Партнерские программы 2014 - ibm€¦ · competitive programs promotion is...
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Партнерские программы 2014
Кирилл Кальченко
R/CIS Storage & Server System Solutions Сhannel Specialist
IBM System Storage Solutions Открытая / Закрытая дистрибуция (c 1.07.2013)
Открытая дистрибуция
Системы хранения через канал HVEC
Системы хранения категории Midrange (M) через канал CHW
ODS (Open Distribution Storage)
Закрытая дистрибуция
Системы хранения через канал System Storage (CHW Storage):
SDS (Selective Distribution Storage)
ST (Storwize Storage System)
Требуется авторизация Не требуется авторизация
Категории продуктов Storage Solution
Категория Продукты Авторизация
Selective Distribution
Storage (SDS)
DS88xx Закрытая
XIV, XIV upgrade nodes
TS3500, TS7720, TS7740, TS7680
SONAS, N62xx, N7950, N7800, SVC
TS4500, TS3500, TS1140, DS6000 (upgrade), TS7520, TS7650 & TS7650G (ProtecTIER), 2054-XXX, 2231-XXX
Storwize Storage System (ST)
Storwize V7000, Storwize Unified Закрытая
Midrange CHW
Storage HVEC
Open Distribution Storage (ODS)
DS5XXX, SSPC, TS3100, TS3200, TS3310,
N3300, N3400, DCS 3700
Storwize V5000
FlashSystems 710/720, 810/820, 840, v840
Открытая
DS3500, EXP2500, TS2240, TS2340, TS2900, TS3100, TS3200, TS2350, TS2250
Storwize V3700
Категории продуктов IBM Power System Solutions
Почти все продукты IBM Power Systems находятся в канале ЗАКРЫТОЙ дистрибуции – то есть, чтобы продавать их, Бизнес-
Партнеру требуется авторизация.
Категория Продукты Тип ОС Авторизация
High End (H) Power 775, 780, 795
AIX Требуется
Midrange (M) Power 760, 770
Low End (L) Power 710, 720, 730, 740, 750, 755
812, 822, 824
Power Blade (B) Power 700-703
High End (H) Power 775, 780, 795
iOS Требуется
Midrange (M) Power 760, 770
Low End (L) Power 710, 720, 730, 740, 750, 755
812, 822, 824
Power Blade (B) Power 700-703
PowerLinux Power 7R1, 7R2, 7R4
Linux on Power 8 Linux
Требуется только для
дистрибьюторов
Power RackSwitches 1455-xxx
N/A
Требуется только для
дистрибьюторов
Pure System Solution Adder + Categories
HVEC – Авторизация требуется только дистрибьюторам
CHW – Требуется авторизация
В России – продажа только через дистрибьюторов
Категория Канал Имя Описание
N1 HVEC Flex System Ноды, шасси, шкафы
N2 CHW PureFlex System X86 Ноды, шасси, шкафы, FSM
N3 HVEC PureFlex System Шкафы, свитчи, открытое ПО
(Windows, SmartCloud Entry)
N4 CHW PureFlex System
Advanced
V7000, FSM, лицензии к ним и
подписки
N5 CHW PureFlex System with
Power
Ноды на базе Power (AIX, iOS)
N6 CHW PureFlex System with
Linux
Ноды на базе Power (Linux only)
IBM Pure System Solutions
7
Tier 2 Solution Providers Performance Bonus Program
0% 75% 100% 125%
6%
Marketing Growth Fund
System X
(ZW14-1261)
System Storage
(ZW14-1259)
Power System
(ZW14-1258)
Pure System
(ZW14-1260)
1,5% Speciality Product Revenue bonus
4%
3%
% of SO
Revenue
% of
Target
60%
2,4%
Регулярные предложения для партнеров
Демо-программа общие требования
Оборудование должно предназначаться для функционального тестирования, либо для адаптации программного обеспечения сторонними производителями ПО.
Не могут использоваться в качестве продуктивных систем и работать за деньги.
В запросе на получение скидки необходимо четко описать цели приобретения оборудования, будущий проект (что, когда, сколько)
IBM вправе отказать в приобретении Демо-системы без объяснения причин
Демо-системы можно предоставлять заказчику на срок не более чем 3 месяца
Демо-программа для System Storage
Ограничение: 1 система одного типа/модели в течении 6 месяцев Исключение: XIV (максимум 3 системы за 12 месяцев, одна система в целях репликации или зеркалирования данных)
Тип оборудования Скидка (HW:SW)
Category Selective Distribution Storage Systems SDS (CHW) DS8870, XIV, TS3500, etc
80 : 100 %
Category Midrange Storage Systems M (CHW) SVC, DCS3700, etc.
80 : 100 %
Category Storwize ST (CHW) Storwize V7000, V7000 Unified, V5000
80 : 100 %
Category High Volume Easy Configured HVEC DS3500, Storwize V3700
50 : 100 %
FlashSystem 80 %
10
Демо-программа для Pure Systems
Тип оборудования Скидка (HW:SW)
HVEC (of Channel Price) N3
50 : 100 %
CHW (of List Price) N2 N4 N5 N6
50 : 100 %
CHW (of List Price) N4 Flex V7000
75 : 100%
11
Демо-программа для Power Systems
Тип оборудования Скидка
Hardware 50% 65% till end of Q2
Software 100 %
Software maintenance 50%
12
© 2013 IBM Corporation 13
DS3xxx Trade-In Promotion for IBM T2 Sellers Get an ipad mini for every DS3xxx replaced with a V3700
DS3XXX Qualifying Products: :
Competitive Programs
Promotion is designed to reward sellers at IBM
T2 that help secure our installed base and make
the transition to the next generation storage.
The promotion rewards IBM T2 resellers with
an ipad mini for every DS3xxx product
replaced with a V3700.
– Number ipad mini rewards is limited
Offer Announcement Letter: ZW14-1268
Where Is Available:
Central & Eastern Europe
Start/End Dates:
12 March – 31. June 2014
The promotion claim is handled via
an external website:
www.ibmstorageclaims.com
–T2 sellers is asked to simply
provide the required data into
the claiming form and the iPad
mini will be distributed to the T2
reseller by our agency TBT
once the claim has been
validated.
© 2013 IBM Corporation 14
Storwize Family (V3700, V5000, V7000) Free Software Promotion Buy an IBM Storwize V3700, V5000, or V7000
and get a software license for free
Buy a V3700 and get one (1) software license
for free:
– You can choose between one of the four
eligible products.
• Turbo Performance
• Remote Mirroring
• Easy Tier®
• FlashCopy® Upgrade
– The configuration has to include at least
one IBM Storwize V3700 controller and
minimum 6 HDDs2
Buy a V5000 and get two (2) software
licenses for free: xxxxx
Buy a V7000 and get three (3) software
licenses for free: xxxxx
Offer Announcement Letter
Distributor: ZU14-1299 T2: ZW14-1268.
Where Is Available:
Central & Eastern Europe
Start/End Dates:
12 March – 31. June 2014
© 2013 IBM Corporation 15
FlashSystem Storage Attach Incentive Program
Incentives to IBM Business Partners for the simultaneous sale of eligible IBM Power Systems
and/or IBM PureFlex together with an eligible IBM FlashSystem Storage product to one end user
customer
Business Partners can claim a 7% channel rebate (*) on the IBM FlashSystem Storage
product sold with an eligible IBM Power Systems and/or IBM PureFlex products.
– There is no minimum transaction size. There is no maximum claim limit.
– Applies to new footprints only. Excluded: Any Power MES order, including machine model
(from/to) or processor upgrade.
– Government Owned Entity (GOE) end users do not qualify for this program
Offer Announcement Letter
Distributor: ZU13-1179 T1: ZV13-1139 T2: ZW13-1153
Where Is Available:
Central & Eastern Europe
Start/End Dates:
22. April 2013 onwards
Competitive Programs
© 2013 IBM Corporation 16
Two purchae options: a) cash purchase and
b) an IGF financing alternative
Clients – including service providers – enjoy
the following benefits:
– A full storage system can be used well
in advance of payment
– The system is fully populated – it is not
detuned
– There is no need for key activation
– Flexibility to run several Frame Ahead
tracks for multi-site data centers
– Leases from IGF may be able to qualify
for CAPEX or OPEX treatment (see
below)
Frame Ahead - Advance System Placement
Competitive Programs
Frame Ahead program allows Companies to offer their customers services based on enterprise IBM storage products well
before they need to pay for those offerings
Is available for IBM XIV (and is piloting with DS8000 and Storwize V7000)
It is ideal for enterprises and Service Providers (SPs) that consume a fully-configured system every 3-8 months
How does it work?
Model allows customer to place and use IBM storage system and to pay later, after utilization reaches a certain level. This
payment model is a business enabler for service providers, allowing them to build and grow their services while mitigating
the financial risk.
Offer Announcement Letter
Distributor: ZU13-1179 T1: ZV13-1139 T2: ZW13-1153
Where Is Available:
Central & Eastern Europe
Start/End Dates:
1 Jan 2014 onwards
© 2013 IBM Corporation 17
Strategic Storage Products are availalbe
IBM Storwize V7000
IBM Storwize V5000
IBM Storwize V3700
IBM Storwize V7000 Unified
IBM FlashSystem 810
IBM SVC
IBM TPC
IBM XIV
IBM Protectier
IBM Systems & Software Demonstration Center
Different type of demonstrations available for IBM Storage Products via Web portal on
http://www.ibm.com/systems/clientcenterdemonstrations
More than 8000 demonstrations already run
Access after booking on Web Portal:
– 1. Read only Demonstrations Access to the user interface and navigate between the various menus
– 2. Video Demonstrations
Instant access after booking on the web portal and play the video
– 3. Live Demonstrations with full access
Get a full access to a complete demonstration environment
– 4. Live Demonstrations with scenarios
Step by step instructions to help IBM’ers & BP’s to be confident with the GUI (IP Replication, Global
Active Engine…)
IBM and Business Partner system experts are able to run the demonstrations after initial training
Who and where to contact to get a demo:
Visit our Internet Web Site:
http://www.ibm.com/systems/clientcenterdemonstrations
Write to [email protected]
Focal point demonstration center [email protected]
Development Programs
© 2013 IBM Corporation 18
2014 Education and Certification Test Voucher Program
Education and Certification Test Voucher
program 2014 for Solution Provider, Tier 2
Eligibility:
All SP2 BPs are entitled to participate and
request Education and Certification Test
vouchers
SP1 and Distributor are not eligible for this
program
More deatils are availalbe in the Library on the
link: http://d12db054.portsmouth.uk.ibm.com/q_dir/qmx/em/q
d8dl.nsf/procnum/EUR-IOT-PCD-02447
Vouchers Offer:
A. Education Vouchers
Offers 80% discount on the published tuition up to a
maximum value of 2100 USD (IBM discretionary right to
allocate) .
SP2 can request maximum 2 Education Vouchers for
the running year and with indicataion where and by when
these vouchers will be used
B. Certification Test Voucher
•Offers 100% discount against one Storage test when
booked at any Pearson VUE Test Site or at an IBM event
where Certification testing is provided
•SP2 can request a maximum of 4 Certification Test
Vouchers for the running year and must indicate in the
request file by when these vouchers will be used. (IBM will
release only 2 vouchers simultaneously and will agree to
release the last two vouchers only after receiving proof of
usage of the first two vouchers loaded.
Where Is Available:
Central & Eastern Europe
Start/End Dates:
1. Jan 2014 – 31 Dec 2014
How to Apply
1. Please fill in the form
(Doubleclick to open )
2. Return the filled form to Koraljka Paic Lenk
([email protected]) or Milo Charini
Development Programs
19
Financial Rewards
15.000 USD
Bonus
Specialty Achievement Bonus to Business Partner
paid upon achievement of the Specialty
5.000 USD
Reference Bonus
for net new Customer Reference available for
external, public usage for Storwize V7000 (Unified),
Storwize V7000 Unified , SAN Volume Controller,
XIV Storage or IBM Flash System
Min Margin Program Additional margin for Competitive bids
Perfromance Bonus Additional % payouts for the quarterly performance
bonus
Education and Training
Education Vouchers • 100% discount for education sessions booked at
IBM Training.
• Total of 3 vouchers per Business Partner
Certification Testing
Vouchers
• giving a 100% discount on IBM System
Storage Certification testing at a testing center
• Total of 2 vouchers per BP.
Technical Councils • Europe wide events, exclusive for Specialty
partners
Other
Specialty Mark
• Use of IBM Partnerworld Storage Specialty Mark
• Exclusive access to Pre-GA products before
product launch
Storage Specialty Program Benefits
System Storage Specialty Program
The IBM System Storage Specialty Program rewards
IBM Business Partner Resellers for demonstrated skills
and market performance in System Storage technology
and solutions
For more details about the System Storage Specialty
Program visit: IBM System Storage Specialty Program
web site
Offer Announcement Letter
Distributor:ZU13-0436 T1: ZV13-1154 T2: ZW13-0351
Where Is Available:
Central & Eastern Europe
Start/End Dates:
1 Mar 2013 - 28 Feb 2014
System Storage Specialty Entry Criteria
Skills:
12 points or more*
BP must achieve a minimum of 12 skill points for
eligible Prometric certificates
a mix of sales and technical certifications is
required
Customer
Reference:
1 point or more*
One point for each verifiable customer reference.
Any verifiable Storage reference loaded into
Customer Reference Database.
System Storage
Revenue
Attainment
Within the previous 12 months, achieve sales revenue
of System Storage products with min of
500.000USD for BP in Russia nd CIS countries
250.000USD for BP in Czech Republic, Slovakia,
Hungary, Poland, Turkey
150.000USD for BP in other CEE countries
* Required number of points is 15 with minimun points on skills and reference as
specified above
Development Programs
20
X Storage Power PureFlex
Bonus 10K 15K 10K 10K
Rebate
Annual Clip Level
1,5%
40K
1,5%
40K
1,5%
80K
1,5%
40K
Education 2 3 3 3
Certification 2 2 2 2
BPTV 5 5 5 5
Обзор Специализаций
Защита проектов Deal Registration ValueSeller Pricing Pre-Sales Adviser Tool (PSAT)
Pre-Sales Advisor Tool (PSAT) in general
IBM Pre-Sales Advisor Power and Storage is a dynamic online sourcing and specifying platform, providing detailed information on IBM’s range of Power, Storage and Software
products.
Features: • Get up to date product information (selling points, competitive analysis, Redbooks,
performance sheets and more) • Provides detailed product specifications
• See compatible features and components • Features Power, Storage and Software products
• Powerful intelligence search technology makes finding products easy • Store product selections into Solutions for future use
http://powerstorage.presalesadvisor.com/
Download also the Mobile app!
Сводная таблица скидок по PSAT
23
Power HW SW, SWMS
A, B, C, D,
E, S
H G X Y Z
QuickPricer 26% 30% 26% 25% 18% 13%
DealReg 10% 10% 10% 0% 0% 0%
Storage A B C D E
QuickPricer 34% 34% 34% 15% 34%
DealReg 10% 10% 10% 10% 10%
Pure N2, N4, N5, N6
QuickPricer 20%
DealReg 10%
LabService 6xxx
QuickPricer 9%
DealReg 0%
Deal Registration Adder по программе Value Seller Pricing
Если у партнера есть Approved Deal Registration:
дополнительные +10% по Storage
дополнительные +10% по Power
дополнительные +10% по Pure
Партнер (T2, T1) заводит opportunity и запрашивает Deal Registration:
Deal Registration for Power или Deal Registration for Storage CHW
Срок действия CHW Deal Registration – 180 дней
Регистрацию сделки можно заводить на проекты от 5K list price
Public/Government заказчики включены в программу
Форма по регистрации доступна по ссылке
http://sc4.ihost.com/GPP/permanent/incentives/registration_form_eu.xls
25
Программа Value Seller Pricing (BID code)
cделки меньше 500K по программе Value Seller
все категории продуктов CHW (Storage, Power, PureFlex Systems)
1 ticket на сделку
Размер скидки зависит от продукта и конкурентной ситуации
Номер GPP и Approved Deal Registration – обязательно
Кирилл Кальченко R/CIS Storage & Server System Solutions
Сhannel Specialist
+7 (495) 970-5810
+7 (495) 775-8800,2533
Вопросы по Deal Registration, Values Seller Pricing (PSAT)