IBM Pulse 2012: Business Partners

IBM Tivoli Business Partner Summit

The exclusive Business Partner Summit was held on Sunday, March 4, preceding the start of the Pulse conference. This full-day event included executive insights to IBM Tivoli strategy and direction, along with many sessions designed to help you maximize performance and solidify how you and IBM can go to market together to drive business results.

Tivoli Business Partner Summit Agenda

Start	Session
7:45 a.m. – 8:30a.m.	Full Breakfast Buffet & Executive Networking Join us for a full, hot breakfast and networking with key executives from across IBM, Tivoli and channels.
8:30 a.m. – 9:15 a.m.	Executive Welcome & Opening Remarks Ernest Jones Director, WW Sales, Tivoli Software, General Business, Channels, Cloud & OEM Introducing Brendan Hannigan General Manager, IBM Security The Market & Tivoli’s Solution Roadmap Jamie Thomas Vice President of Tivoli Strategy and Development We're kicking off the Tivoli Business Partner Summit with key messages from Ernest Jones, Tivoli's WW Sales Director for General Business, Channels, Cloud & OEM, and Jamie Thomas, Tivoli's VP of Strategy and Development. Jamie will focus on the Tivoli marketplace and our solution roadmaps --- strategic topics for Tivoli Business Partners worldwide! Doors close at 8:30 sharp, so don't be late!
9:30 a.m. – 10:30 p.m.	Breakout Sessions Join our Breakout Sessions to learn about strategic solutions, Tivoli’s direction, and how to leverage IBM and Tivoli resources to grow your business in 2012. These Breakout Sessions topics repeat at 10:45 a.m., so select the two that are most important to you. Additionally, you will be able to access the session presentations on PartnerWorld after Pulse.
10:45 a.m. – 11:45 a.m.	Breakout Sessions (repeated)
12:00 p.m. – 1:30 p.m.	BP Summit Guest Speaker: Living without Limits Alison Levine Adventurer, explorer and moutaineer Luncheon Awards Ceremony Scott Hebner Vice President, Marketing and Channel Management, Tivoli Software Shaun Jones Vice President, IBM Software Group, WW Business Partner and Midmarket Marketing Our guest speaker embodies this year's theme of limitless possibilities, with some great twists. Get a sneak peek here: http://www.alisonlevine.com/video/. You won't want to miss this show, along with our celebration of the 2012 IBM Tivoli Award Winners in the Luncheon Awards ceremony. Doors close at 12:00 sharp, so don't be late!
1:30 p.m. – 1:45 p.m.	Intermission
1:45 p.m. – 2:45 p.m.	Executive Insights Hosted by Ernest Jones Opening Remarks Danny Sabbah General Manager, Tivoli Software Working Together: Business Partner/Client Panel Mark Register Vice President, IBM Software Business Partners & Midmarket Excelling at Selling Together Lou Attanasio Vice President, WW Sales, Tivoli Software Be Bold. Be Tivoli. Be Limitless. These key IBM Executives are going to tell you how. Join us for an interactive partner/client panel with Mark Register, and Excelling at Selling with our new VP of Sales, Lou Attanasio. You won't want to miss these Executive Insights (plus we'll have dessert and coffee), so don't be late!
3:00 p.m. – 4:30 p.m.	Meet the Experts Networking Event Join us for Happy Hour and interactive networking with Tivoli subject matter experts representing every Tivoli solution area. Make key contacts that will help you with your Tivoli business throughout the year!
-- Business Partner Summit Concludes --
6:30 p.m. – 9:00 p.m.	Pulse Expo Grand Opening Welcome Reception

Breakout Session Topics:

Understand, Market, and Sell Tivoli's Virtualization and Cloud Strategy

Tivoli and IBM have a number of solutions that meet the various needs of a broad and diverse set of virtualized and cloud environments. This session will start with an overview of where the cloud market is today, and where it is heading, and will then help you understand how the Tivoli and IBM solutions map to specific customer needs and scenarios. We will have a focus on making sure you know which solution is appropriate for your individual customers. We'll also show you how can help your customers move along the cloud maturity curve as their environments grow more complex and their cloud management needs evolve.
Small Deals Equal Big Revenue

This session will cover offerings, programs, and tools to assist you in being successful in the General Business market.

Start small with 'quick to close’ deals using IBM Global Financing as a part of our Cost Buster Solutions for small deals. And learn more about enablement via Project Gearbox.
Getting Your Bang for the Marketing Buck: Go to Market and Build a Stronger Pipeline

For Business Partners Only: Your success is our success! Are you taking advantage of the marketing resources available to support your business growth? This session will cover new marketing programs and demand generation techniques to help increase your pipeline and maximize your return on investment. Join our interactive session and demo, along with our IBM PartnerWorld experts, who will help you navigate the rich collection of resources, benefits, and programs inside PartnerWorld. Discover the power of teaming with IBM software and unlock your profitability for 2012!
Maximize your Tivoli Relationship

Which of the many IBM, Tivoli, and PartnerWorld resources are key to growing your business? This sales and resources clinic will help you engage Tivoli worldwide channel sales teams and resources that you can leverage to drive sales, close deals, increase your skills, and more.
VAD Strategy 2012 (Distributors Only)

For Distributors Only: Celebrate our success with a recap of 2011 and hear guidance on the opportunities and Brand Channel priorities for Distribution for 2012. Learn about the areas of greatest channel growth and what products, promotions, and enablement will be available to grow your Tivoli business.
Tivoli’s Cross-Portfolio Integration Strategy

The breadth of Tivoli’s entire portfolio is one of its many strengths within competitive situations. The smooth integration across the many capabilities is critical to leveraging that breadth.

Come learn about key enhancements to our cross-portfolio integration and join an open discussion about Tivoli's future strategic direction.
IBM Security Systems Division 2012

With the acquisition of Q1Labs, IBM SWG has formed a new division in 2012: IBM Security Systems. “Security Intelligence”, ie; helping enterprises and organizations gain an intelligent view of their security posture, will be the overarching theme of IBM Security. During this session you’ll hear from the IBM Security executives responsible for strategy, sales, and channels on our plans during 2012 to help our Business Partners leverage both the significant market opportunity in security, and IBM resources to help build and expand your security practice.