Selling IBM Solutions
New IBM Initiatives to Drive
IBM Hardware and Software Sales - Together!
IBM Solution Accelerator Incentive
aka “Blue on Blue” prior to announcement
1
© 2012 IBM Corporation
Are You Maximizing Your Deals to Benefit the Customer AND You?
 Are You Maximizing the Opportunity?
 Are You Maximizing Your Margin?
 Are You Offering the Best Deal to the Customer by Bundling the HW,
SW, Services and Financing?
 How Much Are You Losing By NOT Clothing Your Deals?
 What If You Were Able to Clothe Even 20% or More Of Your Deals?
© 2012 IBM Corporation
IBM Solution Accelerator Incentive
BP Sample Software Incentive Stack
Base Incentive:
IBM eligible HW + IBM eligible SW
SAI SW Base +
Bonus*
60%
Incremental rebate:
18%
50%
%
40%
– 5 points on HW
30%
20%
– 15 points on SW
10%
SVI Incentive
18
18%
GB Incentive
20%
20%
10%
5%
8%
5%
SW Base
15%
5%
* Note: Plus 4% on HW
0%
I&A
DISTRIBUTOR(S)
BP HW
BP SW
CLIENT
GB LE
GBMM
Bonus Incentive:
•Rebate for selling pre-defined solution
•Additional 10 points on SW solution
•Teaming allowed
Access eligible HW, SW, and Solutions:
www.ibm.com/partnerworld/solutionaccelerator
© 2012 IBM Corporation
IBM Solution Accelerator – HW Pipeline Review
Suggested Actions:
 Review HW Pipeline for Eligible Products (Click here for Product Eligibility List)
 If eligible, are there any SW Opportunities associated with the HW?
Check the eligible SW List (click here) .
 YES
 Check PPA Eligibility for Customer (Govt, ELA, I and J are not eligible)
 Must Order via PPA (not AAS for products that may be ordered either way)
 Check Sizing to Maximize Incentive (ie. HW / SW 30% minimum)
 Is There an Opportunity to Upsell for the Bonus Solution Incentive?
(eg. TPC or Flash Copy Mgr for Storage?)
 NO
 Is the customer waiting to order after they get the HW? ORDER now or
within 15 days of 1st PO for a better deal.
 See Clothing Questions to Probe for SW Opportunities.
© 2012 IBM Corporation
IBM Solution Accelerator – SW Pipeline Review
Suggested Actions:
 Review SW Pipeline with No HW
 If eligible, are there any HW Opportunities associated with the SW?
Check the eligible HW List (click here) .
 YES
 Check PPA Eligibility for Customer (Govt, ELA, I and J are not
eligible)
 Must Order via PPA (not AAS)
 Check Sizing to Maximize Incentive (ie. HW / SW 30% minimum)
 Is There an Opportunity to Upsell for the Bonus Solution Incentive?
(eg. TPC or Flash Copy Mgr for Storage?)
 NO
 Can you package a better deal with the IBM Solution Accelerator?
 Is it a competitive HW opportunity? (Call in the competitive team to
assist.)
 See Clothing Questions to Probe for SW Opportunities.
© 2012 IBM Corporation
Solution Accelerator: How does it work?
Participation Options for IBM Distributors and IBM Business Partners:
Teaming allowed on Solution Claims only
Single BP/ Single Dist.
Single BP/ Two Dist.s
IBM
IBM
Dist.
HW
VAD
HW+SW
BP
HW+SW
Client
Client
Terms:
VAD: IBM Value Added Distributor
BP: IBM Business Partner
6
IBM Confidential
Two BPs/ Two Dist.s
IBM
IBM
VAD
SWG
BP
HW+SW
VAD submits claim, gets rebate
VAD/BP share as they agree
Two BPs/ Single Dist.
SWG VAD submits claim, each
VAD gets rebate
VADs/BP share as they agree
Dist.
HW
VAD
HW+SW
BP
HW
BP
SW
Client
VAD submits claim, gets rebate
VAD/BPs share as they agree
BP
HW
VAD
SWG
BP
SW
Client
SWG VAD submits claim, each
VAD gets rebate
VADs/BPs share as they agree
BP teaming only allowed on Solution Bundles Claims
© 2012 IBM Corporation
Sample Clothing Questions
© 2012 IBM Corporation
Generic SW Clothing Questions
 Customers buy hardware to run specific applications
 Customers don’t always ask for everything they need
 IBM provides middleware applications that make customer purchased apps better
 IBM SW can greatly mitigate the risk of many solution deployments
 How do you plan to manage the solution's HW, including its infrastructure and security?
 If your solution connects to the Web, how will you introduce and manage the Web content?
 Does your solution collaborate with other SW applications? If so, how will it integrate?
 Does your solution involve employees teaming and collaborating? Do they need to do so
electronically, or would your company profit if they did?
 If your solution involves a SW application developed inhouse, do you have tools to manage
this development?
© 2012 IBM Corporation
Questions to ask … For Tivoli Storage Mgr Opportunities –
Clothe w/ Storage HW
 What storage will they be using for the TSM backup repository?
 How full is their production storage? When do they anticipate needing more?
 How fast is their production storage growing? Are they concerned about it?
 Is the production storage performance or flexibility limiting their ability to grow
existing workloads or deploy new ones?
 Is it a competitive HW opportunity? (Call in the competitive team to help.)
 Can the BP package a better deal with the IBM Solution Accelerator?
© 2012 IBM Corporation
Questions to ask … For Storage Opportunities – Clothe w/ TSM
 Do you need to backup to a DR site, to provide recovery for primary
site failure?
 Are you able to fully meet your backup windows?
 Do recoveries take a long time because your tapes go offsite?
 Do recoveries fail because of media problems?
 Do you want to simplify your backup tool set?
 Are important documents/files being missed from backup schedules?
 Are backups impacting your applications?
 Are you concerned that lost backup media may expose important
information to an outside party?
 Are lack of staff skills/resources impacting your recovery capability?
 Do you have pressure from users for quick individual item restores?
 Would you like to centralize / optimize your restore capability?
 Is your current backup product not performing due to data growth?
© 2012 IBM Corporation
Questions for HW Team – HW clothing by brand
 System X
– What is the OS that will be run?
•
Is there a preference?
– What SW is being used to manage the
system (CA, HP, Tivoli, MS, other)
– Is there a DB that will be used on the
machine (Oracle, Informix, DB/2,
Sybase, Other)
– Will this machine (blade) be used as an
application server (BEA, WebSphere,
Oracle, Other)
– Will this machine be used as an email
or collaboration server (Exchange,
Domino, Novell, other)
– Will there be a main application run on
this system (Peoplesoft, SAP, Siebel,
Oracle, Home Grown, other)
– Will this machine be used in production
or for development (if production flow
to other questions)
•
If for development – What tools will
be used to write the software?
 Power Systems
– What is the OS that will be run?
•
Is there a preference?
– What SW is being used to manage the
system (CA, HP, Tivoli, BMC, other)?
– Is there a DB that will be used on the
machine (Oracle, Informix, DB/2, Sybase,
Other)?
– Will this machine be used as an
application server (BEA, WebSphere,
Oracle, Other)?
– Will this machine be used as an email or
collaboration server (Exchange, Domino,
Novell, other)?
– Will there be a main application run on this
system (Peoplesoft, SAP, Siebel, etc)?
– Will this machine be used in production or
for development (if production flow to
other questions)?
•
If for development – What tools will be
used to write the software?
© 2012 IBM Corporation
Questions for HW Team – HW clothing by brand
 Power I
– What other OS’s might be run? Is there a preference?
– What SW is being used to manage the system (CA, HP, Tivoli, other)?
– Will this machine be used as an application server?
– Will this machine be used as an email or collaboration server (Domino, other)?
– What will be the dominant application run on this system?
– Will this machine be used in production or for development?
© 2012 IBM Corporation
Questions for SW Team – SW clothing by brand
 Tivoli
 WebSphere
– What is the OS/HW platform that
the management software will
run?
– How many machines will be
needed to provide the
management infrastructure?
– Is the customer looking to
upgrade HW that the software
will run?
•
Will new hardware be
purchased?
– Is the customer looking to
consolidate systems used in the
management infrastructure?
– What is the OS/HW platform that
the app servers, transaction
servers and/or webservers will
run?
– How many machines will be
needed to provide the necessary
capacity?
– Is the customer looking to
upgrade HW that the software
will run?
•
Will new hardware be
purchased?
– Is the customer looking to
consolidate systems used in the
app/web/trans server
infrastructure?
© 2012 IBM Corporation
Questions for SW Team – SW clothing by brand
 IM
 Lotus
– What is the OS/HW platform that
the collaboration software will
run?
– How many machines will be
needed to provide the
collaboration infrastructure?
– Is the customer looking to
upgrade HW that the software
will run?
•
Will new hardware be
purchased?
– What is the OS/HW platform that
the database server will run on?
– How many machines will be
needed to provide the necessary
capacity?
– Is the customer looking to
upgrade HW that the software
will run?
•
Will new hardware be
purchased?
– Is the customer looking to
consolidate systems used to run
the database infrastructure?
– Is the customer looking to
consolidate systems used in the
collaboration infrastructure?
© 2012 IBM Corporation
Questions for SW Team – SW clothing by brand
 Rational
– What is the OS/HW platform that the management software will run?
– How many machines will be needed to provide the development infrastructure?
– How big will the production infrastructure be?
© 2012 IBM Corporation
Worldwide
Channels
2Q SWG IBM
Channel
Sales
and Mktg Plays
Business Need
IBM Software Capability
Data Management
Data Warehousing
Turning Information into
Insights
Business Analytics
Industry Solutions
Connect and Collaborate
Social Collaboration
Collaborative Application Lifecycle
Management
Enable Product and Service Compilers and Modernization
Innovation
Quality Lifecycle Management
Complex and Embedded Systems
Optimize the Impact of
Business Infrastructures
and Services
Drive Business Integration
and Optimization
Business Service Management
Storage Management
Asset Management
Business Process Management
Connectivity & Integration
Application Infrastructure
Manage security, risk, and
compliance
16
Security Intelligence
SAI
- Products/solutions may qualify for SAI
- Cross/up sell opportunities may qualify for SAI
Sales Play
Data Warehouse and Analytics - Gaining Insights into Your Business
Database Management & Tools
Information Integration - Deliver Trusted Information
IBM Smart Analytics Systems 5710 for the Midmarket
Financial Statement Reporting
Business Intelligence Led Business Analytics
Business Analytics for MidMarket
IBM Sterling MFT FTP Remediation
IBM Cloud File Transfer
Use Benchmarking as a Competitive Advantage for Web Analytics
Web Experience Gets Social
Social Business in the Cloud
SoLoMo (Social, Local, Mobile) Collaboration
Accelerate your Social Business Agenda
Application Lifecycle Management: Build better software faster through collaboration
across teams, roles, platforms and geographies
Power your Innovation with RDPower, Compilers and HATS
Better Quality at Lower Cost
Complex and Embedded Systems: Build better software faster through collaboration
across teams, roles, supply chains and geographies
Drive Successful Business Outcomes with Tivoli Application Performance
Management
Instant Opportunity! - Tap into the success of TSM Suite for Unified Recovery
Smarter Way to Manage Real Estate and Facilities Assets
Turn Complexity into Opportunity with Affordable BPM from IBM
Reduce Costs & Accelerate Integration across organizations of all sizes with
WebSphere MQ & WebSphere Message Broker Express
DataPower for SOA Maturity
Expand the Reach & Value of your Customer's Applications with WebSphere
Security Intelligence, Analytics & Compliance
Optimizing Identity & Access Management
Address Emerging Threats - All Life cycle Stages
16
IBM Confidential