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• As part of the x86 divestiture to Lenovo, during November 2014 HVEC* deal registration in EMEA countries will be migrated from the IBM Global Partner Portal tool (GPP) to the Pre-Sales Advisor Tool (PSAT)

• PSAT will be the only deal registration tool used by Lenovo for System x in EMEA• Rollout is expected to start from November 10th. All countries (with some exceptions, see next page) in Europe, Middle East

and Africa will be enabled as quickly as possible in November• The GPP tool will continue to run in parallel until November 25th. It will then be disabled for all new HVEC requests and only

PSAT will be used. All approved GPP registrations will be copied into PSAT on November 25th

• PSAT will only be used to register a deal, meaning ask for protection and exclusivity in quoting and selling. It will not replace the Opportunity Management system

• Lenovo will use Salesforce.com (SFDC) for opportunity management but Business Partners will not be required to use this to record and progress opportunities

• Registered deals will NOT be automatically sent as new opportunities to SFDC from PSAT

• Resellers and Distributors will both be able to register a deal using PSAT, although the registration is always in the name of the reseller even if submitted by a Distributor

• Distributors must always select a reseller name and that cannot then change• Tier 2 Resellers must always select a Distributor name but can change the Distributor later if needed• Tier 1 Resellers can decide whether or not they wish to include a Distributor• Only business partners registered in PartnerWorld and with a Corporate Enterprise ID (CEID) will be enabled to register deals

in PSAT

* “HVEC” products include all existing IBM part number products that will be divested to Lenovo or sold by Lenovo via an OEM agreement. ThinkServer is not included

Overview

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EMEA Countries not included in PSAT Deal Registration in November

The x86 business in the following countries will not be divested to Lenovo on December 1st 2014 and so will not be migrated to PSAT deal registration

HVEC Deal Registration, including via GPP, will be disabled in these countries until they are divested to Lenovo which will be later in 2015

Afghanistan Gabon MozambiqueAlbania Gambia NigerAlgeria Georgia OmanAngola Ghana PakistanArmenia Iceland QatarAzerbaijan Iraq RwandaBahrain Jordan Sao Thome & PrincipeBelarus Kuwait SenegalBosnia & Herzegovina Kyrgyzstan SeychellesBotswana Latvia Sierra LeoneBurkina Faso Lebanon TajikistanBurundi Libyan Arab Jamahiriya TanzaniaCameroon Lithuania TogoCape Verde Isl. Macedonia TunisiaChad Madagascar TurkmenistanCongo,Dem Rep Malawi UgandaCongo, Rep. of Mali UzbekistanCote D'ivoire Malta West Bank/GazaCyprus Mauritania ZambiaEstonia Mauritius ZimbabweEthiopia Moldova French Polynesia Montenegro

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Deal Registration is a way to protect the investment you make in developing a new System x opportunity

If you tell us in advance about this new opportunity and about your investment and value add in developing it then, if we approve, we will make sure that you are the only Business Partner who can get a special bid price

– A “special bid price” includes instant bids– Express Seller and Bid Machine are not excluded; other BPs may still use these prices but your special bid

price is likely to be better

To qualify for deal registration the deal must be above a specific minimum size (this varies by country) but if you are registered and another BP tries to submit a special bid or instant bid for that same end user and for a deal above that minimum size, their request will be rejected

– Check with your SPR for the latest minimum clip level for deal registration in your country

In some special circumstances the System x approver may approve more than one BP for the same deal but if that happens you will be told when and why

What is “Deal Registration”?

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As part of the x86 divestiture to Lenovo the GPP tool will not transfer like other tools– Lenovo does not have an existing deal registration tool that could be used

– It was already planned to migrate deal registration to PSAT; the x86 divestiture has accelerated those plans

GPP gives our partners some challenges today:– GPP is not quick or easy to use – and a spreadsheet has to be completed and attached to register a deal

– Deal registration approvals today can take too long (sometimes more than 3 days)

– Until they are approved the pricing process cannot be started

– Distributors are not named in registrations so are not protected

– Registrations for new customers to IBM take longer (typically 3 days to set up an IBM customer master record)

The new PSAT Deal Registration feature is designed to address these challenges:– A simple, automated web interface

– Fully integrated with pre-sales and pricing functions

– Uses business analytics to provide “instant” approvals for up to 80% of requests

– Powerful search features for end user identification

– A full range of features in one tool: new registrations, investment reviews, brand additions, changing distributors

– For Distributors and Tier 1 Resellers: move seamlessly from approved registration to price quote with one click

– New customers can be requested and temporary numbers assigned instantly (only available after December 1st 2014)

Why is System x changing from GPP to PSAT?

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How will it work?Select an End User

•Search for a customer name

•Any existing registrations are highlighted

•Any GPP approvals are also checked

•“Investment Reviews” can be made

Describe the Deal

•Select one of more “sub-brands” involved in the deal

•Provide the project name and estimated value

•For investment reviews, describe your value add and reasons for challenge

Select a Distributor /Reseller

•The selected Distributor will be emailed and can see approved registrations

•You can change the Distributor later

• If Distributors register for resellers, they must select a reseller who has a valid CEID

Approval

•Approval may be be automatic or sent for manual assessment

•Manual assessment is used for named accounts, deals above a specific size, or when the analytics are not clear

• In some countries all deal registrations are sent for manual assessment

Automatic vs Manual Approvals• In countries where automated approval is enabled, data analytics and business rules are applied to every request• Data analytics check whether any reseller has sold HVEC products to the named end user before and gives priority to resellers who already have

an established relationship• Business rules are things like deal size or named accounts that always require manual approval. These are country-specific• Automatic Approvals are “instant”• Manual approvals can take up to 3 days although automated reminders are sent to approvers every 24 hours• Investment Reviews are always sent for manual approval

Investment Reviews• Use an “Investment Review” to challenge an existing registration for another Business Partner or to question an approval decisions• You must always provide a detailed justification for any challenge using the input fields provided• You can register multiple separate projects for the same end user using an Investment Review to describe them but these will always be sent for

manual approval

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What do you actually register? In PSAT when you register a deal you are in fact registering for a specific Customer Number

Your search identifies a specific customer name and address If approved your registration covers you for all deals in that customer Existing IBM approved registrations will be automatically converted to Lenovo customer numbers on December 1st

Your registration protects you not only for that customer number but any others that relate to the same end user company in the same country A customer number is for an end user at a specific postal address. Many companies have multiple locations in a

country so may have multiple customer numbers Where they exist, the “domestic client id” will be registered. This is a collection of all individual customer numbers that

are connected to that end user company in a country Please note that this is only as accurate as the master data set up so if you identify any problems report them to the

System x team immediately

Your registration approval is not at a sub-brand level; it covers all HVEC products for that named end user The sub-brands that you select during the request process are used to help define the project when an investment

review is triggered

It is of course also possible that there are multiple separate projects running within one end user location and you or other resellers may want to register these projects separately. If your company is working on more than one project at the same end user location then you only need to register

once: your registration covers all activity for those brands at that IBM customer number location If another reseller has registered that Customer Number but you know that they are working on a different project than

the deal you are working on then you can ask for an Investment Review

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Sections1. Resellers – Register a new deal

2. Distributors – Register a new deal

3. Automatic versus Manual Approvals

4. Investment Reviews

5. New Customer Requests

6. Pending Requests and Approved Registrations

7. Additional Actions for Approved Registrations Withdraw, Change Distributor, Extend, New Quote

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Section 1

Reseller:Register a New Deal

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Step 1: Main Menu If you are a PartnerWorld member and have a valid CEID, then your PSAT user id will be enabled to for Deal

Registration. Individual users may need to register on http://www.presalesadvisor.com to get access to PSAT A new menu item will appear if your id is enabled.

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Step 2: Register a Deal Selecting “Deal Registration” from the main menu displays all of your existing approved and pending

registrations This shows requests for all users within your company (associated with your IBM CEID) Select “Register a Deal” to start a new registration request

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Step 3: Search for an End User Search for your end user. You can do this in 3 ways:

1. By entering part of the end user name2. By entering a customer number if you know it3. By entering a VAT (Tax) ID or Dun & Bradstreet number if you know it

Remember to select the country of the end user

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Step 4: Select a Match The search results appear in 2 columns:

1. In the left column appear any end user matches that currently do not have ANY registrations2. In the right column appear any end user matches that are already registered to another reseller or to you

Pressing “Select” in the left column gives you the choice of requesting registration Pressing “Select” in the right column means you can request an investment review When “Select” is in grey an not selectable, this means that the end user is not eligible for deal registration

(usually because they are “GCO Blocked” which means a globally managed contract)

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Sometimes one of the Customers that you select may be a subsidiary or copy of a customer who is already registered to another reseller. PSAT checks this when you press the “Select” button and in these situations will display the additional screen below showing any existing registrations

If an existing registration is for your company the deal registration number will be shown; otherwise you will see “Registered to another Reseller”

You can select “Investment Review” if you want to challenge the registration by another reseller. You can also select “Investment Review” of your company already owns this registration but you wish to register another project.

Step 4a: Selecting a Match that is already registered

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Step 5: Select Sub-Brands Select one or more of the sub-brands that you plan to propose to the end user Important: selecting sub-brands does NOT affect your registration, which is for all HVEC products. Your

selection is simply used for information and to help approvers make decisions Note that if you select “Other Sub Brand” you will be prompted to specify which products To continue select the right arrow symbol:

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Step 6: Enter Opportunity Details This screen asks you to specify the name of the opportunity, describe the project, and the value of the deal. This is

information will help to differentiate projects within the same end user in the event of an Investment Review The opportunity name should be a project name or description that is unique and clear enough to differentiate

between several IT projects that may be running at the same end user site The description should provide detail and supporting information that may assist an approver make a decision The deal value should be your estimate of what will be sold. Don’t forget to select the currency. Important: if the estimated total deal price you enter is below the minimum clip level for deal registration in the end

user country then you deal registration request will be cancelled and an “Unable to Continue” message displayed

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Step 7: Select a Distributor The final input screen asks you to select the Distributor that you plan to use to fulfil this deal The list of Distributors is sorted with the company that you have done most historical business with at the top

but you can select any Distributor from the list. Selecting a Distributor means that if your registration request is approved, that Distributor will receive an email

telling them that you have added them to a registration request. It also means that that Distributor will see your approved registration number in PSAT and will be able to instantly create a price quote for you using that registration.

You can change the Distributor at any time, and you should do this if you wish to get a quote from a different Distributor. See Section 7 for details.

Use the “Select Country” pull-down to choose Distributors operating from another country than your own.

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Step 7a: For Tier 1 Resellers only If you are a Tier 1 Reseller with an contract that allows you to order direct then you may not wish to include a

Distributor at all in your deal registration. A screen appears only for authorised T1 Resellers asking you to choose whether to name a Distributor. If you

answer “No” to this question then the screen on the previous page will not appear. You are advised to answer “Yes” and select a Distributor if you do plan to buy from Distributor stock. Adding the

Distributor to your request, which will send them an email alerting them, will save valuable time when you need a quote.

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Step 8: Confirmation The final screen before approval is a confirmation screen. It displays all of the choices you have made and

gives you the chance to change any of them before proceeding. This screen also confirms what the expiry date of your request will be if approved, and whether or not this

request can be approved automatically by PSAT or whether it needs to be send for manual approval.

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Step 9: Approval - Automatic Your request is approved! If approved automatically you see a screen confirming the unique registration number

and the expiry date for the registration. Remember you can ask for an extension when you are within 10 days of your expiry date.

Please note than automatic approval is not enabled in all countries or for all end users or deal sizes so you may instead see the Manual Approval confirmation screen (see next page)

You will also be sent an email confirmation (see later screen). The Distributor you identified will also be sent an email informing them that they have been selected for this registration.

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Step 9a: Approval - Manual Under certain conditions (see Section 3) your request may have to be sent for manual approval to a System x

approver rather than being approved automatically When this happens, you will see indications on the Summary and Approval screens as below The request will then appear in your Pending Requests rather than Approved Registrations list until it is

approved or rejected.

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Step 10: Approval Email As well as confirmation on screen you will receive an automated email confirming you registration It looks like the one below… so make sure it is not filtered out as spam!

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Section 2

Distributor:Register a New Deal

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Step 7 : Select a Reseller The “Register a Deal” sequence is the same for a Distributor as a Reseller except for Step 7 Remember that resellers must be registered in Partnerworld with a CEID before they can register deals so any

new reseller will only appear on this list after this is done You can use the search box to search for part of the name of the reseller

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Section 3

Automatic vs Manual Approvals

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What is an “Automatic” Approval? In some countries, where possible, PSAT uses business analytics to try to approve your

registration request instantly

“Business analytics” are the use of sales and alignment data to validate whether the reseller is the active and optimal one for that particular end user Analytics are performed on the customer-facing business partner (the reseller) only; the choice of

Distributor does not affect the outcome

Instant approvals may not be enabled in your country or for specific deals. Requests are sent for manual approval if: The country sales team have chosen to manually approved all requests for deals above a certain size The end user is on a named list of accounts that require approval by the sales teams to make sure

registration does not affect price and channel strategy for that end user. The lists are not published but are a small number of named end users.

The reseller is not active and optimal for that end user based on business analytics An Investment Review is requested

Manual approvals are normally carried out within one business day but may take longer depending on the justification you supply and the complexity of the deal or tender

PSAT will tell you when you submit the request whether the approval will be automatic or manual

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Business Analytics The business analytics applied by PSAT compare the reseller CEID to the end user

customer number and analyses the following data Sales by quantity over the last 2 years Sales by value of the last 2 years The timeframe of the sales (more recent sales transactions are given greater weight than older sales

transactions)

All resellers who have been active with the named end user are ranked relative to each other. The same number or value of transactions may be optimal for one end user and not for another depending on the activity of other resellers in that same account.

The analytics can select more than one reseller as “optimal”. In these cases priority will be given on a “first in” basis.

Any reseller who is considered not optimal by the analytics will not be rejected; instead the request will be sent for manual approval.

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Manual Approvals Process Any request that requires manual approval appears in your “Pending Requests” list (see section 6 for details).

Once approved, it will be moved into your Approved Registrations list.

PSAT tracks your request and prompts the approver to approve quickly. After 24 hours your request is “escalated” (meaning another reminder has been sent to the approver) and this is done every 24 hours.

When your request is approved (or rejected) you receive a message in two ways: PSAT sends you an email confirming approval On the PSAT Deal Registration main page you will see a “Messages” option in the top left title bar (see

below). This keeps a copy of the same email text within your PSAT account.

If you receive a rejection, the message will include a reason from the approver. You will also have the opportunity to challenge this decision using an Investment Review, although you will need to provide strong additional evidence why you are challenging the decision.

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Section 4

Investment Reviews

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An “investment review” is a way for you to ask a System x approver to assess your deal registration request under special circumstances

There are three main reasons why you might want to ask for investment review:1. If another reseller is already registered for the end user, you may want to challenge that.

You would need to provide a detailed justification for why you think your company should be registered instead

2. If a request you sent was denied by the approver and you want to dispute the decision3. If your company is already registered for the end user but you want to register multiple

different projects separately (note that this is not necessary, your original registration covers all projects for that end user, but you may want to do this for your own tracking purposes)

You must always provide a detailed justification for any investment review using the input fields provided

What are “Investment Reviews”?

2014 LENOVO CONFIDENTIAL

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Step 1: Search for an End User Click on “Register a Deal” Search for an end user using a partial name, IBM customer number or GPP opportunity number In the results that appear, any registrations on the right hand side are registered by another

reseller. You can press “Select” if: You wish to request an Investment review If the existing registration belongs to your company but you want to register another project for the same

end user

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Step 2: Provide a Justification for the Investment Review

Follow the identical Steps 5 to 8 in Section 1 (Reseller – Register a Deal) After confirming your selections the next screen asks some additional questions to justify why you are asking for

an Investment Review It is important that you answer these questions in as much detail as you can to help the approvers make a fast

decision

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Step 5: Email Confirmation

Pressing “Submit” sends your request for manual approval An email confirmation is sent to you and the request appears in your “Pending Requests” list until

approved or rejected.

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Section 5

New Customer Requests

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Overview of the New Customer Request Feature

To register a deal and move directly into a quote requires a valid customer number

If the customer is new to System x then a new customer master record needs to be created and a unique number assigned. This process can take up to 3 business days.

PSAT now provides the capability to request a new customer number when required. Importantly, it will also instantly assign a temporary unique number so that you can move straight from registration to quote without a delay While quotes can be approved in PSAT, you cannot request a special bid or move a PSAT quote to order

until the full customer number is approved

If your customer number request is approved after 3 days then PSAT will automatically be updated with the approved number. Registrations and quotes that used the temporary number will be changed to the new number. If your request is rejected for some reason the registrations and quotes will become invalid immediately

You should only request a new customer number if you are certain that one does not already exist. Make sure you search for your customer first before requesting.

IMPORTANT: This feature will only be enabled from December 4th

after x86 is divested to Lenovo

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Step 1: New Customer Request From the main Deal Registration screen, select New Customer Request

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Step 2: Your Existing Requests The first screen that appears shows a list of any requests you may have made in the past You can see the status of each request as “Pending” or “Approved” If the request is still Pending, the customer number is shown as temporary. If it is Approved then the real System

x customer number is shown Click the “New Customer” button to start a new request

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Step 3: Check the customer does not already exist

Before you can request a new customer number, PSAT prompts you to search for them. They may already exist. Enter a partial name search and try a few variations to make sure they don’t exist under a different name.

Select “continue to request” if you find no match at all

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Step 4: Complete the New Customer Request Form

Fill in the form. Fields with an * are mandatory. You should always try to put an abbreviated name if possible to help the automatic validation The Company No field means their Dun & Bradstreet company registration number if you know this.

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Step 5: Automatic Validation Check

IBM CONFIDENTIAL

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Before you submit your request, PSAT checks again for any existing customer numbers based on what you entered into the form

Any matches appear in a list. If one of the matches is the same, press “Select” next to it, otherwise press “Continue Request”

If there are no matches at all then PSAT will create a temporary number automatically and move immediately to Step 6

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Step 6: Start Your Registration Request

IBM CONFIDENTIAL

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Once your New Customer Request is completed PSAT takes you immediately into a new Deal Registration request for that customer. It is assumed that the only reason you want to create a new customer number here is to register a deal for them.

You must complete the registration request to save the temporary new customer number. If you cancel your new customer request is deleted.

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Section 6

Pending Requests & Approved Registrations

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Tracking your Requests and Approvals

IBM CONFIDENTIAL

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PSAT provides you with a “dashboard” that lets you see all of your requests including any from other users within your company

The dashboard is split into two: Approved registrations Pending requests

Once a request is approved, either automatically or manually, you can perform additional actions on it including changing Distributor (if you are a reseller), asking for an extension, withdrawing an approved registration, or starting a New Quote (if you are a Distributor or T1 reseller)

Pending requests cannot be changed but you can see whether or not the request has been escalated In both cases, a comprehensive set of filters is available so that you can display subsets of your approvals and

requests

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Pending Requests Pending Requests are requests that are waiting for approval by IBM You can see the Status (Pending, Escalated, Denied etc)

“Escalated” means that the approver has not responded in 24 hours: PSAT automatically reminds them every 24 hours and changes the status to escalated

The Filters let you display subsets of your pending requests either by status or by type of request Your requests are always sorted in reverse date order, so that the oldest request is at the top of the

screen

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Pending Requests - Denied If a request is Denied this means it has been rejected by the System x approver You will receive an email telling you the reason that the request was denied

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Approved Registrations Approved Registrations are requests of any type that have been approved You can see the Status (Approved, Extended, Withdrawn or Expired) The Filters let you display subsets of your pending requests either by type of request or by length of time to

expiry Your requests are always sorted in date order, so that the newest request is at the top of the screen

If you are a Distributor your Approved Registrations list will include not only deal registration requests that you have made, but also deal registrations requested by a reseller that named you as the Distributor

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Exporting you list of Approved Registrations If you need details of all of your approved registrations in a format to run reports or to feed into you own IT

system, an “Export to Excel” button is available on the main screen Pressing this button creates a “flat” Microsoft Excel file that contains the details for each of your approved

registrations

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Section 7

Additional Actions for Approved Registrations

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Change Distributor If you are a T2 Reseller you had to select a Distributor when you requested the original deal registration

approval. That is so that the Distributor can see your registration approval in PSAT and provide an immediate price quote using it

You can however change your choice of Distributor at any time using this action from your Approved Registrations screen

When you decide to change Distributor you are free to choose any other Distributor. You must however enter a reason for the change. The current Distributor will be sent an email telling them that they have been replaced and your reason why. The new Distributor will also be sent an email telling them they have been selected and what the registration number is.

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Withdraw You can of course withdraw an approved registration ay any time. A withdrawal means that you are no longer

working on this deal and therefore you no longer need the registration This is an important action because it frees up the registration for another business partner to work on We ask that you provide a reason when you withdraw a registration so that we understand what has happened

(for example, the deal may have been lost to a competitor)

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Extend When the expiry date of an existing approved registration is within 10 calendar days of expiry, a new “Extend”

option will appear. Remember you can select the “Expires less than 10 days” filter in your Approved Registrations screen to check

for this. You will also get an email reminder 10 days before expiry. Extensions always require manual approval and you therefore need to provide a good justification for why you

were unable to close the deal within the original approval period. If you require extension to a specific date, put that in the “Please explain the reasons…” box

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New Quote If you are a Distributor your Approved Registrations list will include not only deal registration requests that you

have made, but also deal registrations requested by a reseller that named you as the Distributor If you are a Distributor or T1 Reseller you will also already know about and use the PSAT Pricing Advisor The New Quote option that appears in your Approved Registrations list allows you to easily request a Pricing

Advisor quote for yourself or for the named reseller without having to remember or enter the deal registration number – this is added automatically for you when you select New Quote

Selecting New Quote takes you immediately into the Pricing Advisor new quote steps and will automatically populate the end user information for your quote