Transcript Document

Avnet Storage Incentives & Programs
Nancy Ann West
Storage Brand Manager
Q4 FlashOne Workshops
Wanna sell a million $$$$
of Flash in 4Q?
Come see how to do it at our
4Q2014 Flash Workshops
in following locations:
Chicago, IL - Nov 11
register
Schaumburg, IL - Nov 12 register
Herndon, VA - Nov 13 register
King of Prussia, PA - Nov 13 register
Cincinnati, OH - Nov 17 register
Detroit, MI - Nov 18 register
Minneapolis, MN - Nov 19 register
New York City, NY - Nov 19 register
St Louis, MO - Nov 20 register
Agenda
IBM is the market leader in Flash Arrays (SSA), with
25% market share. In less than two hours, learn how
to sell $1M in flash at one account and WIN
those competitive 4th quarter storage refresh deals.
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Your Mi l l i on $$$ Sal e
We Can’t Los e!
Bui l d Your Campai gn
Bri cks vs . Modul es
Si mpl i ci ty of Confi gurati on
10 am - 1 pm
Join us for lunch!
Workshop and Lunch are Free
Flash is HOT-- and space is limited
Come learn how to:
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Capi tal i ze on Q4 refres h s torage opportuni ti es
Sel l $1M of Fl as h i n l es s than 2 hours
Wi n i n a competi ti ve "whi te s pace" account
Regi s ter today and don't mi s s out!
Susan Rachal
WW Flash Sales Enablement
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Steven Rael
WW Flash Sales Enablement
Thank you!
We look forward to seeing you there
Avnet Sales Impact Report
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2014 Storage Channel Incentives
 Entitled discount: not street price competitive
– Registration provides ability to Special Bid to increase discounts
On-going Incentives for AAS ordering
Back-end rebate
– Is automatically applied in the grid on ALL Storage Hardware, Software and Software
Maintenance (19% to the Reseller on Organic IBM, Non-Organic varies)
– Applies in all cases on End User Discount Table but mostly in Yellow and Red.
– Combines with all incentives
Solution Accelerator
CMR
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 FlashSystem and Server Incentive:
– 4% of FlashSystem list price rebate when sold with Power and Pure
– Combines with all incentives
 N series Refresh Incentive:
– BPs can receive 2% rebate on list price of eligible V7000 Unified when sold to an End
User with a qualifying N series
– Combines with all incentives
 Competitive Market Rewards (CMR): Competitive nominated
accounts/opptys – Spec/Elite partners only
N series Refresh
Incentive
Entitled
-OR-
No Charge Removal
Registration
– 8% of billed revenue rebate on Storage Hardware, Software and Software Maintenance
– Excludes Non-Organic AAS products and ProtecTier
– Can not be combined with Solution Accelerator
Storage Trade-in
Flash & Server
Incentive
Minimum Margin
Special bid
 Minimum Margin
 Solution Accelerator
– 5% of billed revenue rebate on all IBM Storage Hardware and Software, 15% on SW when
sold together via PPA. Bonus on select bundles.
 Trade-in program (US only)
– Trade-in payment to End User for old IBM and Non-IBM disk when they purchase XIV Gen
3, V5000, V7000, DS8800, FlashSystem
– Trade-in payment to End User for old IBM tape when they purchase 3588, 3592, TS7720,
TS7740
– Can be combined with No Charge Removal Program when there is more than one product
to return that is not eligible for a Trade-in
Not a part of special bid
 No Charge Removal Program (US only)
– No Charge for pickup and disposal of old IBM and Non-IBM Storage when new IBM
Storage is purchased
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IBM Internal and IBM Business Partner Use Only
Storage EU Discount and Bid Table
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Avnet Trade-in Calculator for Storage-Disk
http://k.kmaone.com/kfiles/AvnetTradeIn/DiskTradeInv2.html
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Avnet Trade-in Calculator for Storage-Tape
http://k.kmaone.com/kfiles/AvnetTradein/TapeTradeIn.html
• $75,000 Trade-in payment when
eligible IBM 3494-Bxx Virtual
Tape Servers are traded in for
the purchase of two (2) eligible
new IBM System Storage Virtual
Tape Libraries/Systems 3957VEB or 3957-V07.
• $10,000 Trade-in payment when
eligible IBM Tape Libraries 3957VEA and 3957-V06 are traded in
for the purchase of eligible IBM
Tape Libraries 3957-VEB and
3957-V07.
• $150 - $250 Trade-in payment
per tape drive when eligible IBM
Tape Drives 3588-F6A and
3592-E07 are traded in for the
purchase of eligible IBM Tape
Drives 3588-F3A, F3B, F4A and
3592-E05.
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Avnet Accelerators and Incentives
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BPIC or virtual demo - $1000
1 on 1 CXO Fly-in - $2,000
1 on many Storage Event - $5,000
FlashAttack – Up to 2% on First Flash in End User
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Deal size between $75K and $250K
Compress the Competition – 2 licenses of Real-time Compression or External
Virtualization (or feature code equivalent)
Quarterly Stretch Funds
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IBM Incentives and Programs
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VSI (Visual Storage Intelligence) Assessment - $300 GC from Avnet
SIO (Storage Infrastructure Optimization) Assessment
Storage Pre-sales Migration Factory Funding
Post Sales Migration Funding
Oracle AWR Assessment (Flash) – $300 GC from Avnet
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POWER Super Bowl Rules
STORAGE RULES
STEP 1
STEP 2
Complete any 5 of the following 10 yard STORAGE plays:
Register your first down
 Complete a CXO Fly-in Briefing w/customer
 Place a Flash POC into a customer location or run an
AWR Analysis for Flash
 Participate in a Storage Appointment Setting campaign
 Attend Avnet’s Power/Storage Training
 Host a Storage Demo or Event
 Complete a VSI Funded Assessment
 Sell an XIV Gen 3 System
 Sell a Flash 840 or V840 System
 Sell a V5000 Storwize System
 Sell a V7000 System with Compression or a V7000U to
replace n Series/Net App
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 Send proof of completion of each of your five
(5) plays to NancyAnn West
STEP 3
Be one of the first two Firms to reach the End Zone
and WIN a seat that Big Bowl Game!!!
 Achieve your IBM assigned
PerformanceRewards Storage target
to successfully score a touchdown!
www.thestgmarketplace.com
STG Marketplace
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Brand Overview
Opportunity Identification
Enablement
Sales Accelerators
Events & Education
Q4 STG Marketing Campaign Guide
Over 13 Ready to Execute
Campaigns!
*NEW* Funding for Partner Events
• $5,000 for Power & Storage
• $2,500 for Lenovo x86
Download Avnet campaign guide at
thestgmarketplace.com
To get started today, contact
[email protected]
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Avnet IBM On Demand Communications
Download the Avnet IBM App:
Available for Apple and Android devices
 Sales Accelerators, Events and News updated as announced
 NEW! Marketing content and Cloud Offerings
 Quick Links to Resources including enablement and demos
 Avnet Contacts by brand and/or by state
 Contact [email protected] to setup your access
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