selling ibm solutions new ibm initiatives to drive ibm hardware and software sales - together!

© 2012 IBM Corporation

Selling IBM Solutions

New IBM Initiatives to Drive IBM Hardware and Software Sales - Together!

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IBM Solution Accelerator Incentiveaka “Blue on Blue” prior to announcement

IBM Solution Accelerator Incentiveaka “Blue on Blue” prior to announcement


Are You Maximizing Your Deals to Benefit the Customer AND You?

Are You Maximizing the Opportunity?

Are You Maximizing Your Margin?

Are You Offering the Best Deal to the Customer by Bundling the HW, SW, Services and Financing?

How Much Are You Losing By NOT Clothing Your Deals?

What If You Were Able to Clothe Even 20% or More Of Your Deals?


IBM Solution Accelerator Incentive

Base Incentive:

IBM eligible HW + IBM eligible SW

Incremental rebate:

– 5 points on HW

– 15 points on SW

Bonus Incentive:

•Rebate for selling pre-defined solution

•Additional 10 points on SW solution

•Teaming allowed

Access eligible HW, SW, and Solutions: www.ibm.com/partnerworld/solutionaccelerator

CLIENT

BP HW BP SW

DISTRIBUTOR(S)

5%10%

18%

5%8%

20%

18%

5%

15%

20%

18%

0%

10%

20%

30%

40%

50%

60%

I&A GB LE GBMM

* Note: Plus 4% on HW

BP Sample Software Incentive Stack

SAI SW Base + Bonus*

SVI Incentive

GB Incentive

SW Base


IBM Solution Accelerator – HW Pipeline ReviewIBM Solution Accelerator – HW Pipeline Review

Review HW Pipeline for Eligible Products (Click here for Product Eligibility List)

If eligible, are there any SW Opportunities associated with the HW? Check the eligible SW List (click here) .

YES Check PPA Eligibility for Customer (Govt, ELA, I and J are not eligible) Must Order via PPA (not AAS for products that may be ordered either way) Check Sizing to Maximize Incentive (ie. HW / SW 30% minimum) Is There an Opportunity to Upsell for the Bonus Solution Incentive? (eg.

TPC or Flash Copy Mgr for Storage?)

NO Is the customer waiting to order after they get the HW? ORDER now or

within 15 days of 1st PO for a better deal. See Clothing Questions to Probe for SW Opportunities.

Review HW Pipeline for Eligible Products (Click here for Product Eligibility List)

If eligible, are there any SW Opportunities associated with the HW? Check the eligible SW List (click here) .

YES Check PPA Eligibility for Customer (Govt, ELA, I and J are not eligible) Must Order via PPA (not AAS for products that may be ordered either way) Check Sizing to Maximize Incentive (ie. HW / SW 30% minimum) Is There an Opportunity to Upsell for the Bonus Solution Incentive? (eg.

TPC or Flash Copy Mgr for Storage?)

NO Is the customer waiting to order after they get the HW? ORDER now or

within 15 days of 1st PO for a better deal. See Clothing Questions to Probe for SW Opportunities.

Suggested Actions:Suggested Actions:


IBM Solution Accelerator – SW Pipeline ReviewIBM Solution Accelerator – SW Pipeline Review

Review SW Pipeline with No HW

If eligible, are there any HW Opportunities associated with the SW? Check the eligible HW List (click here) .

YES Check PPA Eligibility for Customer (Govt, ELA, I and J are not eligible) Must Order via PPA (not AAS) Check Sizing to Maximize Incentive (ie. HW / SW 30% minimum) Is There an Opportunity to Upsell for the Bonus Solution Incentive?

(eg. TPC or Flash Copy Mgr for Storage?)

NO Can you package a better deal with the IBM Solution Accelerator? Is it a competitive HW opportunity? (Call in the competitive team to

assist.) See Clothing Questions to Probe for SW Opportunities.

Review SW Pipeline with No HW

If eligible, are there any HW Opportunities associated with the SW? Check the eligible HW List (click here) .

YES Check PPA Eligibility for Customer (Govt, ELA, I and J are not eligible) Must Order via PPA (not AAS) Check Sizing to Maximize Incentive (ie. HW / SW 30% minimum) Is There an Opportunity to Upsell for the Bonus Solution Incentive?

(eg. TPC or Flash Copy Mgr for Storage?)

NO Can you package a better deal with the IBM Solution Accelerator? Is it a competitive HW opportunity? (Call in the competitive team to

assist.) See Clothing Questions to Probe for SW Opportunities.

Suggested Actions:Suggested Actions:

© 2012 IBM Corporation6 IBM Confidential

Solution Accelerator: How does it work?

Single BP/ Single Dist.

IBM

BPHW+SW

Client

VADHW+SW

VAD submits claim, gets rebate VAD/BP share as they agree

Single BP/ Two Dist.s

VADSWG

Dist. HW

Client

BPHW+SW

IBM

SWG VAD submits claim, each VAD gets rebate

VADs/BP share as they agree

BPHW

BPSW

Client

IBM

VADHW+SW

VAD submits claim, gets rebate VAD/BPs share as they agree

BPHW

BPSW

Client

SWG VAD submits claim, each VAD gets rebate

VADs/BPs share as they agree

VADSWG

Dist.HW

IBM

Two BPs/ Single Dist. Two BPs/ Two Dist.s

BP teaming only allowed on Solution Bundles Claims

Participation Options for IBM Distributors and IBM Business Partners:

Terms: VAD: IBM Value Added DistributorBP: IBM Business Partner

Teaming allowed on Solution Claims only


Sample Clothing Questions


Generic SW Clothing Questions

How do you plan to manage the solution's HW, including its infrastructure and security?

If your solution connects to the Web, how will you introduce and manage the Web content?

Does your solution collaborate with other SW applications? If so, how will it integrate?

Does your solution involve employees teaming and collaborating? Do they need to do so electronically, or would your company profit if they did?

If your solution involves a SW application developed inhouse, do you have tools to manage this development?

Customers buy hardware to run specific applications

Customers don’t always ask for everything they need

IBM provides middleware applications that make customer purchased apps better

IBM SW can greatly mitigate the risk of many solution deployments

Customers buy hardware to run specific applications

Customers don’t always ask for everything they need

IBM provides middleware applications that make customer purchased apps better

IBM SW can greatly mitigate the risk of many solution deployments


Questions to ask … For Tivoli Storage Mgr Opportunities – Clothe w/ Storage HW

What storage will they be using for the TSM backup repository?

How full is their production storage? When do they anticipate needing more?

How fast is their production storage growing? Are they concerned about it?

Is the production storage performance or flexibility limiting their ability to grow existing workloads or deploy new ones?

Is it a competitive HW opportunity? (Call in the competitive team to help.)

Can the BP package a better deal with the IBM Solution Accelerator?


Questions to ask … For Storage Opportunities – Clothe w/ TSM

Do you need to backup to a DR site, to provide recovery for primary site failure?

Are you able to fully meet your backup windows?

Do recoveries take a long time because your tapes go offsite?

Do recoveries fail because of media problems?

Do you want to simplify your backup tool set?

Are important documents/files being missed from backup schedules?

Are backups impacting your applications?

Are you concerned that lost backup media may expose important information to an outside party?

Are lack of staff skills/resources impacting your recovery capability?

Do you have pressure from users for quick individual item restores?

Would you like to centralize / optimize your restore capability?

Is your current backup product not performing due to data growth?


Questions for HW Team – HW clothing by brand

System X– What is the OS that will be run?• Is there a preference?

– What SW is being used to manage the system (CA, HP, Tivoli, MS, other)

– Is there a DB that will be used on the machine (Oracle, Informix, DB/2, Sybase, Other)

– Will this machine (blade) be used as an application server (BEA, WebSphere, Oracle, Other)

– Will this machine be used as an email or collaboration server (Exchange, Domino, Novell, other)

– Will there be a main application run on this system (Peoplesoft, SAP, Siebel, Oracle, Home Grown, other)

– Will this machine be used in production or for development (if production flow to other questions)

• If for development – What tools will be used to write the software?

Power Systems

– What is the OS that will be run?• Is there a preference?

– What SW is being used to manage the system (CA, HP, Tivoli, BMC, other)?

– Is there a DB that will be used on the machine (Oracle, Informix, DB/2, Sybase, Other)?

– Will this machine be used as an application server (BEA, WebSphere, Oracle, Other)?

– Will this machine be used as an email or collaboration server (Exchange, Domino, Novell, other)?

– Will there be a main application run on this system (Peoplesoft, SAP, Siebel, etc)?

– Will this machine be used in production or for development (if production flow to other questions)?

• If for development – What tools will be used to write the software?


Questions for HW Team – HW clothing by brand

Power I

– What other OS’s might be run? Is there a preference?

– What SW is being used to manage the system (CA, HP, Tivoli, other)?

– Will this machine be used as an application server?

– Will this machine be used as an email or collaboration server (Domino, other)?

– What will be the dominant application run on this system?

– Will this machine be used in production or for development?


Questions for SW Team – SW clothing by brand

Tivoli

– What is the OS/HW platform that the management software will run?

– How many machines will be needed to provide the management infrastructure?

– Is the customer looking to upgrade HW that the software will run?

• Will new hardware be purchased?

– Is the customer looking to consolidate systems used in the management infrastructure?

WebSphere

– What is the OS/HW platform that the app servers, transaction servers and/or webservers will run?

– How many machines will be needed to provide the necessary capacity?



– Is the customer looking to consolidate systems used in the app/web/trans server infrastructure?



Lotus

– What is the OS/HW platform that the collaboration software will run?

– How many machines will be needed to provide the collaboration infrastructure?



– Is the customer looking to consolidate systems used in the collaboration infrastructure?

IM

– What is the OS/HW platform that the database server will run on?

– How many machines will be needed to provide the necessary capacity?



– Is the customer looking to consolidate systems used to run the database infrastructure?



Rational

– What is the OS/HW platform that the management software will run?

– How many machines will be needed to provide the development infrastructure?

– How big will the production infrastructure be?

IBM Worldwide Channels

IBM Confidential

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2Q SWG Channel Sales and Mktg Plays - Products/solutions may qualify for SAI- Cross/up sell opportunities may qualify for SAI

Business Need IBM Software Capability SAI Sales Play

Data Warehouse and Analytics - Gaining Insights into Your Business

Database Management & Tools

Information Integration - Deliver Trusted Information

Data Warehousing IBM Smart Analytics Systems 5710 for the Midmarket

Financial Statement Reporting

Business Intelligence Led Business Analytics

Business Analytics for MidMarket

IBM Sterling MFT FTP Remediation

IBM Cloud File Transfer

Use Benchmarking as a Competitive Advantage for Web Analytics

Web Experience Gets Social

Social Business in the Cloud

SoLoMo (Social, Local, Mobile) Collaboration

Accelerate your Social Business Agenda

Collaborative Application Lifecycle Management

Application Lifecycle Management: Build better software faster through collaboration across teams, roles, platforms and geographies

Compilers and Modernization Power your Innovation with RDPower, Compilers and HATS

Quality Lifecycle Management Better Quality at Lower Cost

Complex and Embedded SystemsComplex and Embedded Systems: Build better software faster through collaboration across teams, roles, supply chains and geographies

Business Service ManagementDrive Successful Business Outcomes with Tivoli Application Performance Management

Storage Management Instant Opportunity! - Tap into the success of TSM Suite for Unified Recovery

Asset Management Smarter Way to Manage Real Estate and Facilities Assets

Business Process Management Turn Complexity into Opportunity with Affordable BPM from IBM

Reduce Costs & Accelerate Integration across organizations of all sizes with WebSphere MQ & WebSphere Message Broker ExpressDataPower for SOA Maturity

Application Infrastructure Expand the Reach & Value of your Customer's Applications with WebSphere

Security Intelligence, Analytics & Compliance

Optimizing Identity & Access Management

Address Emerging Threats - All Life cycle Stages

Manage security, risk, and compliance

Social Collaboration

Drive Business Integration and Optimization

Connectivity & Integration

Security Intelligence

Connect and Collaborate

Optimize the Impact of Business Infrastructures and Services

Enable Product and Service Innovation

Business Analytics

Industry Solutions

Turning Information into Insights

Data Management

selling ibm solutions new ibm initiatives to drive ibm hardware and software sales - together!

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