Channel Enablement Team
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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
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© 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
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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
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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
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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
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© 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
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© 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
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© 2012 IBM Corporation
Channel Enablement Team
Back Up Slides
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© 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
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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
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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
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© 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
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© 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
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© 2012 IBM Corporation