IBM Software Business Partners 1 © 2011 IBM Corporation Mikkel Norsk – Channel Sales Support Up to Double (2X) SVI Competitive Incentive Business Partner Overview April 27, 2011 2011 is the Year to Team with IBM!
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!
IBM Software Business Partners
2© 2011 IBM Corporation Mikkel Norsk – Channel Sales Support
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
IBM Software Business Partners
3© 2011 IBM Corporation Mikkel Norsk – Channel Sales Support
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
IBM Software Business Partners
4© 2011 IBM Corporation Mikkel Norsk – Channel Sales Support
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
BP registers Oracle competitive replace
opportunity
Five Steps:
IBM SVI Competitive Incentive on PartnerWorld
IBM Software Business Partners
5© 2011 IBM Corporation Mikkel Norsk – Channel Sales Support
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
IBM Software Business Partners
6© 2011 IBM Corporation Mikkel Norsk – Channel Sales Support
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
IBM Software Business Partners
7© 2011 IBM Corporation Mikkel Norsk – Channel Sales Support
BP registers Oracle competitive replace
opportunity
BP registers Oracle competitive replace
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
IBM Software Business Partners
8© 2011 IBM Corporation Mikkel Norsk – Channel Sales Support
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
IBM Software Business Partners
9© 2011 IBM Corporation Mikkel Norsk – Channel Sales Support
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
IBM Software Business Partners
10© 2011 IBM Corporation Mikkel Norsk – Channel Sales Support
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
10% incremental competitive incentive
20% SVI Fees Total
General Business End User
10% standard SVI fee
10% incremental competitive incentive
20% SVI fees Total
20% standard SVI fee
20% incremental competitive incentive
40% SVI Fees Total
BP Claims:
Without Customer Reference
Enterprise End User
5% standard SVI fee
3% incremental competitive incentive
8% SVI Fees Total
10% standard SVI fee
6% incremental competitive incentive
Total 16% SVI Fees
General Business End User
10% standard SVI fee
6% incremental competitive incentive
16% SVI fees Total
20% standard SVI fee
12% incremental competitive incentive
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
IBM Software Business Partners
11© 2011 IBM Corporation Mikkel Norsk – Channel Sales Support