Channel Enablement Team
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Pack amendments summary:
Changes made from Q4 V.1 (2011) to Q1 (2012) V.1
Updated – Extended date (no content change)
•Value Seller – date extended to 31.03.12
Updated – New 2012 plet numbers (no content change)
•Deal registration for STG products - ZW12-0088
•Competitive Deal registration program for Power systems and storage CHW products - ZW12-0308
•Power ISV Solution Connection Program - ZW12-0208
•Grow Your Power Base Client Reference Program - ZW12-0205
Withdrawn:
• ZW11-0025 Value match plus programme – Withdrawn from market 24th October 2011
Expired:
The following plets have not been re-issued for 2012 to date - These are not guaranteed to be released in
2012 - until formally released these are not valid for use:
•ZW11-0234 IBM Industry Solution Integrator (ISI) Recruitment and Support Program
•ZW11-0293 / ZA11-1048 Software Solutions for IBM POWER systems First-in-location rebate programme
•ZW11-0257 power yield
•ZW11-0206 / ZA11-1003 Trade in promotion
•Power win Rooms – dates to be rescheduled
•Content changes:
•Contacts page: Updated Nikki Harrison details with Finola Rudd
•Events pages: with 2012 scheduled events
© 2012 IBM Corporation
Channel Enablement Team
1Q 2012 Tier 2
Power Programmes & Initiatives Pack
Version 1
Completed by:
Louise Richardson
Power Brand Channel Manger
Mobile: 07768 358079
Email: louiseri@uk.ibm.com
© 2012 IBM Corporation
Channel Enablement Team
Programmes & Initiatives
Type of
Initiative
Transactional
Programs
Investment
Initiatives
Initiatives
Name
Description & Benefit
For more
information
Expiry
Date
Value Seller
Benefit from enhanced discounts when purchasing eligible Power System, (System p
and System i)
** OOI can now be requested for all eligible GB/Market/MM Clients **
Plet:
ZW11-0033
31.03.12
Deal
Registration
By registering opportunities, Business Partners can protect their investment in
developing opportunities as IBM will not offer another Business Partner a Special Bid
Price on the same opportunity within the Registration Period or until the opportunity is
marked as closed in GPP (sales stages Lost or Won)
90 day extensions can be requested.
Plet:
ZW12-0088
31.12.12
Competitive
Deal
Registration
This program offers a superior guaranteed total Special Bid discount off the approved
marketable End User price for registered Competitive Deal opportunities for IBM
Power Systems and Storage CHW products. Opportunities approved for Competitive
Deal Registration will attract the superior discount for the duration of the registration
period.
Plet:
ZW12-0308
31.12.12
Powernet
Solutions incentive and rewards programme for resellers that partner with an ISV
through distribution – Resellers can earn higher tranasction margins & increased H/W
sales
Contact your
CRBP or
prefered
Distributor
N/A
Power ISV
Solution
Connect
Programme
Partnering programme; Up to $4,500 rebate (per transaction of eligible Power
products) for partnering with ISV’s & proactively marketing, identifying & winning
opportunities – To qualify plans must be submitted – see plet for full details
Plet:
ZW12-0208
31.12.12
Co-Marketing
25/75 % funding available through On Channel co-marketing process
Contact your
CRBP or
prefered
Distributor
N/A
Power i
Academy
To recieve imporatnt communications and updates in regards to Power i please
register to the Power i academy newsletter.
Click here to
subscribe
N/A
Academic
Initiative
Aids BPs to find the skills to grow business. - BPs can:
1.Promote their Power business by giving a guest lecture.
2.Tailor a course to suit the needs of their particular business
3.Submit a project that the students can work on as part of the course to prove
Email:
N/A
beckcly@uk.ib
m.com
© 2012 IBM Corporation
Channel Enablement Team
Promotions
Type of
Initiative
Name
Description & Benefit
For more
information
Expiry
Date
Power Client
Ref Program
Business Partners who generate an eligible Power 7 customer reference competitive
UNIX to Power 7 will be eligible for a rebate of up to $10k
Plet:
ZW12-0205
24.12.12
Free
Migration
Assessment
BPs engaged in competitive situations can offer their client a Free Migration
Assessment study completed by IBM competitive migration experts – Study will
provide tailored information on client inrastructure, applications and migration
potential.
Contact CRBP
or from contact
list
N/A
IGF
0% finance on leases up to $200k Alternatively Interest free 12 month contract in 4
quarterly payments
Click here
OR
Email: gfhelp@uk.ibm.com
KYI
Sell, Learn & earn programme – offering rewards (KYI Points) that can be exchanged
for gifts from the online catalogue, personalised packages (such as holidays) or
transferred to a debit card. Accelerators recently added.
Click here for
more details
N/A
© 2012 IBM Corporation
Channel Enablement Team
Events
Education
Content
Date & Time
Location
Registrati
on
STG Hardware
product briefing
This event will provide the attendee with the basic product
knowledge including the various enhanced features as well as how
to position the product including any latest product
announcements and competitive information. It is recommended
for both Sales and Technical professionals selling and supporting
IBM Systems products who are either new to the product ranges
or who need to update their knowledge of the latest products.
The sessions will run 10-13.00 with coffee provided.
9.30 - 10.00 Coffee
10.00 - 11.00 - Power with AIX
11.00 - 12.00 - System Storage
12.00 - 13.00 - System x
26.01.12
09.30–13.00
Hursley
Click here
to register
23.02.12
09.30-13.00
Manchester
Labs
Click here
to register
26.04.12
09.30–13.00
Hursley
Click here
to register
17.05.12
09.30-13.00
Manchester
Labs
Click here
to register
04.10.12
09.30-13.00
Hursley
Click here
to register
15.11.12
09.30-13.00
Manchester
Labs
Click here
to register
02.02.12
Hursley
Click here
to register
Power with AIX
Competitive
Forum
A single location where the you can gain up to date, relevant
competitive information to take forward into your sales campaigns
in 2012.
Provisional agenda includes…
Why IBM?
Power v’s Oracle/Sun
Exadata/Exalogic and Oracle Licensing
Power and Oracle Apps
Competitive Programs Overview
Competitive Customer references
Power v’s X86 inc VMWare
Why Power for IBM SWG products
© 2012 IBM Corporation
Channel Enablement Team
Available Tools
IBM Power Systems Competitive Sales Tool: This tool is designed to give you the help you need in competitive
situations. It provides quick head-to-head comparisons between IBM System p servers and major competitive server
products as well as how to overcome customer objections. It is a stand-alone tool which can be downloaded and used
anywhere any time.
Click here in screen show mode for direct access to the tool
Alinean Tool: IBM Systems Consolidation Evaluation Tool - designed to provide a preliminary, high level analysis of the
estimated potential consolidation savings by switching to current IBM Systems platforms.
Click here in screen show mode for direct access to the tool
NEW – Energy Estimator tool: You can use this tool to estimate typical power requirements (watts) for a specific system
configuration under normal operating conditions.
Click here in screen show mode for direct access to the tool
Techline: Can support you with: System Design & Configuration Support, Design Assessment, ISV & middleware Sizing
Support, Competitive Assessment, BP Technical Enablement, Services support, Intellectual capital
Click here in screen show mode for direct access to the tool
Big Blue Planner: Provide details of Events, Marketing News, Promotions and more – all in one place!
Click here in screen show mode for direct access to the tool
© 2012 IBM Corporation
Channel Enablement Team
IBM Power Channel Support : Useful Contacts
Contact
Title
Tel
Email
Louise Richardson
Power Channel Manager (Protect)
07768 358079
LOUISERI@uk.ibm.com
Nick Emerson
Power Channel Manager (Competitive)
07730 052609
nick_emerson@uk.ibm.com
Ian Roscow
MM Channel Enablement Manager
07802 765743
roscowi@uk.ibm.com
Erica Mitchell
Business Partner Technical Manager for
POWER
07753 868282
erica.mitchell@uk.ibm.com
Finola Rudd
Channel Skills & Education
07764 290490
finola_rudd@uk.ibm.com
Cally Beck
Power Systems Academic Initiative Manager
07739 874607
beckcly@uk.ibm.com
PWCS
PartnerWorld Contact Services
01256 344500
N/A
© 2012 IBM Corporation