New for 2011
IBM 10x4 Programme
for Tier 2 Business Partners
For IBM and Business Partner use. – Please refer to the PLET for Terms & Conditions.
© 2009 IBM Corporation
Agenda – Slides order
 Tier 2 Business Partner & All IBM audiences
– What is the programme
– Who in the Business Partner should register?
• The person responsible for the commercial relationship & driving the IBM portfolio within the
business.
– How to register?
– What to expect to see?
– Who to speak to?
 Distributor & Distributor CRBP Specific
– Why should I be interested.
– What information will be available to my business?
– How can I view this?
 Tier 2 CRBP Specific
– What can the T2 CRBP see?
– How do I get access?
2
© 2009 IBM Corporation
Our mission :
Bring the Totality of IBM offerings to assist your business
 Help drive self sufficient partners by enabling planned growth with
IBM
• Drive Knowledge based success with customers
• Improve access to earning potential
• Simpler, easier and predictable method
• Simplify engagement with IBM
 Q1 -- Announcing IBM 10x4 Programme.
 New way for IBM to engage business partners when planning our joint business.
 New Web based Performance Bonus Systems automatically offers a base target
 Allowing
– BP to choose a stretch target
– BP to monitor progress
– IBM to offer in QTR incentives
– over performance
– reward for skills investment
 Provides consistent feedback on performance during the quarter.
3
© 2009 IBM Corporation
What is the 10x4 programme
Prerequisites
– Starting at $5k for Entry level
or $10k for extra earnings..
– Grow by 10% over your average last 4
quarters with IBM
– Earn up to 10% rebate
– Average $10k payout*
– 4 Key brands to help you
System x, Storage, Services and IBM
Financing.
* Earning potential is average per business partner within country
 What does a business Partner need to do?
– Simply Join & be a member of Partner
World.
– Register for the 10x4 programme
– Skill up to earn higher rewards.
then…
– Work with their Distributor & IBM
Representative to develop appropriate
actions to help drive the business.
4

All Business Partners wishing to participate
must:
1. Must not be a Directly Targeted Business
Partner by IBM.
2. Must be registered in PartnerWorld with
a valid IBM CE- ID (Partnerworld Company ID).

This is required to validate entry to the target
registration site.
3. Must register in the 10x4 portal



Registration is permitted only once
Nominate the preferred Distributor for
payment.
Terms & Conditions have to be accepted to
activate the target
4. From Q2 2011


Membership to System x Connect
Certifications will be required to earn
additional higher than entry level.
This is not required in Q1.
© 2009 IBM Corporation
How to register for the first time.

http://www.ibm.com/partnerworld/page/pw_com_smr_10x4
Germany: http://de.10x4.biz

We will use a vanity URL www.partnerworld\10x4
UK: http://uk.10x4.biz
DK: http://dk.10x4.biz etc etc etc
5
3
1
www.10x4.biz
Complete the details
2
4
Click
Map or Flag
to choose
First Time Business Partners ONLY
your country
Click Registration
1.
5
1.
You will be given a username via email
with further information on how to set
Password.
2.
Please check SPAM filters.
Confirm you have a CE-ID
© 2009 IBM Corporation
Once registered with Username & Password allow entry
How to set up targets ..
Enter Username
& Password
Then click
1
login
2
3

Example shown is for
Eurozone Country

Non-Eurozone Countries will see:
1.
IBM Dollar Target
2.
Converted target to local Currency
based upon PLET Conversion rate
Business Partner must:

Select Target for each Brand – default standard is the entry level

Choose a Distributor – who should act as payment agent.

Accept the terms & Conditions
By brand Terms & Conditions are issued in PLETs on Partnerworld
& included in the tool
Once terms & condition are accepted, this window will close for the quarter.
6
© 2009 IBM Corporation
What else can a Business Partner see?
 Campaigns/Activities

 includes information about
valid accelerators
Sales with IBM confirmed Sales Data vs the
targets.

Note: Non Euro-zone Countries with see both
IBM $dollar & the converted currency, using the
exchange rates shown in the PLET.
Note: These are set for the Quarter.
 Sales Data will be loaded
weekly
 Tuesday PM / Wednesday AM.
 Allowing for Bank Holidays.
 Data feeds are received from
Authorised Distributors ONLY.

Account Information shows

Business Partner loaded
information

IBM Account Manager & contact
details.

All Partner User Interfaces

Login Page

Sales Targets Configuration page

Agreed targets & chosen distributor (Read Only)

Maintenance Page for login data
Change of Password/Business Partner Data

Information page – Special Activities currently
running.

Logout
Communications
7

Automatic Email 8th Monday of Quarter regarding
Performance

Emails to BP contacts with Links for data
maintenance
© 2009 IBM Corporation
Things to note
 Focus Brand are
System x and Storage:
 Existing BP entry target calculated on
average revenue of the previous 4
Quarters + growth
New Reseller entry target = 5.000 € (=
10%Backend)
 Uncapped to the target level chosen.
Overchieve to the maximum the
Entry/Middle & Top will allow.
 ServicePac
– Up to 20.000 € target
= Average revenue of the previous 2
Quarters + growth
– Earning are capped at Band chosen +2
higher.
 Payout from IBM via Distributor of choice.
 3 levels: ENTRY, MIDDLE, TOP
 Registration periods
– Top-Level:
within the first month of a quarter
– Middle-Level:
until the end of second month of a quarter
– Entry-Level: over the entire period
 From Q2 2011 certification is expected for
Top/Midde levels
– Requires registration of Sales /Technical teams to
 For System x in Q2-2011
Certifications needed to enroll in higher Levels
1. (1.Test 152: IBM Certified Specialist - System x
Technical Fundamentals V10
2. 2.Test 153: IBM Certified Specialist - System x Sales
V6
 For Storage in Q2-2011
Certification is planned for Q2/2011, course details to be
confirmed.
© 2009 IBM Corporation
The Grids for Q1 2011
Servicepacs
System x & Storage
Select one of the 3 targets offered
Earn up to 2 bands higher if successful
Target
Band
A
B
C
D
E
F
G
H
I
J
K
L
M
N
O
P
Q
R
S
T
U
V
W
X
Y
Z
AA
9
Incentive
Target Payment
US$
US$
1 000
2 000
3 000
4 000
5 000
6 000
8 000
10 000
12 000
14 000
16 000
18 000
20 000
22 000
24 000
26 000
28 000
30 000
35 000
40 000
45 000
50 000
55 000
60 000
65 000
70 000
75 000
1
1
1
1
1
2
2
2
2
2
2
2
2
2
3
3
3
3
3
3
100
200
300
400
500
600
800
000
200
400
600
800
000
100
200
300
400
500
600
800
900
000
100
200
300
400
500
Band
A
B
C
D
E
F
G
H
I
J
K
L
M
N
O
P
Q
R
S
T
U
V
W
X
Y
Z
AA
AB
AC
AD
AE
AF
AG
+1
Bandlevel
Middle
Payout
K$
-0,9
1
1,1
1,2
1,3
1,4
1,6
1,7
1,8
1,9
2,0
2,5
3,0
3,5
4,0
4,5
5,0
5,5
6,0
6,5
7,0
7,5
8,0
8,5
9,0
9,5
10,0
10,5
11,0
12,0
--
Entry
Target
Payout
K$
K$
5
0,5
10
0,8
12
0,9
14
1
16
1,1
18
1,2
20
1,3
25
1,4
30
1,5
35
1,6
40
1,7
45
1,8
50
1,9
60
2,0
70
2,1
80
2,2
90
2,3
100
2,4
120
2,5
140
2,7
160
2,9
180
3,1
200
3,3
230
3,5
260
4,0
300
4,5
350
5,0
400
5,5
450
6,0
500
6,5
600
-650
-> 500
individual 8,5
4 Q Avg + 10 %---> 12,0
4 Q Avg +15 % ------------------>
+2
Bandlevel
Top
Payout
K$
--1,1
1,2
1,3
1,4
1,6
1,8
2,0
2,5
3,0
3,5
4,0
4,5
5,0
5,5
6,0
6,5
7,0
7,5
8,0
8,5
9,0
9,5
10,0
11,0
12,0
13,0
14,0
15,0
16,0
17,0
 Note:
BPs need to sign up to
 Top Level
– BY Feb 18th
 Middle Level – BY Feb 28th
 Entry Level up to end of March.
Once you sign up to a target you cannot
change.
If you overachieve you will be rewarded at
the banding that the final revenue meets.
For example.
 BP signs up to System x target of $12k
 What could they earn if he achieved $20k
Top Level if signed by Feb 18th
$1.6k
Middle level if signed by Feb 28th
$1.4k
Entry Level
$1.3k
 Manual Targets are only set to BPs whose
Average is greater than $500k
17,0
© 2009 IBM Corporation
How does this work
End of Month 3
Beginning of QTR
End of Month 1
End of Month 2
IBM opens tool for
BP Deadline
BP Deadline
BP Deadline
Registrations &
for Top Level
for Middle
for Entry
Target Signup
Signup
Level Signup
Level Signup
End of QTR
BP signing up for targets
IBM loads weekly Sales data as reported by authorised distributors
Automatic Email
8th
System confirms closing sales data
Monday on
IBM make audit, then payments sent to Distributors
current Status
as per terms & conditions stated in the PLETs*
Distributors & IBM Sales support Business Partners with
Speak to your
Sales Enablement & Skills Support
account manager
 ExpressSeller Offerings & Competitive Price Offerings
 PreSales Advisor Tools
- Configuration & Product Information, Local promotions
 Fast Stock & Delivery.
about building a
plan to deliver more
revenue & margins
with IBM for the
next Quarter
 Education & Training
 Marketing Campaigns.
* PLET – is the official announcement of the programme, there is one for each brand.
10
© 2009 IBM Corporation
Who do can I speak to?
 PartnerWorld Contact Services are
availabe to assist with:
 PartnerWorld Setup, and support
 Via Live Chat
 Via Email, telephone.
 Your IBM Account Manager
 Your Local Distributor IBM Teams.
11
© 2009 IBM Corporation
Backup
12
© 2009 IBM Corporation
Proposition will be delivered in 3 pillars upon brand foundations
Relationship
Enablement
Programme
Tools
Skills
Sales &
Driving
revenue & margin
Opportunity
IBM/BP Plan
market opportunity
driven
Stackable tools
needed to assist
BP Plan at the
pace the BP
wants.
scaled w/
Technical
Scaled
expectations
by
BP Type
& Status
Skills investment
IBM Brands – STG, SWG, Services, IGF
Consistent - 4Ps approach & contact
13
© 2009 IBM Corporation
BP - Value Proposition will be built into a roadmap for BPs
Distribution
Enablement
Relationship
Skills
Growth
Development
Partners
New/Trading Partners
Express programmes
Partners
Bespoke BDP
Stackable tools
Scaled
expectations
Sales &
Sales
Marketing Tools
&
w/ Partner World
Technical
Pre-Sales Advisor
Growth Programs
Top
Partners
Partner Development Programme – 10x4
Programme
T2/EU portals
Sell 2Win
Seller Incentives
On Channel
System x
Co Marketing
Connect
Lead Passing
BSSC/SSSC
Lead Protection
Speciality
BP Locator
Program
IBM Brands – STG, SWG, Services, IGF
Consistent - 4Ps approach & contact
14
Note : 2 space bar click to complete chart
© 2009 IBM Corporation
Shades of Blue : Light Blue & Mid Blue
Relationship Programme
 Target based Commercial
Programme
 Stackable on Light programmes
15
Partner Development Programme
Express Based Price Promo/Box Bonus
 Predictable earnings
 Overachievement Margin
Opportunity with BP Skills
Investment:
 Self Adjusting Target vs IBM
Growth.
Relationship Programme
Enablement
 Distributor Assisted
 Must be Partnerworld Member
(CEI)
 Marketing PULL
Co-marketing w/Disti or IBM
 Clarity on pipeline & ability to
quote
Enablement
 Distributor lead product
 Ready to go NOW.
 Marketing PULL
(EU & Trade Drumbeat)
Express
Pre-approved Bundles
 Margin Opportunity
% off Months
Small transaction Tickets
End User Promotions
 To earn more BP needs to
be SystemsConnect
Registered
 Completed Product Sales &
Base Technical
 Step 1 towards Speciality.
 Clear Roadmap visible.
 EU portal via PSAT tool
 No Revenue Commitment
 Price Performance
Skills
 KYI points for Sellers
 Featured products in PSAT
 Sales aids
– Monthly Price guides
– Customer catalogues
– Partner Catalogues
Skills
 Minimal needed if Servicepac for
installation & Warranty sold
upfront
 Base Level
Product Training
 Base level understanding on
SOL Warranty.
 Express Marketing
– Solutions based.
 No learning investment
if sold with Servicepac
Note : 2 space bar clicks to complete chart
IBM Confidential : Internal Use only
© 2009 IBM Corporation
Shades of Blue : Dark Blue & Deep Blue
Bespoke BDP
Relationship Programme
 Commitment to growth
Plans removing from
local plans with BP
upfront investment
Private Programs or By Invitation
 IBM Plan bespoke to BP
 IBM Advocate – FLM
 FTSS Aligned.
 By invitation ONLY.
 PEP Exec
 By nomination & Approval
with agreed Business Plan
 Competitive/Market Based
Growth Incentive (5%),
capped at 200% of target.
 Powernet Programme
(White Space Customers)
Skills
 Min 2 x Technical
experts
 Min 2 x Level Sales
Experts
 Driving Speciality or
PW Premier Status.
 Base line BDF
 Stackable on light/medium
Blue
16
Enablement
 Co-marketing
 Education vouchers
 Skills4Growth / Funded
Heads
 36 hours Training
certify & registered
within 6 months of
programme start
 Co-Marketing
 1x Registered Product
Specialist
 Deal Registration
 1x Technical Specialist
 HVEC Growth Programme
 CHW –T2 programme
Note : 2 space bar clicks to complete chart
IBM Confidential : Internal Use only
© 2009 IBM Corporation