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Rational
Business Partner Guide
Value Propositions
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© 2012 IBM Corporation
This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients.
Market opportunity
Enabling product and service innovation
Security
Application Lifecycle Management
Application and process
Design management
Build and deploy management
Quality management
Requirements management
Enterprise Modernization
SW change and configuration management
Application modernization
Application portfolio management
Multi-platform development
$14B
Overall Market
Opportunity
Business Planning and Alignment
IT portfolio management
Enterprise and business architecture
Product portfolio management
Delivery and performance management
Design, Development
and Deployment
Complex and Embedded Systems
Architecture and design
Systems engineering
Application development
Systems of systems engineering
Build and deploy
Real-time, embedded systems
and software development
Compilers
Amounts reflect IBM internal estimates, are provided for illustrative purposes only and are not meant to represent
or guarantee opportunity in any business segment.
Product line engineering
Real-time and embedded software
development
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© 2012 IBM Corporation
This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients.
Portfolio overview
Rational Brand Value Proposition:
Transform software and systems delivery to more effectively
turn market requirements into innovative and profitable
products and services, faster than the competition
Innovation is increasingly
being driven by software
Realities can stall
software-driven
innovation
Transforming software
Three key actions
and systems delivery brings
of transforming software
about dramatic business results
and systems delivery
Software and Systems Engineering | Rational
Innovation is increasingly being driven by software
Mobile banking will be
the most widely used banking
channel by 2020, if not sooner
The average 2010 automobile
contains more lines of software
code than a fighter jet
Source: Mobile banking: A catalyst for improving bank performance, Deloitte, 2010;
and This Car Runs on Code, Robert Charette, IEEE Spectrum, 2009.
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© 2011 IBM Corporation
Software-driven
innovation
with IBM Rational
Jazz provides open collaboration
IBM has set the bar
Achieve break through
across the software
for software and systems
benefits with IBM
and systems lifecycle
engineering platforms
Software and Systems Engineering | Rational
Software and Systems Engineering | Rational
Software-driven innovation with IBM Rational
IBM has set the bar for software and systems engineering platforms
REDUCED COSTS
STRATEGIC VALUE
Addressing IT, systems, and enterprise modernization
“Rational has the best current offering… and continues to raise the bar
on building a complete development and delivery platform.”
Business Planning and Alignment
Measure business effectiveness of projects | Prioritize investments
Understand business value | Manage risk and impact of change
2010 Forrester Wave, Agile Development Management Tools Report
Integrated Application
and Systems Lifecycle Management
“GM’s use of the Rational platform will deliver business results in
efficiency, time-to-market, quality, and overall customer satisfaction.”
Security
Collaboration across teams, roles, platforms and geographies
Eric Gassenfeit, Global Director, Electrical, Controls and Software Development, General Motors
Design, Development and Deployment
“For the 5th time in 6 years, Rational has achieved the top overall ranking
in our 2010 Users’ Choice Survey on Software Development Platforms.”
Requirements | Architecture and Design | Development | Testing | Deploy and Release | Operations
Users Choice Survey, Software Development Platforms, Evans Data Corporation
Open Platform for Data and Tools Integration and Automation
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© 2011 IBM Corporation
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© 2011 IBM Corporation
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© 2012 IBM Corporation
This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients.
Value Propositions
Rational Cross-IBM initiatives
Capabilities / What IBM Sells
2011 IBM Simplified
Commercial Framework
Rational leads product and service
innovation
Cloud
Integrated Product Management (IPM)
Rational-led
BAO
Smarter Computing
Business Agility
Integrated Service Management (ISM) Tivoli-led
Rational plays a key role in:
Cloud
Planning, Security, Develop and Test
Social Business
Product and Service Innovation
Competitive
Smarter Computing
Enterprise Modernization
Business Agility
Business Planning and Alignment
Security (cross-framework)
IBM Secure by Design
x86 Systems
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© 2012 IBM Corporation
This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients.
Reference
Premier IBM Rational Business Partner, ISV, Reseller, Systems Integrator, Education Provider
Authorized across all Rational Brand products and covering all market segments within the United
Kingdom & Ireland
IBM Software Platinum Achievement “Rising Star” Award at the IBM Software Partner College
TraceLine for DOORS listed in Global Solutions Directory and Ready for IBM Rational Software, Two
VAP approved solutions. SVI and SVP Approved.
Case Study: Network Rail , - DOORS, UK Ministry of Defence - TraceLine™ for DOORS
“From a standing start, Integrate has achieved impressive sales growth…enabling many new customers to
adopt and gain benefit from Rational products and has worked hard with… IBM to deliver the Rational systems
sales strategy. They are a great bunch of people to work with!”
…A Satisfed IBM Value Added Distributor
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© 2012 IBM Corporation
This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients.
Partner Profile
Rational: Reseller Business Partner Profile
Profile of traditional Reseller:
Profile of high volume Reseller:
Software License sales and/or Hosting Service as part
of their business model
100% focused on IBM Solutions
Professional sales staff (customer facing)
– Customer Facing
– Telesales/Outbound calling
Cross Brand sales capability
Marketing resource
Pre / Post Sales Technical resources
– Ability to work with customers to understand their
business/technical problem and to provide
solutions based on IBM offerings
– Specialized domain/industry knowledge
Unique solutions that leverage IBM Rational technology
(and differentiate them from the stand alone IBM
offerings)
Industry recognized certifications
Growth objectives:
– Acquisitions
– Multi-national
Resources (financial and staff) to invest in
new/developing technologies
Commitment to obtaining certification and maintaining
skills in Rational solutions
Willingness to collaborate with IBM Lab Services
teams
Multiple offices or willingness to travel to support sales
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© 2012 IBM Corporation
This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients.
Resources
5 Quick Steps to Get Started
Join PartnerWorld to become an IBM Business
Partner, then…
1
Visit the Rational PartnerWorld Site to access Business Partner
sales and marketing tools and materials and training
2
Complete your Rational Business Partner profile
3
Plan to maximize your profitability & your team’s education path
by reviewing the Software Value Plus (SVP) &
Software Value Incentive (SVI) criteria & product categories.
4
Educate your Sales and Delivery Teams & become SVP
Authorized to resell Rational through Training & Certification.
5
Develop a Marketing plan and take advantage of IBM’s
programs and drive demand with IBM Co-Marketing
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© 2012 IBM Corporation
This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients.
Resources
Resources - Rational
Ready for Rational:
Stephen Lauzon
Rational Business Partner Development & Sales Manager WW
Chris Mowry
Rational Channels: North America Lead
Mark Briggs
Rational Channels: Latin America Lead
Jose Ramon Pena Toro
Rational Channels: North Eastern Europe Lead:
Anat Samra Raunio
Rational Channels: South Western Europe Lead:
Olivier Roubine
Rational Channels: Asia Pacific Lead:
Jaya Mahadevan
Rational Channels: Japan Lead:
Tomotaka Yoshikawa
Rational Business Partner Marketing:
•Mark Masercola World Wide Lead
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© 2012 IBM Corporation
This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients.