Channel Enablement Team © 2012 IBM Corporation Pack amendments summary: Changes made from Q4 V.1 (2011) to Q1 (2012) V.1 Updated – Extended date (no content

Channel Enablement Team

© 2012 IBM Corporation

Pack amendments summary: Changes made from Q4 V.1 (2011) to Q1 (2012) V.1

Updated – Extended date (no content change)•Value Seller – date extended to 31.03.12

Updated – New 2012 plet numbers (no content change) •Deal registration for STG products - ZW12-0088 •Competitive Deal registration program for Power systems and storage CHW products - ZW12-0308•Power ISV Solution Connection Program - ZW12-0208•Grow Your Power Base Client Reference Program - ZW12-0205

Withdrawn:• ZW11-0025 Value match plus programme – Withdrawn from market 24 th October 2011

Expired:The following plets have not been re-issued for 2012 to date - These are not guaranteed to be released in 2012 - until formally released these are not valid for use: •ZW11-0234 IBM Industry Solution Integrator (ISI) Recruitment and Support Program •ZW11-0293 / ZA11-1048 Software Solutions for IBM POWER systems First-in-location rebate programme•ZW11-0257 power yield •ZW11-0206 / ZA11-1003 Trade in promotion•Power win Rooms – dates to be rescheduled•Content changes: •Contacts page: Updated Nikki Harrison details with Finola Rudd•Events pages: with 2012 scheduled events

Please run this presentation is slide show mode to activate the hyperlinks !



1Q 2012 Tier 2 Power Programmes & Initiatives PackVersion 1

Completed by: Louise RichardsonPower Brand Channel MangerMobile: 07768 358079Email: [email protected]



Programmes & InitiativesType of Initiative

Name Description & Benefit For more information

Expiry Date

Transactional Programs

Value Seller Benefit from enhanced discounts when purchasing eligible Power System, (System p and System i) ** OOI can now be requested for all eligible GB/Market/MM Clients **

Plet: ZW11-0033

31.03.12

InvestmentInitiatives

Deal Registration

By registering opportunities, Business Partners can protect their investment in developing opportunities as IBM will not offer another Business Partner a Special Bid Price on the same opportunity within the Registration Period or until the opportunity ismarked as closed in GPP (sales stages Lost or Won) 90 day extensions can be requested.

Plet:ZW12-0088

31.12.12

Competitive Deal Registration

This program offers a superior guaranteed total Special Bid discount off the approved marketable End User price for registered Competitive Deal opportunities for IBM Power Systems and Storage CHW products. Opportunities approved for Competitive Deal Registration will attract the superior discount for the duration of the registration period.

Plet:ZW12-0308

31.12.12

Powernet Solutions incentive and rewards programme for resellers that partner with an ISV through distribution – Resellers can earn higher tranasction margins & increased H/W sales

Contact your CRBP or prefered Distributor

N/A

Power ISV Solution Connect Programme

Partnering programme; Up to $4,500 rebate (per transaction of eligible Power products) for partnering with ISV’s & proactively marketing, identifying & winning opportunities – To qualify plans must be submitted – see plet for full details

Plet: ZW12-0208

31.12.12

Co-Marketing 25/75 % funding available through On Channel co-marketing process Contact your CRBP or prefered Distributor

N/A

Initiatives

Power i Academy

To recieve imporatnt communications and updates in regards to Power i please register to the Power i academy newsletter.

Click here to subscribe

N/A

Academic Initiative

Aids BPs to find the skills to grow business. - BPs can: 1.Promote their Power business by giving a guest lecture. 2.Tailor a course to suit the needs of their particular business3.Submit a project that the students can work on as part of the course to prove competency levels. 4.Offer an internship to students

Email: [email protected]

N/A



Promotions

Type of Initiative

Name Description & Benefit For more information

Expiry Date

Power Client Ref Program

Business Partners who generate an eligible Power 7 customer reference competitive UNIX to Power 7 will be eligible for a rebate of up to $10k

Plet: ZW12-0205

24.12.12

FreeMigration Assessment

BPs engaged in competitive situations can offer their client a Free Migration Assessment study completed by IBM competitive migration experts – Study will provide tailored information on client inrastructure, applications and migration potential.

Contact CRBPor from contact list

N/A

IGF 0% finance on leases up to $200k Alternatively Interest free 12 month contract in 4 quarterly payments

Click hereOREmail: [email protected]

KYI Sell, Learn & earn programme – offering rewards (KYI Points) that can be exchanged for gifts from the online catalogue, personalised packages (such as holidays) or transferred to a debit card. Accelerators recently added.

Click here for more details

N/A



Events

Education Content Date & Time Location Registration

STG Hardware product briefing

This event will provide the attendee with the basic product knowledge including the various enhanced features as well as how to position the product including any latest product announcements and competitive information. It is recommended for both Sales and Technical professionals selling and supporting IBM Systems products who are either new to the product ranges or who need to update their knowledge of the latest products. The sessions will run 10-13.00 with coffee provided. 9.30 - 10.00 Coffee 10.00 - 11.00 - Power with AIX 11.00 - 12.00 - System Storage 12.00 - 13.00 - System x

26.01.12 09.30–13.00

Hursley Click here to register

23.02.12 09.30-13.00

Manchester Labs

Click here to register

26.04.12 09.30–13.00


17.05.12 09.30-13.00

Manchester Labs


04.10.12 09.30-13.00


15.11.12 09.30-13.00

Manchester Labs


Power with AIX Competitive Forum

A single location where the you can gain up to date, relevant competitive information to take forward into your sales campaigns in 2012.Provisional agenda includes…Why IBM? Power v’s Oracle/Sun Exadata/Exalogic and Oracle Licensing Power and Oracle Apps Competitive Programs Overview Competitive Customer references Power v’s X86 inc VMWare Why Power for IBM SWG products

02.02.12 Hursley Click here to register



Available Tools

Click here in screen show mode for direct access to the tool

Alinean Tool: IBM Systems Consolidation Evaluation Tool - designed to provide a preliminary, high level analysis of the

estimated potential consolidation savings by switching to current IBM Systems platforms.


IBM Power Systems Competitive Sales Tool: This tool is designed to give you the help you need in competitive situations. It provides quick head-to-head comparisons between IBM System p servers and major competitive server products as well as how to overcome customer objections. It is a stand-alone tool which can be downloaded and used anywhere any time.

Techline: Can support you with: System Design & Configuration Support, Design Assessment, ISV & middleware Sizing Support, Competitive Assessment, BP Technical Enablement, Services support, Intellectual capital


Big Blue Planner: Provide details of Events, Marketing News, Promotions and more – all in one place!


NEW – Energy Estimator tool: You can use this tool to estimate typical power requirements (watts) for a specific system

configuration under normal operating conditions. Click here in screen show mode for direct access to the tool



IBM Power Channel Support : Useful Contacts

Contact Title Tel Email

Louise Richardson Power Channel Manager (Protect) 07768 358079 [email protected]

Nick Emerson Power Channel Manager (Competitive) 07730 052609 [email protected]

Ian Roscow MM Channel Enablement Manager 07802 765743 [email protected]

Erica Mitchell Business Partner Technical Manager for POWER

07753 868282 [email protected]

Finola Rudd Channel Skills & Education 07764 290490 [email protected]

Cally Beck Power Systems Academic Initiative Manager 07739 874607 [email protected]

PWCS PartnerWorld Contact Services 01256 344500 N/A

Documents

Channel Enablement Team © 2012 IBM Corporation Pack amendments summary: Changes made from Q4 V.1 (2011) to Q1 (2012) V.1 Updated – Extended date (no content