Transcript IBM Solution Accelerator Incentive

Selling IBM Solutions
New IBM Initiatives to Drive
IBM Hardware and Software Sales - Together!
IBM Solution Accelerator Incentive
aka “Blue on Blue” prior to announcement
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© 2012 IBM Corporation
Are You Maximizing Your Deals to Benefit the Customer AND You?
 Are You Maximizing the Opportunity?
 Are You Maximizing Your Margin?
 Are You Offering the Best Deal to the Customer by Bundling the HW,
SW, Services and Financing?
 How Much Are You Losing By NOT Clothing Your Deals?
 What If You Were Able to Clothe Even 20% or More Of Your Deals?
© 2012 IBM Corporation
IBM Solution Accelerator Incentive
BP Sample Software Incentive Stack
Base Incentive:
IBM eligible HW + IBM eligible SW
SAI SW Base +
Bonus*
60%
Incremental rebate:
18%
50%
%
40%
– 5 points on HW
30%
20%
– 15 points on SW
10%
SVI Incentive
18
18%
GB Incentive
20%
20%
10%
5%
8%
5%
SW Base
15%
5%
* Note: Plus 4% on HW
0%
I&A
DISTRIBUTOR(S)
BP HW
BP SW
CLIENT
GB LE
GBMM
Bonus Incentive:
•Rebate for selling pre-defined solution
•Additional 10 points on SW solution
•Teaming allowed
Access eligible HW, SW, and Solutions:
www.ibm.com/partnerworld/solutionaccelerator
© 2012 IBM Corporation
IBM Solution Accelerator – HW Pipeline Review
Suggested Actions:
 Review HW Pipeline for Eligible Products (Click here for Product Eligibility List)
 If eligible, are there any SW Opportunities associated with the HW?
Check the eligible SW List (click here) .
 YES
 Check PPA Eligibility for Customer (Govt, ELA, I and J are not eligible)
 Must Order via PPA (not AAS for products that may be ordered either way)
 Check Sizing to Maximize Incentive (ie. HW / SW 30% minimum)
 Is There an Opportunity to Upsell for the Bonus Solution Incentive?
(eg. TPC or Flash Copy Mgr for Storage?)
 NO
 Is the customer waiting to order after they get the HW? ORDER now or
within 15 days of 1st PO for a better deal.
 See Clothing Questions to Probe for SW Opportunities.
© 2012 IBM Corporation
IBM Solution Accelerator – SW Pipeline Review
Suggested Actions:
 Review SW Pipeline with No HW
 If eligible, are there any HW Opportunities associated with the SW?
Check the eligible HW List (click here) .
 YES
 Check PPA Eligibility for Customer (Govt, ELA, I and J are not
eligible)
 Must Order via PPA (not AAS)
 Check Sizing to Maximize Incentive (ie. HW / SW 30% minimum)
 Is There an Opportunity to Upsell for the Bonus Solution Incentive?
(eg. TPC or Flash Copy Mgr for Storage?)
 NO
 Can you package a better deal with the IBM Solution Accelerator?
 Is it a competitive HW opportunity? (Call in the competitive team to
assist.)
 See Clothing Questions to Probe for SW Opportunities.
© 2012 IBM Corporation
Solution Accelerator: How does it work?
Participation Options for IBM Distributors and IBM Business Partners:
Teaming allowed on Solution Claims only
Single BP/ Single Dist.
Single BP/ Two Dist.s
IBM
IBM
Dist.
HW
VAD
HW+SW
BP
HW+SW
Client
Client
Terms:
VAD: IBM Value Added Distributor
BP: IBM Business Partner
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Two BPs/ Two Dist.s
IBM
IBM
VAD
SWG
BP
HW+SW
VAD submits claim, gets rebate
VAD/BP share as they agree
Two BPs/ Single Dist.
SWG VAD submits claim, each
VAD gets rebate
VADs/BP share as they agree
Dist.
HW
VAD
HW+SW
BP
HW
BP
SW
Client
VAD submits claim, gets rebate
VAD/BPs share as they agree
BP
HW
VAD
SWG
BP
SW
Client
SWG VAD submits claim, each
VAD gets rebate
VADs/BPs share as they agree
BP teaming only allowed on Solution Bundles Claims
© 2012 IBM Corporation
Sample Clothing Questions
© 2012 IBM Corporation
Generic SW Clothing Questions
 Customers buy hardware to run specific applications
 Customers don’t always ask for everything they need
 IBM provides middleware applications that make customer purchased apps better
 IBM SW can greatly mitigate the risk of many solution deployments
 How do you plan to manage the solution's HW, including its infrastructure and security?
 If your solution connects to the Web, how will you introduce and manage the Web content?
 Does your solution collaborate with other SW applications? If so, how will it integrate?
 Does your solution involve employees teaming and collaborating? Do they need to do so
electronically, or would your company profit if they did?
 If your solution involves a SW application developed inhouse, do you have tools to manage
this development?
© 2012 IBM Corporation
Questions to ask … For Tivoli Storage Mgr Opportunities –
Clothe w/ Storage HW
 What storage will they be using for the TSM backup repository?
 How full is their production storage? When do they anticipate needing more?
 How fast is their production storage growing? Are they concerned about it?
 Is the production storage performance or flexibility limiting their ability to grow
existing workloads or deploy new ones?
 Is it a competitive HW opportunity? (Call in the competitive team to help.)
 Can the BP package a better deal with the IBM Solution Accelerator?
© 2012 IBM Corporation
Questions to ask … For Storage Opportunities – Clothe w/ TSM
 Do you need to backup to a DR site, to provide recovery for primary
site failure?
 Are you able to fully meet your backup windows?
 Do recoveries take a long time because your tapes go offsite?
 Do recoveries fail because of media problems?
 Do you want to simplify your backup tool set?
 Are important documents/files being missed from backup schedules?
 Are backups impacting your applications?
 Are you concerned that lost backup media may expose important
information to an outside party?
 Are lack of staff skills/resources impacting your recovery capability?
 Do you have pressure from users for quick individual item restores?
 Would you like to centralize / optimize your restore capability?
 Is your current backup product not performing due to data growth?
© 2012 IBM Corporation
Questions for HW Team – HW clothing by brand
 System X
– What is the OS that will be run?
•
Is there a preference?
– What SW is being used to manage the
system (CA, HP, Tivoli, MS, other)
– Is there a DB that will be used on the
machine (Oracle, Informix, DB/2,
Sybase, Other)
– Will this machine (blade) be used as an
application server (BEA, WebSphere,
Oracle, Other)
– Will this machine be used as an email
or collaboration server (Exchange,
Domino, Novell, other)
– Will there be a main application run on
this system (Peoplesoft, SAP, Siebel,
Oracle, Home Grown, other)
– Will this machine be used in production
or for development (if production flow
to other questions)
•
If for development – What tools will
be used to write the software?
 Power Systems
– What is the OS that will be run?
•
Is there a preference?
– What SW is being used to manage the
system (CA, HP, Tivoli, BMC, other)?
– Is there a DB that will be used on the
machine (Oracle, Informix, DB/2, Sybase,
Other)?
– Will this machine be used as an
application server (BEA, WebSphere,
Oracle, Other)?
– Will this machine be used as an email or
collaboration server (Exchange, Domino,
Novell, other)?
– Will there be a main application run on this
system (Peoplesoft, SAP, Siebel, etc)?
– Will this machine be used in production or
for development (if production flow to
other questions)?
•
If for development – What tools will be
used to write the software?
© 2012 IBM Corporation
Questions for HW Team – HW clothing by brand
 Power I
– What other OS’s might be run? Is there a preference?
– What SW is being used to manage the system (CA, HP, Tivoli, other)?
– Will this machine be used as an application server?
– Will this machine be used as an email or collaboration server (Domino, other)?
– What will be the dominant application run on this system?
– Will this machine be used in production or for development?
© 2012 IBM Corporation
Questions for SW Team – SW clothing by brand
 Tivoli
 WebSphere
– What is the OS/HW platform that
the management software will
run?
– How many machines will be
needed to provide the
management infrastructure?
– Is the customer looking to
upgrade HW that the software
will run?
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Will new hardware be
purchased?
– Is the customer looking to
consolidate systems used in the
management infrastructure?
– What is the OS/HW platform that
the app servers, transaction
servers and/or webservers will
run?
– How many machines will be
needed to provide the necessary
capacity?
– Is the customer looking to
upgrade HW that the software
will run?
•
Will new hardware be
purchased?
– Is the customer looking to
consolidate systems used in the
app/web/trans server
infrastructure?
© 2012 IBM Corporation
Questions for SW Team – SW clothing by brand
 IM
 Lotus
– What is the OS/HW platform that
the collaboration software will
run?
– How many machines will be
needed to provide the
collaboration infrastructure?
– Is the customer looking to
upgrade HW that the software
will run?
•
Will new hardware be
purchased?
– What is the OS/HW platform that
the database server will run on?
– How many machines will be
needed to provide the necessary
capacity?
– Is the customer looking to
upgrade HW that the software
will run?
•
Will new hardware be
purchased?
– Is the customer looking to
consolidate systems used to run
the database infrastructure?
– Is the customer looking to
consolidate systems used in the
collaboration infrastructure?
© 2012 IBM Corporation
Questions for SW Team – SW clothing by brand
 Rational
– What is the OS/HW platform that the management software will run?
– How many machines will be needed to provide the development infrastructure?
– How big will the production infrastructure be?
© 2012 IBM Corporation
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Optimize the Impact of
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and Services
Drive Business Integration
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Connectivity & Integration
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Manage security, risk, and
compliance
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