Know Your IBM (KYI) Cross Brand > Investment Initiatives Award-winning programme. Individual sellers...

Know Your IBM (KYI)

Cross Brand > Investment Initiatives

Award-winning programme. Individual sellers earn KYI points for both selling and improving sales skills via short on-line modules.

They can earn up to £4,200 per quarter for registered sales (based on approx. value of £0.14 per point).

Expiry Date Ongoing

KYI website http://saleskit.kyirewards.net/

IBM Dynamic Infrastructure (DI) Speciality


IBM Business Partner DI Speciality programme, helping Business Partner Resellers play a greater role in assisting their clients to reduce costs, improve service and manage risk.

DI Speciality, designed to address IT and business transformation growth, representing a $122B opportunity in 2008, with over 5% growth expected through 2010.

Expiry Date 30/12/10

For more information ZW08-1167

PowerNet


Solutions incentive and rewards programme for resellers that partner with an ISVthrough distribution. Resellers can earn rebates, higher transaction margins &increased H/W sales.

Expiry Date N/A

Co-Marketing


25 / 75% available through On Channel.

Expiry Date N/A

For more information...Contact your IBM Business Partner Representative

IBM STG & SWG Training Promotion

Cross Brand > End User Initiatives

BPs’ End Users who enrol and attend at least three eligible STG and/or SWG Training classes during the valid dates of this promotion, may receive a Lenovo® Netbook at no additional charge.

All IBM scheduled events found at the IBM Training websites are eligible, provided they have a minimum individual list price of €1,500/$1,300. Visit the UK IBM Training web page.


For more information...ZA10-1030ZW10-0063NEW

IBM 2010 Blades & High End Win Back

IBM System x > Transaction Initiatives

System x BPs will receive a rebate of up to 10% on top earning opportunity for Winback Transactions (Competitive win – New Customer)! Includes eligible Blade and High End products, which are reported as sold in BPSR between the valid dates of the promotion.

Claims must be submitted via your Distributor to [email protected] no later than midnight on:

• Nov 15, 2010 for transactions between July 1, 2010 and September 30, 2010• Feb 15, 2011 for transactions between October 1, 2010 and December 31, 2010



mailto:[email protected]

IBM 2010 System x BladeCenter Promotion


End User customers who purchase eligible IBM System x BladeCenter solution (including a BladeCenter and a Chassis S or E), via Bid Machine or Express, from a Reseller during the valid dates of this promotion, can claim a rebate equal to the net value of the Chassis directly from IBM.


For more information…ZA10-1006UPDATED

Blade & Storage Solution Center


Partner rewards programme offering assistance with investment in skills accreditations and demo capabilities. Once requirements completed, up to $5k available for Demand Generation activities and up to $2k available for target achievements.



Storage Attach Promotion


Business Partner Indirect Resellers can earn a rebate of $500 US (or local currency equivalent), when attaching eligible DS3000 Storage products to an IBM System x server, for sale to the same end user customer.

In addition, a rebate of $100 US may be earned if TSM Fastback is sold together with eligible DS3000 products and a System x server. The maximum total amount a Reseller can earn is $600 US.



IBM System x High End M3 Express Servers Clothing Promotion

IBM System x > End User Initiatives

End User customers who purchase an eligible IBM System x Express 3400 M3, 3550 M3 or 3650 M3 Server, together with a 3-year IBM ServicePac, and an additional eligible IBM System x Processor to be attached to the eligible server from an IBM Business Partner Reseller, can claim cash back from IBM, equivalent to the amount paid of the lower priced item purchased.


For more information…ZA10-1031NEW

System x Speciality

IBM System x > Investment Initiatives

To help reseller Business Partners build strong sales and technical skills to deliver the solutions required by our mutual customers, and distinguish themselves from competition in the highly competitive x86 based server market.

Completing the criteria for this speciality will earn PartnerWorld points that you can use to help move up to the next PartnerWorld membership level.



IBM HVEC Growth Programme

IBM System x > Investment Initiatives

Business Partners can earn a 5% rebate of eligible HVEC (System x and part numbered Storage) revenue achievement against an agreed growth target.

They will also receive:

• Three 80% discount vouchers for face-to-face System x and/or Storage education with IBM

• Two 100% discount vouchers for IBM System x and/or Storage certification exams at a Prometric Testing Centre

Expiry Date N/A


2010 HVEC Performance Bonus Programme

IBM System x > Performance Initiatives

Business Partners can earn quarterly rebates up to a maximum of 2% when 125% of the HVEC (System x and part numbered Storage) sales-out target is attained.

Plus, Business Partners will earn a reward equal to 1.5% of their quarterly sales-out revenue of eligible HVEC Products.

Expiry Date N/A


Storwize V7000 Adder & Solution Add

IBM System Storage > Transaction Initiatives

Value Seller pricing now provides even better discounts:

1) Storwize V7000 qualifies for the Solution Adder at 5% for any size of deal2) Storwize V7000 Adder at 5% can be applied to deals with a list price <$100k

• Can be combined on deals of <$100k list price• Can be combined with the MM/Dormant Account adder• All Adders require OPRA registration except Storwize V7000

Expiry Date Ongoing


Earn 1600 Know Your IBM Points worth approx. US$400 for a Storwize V7000 System sale.

Virtualised Disk Solution (VDS)


Enables you to sell the benefits of virtualisation to entry and mid-range customerswith attractive prices. It contains two solutions:

• IBM System Storage VDS 3000 (VDS 3400 / 3500)• IBM System Storage VDS 5000

Expiry Date N/A


Value Seller inc. Quick Pricer (non-Special Bid)


Benefit from enhanced discounts when eligible Storage products are purchasedfrom IBM, without having to use a full Special Bid request – faster turn around onpricing.

Includes margin adders for OOI, Solution, Mid Market or Dormant. Adders apply to all products category. No Minimum for Solution or MM/Dormant. Minimum $100k for OOI.




Value Match Plus (Special Bid only)


Enhanced margins when CHW Storage is purchased from IBM Distributors underSpecial Bid terms where the transaction qualifies for one or more of the Value Match.

Adders: OOI, Solution, Mid Market or Dormant. Adders apply to all Storage products with list price >$100k / £65k except HVEC and XIV.




LTO Tape & Media Promotion


Business Partners qualify for an additional discount of 9% off list / channel pricewhen purchasing IBM System Storage Tape Libraries TS3200 or TS3310 togetherwith a minimum quantity of LTO4 and LTO5 tape drives under Bid Machine or Quick Pricer terms.

You may choose to use it to offer media free of charge.




N Series Box Bonus


Rebates of up to $3,000 are available for sales of N Series filers ($1000 for N3400 and N3600, $1250 for N6xxx, $1500 for N7xxx) and N series gateways ($2500 for N6xxx, $3000 for N7xxx).

An extra $500 for SnapMirror, SnapVault Secondary, SnapManager, Snaplock Enterprise or Compliance, FlexScale Software. Please register and claim via www.nseriesportal.com within 30 days of ship date.


For more information…www.nseriesportal.com


IBM N Series Shopping Vouchers


£25,000 of vouchers to be claimed. So stock up for Christmas!Earn shopping vouchers for sales of IBM N Series.

Win an iPad! – All new user registrations in November and December will beentered into a prize draw to win an iPad. Once registered, IBM will berunning monthly additional promotions through IBM Q1 & Q2.

Expiry Date The incentive will continue until funds are exhausted.

For more information www.yournasandsan.co.uk


Storage Attach Promotion


IBM Business Partner Indirect Resellers can earn a rebate of $500 US (or localcurrency equivalent) when attaching eligible DS3000 Storage products to an IBMSystem x server for sale to the same end user customer.

In addition, a rebate of $100 US may be earned if TSM Fastback is sold together with eligible DS3000 products and a System x server. The maximum total amount a Reseller can earn is $600 US.

Expiry Date N/A



IBM XIV Module Upgrade 4Q Promotion


Resellers who purchase an eligible IBM XIV upgrade Module under full Special Bidterms and conditions, can earn an additional end user discount of US$2000 and 3% additional channel net retained margin.

Expiry Date: Orders must be received by IBM between November 2009, and 24 December 2010 with a requested IBM shipment date no later than December 31, 2010.



Deal Registration

IBM System Storage > Investment Initiatives

Business Partners can protect their investment in developing end-user opportunities for CHW Power and Storage products, through provision of exclusive access to Special Bid pricing on their opportunities approved for Deal Registration on GPP during the assigned Registration Period.




Storwize V7000 & ProtecTier TS7610Express Demo Kit

IBM System Storage > Investment Initiatives

An additional 15% discount is now available (up to 75%) on up to three hardwaresystems with associated software at 100% discount.

Allows Resellers to demo systems in customer environments and resell immediately when a commercial software licence is bought (at regular pricing) at the point of resale.


For more information...For a Storwize Team quote For a ProtecTier Team quote [email protected] [email protected]




DS MidRange Customer Loyalty Programme

IBM System Storage > End User Initiatives

Customers migrating from DS4000 to a new DS3950 / DS5000 and alreadyusing advanced function SW (such as FlashCopy), will receive free copies of thisSW. Typically they would have to purchase new licences for the DS3950 / DS5000. This can save customers many £1,000s.

This offer is not being communicated to customers so you can use it to support your sales activities in the most suitable way.

PLUS EARN $1500 FOR EACH DS5100 AND $1500 FOR EACH DS5300 SOLD.


For more information Contact your Distributor


DS5000 Opportunity Accelerator from LSI

IBM System Storage > Third Party Promotion

DS5100 – $1,000 Reward DS5300 – $1,500 Reward

Deals must be registered in GPP by 23/11/10 and won by 31/12/10.

EARN UP TO $3000 WITH DOUBLE REWARDS FOR:• Early closing <7th Dec• New customer

Register your deal then claim your rewards at [email protected].


For more information [email protected]



2011 LSI Sales Study Tour, Marrakech, Morocco. 27 February – 2 March

IBM System Storage > Third Party Promotion

Earn points during Q4 by selling IBM DS5100 & DS5300. The Business Partners with the highest number of points at the end of Q4 2010 will qualify for a place.





Power Up Your Christmas Budget

IBM Power Systems > Growth Initiatives

Win Luxury Christmas Hampers, iPads, iPods, KYI points and other spot prizes fordriving low-end Power activity.

Unsolicited Proposal 1 PointClient Discussion 3 PointsLE Power Client Proposal 5 Points



Earn 2000 Know Your IBM Points worth approx. US$500 for a sale of a Power7 System.


Free Migration Assessment

IBM Power Systems > Growth Initiatives

Business Partners engaged in competitive situations can benefit from offering theirclient a free Migration Assessment Study completed by IBM competitive migrationExperts.

Study will provide tailored information on client infrastructure, applications and migration potential.

Expiry Date N/A

For more information Contact your IBM Business Partner Representative


2010 Power Trade In Promotion

IBM Power Systems > End User Initiatives

End users can claim a rebate when trading in a Power, Sun, Fujitsi or HP system and purchasing a Power 520, 710, 720, 730, 740 System.


For more information ZA10-1020


Client Reference Programme

IBM Power Systems > Promotion Initiatives

Business Partners who generate Power7 customer references, showing customeracceptance of new technology for consolidation of workload from x86 or competitive UNIX to Power, and provide a client submission form as described in the “IBM Business Partner Client reference programme”, will be eligible for a rebate.




Q4 Buy One Get One Free Prometric Test VouchersIBM Power Systems > Investment Initiatives

Resellers can claim free Prometric Test vouchers – limited to 1 Sales and 1 Technical for each Business Partner organisation.





2010 Power Value Seller Programme

IBM Power Systems > Transaction Initiatives

Business Partner Solution Providers will benefit from enhanced discounts when eligible Power System, System p and System i products are purchased from IBM.

All discounts in this programme are calculated as a percentage of the IBM list price of the eligible product(s) and are in addition to the Business Partner base discount. No need to use a Special Bid – faster turn around on pricing.




Deal Registration Programme for CHW Products (Power & Storage)


Business Partners can protect their investment in developing end-user opportunities for CHW Power and Storage products, through provision of exclusive access to Special Bid pricing on their opportunities approved for Deal Registration on GPP, during the assigned Registration Period.




Value Match Programme


Benefit from enhanced margins when purchasing eligible Power Systems(System p & System i) under full Special Bid terms and conditions, wherethe transaction qualifies for one or more of the Value Match Adders: OOI,Solution and Mid Market.




Power ISV Solution Connection Programme


Partnering programme – Up to $6000 rebate for partnering with Isms & proactivelymarketing, identifying & winning opportunities which include ISV applications onPower Systems.




Q4 Power Yield


Business Partners will receive a rebate for sales of qualifying IBM Power products in Public & GB sectors.

Oct 10 Nov 10 Dec 10

POWER7 Low-End 10% 8% 6%POWER6 Low-End 5% 4% 3%




ServicePac

Maintenance > Transaction Initiatives

Nominated partners are issued with a quarterly target (represented as bands fromA-Z) based on previous sales. They are able to earn additional rebate based onthese targets and achievement is capped 2 bands above the one set.



Pricing > Express Seller (ES)

What is this?Industry leading solutions at pre-discounted prices with predictable margins.

Benefits• Stock available in channel• Instant pricing, already discounted – no need for bid approvals• A further discount can be obtained through the Express Machine – which can be processed through the IBM process • Pricing and products are reviewed monthly to ensure ES solutions are competitive

When to use this?• When standard pricing is not deep enough• When you require immediate availability of product/solution

SLA• Instant for standard ES models (see BM guidelines for SLAs to Express Machine)

Process• Contact Distribution for Price List• Quote, win business and order

Pricing > Bid Machine (BM)

What is this?Pre-approved competitive discount levels depending on value of opportunity.

Benefits• Instant competitive pricing – quote before raising bid• Bid approvals only takes 8hrs• Discount set across product lines for the quarter – No need to submit multiple configs• Can process a further discount on ES Solutions• Pricing is reviewed quarterly

When to use this?• When ES pricing is not deep enough or ES does not have the desired solution

SLA• Immediate price available to quote (8 business hrs bid approvals – providing guidelines are met• approvals are guaranteed)

Process• Contact Distribution for pricing grids• Quote and win business• Process bid through distribution

Pricing > Special Bid (SB)

What is this?SB process for unique opportunities that require aggressive pricing to win the business.

Benefits• Obtain one off aggressive pricing to win the business

When to use this?• ONLY use when ES or BM pricing is not deep enough• When you have a unique and complex configuration that requires usually deep discount to win• Immediate delivery is NOT required

SLA• Provided detailed business case has been submitted as required: 3-4 days

Process• Contact Distribution to submit bid on OPRA

Pricing > NATO

What is this?IBM Programme to provide standard discounts to Public Sector customers. New customer to IBM can take advantage of a further introduction discounts (NATO net new) Mirrors Bid machine L3 discounts and process.

Benefits• Leading technology at standard discounts (L3 bid machine)• New customer to IBM can benefit from further introduction discounts (NATO net new)• Discounts can be applied to complex or unique configurations

When to use this?• When ES pricing is not deep enough When customer is public sector

SLA• Part of bid machine grid – immediate quote available to disti; followed by 8hrs SLA on• submitting bid through bid machine if successful

Process• Process through bid machine if quote won

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