Know Your IBM for Security Software (KYISS)

April 23, 2019

Earn up to $100,000k in Rewards by selling IBM Security Software products

2 IBM Security

AGENDA

• What is KYI for Security Software (KYISS)?

• How Business Partner representatives get engaged with KYI for Security Software(Webex Enablement / workshops for your VAD or Reseller on request)

• Security’s Incentive design within KYI

Ø Key points about BP claims and redemptionsØ Eligible Countries

Reference Materials:

ü KYISS User & Getting Started Guideü KYISS FAQ Sheetü NOTE Partner Enablement Assets will be in the Security Learning Academy

3 IBM Security

Know Your IBM (KYI) for Security Software

What is KYI for Security Software? • A PartnerWorld Business Partner Sales

Incentive

• Built on similar offering from IBM Systems (In it to win it)

• Targeted to IBM client facing eligible Business Partner sales and technical representatives

• Enables these sellers or Firms to earn KYI points when they sell eligible IBM Security Software solutions

• For sellers the value of KYI point points is automatically placed on the appropriate Business Partner’s reloadable IBM Reward debit card. For Firm registrations the KYI points value is rebated each applicable quarter end to the Business Partner

• ,

Why KYI? • Specifically rewards either

registered Business Partner sales and technical representatives or Firm level rebates for successful sales of IBM Security Software, on-prem and SaaS.

• KYI is a first of a kind offering in IBM Software*

4 IBM Security

What is Security’s Sales Incentive?Firm or Individual…

• Offers eligible Business Partner representatives KYI

points equal to a value of 3% of eligible revenue when

they resell eligible Security New License

software/appliances and SaaS Software between

Europe: April 18 and December 31, 2019

Maximum annual earnings per individual Business

Partner representative is $10,000.

Maximum qualifying Transaction Value per

transaction is $250,000.

Transaction Value for SaaS software is based on and

limited to the Annual Value of the contract and

eligibility is limited based on the Committed Contract

Term

• IBM Business Partner firms may elect to receive the value of

the KYI points as a rebate payment in lieu of their BP rep’s

participation – “firm level benefit”

• Business Partner representatives have the option to share the

sales transaction claim 50/50

• Exclusions include, but are not limited to,

Sales to customers classified as Government Entities or

within the IBM-Led segment, Business Partners classified

as Government Entities

Embedded Solution Agreements or MSP/XSP transactions

are not eligible

Renewals and reinstatements Cloud Identity Services

Description

Key Design Points

IBM Security

defines promo, e.g.

“Sell Security and

receive a 3%

rebate”

5 IBM Security

How KYI for Security Software Works

IBM Security defines promo, e.g. “Sell Security and receive a 3% rebate”

IBM Security extracts eligible On-Prem/SaaS deals monthly

BP CompanyAnd/OrBP Rep(s)Request KYI Enrollment when BP meets req’mts

KYI Agency (MMI), verifies eligibility per T&C’s, enrolls and notifies BP or BP Rep(s)

KYI Agency (MMI), uploads deals to claiming portal

Enrolled BP or BP Rep(s) “Claim” deals they sold via portal

10 Days

KYI Agency issues payout @ 3% eligible rev

KYI Agency Issues $ recovery request to IBM Security

IBM Security pays KYI Agency

1. KYI Enrollment

2. KYI Claim

- 8-9 weeks after month close- Firm level benefit paid quarterly- Transactions remain on website ~ 2months

6 IBM Security

How do Business Partner representatives get engaged?

This Photo by Unknown Author is licensed under CC BY-SA

Business Partner Firm

• IBM PartnerWorld Agreement, IBM Business Partner Agreement, Authorized to sell IBM Security Software (otherwise BP will have no deals)

• Accepted PartnerWorld KYI Attachment -- grants IBM permission to reward Business Partner representatives directly

• Certified as completing the IBM Code of Conduct.

Business Partner Representatives

• Must be in a sales or technical role

• Have a IBM ID associated with their company’s PartnerWorld profile. No personal email addresses.

• Accept the IBM PartnerWorld KYI for Security Software Terms and Conditions.

• Agree to Privacy Policy

• To earn benefits, provide limited demographic information (some required for tax purposes), and successfully complete mandatory IBM Integrity Training

• Others….e.g. Mastercard T&Cs, Privacy…..

Web Sites guide users through most steps, others (obtain IBM) are supported via Q&A

www.ibm.com/partnerworld/knowyouribm

7 IBM Security

How do Business Partner representatives redeem transactions for KYI Points?

Transaction Value Limits

• Maximum qualifying Transaction Value per transaction $250,000

• Maximum annual earnings per individual Business Partner representative $10,000 or 40,000 KYI Points. KYI Point = $.25. Overlaps with systems for same BP Rep

• New License software/appliances, Transaction Value must be greater than or equal to USD $50,000.

• SaaS software transactions must be: net new

Expansion NOT allowed have a billed and provisioned Transaction Value

greater than or equal to USD $50,000 based on the Committed Contract Term.

Transaction Value is based on Annual Value.

www.ibm.com/partnerworld/knowyouribm

BPs always enter the MMI web site via a “session switch” from IBM PW

8 IBM Security

Know Your IBM for Security Software Contacts

• Business Partner representatives (employees) start here www.ibm.com/partnerworld/knowyouribm

• KYI agency (MMI) has multiple email addresses based on classification of questions. • Some shared between IBM systems and IBM Security. • Recommend Business Partner representatives use the directions on the website to access help

and send queries to proper address. General help address is Security@KYIrewards.com• For IBM Europe specific help you may email David Baugh, Davidbau@uk.ibm.com

9 IBM Security

Eligible Countries

• Aland Islands, Albania, Andorra, Austria, Belgium, Bosnia & Herzegovina, British Indian Ocean Territory, Bulgaria, Comoros, Croatia, Cyprus, Czech Republic, Denmark, Estonia, Faeroe Islands, Falkland Islands, Finland, France, French Guyana, French Polynesia, French Southern Territories, Germany, Gibraltar, Greece, Greenland, Guadeloupe, Guernsey, Hungary, Iceland, Ireland, Isle of Man, Israel, Italy, Jersey, Latvia, Liechtenstein, Lithuania, Luxembourg, Macedonia, Malta, Martinique, Mayotte, Moldova, Monaco, Montenegro, the Netherlands, New Caledonia, Norway, Pitcairn Island, Poland, Portugal, Reunion, Romania, Saint Helena, San Marino, Serbia, Slovakia, Slovenia, South Georgia & South Sandwich Island, Spain, St. Pierre and Miquelon, Sweden, Switzerland, the United Kingdom, Vanuatu, Vatican City, Wallis & Futuna.

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@ibmsecurity

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© Copyright IBM Corporation 2017. All rights reserved. The information contained in these materials is provided for informational purposes only, and is provided AS IS without warranty of any kind, express or implied. Any statement of direction represents IBM's current intent, is subject to change or withdrawal, and represent only goals and objectives. IBM, the IBM logo, and other IBM products and services are trademarks of the International Business Machines Corporation, in the United States, other countries or both. Other company, product, or service names may be trademarks or service marks of others.Statement of Good Security Practices: IT system security involves protecting systems and information through prevention, detection and response to improper access from within and outside your enterprise. Improper access can result in information being altered, destroyed, misappropriated or misused or can result in damage to or misuse of your systems, including for use in attacks on others. No IT system or product should be considered completely secure and no single product, service or security measure can be completely effective in preventing improper use or access. IBM systems, products and services are designed to be part of a lawful, comprehensive security approach, which will necessarily involve additional operational procedures, and may require other systems, products or services to be most effective. IBM does not warrant that any systems, products or services are immune from, or will make your enterprise immune from, the malicious or illegal conduct of any party.

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