IBM Business Partner Marketing
IBM Co-Marketing Center Overview
for Business Partners
Making it easier for partners to drive demand
September 2013
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8-Apr-15
© 2010 IBM Corporation
IBM Business Partner Marketing
Agenda
 Introduction to IBM CoMarketing Center (CMC)
 Guide me through Accepting an Incentive Offering
 Guide me through How to submit Marketing Activity Request (MAR)
 Guide me through Submitting and Editing a claim
 Questions&Answers
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© 2010 IBM Corporation
IBM Business Partner Marketing
IBM Co-Marketing Center delivered by Pitney Bowes
Objectives
 Make it easier for partners to generate demand
 Improve partner satisfaction by radically improving
disbursement cycle time
 Provide a stable tool environment able to meet increased
volumes
 Provide a globally consistent and scalable process to
improve productivity
Description / Overview
 Streamlines co-marketing by bringing two tools into one
– Customizable campaign assets
– Co-marketing claims and reimbursement
 Improved user interface and streamlined process
Learn More:
www.ibm.com/partnerworld/page/pw_com_cf
m_comarketing
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© 2010 IBM Corporation
How we’re simplifying co-marketing for Partners
Easier creation of campaigns
Simplified Process Steps
1.
Find-it-fast search capabilities
1.
Single sign on with PartnerWorld ID
2.
Flexibility to work with a “Build Your Own”
template environment
2.
45% fewer data entry fields
3.
Claim statuses and IBM comments visible in
the tool
3.
4
Customize campaign materials and apply
eligible funds directly
Documents upload feature
More intuitive, intelligent interface
1.
Attach electronic supporting documentation
directly in your claim submission
1.
Context-sensitive / pop-up help screens to
reduce frequently asked questions
2.
Ability to attach electronic documentation in
your Marketing Activity Request
2.
“Smart” checklists for proof of
performance documentation
3.
Attach Final Invoice softcopy into the claim
3.
Automatic reminders for key deadlines
Global Channels Marketing
© 2009 IBM Corporation
IBM Business Partner Marketing
IBM Co-Marketing Center streamlines co-marketing
by bringing two tools into one
Campaign Designer
Customizable
campaign materials /
assets
Co-funded
Marketing tool
Claims approval and
disbursements
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© 2010 IBM Corporation
IBM Business Partner Marketing
Introducing ….the new IBM Co-Marketing Center
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
Easy to navigate

Simple to Use

Intuitive interface
© 2010 IBM Corporation
Before: Forms to request funding were time consuming
IBM Business Partner Marketing
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© 2010 IBM Corporation
Now just the basic planning details are needed
IBM Business Partner Marketing
Your contact
1 information
Activity
2 Description,
lead plan and
estimated
expense
3 Submit
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© 2010 IBM Corporation
IBM Business Partner Marketing
And, we’ve made it
faster and easier to
submit claims
Select your
1 approved activity
• data pre-populates, no
duplicate entries
2
Update with your
actual costs
3
Attach your supporting
documents
• Eliminates separate email step
4
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Submit
© 2010 IBM Corporation
IBM Business Partner Marketing
Before: partners sorted through the demand generation assets
based on a description
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© 2010 IBM Corporation
IBM Business Partner Marketing
Now partners pick from a palette of Create and Design materials
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© 2010 IBM Corporation
Managing the transition . . .
CMT tool for co-marketing claims administration
--Customizable e-mail/print collateral will be
available as Create & Design is deployed through
the IBM Co-Marketing Center
• Any applications open in CMT tool will stay in CMT until
claims are paid
• This means partners may have to be in 2 different systems
until transition is complete.
• How can you tell which claim in in the ‘old’ Co-Marketing
tool (CMT) or the ‘new’ Co-Marketing Center (CMC)
powered by Pitney Bowes
– CMT Unique Campaign Identifier (UCID)
1. 11 or 12 Digits
2. Optional last digit is an “A” or “B”
3. First 4 digits represent a geography
Example: CECE2501108A
– CMC Unique Campaign Identifier (UCID)
1. 12 Digits
2. First 4 digits always “IMCA” – for IBM Marketing Center Activity
(No geographic identifier)
Example: IMCA10000082
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Global Channels Marketing
© 2010
2009 IBM Corporation
New Tool and New Terms . . .
New Term
Co-Marketing Center
Create & Design
Campaign Content Developer
Incentive Offering
CMC
Replaces
Co-Marketing Tool
CD
Campaign Designer
CCD
* New Role for CD *
IO
Partner Group;
Program
Marketing Application Request
MAR
Application
Marketing Activity Creator
MAC
* New Role * for programs that will allow a
BP to delegate MAR creation to IBMer
Marketing Activity Approver
MAA
Program Manager approving applications
Program Funds Approver
PFA
1st line manager approving payments
Reader
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Abbreviation
Global Channels Marketing
*
* New Role *
© 2010
2009 IBM Corporation
Learn more: List of resources and Online Education
• Business Partner access through PartnerWorld
www.ibm.com/partnerworld/page/pw_com_cfm_comarketing
• Contact us:
Leslie Clark, WW Co-Marketing Program Manager
lesliec@us.ibm.com
IBM Co-Marketing Task ID
ibmcmc@us.ibm.com
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© 2010
2009 IBM Corporation
Part II : Step by step guide me through…
Accepting an Incentive Offering
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© 2010
2009 IBM Corporation
Accepting Incentive Offering
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© 2010
2009 IBM Corporation
Guide Me Through Accepting the Incentive Offering (IO)
STEP 1 - From the Co-Marketing
Center Home Page, select CoMarketing Funds, then select
Incentive Offering. Lastly, select
Sign up for Incentive Offering.
STEP 2 - Choose an Incentive
Offering from the drop-down menu.
STEP 1
STEP 2
STEP 3 - Next, select Terms and
Conditions to review. Check the box
indicating that you agree and select
the Submit button.
Note: See next slide if you are not
able to complete this task as
described.
STEP 3
Access the IBM Co-Marketing Center with your IBM ID at https://www.ibm.com/partnerworld/mem/mkt/mkt_cmkt.html.
And select the IBM Co-Marketing Center link.
1
© 2012 IBM Corporation
Guide Me Through Accepting the Incentive Offering (IO)
Common Scenarios Why You Can’t Accept Incentive Offering

Scenario 1 - Your Business Partner firm has received an invitation, but you are not the
Primary Relationship Contact (PRC) or, the Primary Relationship Contact, has not
delegated the authority to you to accept the Incentive Offering. See one of the following:
- Guide Me Through Finding or Changing the Primary Relationship Contact
- Guide Me Through How The Primary Relationship Contact Delegates Authority

Scenario 2 - You have not been invited to the co-marketing incentive offering. Contact
your co-marketing offering manager to discuss eligibility.
 Scenario 3 - You do not see an Incentive Offering in the drop-down menu because the
Incentive Offering has already been accepted. To check if your Incentive Offering has
already been accepted, from the Co-marketing Tool homepage, select Co-marketing
Funds, then select Partner Snapshot, then select Partner Snapshot.
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© 2012 IBM Corporation
Part III : Step by step guide me through…
How to submit a Marketing Activity
Request (MAR)
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© 2009 IBM Corporation
How to submit the Marketing Activity Request
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© 2009 IBM Corporation
Guide Me How To Submit a Marketing Activity Request
From the Co-Marketing Center Home Page, follow these steps.
STEP 2 Choose
Incentive
Offering
from dropDown Menu.
STEP 4 Enter Activity
Name &
Description
STEP 1 - Select Co-Marketing
Funds,then select Marketing
Activity, then select Submit a
Marketing Activity Request.
STEP 3 - Complete
Contact Detail.
STEP 5 - Select IBM
Brands
Note: See Slide 5 for additional assistance on
information to include here.
Access the IBM Co-Marketing Center with your IBM ID at https://www.ibm.com/partnerworld/mem/mkt/mkt_cmkt.html
And select the IBM Co-Marketing Center link.
Page 1
© 2013 IBM Corporation
Guide Me How To Submit a Marketing Activity Request
STEP 6 - Enter target
end-user client detail
and revenue estimates.
STEP 7 - Enter
Spending Category
Tactic Cost , Activity
Start and End Dates.
If there are spending
category tactics in the drop
down - go to Step 2 and
accept the IO.
Note: Entering expenses is a critical step.
Include a description of expense in your Activity Description.
Refer to slide 5 for Tips and Refer to the offering Terms and Conditions for eligible expenses.
Note: You can add additional spending
categories by clicking here.
STEP 8 - When finished, select SUBMIT
Page 2
Note: Your Marketing Activity Request (MAR) should be submitted at least 5 days prior to the Activity
Start Date to allow for IBM review.
© 2013 IBM Corporation
Additional expense estimates may be required.
Select the check box if no expenses are
planned for the expense types.
In order for one of these expenses to
be reimbursed at claim time, an
estimate must be submitted in the
MAR.
If the tool prompts you for
additional expense
estimates, enter the details
by selecting Edit next to the
relevant category.
When finished,
select Update.
Page 3
© 2013 IBM Corporation
Reference: Online Event Certification

The text below will be displayed for Event Categories, such as Customer Conference, Marketing
Seminars and Trade Shows for GMU during MAR submission as a reference.

At Claim time, an online Event Certification is required.

If you have questions about eligible expenses, consult your offering Terms and Conditions or contact
your IBM Offering Manager.
Page 4
© 2013 IBM Corporation
Tips - Submitting the Marketing Activity Request

Activity Description – Provide a detailed description that can be clearly understood when reviewed
by an independent third party. Include description of expenses to be reimbursed.

Eligible Expenses - Expenses not included in either the description or under the spending
categories will not be reimbursed. Include all possible expenses. After the MAR is approved,please
notify your Offering Manager for approval prior to incurring ANY additional expenses.

Expenses Not Covered in the Terms & Conditions - If you wish to be reimbursed for an expense
not included in the Terms & Conditions contact the Offering Manager prior to incurring the expense.
See Page 6 for hints on finding the Terms & Conditions throughout the tool.

Expense Amounts - Expense amounts entered on the Marketing Activity Request are estimates.
Events - Must contain significant business content.

Submitting Your Claim - Be sure to submit your claim within 60 days of your Activity End Date
unless specified differently in your Terms and Conditions or as separately communicated in your
offering’s announcement or invitation letter.

Activity End Date - Be sure this is accurate. If you need this updated, please contact your Offering
Manager.

Browsers - Never sign into CMC in multiple browsers when submitting a Marketing Activity Request.
Page 5
© 2013 IBM Corporation
Tips - Finding the Terms and Conditions
Terms and Conditions
links can be found on:
Submit a Marketing
Activity Request Form
Claim Submission Form
Partner Snapshot by
selecting the Incentive
Offering Name link
Page 6
2013 IBM Corporation
Part IV : Step by step guide me through…
Submitting and Editing a Claim
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© 2009 IBM Corporation
Submitting and Editing a Claim
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© 2009 IBM Corporation
Guide Me Through Submitting and Editing a Claim
STEP 1 - To submit a claim, from the Co-Marketing Home Page, select Co-Marketing Funds, then select
Claim Processing, then select Submit & Edit a Claim.
STEP 1
STEP 2- Choose the UCID you wish
to claim against on the Select UCID
drop-down menu.
STEP 3- Review Spending Category Details - If no changes, select Upload Documentation to upload your
Proof of Performance, and when complete, select Submit
Note: Need help on how to upload documentation? See Slide 3
See slide 5 regarding the importance of the Actual End Date.
© 2013 IBM Corporation
Guide Me Through Submitting and Editing a Claim
STEP 1 - To make edits to your claim, on the claim form, under Spending Category Details, select Edit.
STEP 1
STEP 2
STEP 2 - Make any necessary changes.
Note: These expense items
may not display dependent on
the activity that was selected on
the Marketing Activity Request.
STEP 3
Page 2
STEP 3 - Be sure to select Update to save your changes.
© 2013 IBM Corporation
How To Upload Proof of Performance Documentation
STEP 1 - In lower right hand corner of the claim form, select Upload Documentation.
STEP 1
STEP 2 - A pop-up appears. Use the Select button to find your document and add it to the claim.
STEP 2
STEP 3
Hint: A Smart Checklist is
displayed with a list of required
documentation.
STEP 3 - When you have finished selecting the documentation, select Upload, then select Close.
Page 3
© 2013 IBM Corporation
Online Event Certification at Claim Submission
This text will be displayed for Event Categories,
such as Customer Conference, Marketing Seminars and Trade Shows
for GMU excluding ANZ.
STEP 1: Read the Event Certification and check the box.
STEP 2: Fill in the name and Email of the individual providing the certification.
Page 4
© 2013 IBM Corporation
Tips - Submitting a Claim




Actual End Date - This field initially defaults to the Activity End Date that you entered on the
Marketing Activity Request (MAR). If your claim submission date is 60 days beyond the MAR Activity
End Date, you will not be able to submit your claim. Please contact your Program Manager if you
need an extension. Claims can be submitted anytime prior to the Activity End Date on the MAR.
Required Proof of Performance Documentation - Please review the Terms & Conditions for
specific details. See Page 6 for hints on finding the Terms & Conditions throughout the tool.
Claim Amount - Must be equal to or less than the amount approved on the Marketing Activity
Request
Uploading Documentation - You can upload documentation for your claim at any time. To upload
additional documentation after you have submitted your claim, follow the steps on slide 3. Once you
select Upload, the Submit button is not required and is not displayed.
Lead Submission - Most co-marketing offerings require leads. Be sure to enter you leads in the
Global Partner Portal as soon as possible to ensure there are no delays in the processing of your
claim. Please review the “Guide Me Through How Are My Leads Associated With My Co-marketing
Activity” to ensure you understand all required GPP fields for co-marketing.


Browser Hint - Never sign into CMC in multiple browsers when submitting a Claim Form. This can
cause errors in your submission.
Page 5
© 2012 IBM Corporation
Tips - Finding the Terms and Conditions
Terms and Conditions
links can be found on:
Submit a Marketing
Activity Request Form
Claim Submission Form
Partner Snapshot by
selecting the Incentive
Offering Name link
Page 6
2013 IBM Corporation
Automated notifications to Partners
Additional documents or
clarifications are required
Request to issue the Final
invoice based on the approved
reimbursement amount
Notification the claim has been
paid
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© 2009 IBM Corporation
Comments in CMC
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© 2009 IBM Corporation
Payment details, Lead information, Documentation
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© 2009 IBM Corporation
Questions & Answers…
???
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© 2009 IBM Corporation