IBM Channel Enablement Speed Sheet – GB Midmarket

TOP ACTIONS

Name Description Date Announce

Midmarket Smarter Planet Co-marketing Messaging and Execution Guidance

This resource will show you how to make the most of Smarter Planet messages and imagery in co-marketing campaigns for midmarket, including new Campaign Designer templates for industries and solution areas.

Ongoing Learn more

Territory Industry Potential Spend (TIPS) – tool to identify midmarket opportunity

TIPS can help Business Partners determine where to focus marketing and sales efforts for each IBM NA midmarket sales coverage territory by showing the relative revenue opportunity by industry within each territory.

Ongoing CC0910-312PW page with resource

Updated! Midmarket Just Push Go: Virtualization, Comprehensive Data Protection Solution, Collaboration

Provides interactive road maps to help plan, deliver & execute marketing campaigns including Webcasts, Internet marketing, e-mail, seminars, etc. New modules continue to be available, see the latest: Web Application Security

Ongoing Learn more

BUSINESS PARTNER INCENTIVES

Express Remote Managed Infrastructure Services incentive

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

Ongoing 509-570

Updated! System x and System Storage 2010 Business Partner new customer & growth incentives

Eligible IBM Business Partners can receive incentive payments for EDI or Web-based reported sales of eligible new IBM System x or Storage products once a specified minimum sales revenue target is reached.

Expires12/31/10

Growth 510-113, New cust 510-121

Power Systems new customer BP incentive

Additional discount for 24 months for NEW system sales to new FIE sales with additional percent when the account is a qualifying SMB customer.

Ongoing 509-470 509-471

Power Systems, System i and System p incentive for GB

Receive an additional discount for sales to General Business Mid-Market or General Business Large Enterprise customers.

Ongoing 509-472 509-473

IBM Business Partner Software Mid-Market Value Initiative (U.S.)

For revenue growth in the Mid-Market. Nominate yourself. Those who are selected, based on capability requirements, can receive valuable benefits.

Ongoing More InfoPress Release

END USER INCENTIVES

Simplified Midmarket Financing Transactions$5K<$25K, Full Payout Offering (FPO) only, streamlined process, 12, 24, & 36 month terms only, Best and Standard credit eligible.

Ongoing CC0909-271Web site

Updated! Low Rate Financing Low Rate Financing is our premier 2010 offering. Most IBM brands are included with Rate buydown for Fair Market Value transactions.

Ends

12/31/10

More Info

Sales Executive: Gary Isaacs

ENABLEMENT DEPLOYMENT

Name Description Date More Info

New! BP Advantage Newsline Call – January 6 Replay

Find out which sales plays your firm can leverage to ensure a successful 1Q 2010 and gain a competitive advantage. Replay: 800-945-7645 PC: 1950

Replay CN1001-006Charts

New! How to Write a Winning Value Proposition – Webcast

Stop prospects in their tracks with a powerful statement of your firm's unique offering in the marketplace. 800-475-4945, Passcode: VALUE

2/11/1012:00 ET

CN0912-555

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

Advantage in Action – Breakthrough Value Propositions

Understand how to set your firm apart from competition with a clear and compelling value proposition that differentiates you in the marketplace.

Ongoing Click banner for video

Smarter Planet co-marketing offerings

Leverage Smarter Planet messages, imagery and co-marketing templates to create compelling direct mail, e-mail and event support tactics.

Ongoing Link to resources

Join infoBOOM!!!! An online environment that fosters free exchange of ideas among experts, midmarket CIOs & IT leaders. Get involved in & encourage clients to use.

Ongoing CN0909-433Learn more

Enhanced Earnings and Profit Potential in the Midmarket

This incentive aligns Business Partner rewards for Software sales with the market & increases incentives by up to 10% exclusively in Midmarket.

Effective 04/01/09

Learn more

Inside the Midmarket: A 2009 Perspective

Discover how to help midmarket clients survive in a challenging economy by helping them learn to work smarter and build a stable infrastructure.

Ongoing Link to study

Smarter Planet Widget Get people talking by adding the Smarter Planet Widget to your Web site. Ongoing Widget link

Dynamic Infrastructure (DI) in Action - Mid-Market

Mid-market DI Offering Guide, PWU Web lecture (DI for Midmarket), DI for Midmarket: Seminar in a box, FAQs,

Ongoing PW page DI for Midmarket

Date: 1/14/10