Channels Management – Europe
Know-Your-IBM (KYI)
Easy and quick reward for selling ServicePac
Peter Michalko
GTS Channel volume sales manager, GMT CEEMEA
Simplicity.
Growth.
Profitability.
© 2009 IBM Corporation
© 2006 IBM Corporation
Channels Management - Europe
Know your IBM
$ KYI
is a Business Partner loyalty program that rewards you for working with IBM.
$ KYI rewards BP sales reps for participation in IBM e-learning modules and selling.
$ Each point is equal to $0.25 (i.e. 400 points = $100).
$ Points are awarded to the individual BP rep – not the BP firm!!!
$ Every sales rep at a firm can participate in Know Your IBM program.
$ The more you learn, the more you sell, the more you earn via Know Your IBM!!!
Reward
Sell
Learn
2
Simplicity. Growth. Profitability.
Channels Management - Europe
KYI - Sell & Earn for ServicePac
Offering
type
Grouping Description
KYI
points
ServicePac
System x
Warranty Upgrade & Maintenance
20
FixPac
System x
24h & 8h Committed Recovery Service
30
ServicePac
System I, p & Storage
Warranty Upgrade & Maintenance
40
FixPac
System I, p & Storage
24h & 8h Committed Recovery Service
50
ServicePac
Software Support ServicePac
for System x, I, p & Storage
50
ServicePac
Enhanced Tech Support (ETS)
50
$
Automatic allocation of KYI points during
ServicePac registration.
$
When registering ServicePac include your
individual details IBM ID “IBM BPs sales
person e-mail.
$
Earn additional points for recording sales of
System x, System Storage and Power Systems.
$
Points are assigned per product and are listed
on the web site.
Example:
Products sold:
KYI points:
2 System x3550
->
2 x 220 = 440 pts
2 FixPac
->
2 x 30 = 60 pts
Total:
500 pts
500 points eaqual to 125$ KYI rewards
3
Simplicity. Growth. Profitability.
Channels Management - Europe
KYI – Learn & Earn
$
Earn points for successful completion of
e-learning modules. Available 24/7/365.
$ STG – System x, Storage, Power
$ SWG – IM, Tivoli, Lotus
$ IGS
$ IGF
$ Cross-Sell Solutions
$
Designed to take 20 minutes or less to
complete.
$
Complete 3 modules
in an hour and earn
Focus of Key Selling messages with links
to more in depth education.
150 pts. ($37.50)
4
Simplicity. Growth. Profitability.
Channels Management - Europe
KYI – Getting started
 Your firm must sign the KYI Agreement, see instruction on the
web site: www.ibm.com/partnerworld/knowyouribm.
 Sign in with your PartnerWorld ID and Password.
 Talk with your IBM representative – they can help you start your
earning journey and answer any questions you may have.
 Lear, sell & earn
 Don’t miss out – Start earning TODAY with Know Your IBM.
For Help ask PWCS team:
http://www-200.ibm.com/partnerworld/pwhome.nsf/weblook/cpw_index.html
5
Simplicity. Growth. Profitability.
Channels Management - Europe
6
Simplicity. Growth. Profitability.