IBM Systems Specialty
Program
Program Guide for IBM Solution
Providers in Europe, MEA, LA, AP,
Japan
January 2015
Version 1.0
The current version of this document will be posted on the IBM Specialty website.
http://www.ibm.com/partnerworld/specialty.
Changes in this Document

Version 1.0:
o Released January 2015
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Important Notes:
IBM Systems Specialty Solution Providers who are due to renew their IBM Systems Specialty
by 28th February, 2015 are given until 30th April, 2015 to achieve the criteria for IBM Systems
Specialty and IBM Systems Specialty Elite programs as documented in this version of the
Program Guide.
Transition to Power8 Certifications for existing IBM Systems Power Specialty and IBM
Systems Specialty Elite Solution Providers
 If you have a scheduled renewal date before 31st January, 2015, you may do one of the
following:
1. Meet skills requirement using POWER7 V2 by your renewal date plus 60-day
grace period; OR
2. Meet skills requirements using POWER8 no later than 31st July, 2015. There is
no additional grace period. Your Specialty entitlement period remains
unchanged (1 year from original renewal date). However, if you do not meet the
skills criteria by 31st July, 2015, you lose your Specialty entitlements and
associated benefits
 If your renewal date is between 01st February, 2015 and 31st May, 2015
1. You are given until 31st July, 2015 to meet skills requirements using POWER8.
There is no additional grace period.
 Additionally, IBM Certified Technical Sales Specialist - Power Systems with POWER8
Scale-out V1 (03006701) may be applied as a direct replacement for any POWER7
technical certification
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Overview of IBM Systems Specialty
The IBM Systems Specialty Program for IBM Power Systems and for IBM Systems Storage
provides two tiers of recognition -- Specialty and Specialty Elite -- and is designed to reward IBM
Solution Providers (SPs) who make a significant investment in skills and certifications in growth
areas such as Cloud, Analytics, Mobile, Social and Security (CAMSS); client references; and
have the ability to successfully sell and deploy IBM solutions. SPs who are accepted into the IBM
Systems Specialty become eligible to receive financial, education, marketing and sales benefits.
Summary Criteria per area of specialization
Number of
Employees
Skills / Certifications1
Client References
Revenue
Specialty
2 or more
Core and Complementary:
At least 3 Sales +
3 Technical
CAMSS Solution area:
1 Sales +
1 Technical
At least 1
See Appendix ‘A’ for
details in your country /
region
Specialty
Elite
4 or more
Core and Complementary:
At least 6 Sales +
6 Technical
CAMSS Solution area:
2 Sales +
2 Technical
At least 2
See Appendix ‘A’ for
details in your country /
region
1
See detailed Specialty and Specialty Elite criteria in Skilled and Certified Sales and Technical Resources
Summary Benefits per area of specialization
Specialty
Specialty
Elite
Enablement
Support
Marketing /
Demand
Generation
Support
Client
Reference
Bonus
Sales
Rebate
Partnering
Marketing
8 Vouchers giving
100% discount on
course registration
8 Vouchers giving
100% discount on
Certification testing
Up to 10k per
full year
Up to 5k per
externally
published
reference
Uncapped
rebate based
on quarterly
revenue
achievement
Invitation to
workshops
Certificate of
achievement
12 Vouchers
giving 100%
discount on course
registration
12 Vouchers
giving 100%
discount on
Certification testing
Up to 20k per
full year
Up to 5k per
externally
published
reference
Uncapped
rebate 1.0%
higher than
Specialty level
based on
quarterly
revenue
achievement
Invitation to
workshops
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Specialty
logo
Certificate of
achievement
Specialty
Elite logo
January 2015
Other affiliated benefits which become available as a result of being accepted to IBM Systems
Specialty and IBM Systems Specialty Elite include:



Individual skills development roadmaps leading to Certification and opportunities to earn
rewards for employees of IBM Systems Specialty firms with Know Your IBM;
Increased visibility in tools such as IBM Business Partner Locator;
Up to a five (5) Point increase in your Business Partner Technical Vitality score
Scope and Purpose of this Operations Guide
The purpose of this Operations Guide for the IBM Systems Specialty Program is to provide
detailed guidance for SPs who are interested in achieving specialization in one or more IBM
Systems brands. In addition, this guide provides information to IBM Systems Specialty SPs, who
have already been approved to a Specialty, including renewal and the operational fundamentals
of the IBM Systems Specialty.
This guide may also reference other operations guides for SPs participating in or interested in
applying and being approved to participate in those programs.
This guide is structured into the following major sections:
1. Introduction and Overview
2. Scope and Purpose
3. Other IBM Programs
4. Eligible Products
5. Qualification Process – Application and Annual Renewal
6. IBM Systems Specialty and Specialty Elite Operations and Process
7. Appendices
Note: Some links listed in this document require PartnerWorld® membership and signing in to
PartnerWorld to access the information.
You can access IBM PartnerWorld® at www.ibm.com/partnerworld.
Relationships with Other Programs
SPs are encouraged to take part in other IBM channel initiatives, offerings or incentives which are
not mutually exclusive with the IBM Systems Specialty program. This includes programs such as
Market Growth Funds (MGF) and Know Your IBM (KYI).
Mutually Exclusive Programs
As an IBM Systems Specialty partner, you are not eligible to participate in the IBM Partner
Growth Incentive (PGI) for the IBM Systems product area in which you have achieved a
Specialty.
If you are participating in these mutually exclusive offerings, you must notify IBM of the conflict via
your IBM manager. Failure to notify IBM is grounds for your Specialty status being removed.
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Eligible Products
Eligible IBM Power Systems and IBM System Storage products are all Hardware and associated
Software products listed in the applicable Product Exhibit list, which you are authorized to sell.
This includes:
 Transactions conducted under a Transaction Agreement
 Managed outsourced services, when the Business Partner retains title of the system
 Internal Use products
 Products sold for Demonstration and Evaluation
 Used Equipment
But excludes:
 All Software in the Product Exhibit list purchased through Passport Advantage
 Orders for Try and Buy equipment, until such time that the end user purchases the
product
 Products purchased in countries where you do not have a contract with IBM
IBM Product Exhibits may be accessed online at:
http://www.ibm.com/partnerworld/wps/pwselector.jsp?componentfinder/PREXHPW/hideFac
et=false/pageTitle=Exhibits &navcat=PW Ent Exhibits
APPLICATION AND ANNUAL RENEWAL
This section provides further details of the application process for an IBM Systems Specialty and
the associated approval process. The annual renewal (revalidation) process is also outlined in
this section.
Application Process
Applications to participate in an IBM Systems Specialty must be made for every country in which
you wish to achieve Specialty status. You must have a physical location in each country in which
you apply.
The first step in applying to become an IBM Systems Specialty SP is to become a member of IBM
PartnerWorld®. The IBM PartnerWorld® web site address is www.ibm.com/partnerworld.
Your company must be a member of IBM PartnerWorld® in each country in which you plan to
apply for IBM Systems Specialty and you must maintain your IBM PartnerWorld country
membership in order to remain in the Specialty program.
Initial Application
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The application must be made via the IBM Systems Specialty web site at:
www.ibm.com/partnerworld/specialty.
Follow these steps to achieve the IBM Systems Storage or IBM Power Systems Specialty:
1. Identify your company's focal point for the area of specialization – Power Systems or
Systems Storage
a. This individual will be the primary contact for your company’s participation in the
Specialty and associated IBM programs, as well as your company’s related
strategy and skills development plans
b. Their responsibilities will typically include:
i. Driving certification and education requirements for your company
ii. Submission and completion of all required verifiable client references
iii. Support meetings and workshops with IBM to jointly develop an overall
IBM growth strategy for your company
iv. Deploying programs and tactics to achieve a growth plan
v. Ensuring compliance with all of the Specialty’s terms and conditions
vi. Maintaining an up-to-date profile and contact information
vii. Driving awareness of all related communications and offerings within the
company
2. Apply for an IBM Systems Specialty
a. You may submit your application before all requirements are met
b. You will be notified by IBM of any missing criteria until you complete all the
requirements
3. Submit the required number of client references
a. Your clients must agree to being used as references and to being contacted by
IBM for verification
i. When submitting your client reference using the online form, you must
check the box requesting verification
b. Client references must include brand hardware associated with your chosen
Specialty and must meet other requirement related to the Specialty
4. Work with your extended team to ensure your company meets the required business and
skills criteria
5. Sign the required trademark license supplement
a. Your company Authorized Profile Administrator (APA) must sign the IBM
PartnerWorld Agreement International Supplement for the Use of IBM
Trademarks Accredited for the Specialty
b. You may preview the supplement at the Specialty web site and read the terms
and conditions for use of each of the related marks (Storage Specialty mark;
Storage Specialty Elite mark; Power Specialty mark; Power Specialty Elite mark)
c. If you do not know who your APA is, contact PartnerWorld
6. Download your licensed mark
a. Once you are approved, download the Specialty mark to use in your marketing
materials.
Annual Renewal
As part of the Systems Specialty offering, IBM will perform an annual review of your achievement
to ensure continued eligibility. The review will be used to validate your continued adherence to all
program requirements including eligible sales and technical skills and certifications, revenue
attainment, and client references.
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If you continue to meet the requirements of the Systems Specialty, you will be notified via email
that your Specialty status has been renewed for a further 12 months.
If any gaps are found in your qualifications, you will be notified of such via email. You will be
given 60 days as a grace period after the End Date of your Specialty Agreement to replace any
missing qualifications.
After this date your Specialty status will be changed in your IBM PartnerWorld profile. One of the
following may result:
1. Your Specialty level is increased, for example, you move from Specialty to Specialty Elite
level and you become eligible to receive a higher level of benefits;
2. Your Specialty level is maintained and you continue to receive the benefits at your
Specialty level;
3. Your Specialty level is reduced, for example, you move from Specialty Elite level to
Specialty level and you are eligible for a reduced set of benefits for Specialty level;
4. You are removed from the Systems Specialty and are no longer eligible for any
associated benefits. You must cease use of all benefits, including the Specialty or
Specialty Elite mark. You can then receive benefits from the IBM Partner Growth
Incentive (PGI).
If you do not meet the renewal criteria on your anniversary date, you may reapply later. You will
need to meet the renewal criteria (revenue, skills and client references) in order to re-establish
your status.
IBM recommends that you periodically review the skills qualifications of your company by using
the IBM Business Partner Technical Vitality (BPTV) dashboard which can help you to prepare in
advance for your annual review.
Note: Annual reviews will begin approximately 60 days prior to the anniversary date on which you
were accepted to the Specialty. To determine the Specialty anniversary date for your company,
your APA may refer to the IBM PartnerWorld Profile or your Specialty focal point can check the
Specialty program acceptance letter from IBM or by contacting the IBM PartnerWorld Specialty
Support (PWSS) team at pwbpcn@cn.ibm.com.
Alternatively, if you wish, you may request that the PWSS team conduct a review of your
qualification against Specialty criteria in advance of the annual review cycle.
Reapplying for Specialty or Specialty Elite
If your Specialty status has lapsed, you may re-apply. IBM PWSS will evaluate your application
into the program. You will need to meet the renewal criteria (revenue, skills and client
references) in order to re-establish your status.
If PWSS determine that you meet the requirements, you will re-join the program for a new 12month term effective on the date IBM receives and accepts the signed Supplement for the Use of
IBM Trademarks for the Specialty.
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OPERATIONS
This section provides guidance on the operational aspects of the criteria related to the Systems
Specialty and Systems Specialty Elite program.
Contacting IBM
Any questions concerning your Specialty status can be sent to the IBM PWSS team at:
pwbpcn@cn.ibm.com
IBM PartnerWorld® Membership
You must be a member of IBM PartnerWorld® in every country in which you wish to achieve the
Specialty, and you must maintain your IBM PartnerWorld® country membership in order to
remain in the Specialty. Termination from IBM PartnerWorld® will result in immediate removal
from the Specialty and loss of all associated benefits.
The IBM PartnerWorld® website address is www.ibm.com/partnerworld.
How Measured: You have an IBM PartnerWorld® country enterprise ID for each country.
Time Frame When Required: At time of application submission and then ongoing.
Online Application Form
For IBM to ensure the most qualified IBM SPs are Accepted to participate in Systems Specialty,
IBM requires proof of the SP’s qualification.
How Measured: Required information, as specified in the application form, must be provided.
Time Frame When Required: At time of application submission.
Skilled and Certified Sales and Technical Resources
IBM certification establishes an industry standard benchmark and validation of sales and
technical competence for professionals working with IBM technology, and provides a way for
professionals to demonstrate their competence in a competitive marketplace. To ensure your
qualifications, you are required to demonstrate that you have employees that hold the necessary
IBM sales and technical certifications as required for the IBM Systems Specialty program.
How Measured: The specified number of certifications must be registered to your employees in
your IBM PartnerWorld® profile. The required certifications may be held by a single individual, or
multiple individuals, and these individuals must be employees of your company, and must appear
in your PartnerWorld® profile.
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The IBM PartnerWorld® Authorized Profile Administrator (APA) of your HQ location may review
the status of your certifications at any time by signing on to your IBM PartnerWorld® profile.
Detailed instructions to do this are as follows:
1. Log on to your PartnerWorld Profile at www.ibm.com/partnerworld/partnertools.
2. Go to your Country Enterprise record
3. Click on PartnerWorld® level Summary
4. Click on Click here to see how skills are counted towards level attainment
5. Click on View Skills Summary report for all employees for all locations within the
enterprise
6. Scan the column for sales or technical certifications
Alternatively, it may be more convenient for your APA to review your company’s skills via the IBM
Business Partner Technical Vitality (BPTV) dashboard.
You can also contact www.ibm.com/partnerworld/contact for further help reviewing your
certifications, or if you believe that achieved Certifications may be missing from your company
profile.
Time Frame When Required: For Acceptance to the Systems Specialty and then ongoing.
For the current version of eligible Certifications, refer to the PartnerWorld Eligible Skills Table
(EST):
http://www.ibm.com/certify/partner/mem/na/mem_skillsreq.shtml
Only those marked as ‘Active’ can be considered toward Specialty criteria
The detailed Skills criteria are as follows:
IBM Power Systems Specialty
Must be Authorized for Power Enterprise (Category P3)
Minimum of 2 employees must hold the required skills
TWO Certifications: IBM Certified Sales Specialist – Power Systems with
POWER8
TWO certifications: IBM Certified Technical Sales Specialist – Power
Tech Certs
Systems with POWER8 Scale-out
At least TWO Certifications – one from each of Group A & Group B in the below
Complementary
Complementary Areas; or
TWO IBM Certified Technical Specialist – Power Systems with POWER8 Enterprise
Based on Cloud and Analytics Sales Enablement (CASE) exams:
CAMSS
• Pass ONE Sales and ONE Technical Power exams
Sales Certs
Core Brand
IBM Power Systems Specialty Elite
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Must be Authorized for Power Enterprise (Category P3)
Minimum of 4 employees must hold the required skills
Sales Certs
Core Brand
FOUR Certifications: IBM Certified Sales Specialist - Power Systems with
POWER8 V1
1
FOUR certifications : IBM Certified Technical Sales Specialist - Power
Systems with POWER8 Enterprise V1
At least FOUR Certifications – two from each of Group A & Group B in the below
Complementary
Complementary Areas
Based on Cloud and Analytics Sales Enablement (CASE) exams:
CAMSS
• Pass a total of TWO Sales and TWO Technical CASE exams
• Of which at least ONE Sales and ONE Technical CASE exam for Power
1
POWER8 Scale-out Technical Sales Certification is a prerequisite to POWER8 Enterprise Tech
Tech Certs
IBM Systems Storage Specialty
Minimum of 2 employees must hold the required skills
Sales Certs
Core Brand and
Complementary
Tech Certs
CAMSS
FOUR Certifications from: IBM Certified Specialist - Enterprise Storage
Sales V2 or V3; IBM Certified Specialist - Midrange Storage Sales V1
FOUR from at least two of the following areas: High Volume Storage
Fundamentals V2 or V3; Midrange Storage Technical Support V2 or V3;
Enterprise Storage Technical Support V2 or V3; V7000 Technical Support V1
or V2; XIV Storage Systems Technical Solutions V3 & V4; DS8000 Technical
Solutions V3; High-End Disk for Open Systems V2; High-End Tape V6 or V7
One of which must be: Midrange Storage Technical Support
Based on Cloud and Analytics Sales Enablement (CASE) exams:
• Pass ONE Sales and ONE Technical Storage exams
IBM Systems Storage Specialty Elite
Minimum of 4 employees must hold the required skills
Sales Certs
Core Brand and
Complementary
Tech Certs
EIGHT Certifications from: IBM Certified Specialist - Enterprise Storage
Sales V2 or V3; IBM Certified Specialist - Midrange Storage Sales V1
EIGHT from at least four of the following areas: High Volume Storage
Fundamentals V2 or V3; Midrange Storage Technical Support V2 or V3;
Enterprise Storage Technical Support V2 or V3; V7000 Technical Support V1
or V2; XIV Storage Systems Technical Solutions V3 or V4; DS8000 Technical
Solutions V3; High-End Disk for Open Systems V2; High-End Tape V6 or V7
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One of which must be: Enterprise Storage Technical Support
Based on Cloud and Analytics Sales Enablement (CASE) exams:
CAMSS
•
•
Pass a total of TWO Sales and TWO Technical CASE exams
Of which at least ONE Sales and ONE Technical CASE exam for Storage
IBM Power Systems Specialty and Specialty Elite Complementary
Certification Areas
See the list of related Certifications at:
http://www.ibm.com/certify/partner/mem/na/mem_skillsreq.shtml
Certified in ONE or more of the following Complementary Areas – a minimum of one (1) certification
required from Group A and one from Group B for your chosen area(s)
Area
Group A
Linux Professional Institute (LPI) – L1, L2 or
L3
LINUX (non- Red Hat Certified Engineer
IBM)
Novell (SUSE) Certified Linux Professional
10 /11
SAIR Linux Professional
Any Sales Cert for Cognos,
SPSS Enterprise,
Big Data & SPSS Statistics or DB2
Analytics
Including IBM Certified Solution Advisor –
Big Data & Analytics
IBM Mobile
IBM WebSphere Solution Sales
Professional v5
IBM MobileFirst Sales Professional v1
IBM Smarter
Storage
Any active Storage Sales
Group B
Linux Professional Institute (LPI) – L1, L2 or L3
Red Hat Certified Engineer
Novell (SUSE) Certified Linux Professional 10 /11
SAIR Linux Professional
Any Technical Cert for Cognos,
SPSS Enterprise,
SPSS Statistics or DB2
Including IBM Certified Solution Advisor – Big Data
& Analytics
IBM Certified Solution Developer - Worklight and
WebSphere Portal
IBM Certified Mobile Application Developer Worklight V6.0
IBM Certified Mobile System Administrator Worklight V6.0
IBM Worklight Mobile Foundation Technical Sales
Professional v1
Any active Storage Technical
Cloud, Analytics, Mobile, Social, Security (CAMSS) Skills
The CASE exams listed in the table below are on-line exams, not formal Certifications. The
exams can be accessed at: http://www.ibm.com/services/weblectures/systems/stgcase/
Specialty:
CASE Requirements1
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Sales exam
Technical exam
January 2015
Brand and Level
code(s)
code(s)
Power Specialty
1 Sales and 1 Technical POWER exam
LTU46611
LTU46607
Storage
Specialty
1 Sales and 1 Technical STORAGE exam
LTU46605
LTU46609
Power Elite
1 Sales and 1 Technical POWER exam
+ 1 Sales and 1 Technical Cross-Brand exam
LTU46611 plus
LTU46606
LTU46607 plus
LTU46610
Storage Elite
1 Sales and 1 Technical STORAGE exam
+ 1 Sales, and1 Technical Cross-Brand exam
LTU46605 plus
LTU46606
LTU46609 plus
LTU46610
Power Elite
AND
Storage Elite
1 Sales and 1 Technical POWER exam
+ 1 Sales and 1 Technical STORAGE exam
+ 1 Sales and 1 Technical Cross-Brand exam
LTU46611 plus
LTU46605 plus
LTU46606
LTU46607 plus
LTU46609 plus
LTU46610
1
CASE Sales and CASE Technical exams must be completed by different individuals
Verified Client References
All client references must be verified and IBM-approved for IBM internal publication on the IBM
Client Reference Data Base. It is your responsibility to request that the reference be verified
when submitting a client reference form - you must check the box requesting verification. It is also
your responsibility to follow up with your client to ensure that they will respond to IBM's
verification request in a timely manner. On average, it takes IBM four to six weeks to obtain
verification of a client reference. Remember to plan your client reference submissions
accordingly.
Submitted client references must be pertinent to the IBM Systems Specialty for which you wish to
be Accepted and each installed solution must be in production for no more than 18 months prior
to completion of all requirements.
How Measured: References must be submitted for verification by IBM at the following web site:
https://www.ibm.com/partnerworld/page/pw_com_mas_client_ref_submit
The client references verification team will contact your client via email or telephone to confirm
the details submitted by you via the online form. You will be notified when your reference has
completed verification.
If you have questions about the verification status of your submitted references, you may contact
the team at the following email: ISVCE@us.ibm.com
Time Frame When Required: For Acceptance to the Specialty.
Achieved revenue
Systems Specialty requires a defined level of revenue for the applicable brand. The required
revenue amount is shown in the table in Appendix A.
How Measured: Your achievement toward the Specialty revenue requirement will be based on
the value of the products IBM invoiced to the Distributor(s), which the Distributor(s) report to IBM
as resold to you and subsequently converted by IBM to actual sales-out revenue.
Only transactions reported by Distributors as sold out to your firm (using your unique CEID
number as identification) will be included in your attainment over a twelve (12) month period.
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The method of converting reported sales-out data into actual sales out revenue may vary by
product and by when the reported sales are received by IBM from your Distributor.
Only sales-out revenue based on these reports will be used to calculate your attainment. No other
source of sales out revenue will be considered.
IBM has no knowledge of the actual amount you paid in any transaction. Purchases of eligible
product may be made from any IBM Distributor. All purchases of eligible products during the
period of the program and reported to IBM will be aggregated towards your achievement.
Time Frame When Required: For Acceptance to the Systems Specialty and then ongoing for
annual renewal.
Acceptance of IBM Systems Specialty License Agreement
Having met the Skills, Revenue and Client References criteria you will be notified by the IBM
PWSS team that your company Authorized Profile Administrator (APA) must accept the license
agreement on-line. The process for signing the agreement is as follows:
1.
2.
3.
4.
5.
6.
7.
8.
Go to: http://www.ibm.com/partnerworld
Select: "Member sign in"
Select: "Update Your Profile" under the Welcome navigation bar on the top right
Select: "Update your company profile" (please remember that this option is only available
to your Authorized Profile Administrator)
Select: "Manage pending agreements" under Actions requiring attention
Select: "PW System Storage Specialty Mark Supplement"
Select: "Link to the agreement text" (Note: DO NOT skip this step. Instructions are
provided for each country on the next screen)
Follow the instructions for your country to review and accept the PW System Storage
Specialty Mark Supplement
How Measured: Your company profile in IBM PartnerWorld will be updated to show that the
agreement has been accepted.
Time Frame When Required: This is required just once per Specialty or Specialty Elite
qualification. It is not necessary when you renew your Specialty status.
Using your Education and Certification Test Vouchers
IBM Systems Specialty and Specialty Elite SPs will be eligible to receive the
following:
 Class Vouchers, which can be used for eligible IBM Systems technical
training and technical events
 Certification Test Vouchers, which can be used to take eligible IBM
Systems Professional Certification exams administered by Pearson VUE
 Specialty Class and Certification Vouchers can only be redeemed for IBM
Systems technical events, or select classes classes and certification
exams associated with IBM Systems
 Specialty Class Vouchers offer a 100% discount on the published tuition on
eligible IBM Systems technical courses and events and have no maximum
limit
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

Certification Test Vouchers offer a 100% discount on the published price of
eligible IBM Systems Certification exams
Specialty vouchers are automatically sent upon achievement of Specialty
or Specialty Elite status
Details of qualifying IBM events will be communicated via IBM PartnerWorld and
may include the annual IBM PartnerWorld Leadership Conference as well as IBM
technical conferences.
The following table shows the Vouchers available per year based on the achieved
Specialty level:
Specialty level
per brand
Specialty
Specialty Elite
Number of
education
vouchers
8 per year
12 per year
(includes 8 for
Specialty level)
Number of
Certification
test vouchers
8 per year
12 per year
(includes 8 for
Specialty level)
If you progress from Specialty level to Specialty Elite level, you will become eligible
to receive the incremental number of Vouchers of each type during the month
following your progression to Elite level.
You will be notified of how to access your available Vouchers directly by the IBM
Vouchers team via email from: voucher@us.ibm.com
 To see the schedule of available IBM Systems related classes and events,
you can go to: http://www.ibm.com/training
 To register for an IBM Certification Test at Pearson VUE, you can go to:
http://www.pearsonvue.com/
Terms and Conditions apply to Voucher usage. Here is a summary of the key
points:
 Vouchers expire one (1) calendar year after you are notified of your
eligibility of them. This will typically be on the anniversary of your
achievement of Specialty or Specialty Elite.
 Vouchers used for a class must be turned into the class instructor the first
day of class
 Vouchers used for an IBM event must be turned in at the Registration desk
on the first day you attend
 Vouchers are not transferable to your clients
 One voucher may only be used against the costs of one student’s
enrolment and only one voucher may be used per student
 Vouchers cannot be used to cover travel and living (T&L)
 Voucher discounts cannot be applied to late cancellation or no show fees
 Vouchers cannot be combined with any other IBM discounts
 Vouchers cannot be redeemed for non IBM Systems activities
Accessing and Downloading the Specialty and Specialty Elite Mark
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After your company APA has accepted the License Agreement and Terms of Use for the
Specialty Mark, IBM PWSS will send an email notifying you that the applicable mark can be
downloaded. For reference, here are the summary steps:
1. At the Business Partner marks page (http://www.ibm.com/partnerworld/bpmarks), select
the “Business Partner Mark Generator” link
2. Sign in using your PartnerWorld ID and password
3. Your company’s level in PartnerWorld (Premier, Advanced, or Member) will be identified
and you will be presented with a list of Achievements (Beacon Awards, Specialties, and
Authorizations) for which your firm is qualified
4. Check the applicable IBM Systems Specialty box and then click 'Preview Mark'.
a. You will be presented with the Premier, Advanced, or Member base mark along
with the Specialty achievement
5. Click 'Download Mark' to receive a .zip file of your customized mark in PDF, GIF, and
JPG formats
a. The PDF format is used in high resolution print applications; the GIF and JPG are
used in digital applications such as websites.
Note: depending upon your intended application, the system can create customized marks with
any/all of the qualified achievements you select. For an introductory web page that discusses
your Business Partner relationship with IBM, you might create a mark which includes the
Specialty along with all your other Authorized achievements.
For further details, see the IBM Business Partner Marks Usage Guide
(http://www.ibm.com/partnerworld/bpmarks) for information on using the marks.
Entitlement to Market Growth Funds (MGF)
The Market Growth Fund (MGF) Program is IBM Systems’ premier investment incentive program
which provides a predictable pool of funds to assist you in creating new market opportunities,
building your IBM Server and Solution sales pipeline, supporting your efforts to win new business
and develop your skills. IBM Systems Specialty SPs are eligible to receive MGF based on their
achieved Specialty level.
Full details of the MGF program are available via the Incentives and Promotions pages in IBM
PartnerWorld at:
https://www.ibm.com/partnerworld/wps/servlet/mem/ContentHandler/pw_com_iap-incentives-andpromotions
Information related to your MGF entitlement for achieving an IBM Systems Specialty is
summarized here.
For SPs who have achieved Specialty Accreditation before 30 November in the prior year,
100% of the Specialty MGF will be made available in January.
For SPs who achieve Specialty Accreditation between 1 December of the prior year and 28
February of the current year, 100% of the Specialty MGF will be made available in March.
For SPs who achieve Specialty Accreditation between 1 March and 31 May of the current
year, 75% of the Specialty MGF will be made available in June.
For SPs who achieve Specialty Accreditation between 1 June and 31 August of the current
year, 50% of the Specialty MGF will be made available in September.
IBM BP Guide for Systems Specialty v1.0 16
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For SPs who achieve Specialty Accreditation between 1 September and 30 November of
the current year, 100% of the Specialty MGF will be made available in January of the
following year.
Note: MGF is 100% paid by IBM, with no match required of the qualifying SP.
Benefits are provided to eligible SPs as one allocation across all IBM Systems platforms.
Externally published client reference bonus
After being accepted to IBM Systems Specialty, you can receive up to a USD$ 5K Bonus
payment for any externally published net new Client References submitted to IBM. Follow the
process described earlier and available at the Client References web site:
https://www.ibm.com/partnerworld/page/pw_com_mas_client_ref_submit
You must answer ‘Yes’ to the question:
Can this reference be included in the PartnerWorld client references web pages?
The submitted reference must be appropriate for the applicable Specialty and must meet the
minimum criteria documented in Verified Client References, and as required to achieve your
Specialty.
Note: The reference must not be one that was used by you to be Accepted to the Specialty.
Entitlement to a quarterly performance bonus based on achieved
revenue
IBM Systems operates a Preferred Distributor model. In order to qualify for Power Systems and
System Storage incentives, each SP is required to select their Preferred Distributor. Only
purchases made from this preferred Distributor will be counted towards incentives. If you are a
SP who acquires products directly from IBM, these purchases will be counted in addition.
Specialty or Specialty Elite SPs will earn a payout calculated as a percentage of their quarterly
sales-out revenue performance on products from their preferred Distributor and as detailed in
their target letter from IBM.
This benefit becomes available at the start of the quarter following that in which you complete all
the requirements for Specialty or Specialty Elite, including Acceptance of associated Terms &
Conditions.
Benefits based on transition between Specialty and Specialty Elite
levels
A change in level may occur at any stage within the year and may be the result of you achieving
the additional requirements to progress from Specialty to Specialty Elite level; or may be the
result of the annual renewal process if you fail to meet the requirements of your Specialty Elite
level.
IBM BP Guide for Systems Specialty v1.0 17
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January 2015
The following changes will happen to your associated benefits:
Benefit
Vouchers
Market Growth
Funds
Quarterly
performance bonus
Specialty / Elite Mark
Specialty -> Specialty Elite
Additional vouchers will be
issued one month after you
progress to Elite
You will receive a prorated
amount of incremental MGF in
the following quarter
Receive the additional bonus
based on target achievement
in the next quarter
Start to use your new mark
after accepting associated
Ts&Cs
Specialty Elite -> Specialty
Unused vouchers above the 8 for
Specialty level will be nullified and you
will be notified of the nulled Vouchers
Unallocated MGF above the Specialty
amount are removed immediately
Receive a lower bonus based on your
target in the following quarter
Stop using the Elite mark and continue
to use Specialty mark at the end of
your 60 days grace period
For SPs who move from Specialty to Specialty Elite between 1 December of the previous year
and 28 February, 100% of the additional MGF will be made available in March.
For SPs who move from Specialty to Specialty Elite between 1 March and 30 June, 75% of the
additional MGF will be made available in June.
For SPs who move from Specialty to Specialty Elite between 1 June and 31 August, 50% of the
additional MGF will be made available in September.
Note: If you fail to meet the requirements of Specialty level, you must cease use of all Specialty
benefits by the end of the 60 days grace period.
IBM BP Guide for Systems Specialty v1.0 18
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APPENDICES
Appendix A – Country and region revenue criteria
All revenue amounts shown in the below table are in ‘000 $US. Local country equivalent values
can be obtained based on the currency exchange table in Appendix B.
Power
Storage
Region
Country
Specialty
Elite
Specialty
Elite
Asia-Pacific
South Korea
2000
10000
500
2000
New Zealand
250
500
250
1000
All others
500
1000
250
1000
Germany, Russia,
UK
800
7000
1000
6000
Austria, Belgium,
Luxembourg,
Netherlands,
Denmark, Finland,
Norway, Sweden,
Ireland, Austria,
Switzerland, France,
Italy, Poland, Spain,
Portugal, Greece,
Israel, Cyprus
500
3000
500
4000
All others
300
2000
300
2000
Middle-East
and Africa
All countries
500
1000
250
500
Greater China
Group
China
3000
10000
800
2000
Hong Kong
1500
5000
400
1000
All countries
250
750
250
750
953
9524
953
9524
Europe
Latin America
Japan
IBM BP Guide for Systems Specialty v1.0 19
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January 2015
Appendix B – Currency conversion rate table
COUNTRY
Local Currency (LC)
LC / 1 US$
Abu Dhabi
Dirham
3.6726899
Australia
Dollar
1.6129032
Austria
EURO
1.0000000
Belgium
EURO
1.0000000
Brazil
Real
2.3000000
Canada
Dollar
1.5000000
China
Renminbi
8.4000000
Cyprus
EURO
1.0000000
Czech Republic
Koruna
20.0000000
Denmark
Krone
7.6000000
Dubai (UAE)
Dirham
3.6724000
Estonia
EURO
1.0000000
Eurozone
EURO
1.0000000
Finland
EURO
1.0000000
France
EURO
1.0000000
Germany
EURO
1.0000000
Greece
EURO
1.0000000
Hong Kong
Dollar
7.8000000
Iceland
Krona
87.5000000
India
Rupee
45.0000000
Ireland
EURO
1.0000000
IBM BP Guide for Systems Specialty v1.0 20
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Israel
Shekel
4.1000000
Italy
EURO
1.0000000
Japan
Yen
105.0000000
Latvia
EURO
1.0000000
Liechtenstein
Franc
1.6300000
Lithuania
EURO
1.0000000
Luxembourg
EURO
1.0000000
Macao
Pataca
7.9904115
Malaysia
Ringgit
3.5000000
Namibia
Rand
7.0000000
Netherlands
EURO
1.0000000
New Zealand
Dollar
2.0000000
Norway
Krone
8.3000000
Poland
Zloty
3.0000000
Portugal
EURO
1.0000000
Slovakia
EURO
1.0000000
Slovenia
EURO
1.0000000
Spain
EURO
1.0000000
Sweden
Krona
8.6000000
Switzerland
Franc
1.6300000
S. Africa
Rand
7.0000000
S. Korea
Won
1000.0000000
Taiwan
Dollar
30.8000000
IBM BP Guide for Systems Specialty v1.0 21
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Thailand
Baht
34.0000000
U.K.
Pound
0.6451613
IBM BP Guide for Systems Specialty v1.0 22
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Appendix C – Core Brand Certifications
Refer to the PartnerWorld Eligible Skills Table (EST):
http://www.ibm.com/certify/partner/mem/na/mem_skillsreq.shtml for the latest version of
any of the Certifications in the table below.
Certification Name
IBM Certified Technical Sales Specialist - Power Systems with POWER8 Scaleout V1
IBM Certified Sales Specialist - Power Systems with POWER8 V1
IBM Certified Technical Sales Specialist - Power Systems with POWER8
Enterprise V1
IBM Certified Sales Specialist - Power Systems with POWER7 and AIX & Linux v2
IBM Certified Technical Sales Specialist - Power Systems with POWER7 and
AIX & Linux -v2
IBM Certified Technical Sales Specialist - Power Systems with POWER7 and
IBM i -v2
IBM Certified Sales Specialist - Power Systems with POWER7 and IBM i -v2
IBM Certified Sales Expert - Power Systems with POWER7 -v2
IBM Certified Technical Sales Expert - Power Systems with POWER7 -v2
IBM Certified Specialist - Enterprise Storage Sales V3
IBM Certified Specialist - Midrange Storage Sales V1
IBM Certified Specialist - High-End Tape Technical Solutions V7
IBM Certified Specialist - System Storage DS8000 Technical Solutions V3
IBM Certified Specialist - XIV Storage System Technical Solutions V4
IBM Certified Specialist - Midrange Storage Technical Support V3
IBM Certified Specialist - Enterprise Storage Technical Support V3
IBM Certified Specialist - High Volume Storage Fundamentals V3
IBM Certified Specialist - Storwize V7000 Technical Solutions V2
IBM Certified Specialist - Storwize V7000 Implementation V1
IBM BP Guide for Systems Specialty v1.0 23
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Sales /
Tech
T
Skill
Tracking
Number
030067
S
T
030059
030068
S
030059
T
030061
T
040084
S
S
T
S
S
T
T
T
T
T
T
T
T
040101
040128
040129
230011
230037
230012
230024
230030
230032
230033
230034
230036
230038
January 2015