and begin conversations
around some targeted Tivoli z solutions. Each Solution Sales Guide is accompanied by a Customer Brief you can send to your
customers as a follow-up to initial qualifying conversations.
Access
the new Tivoli z Info!
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Announcing System z Software Roadmap for Learning
Our Global Business Partner Community demands responsive, point-of-need learning and the ability to rapidly access learning
activities to build knowledge and skill. Because of the expanding virtual learning environments available to our community
today, an interactive and easy-to-use System z roadmap was created. The modular framework focuses on the concepts
of network-centric learning that actively engages the learner and fosters an individualized learning pace. This roadmap
should be used as your guide for working towards a successful educational outcome in helping to sell and support System z
software.
Topics Covered in the System z Learning Roadmap
- Mandatory Learning Activity (additional
details forthcoming on why these learning activities are becoming mandatory)
- z101 - An Introduction
to the Value and Differentiation of System z
- TopGun (Face to Face and Virtual)
- System z Foundation Sales
Mastery Test
- Optional Learning Activity
- Brand Learning Roadmaps
(Information Management, Rational, WebSphere, Tivioli)
- Brand Sales Mastery Tests
- zSoftware Configuration
and Pricing
- z Differentiation
- Mainframe Value
- TCO, Sales Strategy, RTM
- zSSR Sales Training
Learning Modules
Future Enhancements will include:
- Deep Skill, Technical Learning
- Technical
Certifications
We hope that you find the new 'Roadmap for Learning' framework a valuable and useful tool
for System z education. You can be assured that as new material is made available or new products are announced learning
activities will be added or enhanced. Our challenge to you is to start using this roadmap today and inform us of your
learning experience.
If you have any questions, please content Bob Johnson: ROBERTJ@US.IBM.COM.
Click
here to access the Roadmap
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System z value for a smarter planet
This document describes the value that System z (both HW and SW) brings
to the 4 smarter planet themes: Dynamic Infrastructure, Smart Work, New
Intelligence and Green & Beyond. This document is available off of both the System z software marketing and selling pages.
click
here to access the PDF
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Events
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Upcoming Teleconferences & Webcasts
Open to Business Partners, customers and IBMers How to Thrive in a Recession! Cut costs and boosts
business resilience with DB2 for z/OS and SAP!
Teleconference: May 5, 2009 - Join IBM
for this informative teleconference to learn how to maximize your SAP and DB2 investment to thrive in turbulent times. In
most large companies, IBM System z, DB2 for z/OS and DS8000 play a central and increasing role at the heart of IT infrastructures.
You’ll hear how the unique integration between System z, DB2 for z/OS DS8000 and SAP support your most mission critical
enterprise applications with scalability, availability, and businesses resilience is unmatched in the industry. See how DB2
9 for z/OS continues driving even more value for your SAP environments. Hear how other companies are leveraging the technical
advantages of DB2, System z, and SAP to keep up with ever increasing demands on the IT infrastructure, while saving money,
resources and boosting resilience.
IMS 10 Connectivity Enhancements and the IMS Connect
API
Teleconference: May 12, 2009 - IMS Connect, the TCP/IP gateway to IMS transactions, operations,
and now data, has been significantly enhanced in the areas of reconnect, reroute, client options and sessions, transaction
expiration and early flood monitoring. In this teleconference learn how these enhancements, together with the IMS Connect
API, which simplifies IMS Connect client application development, position IMS Connect as the foundation for all future IMS
connectivity.
Tivoli System z Storage - Technical Update on Tivoli
Storage Family "What’s New"
Teleconference: May 14, 2009 - Join us for this complimentary
session for an overview of IBM’s strategy for managing z/OS® storage environments. We’ll discuss details
about each layer of the z/OS storage management strategy: Process management, IBM Service Management foundation and operational
management. We’ll show how the strategic z/OS storage management product, OMEGAMON® XE for Storage, fits into the
strategy and how the rest of the Tivoli® z/OS storage management portfolio works together to address common z/OS storage
tasks and resolve problems. We’ll also give you a brief review of the new Tivoli Service Management Center for System
z™.
Simplify the change, management and deployment of distributed
and mainframe software assets
Teleconference: May 27, 2009 - These economic times are challenging
for any business to find ways to remain productive and yet cut costs. Organizations operate under the need to reduce their
IT costs within the constraints of existing technology and its high maintenance costs. IBM provides change and release management
solutions that help businesses lower their software development costs and increase operational efficiencies, while gaining
time-to-market with less project risk through repeatable and automatic tooling that work across platforms. With a solution
that works on System z to distributed platforms, all developers utilize a common process for ease of learning and productivity.
Avoid components in production getting out of sync. We’ll show how our solutions can reduce your yearly maintenance
budget while providing the business value high-quality solutions of change management, configuration management and build
release tools that you insist upon within your development life-cycle.
View
all upcoming teleconferences
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© International Business Machines Corporation 2008. All rights reserved.
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Rational Software Conference 2009
Join us and the 4000+ Rational customers, Business Partners, and industry experts! Learn from any of the 300+ technical
sessions; measure your skills through free TSM and/or Certification exams. Become a sponsor - generate sales leads
and position your company as a strong IBM Rational partner and a thought leader.
Information on Demand 2009 Conference
Announcing the opening of registration for the premier IBM global event featuring Information On Demand and leading-edge
solutions across IBM software, hardware and services. At Information On Demand 2009, we will host over 7000 attendees
who are serious about achieving smarter business outcomes. We invite you and your customers to join us October 25 - 29, in
Las Vegas at the Mandalay Bay Convention Center.
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