Attend the Pulse Business Partner Summit on March 3, 2013

When you register for Pulse, also register to attend the exclusive Business Partner Summit (at no additional charge) on Sunday, March 3.

New for 2013: During the Pulse Business Partner Summit, concurrent Business Partner Forums for Tivoli and Security Business Partners will be held, joining together in the afternoon for a guest speaker, Expert Exchange sessions and a networking event. The Pulse Business Partner Summit will include executive insights to 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.

Access the Pulse 2013 Business Partner Summit Guide (PDF, 2.54MB)

Tivoli Business Partner Forum Agenda

Start	End	Activity
8:00	11:00	Breakfast and Opening General Session
11:15	12:15	Expert Exchange Sessions
12:30	1:15	Lunch & Awards
Pulse Business Partner Forum Joint Agenda
1:15	2:15	Guest Speaker: Christopher Gardner
2:30	3:30	Expert Exchange Sessions
3:30	5:00	Meet the Experts Networking Event
-- Pulse Business Partner Summit Concludes --
6:00	8:30	Pulse Expo Grand Opening Welcome Reception

Security Systems Business Partner Summit Agenda

Start	End	Activity
9:00	12:00	Opening General Session
12:00	1:00	Lunch
Pulse Business Partner Summit Joint Agenda
1:15	2:15	Guest Speaker: Christopher Gardner
2:30	3:30	Expert Exchange Sessions
3:30	5:00	Meet the Experts Networking Event
-- Pulse Business Partner Summit Concludes --
6:00	8:30	Pulse Expo Grand Opening Welcome Reception

Featured Guest Speakers:

Tivoli Forum: Ray Wang, Principal Analyst and CEO, Constellation Research, Inc.

Profiting from the Outcomes Imperative
A shift has happened in technology purchasing decisions. Line of business executives play a greater role in driving the overall business and IT strategy. Customers no longer purchase technologies but seek business outcomes. Ray will offer his perspective on how to help customers realize the art of the possible and create transformational innovation, and understand the role of specialization in creating new opportunities and improving both customer satisfaction and profit margins.

Pulse Summit: Christopher Gardner, author of New York Bestseller The Pursuit of Happyness

Join our special guest speaker Christopher Gardner. Mr. Gardner is an entrepreneur, a New York Times best selling author and single parent. He is also a philanthropist whose work has been recognized by many esteemed organizations. Mr. Gardner's amazing life story was published as an autobiography, The Pursuit of Happyness, later followed by a film release in 2006. Don't miss Chris Gardner as he shares his philosophies on life, legacy and The Pursuit of Happyness.

Business Partner Forum Expert Exchange Sessions

During the Business Partner Summit, Tivoli Business Partners may attend two of the following Expert Exchange sessions for the latest information on key opportunity areas. Security System Business Partners may attend one Exchange Session in the afternoon.

• Selling to your System z Clients with New Offerings from Tivoli

  Many of Tivoli's channel customers have System z in their shop. Tivoli has several new channel ready offerings that can help you address the needs of your customers. With packaged offerings for Cloud on z Linux, Automation and Asset Management, Tivoli can help you open new opportunities and win with your customers. The purpose of this session is to highlight some of the offerings available and designed for Business Partners and look at the opportunity for new sales to new and existing customers.

• Expand and rapidly grow your business by deploying MSP model for delivering 'Backup as a Service'

  Today, many General Business customers are changing the way they consume backup - switching from traditional products to an as-a-service offering. This provides a great opportunity for channel sellers to capture new customers and revenue as a Managed Service Provider, delivering a TSM-based Backup as a Service (BaaS) solution. In this session, we will explore how you can leverage TSM cloud portal software and an innovative distribution model to open up shop as an MSP -- or to resell another MSP's public backup services.

• Win more Tivoli Storage business with Butterfly, an IBM company

  The Tivoli Storage portfolio offers tremendous value for your customers. Learn how to position these values against the competition and prove it with Butterfly, an IBM company, and the Analysis Engine Report.

• Smarter Infrastructure Product Update

  Understand how Maximo, SmartCloud Control Desk and TRIRIGA contribute to the Smarter Infrastructure. Learn about recent product and functional deliverables as well as take a look at what the roadmap will be focused on delivering over the next several years. There will be also a discussion around packaging and pricing options introduced for Maximo.

• How to create a multi-million dollar business and help save the world

  Facility energy use represents nearly a quarter of the facility operating budget and accounts for nearly half of global carbon emissions. This helps explain why IBM TRIRIGA deals that include energy and environmental software average more than USD720,000. Attend this session to hear from IBM experts and an IBM TRIRIGA customer about the business opportunity, marketing strategy and real-world issues that can help you build a multi-million dollar business. In this interact session, you will be provided the unique opportunity to ask an actual energy manager what prospects struggle with most, what they want to hear from vendors and why they selected IBM TRIRIGA as their solution of choice.

• Get in the Mobility Game: Accelerate your Mobility practice or learn how to build one in less than 90 days

  Are you ready to seize the Enterprise Mobility wave? Millions of mobile devices are flooding into enterprises; enterprises are struggling to deploy BYOD programs; everyone is looking for a solution to manage, secure and integrate Android, iOS and emerging systems. IBM Endpoint Manager for Mobile Devices not only resolves clients’ BYOD concerns, it also creates an integrated and secure environment leveraging a single infrastructure to manage every device type in their environment, from servers to mobile devices. Change your client's economics and yours too!

• Bring the culture of unattended automation to the Cloud using IBM SmartCloud Workload Automation

  As infrastructures continue to grow increasingly more complex and heterogeneous, the need for easier, more cost-effective, end-to-end Workload management is also growing. To achieve this, IT organizations are seeking solutions that can manage and automate workloads across the entire infrastructure with minimal overhead and human intervention.

  Join this session to learn about IBM® SmartCloud™ Workload Automation, a solution that provides dynamic workload automation capabilities to efficiently run business critical applications—while also enabling users to leverage the elasticity of cloud computing to expand or shrink investment levels in real time, based on changing business needs.

• Leveraging Endpoint Management to speed software deployments and generate new revenue opportunities

  Learn how to use the power and flexibility of IBM's Endpoint Manager architecture to speed your customer's time to value for Tivoli solutions such as TWS and TSM and, at the same time, open the door to new lifecycle and security management opportunities

• Stepping out of the Cloud Chaos - How to Win Customers in the Cloud Market

  Cloud, if managed properly, can transform how customers deliver and operate IT services. IBM SmartCloud solutions provide Visibility, Control and Automation to deliver a dynamic, software-defined Cloud infrastructure to deliver this transformation, increasing business agility and reducing costs. In this session we will demonstrate LIVE new IBM technology that simplifies Cloud operations and enables policy-based, automated provisioning and management of services across VMware and other virtual environments. In this session Partners will learn how to refine their Cloud messaging to attract new clients and sell more Cloud software solutions. Come hear and see how IBM SmartCloud products transform the chaos of traditional management into a cohesive Cloud solution and how to take advantage of this growing market opportunity.

• Preventing Costly Network Outages - How to Win Customers in Today’s Mobile and Cloud World

  Do a quick Google search on "network outages" and you’ll see how they are affecting companies of all shapes and sizes. These stories illustrate how network outages hit businesses hard; lost revenue, impacts to brand, customer satisfaction, employee productivity losses…this list goes on. Why are network outages happening more frequently? The answer is rather simple. The world has changed where people need to connect ANY TIME, ANY WHERE, ANY PLACE from ANY DEVICE to all types of digital content. Enterprise Networks are no longer static; technology shifts to support cloud, virtualization, mobility, increased data volume, wireless connectivity, video conferencing, VOIP, cameras, and other non-IT devices has dramatically increased the frequency of change in today's networks with the user demand of always being available. In this session, Business Partners will learn how to refine the Network Management messaging to attract new clients. Come hear and see how IBM's Network Management solutions provide the Visibility, Control and Automation to keep applications and services running smoothly and securely on today's corporate networks

• Marketing to Accelerate Your Success: Discover the Power of Teaming with IBM Software to Grow Your Profitability

  For Business Partners only: Accelerating your success is our priority! Are you taking advantage of available marketing resources to support your business growth and maximize return on your marketing investment? This session will cover new marketing programs, benefits and execution resources available through IBM PartnerWorld that can increase your pipeline, maximize your go to market strategy and help you grow revenue. Don't miss this informative session to discover the power of teaming with IBM software.

• 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.

• 2013 Tivoli VAD Strategy

  For Distributors Only: Celebrate our joint success with a recap of 2012 and hear guidance on the opportunities and Brand Channel priorities for Distribution for 2013. Learn about the areas of greatest channel growth and what products, promotions and enablement will be available to grow your Tivoli business.

• New approaches to drive new revenue streams

  Learn about new ways to build your brand and generate new revenue with clients by focusing on creating extended solutions, integrations and offering remote managed services. Tivoli solutions can be greatly enhanced with Business Partner-built, 'out of the box' capabilities that can be sold directly to customers. With support from the Tivoli team, these offerings and solutions can promote not only your existing services work, but generate new streams of revenue. From enablement, Partnerworld marketing programs, the Service Management Connect and promotion through the ISM Library Marketplace, take advantage of these new strategies that will help you learn how Tivoli clients are using our products, and generate potential opportunities for revenue.

• Accelerate sales with product and solution demos

  Clients demand value. They can learn all about our products on the web so we need to bring a little something extra to the table during a sales cycle. One way to add value is to show a demo of our solutions solving a customer problem. Those demos can come in many shapes and sizes -- from marketing videos to single product demos to complex integrated solutions. The use of slick, repeatable, reliable, easy-to-use, and easy-to-find demos can help drive larger deals, accelerate sales cycles, and reduce the cost of sale. We now have numerous demo scenarios available for Business Partners. Come learn how to access and utilize the IBM Tivoli demo platform to help you sell more effectively.

Afternoon only sessions:

• Leveraging Security Channel Incentives to Maximize Profitability

  IBM offers industry-leading incentives to our Business Partners, all aimed at increasing your profitability. IBM Security Systems has recently announced new incentive offerings specifically to answer the unique needs of our strategic Security Business Partners. With so many options available it's important to understand which are right for you and your priorities. This session will help you understand your choices and how to maximize your earnings.

• Capturing the Mobile Security Opportunity

  Unquestionably, the opportunity created by our mobile workplace is enormous. Our customers struggle to integrate, manage and secure an increasing number of devices, many of which are not corporate owned. Learn how IBM addresses the mobile marketplace but more specifically the growing set of IBM capabilities addressing mobile security in B2B, B2E and B2C engagements.

Register for the Summit and Pulse

Meet the Experts Networking Event

Join us for refreshments from 3:30 – 5:00 p.m. during our Meet the Experts Networking Event. Summit guest speaker Christopher Gardner will be there to autograph his books The Pursuit of Happyness and Start Where You Are: Life Lessons in Getting from Where You Are to Where You Want to Be. IBM subject matter experts will host tables for open discussion on every Tivoli and Security solution area. Network with fellow Business Partners and IBMers to share ideas and information. Make key contacts that will help you with your Tivoli and Security business throughout the year!

Business Partner Summit Networking Event Sponsor

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