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00M-645 - IBM Cognos Business Intelligence Sales Mastery Test v2 - Dump Information

Vendor : IBM
Exam Code : 00M-645
Exam Name : IBM Cognos Business Intelligence Sales Mastery Test v2
Questions and Answers : 45 Q & A
Updated On : April 18, 2019
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00M-645 IBM Cognos Business Intelligence Sales Mastery Test v2

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00M-645 exam Dumps Source : IBM Cognos Business Intelligence Sales Mastery Test v2

Test Code : 00M-645
Test Name : IBM Cognos Business Intelligence Sales Mastery Test v2
Vendor Name : IBM
Q&A : 45 Real Questions

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IBM IBM Cognos Business Intelligence

IBM Cognos business Intelligence 10.2.0 Reporting on IMS | killexams.com Real Questions and Pass4sure dumps

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Overview The IBM IMS™ database stores information the use of a hierarchical model that differs from the relational databases like IBM DB2. a regular IMS database outlets the statistics using blocks called segments and every phase can include several pieces of records called fields. Most agencies have their operational databases saved in the IMS databases; now they can use IBM Cognos® to make suggested decisions over the IMS database. This IBM Redpaper™ provides assistance for drinking IMS databases throughout the IBM Cognos enterprise Intelligence device. IBM Cognos BI integration with IMS IMS is a database and transaction management device introduced with the aid of IBM in 1968. An IMS database consists of excessive-volume transactional information from distinct industry domains like

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    booklet

    Redbook: IBM Cognos enterprise Intelligence 10.2.0 Reporting on IMS Overview

    June 2016

    The IBM IMS™ database shops facts the usage of a hierarchical mannequin that differs from the relational databases like IBM DB2. a customary IMS database outlets the information the use of blocks known as segments and every phase can include a few pieces of data referred to as fields. Most agencies have their operational databases saved within the IMS databases; now they could use IBM Cognos® to make counseled decisions over the ... [Show full abstract] IMS database. This IBM Redpaper™ offers assistance for drinking IMS databases during the IBM Cognos business Intelligence tool. IBM Cognos BI integration with IMS IMS is a database and transaction administration equipment added by IBM in 1968. An IMS database incorporates high-quantity transactional statistics from distinct trade domains like banking, read greater

    conference Paper

    Full-textual content available

    application of enterprise intelligence solutions from microsoft and IBM on manufacturing facts

    January 2016

    This paper describes the design, assessment and assessment of two application options from enterprise intelligence class for the aim of enhancing document technique within the one of the crucial greatest European metal companies. Industrial organizations very regularly use historical information device, that have been made decades in the past. management chooses business intelligence solutions and our task was to set up web portals ... [Show full abstract] and create reports which should be the most corresponding to precise reports. during this paper we used business intelligence tools in visible studio from Microsoft and Cognos from IBM. complete procedure of introduction new dynamic ad-hoc stories and predefined static studies in verified options changed into compared with latest situation, the place worker's use historic assistance system. These conclusions finished during our work have been beneficial for enterprise, in view that they may see how upgrade to newer technologies can have an effect on their reporting method. View full-text

    convention Paper

    Full-textual content available

    regulation-based Dimensional Modeling for Regulatory Intelligence

    July 2013

    rules are a source of evolving necessities for items and companies. As regulatory institutions shift against influence-based laws, they increasingly adopt legislations performance modeling, on the groundwork of regulatory intelligence. in this context, performance modeling refers back to the measuring of crucial business facets in a coordinated method and the use of these measurements ... [Show full abstract] for enhanced decision making. due to the fact that that in lots of instances regulatory texts already exist, it is critical to construct a efficiency model in keeping with current rules that could be nevertheless prescriptive in place of outcomes-based mostly. The manner of turning the underlying textual legislation into a proper performance mannequin that can be assessed with the aid of enterprise Intelligence (BI) tools is advanced due to organizational, cultural, and technological explanations. in this paper, we latest a technique from a technical viewpoint that enables regulatory institutions to rationale about regulations and compliance with rules as new dimensions. We reveal the methodology using site visitors legislations as an example rules, jUCMNav for performance modeling, and IBM Cognos for BI reporting. View full-text discover greater

    remaining updated: 08 Jan 2019

    you could request the whole-textual content of this booklet at once from the authors on ResearchGate.

    Request full-textual content

    IBM Launches IBM Cognos categorical | killexams.com Real Questions and Pass4sure dumps

    As a part of IBM’s ongoing funding in business analytics, IBM currently launched IBM Cognos express, an all-in-one business intelligence and planning answer specifically developed and priced for midsized shoppers. Deployed in barely a be counted of hours, the new answer offers consumers a low-budget and low-chance, integrated strategy to planning, analyzing and reporting performance, making a choice on trends and in the end assisting them make smarter company decisions. A recent IBM international CIO look at discovered that 83% of midmarket executives ranked “company intelligence and analytics” as their appropriate precedence for improving competitiveness.  confronted with limited budgets and overstretched IT materials, midsized groups are looking for faster and more good value analytics solutions that can aid them cope with suggestions overload and make actionable insights into smarter choices. the new IBM Cognos categorical answer provides pre-configured business intelligence and planning capabilities in a single providing, enabling midmarket executives to immediately launch their enterprise analytics strategy and then evolve it as their wants develop. The solution comfortably plugs into a firm’s latest infrastructure and may be up and running in precisely just a few hours. New capabilities can then be introduced over time as business necessities trade. the new answer additionally presents a centralized, web-based mostly console that manages all administrative facets of installing, deployment and ongoing administration, minimizing the need for any IT workforce counsel. “Midsized agencies are the engines in an effort to lead the global economy back to growth and prosperity. Even in today’s unsettled panorama, midsized agencies are striving to stronger harness their advice with a purpose to proceed to innovate and grow,” pointed out Ben Plummer, Director of IBM Cognos midmarket company unit. "we're committed to assisting our midmarket shoppers harness the power of analytics with immediate, less-expensive access to the company insights, with predictive competencies they deserve to make stronger, sharper, timelier choices.”

    This BeyeNETWORK news merchandise contains tips from a fresh press unencumber via the company outlined.


    IBM sends Cognos, SPSS to the cloud | killexams.com Real Questions and Pass4sure dumps

    Two of IBM’s most customary evaluation products, the Cognos business Intelligence and the SPSS predictive analytics package, are headed for the cloud, the newest in an ongoing push through IBM to port its substantial software portfolio to the cloud.

    getting access to such a software from a hosted atmosphere, rather than buying the package outright, provides a couple of benefits to shoppers.

    “We manage the infrastructure, and this lets you scale greater effortlessly and get started with less upfront funding,” stated Eric Sall, IBM vp of international analytics advertising.

    IBM announced these additions to its cloud capabilities, as well as a number of new offerings, at its insight consumer conference for records analytics, held this week in Las Vegas.

    through 2016, 25 percent of latest enterprise evaluation deployments could be done within the cloud, based on Gartner.

    Analytics might assist corporations in many techniques, in accordance with IBM. It could supply additional insight within the deciding to buy habits of shoppers, in addition to perception into how neatly its personal operations are performing. It might assist take care of methods from attacks and makes an attempt at fraud, in addition to assure that company departments are assembly compliance requirements.

    the brand new on-line version of Cognos, IBM Cognos business Intelligence on Cloud, can at present be verified in a preview mode. IBM plans to offer Cognos as a full business service early next 12 months. users can run Cognos against records they retain within the IBM cloud, or towards information they keep on premises.

    A full industrial version of the online IBM SPSS Modeler should be accessible within 30 days. This package will consist of the entire SPSS add-ons for facts based predictive modeling, equivalent to a modeler server, analytics choice administration software and a records server.

    prior this year, IBM pledged to present much of its utility portfolio as cloud capabilities, many through its Bluemix set of platform features.

    moreover Cognos and SPSS, IBM also unveiled a number of new and updated choices on the conference.

    One new carrier, DataWorks, gives a number of strategies for refining and cleansing records so it is competent for evaluation. The enterprise has launched a cloud-based mostly records warehousing carrier, called dashDB. a new Watson-based carrier, referred to as Watson Explorer, provides a way for clients to ask natural language questions on diverse sets of internal data.

    To touch upon this text and other PCWorld content material, seek advice from our fb web page or our Twitter feed.

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    IBM Cognos Business Intelligence Sales Mastery Test v2

    Pass 4 sure 00M-645 dumps | Killexams.com 00M-645 real questions | [HOSTED-SITE]

    IBM Certification Guide: Overview and Career Paths | killexams.com real questions and Pass4sure dumps

    The International Business Machines Corporation, better known simply as IBM, is a world leader in IT products and services. It covers IT comprehensively, encompassing enterprise applications, middleware and operating systems, computing systems, storage, cloud computing, and business analytics.

    IBM became known as Big Blue, most likely because of the color of its mainframes in the late 1960s. Some of IBM's best-known product brands include B2, Lotus, Tivoli and WebSphere. Today, the company is making its name known with Watson, IBM's cognitive technology.

    IBM certification program overview

    A company as large, widely followed and revered as IBM is bound to have a well-developed certification program, and indeed it does. The IBM Professional Certification Program boasts almost 300 credentials.

    In the past, IBM classified its certifications according to software, hardware, IBM PureSystems, solutions and "other." While individual certifications may still fall into those general categories, certification classifications have been revamped to more closely align with the company's product portfolio. IBM currently classifies its certifications across 11 main categories:

  • Analytics
  • Cloud
  • Cognitive Solutions
  • Commerce
  • Global Financing
  • Global Technology Services
  • Security
  • Systems
  • Watson
  • Watson Health
  • Watson Internet of Things
  • Certifications are aimed at IT professionals who implement, support or sell IBM products at the Associate, Professional and Advanced Professional (including Expert) tiers. Most certifications can be achieved by passing one or two exams focused on a specific IBM application, system or service, although some expert-level certs require up to five exams.

    IBM exams and retake policy

    IBM certification exams are delivered through Pearson VUE testing centers. An exam may last 60 to 150 minutes, include anywhere from 22 to 97 questions, and cost $100 to $200. Exam details vary greatly across certifications, so we provide only high/low information here, and exam prices may change as of the first day of any calendar year. Exam prices also vary by geography, so candidates need to check prices for their localities.

    A candidate who fails an exam the first time may retake it as soon as possible but must wait 30 days before making subsequent attempts. To help defray costs, IBM occasionally offers a Take It Again promotion in which candidates can retake an exam for free if they fail the first attempt. IBM has also been known to offer exams for free at events such as InterConnect 2017. Seating is frequently limited, so interested professionals should check out event offerings and register early.

    IBM makes navigating certification easy with webpages dedicated to its certification process, along with one-stop shopping for test information (exam name and number, associated certification, number of questions, exam length, passing score requirements, plus links to the individual exam page) and easy-to-find exam pricing.

    The following sections provide a high-level view of IBM certifications in each of the main categories.

    IBM Analytics

    Featuring more than 100 certifications, IBM Analytics is IBM's largest certification category, reflecting the growing industry use of analytics and IBM's leadership in this area. Analytics certifications are designed for professionals working with IBM solutions for performance management and business intelligence.

    IBM offers Analytics certifications in four areas: Cloud Content Services, Cognos Analytics, Collaboration Solutions and Social Business, and Platform Analytics. While there is some overlap among products, each concentration area features credentials in different portions of the IBM Analytics product portfolio:

  • Analytics Cloud Content Services: Includes credentials for Content Manager onDemand, Datacap (Datacap Taskmaster Capture), Enterprise Records, FileNet (Business Process Manager and Content Manager), Case Manager, Content Collector, Content Navigator and Case Foundation
  • Cognos Analytics: Focused entirely on Cognos-related credentials, including Cognos TM1, Cognos TM1 Data Analysis, Risk Information Governance for BI, Cognos BI, BI Reports and Multidimensional Reports, BI Data Warehouse, BI Metadata Models, BI OLAP Models, BI Scorecards, and BI Controller
  • Analytic Platform: Includes credentials for DB2, Cognos, PureData System, Informix, SPSS, InfoSphere, Big Data and Apache Spark
  • IBM Collaboration Solutions and Social Business: Credentials focus on social business solutions such as Lotus Notes and Domino, Connections and Connections Cloud, Sametime, Social Business, OpenSocial, and SmartCloud Notes Hybrid
  • IBM offers Analytics credentials from entry level to expert.

    IBM Cloud

    Formerly IBM Cloud and Mobility, the IBM Cloud certification portfolio has grown exponentially and now offers more than 70 certifications, making it IBM's second largest certification portfolio. IBM Cloud credentials focus on six primary areas:

  • Cloud Integration – Application Platform: Includes credentials for Business Process Manager, WebSphere Application Server, Worklight Foundation, PureApplication System and WebSphere Application Server Network Deployment products
  • Cloud Integration – Dev Ops: Credentials focus on Rational, SmartCloud, Tivoli, Service Management, Control Desk and Workload Automation products
  • Cloud Integration – Hybrid Integration: Provides credentials for IBM Service Management Asset Management, CICS Transaction Server, API Management, MQ, Integration Bus, WebSphere, DataPower Gateway, API Connect and WebSphere DataPower SOA Appliances Firmware
  • Cloud Integration – Process Transformation: Includes credentials for WebSphere Business Modeler, Business Process Manager, Blueworks Live, Operational Decision Manager, and IBM BPM using Process Designer product families
  • Cloud Platform: Credentials in this category target Cloud Platform and SoftLayer.
  • Cloud Solutions: Includes credentials for Cloud Reference Architecture and Cloud Platform Solution
  • This portfolio features credentials for developers, administrators and solution architects.

    IBM Cognitive Solutions

    IBM Cognitive Solutions certifications focus mainly on the Cognos, OpenPages and Algo One products. Where Cognos is geared toward business intelligence, analytics and financial strategy management, OpenPages facilitates governance, risk and compliance management. Algo One is a tool used for analyzing risk factors and models. IBM's Cognitive Solutions certifications are available at the administrator, associate and advanced developer, solution designer, and specialist levels.

    IBM Commerce

    IBM Commerce certifications are all about the customer, and how professionals working with IBM technology can help the customer conduct and grow its business. Commerce certs come in three flavors: engaging the customer, partner and supplier relationships, and digital commerce. These certs cover a wide swath of credential roles, including business analysts, solution designers, system administrators, application developers, and deployment and implementation professionals.

    The Customer Engagement category features credentials that focus on maximizing the customer product experience for WebSphere Commerce, Digital Analytics, Tealeaf, Marketing Operations, Sterling (Configuration, Order Management), Campaign and Interact.

    Partner and Supplier Engagement certifications focus on professionals managing partner and supplier relationships. Products featured include Sterling Connect Direct, WebSphere Transformation Extender, Emptoris Contract Management and Sterling B2B Integrator.

    Digital Experience credentials target professionals charged with enhancing the customer's digital experience and focus on WebSphere Portal, Web Content Manager, Digital Experience, Forms, Forms Experience Builder and Web Experience Factory.

    IBM Global Financing

    IBM offers a single Global Financing credential, the IBM Global Financing Sales Master Specialist Professional certification. A single exam is required to earn the credential.

    IBM Global Technology Services

    IBM Global Technology Services is promoted as the IBM group that builds and manages "the backbone that powers the era of enterprise hybrid IT." Simply put, GTS is all about services (both outsourced and managed services) for Watson, hardware, software and general technical support.

    IBM offers a single cert in this category: the IBM Certified Specialist – IBM U.S. Technical Support Services V2. This certification is only available in the U.S. and is geared toward business partners who provide Level 1 or 2 technical support. Candidates must pass a single exam to earn the credential.

    IBM Security

    In today's cognitive era, IT infrastructure security is essential to ensuing IT services are not only predictable but compliant and secure as well. An individual with an IBM Security certification has proven skills in designing, implementing, configuring, testing and/or supporting specific IBM security products. Many IBM Security certifications target professionals who process and analyze specialized data geared toward law enforcement, government agencies and municipalities (utility-related).

    IBM security products include IBM Security Guardium, Security QRadar, i2 Analysts Notebook, Security SiteProtector, Endpoint Manager, MobileFirst Protect and many others. The IBM Security certification portfolio offers IT professionals 32 different options to hone and validate their security skills.

    Depending on the certification, available credentials include administrator and associate administrator, analyst and associate analyst, associate, deployment professional, integration professional, solution advisor, security intelligence, and specialist. Deployment professional certs make up approximately one-third of the available security credentials (11 total).

    IBM Systems

    IBM currently offers 29 different IBM Systems certifications aimed at users, advanced users, implementers and sellers. IBM Systems certs fall into five categories:

  • Power Systems: IBM offers five Power Systems certs. The three Sales credentials include certified sales specialist and technical sales specialist for professionals working with solutions for Power Systems with POWER8. Two certified system administrator credentials focus on either AIX or IBM i. Candidates for any of the IBM certified system administrator certifications should have two or more years of experience working with Power Systems server running AIX 7 or IBM i 7.1/7.2, and are required to pass a single exam.
  • Storage Software: There are nine different Storage Software certs, six of them targeting Spectrum products (Storage Management, Cloud, Protect, Scale, Computing and Storage Family Solutions). The three remaining certs focus on Tivoli Storage Manager and Cloud Object Storage. Candidates may earn administrator, deployment professional or solution advisor credentials.
  • Storage Systems: There are nine certified specialist credentials in this category, with solutions targeting midrange and enterprise storage systems, as well as flash technical solutions, XIV storage systems and high-end tape technical solutions.
  • z Systems: IBM offers four certified specialist credentials for z Systems. Two are focused on sales, while two target technical support for z Systems.
  • Other: This category encompasses certs for systems that don't readily meet the criteria for the other areas. There are two credentials in this category: Certified Database Administrator – IMS and Certified System Programmer – IMS.
  • IBM Watson

    You may remember the now-famous bout where IBM's Watson supercomputer won the "Jeopardy" game show challenge, ushering in a new era in cognitive computing, big data and analytics. Since that time, IBM kick-started the IBM Watson Group with a healthy $1 billion in startup funding. Today, IBM Watson is rapidly becoming an industry leader for technology platforms that leverage the power of natural language and machine learning.

    Eighteen IBM Watson certs are available. Seven certifications focus on Maximo Asset Management solutions, while the remaining certs are divided between TRIRIGA, Collaborative Lifecycle Management, Rhapsody, Predictive Maintenance and Quality, and Rational. Available credentials include associate, consultant, solutions (specialist, expert and advisor), deployment (infrastructure and advanced) and application developer.

    IBM Watson Health

    A brainchild of The Watson Group, Watson Health is one of the newest rising stars at IBM. Watson Health boasts numerous partnerships with healthcare industry leaders.

    There are currently two Watson Health certs available: IBM Certified Application Developer – Curam V604 and IBM Certified Associate Business Process Analyst – Curam V605. The Certified Application Developer – Curam is an intermediate credential that targets Java professionals who also work as Curam developers. The Associate Business Process Analyst – Curam is an entry-level credential for testers, business analysts or consultants seeking to establish foundation-level Curam skills or implement Curam projects. A single test is required for each certification. Note: IBM Business Partner candidates who've purchased a Value Package qualify for IBM's You Pass, We Pay (YPWP) Program. Under the YPWP program, candidates are reimbursed for exams and some preparatory courses.

    IBM Watson: Internet of Things

    The internet of things, or IoT, is certainly changing the way we connect, interact and conduct business. The IBM Watson: Internet of Things portfolio is a new addition to the IBM family. Like IBM Watson certs, the IBM IoT certs focus primarily on Maximo Asset Management, Rational and TRIRIGA products. Credentials include specialists, associates, deployment professionals and more.

    Related jobs, careers and training resources

    You'll find IBM-certified professionals employed in a variety of job roles that span all industry sectors. A simple job search for "IBM professionals" on Simply Hired turned up more than 40,000 job postings. For example, we found these postings:

  • A major telecom company looking for a senior data scientist experienced in building predictive modeling tools, including IBM SPSS
  • A company in Illinois seeking a certified WebSphere system administrator
  • An Arizona-based solution team with an opening for an experienced IBM sales and marketing account executive
  • A New Jersey healthcare company seeking a systems analyst
  • Other common job roles included developers, business analysts, technical solution engineers, platform support engineers and integration leads. Career choices are limited only by your personal interests and aspirations.

    IBM maintains a list of training resources for each exam on the individual exam webpage. Here, candidates will find test objectives, sample exams and assessment tests, as well as links to more formal training and other resources. Additional training materials, including books and e-books, may be purchased from the IBM Professional Certification Marketplace. On the IBM Training and Skills webpage, candidates will find links to blogs, articles, learning opportunities, events, Redbooks and PartnerWorld.


    PLM Software for IBM Cognos offers 360° version control. | killexams.com real questions and Pass4sure dumps

    Press Release Summary:

    Available via Enterprise, Lite, and Air (SaaS via the Amazon® EC2 Cloud) licensing options, MotioCI v2.0 provides 360° Version Control for all BI assets within IBM Cognos® ecosystem. Complete life-cycle management product addresses all issues associated with governance, risk management, and compliance in Cognos environments. Along with Studio integration, features include seamless version control, unique labeling and tagging, and integration with third party defect tracking systems.

    Original Press Release: Motio Unveils Groundbreaking New Release of MotioCI - Highlights Include Studio Integration, 360 Degree Version Control and Massive Visual Improvements

    DALLAS -- Motio, Inc. is announcing the launch of version 2.0 of the market leading MotioCI product suite, available for immediate release in three license options : Enterprise, Lite & Air (SaaS via the Amazon® EC2 Cloud).

    Motio has once again delivered innovations which empower BI development teams, administrators and managers in any size of IBM Cognos® BI deployment to work more efficiently than ever before.

    MotioCI's product manager, Roger Moore, responded to the needs of the Cognos community by focusing this release on providing 360 degree Version Control for all BI assets within the IBM Cognos ecosystem. MotioCI 2.0 is now the only complete life-cycle management product on the market that addresses all the issues associated with Governance, Risk Management & Compliance in Cognos environments. The upgraded promotion features and full coverage version control together with unparalleled and seamless Studio integration leave no room for error regarding BI deployment, traceability or recovery.

    "We leveraged everything we heard from our clients and the market and created a game changing new release for Cognos customers that are serious about governance and risk management in BI services. We took a great product that already has an easily provable ROI, extended the feature set, integrated it to 3rd party defect tracking systems and at the same time streamlined the user experience," says Motio, Inc. Chief Technology Officer Lance Hankins.

    New features of MotioCI 2.0 include:

    -- Seamless Version Control for all properties on any type of Object in the Content Store.-- Version Control of IBM Cognos® Framework Manager models.-- Unique labeling and tagging that lets BI authors and managers create & promote reproducible baselines.-- Studio Integration and exclusive locking.-- Integration with Third Party Defect Tracking Systems (e.g. JIRA®, HP Quality Center® and others) .-- Massive user-interface improvements.

    "We are excited about upgrading to MotioCI 2.0. This is a major milestone. It's clear that Motio listened to their customers when looking at this impressive new release. They've made a solid product even better," said John Boyer, Advisory Team Lead, BI Center of Excellence, Nielsen.

    About Motio

    Motio, Inc. is the recognized leader in value-added functionality for the IBM Cognos® Business Intelligence software. Motio's range of products monitor, automate, and customize the operational performance of BI implementations, embedding emerging best practices and empowering BI Competency Centers to enhance overall system performance and maximize quality. As an IBM Cognos® Partner, Motio has helped hundreds of IBM Cognos® customers meet the increasing demands for business intelligence and effectively compete in the quickly maturing BI market. For more information about Motio, please visit us at www.motio.com.

    CONTACT: Gavin Steiner of Motio, Inc., +1-214-302-7486, marketing@motio.com

    Related Thomas Industry Update Thomas For Industry

    Certify Or Die: IBM Unveils Software 'Controlled Distribution' Plan | killexams.com real questions and Pass4sure dumps

    software

    Wednesday IBM informed the approximately 100,000 solution providers that sell IBM software that it is switching from an uncontrolled distribution plan, under which solution providers were free to resell the company's software products after doing little more than registering as an IBM partner, to a controlled distribution plan with the new certification requirements.

    The change applies across all of IBM's software product lines, including WebSphere, Tivoli, Information Management, Lotus and Rational.

    IBM channel executives said the move, which it's calling the "Growth Through Skills" initiative, is designed to ensure that channel partners have the skills to add value to the services they are providing customers and not simply moving products. They even presented it as an opportunity for channel partners to discover just what skills they have and take steps to upgrade them.

    "We're now going to ask our partners to show us they are qualified from a technical and sales perspective to sell IBM software," said Shaun Jones, vice president of worldwide channel and general business marketing, in the IBM Software Group. "It's a great test of any partner's value system," he said in a phone interview.

    Jones expects "the vast majority"of software channel partners to meet the certification requirements. "I think those who are providing value will do very well."

    But Jones and other IBM executives acknowledged that not everyone would make the cut. Some resellers that lack the skills necessary to meet the certification requirements would simply decide it's not worth the investment to try, Jones predicted. IBM executives wouldn't speculate how many of its 100,000 software channel partners would or would not achieve the needed certifications.

    Under the current uncontrolled distribution model, IBM has no way of evaluating a channel partner's technical and sales skill levels. The company has offered certification for solution providers. "But has it ever been mandatory? No," said Salvatore Patalano, vice president of business partner program sales in the IBM Software Group. He said the current situation is like a dance hall where anyone can enter after providing a name and address. "Now they've got to prove to us they can dance."

    At least one partner, San Diego-based solution provider Dataskill, is applauding the IBM initiative.

    "This program will ensure that the right skills are used in the sales process and on the technical side to make sure a solution is deployed properly," said Dave Kemper, a managing partner at Dataskill, in a phone interview. He said some resellers simply push IBM software as a commodity with little or no value-add or do a poor job in recommending solutions to their customers.

    IBM has been selling some of its acquired software products, such as the FileNet content management system and Cognos business intelligence applications, under a controlled distribution plan known as "Software ValueNet." But most of IBM's hundreds of software products have been sold on an uncontrolled basis, IBM Software Group's Patalano said.

    Under the controlled distribution plan, IBM is creating 14 product groups, such as WebSphere commerce, Lotus portal software and Tivoli security and compliance management. To sell products from any one of those product groups, solution providers must have at least two technical employees certified by IBM to work with those products and at least one sales representative that has passed IBM's "sales mastery" test for the products.

    Another way for channel partners to make the grade to continue selling IBM software is to become a certified member of IBM's Value Advantage Plus (VAP) program. VAP program members build solutions that incorporate IBM middleware and are certified by IBM. Last month, IBM expanded the VAP program in an effort to increase sales to midmarket customers.

    The controlled distribution plan is IBM's latest effort to get its channel partners to add more value to IBM products, such as through consulting services, rather than simply reselling IBM products. Earlier this month, IBM launched an initiative to provide training, marketing and sales assistance to help partners expand their consulting services offerings.

    IBM is setting a deadline of October for channel partners to meet the new certification requirements. The company has developed what it calls the "Partner Readiness Tool," which it's using to assess the skills of software channel partners and provide resellers with a report. IBM is also developing a plan to expand education and training to help partners meet the certification requirements.

    Patalano also said IBM is not making any changes in the margins or other financial incentives it offers software resellers.

    Kemper said Dataskill sells software from 10 of the 14 product groups and after conducting an in-house review has concluded that it already meets the certification requirements for five of those groups. The company is now considering where it can train existing employees to raise its skill levels and how much it needs to hire from outside.

    "We actually have a hiring plan related to this [IBM] initiative," Kemper said, adding that Dataskill may increase its headcount in technical areas by 30 percent and in sales by as much as 50 percent. But he was quick to add that the company is hiring to meet an opportunity, not because it feels pressured by IBM.

    IBM has created a page on its PartnerWorld Web site with more information on the program at http://www-200.ibm.com/partnerworld/pwhome.nsf/weblook/pat_sw_growthroughskills.html.

    Along with the three previously mentioned product groups, the other software groups resellers will be certified in are WebSphere SOA Foundation, WebSphere Connectivity, WebSphere Business Process Management, WebSphere SOA Appliances, WebSphere Enterprise Solutions, Tivoli Storage Resource and Infrastructure Management, Tivoli Automation, Tivoli Enterprise Asset Management, Information Management, Enterprise Content Management, Information Management Data Management and Rational Software.



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