IBM Security Business Development Funds for Business Partners Operations Guide for Remarketers In North America

Transcription

1 Business Development Funds for Business Partners Operations Guide for Remarketers In North America April 10, 2018 Version 1.7 This guide and updated versions will be posted on the IBM PartnerWorld website. Please check the PartnerWorld Software Security Incentive pages at:

2 Table of Contents Significant changes in this version of the Operations Guide... 3 Offering Overview... 5 Offering Application Offering Eligibility Partner Plan Overview Key Benefits... 6 Bonus Payments Offering Terms and Conditions Revalidation and Termination

3 Significant Changes in this version of the Operations Guide Version 1.7 4/10/1818. Removed the $500K attainment cap per eligible transaction at accounts with ELAs, and replaced with a $500K attainment cap per eligible transaction at accounts classified as IBM-Led, effective April 10, Version 1.6 1/1/18 Channel Value Rewards replaces Software Value Plus Version 1.5 ~ 2/28/17 Remove IBM Optim and Tivoli Automation SVP Product Group. Business Partner must be SVP for Security to participate in the Security BDF Program. Version 1.4 ~ 8/1/15 Eligible Products and Revenue Section: - Effective July 1, 2015, in the SVI Eligible Parts List, a field with the header Type = Security, has replaced the header of Brand Family to designate eligible BDF parts. Fiberlink on-premise part numbers listed with a Type = Security have been added as eligible parts to be counted towards revenue attainment effective July 1, Appliance related hardware parts added as an exclusion Clarification: IBM will review the Security Partner Plan on a quarterly basis following the quarter when approved for BDF. Version1.3 ~ 4/22/2015 Guardium and IBM Endpoint Management revenue is included towards BDF attainment effective Jan 1, To qualify for BDF, a Business Partner must be SVP authorized in at least one of Tivoli Automation, IBM Optim or Security Systems SVP Product Groups. Removed addendum with eligible product part list numbers and substituted eligible brand families using SVI eligible parts list in the Eligible Products and Revenue Section. Removed Japan and Europe from Eligible End Users Section. Version 1.2 ~ 1/1/2015 Guardium, IBM Endpoint Management and Mobile First Protect on-premise products are included towards BDF attainment in 2015 as per the addendum product part list attached to this Operations Guide. Business Partner must be SVP for Tivoli Automation (for Unified Endpoint Mgmt. and/or Mobile First Protect on-premise) and/or SVP IBM Optim (for Guardium) to participate in BDF.

4 Version 1.1 ~ 1/1/2014 Attainment revenue from IBM Enterprise License Agreement (ELA) End user accounts when fulfilled by Reseller are capped at $500, towards eligible attainment per transaction.

5 Overview: The Business Development Funds offering provides business development funds to qualifying IBM Business Partners that market Security Products based on annual attainment of qualified revenue. This offering was developed to help support growth in the Business Partner s business. Offering Application: The PartnerWorld page has the application posted for qualifying IBM Security Partners to complete and apply for the offering at the URL below. Once an IBM Business Partner has completed the eligibility requirements (as outlined in the next section) the application may be completed. Qualified IBM Business Partners will receive formal notice of offering eligibility or denial via the address that the IBM Business Partner notes on their application. The application for Business Development Funds is posted at: on the Incentives page. Offering Eligibility: In order to qualify for the offering, IBM Business Partners must achieve the minimum qualifying threshold of $250,000 in eligible new license revenue. The Business Partner will receive 3% of eligible revenue in a 100% bonus cash payout. Upon attainment of this threshold in the current calendar year, IBM Business Partners can then submit the application listed on the Website above. North America Business Partner revenue qualifies for the offering North America Business Partners must be CVR authorized in the Security Product Group IBM Business Partners must have an approved Security Partner Plan. IBM will verify qualified Business Partner Security revenue attainment via an IBM finance report and verify the approved Security Partner Plan requirement. Partner Plan Overview: The Partner Plan is required and must be updated and revalidated three times per year for IBM Business Partners approved to market Security Products. An Partner Plan can help the Business Partner identify key demand generation and sales activities. The objective for the plan should identify the Business Partner's marketing and sales goals. The Business Partner has the flexibility on qualifying uses of the bonus payment, such as enablement/education, demand generation, dedicated personnel, and other sales and development activities. The plan should focus on building pipeline and new opportunities for maximum impact. The Business Partner should work closely with their Business Partner Representative/BPR and the Security Business Development Funds Program Manager to build their business development plan. The Business Partner's stated objectives as part of this Business Development plan should reflect the marketing and sales goals to meet yearly revenue goals.

6 Executives at the Security Business Partner firm should develop their marketing plans for education, demand generation and technical support activities and identify the costs associated to determine if Business Development Funds can be used to cover all or part of the costs of these activities. In most cases, the Business Partner will hold sessions with their IBM Distributor and/or the Business Partner representative to document their Partner Plan and obtain agreement from all participants. Once the Business Partner and the IBM Distributor and/or Business representative agree on the objectives, action plans are defined to achieve these yearly goals. As business development activities are modified or completed, the Partner Plan should be updated accordingly. IBM will verify that each Business Partner has an approved Partner Plan in place prior to processing Business Development funds. Partner Plan information may be accessed on the IBM PartnerWorld Web site by visiting: under the Incentives page. Business Development Funds for Business Partners Benefits: This offering drives collaboration and active engagement by IBM and Business Partners to have clear plans in place to drive incremental revenue. The offering was developed to simplify this planning and execution process. The focus will be on identifying new Security opportunity identification. Business Development Funds for Business Partner Bonus Payments: IBM Business Partners approved to market Security Products bonus payment s are based on total quarterly yearly eligible revenue new license revenue. Bonus payments will be processed approximately 4-6 weeks following quarter close via a check or Electronic Funds Transfer, as requested by the IBM Business Partner. Payments will be processed by IBM. 1. If the Business Partner legal entity merges, is acquired, or changes any status of doing business with IBM, this offering is not transferable and terminates immediately upon the status change. 2. If a Business Partner disputes any Bonus Payment during the Offering year, the Business Partner must provide written notice no later than 30 days following the bonus payment. Business Development Funds for Business Partners Terms and Conditions: The Business Development Funds offering is governed by the IBM Business Partner Agreement for Channel Value Rewards and this Operations Guide. To find out more about Channel Value Rewards, visit the IBM Channel Value Rewards Web Site. In case of contradiction the terms of the IBM Business Partner Agreement for Channel Value Rewards (CVR) shall prevail. If IBM finds that there are any payments that IBM determines to be unearned or paid in error, the Business Partner agrees to refund the amount of the unearned payments or

7 IBM may offset any amounts due to the Business Partner against any amounts due to IBM. The Program (including the Terms and Conditions) is subject to change or withdrawal by IBM at any time without prior notice to the Business Partner, and any such changes or withdrawals may apply retroactively at IBM's sole discretion. Business Development Funds for Business Partners is available only in countries which comprise IBM s North America geographies. Business Development Funds must be used in ways that strengthen the Business Partners ability to sell IBM Security Products at commercial enterprises, for example; enablement skills, demand generation, POC equipment, pre-sales technical support headcount, etc. These actions must in no way be illegal or inappropriate usage. Eligible Products and Revenue: Eligible revenue for participation in IBM BDF for Security is limited to eligible new license part numbers associated with a Type of Security as defined on the CVR - Sales/Sales Assist Eligible Parts List which can be found at: New License part numbers are part numbers in the IBM Distributed Software Price Book with the following Part Type listed under Security but not limited to: License + SW License + SW Subscription & Support Trade Up License + SW Subscription & Support Competitive Trade-Up Lic + S&S Fixed Term Use without Support or Renewal - with the exclusion of any part numbers billed monthly Initial Fixed Term License, Subscription & Support - with the exclusion of any part numbers billed monthly Initial Fixed Term Use - with the exclusion of any part numbers that are billed monthly Initial Fixed Term Use with Support - with the exclusion of any part numbers that are billed monthly Product Trade-in Trade Up Fixed Term Use - with the exclusion of any part numbers that are billed monthly Lic + SW Sub & Support HW Add-On Lic + SW Sub & Support HW Trade Up Lic + SW Sub & Spt HW AnnBil InitFixTermUse 12 Mo w/o Supt Appliance with Lic plus initial S&S These new license part numbers are not eligible for BDF: SW Subscription & Support Renewal SW Subscription & Support Reinstatement Media and Documentation Courseware and Education Materials Services Subsequent Fixed Term License Subscription & Support Subsequent Fixed Term Use Subsequent Software as a Service (SaaS)

8 Shrink-wrap Software Any part types with SaaS Monthly new license subscriptions Appliance related hardware Eligible Business Partners: A Business Partner who has been approved by IBM for participation based on the requirements described in the Offering Eligibility Section of this guide. Eligible End Users: Eligible End Users include any commercial company or business in North America who is not part of the Business Partner s enterprise and not acquiring products for their own use (not for resale). Attainment revenue from accounts classified as IBM-Led, when fulfilled by a Reseller is capped at $500, towards eligible attainment per transaction. Eligible IBM Security revenue excludes Government-Owned Entities (GOEs)/public sector, renewals. Product sales to Public Sector End Users are not eligible. A Public Sector End User is defined as (i) the government of any country, state, province, city, county, town, territory or other municipality within the Geographic Scope, (ii) any corporation, educational institution or other entity that is owned or controlled by, or subject to the procurement regulations of, any entity in subsection (i) immediately above and (iii) any prime contractor who holds a contract with any entity in subsections (i) and (ii), immediately above. The following entities are not Public Sector End Users: privately-owned and controlled (1) utility companies (2) hospitals and (3) research institutes that operate using non-government funds. Public Sector End Users as defined in the IBM PartnerWorld Agreement International Software Value Incentive Attachment are ineligible End Users. IBM Corporation or any entity which IBM owns more than 50% is an ineligible End User. Business Partners that acquire licenses via the IBM International Passport Advantage Agreement - Attachment for Service Providers (ASP), for their own use to enable information technology services (e.g., web hosting services) to their customer/end users free of charge, are not eligible for BDF. Business Partners who will be hosting their solution and charging customers a fee to utilize it should contact IBM and inquire about an Application Specific License Agreement or Enterprise License Agreement. Application Specific License and Enterprise License Agreement opportunities are not eligible for BDF. Participating Business Partners: Participation in the offering is voluntary and is not required by IBM. Participation in the offering, as indicated by the first submission of an Partner Plan and the Business Partner s application to IBM, shall signify the Business Partner s acceptance of the offering s Terms and Conditions. Revalidation: IBM will review the Business Partner's Security Partner Plan on a quarterly basis following the quarter when approved for BDF. Business Development Funds must be used in

9 ways that strengthen the Business Partners ability to sell Products at commercial enterprises, for example; enablement skills, demand generation, POC equipment, pre-sales technical support headcount, etc. These actions must in no way be illegal or inappropriate usage. If the Business Partner fails to meet any of the revalidation criteria, the Business Partner will be given 30 days to correct the Security Partner Plan. If the Business Partner fails to complete the specified actions during the correction period, then the Business Partner will be terminated from program participation. If the Business Partner is terminated under these conditions, the Business Partnermay reapply for participation after (3) months from the termination date. During the time of termination Security Product revenue will not count towards security attainment. Revalidation Criteria: Satisfactory Security Partner Plan review with results documented. Review will be with Business Partner Representative/BPR. Business Partner must be approved for Channel Value Rewards for Security Product Group. Termination: If IBM terminates the Business Partner s participation in the Business Development Funds for Business Partners the Business Partner will be notified in writing. IBM will notify the Business Partner to settle any outstanding payments.