IBM Software Business Partners
April 27, 2011
© 2011 IBM Corporation Mikkel Norsk – Channel Sales Support 1

IBM Software Business Partners


• Process Overview
• Using GPP Tool and Equivalency Forms
• Joining Private Web Activity
• Supporting Sales Documentation Requirements
• Fee Structure
© 2011 IBM Corporation Mikkel Norsk – Channel Sales Support 2

IBM Software Business Partners
Solution Area
Data
Management
Business
Analytics
Play Target Clients
Manage Data Over its Lifetime
Data Warehousing for Business
Insight
 Clients running SAP on Oracle/Sun
 Oracle Database clients running custom and 3rd party applications
 Oracle Database / RAC clients
 Especially clients running WebSphere on Oracle
Database environments
… who can benefit from significant cost savings and better performance
 Oracle and competitive Data Warehouse clients needing a cost effective, rapidly deployable, turnkey analytics system.
 Especially target Cognos on Oracle Database or Data
Warehouse environments.
Lead Offers
(eligible for SVI Incentive)
DB2 Connect, DB2 Workgroup
& Enterprise, DB2 Everyplace,
DB2 Storage Optimization
Informix Workgroup &
Enterprise
InfoSphere Balanced
Warehouse
InfoSphere Balanced
Warehouse
Application
Infrastructure and
Middleware
Portals and
Collaboration
Defuse Oracle
 Oracle clients running BEA WebLogic Server who are faced with new contracts for software and subscription renewal or are uncertain of Oracle’s support plans.
 Clients who need Business Process Management solutions that scale
IBM WS Portal and
Application Server:
The Winning
Combo!
 Customers facing difficult choices when looking at their investment in the various Oracle portal and collaboration offerings, including Oracle WebLogic, WebCenter,
Glassfish.
WebSphere Application Server
WebSphere Process Server
WebSphere Service Registry &
Repository
WebSphere BPM
WebSphere Portal
IBM Accelerators for
WebSphere Portal
Mashup Center
Security
Identity and
Access Assurance
 Sun Identity and Access Management customers who are uncertain about the future of Oracle’s commitment due to portfolio redundancy.
Tivoli Identity Manager
Tivoli Access Manager
3 © 2011 IBM Corporation Mikkel Norsk – Channel Sales Support

IBM Software Business Partners
BP is enrolled in SVI
1. BP obtains certifications and enrolls in SVI program
BP registers Oracle competitive replace opportunity
2. BP submits Oracle competitive replace opportunity with
BANT & Equivalency forms and applies a category and value code in GPP
3. BP receives access to additional competitive assets via private web activity (optional participation for BPs) BP receives access to competitive assets via web private activity
BP closes deal & demonstrates replacement
4. BP closes/proves competitive replace by documenting two way communication with one of: Migration proposal,
Oracle vs. IBM ROI analysis or Business Value
Assessment
IBM pays up to
Double SVI Fees
5. BP achieves full double (2X) incentive by providing customer commitment to external reference.
Example: - 40% SVI for GB ID/Sell with reference
- 32% for GB ID/Sell without reference
IBM SVI Competitive Incentive on PartnerWorld
Mikkel Norsk – Channel Sales Support 4 © 2011 IBM Corporation

IBM Software Business Partners
Up to Double (2X) SVI Incentive sits on-top of standard SVI process

Certification Requirements
• Authorized distribution product groups - minimum of 2 current software technical and 1 current software sales certification in the reseller authorization group. Open distribution product groups - minimum of 2 current software technical and 1 current software sales certification in the software brand.
BP is enrolled in SVI
• Eligible End Users
• Government Accounts ineligible
• Register oppty in GPP using Account name/address on Passport contract

Eligible Software Products
• Product on SVI Eligible part# list, sold via Passport.
• New license revenue only. No renewals/reinstatement part numbers
• License Fulfillment, Passport Contract Management & License Compliance sales are not eligible
• Products on matching sales order must match correct Brand Family registered in GPP
 Program Deadlines
• Oppty must be registered & submitted for SVI 15 days prior to Sales Order date
• Submit payment claim within 30 days prior to or 60 days after Sales Order date, and prior to Expiration Date
• Max of 30 days after oppty is approved to raise any questions/concerns/issues
IBM Software Value Incentive on PartnerWorld
Mikkel Norsk – Channel Sales Support © 2011 IBM Corporation 5

IBM Software Business Partners
BP Registers Oracle competitive replace opportunity
Designate deal as competitive replacement in GPP
© 2011 IBM Corporation
Select the “SUNATTCK” value from this list and then click “OK”.
Mikkel Norsk – Channel Sales Support 6

IBM Software Business Partners
BP registers Oracle competitive replace opportunity
Submit equivalency form attachment in GPP, includes:
Products and quantities of IBM & Competitive SW
IBM PW ID for BP access to private web site with incremental sales collateral (optional)
II. Competitive Product Configuration
Complete this section to describe the configuration of the competitive product that is currently installed at your end user, and which you plan to displace with the IBM configuration described in Section 3.
Name of Competitive
Product
Method of Licensing
(i.e. Per User, Per
Server)
Quantities of Licenses
Installed
Comments / Further Description
© 2011 IBM Corporation Mikkel Norsk – Channel Sales Support 7

IBM Software Business Partners
BP receives access to competitive assets via web private activity on PartnerWorld
© 2011 IBM Corporation
… and access list
Mikkel Norsk – Channel Sales Support
Brands maintain materials
8

IBM Software Business Partners
BP closes deal & demonstrates replacement
Click to launch
Sample of the expected
Content of a BVA, ROI or
Migration Document
© 2011 IBM Corporation
Submit proof of two way communication with enduser for one of:
– Business Value Assessment findings (BVA)
–
ROI Documents
– Migration Document
Alternative Solution(s):
Do nothing
Background
Use Case:
Private cloud – optimize infrastructure
& speed application deployment
Industry:
Financial Services
Customer Background & Challenges:
A global financial services provider utilizing WebSphere Application Server (Network Deployment) within a pSeries hardware environment. Client was interested in a solution that would optimize existing test, staging and QA deployment environments. Ongoing capital & operating expenditures were becoming problematic for the existing domains, as well as, inconsistencies with application provisioning across the environments. Client requirements included optimization of existing infrastructure to mitigate CAPEX, faster application deployment cycles, improving quality of production applications, as well as, reducing operational support costs.
Solution
WebSphere Solution:
WebSphere CloudBurst Appliance & WebSphere Hypervisor Edition
Benefits of the WebSphere Solution:
Speeds application deployment and dramatically reduces setup time for WebSphere environments from weeks to minutes with pre-defined patterns and virtual images.
Incorporates more than 10 years of IBM software management best practices for cost-effective, rapid, and repeatable application deployment.
Maximizes reuse of resources by automatically returning them to the shared resource pool upon completion.
Obtains optimal efficiency rates by managing individual user and group access.
Optimizes resource utilization with intelligent placement algorithms based on cloud activity.
Simplifies maintenance and management through a self-service management console.
Increases agility through removal of manual processes that hinder productivity.
Ensures security of data and environments with a physical appliance that serves as an encrypted vault.
Integrates fully with development and service management tools from IBM Rational® and Tivoli® for end-to-end support.
Business Value Assessment - Results
Cost vs. Benefit Summary:

Current Environment w/o WCA 5yr cost =$9.3M

Environment w/WCA 5yr cost = $5.8M

WCA software investment =$486k

WCA startup costs = $58.6k

5yr Savings = $3.5M

5yr ROI = 642%

Breakeven = approx (10) mths
Summary of Key Quantified Benefits:
15+% savings in infrastructure and related maintenance costs.
46% improvement in operational efficiencies – including faster application provisioning cycles.
31% reduction in software license acquisition and related maintenance streams.
57% improvement attributed to higher quality production code, as well as, reductions in lost opportunity costs.
Mikkel Norsk – Channel Sales Support 9

IBM Software Business Partners
IBM pays up to
Double SVI Fees Sell Only Identify and Sell
Enterprise End User
BP Claims:
With Customer
Reference
5% standard SVI fee
5% incremental competitive incentive
10% SVI Fees Total
10% standard SVI fee
10% incremental competitive incentive
20% SVI Fees Total
General Business End User
10% standard SVI fee
10% incremental competitive incentive
20% SVI fees Total
20% standard SVI fee
20% incremental competitive incentive
40% SVI Fees Total
Largest
Enterprise End User
BP Claims:
5% standard SVI fee
3% incremental competitive incentive
8% SVI Fees Total
Smallest
10% standard SVI fee
6% incremental competitive incentive
Total 16% SVI Fees
Without Customer
Reference
General Business End User
10% standard SVI fee
6% incremental competitive incentive
16% SVI fees Total
20% standard SVI fee
12% incremental competitive incentive
32% SVI Fees
© 2011 IBM Corporation
• BPs not required to fulfill, but direct proposal cannot use competitive trade up part numbers
•
Reference claims require communication from & contact information for committed end-user
• Payment for eligible IBM brand part numbers mapped to equivalent Oracle products
Example: 10 IBM licenses replace 8 Oracle equivalent licenses. Result: Incremental SVI paid 8 licenses
Mikkel Norsk – Channel Sales Support 10

IBM Software Business Partners
© 2011 IBM Corporation Mikkel Norsk – Channel Sales Support 11