Up to Double (2X) SVI Competitive Incentive Business Partner Overview April 27, 2011

IBM Software Business Partners

1© 2011 IBM Corporation Mikkel Norsk – Channel Sales Support

Up to Double (2X) SVI Competitive IncentiveBusiness Partner Overview

April 27, 2011

2011 is the Year to Team with IBM!



Up to Double (2x) SVI Competitive Incentive OverviewAgenda

SVI Competitive Incentive

SVI Competitive Incentive: How Does it Work?

• Process Overview

• Using GPP Tool and Equivalency Forms

• Joining Private Web Activity

• Supporting Sales Documentation Requirements

• Fee Structure



Solution Area Play Target Clients Lead Offers (eligible for SVI Incentive)

Data Management

Manage Data Over its Lifetime

Clients running SAP on Oracle/Sun Oracle Database clients running custom and 3rd party

applications Oracle Database / RAC clients Especially clients running WebSphere on Oracle

Database environments… who can benefit from significant cost savings and better

performance

DB2 Connect, DB2 Workgroup & Enterprise, DB2 Everyplace,

DB2 Storage Optimization

Informix Workgroup & Enterprise

InfoSphere Balanced Warehouse

Business Analytics

Data Warehousing for Business

Insight

Oracle and competitive Data Warehouse clients needing a cost effective, rapidly deployable, turnkey analytics system.

Especially target Cognos on Oracle Database or Data Warehouse environments.

InfoSphere Balanced Warehouse

Application Infrastructure and

MiddlewareDefuse Oracle

Oracle clients running BEA WebLogic Server who are faced with new contracts for software and subscription renewal or are uncertain of Oracle’s support plans.

Clients who need Business Process Management solutions that scale

WebSphere Application Server

WebSphere Process Server

WebSphere Service Registry & Repository

WebSphere BPM

Portals and Collaboration

IBM WS Portal and Application Server:

The Winning Combo!

Customers facing difficult choices when looking at their investment in the various Oracle portal and collaboration offerings, including Oracle WebLogic, WebCenter, Glassfish.

WebSphere Portal

IBM Accelerators for WebSphere Portal

Mashup Center

SecurityIdentity and

Access Assurance

Sun Identity and Access Management customers who are uncertain about the future of Oracle’s commitment due to portfolio redundancy.

Tivoli Identity Manager

Tivoli Access Manager

IBM Competitive Sales Plays for Business Partners



SVI Competitive Incentive: How Does it Work?

1. BP obtains certifications and enrolls in SVI program

2. BP submits Oracle competitive replace opportunity with BANT & Equivalency forms and applies a category and value code in GPP

3. BP receives access to additional competitive assets via private web activity (optional participation for BPs)

4. BP closes/proves competitive replace by documenting two way communication with one of: Migration proposal, Oracle vs. IBM ROI analysis or Business Value Assessment

5. BP achieves full double (2X) incentive by providing customer commitment to external reference.

Example: - 40% SVI for GB ID/Sell with reference

- 32% for GB ID/Sell without reference

BP receives access to competitive assets via

web private activity

IBM pays up to Double SVI Fees

BP is enrolled in SVI

BP closes deal & demonstrates replacement

BP registers Oracle competitive replace

opportunity


opportunity

Five Steps:

IBM SVI Competitive Incentive on PartnerWorld



Step 1: SVI Enrollment & Standard Process Up to Double (2X) SVI Incentive sits on-top of standard SVI process

BP is enrolled in SVI

Certification Requirements• Authorized distribution product groups - minimum of 2 current software

technical and 1 current software sales certification in the reseller authorization group. Open distribution product groups - minimum of 2 current software technical and 1 current software sales certification in the software brand.

• Eligible End Users• Government Accounts ineligible• Register oppty in GPP using Account name/address on Passport contract

Eligible Software Products• Product on SVI Eligible part# list, sold via Passport. • New license revenue only. No renewals/reinstatement part numbers • License Fulfillment, Passport Contract Management & License Compliance

sales are not eligible• Products on matching sales order must match correct Brand Family registered

in GPP

Program Deadlines• Oppty must be registered & submitted for SVI 15 days prior to Sales Order date • Submit payment claim within 30 days prior to or 60 days after Sales Order date,

and prior to Expiration Date• Max of 30 days after oppty is approved to raise any questions/concerns/issues

IBM Software Value Incentive on PartnerWorld



Select the “SUNATTCK” value from this list and then click “OK”.

BP Registers Oracle competitive replace

opportunity

BP Registers Oracle competitive replace

opportunity

Step 2: Register Competitive Replace SVI Opportunity

Designate deal as competitive replacement in GPP




opportunity


opportunity

Submit equivalency form attachment in GPP, includes:- Products and quantities of IBM & Competitive SW - IBM PW ID for BP access to private web site with

incremental sales collateral (optional)

II. Competitive Product Configuration Complete this section to describe the configuration of the competitive product that is currently installed at your end user, and which you plan to displace with the IBM configuration described in Section 3.

Name of Competitive Product

Method of Licensing(i.e. Per User, Per Server)

Quantities of LicensesInstalled

Comments / Further Description

Sample

Step 2: Register Competitive Replace SVI Opportunity



Step 3: Private Access to Competitive Assets

… and access list… and access list

Brands maintain materialsBrands maintain materials

BP receives access to competitive assets via web

private activity on PartnerWorld

BP receives access to competitive assets via web

private activity on PartnerWorld



BP closes deal & demonstrates replacement

Background Use Case: Private cloud – optimize infrastructure & speed application deployment

Alternative Solution(s): Do nothing

Industry: Financial Services

Customer Background & Challenges: A global financial services provider utilizing WebSphere Application Server (Network Deployment) within a pSeries hardware environment. Client was interested in a solution that would optimize existing test, staging and QA deployment environments. Ongoing capital & operating expenditures were becoming problematic for the existing domains, as well as, inconsistencies with application provisioning across the environments. Client requirements included optimization of existing infrastructure to mitigate CAPEX, faster application deployment cycles, improving quality of production applications, as well as, reducing operational support costs.

Solution

WebSphere Solution: WebSphere CloudBurst Appliance & WebSphere Hypervisor Edition

Benefits of the WebSphere Solution: Speeds application deployment and dramatically reduces setup time for WebSphere environments from weeks to

minutes with pre-defined patterns and virtual images. Incorporates more than 10 years of IBM software management best practices for cost-effective, rapid, and

repeatable application deployment. Maximizes reuse of resources by automatically returning them to the shared resource pool upon completion. Obtains optimal efficiency rates by managing individual user and group access. Optimizes resource utilization with intelligent placement algorithms based on cloud activity. Simplifies maintenance and management through a self-service management console. Increases agility through removal of manual processes that hinder productivity. Ensures security of data and environments with a physical appliance that serves as an encrypted vault. Integrates fully with development and service management tools from IBM Rational® and Tivoli® for end-to-end

support.

Business Value Assessment - Results Cost vs. Benefit Summary:

Current Environment w/o WCA 5yr cost =$9.3M Environment w/WCA 5yr cost = $5.8M WCA software investment =$486k WCA startup costs = $58.6k 5yr Savings = $3.5M 5yr ROI = 642% Breakeven = approx (10) mths

Summary of Key Quantified Benefits: 15+% savings in infrastructure and related maintenance costs. 46% improvement in operational efficiencies – including faster application provisioning cycles. 31% reduction in software license acquisition and related maintenance streams. 57% improvement attributed to higher quality production code, as well as, reductions in lost opportunity costs.

Click to launch

Sample of the expected

Content of a BVA, ROI or

Migration Document

Submit proof of two way communication with end-user for one of:

– Business Value Assessment findings (BVA)

– ROI Documents

– Migration Document

Sample

Adobe Acrobat Document

Step 4: Close the Deal, Demonstrate Replacement



Sell Only Identify and Sell

BP Claims:

With Customer Reference

Enterprise End User

5% standard SVI fee

5% incremental competitive incentive

10% SVI Fees Total

10% standard SVI fee


20% SVI Fees Total

General Business End User



20% SVI fees Total



40% SVI Fees Total

BP Claims:

Without Customer Reference

Enterprise End User

5% standard SVI fee


8% SVI Fees Total



Total 16% SVI Fees

General Business End User



16% SVI fees Total



32% SVI Fees

Smallest

Largest

Step 5: Collect the Cash!

IBM pays up to Double SVI Fees

• BPs not required to fulfill, but direct proposal cannot use competitive trade up part numbers• Reference claims require communication from & contact information for committed end-user• Payment for eligible IBM brand part numbers mapped to equivalent Oracle products

Example: 10 IBM licenses replace 8 Oracle equivalent licenses. Result: Incremental SVI paid 8 licenses

