Maroš Vrábel
IBM Software Group Business Partner sales
03.05.2011, BP product overview, IBM Bratislava
mvrabel@sk.ibm.com, mobil: 0903630773
IBM SWG Channel
Programs Update
Agenda
 IBM SWG Channel strategy
 SVP 2.0
 Industry authorization
 SWVN migration into SVP
Thank You!
Outstanding Success in 2010
Software Value Plus
5 consecutive quarters of General Business revenue growth
20%+
growth in Software Value Incentive (SVI) revenue 1
Double Digit Application Specific License (ASL) revenue growth
3
1. Footnote: SVI FY actuals are preliminary based on 4Q forecast
© 2011 IBM Corporation
IBM’s Growth Strategy
Growth Markets – $29 billion opportunity 1
Analytics – $20 billion opportunity 1
Cloud – $181 billion opportunity 2
Smarter Planet – $66 billion opportunity 3
Software is expected to contribute nearly
half of IBM’s profits by 2015
4
1. Source: IBM Market Insights GMV 2H10
2. Source: IBM Market Insights Cloud Opportunity Phase 2 Assessment, Sept 2010
3. Source: IBM Investor Day, May 2010
© 2011 IBM Corporation
IBM’s Software Group Strategy
Software Will Help Deliver The 2015 Roadmap
SWG
SWG
Priorities
Priorities
5
Investing in
High Growth
Initiatives
Increase
Industry &
Solution Focus
Accelerate
Future
Acquisition
Integration
(Examples: Business
Analytics, BPM, Master
Data Management,
Information Integration,
Cloud, Social Business)
Client demand:
Customers are willing
to pay a premium for
a vendor with industryspecific expertise 1
IBM expects to invest
$20B in the next 5 years
as part of the Acquisition
strategy2
1. Source: IDC, “2009 Vendor Report Card: Customers Grade Vendors on Industry-Specific Expertise” 02/10, Doc # 219783
2. Source: Sam Palmisano at 2010 New York Stockholders Meeting
© 2011 IBM Corporation
Software Business Partner Strategy
Be BOLD…
Enable
Engage
Earn
6
© 2011 IBM Corporation
ENABLE
ENGAGE
EARN
BOLD Growth Requires Skills
Industry
Products
Aligns with
IBM’s growth
strategy
36% more profit
on middleware 2
$123B Market
Opportunity 1
Cross
Capabilities
76% IT
spending is on
solutions 1
Skills
7
Acquisitions
Appliances
Fast deployment
of new
capabilities
Bundled solutions
offer rapid-timeto-value
1. Source: IBM Market Insights, 2H10 GMV Industry Fcst: Constant Currency IMF 09FX; Served SWG MW
2. Source: 2009 IBM Software BP profitability study
© 2011 IBM Corporation
ENABLE
ENGAGE
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Software Value Plus
Software ValueNet and SVP-Authorized
come together May 1, 2011
Software Value Plus
Open Portfolio
Primarily
Midmarket
Solutions
Authorized Portfolio
Product
InfoSphere & Optim
Product Groups in
Authorized
Solutions
 Industry
 Capability
Lotus Messaging and
Collaboration in Authorized
SVP Compliance review begins March, 2011
8
© 2011 IBM Corporation
ENABLE
ENGAGE
EARN
SVP Industry Authorization
Initiative for highly industry skilled software
resellers & integrators
SVP Industry Authorization
Requirements
Benefits
Skills
Financial Incentive: 15% to 20% more 2
Industry Solutions
Marketing
Board Review
Industry Framework Assets & Training
$123B Market Opportunity 1
Momentum – 4X increase in industry mastery tests passed
Act now for fast start in 2011!
9
1. Source: IBM Market Insights, 2H10 GMV Industry Fcst: Constant Currency IMF 09FX; Served SWG MW
Note : Available in countries where SVP Authorization has been implemented
2. Additional incentive: Comparison of fees between SVI only and SVI with Industry Authorization
© 2011 IBM Corporation
ENABLE
ENGAGE
EARN
Cross Capabilities
Security
Authorization
$23B Security
opportunity by 20151
Cloud
Authorization
$181B market
opportunity
Social Business
Authorization
$2B Social Business
2
software market size in 2014
Capability Authorization Benefits
 Authorization Mark
 Additional SVI incentives: 15% to 20% more 3
 Lead passing priority
Additional Capability Authorizations under consideration
•
•
•
Business Process Management
Information Integration
Master Data Management
•
•
Business Analytics
Enterprise Content Management
Specific announcements when available
10
1.
2.
3.
Source: Market Intelligence, SWG Market Analysis, 2H10 GSV
Source: IDC, “Determining the Value of Social Business ROI: Myths, Facts, and Potentially High Returns,” Nov 2010 Doc # 225497
Additional incentive: Comparison of fees between SVI only and SVI with Capability Authorization
© 2011 IBM Corporation
ENABLE
ENGAGE
EARN
World Class Marketing Support
40% Enhancements in co-marketing investment
Small Deal Lead Passing
Business Partner Locator Tool
Smarter Planet Investment
11
© 2011 IBM Corporation
ENABLE
ENGAGE
EARN
Broadest Portfolio in the Industry!
Q1 Sales Plays
Transform Your Business with Social Software
Integrated Data Management - Information Governance
Business Analytics
Land-and-Expand Seeding Promotion
Industry Solution
ECM, Smarter Commerce, Enterprise Marketing Management
JAZZ Integration - Collaborative Application Lifecycle Management
(CALM)
Data Reduction and Storage Management Transformation
Achieve Greater Business Agility with Business Process Management
12
Click on each link to see the sales play information
© 2011 IBM Corporation
ENABLE
ENGAGE
EARN
It Takes an Ecosystem: Partnering with Partners
Expand your market: Find the right partner to partner with!
Face to face Partnering
with Partners Events
Lotusphere2011
Pulse2011
Impact2011
Innovate2011
InformationOnDemand2011
13
© 2011 IBM Corporation
ENABLE
ENGAGE
EARN
High Value Revenue
What is it?
 Revenue driven by your skills in business and technology
Why does it matter?
 Customers want solutions, not products
 Increased follow on business
 Stronger connection with IBM sales and technical teams
How do you engage?
 Software Value Incentive for large enterprise, general business
and mid market
 Application Specific License
 Business Partner led model
 Business Partner small deals <50K
 General Business
 Subscription & Software Renewals
14
© 2011 IBM Corporation
ENABLE
ENGAGE
EARN
Up to Double (2X) SVI Competitive Incentive
More opportunities to WIN!
3%-20% Incremental Payout
Opportunity for Approved Deals!
$$$$$$
 Lotus vs. Microsoft Competitive Displacements
–
WS Portal, IBM Accelerators WS Portal, Mashup Center, Lotus
Notes Domino, Domino Express, Lotus SameTime, Lotus Quickr
and Connections
 Rational vs. HP Competitive Displacements
–
AppScan
 Oracle Competitive Displacements
–
Tivoli, Information Management, Business Analytics, Lotus,
WebSphere and Rational
IBM Software Competitive Sales Plays on PartnerWorld
15
© 2011 IBM Corporation
ENABLE
ENGAGE
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New Streamlined Incentive Structure
2010
Multiple programs
and processes
Software Value Incentive
Value Advantage Plus
2011
One offering
across Software Group
Software Value Incentive
VAP moves into SVI
SVI Payment Process
Commercial accounts: Fees
Government accounts: Extra Discounts
Value Advantage Plus
for Government
16
© 2011 IBM Corporation
ENABLE
ENGAGE
EARN
Project V
A new end-to-end model to drive small deal opportunities

35 Offerings

Enablement

Incentives
 IBM Software’s small deals opportunity is planned to grow by $7B
over next five years1
 Small deals in growth markets growing 57% faster than worldwide1
17
1. Source: EIW, SWG Market Insights Pipeline Analysis
© 2011 IBM Corporation
ENABLE
ENGAGE
EARN
Enhanced Capabilities in Key Growth Areas
Accelerating into SVP and SVI
Information all in one place
 Business Partner acquisition portal
ibm.com/partnerworld/acquisitions
Q1
Examples
Value
Proposition
Appliances: Cloud,
virtual & physical
pre-configured out
of box solutions
Call to
Action
Leverage existing
Develop complementary IM Get certified on BigFix
WebSphere skills; get
and BA skills, certs
and Tivoli
certified on Cast Iron
How to
Get Started
Cast Iron Sales Kit
18
Appliance built on System
X, lowest total cost of
ownership, fast query
performance
Contact your IM rep for
transition program details
Real-time control of
globally distributed
desktop, mobile and
server PC infrastructures
BigFix partner sales kit
© 2011 IBM Corporation
ENABLE
ENGAGE
EARN
Appliances & Workload Optimized Systems
Expand Skills to Sell
Appliances are forecasted to grow
at 36% CAGR from 2010 – 2015
led by Netezza/Smart Analytics1
Skills in
19
Expand and
Sell these Appliances!
WebSphere core
 Cast Iron
Tivoli Storage
 IBM Information Archive
 StoreWIZ Storage
InfoSphere or Cognos
 Netezza
Content Management
 IBM Information Archive
IBM Power Hardware
 Rational Power Appliances
1. Source: SWG MI, IDC World wide Software Appliance 2010-2014
© 2011 IBM Corporation
SVP 2.0
ENABLE
ENGAGE
EARN
Software Value Plus: 2.0
Single Model for Software Group
Software Value Plus
Open Product Portfolio
Primarily
Primarily
Midmarket
Midmarket
Solutions
Solutions
Authorized Product Portfolio
Product
Solutions
• Industry
• Capability
SVP Remarketer Types:
Value Added Reseller
Solution Provider
Government Reseller
21
© 2011 IBM Corporation
ENABLE
ENGAGE
EARN
What’s new? What’s changing?
Software ValueNet and Software Value Plus Authorization come together
Software Value Incentive (SVI) - New Solution rewards:
1. Technology
2. Industry
3. Capability
Value Advantage Plus (VAP) moves to SVI Solution reward
Value Advantage Plus for Government moves under SVI process
22
© 2011 IBM Corporation
ENABLE
ENGAGE
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Software ValueNet and Software Value Plus Authorization come together
SVP 2.0 Model:
Enrollment: Consistent process and consistent criteria
Three Remarketer Types:
Value Added Reseller
Solution Provider
Government Reseller
Incentive:
SVI: All Product Groups
23
© 2011 IBM Corporation
ENABLE
ENGAGE
EARN
Software ValueNet and Software Value Plus Authorization come together
SVP 2.0 Model:
Pricing: Passport Advantage End User (banded)
Discount: Based on SVP Authorization model
Distribution Model: Authorized Product Groups follows the distribution
model of the country – Authorized or Open
Renewals: Renewal orders are allowed if Business Partner is authorized
for at least one Product Group on the order in Authorized Distribution
countries
24
© 2011 IBM Corporation
ENABLE
ENGAGE
EARN
Software ValueNet and Software Value Plus – Authorized come together
SVP 2.0 Incentives:
SVI: All Product Groups eligible, same payments/rules as now
Value Advantage Plus moves to SVI Solution Incentive:
• Payment method:
Fee in Commercial accounts, extra discount in Gov’t accounts
Includes: Industry and Capability Solutions
Enhanced SVI Solution rewards
Requires SVP Industry or Capability Authorization
25
© 2011 IBM Corporation
ENABLE
ENGAGE
EARN
New Incentive Structure
2010
Multiple programs and processes
SVI
2011
One offering across SWG
SVI
• SVI Solution Incentive:
Replaces VAP initiative
Value Advantage Plus
New: Industry and Capability Solutions
• SVI Payment Process:
Value Advantage Plus for
Government
Commercial accounts:
Fees
Government accounts: Extra Discount
26
© 2011 IBM Corporation
ENABLE
ENGAGE
EARN
Software Value Incentive (SVI) - New Solution rewards:
1. Technology
2. Industry
3. Capability
Rewards “value added” repeatable solution sales
Same transaction rules as Value Advantage Plus today:
Approved offering – evaluated and approved before use
Transaction “value add” ratio – 20%
Business Partner must contribute at least 20% of the total value of transaction
(IBM SW + BP Solution)
Reward: 15% in IA and GB LE, 20% in MM
Same as today
Mutually exclusive with SVI Sell Fee
Same as today and if government account, mutually exclusive with ID/Sell
Rewards:
Technology:
Industry / Capability:
IA - 15% GB LE - 15%
IA - 20% GB LE - 25%
GB MM - 20%
GB MM - 30%
27
© 2011 IBM Corporation
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ENGAGE
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Value Advantage Plus (VAP) moves to SVI Solution reward
Value Advantage Plus for Government moves under SVI process
VAP to SVI:
Provides one overall process for Sell & ID and Solution incentives
Provides Solution reward for influencers
VAP for Government moves to SVI process:
Consolidates agreements/processes – simplifies agreements
Requires specific government experience – same as today
Reminder:
Commercial accounts – Fee payment, resell & influence
Government accounts – Extra discount, resell only
28
© 2011 IBM Corporation
SWVN transition into SVP
29
© 2011 IBM Corporation
ENABLE
ENGAGE
EARN
Software Value Plus - Today
Software Value Plus
Open Portfolio
Primarily
Midmarket
Solutions
Authorized Portfolio
SVP Authorized
NEW
SVN
 FileNet
 Cognos
InfoSphere, Optim
Product Groups now
part of SVP
Authorized
30
© 2011 IBM Corporation
ENABLE
ENGAGE
EARN
Software Value Plus 2.0
Software ValueNet and SVP-Authorized
come together May 1, 2011
Software Value Plus
Open Portfolio
Primarily
Midmarket
Solutions
Authorized Portfolio
Product
Solutions
 Industry
 Capability
SVP Remarketer Types:
Value Added Reseller
31
Solution Provider
Government Reseller
© 2011 IBM Corporation
Convergence – Elements
• Relationship Types: VAR, Sol.
Provider, ISV, Services Provider, plus
Support Provider offering
SVP –
Authorized
SWVN
• Relationship Types: Remarketer &
Gov’t Reseller
• New Lic. VAD Dis
• Renewal: Must be authorized, no or smaller discount %
• Renewal: Authorized for any renewal product
in PO, same discount as New Lic.
• Approved Business Plan
• Participation Criteria: Varies by portfolio; can require
•
Participation Criteria: SVI or VAP participation,
value add revenue percentage – 10% rule
Certifications, references, sales demo, net
new leads, trained sales resource & MAA
• VAP: “solution” & VAP for Gov’t Sales
• Approved Solution required for Sol. Provider type
• SVI
• VAP: “solution” for InfoSphere only
• General Business Rebate & BPLM
• SVI: restricted to IBM fulfilled – varies by GEO
• Support Provider: Sub-licensing model
• General Business Rebate & BPLM
• Relationship Types:
•
VAR, Sol. Provider & Gov’t Reseller
• Renewal: Authorized for any renewal product in PO, same
discount as New Lic.
• Participation Criteria: 2 tech certs, 1 sales cert & value add
revenue percentage
SVP 2.0
• Offerings:
•
Support Provider: Sub-licensing & PPA
•
BPLM
• Solution incentive:
• General Business Rebate: eligible if SVP Authorized
•
Industry incentive
• Current PW Partner Plan on file
•
Cross-Brand Capability Authorization
•
SVI – fee for commercial accounts, rebate for gov’t
Make Sure Your Company is READY
 Infosphere and Optim partners should have accepted,
or signed the SVP agreement.
 Infosphere and Optim partners, have you joined SVI?
Created a Partner Plan?
 Filenet and Cognos partners will be required to
migrate to the SVP contract by April 30, 2011
 Creation of a PW Partner Plan must be done by April
30, 2011
 Join SVI as it will help you earn more margin now
ISVs and Service Providers
 What type of relationship do you want with IBM?
 Have ability to have access to IBM software for
compatibility testing?
 Acquire PW Software Value Package
 Be able to resell or influence a service offering you
have developed?
 Apply for VAP (Infosphere and Optim BPs only) or
as a Technology Partner in SVP 2.0
 Join SVI as it will help you earn more margin now as
a reseller or influencer
Leverage Program Incentives
Base margin for resale
General Business Rebates
Support Provider margin
Software Value Incentive
Solution Incentives
Leverage all the pieces of the IBM Software Value Plus
Program to maximize profits
 Industry Authorization
Leverage Program Incentives
Business Partners improve their profitability by participating in
SVP 2.0 Incentives:
• SVI
• Industry Authorization
• Capability Authorization
•
•
•
•
•
•
Security
Business Process Management
Information Integration
Master Data Management
Business Analytics
Enterprise Content Management
• Technology Authorization
• Support Provider Margin still applies
We are in the business of applying technology
to solve business problems.
Government
Transportation
Retail
Building Smarter Solutions
Financial Services
Retail
Transportation
Over many client engagements,
patterns of common component use emerge…
IBM Industry Frameworks
13 industry-specific Frameworks deliver technology in an industry context,
enabling better business outcomes.
Framework
Business Benefit
Travel and Transportation
Insurance
Banking
Financial Markets
Retail
Energy and Utilities
Government
Network Centric Operations
Increase revenue per seat or hotel room through reservation system modernization
Increase insurance underwriter productivity
Renovate lending, mortgage, deposit and other core processing systems
Integrate support for front-, middle-, and back-office processes
Increase accuracy of promotions by targeting offers to the right customers
Accelerate deployment of smart grids
Avoid social service overpayments through a single view of the citizen
Enable all service branches to share common applications
Service Provider Delivery
Integrate new services with fulfillment, assurance, billing and care systems
Environment
Media Enterprise
Health Integration
Integrated Information
Product and Service
Improve management and distribution of digital assets
Track assets, patients and staff to improve quality of care and operations
Reduce exploration risk and cost – faster time-to-oil
Reduce inventory, improve availability and delivery capacity
Example of Industry Framework structure
Each Framework Offers Projects Based on Desired Business Outcome
Framework
Domains
Government Industry Framework
Safety and Security
Metro. Transport & Roads
Tax & Revenue Mgt
Integrated Urban
Infrastructure
Social Services & Soc. Security
Project Areas
Projects
Integrated Border Management
Advance Passenger Analysis
Trusted Identity
Intelligent Forms Processing
Single View
41
Think BIG !
Set the
strategic vision
www.ibm.com/isv/tech/validation/framework/index.html
Start Small !
Build
Incremental
value
Example of Industry Framework
Retail Framework
Customer Insight
Single View of Customer
Social Retailing
Store and Channels Performance
Retail Store Integration
POS and Self Service
Product Tracking
Loss Prevention
Store Planning
Multi-channel eCommerce
Cross Channel Integration
PIM for eCommerce
Marketing and
Customer
Management
Store and
Channels
Integration
Optimization
Analytics
Collaboration
Security
Resiliency
Supply Chain
Supply Chain Performance
Supply Chain Optimization
Vendor Management
Trade Fund Management
IT Systems
and Operations
Business and
Finance
Administration
Merchandising
and Product
Management
Retail Data Warehouse
PCI Compliance and Security
Management
Financial Performance
Financial Analytics
Planning, Budgeting and Forecasting
Financial Consolidation
Human Capital Management
Enterprise Asset Management
Energy Performance Management
Merchandise Performance
Product Information Management
New Product Introduction
Merchandise Planning
Market Basket Analysis
Promotion Planning and
Execution
© 2011 IBM Corporation
Customers want Industry Skills & Solutions
Business Partners that:




Know their industry
Understand their language
Can solve industry-specific business problems
Have expertise beyond just product, customer size
Source: IBM Market Insights
Note: This report is based on internal IBM analysis and is not meant to be a statement of direction by IBM nor is IBM
committing to any particular technology or solution.
65% of customers are willing to pay a premium for a vendor
with industry-specific expertise = Business
Opportunity !
Source: IDC, “2009 Vendor Report Card: Customers Grade Vendors on Industry-Specific
Expertise” 02/10, Doc # 219783
Software Value Plus
IBM Software Business Partners’ Program
Software Value Plus
Open Portfolio
Primarily
Midmarket
Solutions
Authorized Portfolio
Solutions
Product
 Industry
 Capability
44
SVP Industry Authorization
An Initiative for highly industry skilled software
resellers & integrators
SVP Industry Authorization *
Requirements
Benefits
Skills
Financial Incentive: 15% to 20% more**
Industry Solutions
Marketing
Board Review
Industry Framework Assets & Training
www.ibm.com/partnerworld/svp/ia
45
* Note : Available in countries where SVP Authorization has been implemented
** Additional incentive: Comparison of fees between SVI only and SVI with Industry Authorization
SVP Industry Authorization - Requirements
Industry Authorization
Requirements
SVP Authorized
Skills
Industry Solutions & References
Board Review
www.ibm.com/partnerworld/svp/ia
SVP Authorization Requirement
Industry Authorization
SVP Authorized
• Must have signed SVP BP Agreement
• Must be SVP Authorized in product
groups included in the solution
Requirements
SVP Authorized
Skills
Industry Solutions & References
Board Review
Software Value Plus
www.ibm.com/partnerworld/wps/servlet/ContentHandler/svp
Industry Skills Requirement
Industry Authorization
Industry Skills
• 2 Industry Solution Mastery Tests
• Know relevant IBM Industry Framework
& how your solution fits
(discussed in Board Review)
Requirements
SVP Authorized
Skills
Industry Solutions & References
Board Review
Industry Training & Tests:
www.ibm.com/partnerworld/wps/servlet/ContentHandler/isv_com_ind_index
Get Industry Enabled Today
 Industry Sales Education
– Industry virtual summit – Training and Certifications
– Midmarket resources - Discover opportunities & sell midmarket industry solutions
– Industry Sales Plays – Coming soon
www.ibm.com/partnerworld/wps/servlet/ContentHandler/isv_com_idu_industry_smtests
 Industry Frameworks
– Leverage IBM Industry Frameworks & Assets to accelerate creation of industry-specific
solutions
– developerWorks: Industry-specific technical information
– IBM Innovation Centers - training and 1-1 guidance from building to selling your solution
www.ibm.com/isv/tech/validation/framework/index.html
Momentum – 4X increase in industry mastery tests passed
Industry Solution Requirement
Industry Solution
• Can be a Services Practice or Application
Industry Authorization
• Aligned to IBM Framework / Strategy :
• For Applications: must be validated by the
Industry Framework Validation process,
• For Service Practices: must implement part
of Industry Framework or extend it
• BP must contribute significant value add to the
solution
• IBM software must constitute the majority of the
middleware
Requirements
SVP Authorized
Skills
Industry Solutions & References
Board Review
• Entered in IBM Global Solutions Directory
Examples:
 A Commerce application under the Retail Store and Channels Framework Domain
 A Business Integration practice to support government Tax and Revenue Mgmt
 A Business Analytics practice that solves problems from the Banking Customer Care & Insight Domain
Global Solutions Directory
IBM Industry Frameworks
www.ibm.com/isv/tech/validation/framework/index.html
www.ibm.com/isv/tech/validation/framework/index.html
References Requirement
Industry Authorization
Industry References
• Entered in IBM Global Solutions Directory or
Customer Reference Database
Requirements
• Must be verified (not necessarily public)
SVP Authorized
• Number of References required:
Skills
• 3 in North America & the European Union
• 2 elsewhere
Industry Solutions & References
• Can be different solutions for the same industry
Board Review
• Different implementations at 1 customer are
separate references
• Up to 3 years old
Global Solutions Directory
Customer Reference Database
www.ibm.com/isv/tech/validation/framework/index.html
www.ibm.com/partnerworld/mem/sell/sel_refs.html
Board Review Requirement
Criteria Evaluated by the Board:
1.
Solution must be Industry-specific
2.
Solution Alignment to Industry
Framework / Strategy
Industry Authorization
Requirements
SVP Authorized
3.
Industry Leadership documented by
Industry Papers, Journals, Industry Conference
Presentations, Industry Awards, Industry Organization
memberships, Industry Blogs, Industry Conference booths,
External Industry Certifications , Recognition by Industry
Analysts, Conference Booths
Skills
Industry Solutions & References
Board Review
Participants:





Worldwide Software Business Partners Industry Sales Executive
Worldwide Software Industry Executive
Geography Software Industry Solution Sales Leader
Geography Software Partners Sales Executive
Geography Software Partners Technical Leader
SVP Industry Authorization - Benefits
An initiative for highly industry skilled software resellers & integrators
SVP Industry Authorization
Benefits
SVI Financial Incentive
Marketing
Industry Framework Assets & Training
www.ibm.com/partnerworld/svp/ia
Financial Incentives
Earn more on Industry Solution Sales!
Industry Authorization
• Rich Transaction incentive
• More than VAP!
Benefits
• Can combine with SVI “ID” fee*
SVI Financial Incentive
Marketing
Industry Framework Assets & Training
• Earn when you sell your solution
• No requirement to fulfill IBM software
(applicable only to Commercial Accounts, not Gov’t)
• Simple claiming process
• Commercial & Government customers
www.ibm.com/partnerworld/svp/ia
* To earn SVI “identification” fee, a partner must meet terms and conditions of IBM Software Value Incentive
Financial Incentives - Commercial Customers (fees)
I & A Customer
Product
Identification
5%
Sell
5%
GB LE Customer
Solution Product
5%
10%
GB MM Customer
Solution Product
10%
10%
Solution
10%
SVI
Technology (VAP)
SVI Solution
Industry or
Capability
10%
Total
Industry or
Capability
10%
10%
15%
15%
20%
or
or
or
20%
25%
30%
20%
20%
25%
20%
30%
or
or
or
25%
35%
40%
Plus normal channel discounts & rebates
Note: All Asia Pacific GB customers are treated as GB LE customers in this incentive.
Financial Incentives – Government Customers (discounts)
I & A Customer
Product
Identification
GB LE Customer
Solution Product
15%
GB MM Customer
Solution Product
15%
Solution
20%
SVI
Sell
Technology (VAP)
SVI Solution
Industry or
Capability
15%
Total
Industry or
Capability
15%
15%
20%
or
or
or
20%
25%
30%
15%
15%
15%
20%
20%
or
or
or
20%
25%
30%
Plus normal channel discounts & rebates
Note: All Asia Pacific GB customers are treated as GB LE customers in this incentive.
Marketing Benefits
Generate New Opportunities!
Industry Authorization
• Authorized SVP Industry mark*
- Distinguishes you from competition
Benefits
• Incremental co-marketing funds
SVI Financial Incentive
- Generate new leads
Marketing
Industry Framework Assets & Training
• Joint Go-to Market planning with
Industry Sales
- Improved teaming, execution
• Higher Lead Passing Priority
- Business Partner Locator
- Lead Passing Decision Engine
* Requires additional license agreement
www.ibm.com/partnerworld/svp/ia
Solution Development Benefits
Accelerate Solution Development & Implementation
Industry Authorization
• Access to IBM Industry Frameworks & Assets*
SVI Financial Incentive
• Leverage previous successful implementations &
reuse assets*
Marketing
• Start small – grow / enrich your solutions
Benefits
Industry Framework Assets & Training
* Require a License Agreement
Asset Types
• Data models
• Process models
• Requirements models
• Technical Accelerators
• Cognos Blueprints
• Research Assets
• Sales Enablement Assets
• Technical Enablement Assets
www.ibm.com/partnerworld/svp/ia
Industry Authorization – Eligibility & Process
BP Applies for
SVP Industry
Authorization
2 Industry
Mastery Tests
References
(2 outside NA & EU)
Industry Solution (s)
(Specifying associated
Product Groups)
Pre-validation of
requirements prior
to board review
Board Review
& Approval
Alignment w/SWG
Industry Framework /
Strategy
Industry Leadership
Solution (s) are
registered
Each Solution
is assigned an ID
Each Solution
specifies Product
Groups it may pull.
BP must be certified
in each Product Group
included in the Solution
BP is SVP Industry
Authorized
Authorized for:
 Influence
 Resell
BP is paid on
Products sold with
the solution.
Future up-sells are
also eligible
Fees for Commercial
customers
Instant Rebate for
Government customers
Call to Action
Next Steps
 Prepare




for SVP Industry Authorization:
Learn about IBM’s Industry Strategy, Frameworks & Sales Materials
Pass Industry Mastery Tests
Register Industry Solutions & References
Be active in industry conferences, forums, etc..
 Apply for SVP Industry Authorization !
www.ibm.com/partnerworld/svp/ia
Success in 2011
BE BOLD…
ENABLE
ENGAGE
EARN
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 Best Products
 Skills Development
 Comprehensive Sales Plays
 Access to Experts
 Increased Lead Passing
 Deployment Support
 More Incentives
 Multiple Models
 Simplified Processes
© 2011 IBM Corporation
Thank you!
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© 2011 IBM Corporation