2014 IBM Corporation

SoftLayer Business Partner Program

Enhancements

April 14, 2014 announcement
2 2014 IBM Corporation
Meet your speaker
Ed Bottini
Global SoftLayer and Cloud Services
Business Partner Sales
IBM

3 2014 IBM Corporation
Your cloud strategy is your business strategy
Pacesetters use cloud to surface insights from data. They reimagine business
models, make better decisions and serve customers in new ways to create winning
business outcomes.

With so much at stake, you don't want just any cloud
Source: IBM Center for Applied Insights Under cloud cover: How leaders are accelerating competitive differentiation that surveyed
802 cloud decision makers and users, spanning 13 countries and 24 industries.
2x
the revenue growth
Almost
2.5x
higher gross profit
growth than peers
Nearly
4 2014 IBM Corporation
Segments represented:
Media and entertainment
Pharmaceutical
Hosted security and email
University big data
IaaS resell
System management
Regulatory Compliance

Sky Software Brazil-based software development company
Data Hotel Japan-based managed hosting service
Elabs Germany-based MSP for service based computing
SilverSky US-based eSecurity and managed Microsoft
Exchange hosting.
St Thomas U. US-based cloud and analytics lab
Farma Tre S.r.l Italy-based software provider
Acuity ICT Netherlands-based business partner
Acuutech UK-based MSP, hosting for ISVs
Music Mastermind US-based music recording
Winning diverse Business Partner around the world
Green Status Pro - US-based regulatory management
SaaS provider
5 2014 IBM Corporation
Tap into SoftLayer. Business Partners are key to capturing the cloud
opportunity
7.6
Revenue growth and 2x deal sizes for Business Partners
who have embraced cloud
1
7.6
2.5X
7.6
of CIOs who are reengineering IT plan to look for outside
help new skills, tools and capabilites
2
7.6 66%
Sources: 1. IDC: Worldwide channel and alliances 2013 top 10 predictions, January 2013, 2 IBM CIO study, 2011, 3. SiriusDecisions,, July 2013
7.6
of the buyers journey is now done digitally
3
7.6
67%
6 2014 IBM Corporation
Enhancements are geared to help you make money, build skills and
drive demand
1
2
3
Improve margins
Build skills
Drive demand
Increase earned volume discounts
Simplify channel programs
Increase number of locations
Global Knowledge as education partner
Co-marketing funding available
Participate in data center launches
Leverage marketplace beta
7 2014 IBM Corporation
Enhance the margin opportunities for firms which achieve higher levels of
monthly recurring revenue
New Discount Schedule
Monthly Recurring
Revenue (USD)
Discount
$1,500 - $3,000 5%
$3,000 - $5,000 8%
$5,000 - $15,000 10%
$15,000 - $25,000 15%
$25,000 - $100,000 17.5%
$100,000+ 20%
What has / has not changed
No change to the SoftLayer referral program (10% year 1, 8% year 2, 6% year 3)
Existing Business Partners continue to have access to their current discounts
New discounts become effective as of April 14, 2014
In order to gain the increased discount structure, existing Business Partners must physically sign a new
SoftLayer Reseller Agreement. This will be available April 14, 2014 from their SoftLayer channel sales rep
Current Discount Schedule
Monthly Recurring
Revenue (USD)
Discount
$1,500 - $3,000 5%
$3,000 - $5,000 8%
$5,000 - $15,000 10%
$15,000 + 15%
8 2014 IBM Corporation
SoftLayer Services & Solution Provider program is open to all companies
with the same qualification criteria as before
Eligible IBM Business Partners
IBM Business Partner -- Solution Providers who acquire products directly from IBM
IBM Business Partner -- Resellers who acquire products directly from IBM
IBM Business Partner -- Solution Providers who acquire products from IBM Distributors
IBM Business Partner -- Resellers who acquire products from IBM Distributors
IBM Business Partner -- Systems Integrators
IBM Business Partner Distributors

Other companies
Firms which do not have a current Business Partner relationship with SoftLayer are also invited to apply

Qualification criteria for the SoftLayer Services & Solution Provider agreement include:
Provide verifiable website, company name, and address
Agreement to provide first-level technical support
Agreement to provide billing and accounting support
Assume responsibility for resolving spam, DMCA and abuse reports for customers
9 2014 IBM Corporation
Using Type Definition
Referral
Program

Are in a position to refer new hosting customers to SoftLayer:
Business Partners receive monthly commission payments for referring customers
to SoftLayer that result in a signed contract (10% year 1, 8% year 2, 6% year 3)
Refer single or multiple accounts of at least $150 per month in customer billings.
Referred customers sign directly with SoftLayer
Examples include Application Developers, Consultants, Web Designers
For more information: http://cdn.softlayer.com/SoftLayer_Referral_Partner.pdf
Services &
Solution
Provider
Program
Buy IaaS offerings from SoftLayer at a discount (from 5 to 20%)
Hosting may be resold or delivered as a component of the Business Partners
overall solution. May or may not leverage SoftLayers brand.
Is responsible for Level 1 Support.
Examples include SIs, MSPs, Solution Providers, Distributors, and ISVs
Relationships are managed by the SoftLayer Channel Sales team
For more information: https://www.softlayer.com/reseller-program
Updated SoftLayer Channel Models
What has / has not changed
No change to the referral Business Partner program
No change to terms and conditions for existing Business Partners in Hosting reseller program
Simplified management by combining hosting reseller and strategic Business Partner programs
New
10 2014 IBM Corporation
10
Leverage significant investment to build your cloud services skills with
classroom education and on demand webinars
Americas Europe Japan AP
Montreal*
Toronto
Boston
Chicago
NYC*
San Francisco
Seattle*
Washington*
Brazil
Mexico City
Amsterdam
Ehningen
London
Paris*
Stockholm

Tokyo

Bangalore
Hong Kong*
Melbourne*
Shanghai -TBD
Singapore*
Sydney
Sources: 1. Forrester Research, Cloud Channel Trends, 2013 to 2014, February 2013,
Overview
Cloud architecture
Network
Security
Storage
Managed services
Management and
monitoring
Maximizing SoftLayer
competitive differentiators
SoftLayer Fundamental Topics
7.6
value for service channel partners has become technical training
especially for cloud service providers
1

7.6
#1
* New locations in 2Q
SoftLayer Education Eligibility
Any IBM or SoftLayer Business Partner
Classes are no charge, 2 day technical classes
Business partners are responsible for their travel costs
Webinars are 1 hour, on demand at no charge
Business Partners can enroll at
Classroom (new link active April 14)
Webinars

11 2014 IBM Corporation
Tap into a hot topic Evaluating cloud providers webinar compares
SoftLayer to AWS using an actual case study
The overall distance education
you are providing is excellent
and very helpful.



I thought it was one of the best
training courses I have ever
attended and was incredibly
valuable. This product is amazing
and I am very amped up about
getting some deals done!"
Register for Evaluating cloud providers here
12 2014 IBM Corporation
Leverage investment in marketing funds and resources designed to help
Business Partners generate SoftLayer-based services and solutions
7.6
Area of value from IBM PartnerWorld program benefits is
co-marketing funding
1
7.6
#2
1
Source: IBM PartnerWorld benefits analysis from 2012-2013
Eligibility*
SoftLayer Business Partners who are also IBM PartnerWorld members
Actively selling and marketing a SoftLayer-based service or solution
Will develop a marketing plan to increase SoftLayer monthly revenue

To leverage this program
Find out more information about IBM Co-Marketing
*Contact local geo leader for availability and specific terms & conditions
Create demand using templates and assets in IBM Co-Marketing center
SoftLayer Partners Welcome Kit
Geo marketing contact email
North America Allison Greis agreis@us.ibm.com
Europe Claudio Olivieri colivieri@it.ibm.com
Middle East & Africa Giovanni Aloi giovanni.aloi@ae.ibm.com
Asia Pacific Michelle Richter mrichter@au1.ibm.com
China/Taiwan/Hong Kong Xin Gu guxinbj@cn.ibm.com
Japan Hiromi Ohkawa HIROMIO@jp.ibm.com
Latin America Tiago Hoffmeister Bueno hbtiago@br.ibm.com
13 2014 IBM Corporation
Announcing IBM Co-marketing Offering for SoftLayer Business Partners
Who is eligible?
SoftLayer reseller or referral Business Partners who are also IBM PartnerWorld members

What are the requirements to qualify?
Join IBM PartnerWorld (or already be a member)
Be currently driving at least $1000 in SoftLayer monthly recurring revenue (MRR)
Agree to match IBMs co-marketing funds commitment dollar-for-dollar (50%/50% co-marketing split)
Establish a marketing plan to drive an increase in MRR within 6 months commensurate with IBM co-
marketing funds committed:Increase MRR $1000 for every $1000 of co-marketing funding provided by IBM
Additional co-marketing funds may be available if MRR targets are achieved

What marketing expenses are eligible for reimbursement?
See the local country-specific Terms and Conditions for details on eligible expenses.
Typical categories include: customer conferences, marketing seminars, tradeshows, advertising, digital
marketing, telemarketing, and direct marketing

This offering will be available in many major countries around the world beginning in the United
States and Canada April 1, 2014 and rolling out to additional countries throughout 2Q14. The
example below is the North American announcement.
14 2014 IBM Corporation
Three Simple Steps to join IBM PartnerWorld
1
2
3
Go to www.ibm.com/partnerworld
and click on Join PartnerWorld
in the left nav
Click on Register your company
to get a PartnerWorld ID and
complete your application
After your application is approved,
add employees to your companys
registered membership
New! IBM PartnerWorld Welcome Kit for SoftLayer Business Partners
15 2014 IBM Corporation
Business Partners can get involved with the IBM Cloud data center
launches
IBM Press Release January 17
th
2014
Read IBM Commits $1.2 Billion to Expand Global Cloud Footprint
Each IBM geography has assigned a local event leader
Creating local plans including a Business Partner focus
Business Partners wanting to build out their local capabilities on
SoftLayer will receive priority attention
If you wish to participate as an attendee, contact your Business
Partner Sales Representative
Or contact the local event marketing leader who can forward your
request to the local BP focal point

IBM Cloud Data Center Launch Event Marketing Contacts
Hong Kong -- Jean Liu (jeanljr@cn.ibm.com ) Completed 03/17
Federal -- David Lapp (dlapp@us.ibm.com )
London -- Sam Bentley (samantha.l.bentley@uk.ibm.com )
Mexico City -- Bertha Morales (bmorales@mx1.ibm.com )
Toronto -- Barbara Sheedy (bsheedy@ca.ibm.com )
Sydney/Melbourne -- Victoria Hayman (vhayman@au1.ibm.com)
16 2014 IBM Corporation
Vendor partners participate with
IBM to develop lasting cloud
solutions for our customers
Services in the IBM Cloud partner
marketplace meet IBM
qualifications including:
- appropriate for the enterprise
cloud buyer
- run on or deployable to
SoftLayer, or drive BlueMix usage
- development tools, IT operations,
mobile, infrastructure, analytics
Premium features are available for
services that take advantage of:
- BlueMix (Cloud Foundry)
- SoftLayer Patterns
- Big Data applications
Limited preview today. GA later in
2014 (US).
To join, go to http://marketplace.ibmcloud.com and click on Become a vendor, or
email joinnow@us.ibm.com
IBM Cloud partner marketplace beta - Join now
17 2014 IBM Corporation
2014 objectives:
Grow the SoftLayer revenue through Business Partner Channels
Increase value provided from partner programs around technical education/support and marketing
Create the industrys best ecosystem: SoftLayer
Go-to-Market
Market Visibility
Enablement
Market Awareness
Drive
incremental
SoftLayer
Ecosystem
revenue
Influence mid-market analysts
Strong competitive positioning
Gain top magic quadrant position
Build skills: training programs
Pre-sales solution architects
Expand startup program
Partner participation in events
Drive demand: Co-marketing
e-commerce: marketplace


18 2014 IBM Corporation
Call to action
Drive business to be
able to use the new
terms and conditions


1 2
Improve margins
Build skills Drive demand
3
Drive demand Drive demand
Improve margins
Build skills Drive demand Drive demand Drive demand
Improve your cloud
skills by enrolling in
Webinars
Classroom (new link)

Apply for co-marketing
funding to drive demand
Co-Marketing
Information

Become a SoftLayer Business Partner
19 2014 IBM Corporation
?
?
Questions
?