Transcript IBM Presentations: Blue Pearl Basic template

© 2008 IBM Corporation
Systems and Technology Group
IBM System x and System Storage Programs and Promotions Summary
1Q 2008 Programs and Promotions
Table of Contents
Page
Page
Link
Summary Of System x Programs and Promotions
•System x Short Team Promotions
2
Click here
•System x Programs – Available to all Resellers
3
Click here
•System x Programs – Higher End Products and Industry Specific
4
Click here
6-12
Click here
•Back up slides
1
© 2004 IBM Corporation
Systems and Technology Group
© 2008 IBM Corporation
IBM System x and System Storage Programs and Promotions Summary
System x Short Term Promotions (BP Channel equivalent to ibm.com promotional offerings)
Look for promotions announcing on selected System x, BladeCenter, System x software, and Tape products within the next few weeks
Back to Contents
2
© 2004 IBM Corporation
Systems and Technology Group
© 2008 IBM Corporation
IBM System x and System Storage Programs and Promotions Summary
System x and System Storage Programs – Available to all System x resellers
IBM System x and System Storage Growth Incentive – Click for Announcement Ltr 508-441 *
$25K System x sales previous year or previous quarter to qualify. System x products pay:: 85% of target Level 1 = .5%. 100% of target Level 2 =
1%. Overachievement = .5% paid on sales over 100% of target. .5% paid on System x sales if BP meets 100% of Storage target and at least 85% of
System x target. Storage products pay: L1= .5%, L2= 1.5% and Overachievers = 2.5% on sales over 100% of Storage target. Target is $25K or 6%
increase over same quarter previous year for System x and $25K or 25% increase for System Storage. Premier BPs have 70% recovery clause
SMB System x and System Storage New Customer Bonus – Click for Announcement Ltr 508-436 *
Earn $500 to $5,000 payments totaling $10,000 in incentives for New System x and/or System Storage customers. Click here to nominate a
customer. Eligible products include System x and System Storage. Excludes System x and System Storage Express Seller Models. Earn up to
$20,000 ($10,000 for System x new customers and $10,000 for new System Storage customers!!!)
System x and System Storage Express Seller BP Incentive – Click for Announcement Ltr 508-442 *
2% incentive payment on eligible Express model sales after $6K in sales of the eligible products. Incentives paid on end-user reported sales.
Incentive includes both System x and System Storage Express product
Channel Evaluation Program for Business Partners – Click for Announcement Ltr 508-430
BPs can offer end user customers the opportunity to evaluate IBM products for up to 90 days before purchasing. See the announcement letter for
customer limits by product line. Evaluation products are eligible for incentive payments. Returns are assessed a 5% return fee. Eligible products
include System x, PWS, System Storage, Options and Blades. Excludes Express Seller models. Available to IBM Resellers. Combinable with Sell
More Blue
Technology Access Program (TAP) – Click for Announcement Ltr 508-431
Obtain discounted products IBM for internal use, demonstration or development purposes. Eligible products include selected System x,
BladeCenter, Intellistation and TotalStorage products. Available to IBM Resellers, Solution Providers and Distributors.
3
* Incentives are paid on end-user reported Sales - Click to report your sales via the Web
© 2004
IBMtoCorporation
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Contents
Systems and Technology Group
© 2008 IBM Corporation
IBM System x and System Storage Programs and Promotions Summary
System x Programs - Higher End Products and Industry Specific
BladeCenter and System x Enterprise Growth Incentive – Click for Announcement Ltr 508-438 *
BP’s who achieved $25K in 2007 sales or $25K in 2008 previous qtr sales will be been assigned a quarterly BladeCenter growth target. and a
quarterly System x Enterprise target. Earn .5% if 85% of target, 1.5% at 100% , and 2.5% on amount of sales over 100% of the target. Contact
Trade One at 800-477-6756 for your growth target or go to https://prc2.tradeonemktg.com/login.ssp. Available to all IBM Resellers and Solution
Providers who purchase from a Distributor. Earn payments against each product target
2007 System x3950 New Customer incentive– Click for Announcement Ltr 508-437 *
2007 incentive will not be renewed in 2008
Selected System x3950 product now counts 3x it’s Bid Index revenue in the 2008 System x and System Storage New Customer incentive 508-436
2007 Blade Chassis withdrawal– Click for Announcement Ltr 508-440 *
2007 incentive will not be renewed in 2008
Selected Blade Chassis product now counts 2x it’s Bid Index revenue in the 2008 System x and System Storage New Customer incentive 508-436
2007 System x EXAct withdrawal– Click for Announcement Ltr 508-445 *
2007 incentive will not be renewed in 2008
Stay tuned for upcoming Enterprise System x EXAct and Blade Business Partner Investment incentive
2007 FVAR withdrawal – Click for Announcement Ltr 508-444
2007 incentive will not be renewed in 2008
Stay tuned for upcoming Enterprise System x EXAct and Blade Business Partner Investment incentive
4
* Incentives are paid on end-user reported Sales - Click to report your sales via the Web
© 2004
IBMtoCorporation
Back
Contents
Systems and Technology Group
© 2008 IBM Corporation
IBM System x and System Storage Programs and Promotions Summary
Appendix A - Eligible Part Numbers for Short-Term Promotions
Stay tuned for upcoming February short term promotion announcements
Back to Promotions Page
** Upfront price discount from Distributor
5
© 2004 IBM Corporation
* Incentives are paid on end-user reported Sales - Click to report your sales via the Web
System x, IntelliStation, and BladeCenter
2008 Incentives
Programs and Promotions Summary
January 23, 2008
Brian Kielty
[email protected]
© 2007 IBM Corporation
IBM System x – BladeCenter -- IntelliStation
2008 System x and System Storage Growth Incentive
System x and System Storage Growth Incentive 508-441
Requirements
Achieve PartnerWorld Member, Advanced, or Premier level status
 Achieve minimum of $25K System x sales in 2007 or previous quarter 2008
 Achieve a quarterly EDI end user sales target
($25K or 6% uplift for System x and $25K or 25% uplift for System Storage over previous year same quarter whichever is greater)
Reduced from 15% and $50K for System x in2007
Incentive Payments
 If 85% of the quarterly 2008 sales revenue target is met, the amount of the quarterly incentive payment will be equal to 0.5% for both
the System x target and the System Storage Target (Ability to earn $$$ on both products!)
 If 100% of the quarterly 2008 System x sales revenue target is met, the amount of the quarterly incentive payment will be equal to 1%
for System x and also earn 1.5% on System Storage for achieving 100% of the System Storage target!
 If over 100% of the quarterly 2008 System x sales revenue target is met, the amount of the additional payment will be equal to .5% on
the amount over 100% for System x and also earn an additional payment of 2.5% on System Storage on the amount of System
Storage over 100% of the System Storage target
 Business Partners who meet or exceed their quarterly System x Level One Target and also meet or exceed their quarterly System
Storage Level Two target will receive an over-achievement bonus equal to .5% of their reported System x End-User sales for that
quarter.
Premier Partners Recovery Incentive
Premier Partners who meet or exceed the combined sum of their 1st and 2nd quarter sales revenue targets by 6/30/2008 but miss one or more
quarterly targets will receive 70% of the difference between the quarterly incentive payment they received for the quarter (if any), and the quarterly
incentive payment they would have received had they achieved 100% of their quarterly sales revenue targets for 1 st and 2nd quarter.
Premier Partners who meet or exceed the combined sum of their 3rd and 4th quarter sales revenue targets by 12/31/2008 but miss one or more
quarterly targets will receive 70% of the difference between the quarterly incentive payment they received for the quarter (if any), and the quarterly
incentive payment they would have received had they achieved 100% of their quarterly sales revenue target for 3rd and 4th quarter. 2007 offered
only an annual look back.
7
IBM System x – BladeCenter -- IntelliStation
2008 BladeCenter and Enterprise System x Growth Incentive
BladeCenter and System x Enterprise Growth Incentive 508-438
Requirements
 Achieve PartnerWorld Member, Advanced, or Premier level status
 Achieve minimum of $25K System x sales in 2007 or previous quarter 2008
 Achieve a quarterly EDI end user sales target of eligible Blade product and Enterprise System x product
equal to 15% uplift or 25K for Blade and 10% uplift or $25K of eligible product for System x over previous
year same quarter whichever is greater (was 30% for Blades in 2007)
Incentive (separate targets for BladeCenter and Enterprise System x)
 If 85% of the sales revenue target is met, the amount of the quarterly incentive payment will be equal to
0.5% (for each product)
 If 100% of the 4Q eligible product sales revenue target is met, the amount of the quarterly incentive
payment will be equal to 1.5% (for each product)
 If over 100% of the 4Q eligible product sales revenue target is met, the amount of the additional payment
will be equal to 2.5% on the amount over 100% (for each product)
8
IBM System x – BladeCenter -- IntelliStation
2008 System x and System Storage SMB New Customer Bonus
2008 System x and System Storage SMB New Customer Bonus (NCB) 508-436
– Incentive to sell to New System x and System Storage SMB Customers throughout the year
•
•
•
•
Registration and approved nomination required (www.ncbprogram.com)
No (or less than $25K) System x and System Storage revenue in last 12 months
Selected BladeChassis revenue counts 2x Bid Index revenue
Selected System x3950 revenue counts 3x Bid Index revenue
– Enable greater SMB Expansion and Reseller Participation
•
•
Incentive payouts begin at low clip level ($10K)
Enterprise License Agreements (ELA) and System x Express Seller Incentive products are not eligible
Revenue and Incentive payment Schedule
Earn up to $20K for System x plus System Storage new customer sales!
System x or
System Storage
Total SMB
new customer
9
System Storage
2008 sales
Incremental
Total
Incremental
Total
revenue target
Payment
Payment
Payment
Payment
$ 10,000
$ 500
$ 500
$ 500
$ 500
25,000
500
1,000
500
1,000
50,000
500
1,500
500
1,500
100,000
1,500
3,000
1,500
3,000
250,000
2,000
5,000
2,000
5,000
500,000
5,000
10,000
5,000
10,000
IBM System x – BladeCenter -- IntelliStation
2008 System x and System Storage Express Seller
System x and System Storage Express Seller IBM08-442
Requirements
• Meet a $6,000 sales target for EDI or Web-based reported End User sales of
eligible new System x and System Storage Express products
.
Incentive
• Incentive = 2% (on eligible System x and System Storage Express product)
• The 2% incentive is paid based on Bid index price at the time of invoice to the end
user
10
IBM System x – BladeCenter -- IntelliStation
2008 Channel Evaluation Program
Channel Evaluation 508-430
Program Overview
• Eligible IBM Business Partners can offer their End Users an on-site evaluation of System x, BladeCenter, IntelliStation,
System Storage products, and options
• Maximum evaluation period of up to 90 days from the date the evaluation is approved by IBM.
• Business Partners can receive incentive payments for reported sales of channel evaluation products, except express
models
• Business Partners can use existing inventory to fulfill evaluation requests, or order channel evaluation products directly
from an authorized IBM U.S. Distributor.
Incentive Structure
• Evaluations per Business Partner Enterprise will be governed by a quarterly ticket release system. Each evaluation
ticket will be active for a predetermined number of evaluations based upon the quarter in which it is released. Tickets
expire when channel evaluation products are returned to IBM, or when the predetermined number of evaluations is
reached. Return fee reduce from 10% to 5% for 2008
• Two sales rewards tickets will be released per BP at the close of the first, second and third quarters if at least 75% of
their year-to-date evaluations have resulted in a sale to an End User. System x Express models are excluded.
 U.S. Federal, State, or Local government entities are excluded from incentives payments but will be eligible for special
bid consideration. System x Express Seller models are excluded. Channel Evaluation may be combined with Sell More
Blue
The amount of the incentive payment will be equal to:
• Percentage of the regular published IBM Web price of the product, on the date the product was approved for
evaluation, as follows:
Incentive
Product description
IntelliStation workstations
System x high-performance server x3950+
(includes scalable systems)
System x high end servers
System x low end servers
System x Blade and BladeCenter
System Storage products
Options
11
payment %
of Web price
15%
30%
30%
15%
30%
15%
20%
IBM System x – BladeCenter -- IntelliStation
2008 Technology Access Program (TAP)
TAP 508-431
 The Technology Access Program (TAP) offers selected PartnerWorld members the ability to purchase System x
Servers, BladeCenter products, IntelliStation ,selected System Storage products, and options at discounts off the
IBM web price minus bid index % for internal use, demonstration or development purposes.
 TAP rebate plus bid index allowance equals eligible percentage off list.
Discounts are as follow:
Product Groups
System x Servers & Blades (1)
(Any standard model) (5)(6)
IntelliStations (2)
(Any standard model)
Monitors
T117 17" TFT (494317U)
T119 19" TFT (494419U)
System Storage (3)
12
QTY
1-2
3-12
1-6
7-46
1-2
Description
Part
Number
DS3200, DS3300 & DS3400
1726xxx
DS4000(TM) EXP810
181281H
DS4800 Model 82
181582H
DS4800 Model 84
181584H
DS4800 Model 88
181588H
DS4800 Model 80
181580H
DS4700 Model 70 Express
181470H
DS4700 Model 72 Express
181472H
Discount*
Minus
Bid Index%
40%
20%
40%
20%
40%
Options
Per Unit
8 (4)
8
8
8
Qty
DISC*
Per Unit
3-12
1-2
3-12
1-2
3-12
1-2
3-12
1-2
3-12
1-2
3-12
1-2
20%
40%
38%
45%
38%
45%
38%
45%
38%
45%
38%
45%
8
8
8
8
8
8
8
8
8
8
8
8
3-12
1-2
3-12
1-2
3-12
38%
45%
38%
45%
38%
8
8
8
8
8