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© 2012 IBM Corporation
Selling IBM Solutions
New IBM Initiatives to Drive IBM Hardware and Software Sales - Together!
1
IBM Solution Accelerator Incentiveaka “Blue on Blue” prior to announcement
IBM Solution Accelerator Incentiveaka “Blue on Blue” prior to announcement
© 2012 IBM Corporation
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?
© 2012 IBM Corporation
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
© 2012 IBM Corporation
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:
© 2012 IBM Corporation
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
© 2012 IBM Corporation
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
© 2012 IBM Corporation
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?
© 2012 IBM Corporation
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?
© 2012 IBM Corporation
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?
© 2012 IBM Corporation
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?
© 2012 IBM Corporation
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 upgrade HW that the software will run?
• Will new hardware be purchased?
– Is the customer looking to consolidate systems used in the app/web/trans server infrastructure?
© 2012 IBM Corporation
Questions for SW Team – SW clothing by brand
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 upgrade HW that the software will run?
• Will new hardware be purchased?
– 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 upgrade HW that the software will run?
• Will new hardware be purchased?
– Is the customer looking to consolidate systems used to run the database infrastructure?
© 2012 IBM Corporation
Questions for SW Team – SW clothing by brand
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
16
16
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