IBM Collaboration Solutions Guidebook

January 2012 CLICK HERE to check for updates Your Roadmap to IBM Success with IBM Collaboration Collaboration Solutions Offerings Solutions Guidebook Edited by Jim Hoskins Welcome Dear IBM Sellers and Business Partners, We are pleased to introduce the IBM Collaboration Solutions Guidebook. This guide is designed to provide you with a com- prehensive view of our offerings, programs, and incentives to help you find and convert opportunities for growth and profit- ability. With the extensive range of IBM’s technology solutions, we have the breadth and depth of offerings and programs to help you be successful. IBM’s social collaboration platform can help you open up new conversations with your clients with a top-of-the-mind topic that our customers are focused on. Our goal is to give you a competitive edge with your customers by offering the complete range of solutions to help you assist your customers’ efforts to transform their organi- zation into a social business. Leverage this guide to jump-start your sales and deliver the solutions our customers are demanding. Remember, the Worldwide IBM Collaboration Solutions Sales and Marketing team is here to help you. Let’s make this a banner sales year! Michael Garbett Nancy Toda Michael Garbett Nancy Toda Vice President Program Director, Marketing Business Partner and IBM Collaboration Solutions Mid-Market Sales IBM Collaboration Solutions IBM Collaboration Solutions Guidebook IBM Collaboration Solutions Guidebook First Edition Your Roadmap to Success with IBM Collaboration Solutions Offerings Edited by Jim Hoskins (version 1.5e) 605 Silverthorn Road Gulf Breeze, FL 32561 maxpress.com Notices Production Manager: Jacquie Wallace Cover Designer: Lauren Smith This publication is designed to provide accurate and authoritative information in regard to the subject matter covered. It is sold with the understanding that the publisher is not engaged in rendering professional services. If legal, accounting, medical, psychological, or any other expert assistance is required, the services of a competent professional person should be sought. ADAPTED FROM A DECLARATION OF PRIN- CIPLES OF A JOINT COMMITTEE OF THE AMERICAN BAR ASSOCIATION AND PUBLISHERS. Copyright 2012 by Maximum Press. All rights reserved. Published simultaneously in Canada. Reproduction or translation of any part of this work beyond that permitted by Section 107 or 108 of the 1976 United States Copyright Act without the permission of the copyright owner is unlawful. Requests for permission or further information should be addressed to the Permissions Department, Maximum Press. This ebook was sponsored by IBM. This ebook utilized information provided by IBM and other companies including publicly available data. This report represents Maximum Press’s viewpoint and does not neces- sarily represent IBM’s position on these issues. Acknowledgments Many people gave assistance in preparation of this guidebook. Some provided information concerning their product area of expertise. Others reviewed the manuscript and provided helpful comments. To all of those who assisted…THANK YOU!! Disclaimer The purchase of computer software or hardware is an important and costly business decision. While the author and publisher of this guidebook have made reasonable efforts to ensure the accuracy and time- liness of the information contained herein, the author and publisher assume no liability with respect to loss or damage caused or alleged to be caused by reliance on any information contained herein and disclaim any and all warranties, expressed or implied, as to the accuracy or reli- ability of said information. This guidebook is not intended to replace the manufacturer’s product documentation or personnel in determining the specifications and capabilities of the products mentioned in this guidebook. The manufacturer’s product documentation should always be consulted, as the specifications and capabilities of computer hardware and software products are subject to frequent modification. The reader is solely responsible for the choice of computer hardware and software. All configurations and applications of computer hardware and software should be reviewed with the manufacturer’s representatives prior to choosing or using any computer hardware and software. Trademarks The words contained in this text which are believed to be trademarked, service marked, or otherwise to hold proprietary rights have been desig- nated as such by use of initial capitalization. No attempt has been made to designate as trademarked or service marked any words or terms in which proprietary rights might exist. Inclusion, exclusion, or definition of a word or term is not intended to affect, or to express judgment upon, the validity or legal status of any proprietary right which may be claimed for a specific word or term. Table of Contents Your Five-Step Quick Start ......................................... 11 1. Check for Updated Editions of This eBook ................11 2. Apply for PartnerWorld Membership .........................11 3. Plug in to IBM Product and Program Communications 12 4. Learn to Quickly Find IBM Product Information .........12 5. Learn to Find Competitive Information .....................13 Introduction ............................................................... 14 About This Guidebook ..................................................14 Product Offerings May Vary from Country to Country ....14 How to Use This MaxFacts™ Interactive Guidebook ......15 Distribution Rights and the Honor System ...................16 Reader Feedback ........................................................17 Chapter 1: Welcome to the Team 18 Innovation That Matters ...............................................18 A Smarter Planet .........................................................18 The Social Business ....................................................20 What Social Business Is—and Isn’t ............................................. 21 Engaged ...........................................................................................21 Transparent .....................................................................................22 Nimble ..............................................................................................22 Changes Underlying the Evolution to Social Business ............. 22 Common Terms in the Social Business Arena .......................... 23 Target Audience: The Forward Thinkers .................................... 24 Entry Point Messages ................................................................... 25 7 8 IBM Collaboration Solutions Guidebook Chapter 2: General IBM Collaboration Solutions Resources 27 Web Sites ...................................................................27 IBM.com (general public) ............................................................. 27 IBM Collaboration Solutions Portal ............................................ 27 The IBM PartnerWorld Web Site ................................................. 28 IBM Intranet ................................................................................... 29 IBM developerWorks ..................................................................... 29 Education ....................................................................30 IBM Collaboration Solutions Educational Roadmaps .............. 31 IBM CSI Virtual University ............................................................ 31 Social Media Resources for IBM Sellers and Business Partners ...................................................................31 Social Business Competitors .......................................33 Types of Competitors ................................................................... 33 Success Stories, References, Case Studies .................34 Sogeti Fosters Global Collaboration ........................................... 35 Challenge .........................................................................................35 Solution ............................................................................................35 Benefits ............................................................................................36 Rheinmetall AG Improves its Project Processes ...................... 36 Technology Company Concentrates on Automotive and Defense Industries ......................................................................36 Knowing Which Collaborative Functions Business Requires ...37 Wanted: Manufacturers with Impressive Development Potential.......................................................................................38 An Integrated Suite Forged from Individual Products ...............38 Practical Knowledge from Day-to-Day Business Meets Technology Expertise .................................................................39 Grow Your Business with IBM Software Tool .................40 Web Content Syndication (for Your Web Site) ...............41 IBM Global Financing ...................................................41 Technical Support for Business Partners ......................42 Table of Contents 9 Chapter 3: IBM Collaboration Solutions Sales Plays 44 For IBM Sellers .............................................................................. 44 For IBM Business Partners ....................................................44 Chapter 4: IBM Collaboration Solutions Quick Reference 47 Messaging & Collaboration ..........................................47 IBM Lotus Notes and Domino ....................................................

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