IBM System x - BladeCenter – iDataPlex – Flex System
Win more business and increase margins utilizing available incentives!
Promotions and Incentives Summary
February 26th, 2013
Brian Kielty
bkielty@us.ibm.com
© 2013 IBM Corporation
What’s New with Flex System?
Business Partners Can Now Leverage the New Customer Rewards
incentive to Sell Flex Systems! Reference PartnerWorld announcement 513-080 for details
•Flex System 5% Bid Code up front discount off list price plus 5% net
revenue back end rebate or…
•Opt in for 9% Flex System Bid Code up front discount off List Price in
lieu of receiving a net revenue back end rebate
Flex System Price To Win Grid
•Price To Win Flex System Grid 1 enhancements to assist with your Flex
System opportunities
Act Now!
•Leverage New Customer Rewards and the Grid modifications to replace
existing UCS installations and WIN new opportunities
•We normalized the stack with BladeCenter to maintain incentive
consistency and assist with appropriate BladeCenter to Flex System
transitions...
2
© 2013 IBM Corporation
IBM System x - BladeCenter – iDataPlex – Flex System
New Customer Rewards incentive (NCR) 513-080
“Regular” NCR for BPs that do not “opt in” for an Enhanced Bid Code. Business Partners who usually need off grid
pricing to win new customers typically prefer this version
Price To Win upfront discount and additional net revenue backend rebate
Product
Bid
Code
Bid Code
Percentage
Net Revenue
Rebate
System x
NCBX0812A
5%
5%
Flex System
NCBF0213A
5%
5%
Storage
NCBS0212A
4%
2%
Nominate your end user
Bid code % is based on
List Price. Rebate is based
on Net rev
Business Partners that do “opt in” for an Enhanced Bid Code. Business Partners who usually utilize grid pricing
typically prefer this version
Price To Win upfront discounts but no additional net revenue backend rebate
 9% Bid Code discount for System x and Flex System
 7% Bid Code discount for Storage
Product
Bid
Code
Bid Code
Percentage
Net Revenue
Rebate
System x
NCBEX0812A
9%
N/A
Flex System
NCBEF0213A
9%
N/A
Storage
NCBES0212A
7%
N/A
Nominate your end user
Approved nominations are
valid for 12 months
3
© 2013 IBM Corporation
PureFlex & Flex System Specialty vs Specialty Elite 513-071
PureFlex and Flex System
Specialty
PureFlex and Flex System
Specialty Elite
Minimum Revenue criteria
$250K in PureFlex plus
Flex System (prior 4 quarters)
$1.25M in PureFlex plus
Flex System (prior 4 quarters)
Sales Skills
5 points minimum:
-2 points minimum in PureFlex certs
-Other points can come from System x,
Storage, or Power certs
7 points minimum:
- 4 points minimum in PureFlex certs
-Other points can come from System x,
Storage, or Power certs
10 points minimum:
- 4 points minimum in PureFlex certs
- Other points can come from System x,
Storage, or Power certs
14 points minimum:
- 8 points minimum in PureFlex certs
- Other points can come from System x,
Storage, or Power certs
Min Total Skills Points
(Sales + Tech certs)
15 points plus…
21 points plus…
Verified Customer Sales
Minimum 1 verified sale of
PureFlex or Flex System
Minimum 3 verified sales of
PureFlex or Flex System
Minimum Total Points
+ Verified Sales
15 points and …
1 verified sale
21 points and …
3 verified sales
Requirement
1 point per certification
Technical Skills
2 or 3 points depending on cert
IBM Business Partners can review both attained and missing skills using the Business
Partner Technical Vitality (BPTV) Analysis Tool
•
Select the tab for "Dashboard"
•
Go to section "Accessing your firm's Dashboard Reports"
•
Select the link labeled "Click here to access your firm's BPTV reports"
© 2013 IBM Corporation
PureFlex & Flex System Specialty vs Specialty Elite 513-071
Benefits Available
PureFlex and Flex System
Specialty
PureFlex and Flex System
Specialty Elite
Benefits Include:
Specialty mark
Specialty Elite mark
Priority on PartnerWorld BP
locator
Priority on PartnerWorld BP
locator
Education vouchers
2 education vouchers
4 education vouchers
Certification vouchers
2 certification test vouchers
4 certification test vouchers
Technical support and
miscellaneous benefits
Priority access to Technical
Sales resources for PureFlex
opportunity support. 5 BPTV
points
Higher priority access to STG
Architects, specialists, and
priority access to Technical
resources from Development
teams
Monetary benefits from
IBM 2013 Business Partner
PerformanceRewards
Up to 2.5% payment in
PerformanceRewards
Up to 3.5% payment in
PerformanceRewards
Application Process
New applications for either PureFlex and Flex Systems Specialty or Specialty Elite
must be submitted via the designated online application process
© 2013 IBM Corporation
Pure Flex and Flex System Certifications to Choose for Qualification
2 Primary certs for PureSystems Minimum Points & Other Brands certs count for total Score
Category
Skill Name
ID
PureSystems
IBM Certified Specialist - PureFlex Systems Sales V1
IBM Certified Specialist - PureFlex Technical Support V1
56000101
Sales
1
56000201
Technical
2
IBM Certified Systems Expert - System x Sales Expert V3
18005603
Sales
1
BM Certified Specialist - System x Technical Principles V10
18002409
Technical
2
IBM Certified Specialist - System x Technical Fundamentals V11
18002410
Technical
2
IBM Certified Systems Expert - System x Technical V6
18006604
Technical
3
IBM Certified Sales Specialist - Power Systems with POWER7 and AIX - v1
03005907
Sales
1
IBM Certified Sales Specialist - Power Systems with POWER7 and IBM i - v1
04010111
Sales
1
IBM Certified Sales Expert - Power Systems with POWER7 - v1
04012801
Sales
1
IBM Certified System Administrator - AIX 6.1
03005007
Technical
2
IBM Certified System Administrator - AIX 7
03005008
Technical
2
IBM Certified Technical Sales Specialist - Power Systems with POWER7 and AIX - v1
03006104
Technical
2
IBM Certified Technical Sales Specialist - Power Systems with POWER7 and IBM i - v1
04008402
Technical
2
IBM Certified Technical Sales Expert - Power Systems with POWER7 - v1
04012901
Technical
3
IBM Certified Specialist - Storage Sales V2
23001111
Sales
1
IBM Certified Specialist - Storwize V7000 Technical Solutions V1
23003601
Technical
2
IBM Certified Solution Specialist - Systems Management Technical Support
54000101
Technical
2
System x
Power
Storage
Systems
Management
6
Type
Points
© 2013 IBM Corporation
IBM System x - BladeCenter – iDataPlex – Flex System
Microsoft Windows Server 512-521
Ends– April 30st 2013
Over 2 million NA customers still use Windows Server 2003
 Upgrade your end user now
– $50 rebate for standard edition
– $100 rebate for datacenter edition
 By upgrading your End Users to Microsoft™ Windows™ Server 2012, they can
experience an integrated, highly available, and easy to manage multiserver platform
with increased efficiency and ubiquitous automation.
Eligible products
Description
Windows Server 2012 ROK
Standard Per 2 Processor
Datacenter Per 2 Processor
Standard Addl License Per 2 Processor
Datacenter Addl License Per 2 Processor
Part
number
Rebate
00Y6264
00Y6283
00Y6321
00Y6325
$ 50
$100
$ 50
$100
brandmuscle (formerly Trade One) Rebate! No quantity limits!
Ends April 30, 2013!
7
© 2013 IBM Corporation
IBM System x - BladeCenter – iDataPlex – Flex System
IBM System x Rack Infrastructure
0U Strip PDU Promotion 512-457




Ends March 31st 2013
Deep rebates on selected PDUs
0U strip PDU form factor!
All models already priced competitively against HP and APC
Strong Feature/Function: Zero-U Power Distribution Units (PDUs) are the
ideal solutions when you need flexible, reliable, easy-to-deploy power
distribution with branch circuit protection to minimize downtime. These rack
dense units distribute power up to 24 outlets in a 0U configuration to avoid
consuming any of the rack unit space that should be reserved for IT
equipment.
 Up to 50% off 0U Strip PDUs!
Part No.
46M4125
46M4128
46M4140
46M4116
46M4134
PDU Description
0U 24 C13 30A 3 Phase
0U 24 C13 30A
0U 12 C19/12 C13 50A 3 Phase
0U 24 C13 Switched and Monitored 30A
0U 12 C19/12 C13 Switched and Monitored 50A 3 Phase
List
Price
$399
$319
$799
$929
$1,275
Rebate
$200
$107
$400
$307
$319
brandmuscle (formerly Trade One) Rebate! No quantity limits!
6 months promo time!
We need your help to move as many PDUs as possible in 4Q!
8
© 2013 IBM Corporation
IBM System x - BladeCenter – iDataPlex – Flex System
System x and High Volume Storage BP Led incentive 512-368
Offer
Product
System x Bid Code
System Storage Bid Code
Bid
Code
Percentage
BPLX0812A
5%
BPLS0212A
2%
Nominate your end user:
http://www.bpledapproval
requests.com
System x and High Volume System Storage BP Led Approvals
-
Frequently Asked Questions

How do I access my end user approval numbers?
–

Who’s a BP Led end user?
–

Business Partners can go to their brandmuscle Portal sign in, click on the “Reports” drop down menu at the top of
the page and select BP Led. BPs can also call 800-477-6756 Trade One (IBM Promotional Marketing Center) if
they need assistance.
End Users are classified as Business Partner Led End Users if they do not appear on the IBM-led list.
How long are my approved BP Led end user approval numbers valid?
– Business Partner Led approval numbers will not expire, unless an End User is reclassified by IBM.
Business Partners will receive 30 days notice that previously issued Business Partner Led approval numbers
will expire.
9
© 2013 IBM Corporation
IBM System x - BladeCenter – iDataPlex
System x PerformanceRewards CC1301-008 and PartnerRewards
Investment level
Authorized
Specialty
Specialty Elite
System x targets
10
Base
Performance
0.5%
0% to 1%
1.5%
0% to 1%
1.0% above Specialty (Primary Distributor required)
based on 4% growth rate skewed 20% Q1, 25%
Total Range
0.5% to 1.5%
1.5% to 2.5%
2.5% to 3.5%
Q2, 25% Q3, 30% Q4
1.0% *OTE
Authorized
• Revenue = Min $25K prior 12 months
• Incentive = 1.0% Rate net rev “on target” (0.5% Base to
1.5% Max Rate)
Specialty
• Certifications, Champion, References and Revenue
(slight modification to 2011 Specialty)
• Revenue = $240K revenue prior 12 months
• Incentive = 2.0 % Rate net rev “on target” (1.5% Base to
2.5% Max Rate)
2.0% OTE
Specialty
Elite
• Certifications, Champion, References, Revenue and
Distributor Selection
• Revenue = $1.5M prior 12 months
• Incentive = 2.0 % net rev “on target” (1.5% Base to 2.5%
Max Rate), plus
• Plus 1.0% through Selected Distributor
3.0% OTE
Partner
Rewards
PartnerWorld PartnerRewards Questions? 800-624-6875
 Education vouchers based on PartnerWorld level and total STG revenue
 Marketing funding based on PartnerWorld level and total STG revenue
1.5% Max
*OTE = On Target
Earnings
2.5% Max
3.5% Max
Fixed funds for
Member & Advanced
Possible qtrly bonus
for Premier BPs
© 2013 IBM Corporation
IBM System x - BladeCenter – iDataPlex – Flex System
Express server + Options incentive 513-084
Easy to sell, install, deploy and manage!
• Distributors have a window of time for the
Express server with options solution to invoice
to the Business Partner
Eligible Express servers
Tower Express servers
X3100 M4, x3300 M4, x3500 M4
Rack Express servers
• Options must invoice from the same Distributor
for the same BP Express server with options
End User solution within 12 business days
before or 12 business days after the Express
server invoices from the Distributor
x3250 M4, x3530 M4, x3550 M4, x3630 M4, x3650 M4
High End Express servers
x3690 X5, x3850X5
Blades and Chassis
 Sell an eligible System x Express server with eligible
System x options solution and receive a back-end
HS23, HS23E, BC-S Chassis
rebate for 10% of the list price of the options
 PTW Grid 1 transactions only are eligible for payment
 Transactions with over 30 options per Express server
will be reviewed to determine eligibility. Options must
be configurable to the Express server and within the
limitations of the Express server
The Distributor
invoice to the BP for
the eligible options
in the solution must
be within 12
business days before
or after the
Distributor invoices
the Express server
to the BP
11
© 2013 IBM Corporation
IBM System x - BladeCenter – iDataPlex – Flex System
Channel Evaluation 512-533
Deal Terms and Conditions
Small
Medium
Large
$0-$49,999
$50,000-$99,999
> $100,000
EVAL2012SM 15%
EVAL2012MD 10%
none
No
Yes
Yes
Grid 1
Grid 2
Grid 2 or Bid
Restocking Fee if Returned
3%
3%
3%
Additional Restocking Fee if Trial Extended
3%
3%
3%
$25K
$25K
$25K
Length of Trail
90 days
90 days
120 days
Quantity Limits
Small
Medium
Large
Maximum Number of Systems per Eval
4
8
No limit
Maximum Number on an Option Only evaluation
16
32
Not Applicable
System Networking ToR Switches
2
4
No limit
System Networking Options
64
128
No limit
Deal size range by List price
Bid Code Discount
Deal Registration required
Pricing Delegation
Maximum Return Fee including Extensions
Eval Limits per End-User
Per End-User – Active at any time
2 - Any Size
Per End-User per year
3 - Any Size
Eval Limits per BP
Total Evals per BP per quarter / annual
Total Evals per BP by Eval Size per quarter
5 Total / 20 annual
4
2
1
Any Channel Evaluation requests submitted and approved prior to October 24, 2012 will be administered under the terms and conditions of
Announcement Letter 512-261.
12
© 2013 IBM Corporation
IBM System x - BladeCenter – iDataPlex – Flex System
Technology Access Program (TAP) 513-073
System x
Product Groups
QTY
Discount
Selected Starter Kit for Cloud x86 edition
Selected Starter Kit for Cloud x86 edition
Selected IBM BNT Network Switches
System x Servers & Blades
(Any standard model)
System x Racks
System x Racks
Options
Options
1-4
5-20
1-2
1-2
3-12
1-2
3-12
1-16
17-96
100%
40%
80%
40%
20%
40%
20%
40%
20%
Product Groups
QTY
Discount
Flex software
Flex software
Flex System nodes
(Any standard node model)
Chassis and Manager node
Chassis and Manager node
Flex System options
Flex System options
1-4
5-20
1-2
3-12
1-2
3-12
1-16
17-96
100%
40%
50%
20%
50%
20%
50%
20%
Flex System
HV System Storage
Description
Part #
Qty
Discount
V3700
V3700
2072xxx
Options (T011Assortment Module)
1-12
1-96
50%
50%
EXP3000
1727xxx
DS3500, EXP3500, EXP2500
1746xxx, 1747xxx
EXP810
181281H
TS2900 Tape Library
3572xxx
TS3100, TS3200 Tape Library
3573xxx
TS2230 Tape Library
3580xxx
TS2240, TS2340Tape Library
TS2250, TS2350 Tape Library
3580xxx
1-2
3-12
1-2
3-12
1-2
3-12
1-2
3-12
1-2
3-12
1-2
3-12
1-2
3-12
20%
15%
45%
35%
45%
38%
45%
38%
45%
38%
38%
33%
45%
38%
1-16
17-96
45%
38%
Options
Options
13
The Technology
Access Program
(TAP) offers
PartnerWorld
members the ability
to buy System x,
BladeCenter, Flex
System, HV System
Storage products,
and options at
discounts off the
IBM Web price
inclusive of
discounts offered by
Distributors for
internal use,
demonstration, or
development
purposes.
Rebate claims must
be submitted within
45 days of invoice to
receive a payment.
TAP claim form
Hypothetical Discount Example
Blade / High-End Server
List Price
$1,000
Distributor Discount
$ 140
14%
TAP Rebate
$ 260
26%
Total Discount
$ 400
40%
OFF LIST
© 2013 IBM Corporation
IBM System x - BladeCenter – iDataPlex – Flex System
Complimentary Marketing (PS Fee) incentive 513-001
 Business Partners must notify the customer that the BP might receive a fee from IBM and the BP must provide
IBM with a copy of the customer notification. Customer notifications must be renewed once every twelve months
and IBM provided with a copy of the renewal notification.
 The Business Partner’s name, valid System x LocID, and eligible contract number (as published in the
announcement letter) must be included on every end user PO
 Fees for configurations are processed based on the overall unit cost NOT an individual per component basis
Product
Rate
System x and BladeCenter Options
6.5%
Third party software purchased from IBM: VMware, Altiris, Red Hat Linux, SUSE Linux, Remote Deployment Manager (RDM)
High-Performance Systems
5%
System x3750 M4, x3755 M3, x3850 X5, x3690 X5 Servers
BladeCenter and Chassis
6.5%
BladeCenter S, E, H, T, HT Chassis, HS23, HS23E, HS22, HS22V, HX5
High Volume Server Systems
3.5%
System x3250 M4, x3400 M3, x3500 M4, x3530 M4, x3500 M3, 3550 M4, 3530 M4, 3550 M3, 3620 M3, 3630 M3, 3630 M4, 3650
M4, 3650 M3, Smart Cube Servers
Entry High Volume Servers
3.0%
System x3100 M4 Servers
System x and BladeCenter Express Models
2.0%
iDataPlex
3.0%
HV System Storage
3.0%
V3700, DS3000, DS3200, DS3300, DS3400, DS3500, DS4000TM, DS4200, DS4700, DS4000TM EXP810, LTO, SAN
HV System Storage Express
2.0%
DS4000, LTO, SAN
14
© 2013 IBM Corporation
IBM System x - BladeCenter – iDataPlex – Flex System
Solution Accelerator Incentive – additional rebates for selling blue-on-blue
Contact Blane Rockafellow berockaf@us.ibm.com
Base Reward: rewards for selling eligible IBM STG HW combined with IBM SWG SW
Solution Bonus Reward: extra rewards for selling IBM defined solutions
Incentive flows through IBM VAD to reseller, reseller negotiates payout percentage with VAD
 Selected IBM STG Hardware:
Power Systems, System x, Storage, BladeCenter,
PureSystems, PowerLinux, IBM System Networking
 Selected IBM SWG Software:
o For IBM SWG sales order dates through 31 March 2013, all new license
Passport Advantage SW part numbers are eligible for SAI.
o New license Passport Advantage software part numbers for SAI are part
numbers with the following part types:






License + Software (SW) Subscription
License + SW Subscription & Support (S&S)
Competitive Trade-up License (Lic) + S&S
Trade Up Lic + SW S&S
Product Trade-in
Product Trade-in & Subscription
Complete SAI details for incentives on “base rewards” and
“solution bonus rewards” with Business Partner guidelines,
eligible offerings, solutions definitions, claims info and more:
Solution Accelerator Incentive (SAI) on PartnerWorld
15
© 2013 IBM Corporation
IBM System x - BladeCenter – iDataPlex – Flex System
System x Specialty – North America 511-073
 System x Specialty – available since May 2010
 System x Specialty – accreditation benefits…
1. Specialty certification enables participation in Performance Rewards Specialty
level incentive payments
2. Specialty Mark
3. Additional education and certification vouchers
4. Additional Business Partner Technical Vitality (BPTV) points will be awarded to the
Business Partner’s company score
5. Access to Pre-sales Support Deal Hub without Clip Levels
6. Systems Connect eXpert Benefits for an identified System x Champion
• For complete information on System x Specialty enrollment, benefits, and
details, please refer to the PartnerWorld specialty website:
https://www-304.ibm.com/partnerworld/wps/servlet/ContentHandler/isv_com_spe_sysx_resel_start
16
Each IOT/geography has its own System x Specialty Benefits
© 2013 IBM Corporation
IBM System x - BladeCenter – iDataPlex – Flex System
System x Specialty Elite – North America 512-299
 Specialty Elite certification enables participation in Performance Rewards
Specialty Elite level incentive payments
IBM Business Partners must apply for Specialty Elite, meet a higher level of point
system requirements through certifications and client references, and achieve and
maintain a higher level of minimum annual System x revenue requirements than
needed for participation in the IBM System x Specialty offering.
• In order to become Specialty Elite, the Business Partner applicant must complete all Sales,
Technical, and Ancillary skills certifications, publish the required client references, and meet
the Specialty Elite revenue attainment.
Applications must be submitted through the System x Specialty Elite Web site on IBM
PartnerWorld by utilizing this link:
Specialty Elite Application
Inquiries should be directed to Glenn Ernst, the Program Administrator at
gernst@us.ibm.com.
• Each IOT/geography has its own System x Specialty Elite Benefits
17
© 2013 IBM Corporation
System x Specialty vs Specialty Elite
Requirement
Specialty
Specialty Elite
System x Champion
Champion identified and enrolled in
Systems Connect eXpert
Champion identified and enrolled in
Systems Connect eXpert
Sales Skills
1 point per certification
3 points minimum:
-1 Specialist
-1 Expert
-1 Cloud Sales Advisor
4 points minimum
and at least 4 persons qualified
Add Cloud Sales Advisor V1
Technical Skills
2 points Fundamentals
3 points Expert
9 points specified:
- 2 Persons Tech Principles
- 1 Person HV Storage
- 1 Person Expert
12 points minimum
and at least 4 persons qualified
Add: System Management &
Cloud Solution Advisor v2
Additional Points
2 from ancillary or additional IBM cert
2 from ancillary or additional IBM Cert
Min Total Skills Points
(Sales + Tech certs)
14 points
18 points
Customer References
1 point per Reference
2 verified – 2 points minimum
3 verified – 3 points minimum
Min Total Skill Points Req’d to
Qualify
16 points
21 points
Minimum Annual Revenue to
Qualify (Based on Sales out
Revenue)
$80K GMU,
$240K Major Markets (1-3 points)
$240K GMU (3 points)
$1M Major Markets (12 points)
Note: Information in this chart is unofficial and for general planning.
For official current requirements, refer to the IBM PartnerWorld System x Specialty site.
© 2013 IBM Corporation
IBM System x - BladeCenter – iDataPlex – Flex System
Building a smarter planet
Blade Focus
2013 Incentives Landscape
New Customer Rewards 5% Flex System, Blade, and System x Bid Code plus 5% Flex System, Blade, and
System x net rev rebate, 4% Storage Bid Code plus 2% Storage net rev rebate or…
Opt-in for All-Up-Front enhanced Bid Codes - 9% Flex System, Blade, and System x and 7% Storage Bid
Codes (in lieu of NCR back end net rev rebates)
Business Partner Led 5% Blade and System x Bid Code,, 2% Storage Bid Code
Windows server 2012
Other promos
0U Strip PDU promo
On-Going Offers
Express + Options Earn 10% on options for Express server with options solutions, Performance Rewards
Channel Eval, TAP, Public Sector Fee, Specialty, Specialty Elite, Pre-Sales Services, PartnerRewards
Jan
Feb
March
April
May
June
July
Aug
Sept
Oct
Nov
Dec
19
© 2013 IBM Corporation