Channel Enablement Team Please run this presentation is slide show mode to activate the hyperlinks ! Pack amendments summary: From Q4 2011 V2 to Q1 2012 V1 Updated – Extended date (no content change) Value Seller – date extended to 31.03.12 Updated – New 2012 plet numbers (no content change) Competitive Deal Registration - ZW12-0308 Deal Registration - ZW12-0088 10x4 HVEC Incentive Programme – ZW12-0225 Education Top Gun Class February 6th 10th Storwize V7000 Update February 23rd Data Protection and Retention February 15th IBM SVC and V7000 user Group, January 19th 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: Storwize Competitive Protect & Grow Rapid application Storage RAB/RASM Virtualised Disk Solution (VDS) DS3500 Starter Pack Real Time Compression Starter Kit all N Series promos Page 1 © 2012 IBM Corporation Channel Enablement Team Q1 2012 Tier 2 Storage Programmes & Initiatives Pack Version 1 Completed by: Daniela Di Gioia Storage Channel Sales Enablement UK & Ireland Mobile: 0774 775 7749 Email: danidigi@uk.ibm.com © 2012 IBM Corporation Channel Enablement Team Programmes & Initiatives Type of Initiative Name Description For more information Expiry Date Transactional Programs Value Seller including Quick Pricer (nonSpecial Bid) Benefit from enhanced discounts when eligible Storage products are purchased from IBM, without having to use a full Special Bid request – faster turn around on pricing. Includes margin adders for OOI, Solution, Mid Market or Dormant. Adders apply to all products category. No Minimum for Solution or MM/Dormant. Minimum $50k for OOI. ZW11-0034 31.03.12 Deal Registration Deal registration can be requested via GPP. Provides Special Bid price protection for 90 days. Available for all CHW storage including XIV. Applies to named opportunity, not customer account ZW12-0088 31.12.12 Competitive Deal Registration For opportunities approved by IBM for Competitive Deal Registration with a list price >$300k, IBM will provide enhanced levels of discount off the marketable end user price. Requests for Competitive Deal Registration should be made via GPP. ZW12-0308 31.12.12 CoMarketing 50/50 co funding available for marketing activities Contact your IBM CRBP Representative Ongoing PowerNet Solutions incentive and rewards programme for Resellers that partner with an ISV through IBM Distributors Contact your distributor Ongoing Investment Initiatives Page 3 Please contact your distributor © 2012 IBM Corporation Channel Enablement Team Promotions Promotion Description For more info Expiry Date IBM Global Financing at 0% 0% Financing on all leases up to £200,000! 12 month contract in 4 quarterly payments Do you have immediate cash flow and value return? Contact Chris www.Ibm.com/financin g/uk/programmes Global Financing Hotlline 0870 870 8760 ZW12-0225 or register at http://www.ibm.com/p artnerworld/page/pw_ com_smr_10x4 31.12.12 Armitage, ARMITAC@uk.ibm.com or gfhelp@uk.ibm.com 10x4 HVEC Incentive Programme Page 4 10x4 rewards BPs who develop IBM business. Resellers who meet their quarterly Sales-Out Revenue Target for Storage HVEC products and associated MES will receive rebates (see PLET). Register now. If you already registered in Q4, set your new Q1 Targets © 2012 IBM Corporation Channel Enablement Team Education Content Date Location Registration Weekly Storage Education Monday Calls Join our 30 minutes weekly storage education call. A new topic, announcements and updates will be covered every Monday. You can also join in via LotusLive conference on your PC. Please ask Abigail to add you to her attendees list to be informed about each Monday’s topic https://apps.lotuslive.com/meetings/join?id=M278362 Every Monday, 5 to 5.30 PM 020 71086370 Toll Free 0808 238-6029 Passcode IBM To register send an email to Abigail ABIGAILB@uk.ibm. com IBM SVC and V7000 user Group This is an unrivalled opportunity for you to meet with and talk to IBM’s leading SVC and Storwize V7000 subject matter experts. Our team will formally present their views on the strategic directions of SVC and IBM Storwize V7000, and you will have the opportunity to influence the future development plans for this critical product. January 19th 2012 IBM Hursley Park, Winchester Abigail Bezer abigailb@uk.ibm.co m Storage Solutions Top Gun Class World class education to build core product selling and value selling skills with regard to IBM's System Storage portfolio. This education is exceptionally delivered free of charge this year. Places are limited and there is huge demand for this course. You are invited to register asap to avoid disappointment February 6th to 10th IBM Hursley Park, Winchester Link to enroll Data Protection Come and learn about IBM's midrange Storage product portfolio and help customers protect their most valuable asset - their data. We will cover DS3500, DCS3700, Double-Take IP Replication, TSM Fastback and Flashcopy Manager , Data deduplication using TS7610 February 15th 09:30- 12:45 IBM Forum Centre, SouthBank Link to enroll Storwize V7000 remains a strategic storage product for IBM and our channel partners in 2012. Come and hear the latest news so that you can take the Storwize V7000 message to your customers with confidence, and earn good revenues and margins! February 23rd IBM Forum Center SouthBank Link to enroll and Retention Protect your data and save money Storwize V7000 Update Seminar Page 5 09:30- 12:30 © 2012 IBM Corporation Channel Enablement Team Tools IBM PLETS on PartnerWorld Open web page in the following format inserting full PLET http://www.ibm.com/partnerworld/mem/plet?num=Zxxx-xxxx requires PartnerWorld ID PartnerWorld Helpline: 01256 344 500 Big Blue Planner: Events, Marketing News, Promotions and more – all in one place! www.bigblueplanner.com Know Your IBM: Resellers that have registered to KYI programme can claim rewards (& register) at: www.ibm.com/partnerworld/knowyouribm Storwize V7000 = 1600 KYI points, £400!! Pre-Sales Advisor Tool: build IBM Storage, System x, Blade Center configurations, check stock in the channel and key selling points against the main competitors: Link: http://www.presalesadvisor.com/ Demo education: http://training.mercatosolutions.co.uk Page 6 © 2012 IBM Corporation Channel Enablement Team Useful Contacts Contact Role Tel Email Andy Wilson Storage Channel Manager 07740 638542 wilsonaw@uk.ibm.com Daniela Di Gioia Storage Channel Enablement 0774 775 7749 danidigi@uk.ibm.com Finola Rudd Channel Skills & Education 07764 290490 finola_rudd@uk.ibm.com Martin Bruce Mid Range Disks Sales Leader 07900 914426 martin.bruce@uk.ibm.com Richard Corrigan Real Time Data Compression Sales 07710 362845 richard.corrigan@uk.ibm.com Dominic Cole Data Center Networking Sales 07711 058716 dominic_cole@uk.ibm.com Simon Chambers XIV Channel Enablement Manager 07711 059307 simon.chambers@uk.ibm.com Page 7 © 2012 IBM Corporation Channel Enablement Team Contact Role Tel Email Peter McNamara Tape, Backup, Restore, Data Protection, Archive Sales Specialist 07710 981708 peter.mcnamara@uk.ibm.com Steve Horobin Disk Product Leader 07801 909301 steve.horobin@uk.ibm.com Laurie Kirkham N series Sales Manager 07710 335977 laurie_kirkham@uk.ibm.com Marco Pozzoni LSI OEM EMEA +39 335 625 8061 marco.pozzoni@netapp.com Ben Cartwright Brocade (SAN products) Manager 07799 646228 mcartwri@brocade.com Clive Swain NetApp (N series products) 07810 152927 clive@netapp.com Jamie Whitehorn Storage Technical Enablement 07801 672922 jamie_whitehorn@uk.ibm.com Page 8 © 2012 IBM Corporation Channel Enablement Team Back Up Slides Page 9 © 2012 IBM Corporation Channel Enablement Team IBM Disk Portfolio 2012 Optimized for ‘open systems’ Optimized for z/OS and IBM i Block Enterprise File DS8000 XIV SONAS For clients requiring: Advanced disaster recovery with 3way mirroring and System z GDPS support Continuous availability, no downtime for upgrades Best-in-class response time for OLTP or transaction workloads, flash optimization Single system capacity scalable to the PB range For clients requiring: Advanced management, replication, and homogenous virtualization Worry-free performance with unique data distribution High utilization with efficient thin provisioning and reclamation Autonomic self-healing grid architecture Breakthrough ease of use and management Scale-out systems with consolidated management For clients requiring: Massive I/O, backup, or restores Consolidation, or scale large numbers of clusters N series For clients requiring: NAS storage Simple two-site high availability Storwize V7000 Unified Midrange Entry Storage Efficiency Essentials 10 Page 10 For clients requiring: Rack-mounted midrange storage with sophisticated software functions Breakthrough ease of use and management Unified block and file storage Non-disruptive migration from, or virtualization of, existing disk Ability to start small and pay as you grow for performance or capacity DS3500 For clients requiring: SMBs or branch office locations; cost sensitive; limited functions SVC, Easy Tier, ProtecTIER, Information Archive, Real-time Compression Appliances For clients requiring optimization of storage costs: Storage technologies that add function, performance, ease of use, or efficiency to new or existing storage © 2012 IBM Corporation Channel Enablement Team Transactional Programs for resellers buying from distributors PLETS: ZW11-0034 Options Value Seller Quick Pricer Option Special Bid Via OPRA Core Discount Product eligibility All CHW (except HVEC, All Storage types 2498, 2805, 3589, 3599, 4003, 7214) Clip Level - CHW $100k, HVEC $75k list price Base Discount - For CHW products the aim is to deliver double digit guaranteed minimum discount for special bids with Marketable End User (MEP) price <$500k. (excluding SAN Switch products) 48% N/A Quick Pricer via Order Desk Adders via OPRA Solution 5% N/A Mid-Market or Dormant (3 years) 5% N/A Original Opportunity Identification (OOI) above $50k list 5% N/A Up to 63% double digit guaranteed discount Discount from list price Additional NRM Total % basis Page 11 NRM is determined from requested end user price and channel buy price, it is not based on list price © 2012 IBM Corporation OOI does not provide any price protection Channel Enablement Team Value Seller ZW11-0034 Dormant/Mid Market Adder 5% Solution Adder 5% Originating Opportunity Identification (OOI) adder applies to opportunities from both General Business (GB) and Mid-market customers OOI Adder for Storwize V7000 applies to all customer segments including public sector Competitive Deal Registration - ZW12-0308 Register a Competitive Winback deal via GPP to receive a substantial Special Bid discount off the approved Marketable End User price. Applies to SBO of list price above $300k The minimum discount is designed to provide a high guaranteed margin under Special Bids, for specific details contact your Distributor Discount will be guaranteed for the entire duration of the registration. The existing Deal Registration program continues unchanged. A maximum of 10 active approved Competitive Deal Registrations per reseller at any time. SAN switches, DS4000, DS5000 , N series and HVEC excluded Page 12 © 2012 IBM Corporation Channel Enablement Team Deal registration – ZW12-0088 All Storage products, including XIV, are eligible Protection is given on Special Bids for 90 days. Extensions may be requested, but the maximum period any single deal may be continually registered is 180 days Minimum deal size for CHW Storage is $100k list price, HVEC Storage $75k The opportunity must be at sales stage 4 in GPP (fully validated with brand and revenue details defined). Program excludes Public sector entities procuring by public tender All requests for Deal Registration must be made from within GPP by selecting the “Opportunity Registration” tab Opportunities approved for Deal Registration are passed from GPP to OPRA T2s who don’t initiate pricing requests using OPRA: provide GPP number to distributor OR add distributor as a sale team member to the opportunity in GPP Page 13 © 2012 IBM Corporation Channel Enablement Team OOI at a glance The BP must be the first to load a unique opportunity into GPP. OOI applies to all General Business (GB) customers, not just MidMarket. OOI for Storwize applies to all accounts, including Public Sector. Only BP originated opportunities (indicated by the GPP number prefix of 1JF). Opportunities passed to BPs by IBM (prefixed 12KY) do not qualify for OOI registration The default OOI registration period is 12 months from the date of approval. OOI expires when the deal is converted to an order The minimum deal size for qualifying opportunities is $50k list price value for both Power and Storage The opportunity must have brand and revenue details defined in the “Detailed Revenue” section of the GPP record All requests for OOI Registration must be made from within GPP by selecting the “Opportunity Registration” tab Opportunities approved for OOI Registration are passed directly from GPP to OPRA Page 14 © 2012 IBM Corporation