1. IBM Marketplace: Business Partner Overview
May, 2016

2. 400+ IBM and Business Partner Services Self-service experience
IBM Marketplace: Business Partner Overview
IBM Digital
Overview
Digital sales channel
400+ IBM and Business Partner Services
Self-service experience
Discover, learn, try and buy
IBM’s competitive advantage
Strong brand and deep customer relationships
Trusted, Enterprise-grade SaaS, PaaS, IaaS
IBM expertise focuses on solutions so customers can innovate quickly and easily 2

3. IBM Marketplace: Business Partner Overview
IBM Digital
100+ Business Partner offerings complement IBM’ portfolio across our priority focus areas 3

4. What do you get as an IBM Marketplace Business Partner?
IBM Digital
IBM Marketplace: Business Partner Overview
What do you get as an IBM Marketplace Business Partner?
A Rich Service Offering Profile
Videos, case studies, white papers, use of IBM marks
Demand Generation
IBM PR templates, Ad buys, paid search
Co-Marketing
IBM customer and partner conferences and events
IBM PartnerWorld access
Commerce Support
Easy to use pricing and billing platform
IBM bills the customer on your behalf
Dashboard
Keep track of customers and sales performance 4

5. Qualifications to participate in the IBM Marketplace
IBM Digital
IBM Marketplace: Business Partner Overview
Qualifications to participate in the IBM Marketplace
Enterprise-class offering
Existing offering with priced versions, support, and paying customers
Can be single or multi-tenant, as-a-service cloud applications; or add-on, plug-in or extension to a virtual machine environment; or virtual configured IT environment that includes application code and is deployed on the cloud (e.g. Patterns, or private cloud deployment)
Leverages an IBM strategic platforms:
Runs on or is deployable to Softlayer
Strategic and technical fit with IBM Bluemix (see requirements on next slide)
Integrates with and IBM SaaS or other IBM strategic platform: IBM Watson, IBM Cloud Analytics, IBM Service Orchestrator, IBM Service Engage, IBM Pure Applications Patterns
Integrates with the IBM commerce platform:
Integrate to billing and provisioning APIs within 90 days of signing the contract
Offer a 30 day free trial (perpetual free trial if Bluemix) and one priced version of service offering 5

6. IBM Bluemix Qualification Criteria
IBM Digital
IBM Marketplace: Business Partner Overview
IBM Bluemix Qualification Criteria
Service is cloud native and dynamically provisioned in less than 10 seconds
Service has well documented public APIs available in a Github repo in a prescribed template format
Service is scalable
Service has a perpetual free tier
Service is integrated to the IBM marketplace commerce platform for billing and provisioning
Website includes English Version
User can assess technical and business value of service in less than 5 minutes
Service offers a well documented “starter kit” with example code that can be deployed and configured in less than 30 minutes
Supports SSO
More information available in Business Partner Guide under Bluemix integration 6

7. Billing and Support Invoicing and payment:
IBM Digital
IBM Marketplace: Business Partner Overview
Billing and Support
Invoicing and payment:
IBM invoices the customer and collects payment
IBM dispenses payment to partners and retains a royalty
Business Partner responsibilities:
Owns direct relationships with customers
Covers cost of delivery, including infrastructure
Provide SLAs with production level support
Transaction support:
US Credit cards used for payment transactions
Currently only Bluemix services support 15 currencies
Integrated with IBM Corporate PO system
Internationalization rollout – 2016 7

8. Flexible Pricing Options
IBM Digital
IBM Marketplace: Business Partner Overview
Flexible Pricing Options
Choose one or more pricing plans, add a free trial, and you are ready to start.
Editions: Each marketplace service can have one or more editions (or pricing plans)
One time services are charged upon checkout. Any download service (e.g., pattern, image) must be set up as a One time service.
Recurring services can be charged per day or per month. Partial day or partial month usage counts as a full day or month, respectively.
Tiered services can combine multiple one time and recurring charges.
Metered services (e.g., “$/user”) provide the most flexibility. Your service provides the usage data, and IBM Cloud marketplace performs the calculations and billing. Most common units of measurement are supported.
All business partners must offer at least one priced edition with a 30 day trial period. 8

9. Dashboard for Tracking Customer Data
IBM Digital
IBM Marketplace: Business Partner Overview
Dashboard for Tracking Customer Data
Developer dashboard provides info about products, orders, revenue, customers, billing/invoicing, and payouts
Dynamic reporting available on-line & source data available via csv downloads
Filters, drill down detail, and metrics
Customer data 9
Order data

10. IBM Marketplace Onboarding Steps
IBM Digital
IBM Marketplace: Business Partner Overview
IBM Marketplace Onboarding Steps
1. Apply
Complete and submit your application for review to sell offerings in the IBM Marketplace.
2. Qualify (1 week)
After review, a meeting will be set up to assess qualifications and fit with the IBM Partner ecosystem. Qualification for Bluemix may take more time, but can be done in parallel with steps below.
3. Integrate (4 – 6 weeks)
After receiving a welcome with next steps, you will have 90 days from the time of accepting the marketplace Ts&Cs to integrate your service to the commerce platform APIs for billing and provisioning. See Business Partner Guide for more details:
4. Promote (Ongoing)
Once published for sale in the marketplace, refer to the Business Partner Guide for ways to promote your offering:
5. Measure (Ongoing)
Keep tabs on customer usage and performance metrics through the commerce platform dashboard 10

11. To join: https://www.marketplace.ibmcloud.com/joinnow
IBM Digital
IBM Marketplace: Business Partner Overview
Join the IBM Marketplace today
To join:
Questions? 11