IBM Channel Enablement Speed Sheet – IBM Global Services

TOP ACTIONS

Name Description Date Announce

Deadline! Certification requirement for IBM ISS Deal Registration

Beginning 1/15/10, certification requirements have to be met to participate in IBM ISS Deal Registration, which provides an added discount for identification of new opportunities on eligible products.

Effective 1/15/10

509-1222 CC1001-008 PW page

New! Virtual Server Security for VMware

Integrated threat mitigation product provides a turnkey solution to help secure virtual machines within physical & virtual server environments.

Ongoing 609-086 Offering info

New! ServicePac for Essential Support

Provides a single price, unified maintenance contract for integrated hardware and software support on selected System x and BladeCenter.

Ongoing 609-093 Offering info

New! Implementation Services for tape – TS7650 ProtecTIER

Provides the following support for TS7650 ProtecTIER: Planning, Implementation, Configuration, Testing, Basic skills instruction.

Ongoing 610-001 Offering info

BUSINESS PARTNER INCENTIVES

Modification! ServiceElite Hardware Maintenance Incentives (U.S.)

(1) Power Systems, System i, p and x rebate program (2) Warranty Service Upgrade rebate on selected System p, x and Storage

Ongoing 510-118510-119

Modification! ServicePac Incentive (U.S.)

Rebate on ServicePacs for Post Warranty Maintenance, Warranty Service Upgrade, Remote Technical Support and Essential Support for partners who sell to end users.

Ongoing 510-117, Flyer

Express Remote Managed Infrastructure Services Business Partner incentive (U.S.)

Quarterly rebate payment for sale of ERMIS when total invoice value in calendar quarter is at least $25K, with tiered payments of 10%, 15% or 25%.

Ongoing 509-570

IBM Data Mobility Services - Softek incentive (U.S.)

5% rebate for Softek TDMF and/or zDMF Transactional Terabyte Licenses (TTLs) purchased on single order of at least $9,000 list price.

Ongoing 509-521CC0907-209

Channel Enablement Manager: Allison Greis Sales Executive: Archie James

ENABLEMENT DEPLOYMENT

Name Description Date More Info

Updated! IBM Security Virtual Sales Academy Kick Off Call

IBM cross brand update on key sales plays and strategy for security in 2010. Call-in: 800-988-0302, PC: VSA. Replay will be posted with charts.

1/14/10 11-1 ET

CN0912-552 Charts

Updated! IBM Professional Certifications for IBM ISS

Certification exams for sales mastery & technical are available with supporting online courseware to demonstration skill proficiency. Review certification reporting details in CN0912-536.

Deadline 3/01/10

509-937

PW page

Updated! Authorization to sell IBM Hardware Maintenance and Software Maintenance

Consistent with the Value Added Enhancement (VAE) replacement with customer value on IBM Power Systems, IBM Global Technology Services is modifying the Authorization to Sell IBM Hardware Maintenance and IBM Software Maintenance services.

Effective2/05/10

CC1001-009510-752

Maintenance & Technical Support Call – Defend Against Competition

Learn how to more effectively defend against third party maintainer competition with reference materials to use with clients.

Replay of 8/25 call

CN0908-343

Charts & mp3

Maintenance Contract Lifecycle Management (MCLM)

MCLM integrates opportunity data from multiple sources into a single view for action prior to Maintenance & Technical Support service expires.

Ongoing CC0812-267MCLM page

New! Storage and Data Services Quick Learn Education Series

Storage and Data Services will begin hosting regular Business Partner webcasts on the second Wednesday of each month at 11:00 a.m. ET.

Monthly,2nd Wed

CC0912-355

New! Storage Optimization Campaign Designer materials

Leverage these demand generation tactics that support Novus offerings as is or customize with your own message and call to action.

Ongoing CC1001-007Templates

Win Flashes for Softek & Novus These stories illustrate real success stories with clients implementing solutions using Softek & Novus offerings and how the sales team won.

Ongoing CC0909-290PW page

Softek Enablement Roadmap Designed to help sales reps and system engineers understand how to get started and build skills on the IBM Data Mobility Services portfolio.

Ongoing CC0908-241Roadmap

New! Know Your IBM Rep Rewards – 2010 program

Business Partner sales reps earn points for successful completion of learning modules & reporting of sales redeemable for merchandise.

Ends 12/31/10

510-135

PartnerWorld Services Web site http://www.ibm.com/partnerworld/services (IBM ID/password required) Ongoing Flyer

Date: 01/14/10