Transcript Slide 1

Channel Marketing Speed Sheet - IGF
Marketing Program Manager: Lowell Collie
Sales Executive: Karen Donnalley
Date: 11/27/07
TOP ACTIONS
Name
Description
End Date/
Announcement
Letter #
Low Rate Financing
(MMLR)
•Canadian Rates as low as 4.10% for non-PC HW (3.35% for software and GBS services).
12/31/07
507-043
•US Rates as low as 4.60% for non-PC HW in the US (4.90% for SW/BCS Svcs, 5.40% for ITS svcs).
•Transaction size $1K-$1M in US and CAD
•System P up to $2M maximum ; zSeries requires special bid approval.
Enhanced Low Rate
Financing (ELRF)
From now until December 31, 2007 clients may reduce their cost on select System i server models. ELRF is
available in the US and Canada. The highlights include:
•Special low financing rates on IBM System i model 525 or 550
•Available on FMV (fair market value) or FPO (full payout) leases with terms of 24 to 60 months
•All qualifying product must ship by 12/31/07
•Offer applies to both new systems and upgrades NEW
12/31/07
IBM System Storage
Power to Choose
•Rates as low as 0.00% on targeted storage systems and associated OSS acquired before 12/31/07.
•Discounts up to 54.6% of the total Single Unit Purchase Price on eligible new storage configurations.
•Same-as-cash , 0% financing on full-payout leases with a 12 or 24 month term.
•Promotion applies only to qualifying IBM System Storage configurations ordered by 12/15/07. NEW
12/31/07
IBM System Power 5
595 to Power 6
Technology Upgrade
Option
•Clients can lease the p595 server they need and upgrade it to the next generation Power 6 as it becomes
available. Clients can choose this option after 18 months of 36 month lease with a pre-defined change in
their monthly payment based on their upgrade costs. Special bid process is now available. NEW
Ongoing
IBM Power 4 to
System i5 or Power
6 Exchange
•Clients who currently lease an IBM i825, i870, ,i890, i550, or i570 through IBM Global Financing.
•This special program offers minimized early migration costs for Clients moving to System i5 platforms.
•Applies to Power 5/Power 5+ system purchase or lease though IBM Global Financing.
•P6 has been added to this offering.
Ongoing
IBM System P4 to P5
Exchange (PEX)
•Provides migration from a P series to an IBM System P 590 or 595.
•Minimizes the financial impact of migration by allowing clients to apply their current system’s fair market
value to the IBM System P server.
•Simplifies the process with up to 60 days to perform side by side installation and testing . Special bid only.
Ongoing
Blade Center
Flexible Choice
Provides competitive pricing on BladeCenter chassis and Blade servers. IGF leads with a 60 month FPO
lease on the chassis and 36 month FMV lease on the Blade, but the chassis and blades are available for
terms between 24 and 60 months with a FPO or FMV option.
12/31/07
507-039
Asset Recovery
Solutions and
Express ARS
•Offers buyback and recycling services that can maximize return on marketable hardware,
•Manage costs for disposal of assets and help minimize risk associated with equipment disposal and
compliance with environmental regulations.
•Optional disk sanitization and cleansing service to ensure proper overwrite of data.
•Eligible equipment includes PC servers (US only), notebooks, desktops, monitors, and printers..
•Express ARS is targeted at end users with 1-250 assets.
•IGF Green Awareness campaign includes the “green” value proposition, offerings, references and contact
information. NEW
Ongoing
IBM Financing
Advantage
Smarter, simpler process designed for small and midsized businesses deals below $300K. Three elements:
•Rapid Financing improves overall speed and simplicity of the credit application and approval process.
•AutoQuote provides automatically generated credit approvals based on opportunities entered in Siebel.
•Client Pre-approval lets seller know the client’s credit line before the visit occurs.
Ongoing
Developer Program
Lease
Authorized Business Partners demonstrating current IBM products. Base program as low as 1.0% of list
price per month; i5/p5/selected storage products have a 12-month early termination option.
Ongoing
Channel Marketing Speed Sheet - IGF
Marketing Program Manager: Lowell Collie
Sales Executive: Karen Donnalley
Name
Date: 11/27/07
Description
Date
Status
ENABLEMENT DEPLOYMENT
IGF PartnerWorld Website
Access to offering information, sales deliverables, education, news and tools.
•Several enhancements to the IGF Partner World site will be announced on
September 21, 2007.
•IGF Green Awareness campaign includes the “green” value proposition,
offerings, references and contact information.
Available
Updated
IGF Offering by Brand for
North America
Brand matrix provides an overview of financing offerings, as well as limitedtime promotions currently available for a wide range of products for Business
Partners to offer customers. Links available for each listed offering.
Available
Updated Ongoing
Rapid Online Financing
New web-based enablement tool for all IGF and Business Partner sellers with
capability to complete the end-to-end financing process in minutes (generate
financing proposals, request credit approval, and obtain customer financing
contracts). Single point of entry for all deals, all sizes, and all channels.
Available in both Canada and the United States
RoF Tool will generate a COA with every quote.
Has been modified to support the Low End System p Op Lease program in the
US and Canada.
Available
Updated Ongoing
2007 Business Partner Fee
Plan
Business Partner Fee Plan formally announced on 03/30/07. It was formally
modified on August 14, 2007. The key modifications include the following:
•Double Fees for New System p – this change to the existing SP Fee Plan is
retroactive to July1 and will continue until December 31, 2007
•Double Fees for IBM Certified Used Equipment – this change to the
existing SP Fee Plan is retroactive to July 1 and will continue until December
31, 2007.
•Double Fees for System x – this former first half incentive is now a change to
the existing plan that will continue through December 31, 2007.
•Triple Fees for PCs under $300K – previously a first half incentive, it is now
a change to the Fee Plan that will continue through December 31, 2007.
•For additional details related to the Fee Plan modifications, please see the
following IGF Financing Associate Fee Plan 2007 United States and Canada
08/14/07
Announcement
Letter # 507-314
Revisiting the Lease vs.
Purchase Decision
IDC whitepaper highlighting advantages of both leasing and purchasing.
Advice given on what to look for in a leasing partner.
Available
Updated June
2007
Big Blue Helps SMBs See
Green
This Yankee Group report is a call to action for client's to step up and dispose
of their assets while they can still make money on them. It highlights e-Waste
and data privacy risks of improper disposal. This report also positions IBM as
the leader in this industry with not only the volumes IGF handles but the
emphasis IBM places on refurbishing, reuse and recovery.
Available
Updated
Analyst Perspective on
Leveraging Certified Used
Adam Braunstein (Robert Frances Group) created an excellent report on the
benefits of "Certified Used IT" in the marketplace. This provides an excellent
endorsement for those clients who need to hear positive feedback about their
used equipment purchase. NEW
Available
November 2007
Grow and Profit with IBM
Global Financing
This White Paper created by Channel Corp Management Consultants provides
insight on how IBM Certified Used Equipment & IBM Asset Recovery Solutions
can help Business Partner’s growth and profitability.
Available
Updated April 17,
2007
Handling Sales Objections
Common reasons for purchasing instead of leasing, with sales techniques.
Available
Updated Ongoing
“IBM Financing Advantage
and Global Asset Recovery
Services” Know Your IBM
Module
A Web-based sales incentives program targeted to selected Business
Partners, encouraging awareness of IBM products, solutions, strategies and
initiatives.
Available
Updated
September 2007