© 2010 ibm corporation making money by selling ibm hardware ian roscow bpo uki channel enablement...
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© 2010 IBM Corporation
Making Money by Selling IBM Hardware
Ian RoscowBPO UKI Channel Enablement Team
© 2010 IBM Corporation2
Agenda
• Why IBM
• IBM Business Partner Organisation
• Maximise your margin with IBM
• Summary
© 2010 IBM Corporation3
IBM Brand is strong and growing
Sources: Interbrand; IBM AIIM; Yahoo
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2009 2008
Market recognition and acceptance of the IBM brand and corporate marketing strategy brings value to our Business Partners
© 2010 IBM Corporation4
IBM Research and Development
IBM has invested more than $41 billion over the past seven years!
IBM's 2009 patent total nearly quadrupled Hewlett-Packard's and exceeded the combined issuances of Microsoft, Oracle, Apple, Accenture Google and HP!
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* Data provided by IFI Patent Intelligence .
© 2010 IBM Corporation5
With IBM’s leading portfolio you can provide the right combination to address your clients diverse workload requirements
IBM Software Group
Delivering business value by helping clients improve service, reduce cost and manage risk Providing Business Partners with a superior business model and returns
Emerging technologies drive up to 3x the profit impact as traditional products Consultative services offer up to 7 points higher margin than product margin, and are expected to
be delivered as part of a solutionIDC 2007
IBM Global Services
Servers and Storage
IBM Systems and Technology Group
Systems Software
© 2010 IBM Corporation6
Financial Strength & Flexibility
Global Reach & Scale
Technology LeaderProven Infrastructure
Provider
Deliver Unique Client Value
Our value proposition differentiates us from our competitors
The IBM Difference
© 2010 IBM Corporation7
Why Team with IBM ?IBM continues to grow and transform in the global marketplace
Business Partner Charter
14 Years of consistent dedication to you Includes Mid-Market and today’s environment
Industry leading technology & vision Smarter planet vision & influence on the agenda of government & different industries Dynamic infrastructure and workload optimizedLeading software portfolio provides a comprehensive open integration platform Complement your offerings with IBM repeatable services
IBM Global Financing More than $30B set aside for GB space Small transactions starting at $5K Low rate financing
Significant earning opportunity Partner incentives, end user incentives, BP seller incentives & strategic investment.
© 2010 IBM Corporation8
Agenda
• Why IBM
• IBM Business Partner Organisation
• Maximise your margin with IBM
• Summary
© 2010 IBM Corporation9
We are deeply committed to the success of our Business Partners
IBM invests approximately $2.5 billion annually into the success of our IBM Business Partners’ ecosystem:
– 114,000 Business Partners, including system integrators, resellers and ISVs
Deep, longstanding commitment to collaborating:
– IBM Business Partner Charter reaffirms our dedication to creating collaborative, mutually profitable relationships with our Business Partners and to delivering superior client value.
– The Principles of Engagement promote an environment of trust and understanding that will allow IBM to become and remain your Partner of choice
Higher value opportunity:
– Focus on delivering a smarter planet, along with our Business Partners
Flourishing ecosystem:
– Growth opportunities with client, developer and Business Partner ecosystems that leverage combined capabilities and assets.
IBM Business Partners are the primary route to market for our mid-market offerings
IBM PartnerWorld certified as a VARBusiness Gold 5-Star Overall Winner
© 2010 IBM Corporation10
“IBM could not and would not be the company we are today without [our Partners]… When it comes to the biggest IT growth opportunity in the world today — small and midsized business — our Partners play a central role.”
A message from Sam Palmisano, President and CEO, IBM
© 2010 IBM Corporation11
BPO Vice PresidentBusiness Partners Organisation, UKI Business Partners Organisation, UKI
January 2010January 2010
BP Sales & STG Brand
Director
Finance & Planning Manager
Marketing Operations Managers
Ireland
Brand Channel Manager
Channels Services
Distribution &
Volume Business
Smarter Planet
Partnering
MTS Sales Leader
Volume Sales
Leader
iCRBP MM Coverage IBM.com
Established BP
Grow BPs
HR
ISV Business Executive
Global Alliance and Eco System
manager
GTS Channel Services
Sales Leader
MM Sales Executive
MM Sales Manager
Deal Stewards
BP Skills Hub
© 2010 IBM Corporation12
Agenda
• Why IBM
• IBM Business Partner Organisation
• Maximise your margin with IBM
• Summary
© 2010 IBM Corporation13
System p™Get the power to do more,
spend less.
System x®Innovation comes standard.
System z™The flagship for IBM Systems innovation and the heart of a highly secure, resilient and integrated infrastructure.
BladeCenter®Simplify data center complexity.
System Storage™Connected. Protected. Complete.
System i™Complexity is expensive.
Simplify your IT. Innovate your business.
The IBM Systems family: The Innovation Continues Innovative, proven technology providing platform choice to match unique business needs
© 2010 IBM Corporation14
Maximise your margin
Transactional programmes - Offers: •Autonomous pricing structure•Aggressive pricing to win on highly competitive opportunities •Protection on high investment opportunities
•Investment Programmes - Offers: •Rewards for skills •Discounts on demonstration kit•Co-marketing - 75/25% funded
•Promotions & Incentives - Offers: •ROC•Additional transactional margin•End user value
• Tools – Offers: •Assistances through opportunity S/C•Increased productivity
© 2010 IBM Corporation15
Autonomous Business – Pricing Engines
€0 €30K €50K Over €100K€10K
Immediate Delivery from Stock
RAPID, DELEGATED RAPID, DELEGATED PROCESSPROCESS
COMPLEX COMPLEX BIDBID
Unusual Configurations
Typically ordered from IBM
Bid Machine
Special Bid
Express Seller when…● You need immediate
availability of product
● You want the freedom to negotiate your own price – fast!
● Leverage Bid Machine when you need options not in the Express Seller portfolio
Special Bid when…● You have an opportunity > 50k ● You have a unique, complex
configuration● You need Profit Management
Support● Rollout Management throughout
several quarters and countries● Cross Brand Bidding support
needed
Bid Machine when…
You need a special price approved – fast!
You have an opportunity < 50k
You have an Express Seller opportunity above €5K
You want to be sure of the discount that will be approved
Your opportunity is in one country
Immediate Approval 8 Business Hour Approval No committed approval time
Express Seller
© 2010 IBM Corporation16
System x & Low end Storage (HVEC):
Initiative Description
HVEC Growth Program Eligible BP will get on obtaining a growth tgt, 5% on all net new revenue. We will provide , education and certification vouchers, plus where ava. IBM Client Support, pre-sales assistance and access to technical support.
10*4 All of our Tier 2 Business Partners now have the opportunity to set their own growth targets and benefit from the associated rewards with support from IBM.
Promotions: A range of promotions to give your sellers a competitive advantage in the market place – Including offerings such as Blade chassis for £1.00
Tools: A range of tools to help through every step of the sell cycle ! – Ranging from positioning, competitive benchmarks, assessment, configuration & closing.
Transactional:
Up front discounts KYI
Run Rate Express SellerUp to £56 per server - Plus additional for clothing with Service pack and IGF
MM Bid machine
>$50k Competitive/unique Special Bid
© 2010 IBM Corporation17
Power & High end Storage (CHW): Transactional:
Storage Power 6 Power 7 KYI
Value Seller - Discount off List
(Up to) Total: 61% 48% 38%
Up to £247 for storage & up to £282 for Power system servers - - Plus additional forclothing with Service pack and IGF
Value Match - (Special bid) Net retained margin
(Up to) Total:
13% + Grid
13% + Grid
13% + Grid
Initiative Description
Q4 Power Yield Play
Up to 10% rebate on <$100k Power deals
Earn up to 10% rebate on all Sub $100k opportunities
Deal Registration Protect your high investment opportunities
Promotions: A range of promotions to give your sellers a competitive advantage in the market place – Including offerings such as Storwize V7000 & software $5k cash back offering
Tools: A range of tools to help through every step of the sell cycle ! – Ranging from positioning, competitive benchmarks, assessment, configuration & closing.
© 2010 IBM Corporation18
Programmes & Initiatives (Power example)
Type of Initiative Name Description For more information
Expiry Date
Transactional Programs
IMPORTANT UPDATES: Value Seller
Benefit from enhanced discounts when purchasing eligible Power System, (System p and System i)
Plet: ZW11-0033
10.01.11
Value Match Benefit from enhanced margins when purchasing eligible Power systems (System p & System i) under full Special Bid terms and conditions where the transaction qualifies for one or more of the Value Match Adders: OOI, Solution & Mid Market.
Plet: ZW10-0035
31.03.11
Investment
Initiatives
Powernet Solutions incentive and rewards programme for resellers that partner with an ISV through distribution – Resellers can earn rebates, higher tranasction margins & increased H/W sales
Contact your CRBP
N/A
Co-Marketing 25/75 % available through On Channel Contact your IBM CRBP
N/A
ISV Connect Partnering programme; Up to $4500 rebate for partnering with ISV’s & proactively marketing, identifying & winning opportunities which include ISV applications on Power systems
Plet:
ZW11-0208
31.12.11
© 2010 IBM Corporation19
Promotions (Power example)
Type of Initiative
Name Description For more information
Expiry Date
Promotions
END User: Trade in promotion
End users can claim up to $10k rebate when purchasing eligable Power 520, 710, 720, 730, 740 (up to $10k rebate available for eligable Power system i o/s - Or up to $5k for system p o/s)
Plet:
ZA11-1003
31.12.11
Power Client reference 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:
ZW11-0205
31.12.11
NEW: Power Yield Business Partner will receive a rebate for sales of qualifying IBM Power products on Public & GB sectors
2011 Jan Feb Mar
Prod / MM Prod / MM Prod / MM
POWER7 Low-End 10% / 10% 8% / 10% 6% / 10%
POWER6 Low-End 5% / 5% 4% / 5% 3% / 5%
Opportunities MUST be registered in GPP by 20th February
Plet:
ZW11-0204
31.03.11
NEW Q1 Free prometric test vouchers
Reseller can claim free prometric test vouchers in Q1 – Limited to 2 vouchers for each Business Partner organisation which used on any Power 7 Certification test number (100,104,105,106,107,223, 977, 978, 979)
Email:
31.03.11
NEW: Free
Migration Assessment
Business Partners engaged in competitive situations can benefit from offering to 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 your IBM CRBP
N/A
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
Click here for more details
N/A
© 2010 IBM Corporation20
Value Seller & Value Match (Power example)
Value Seller
(Discounts off List)
Value Match (Special bid Via OPRA)
PLETS: ZW10-0033 ZW10-0035
Options Power 6 Power 7
MR & HE
(750, 770, 780, 795)
Power 7
LE
(710, 720, 730, 740)
Power 6 & 7
Core Discount
Base Discount Delegated by Distributor
Quick Pricer H/W: 35%
S/W: 20%
750/770 H/W: 15%
780/795 H/W: 15%
S/W: 20%
H/W: 25%
S/W: 20%
Grid
Adders
Solution (No Clip Level) 5% For Power system Software or 3% for ISV & IBM SWG
Mid Market OR Dormant (No clip Level)
3%
OOI (>$50k – ONLY) 5%
Total H/W: 48%
S/W: 20%
H/W: 28%
S/W: 20%
H/W: 38%
S/W: 20%
Up to 13% via adders + Grid
•Power Mid Range & High End products still require approval •Quick Pricer continues to be reduced by 3% as announced in 4Q10
© 2010 IBM Corporation21
Contacts:
PartnerWorld Contact Services 01256 344500
IBM Client Representative for Business Partners (CRBP/iCRBP)
Channel Enablement TeamIan Roscow – Power [email protected]
Craig Thomson – RSS [email protected]
Maht Harris – System x [email protected]
Daniela di Gioia – Storage [email protected]
Emma Teevan – Services [email protected]
DistributionAvnet / Bell http://www.ts.avnet.com/uk/
Arrow ECS www.arrowecs.co.uk
ISI www.interfacesolutions.co.uk
Northamber www.northamber.com
Sharptext (Ireland) www.sharptext.com
© 2010 IBM Corporation22
Agenda
• Why IBM
• IBM Business Partner Organisation
• Maximise your margin with IBM
• Summary
© 2010 IBM Corporation23
Summary
• BPO – Dedicated to you !
• Know your IBM points of contact
• “Pick and mix” your IBM to fit your business needs: •Enablement plan•Leverage the programmes & promotions to maximise your margin: •Utilise the tools
•Keep up to dated: •Update your PartnerWorld profile•Receive Brand programmes & initiatives packs
Keep us informed ……..how we can help !
© 2010 IBM Corporation24
Thank you for your time……..
Any questions ?