Benefits of becoming an IBM Business Partner

1. Helping you make
money selling IBM

2. Concerns over working Incentive programmes
with a vendor for you and your company
• an I make money selling the product?
C There are multiple opportunities to make
additional margin for your organisations from
• s there a simple pricing structure in place?
I
selling IBM products.
• ow easy it is to do business with the vendor?
H
• IBM Brand specific margin programmes e.g. First
• s it the right product?
I
Box Bonus, Storage Clothing Bonuses
• hat routes for help will be available to me?
W
• hannel rebate Programmes e.g. “1+1=3”, Early
C
• re the right training, tools and resources
A Assistance Programme (EAP)
in place?
• usiness Development Plans - Serious about
B
• ow are the products marketed to
H growing your IBM business!
my customers?
• emo/Development Purchase Programmes
D
• rand specific incentive Programmes e.g. Quote
B
and Close, Box Bonuses
3

3. What are the benefits
IBM Portfolio of the IBM Range?
10 ways the IBM Server and Storage
Portfolio can benefit your customer’s business:
• Highly available, competitively priced
• Designed and delivered the way you want
IBM System Storage IBM BladeCenter IBM System x
• Easy to manage and install
IBM Global IBM Software: Tivoli, • Enables you to integrate from end-to-end
Technology Services Lotus, Rational, IBM Global Finance
IM, Websphere • Highly scalable and flexible
ServicePacs
• Advanced maintenance and security features
• edicated to finding solutions that break
D
new ground
• Over 400 ISV applications
• ackaged, configured and sized for the way your
P
business operates
Designed for the mid-sized business • mpowers you to be more responsive to customers,
E
suppliers and partners
ibm.com/
partnerworld/uk/express
4 5

4. IBM PartnerWorld
Pre-Sales Advisor Tool Programme
What is the Pre-Sales Advisor Tool? Team with IBM and put the power of one of the
world’s most respected technology brands behind
• n integrated Pre-Sales environment
A your business.
that provides users a single place
/ portal to access pre-sales • elling resources
S
information and tools with a guided
• roducts and services
P
process work flow.
• ndustries
I
• rovides a “one-stop-shop” for
P
information on all of IBM’s System • ompetitive and market insight
C
x and related products that enables
• echnical resources and support
T
IBM Business Partners to:
- Build IBM System x, storage or • raining and certification
T
BladeCenter Solutions
• ive chat programme support
L
- Offer technical information for
their customers Business Partners need to register to start benefiting
- Provide IBM key selling points from the resources available!
against the main competitors
- Secure messaging / trusted Register today at: ibm.com/partnerworld
configuration exchange PartnerWorld Contact Services: (01256) 344500
- Check stock in the channel
and where
- Links to additional key sources
of information / support
More demos / education:
http://training.mercatosolutions.co.uk/
Register:
http://www.presalesadvisor.com/
6 7

5. Learn more, sell more, earn more Incentive programmes
Join the Know Your IBM (KYI) Reward Programme for your customers
Why join KYI? Because it cuts You can earn up to 30,000 KYI points 1 Server cashback!
through the clutter. You get the in sales rewards each quarter. Each
50 to £150 cashback when you buy a system
£
understanding and the key selling correctly complete short online module
X server with options. Buy £500 to £1,500 of
messages you need to sell more IBM can earn you up to 50 KYI points.
additional options with your server to qualify
products – and we pay you for it. Combine all your KYI point to get
(conditions apply).
bigger and better gifts.
Earn KYI points for successfully
completing online training modules and You’ll never be unable to use all your 2 Blade and High end servers cashback
registering sales of eligible IBM products. KYI points. Exchange your points for f you are a new blade or high end server
I
hundreds of items in our online catalogue customer to IBM you could be eligible for up to
KYI modules are released periodically or transfer them to a reloadable Visa $10,000 rebate from your reseller (conditions
during the year and cover the IBM or Mastercard that can be used in apply – high end = x3850 or above, new customer
offerings, products and information to thousands of stores internationally. = not bought sys x product since Jan 2008).
enable you to increase your sales in
today’s competitive marketplace. Three simple steps to start earning
with Know Your IBM today: 3 Get a free Bladecentre Chassis !
As you learn about IBM, you can earn uying IBM Blades for the first time? Then you
B
more KYI points by registering your • Register with IBM PartnerWorld could get the Chassis for free! Simply buy a
eligible sales. Complete just four learning minimum of 2 blades with two processors to
• Log in to Know Your IBM
modules to unlock the sales rewards. qualify (conditions apply).
• Start earning rewards1
Mastercard that can be used in 4 Buy Storage with your server and earn $500!
thousands of stores internationally.
uy a DS3000 with your system x server and earn
B
up to $500 from your reseller (conditions apply).
Start earning rewards today at
ibm.com/partnerworld/knowyouribm
8 1. You must have permission from your local management to participate in KYI. 9

6. Using IBM promotions
A typical scenario to maximise your margin
Your customer asks for a data storage and back- Potential added benefit for your customer:
up solution:
• Bid machine discounts – up to 25%
• A server to manage everything
• Net new IBM customer discount up to 5%
- System x3550, x3650, BladeCenter
• xpress End user cashback promotions
E
• External Storage to hold the data
- Free BladeCenter chassis
- TB DS3300 with easy-to-implement
2
- 10% options discount
iSCSI connectivity
- High end bundle cashback
• Software to give near-instant back-up
and recovery
- Tivoli Storage Manager Fastback
Added benefit for YOU
So do you just quote a price or do you consider
the options… • High end winback bonus
• New partner bonus – £50
• YI points – System x
K
System units – £56
Servicepacs – £7
BladeCenter – up to £1,000
• Storage – KYI Points £18.90
• Storage – Attach Bonus £323.00
10 11

7. IGF – adding value IBM addresses your
to the channel concerns – and makes it easy
How IBM Global Finance can help • Increase you margin – You can • Y and in quarter promotions for you and
F
you win deals, improve commission qualify for IGF commission on your the business
and help your customers. solution, and double commission
• ntel/AMD Servers, Storage, SWG, Channel
I
by using the IGF Rapid Online
Ready Services
IBM Global Financing (IGF) can Financing tool!
help you to: • artnerworld, Express Selector, Product Adviser,
P
• Overcome financial objections
Global Campus
– By spreading the cost over time,
• Improve your revenue recognition
delaying the start of payments • xpress, Bid Machine or SBO
E
– IGF typically pays you faster than
using a financing ‘holiday’ or specific
your customer, thus accelerating • ccount Management from IBM and/or Disty
A
structures to address ‘capex /
your transaction recognition.
opex’ issues. • ccount Mgr, Techline, Partnerworld, Partnerline
A
• Improve your debtor days –
IBM financing is available on deals that • omprehensive IBM Marketing and
C
Reduces the time taken for you to
include a minimum of 20% IBM content, Advertising schedule
receive payment. When the sale
this includes IBM hardware, software
includes IGF you get paid typically
and services plus Juniper, Motorola,
within 5-6 days after customer signs
Infoprint, Lenovo and APC products.
the lease- rather than waiting for
This allows you to offer an IGF solution
customer to pay.
even where the major part of the sale
• Improve your win rate with less includes non-IBM items.
discounting – Offer your customers
If you would like to find out more about
alternatives such as a payment
IBM Global Financing, how to use it and
holiday or zero percent finance rather
how to register to use the Rapid Online
than a discount
Finance tool, then please either give
myself a call, or call the IGF Hotline on
02392-565550.
IGF Rates and offerings are subject to change, extension or withdrawal without notice. All quotations and communications are confidential
and subject to contract, and may only be disclosed, in whole or in part, to employees and advisers who have a need to know and are bound
12 13
by appropriate confidentiality provisions. IGF shall have no liability or obligation except as agreed in a properly executed written contract.
All transactions between IGF and its suppliers are subject to the terms of the Supplier Relationship Agreement.

8. Summary – IBM’s value
proposition to you Meet the team
Claire May
Continued focus on ibm.com Sales Manager,
Multiple opportunities BPO Channels
making IBM easier
for you to earn more Phone: 44-2392-283068 (T/L: 543068)
to work with
Email: ClaireMay@uk.ibm.com
100 % channel centric
George Mullen
Business Partner Client Manager,
Cross brand focus: Strong marketing with
North
IBM servers, storage, lead generation for IPT Phone: 44-8705-122133 (T/L: 7-544072)
software and services Business Partners Email: george.mullen@uk.ibm.com
Oliver Hopkins
Business Partner Client Manager,
North
Phone: 44-8705-122133 (T/L: 7-544087)
Email: HOPKINST@uk.ibm.com
Shane Tirvengadum
Business Partner Client Manager,
LSE & NI/Irl
Phone: 44-(0)8705 322223 (T/L: 544042)
Email: TIRVENS@uk.ibm.com
Lee Wall
Business Partner Client Manager,
LSE & NI/Irl
Phone: 44-(0)8705-322223 (T/L: 5-44060)
Email: WALLL@uk.ibm.com
Charlie Saunders
Business Partner Client Manager,
South
Phone: 44-23-9228-4038 (T/L: 544038)
Email: CHARLS@uk.ibm.com
David Simpson
Business Partner Client Manager,
South
Phone: 44-8705-440055 (T/L: 544362)
Email: david_simpson@uk.ibm.com
14 15

9. © Copyright IBM Corporation 2010 IBM, the IBM logo, ibm.com, BladeCenter and
System x are trademarks of International Business
IBM United Kingdom Limited Machines Corporation in the United States, other
PO Box 41 countries or both. Java and all Java-based trademarks
North Harbour are trademarks of Sun Microsystems, Inc. in the
Portsmouth United States, other countries or both. Microsoft,
Hampshire SQL Server, and Windows are either registered
PO6 3AU trademarks or trademarks of Microsoft Corporation
in the United States and/or other countries. Other
Produced in the United Kingdom company, product and service names may be
June 2010 trademarks or service marks of others.
All Rights Reserved.
Intel, Intel logo, Intel Core, Intel Xeon, Intel Xeon
Inside, and Intel Xeon Inside logo are trademarks
Please Recycle or registered trademarks of Intel Corporation or its
subsidiaries in the United States and other countries.