Programs and Promotions Summary

Transcription

1 System x, IntelliStation, and BladeCenter Programs and Promotions Summary 02/06/07 Brian Kielty Program Marketing Manager System x, IntelliStation, and BladeCenter Americas 2007 IBM Corporation

2 Program System x, IntelliStation, and BladeCenter Description Status SMB New Customer Bonus Program FIE Chassis Offering $500 to $5,000 payments potentially totaling $12,250 for SMB New Customer sales of System x, PWS, and Blades. 5% payment at $10K and $25K revenue. 4.5% at $50K and $100K revenue. 2.45% at $250K and $500K revenue SMB new customers who did not achieve $100K must be renominated and requalified by 3/31 to be eligible in 2007 Incentive payments up to $4K on selected chassis products on sales into new Blade Center Chassis customers. Roll from Year Pgm - IBM Letter Year Pgm - IBM Letter x460 / System x 3950 and MXE New Customer Business Partner System x + PWS Premier Partner Incentive Blade + BladeCenter Solution Provider Payment for the sale of x460 / System x 3950 or with an MXE Modular Expansion Enclosure to a pre-qualified new x460/system x 3950 customer. $2,500 for x460 / System x 3950 or $7,500 rebate for x460 / System x 3950 with MXE enclosure on same invoice. Roll from % on growth +.75% on options multiplier (1.26 AR) for sales of System x, Blades, & IntelliStations. Quarterly targets equal 15% uplift of previous year s end user reported sales for the same quarter. Minimum target 125K. Growth and AR targets can be earned separately. 3% base + 3% on quarterly growth targets for sales of Blades and BladeCenter Chassis. 300K annual sales target of Blade product. Technical competency and demo unit required. Quarterly targets equal 40% uplift of previous year s end user reported sales for the same quarter Year Pgm - IBM Letter Year Pgm - IBM Letter Year Pgm - IBM Letter System x Express Seller Business Partner incentive BP Power Play System x, BladeCenter, and IntelliStation 2007 Business Partner incentive Technology Access Program (TAP) Sell More Blue 2% incentive payment on Express Model Sales after $5K in sales of the eligible products.25% on all System x sales after $40K target is achieved. Additional 3% on selected System x storage. Additional 3% on eligible software. Member and Advanced level BPs earn additional 1.25% incentive for January and February year to date end user EDI reported sales of eligible product. Reference announcement letter for list of excluded parts. Discounts from the IBM web price for internal use, demonstration or development purposes. Discounts up to 40% on 2 Servers then 20% on the next 10. The number of options allowable per configuration is 8. Fast path bid process that BPs can utilize in competitive pricing situations. Provides BPs with a simple process that allows them to obtain discounted pricing for competitive opportunities by contacting their Distributor. Effective February 12, 2007, IBM will no longer accept Special Bid requests for transactions of $50K and smaller. Year Pgm - IBM Letter Year Pgm - IBM Letter Year Pgm - IBM Year Pgm - IBM IBM Corporation 2003 IBM Corporation

3 System x, IntelliStation, and BladeCenter Program Channel Evaluation Program for Business Partners Know Your IBM (KYI) Description Pre-sale program on System x, PWS, System x - Storage, and Blades. Maximum 90 day eval period. Number of evals managed by a ticket system. Eval tickets released on a quarterly basis, each Business Partner Enterprise will be eligible to receive two sales rewards tickets at the close of the first, second and third quarters if at least 75% of their year-to-date evals have resulted in a sale to an End User. Incentive payments (15%-30%) will be equal to a percentage of the regular published IBM Web price of the product, on the date the product was approved for evaluation. Sale must be reported on the program Web site no later than 5 business days beyond the End date of the approved channel evaluation period. There will be no automatic extensions in All eligible products approved for a 90-day channel evaluation will be assessed a 10% return fee if the product is returned to IBM. Employees of eligible IBM Business Partners can receive points that can be redeemed for merchandise: Participants are eligible to receive a maximum of 40,000 points each ($10,000 USD** merchandise value). Requires approval from BP for employees to participate. Status Year Pgm - IBM version announced 2006 Year Pgm - IBM Healthcare Business Partner incentive Business Partners can receive a rebate when they sell System x, BladeCenter, IntelliStation and/or storage products to an End User that is a recognized Healthcare organization. Healthcare organizations are defined as hospitals, physicians offices, or medical clinics. Amount of the incentive will be equal to 6% of the total IBM list price. BPs should reference incentive number SRVR1Q07001 when ordering from their Distributor. The Distributor net bills the BP and the Distributor files for a back end rebate to be reimbursed. Year Pgm - IBM Letter Limited Time Promotions 2007 IBM Corporation 2003 IBM Corporation

4 System x, IntelliStation, and BladeCenter Program Description Limited Time Promotions Status System x Express server January Kick Start Rebates from $57 to $733 for EDI or Web-based reported sales of selected eligible new System x Express servers to End Users. Rebate varies depending on model sold January 18 February 12 IBM Letter SQL server sales seminar Business Partner incentive Remote Supervisor Adapter (RSA) Promotion When Business Partners conduct pre-approved half-day System x customer sales seminars utilizing IBM-supplied presentation and support materials, they can receive a $100 USD incentive payment for each qualifying customer attendee, up to a maximum of $5,000 USD per seminar. The first 60 seminars that are registered, pre-approved by IBM, and conducted, will qualify for incentive payments under the terms of this incentive. IBM will approve up to three seminars per Business Partner company. Seminars must be registered with IBM on or after January 30, 2007, but no later than April 9, Finalized seminar dates and locations must be received by IBM no later than April 20, 2007, or three weeks prior to the finalized seminar date, whichever date comes first. IBM-approved seminars must be conducted between February 8, 2007, and June 15, IBM Business Partners can receive a $69 rebate for each EDI or Web-based reported sale of a new IBM Remote Supervisor Adapter II SlimLine (39Y9566) to an End User. January 30 April 9 (register) IBM February 6 March 30 IBM Letter System x Options Promotion Business Partners can receive a rebate when they acquire eligible System x options for an End User. Distributor invoices to their Resellers must be dated on or after February 6, 2007, but no later than March 30, BPs should reference incentive number SRVR1Q07002 when ordering from their Distributor. The Distributor net bills the BP and the Distributor files for a back end rebate to be reimbursed. Incentive dollars ($29-$806) depends on the products purchased. Reference announcement letter IBM for a list of eligible product. February 6 March 30 IBM Letter IBM Corporation 2003 IBM Corporation

5 2007 SMB New Customer Bonus Incentive 2007 SMB New Customer Bonus (NCB) IBM Incentive to sell to New System x SMB Customers throughout the year Registration and approved nomination required ( No (or less than $25K) System x revenue in last 12 months Enable greater SMB Expansion and Reseller Participation Incentive payouts begin at low clip level ($10K) 2007 New Customer Bonus Incentive Incremental Cumulative Total Revenue New Customer New Customer % at each Revenue Incentive Incentive Clip Level $10, $500 5% $25, $1,250 5% $50, $2, % $100, $4, % $250, $7, % $500, $12, %

6 2007 BladeCenter First-in-Enterprise - FIE BladeCenter Chassis FIE IBM Nominate/sell BladeCenter Chassis into customers that have no BladeCenter Chassis installed (enterprise and/or location within enterprise) Rebates up to $4000 BladeCenter FIE can be stacked with New Customer Bonus Don t forget to nominate the customer in each incentive prior to the sale if the customer is eligible Sales are also eligible for the BladeCenter Solution Provider 3% base and 3% qrtly growth target incentives Part payment Description number amount BladeCenter Chassis Express model 8677E2U $ 300 BladeCenter Chassis Express model 86773EU 4,000 BladeCenter Enclosure 86773XU 2,000 BladeCenter T Chassis (AC Model) 87302RU 2,000 BladeCenter T Chassis (DC Model) 87202RU 2,000 BladeCenter Chassis 86773RU 2,000 BladeCenter H Chassis 88524XU 2,000

7 2007 x460 / System x3950 First-in-Enterprise x460 / x3950 FIE IBM Nominate/sell x460 / x3950 into customers that have no x460 / x3950 installed (enterprise and/or location within enterprise) x460 / x3950 System Unit = $2500 Rebate x460 / x3950 plus x460 MXE / x3950 E System Unit* = $7500 Rebate Eligible IBM Business Partners can receive an incentive payment for the EDI or Web-based reported sale of: an eligible new IBM eserver xseries 460 / System x3950 server, or an eligible new IBM eserver xseries 460 server / System x 3950 and an eligible new MXE-460 Modular Expansion Enclosure / System x3950 E at the same time (appearing on the same End-User invoice or lease contract) to an End User who is an IBM-approved new customer Nominations can be made by sending an to x460@tradeonemktg.com, with "End User nomination for new x460 customer" in the subject line, and including the following information: End-User name End-User address (list all addresses, if applicable) Business Partner company name LOCID Name, address and phone number of Business Partner contact x460 / x3950 FIE can be stacked with New Customer Bonus Don t forget to nominate the customer in each incentive prior to the sale if the customer is eligible Sales are also eligible for the EXAct Business Partner 3% base and 3% qrtly growth target incentives

8 2007 BP Power Play BP Power Play IBM % Baseline Incentive to all authorized resellers on all System x, BladeCenter and IntelliStation systems and options 3% Additional incentive on DS300/DS400 Entry SAN Solution Models 3% Additional incentive for all members on key 3 rd party software solutions (VMware, Symantec, Altiris, RDM) 1.25% Additional incentive for Member and Advanced level BPs through February 28 YTD

9 2007 Healthcare Incentive Healthcare Incentive IBM (hospitals, physicians offices, or medical clinics) Pre-approved discounts on eligible System x, IntelliStation, Options and Storage when sold into qualified healthcare customers Administered as pre-approved special bid (SRVR1Q07001) Incentive will be equal to 6% of the total IBM list price of the eligible products sold, on the date of the IBM Distributor's sale to a Reseller (Reseller invoice date) Distributor net bills Business Partner and Distributor files for backend rebate Reference announcement IBM for a list of eligible System x servers

10 2007 Premier Partner System x, BladeCenter and IntelliStation Premier Partner IBM Requirements Achieve PartnerWorld Premier level status Achieve minimum of $25K System x sales in previous quarter Achieve a quarterly EDI end user sales target ($125K or 15% uplift over previous year same quarter whichever is greater) Incentive o If the quarterly 2007 sales revenue target is met, the amount of the quarterly incentive payment will be equal to 0.5% of the Reported End-User System x, BladeCenter, and IntelliStation total sales revenue for the quarter. o If the ratio of reported eligible option sales to reported eligible system sales is greater than 1.26:1, the amount of the quarterly incentive payment will be equal to 0.75% of the reported End-User System x, BladeCenter, and IntelliStation total sales revenue for the quarter. o If both the quarterly 2007 sales revenue target is met, and the ratio of reported eligible option sales to reported eligible system sales is greater than 1.26:1, the amount of the quarterly incentive payment will be equal to 1.25% of the reported End-User System x, BladeCenter, and IntelliStation total sales revenue for the quarter. The quarterly sales target or the attach rate target can be earned separately if the Premier Partner does not achieve one of the targets. Maximum incentive payment of $100K per quarter.

11 2007 Technology Access Program (TAP) TAP IBM The Technology Access Program (TAP) offers selected PartnerWorld members the ability to purchase System x servers, BladeCenter products, IntelliStation,selected TotalStorage products, and options at discounts from the IBM web price for internal use, demonstration or development purposes Incentive Structure Discounts are as follows Express Options Product Groups QTY Models Discount* Per Unit System x Servers & Blades % 25% 8 (Any standard model) % 15% 8 System x Storage Servers (NAS) % % 8 IntelliStations % 25% 8 (Any standard model) % 15% 8 EXP400 SCSI Expansion % 8 (17331RU) % 8 DS % 8 (1701xxx) % 8 DS % 8 (1700xxx) % 8 DS3200 & DS % 8 (1726xxx) % 8 Monitors % C117 17" CRT (49387NU) % T115 15" TFT (494215U) T117 17" TFT (494317U T119 19" TFT (494419U) T " TFT (494520U) Total Storage Options Part Qty DISC* Per Unit Description Number % 8 DS4000 EXP H % % 8 DS4800 Model H % % 8 DS4800 Model H % % 8 DS4800 Model H % % 8 DS4800 Model H % % 8 DS4700 Model 70 Express H % % 8 DS4700 Model 72 Express H % % 8

12 2007 Blade and BladeCenter Solution BP Blade and BladeCenter Solution BP IBM Requirements Membership and incentive program for sales of select Blade and BladeCenter Offerings Program Reqmts Overview: Incentive o Meet a $300,000 annual sales revenue target for EDI or Web-based reported End User* sales of eligible new Blade and BladeCenter products o Meet and maintain defined BladeCenter sales and technical support competency commitments, and o Acquire a qualifying new BladeCenter server with a minimum of two Blades for use as a demonstration system. Incentive Structure Base Incentive = 3% (on eligible Blade and BladeCenter system units) Growth Incentive = 3% additional incentive at Growth Target Growth Incentive 40% uplift over previous year same quarter or $75K whichever is greater

13 2007 System x Express Seller System x Express Seller BP IBM Requirements o Meet a $5,000 sales target for EDI or Web-based reported End User sales of eligible new System x Express products. Incentive Incentive = 2% (on eligible System x Express product) The 2% incentive is paid based on Bid index price at the time of invoice to the end user Reference announcement letter IBM for a list of eligible product

14 2007 Know Your IBM Know Your IBM IBM Overview o Employees of eligible IBM Business Partners can receive points that can be redeemed for merchandise under the following programs: o Learn and Earn Rewards Program rewards employees who successfully complete qualifying IBM quick learning training modules. o Sell and Earn Rewards Program rewards employees for reporting sales of qualifying new IBM products and services to End Users. o Each point earned is equivalent to $0.25 USD** in merchandise value. Participants are eligible to receive a maximum of 40,000 points each. o Business Partner employee participation approval, employee registration, qualifying training modules, and sales reporting forms, are available on the following Web site: // Employee point balances and redemption Points will be deposited into a participant's account after the successful completion of a qualifying training module or reporting of a qualifying sale, and are redeemable for merchandise or gift certificates from participating merchants two weeks after being deposited into an account. A list of participating merchants can be obtained by visiting the following Web site: //kyirewards.net

15 2007 Sell More Blue Sell More Blue IBM Overview o Sell More Blue is a fast path bid process that IBM Business Partners who are approved to sell IBM System x and BladeCenter server products can utilize in competitive pricing situations. This program provides IBM Business Partners with a simple process that allows them to obtain discounted pricing for competitive opportunities by contacting an approved Distributor. o The Distributor will review the request and will determine the discounts available for the products requested. o The Distributor will provide the product to the Business Partner or drop ship the product to the end user customer on behalf of the Business Partner and net bills the Business Partner including the additional Sell More Blue discount. All requests for Sell More Blue discounts will be assessed using the following criteria: 1. IBM Business Partner selling to the end user must report end user sales to IBM via EDI or a web reporting tool, including providing serial numbers for system units and monitors. 2. Opportunity must be for eligible products, within the program duration and discount, and contain valid competitive detail. 3. End user must be a valid end user enterprise. o Discounts will vary by product. o Sell More Blue is designed to provide IBM Business Partners with additional discounts beyond Bid Index price. o In conjunction with this Sell More Blue announcement, effective February 12, IBM will no longer accept Special Bid requests for transactions of $50K and smaller. This is an increase in the Special Bid clip level from $25K to $50K. The allowable exceptions remain the same as in 2006.

16 2007 Channel Evaluation Program Channel Evaluation IBM Program Overview o Eligible IBM Business Partners can offer their End Users an on-site evaluation of System x, BladeCenter, IntelliStation, and System x storage products o Maximum evaluation period of up to 90 days from the date the evaluation is approved by IBM. o Business Partners can receive incentive payments for reported sales of channel evaluation products, except express models o 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. 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. 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 payment % Product description of Web price IntelliStation workstations 15% System x high-performance server x % (includes scalable systems) System x high end servers 30% System x low end servers 15% System x Blade and BladeCenter 30% System x storage products 15% (includes entry level storage) Options 20%

17 System x Express server January Kick Start Jan 18 Feb 12 System x Express server Kick Start IBM Overview: o Rebate for each EDI or Web-based reported sale of a selected eligible new IBM System x Express server to an End User Eligible products BP Rebate U IntelliStation A Pro $ U IntelliStation A Pro $ U System x3550 $ U System x3550 $ AU System x3650 $ U System x3650 $ E8U System x3850 $ E9U System x3850 $360

18 Options Promo Tape and Rack Feb 6 March 30 Tape and Rack Promotion IBM Overview Incentive o IBM Distributors, whether ordering via PartnerCommerce or using existing inventory, should file an electronic rebate claim form referencing promotion number SRVR1Q07002 in order to receive a rebate. o Business Partners can receive a rebate when they acquire the tape and rack products from their Distributor for an End User. Eligible products Part Rebate Description number amount IBM VXA320 Internal Tape Drive 25R0045 $136 IBM VXA320 Internal Tape Drive Media 5 pack 71P IBM 4U Universal Tape Library 33614LX 585 IBM 4U Universal Tape Library Media 5 pack 25R LTO Generation 3 SCSI Drive 40K LTO Magazines 40K IBM 42U S2 standard rack 93074RX 194 IBM 42U S2 standard rack 93074XX 111 IBM 25U S2 standard rack 93072RX 166

19 Remote Supervisor Adapter Promotion Feb 6 March 30 Remote Supervisor Adapter (RSA) IBM Overview: o $69 rebate for each EDI or Web-based reported sale of an eligible new IBM Remote Supervisor Adapter II SlimLine to an End User Eligible products Description IBM Remote Supervisor Adapter II SlimLine Part number 39Y9566

20 SQL Server Sales Seminar Jan 30 April 9 (Registration) SQL Server BPO Seminar IBM Overview Incentive o When Business Partners conduct pre-approved half-day System x customer sales seminars utilizing IBM-supplied presentation and support materials, they can receive a $100 USD incentive payment for each qualifying customer attendee, up to a maximum of $5,000 USD per seminar. o The first 60 seminars that are registered, pre-approved by IBM, and conducted, will qualify for incentive payments under the terms of this incentive. o IBM will approve up to three seminars per Business Partner. o Seminars must be registered with IBM on or after January 30, 2007, but no later than April 9, o Finalized seminar dates and locations must be received by IBM no later than April 20, 2007, or three weeks prior to the finalized seminar date, whichever date comes first. o IBM-approved seminars must be conducted between February 8, 2007, and June 15, o Payment request forms, along with supporting documentation, must be received by IBM no later than 15 calendar days after the seminar is conducted. o Seminar registration will occur automatically when an eligible IBM Business Partner visits the following Web site:. o Once in the Web site, eligible Business Partners must enter access code SQLJAN2007. The following supporting documentation must accompany each payment request form: o a completed qualifying customer attendance form, showing customer names and job titles o a pdf copy of the invitation to the seminar o a Business Partner company invoice for the incentive payment they are requesting from IBM. The invoice must be typewritten or computer-generated, and include an invoice number, the date and location of the pre-approved seminar, and the number of attendees.