Transcript Slide 1

IBM Channel Enablement Speed Sheet – IBM Global Financing
Channel Enablement Manager: Gerry O’Neill
Sales Executive: Karen Donnalley
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Date: 04/08/10
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BUSINESS PARTNER INCENTIVES
1H ’10 Financing
Associate Fee Plan
US and Canada
Double fees for System x - minimum $25K in System x equipment. Partner must request the
spreadsheet and register the deal with IBM Global Financing. Details in Section 6.1.
Incentive for Growth – Eligible partners can participate. Details in Section 7.1 of this fee plan.
New account bonus – one time fee for accounts that have no IGF billing for 2 years.
Finance & Earn – back for 1H 2010. Visit www.ibm.com/partnerworld/knowyouribm for details.
06/30/10
IBM ALN
510-139
End User Incentives
Global Asset
Recovery Services
(GARS)
•Credit challenges preventing your customers from acquiring new technology today?
•GARS is pleased to announce that we are continuing with the GARS “Recession Buster offering
into 2010. Credit challenged clients can acquire up to $250K (USD) on select IBM Certified Preowned Equipment plus 10-20% of non-hardware.
12/31/10
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Electronic
Healthcare Records
Financing
•Healthcare is looking for solutions that increase their ability to deliver better qualify patient care.
•American Recovery and Reinvestment Act (ARRA) includes provisions for health info technology
•Financing can help by creating new acquisition time lines for providers related to Economic
Stimulus HER activities.
12/31/10
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Low Rate Financing
•New rates effective April 1, 2010
•CN Rates as low as 0.60% for non-PC HW (2.00% for software and 2.80 GBS services).
•US Rates as low as 2.00% for non-PC HW (1.80% for SW/BCS Svcs, 2.60% for ITS svcs).
•Transaction size $5K-$1M in US and CAD Pwr Sys up to $2M max; Sys z requires special bid
•Competitive rates on all manufacturer’s equipment for credit qualified clients. Contact an
IGF Sales Representative for additional details.
12/31/10
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IBM Dockside EOL
•The IBM dockside end of lease option enables clients to make arrangements at the start of a
lease for the return of eligible IT equipment at the end of the lease, and have the cost for such
return bundled into the lease rate. The lease will end at the client's facility / dock instead of when
the equipment is received at an IBM Global Financing facility.
12/31/10
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Jump Start Rates
Canada
•Help your Canadian clients create an economic stimulus package for their business.
•Enhanced low rates and flexible options with one, two or three month deferral .
•Make clients aware of this offer. English or French /Canadian
12/31/10
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Zero Percent
Software Financing
•Rates as low as 0% for 12 month terms on IBM Software for credit qualified customers
•24, 36, or 48 months terms available at lower than market rates
•Flexible payments, fast approvals, and a single periodic payment
Ongoing
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Certified Pre-owned
Equipment
•Now our partners can see the available inventory for ICPE. Updated daily.
•Accommodate credit challenged clients who need equipment. Combine new and ICPE.
•Preserve margins by including and selling IBM Certified Pre-owned Equipment. Team with the
IBM field sales org who receive compensation for sales by Business Partners.
Ongoing
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ENABLEMENT DEPLOYMENT
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New - Accelerate
growth with
financing
Understand how you can improve your profitability with our new white paper and obtain a
customized report to show the effects of financing on your bottom line.
Available
Now
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IGF Sales Support
Center
Call the tool free number to receive assistance from an experienced, knowledgeable and resultsoriented IGF professional. Including:
•IGF Rep assignment , assistance with Rapid Online (RoF) tool and
•Answers to questions regarding IGF proposals, processes, credit inquiries - everything an IBM
Business Partner needs to deliver maximum value to their clients
Available
Now
Call 866
247- 3990
IGF Business
Partner Webinar
Replay
•Invest the time to view the “Selling to the CFO” business partner webinar presented live on
February 11 at noon EST.
•Kay Stephenson, IBM Financial Client Executive, with 30 years IBM experience and an
extensive background in financial sales lead this must-see presentation.
•Replay is available at the link to the right
Available
Now
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Key Enablement
Resources
•Winning with Financing Flip book - leverage the benefits of financing
•C-Suite selling - IBM Global Financing made it easier to sell to the C-Suite
Available
Now
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Support Portal
Master Sales Kit
A unified, centralized view of all technical support tools and information for all IBM systems,
software, and services
Available
Now
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