© 2010 ibm corporation making money by selling ibm hardware ian roscow bpo uki channel enablement...

© 2010 IBM Corporation

Making Money by Selling IBM Hardware

Ian RoscowBPO UKI Channel Enablement Team

© 2010 IBM Corporation2

Agenda

• Why IBM

• IBM Business Partner Organisation

• Maximise your margin with IBM

• Summary


IBM Brand is strong and growing

Sources: Interbrand; IBM AIIM; Yahoo

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2009 2008

Market recognition and acceptance of the IBM brand and corporate marketing strategy brings value to our Business Partners


IBM Research and Development

IBM has invested more than $41 billion over the past seven years!

IBM's 2009 patent total nearly quadrupled Hewlett-Packard's and exceeded the combined issuances of Microsoft, Oracle, Apple, Accenture Google and HP!

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2,000

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* Data provided by IFI Patent Intelligence .


With IBM’s leading portfolio you can provide the right combination to address your clients diverse workload requirements

IBM Software Group

Delivering business value by helping clients improve service, reduce cost and manage risk Providing Business Partners with a superior business model and returns

Emerging technologies drive up to 3x the profit impact as traditional products Consultative services offer up to 7 points higher margin than product margin, and are expected to

be delivered as part of a solutionIDC 2007

IBM Global Services

Servers and Storage

IBM Systems and Technology Group

Systems Software


Financial Strength & Flexibility

Global Reach & Scale

Technology LeaderProven Infrastructure

Provider

Deliver Unique Client Value

Our value proposition differentiates us from our competitors

The IBM Difference


Why Team with IBM ?IBM continues to grow and transform in the global marketplace

Business Partner Charter

14 Years of consistent dedication to you Includes Mid-Market and today’s environment

Industry leading technology & vision Smarter planet vision & influence on the agenda of government & different industries Dynamic infrastructure and workload optimizedLeading software portfolio provides a comprehensive open integration platform Complement your offerings with IBM repeatable services

IBM Global Financing More than $30B set aside for GB space Small transactions starting at $5K Low rate financing

Significant earning opportunity Partner incentives, end user incentives, BP seller incentives & strategic investment.


Agenda

• Why IBM



• Summary


We are deeply committed to the success of our Business Partners

IBM invests approximately $2.5 billion annually into the success of our IBM Business Partners’ ecosystem:

– 114,000 Business Partners, including system integrators, resellers and ISVs

Deep, longstanding commitment to collaborating:

– IBM Business Partner Charter reaffirms our dedication to creating collaborative, mutually profitable relationships with our Business Partners and to delivering superior client value.

– The Principles of Engagement promote an environment of trust and understanding that will allow IBM to become and remain your Partner of choice

Higher value opportunity:

– Focus on delivering a smarter planet, along with our Business Partners

Flourishing ecosystem:

– Growth opportunities with client, developer and Business Partner ecosystems that leverage combined capabilities and assets.

IBM Business Partners are the primary route to market for our mid-market offerings

IBM PartnerWorld certified as a VARBusiness Gold 5-Star Overall Winner


“IBM could not and would not be the company we are today without [our Partners]… When it comes to the biggest IT growth opportunity in the world today — small and midsized business — our Partners play a central role.”

A message from Sam Palmisano, President and CEO, IBM


BPO Vice PresidentBusiness Partners Organisation, UKI Business Partners Organisation, UKI

January 2010January 2010

BP Sales & STG Brand

Director

Finance & Planning Manager

Marketing Operations Managers

Ireland

Brand Channel Manager

Channels Services

Distribution &

Volume Business

Smarter Planet

Partnering

MTS Sales Leader

Volume Sales

Leader

iCRBP MM Coverage IBM.com

Established BP

Grow BPs

HR

ISV Business Executive

Global Alliance and Eco System

manager

GTS Channel Services

Sales Leader

MM Sales Executive

MM Sales Manager

Deal Stewards

BP Skills Hub


Agenda

• Why IBM



• Summary


System p™Get the power to do more,

spend less.

System x®Innovation comes standard.

System z™The flagship for IBM Systems innovation and the heart of a highly secure, resilient and integrated infrastructure.

BladeCenter®Simplify data center complexity.

System Storage™Connected. Protected. Complete.

System i™Complexity is expensive.

Simplify your IT. Innovate your business.

The IBM Systems family: The Innovation Continues Innovative, proven technology providing platform choice to match unique business needs


Maximise your margin

Transactional programmes - Offers: •Autonomous pricing structure•Aggressive pricing to win on highly competitive opportunities •Protection on high investment opportunities

•Investment Programmes - Offers: •Rewards for skills •Discounts on demonstration kit•Co-marketing - 75/25% funded

•Promotions & Incentives - Offers: •ROC•Additional transactional margin•End user value

• Tools – Offers: •Assistances through opportunity S/C•Increased productivity


Autonomous Business – Pricing Engines

€0 €30K €50K Over €100K€10K

Immediate Delivery from Stock

RAPID, DELEGATED RAPID, DELEGATED PROCESSPROCESS

COMPLEX COMPLEX BIDBID

Unusual Configurations

Typically ordered from IBM

Bid Machine

Special Bid

Express Seller when…● You need immediate

availability of product

● You want the freedom to negotiate your own price – fast!

● Leverage Bid Machine when you need options not in the Express Seller portfolio

Special Bid when…● You have an opportunity > 50k ● You have a unique, complex

configuration● You need Profit Management

Support● Rollout Management throughout

several quarters and countries● Cross Brand Bidding support

needed

Bid Machine when…

You need a special price approved – fast!

You have an opportunity < 50k

You have an Express Seller opportunity above €5K

You want to be sure of the discount that will be approved

Your opportunity is in one country

Immediate Approval 8 Business Hour Approval No committed approval time

Express Seller


System x & Low end Storage (HVEC):

Initiative Description

HVEC Growth Program Eligible BP will get on obtaining a growth tgt, 5% on all net new revenue. We will provide , education and certification vouchers, plus where ava. IBM Client Support, pre-sales assistance and access to technical support.

10*4 All of our Tier 2 Business Partners now have the opportunity to set their own growth targets and benefit from the associated rewards with support from IBM.

Promotions: A range of promotions to give your sellers a competitive advantage in the market place – Including offerings such as Blade chassis for £1.00

Tools: A range of tools to help through every step of the sell cycle ! – Ranging from positioning, competitive benchmarks, assessment, configuration & closing.

Transactional:

Up front discounts KYI

Run Rate Express SellerUp to £56 per server - Plus additional for clothing with Service pack and IGF

MM Bid machine

>$50k Competitive/unique Special Bid


Power & High end Storage (CHW): Transactional:

Storage Power 6 Power 7 KYI

Value Seller - Discount off List

(Up to) Total: 61% 48% 38%

Up to £247 for storage & up to £282 for Power system servers - - Plus additional forclothing with Service pack and IGF

Value Match - (Special bid) Net retained margin

(Up to) Total:

13% + Grid

13% + Grid

13% + Grid

Initiative Description

Q4 Power Yield Play

Up to 10% rebate on <$100k Power deals

Earn up to 10% rebate on all Sub $100k opportunities

Deal Registration Protect your high investment opportunities

Promotions: A range of promotions to give your sellers a competitive advantage in the market place – Including offerings such as Storwize V7000 & software $5k cash back offering

Tools: A range of tools to help through every step of the sell cycle ! – Ranging from positioning, competitive benchmarks, assessment, configuration & closing.


Programmes & Initiatives (Power example)

Type of Initiative Name Description For more information

Expiry Date

Transactional Programs

IMPORTANT UPDATES: Value Seller

Benefit from enhanced discounts when purchasing eligible Power System, (System p and System i)

Plet: ZW11-0033

10.01.11

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

Plet: ZW10-0035

31.03.11

Investment

Initiatives

Powernet Solutions incentive and rewards programme for resellers that partner with an ISV through distribution – Resellers can earn rebates, higher tranasction margins & increased H/W sales

Contact your CRBP

N/A

Co-Marketing 25/75 % available through On Channel Contact your IBM CRBP

N/A

ISV Connect Partnering programme; Up to $4500 rebate for partnering with ISV’s & proactively marketing, identifying & winning opportunities which include ISV applications on Power systems

Plet:

ZW11-0208

31.12.11


Promotions (Power example)

Type of Initiative

Name Description For more information

Expiry Date

Promotions

END User: Trade in promotion

End users can claim up to $10k rebate when purchasing eligable Power 520, 710, 720, 730, 740 (up to $10k rebate available for eligable Power system i o/s - Or up to $5k for system p o/s)

Plet:

ZA11-1003

31.12.11

Power Client reference program

Business Partners who generate an eligible Power 7 customer reference competitive UNIX to Power 7 will be eligible for a rebate of up to $10k

Plet:

ZW11-0205

31.12.11

NEW: Power Yield Business Partner will receive a rebate for sales of qualifying IBM Power products on Public & GB sectors

2011 Jan Feb Mar

Prod / MM Prod / MM Prod / MM

POWER7 Low-End 10% / 10% 8% / 10% 6% / 10%

POWER6 Low-End 5% / 5% 4% / 5% 3% / 5%

Opportunities MUST be registered in GPP by 20th February

Plet:

ZW11-0204

31.03.11

NEW Q1 Free prometric test vouchers

Reseller can claim free prometric test vouchers in Q1 – Limited to 2 vouchers for each Business Partner organisation which used on any Power 7 Certification test number (100,104,105,106,107,223, 977, 978, 979)

Email:

[email protected]

31.03.11

NEW: Free

Migration Assessment

Business Partners engaged in competitive situations can benefit from offering to their client a Free Migration Assessment study completed by IBM competitive migration experts – Study will provide tailored information on client inrastructure, applications and migration potential.

Contact your IBM CRBP

N/A

KYI Sell, Learn & earn programme – offering rewards (KYI Points) that can be exchanged for gifts from the online catalogue, personalised packages (such as holidays) or transferred to a debit card

Click here for more details

N/A


Value Seller & Value Match (Power example)

Value Seller

(Discounts off List)

Value Match (Special bid Via OPRA)

PLETS: ZW10-0033 ZW10-0035

Options Power 6 Power 7

MR & HE

(750, 770, 780, 795)

Power 7

LE

(710, 720, 730, 740)

Power 6 & 7

Core Discount

Base Discount Delegated by Distributor

Quick Pricer H/W: 35%

S/W: 20%

750/770 H/W: 15%

780/795 H/W: 15%

S/W: 20%

H/W: 25%

S/W: 20%

Grid

Adders

Solution (No Clip Level) 5% For Power system Software or 3% for ISV & IBM SWG

Mid Market OR Dormant (No clip Level)

3%

OOI (>$50k – ONLY) 5%

Total H/W: 48%

S/W: 20%

H/W: 28%

S/W: 20%

H/W: 38%

S/W: 20%

Up to 13% via adders + Grid

•Power Mid Range & High End products still require approval •Quick Pricer continues to be reduced by 3% as announced in 4Q10


Contacts:

PartnerWorld Contact Services 01256 344500

IBM Client Representative for Business Partners (CRBP/iCRBP)

Channel Enablement TeamIan Roscow – Power [email protected]

Craig Thomson – RSS [email protected]

Maht Harris – System x [email protected]

Daniela di Gioia – Storage [email protected]

Emma Teevan – Services [email protected]

DistributionAvnet / Bell http://www.ts.avnet.com/uk/

Arrow ECS www.arrowecs.co.uk

ISI www.interfacesolutions.co.uk

Northamber www.northamber.com

Sharptext (Ireland) www.sharptext.com


Agenda

• Why IBM



• Summary


Summary

• BPO – Dedicated to you !

• Know your IBM points of contact

• “Pick and mix” your IBM to fit your business needs: •Enablement plan•Leverage the programmes & promotions to maximise your margin: •Utilise the tools

•Keep up to dated: •Update your PartnerWorld profile•Receive Brand programmes & initiatives packs

Keep us informed ……..how we can help !


Thank you for your time……..

Any questions ?

© 2010 ibm corporation making money by selling ibm hardware ian roscow bpo uki channel enablement...

Documents

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