2011 is the Year to Team with IBM! Business Partner Overview

IBM Software Business Partners
Up to Double (2X) SVI Competitive Incentive
Business Partner Overview
April 27, 2011
2011 is the Year to Team with IBM!
© 2011 IBM Corporation
Mikkel Norsk – Channel Sales Support
1
IBM Software Business Partners
Up to Double (2x) SVI Competitive Incentive Overview
Agenda
 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
© 2011 IBM Corporation
Mikkel Norsk – Channel Sales Support
2
IBM Software Business Partners
IBM Competitive Sales Plays for Business Partners
Solution Area
Lead Offers
Play
Target Clients
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
 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
Application
Infrastructure and
Middleware
Defuse Oracle
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.
Security
Identity and
Access Assurance
 Sun Identity and Access Management customers who
are uncertain about the future of Oracle’s commitment
due to portfolio redundancy.
© 2011 IBM Corporation
Mikkel Norsk – Channel Sales Support
(eligible for SVI Incentive)
WebSphere Application Server
WebSphere Process Server
WebSphere Service Registry &
Repository
WebSphere BPM
WebSphere Portal
IBM Accelerators for
WebSphere Portal
Mashup Center
Tivoli Identity Manager
Tivoli Access Manager
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IBM Software Business Partners
SVI Competitive Incentive: How Does it Work?
Five Steps:
BP is enrolled
in SVI
BP registers Oracle
competitive replace
opportunity
BP receives access to
competitive assets via
web private activity
BP closes deal &
demonstrates
replacement
IBM pays up to
Double SVI Fees
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
IBM SVI Competitive Incentive on PartnerWorld
© 2011 IBM Corporation
Mikkel Norsk – Channel Sales Support
4
IBM Software Business Partners
Step 1: SVI Enrollment & Standard Process
Up to Double (2X) SVI Incentive sits on-top of standard SVI process
 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
BP is enrolled
in SVI
• 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
© 2011 IBM Corporation
Mikkel Norsk – Channel Sales Support
5
IBM Software Business Partners
Step 2: Register Competitive Replace SVI Opportunity
BP Registers Oracle
competitive replace
opportunity
© 2011 IBM Corporation
Designate deal as competitive
replacement in GPP
Select the “SUNATTCK” value from this list and
then click “OK”.Mikkel Norsk – Channel Sales Support
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IBM Software Business Partners
Step 2: Register Competitive Replace SVI 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
© 2011 IBM Corporation
Method of Licensing
(i.e. Per User, Per
Server)
Quantities
of Licenses
Installed
Comments / Further Description
Mikkel Norsk – Channel Sales Support
7
IBM Software Business Partners
Step 3: Private Access to Competitive Assets
BP receives access to
competitive assets via web
private activity on PartnerWorld
Brands maintain materials
… and access list
© 2011 IBM Corporation
Mikkel Norsk – Channel Sales Support
8
IBM Software Business Partners
Step 4: Close the Deal, Demonstrate Replacement
BP closes deal &
demonstrates
replacement
Submit proof of two way communication with enduser for one of:
– Business Value Assessment findings (BVA)
– ROI Documents
– Migration Document
Background
Use Case:
Alternative Solution(s):
Industry:
Private cloud – optimize infrastructure Do nothing
Financial Services
& speed application deployment
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.
Click to launch
Sample of the expected
Content of a BVA, ROI or
Migration Document
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.
© 2011 IBM Corporation
Mikkel Norsk – Channel Sales Support
9
IBM Software Business Partners
Step 5: Collect the Cash!
IBM pays up to
Double SVI Fees
Sell Only
Identify and Sell
Enterprise End User
5% standard SVI fee
5% incremental competitive incentive
10% SVI Fees Total
BP Claims:
With Customer
Reference
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
Largest
40% SVI Fees Total
Enterprise End User
BP Claims:
Without Customer
Reference
5% standard SVI fee
3% incremental competitive incentive
Smallest
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
• 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
© 2011 IBM Corporation
Mikkel Norsk – Channel Sales Support
10
IBM Software Business Partners
© 2011 IBM Corporation
Mikkel Norsk – Channel Sales Support
11