Business Partner Programs Helga Badertscher IBM Corporation

Transcription

1 Business Partner Programs Helga Badertscher

2 Software Value Plus: 2.0 Single Model for Software Group - Solutions Software Value Plus Open Portfolio Authorized Portfolio Primarily Midmarket Solutions Product Existing Brands: Information Management, Lotus, Rational, Tivoli, Websphere Former Software Value Net: InfoSphere, Optim, Filenet, Cognos & SPSS New product groups: Lotus Messaging and Collaboration in Authorized Solutions Technology (VAP) Industry Capability: Security Business Analytics Cloud Computing Enterprise Content Management Information Integration and Governance Data Management Social Business 2

3 Software Value Incentive

4 What is the Software Value Incentive? The Software Value Incentive (SVI) program from IBM rewards Business Partner value contribution throughout the sales process A fee-based incentive offering that rewards for: Active sales engagement Incentives increase with level of involvement Identifying new opportunities Focusing on the GB market and Solutions Using an Opportunity registration system (Global Partner Portal): Pays independent of fulfillment Protects partners registered opportunities Using Enhanced Profitability Incremental value (i.e., identify and sell) can earn more incentive Single framework: Covers all IBM Software brands in Passport Advantage Applicable to multiple Business Partner types (Resellers, ISVs, Consultants & Integrators)

5 Software Value Incentive margin 1. Business Partner A identifies, sells and fulfills in the GB Mid Market 1. Identify Fees 5% (Base) + 5% (GB) = 10% in fees 2. Sell Fees 5% (Base) + 5% (GB) = 10% in fees 2. Business Partner A identifies & sells in the GB Mid Market 1. Identify Fees = 10% 2. Sell Fees = 10% Total fees = 20% Business Partner B fulfills the opportunity 1. Base Discount VAD

6 How to join Software Value Incentive Be at Member Level (or higher) in IBM PartnerWorld Apply for the Product Groups meeting the programme criteria For a Reseller Authorisation Product Group have at least one (1) qualifying sales certification and at least two (2) qualifying technical certifications in the Product Group Select the preferred Value Add Distributor (for all programmes the same) Read and accept the Terms and Conditions and submit the enrollment form One enrollment per country permitted

7 Software Value Incentive fee criteria Enter the opportunity in Global Partner Portal At least 15 days before closure Validated opportunity with BANT form and correct brand families The approvals for the Reseller Authorisation Groups and/or Product Groups must be in place The opportunity must be approved for eligibility Identify 5 %, Sell 5%, Identify GB + 5%, Sell GB + 5% Customer must buy the solution Either from the SVI BP, other BP or directly from IBM The BP has to claim the fee payment in GPP Within a given timeframe (30/60 days) IBM has received the Sales Order from the distributor Providing the proof of their sales involvement with defined Sales Documents when required Meet the payment rules Deal must be higher than CHF Products sold matching with the opportunity in Global Partner Portal (GPP)

8 Register the opportunity in Global Partner Portal (GPP) As soon as you have a validated opportunity register it in GPP. Remember for it to qualify for SVI it must meet the following criteria: Submit First : it must be submitted for SVI eligibility it must be the first time IBM receives this opportunity 15 Days: the opportunity must be entered at least 15 days before IBM receives the Distributor order for the opportunity Brandfamily: BANT: it must include the correct brandfamily in 1 line item in the opportunity it must include a form with all information with regards to Budget, Authority, Need and Timeframe.

9 Take advantage of the small deals Sales Document waiver Business Partners are not required to submit eligible sales documentation in order to receive the SVI fee payment for an opportunity when: 1. All SVI eligible revenue records in the opportunity were approved with an Incentive Fee Type of "Identify and Sell"; and 2. The Business Partner of the opportunity is also the Reseller of the sales order; and 3. There is only one Passport Advantage sales order for the opportunity; and 4. The sum of the approximated end user entitled price or special bid price for all Sales Order Line Items for new license part numbers is less than or equal to the Small Deal Sales Documentation Waiver Threshold Value of CHF. If any of the above conditions are not met, then normal SVI sales documentation requirements apply.

10 Prepare the proof of sales documentation Before closure of the opportunity gather the documents including the following: 1. Proof of Influence: Does the material provide clear evidence of influence? Acceptable examples would be: Proposal for IBM products Recommendation for use of IBM products Presentation showing recommending the use of IBM products with BP services or offerings 2. Configuration (Sizing)/quantity documentation: Does the material provide the configuration (sizing) or quantity of the recommended IBM products? Acceptable examples would be: Statement of work, proposal, recommendation or other formal communication to the end user with specific quantity or configuration (sizing) information Proof of concept or demonstrations that show the system/products in recommended Quotes or other bids that are clearly tied to the recommendation Checklist: 1. Does the material show that the BP authored the materials? 2. Does the material document a clear recommendation for the use or purchase of eligible IBM software products? 3. Does the material include the configuration (sizing of the opportunity) or the quantity of products? 4. Are all documents dated?

11 Submit the request for payment in time Meeting the 30/60 day rule: This rule states that you must claim the SVI fee within 30 days before Sales Order or within 60 calender days after IBM receives the Distributor Sales Order

12 Ask for help as soon as you run into problems PartnerWorld Support Centre SVI Admin Teams in Dublin and Bratislava (SVI registrations/payments) GPP & SVI Admin Team/Greenock (GPP support) SVI Website Local Business Partners Software Sales Representative Local SVI Subject Matter Expert Local preferred Value Add Distributor

13 SVI-Checklist Contact with IBM-Salesteam (duplicate opportunity) Submit oppty in GPP in time (15 day rule) Detailled BANT-Form All brandfamilies added? Government-customer (eventually use VAP-G)? Keep sales-documents in place Adjust revenue in GPP before submitting for payment (end-customer price) Sales-Order number in SVI-comments field Amount of Invoice exactly as requested Keep certifications up-to-date (revalidation 2x year) 10 % SVI-revenue

14 Capability & Industry Authorization

15 Selling Strategic Solutions Capability Security Cloud Social Business Capability BA ECM Info Integr. & Gov MDM Industry Automotive Banking Healthcare Smarter Planet Capabilities High Value Solutions High Growth Ind. Solutions

16 SVP Industry Authorization Benefits and Requirements Initiative for highly industry-skilled software resellers & integrators SVP Industry Authorization Requirements Benefits 1. Source: IBM Market Insights, 2H10 GMV Industry Fcst: Constant Currency IMF 09FX; Served SWG MW 16 Note : Available in countries where SVP Authorization has been implemented 2. Additional incentive: Comparison of fees between SVI only and SVI with Industry Authorization IBM IBM Corporation

17 SVP Capability Authorization

18 SVP Capability Authorization An Initiative for Technical skilled software resellers & integrators SVP Capability Authorization Requirements Benefits Technology Skills for capabilities Financial Incentive: 15% to 20% more Solution registered in Global Solution directory References ( 3 or 2 registered) Marketing SVP Authorization 18 * Note : Available in countries where SVP Authorization has been implemented ** Additional incentive: Comparison of fees between SVI only and SVI with Industry Authorization

19 SVP Capabilities 1. SVP Business Analytics Authorization IBM Business Analytics Capabilities Authorization Program rewards partners with solutions industry or line of business insights that empower companies to make smarter decisions. 2. SVP Cloud Computing Authorization Partners will qualify & sell more a comprehensive set of Cloud solutions with fewer certifications. 3. SVP Enterprise Content Management Authorization Reward Solution Providers who build repeatable assets that adhere to a specific set of guidelines. These solutions help solve increasingly complex business problems & enable companies to make smarter decisions. 4. SVP Information Integration & Governance Authorization Rewards partners with solutions that enable customers to access data in a more efficient & insightful manner. 5. SVP Data Management Authorization Rewards partners who deliver solutions that create 1 unified, trusted view of customer data. 6. SVP Security Authorization Simplifies the process, & enhances the reward for, our Business Partners selling IBM Security solutions.. 7. SVP Social Business Authorization Social Business is all about better ways to leverage your Web interactions & mine your data.

20 Solution Incentive fees Commercial Customers (fees) Plus normal channel discounts

21 Value Advantage Plus for Government Sales (VAP for Government)

22 Why this programme? To provide an alternative for removing Government Customers from Software Value Incentive (SVI) 2008 Dept. of Justice agreement no influence payments to partners for government sales Rewards BPs who resell IBM Passport Advantage (PA) Software to Government customers A rebate-based incentive offering for Business Partners (BPs) who meet the acceptance criteria

23 Value Advantage Plus Government margin 1. Business Partner 1. Value Advantage Plus = 15% Rebate Fulfils with a Value Advantage Plus solution in Enterprise 2. Business Partner 1. Value Advantage Plus = 15% Rebate Fulfils with a Value Advantage Plus solution in GB Enterprise 3. Business Partner Fulfils with a Value Advantage Plus solution in GB MidMarket 1. Value Advantage Plus = 20% Rebate

24 How to join Value Advantage Plus Government Be at Member Level (or higher) in IBM PartnerWorld Apply for the VAP Government programme in PartnerWorld under VAP applications Accept the combined Agreement for VAP and VAP Government Select the required Reseller Authorisation Groups Select a Value Add Distributor

25 Prepare the proof of sales documentation Before closure of the opportunity gather the documents meeting the following criteria: 1. Proof of Influence: Does the material authored by the Business Partner provide clear evidence of influence? Acceptable examples would be: Proposal for IBM products Recommendation for use of IBM products Presentation showing recommending the use of IBM products with BP services or offerings 2. Configuration (Sizing)/quantity documentation: Does the material provide the configuration (sizing) or quantity of the recommended IBM products? Acceptable examples would be: Statement of work, proposal, recommendation or other formal communication to the end user with specific quantity or configuration (sizing) information Proof of concept or demonstrations that show the system/products in recommended Quotes or other bids that are clearly tied to the recommendation 3. Evidence of two or more two way communications: Does the material provide clear evidence of multiple communications between the Business Partner and the end user? Acceptable examples would be: s with the end user discussing the IBM products Documentation from formal meetings with confirmation of attendance by the end user Letters and other correspondence with the end user discussing the IBM products

26 Ask for help as soon as you run into problems PartnerWorld Support Centre VAP Website VAP Government Operations Team/Dublin Your VAP Government Subject Matter Expert Your local IBM Sales representative Your preferred Value Add Distributor

27 Thank You & Success!

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