IBM Americas Marketing Business Partner Programs and Promotions Summary as of October 24, 2006 IBM Confidential © 2006 IBM Corporation
IBM Americas Marketing Contents Page(s) §System x and Blade. Center Programs §System x and Blade. Center Promotions §System Storage Programs §System Storage Promotions §Partner. World Link, Announcement Search and ID 2 IBM Confidential | © 2006 IBM Corporation 3 -4 5 -7 8 -9 10 11 © 2003 IBM Corporation
IBM Americas Marketing IBM System x and Blade. Center Programs Program Description Status New Customer Bonus Program $500 to $10 K payments possibly totaling $22, 500 for New Customer sales of System x, PWS, and Blades. 5% payment at $10 K, $25 K, and $50 K. The value of the reported sales of selected eligible dual-socket servers has been increased to two times their IBM Bid Index price October 10, 2006 – December 31, 2006 Year Pgm Ann Letter IBM 06 -444 Blade + Blade. Center Solutions 3% base + 3% on quarterly growth targets for sales of Blades + Blade. Center Chassis. 300 K annual sales target of Blade product. Technical competency and demo unit required. Quarterly targets equal 40% uplift of previous year’s end user reported sales for the same quarter Year Pgm Ann Letter IBM 06 -011 x. Series + PWS Premier Partner Incentive 1% on growth + 1% on options multiplier (1. 24 AR) for sales of System x, Blades, & Intelli. Stations. Quarterly targets equal 20% uplift of previous year’s end user reported sales for the same quarter. Minimum target 125 K. If 40% of the quarterly sales target is met for October 1, 2006 - October 31, 2006, the amount of the October accelerator incentive payment will be equal to 4. 0%. If 70% of the quarterly 2006 sales revenue target is met for sales between October 1, 2006 and November 30, 2006, the amount of the October/November accelerator incentive payment will be equal to 2. 0% Year Pgm Ann Letter IBM 06 -445 EXAct Member Incentive 3% base + 3% on quarterly growth targets on sales of x 460 + selected options. 300 K annual target for x 460 sales. Technical competency and demo unit required Year Pgm Ann Letter IBM 06 -004 Fulfillment VAR (FVAR) Program to enable eligible BP's to sell x 460's and selected options. Sales and education competency requirements. Year Pgm Ann Letter IBM 06 -005 x. Series 460 and MXE-460 new customer Business Partner Eligible EXAct or Fulfillment VARs. Payment for the sale of x 460 server or x 460 and MXE Modular Expansion Enclosure to a pre-qualified new x 460 customer. $2, 500 for an x 460 or $7, 500 for an x 460 with MXE enclosure on same end user invoice. Year Pgm Ann Letter IBM 06 -169 Technology Access Program (TAP) Discounts up to 40% on 2 Servers then 20% on next 10 - includes Storage, PWS, EXP 400, Tape Library, DS 4000, Blades + JS 20's, and Monitors Year Pgm Ann Letter IBM 06 -275 Channel Eval Program for Partners Pre-sale program on x. Series, PWS, x. Series-Storage, and Blades. Maximum 60 day eval period. Capped at 25 evaluation configurations. BP’s with 50% or greater closure rate are allowed 5 additional evaluation requests. 10% return fee on evals requested on or after 9/1. Submit close out forms by 12/1. Authorized returns must be received by 12/15. Year Pgm Ann Letter IBM 06 -396 3 IBM Confidential | © 2006 IBM Corporation © 2003 IBM Corporation
IBM Americas Marketing IBM System x and Blade. Center Programs (Cont’d) Program Description Status x. Series Express Seller 2006 Business Partner incentive 2% incentive payment on Express Model Sales after $5 K in sales of the eligible products Year Pgm Ann Letter IBM 06 -130 Sell More Blue Fast path bid process that BPs can utilize in competitive pricing situations. Provides BPs with a simple process that allows them to obtain discounted pricing for competitive opportunities by contacting their Distributor. 1%-5% on selected eligible products in competitive situations. Ann Letter IBM 06 -020 Public Sector Fee Offering Referral fees on BP marketing efforts to end-users who buy directly from IBM. The BPs Loc. ID must appear on each end user order to be eligible for payment. Order must be placed directly through IBM Year Pgm Ann Letter IBM 06 -096 Health. Care Program Discounts up to 20% on Express x. Series Servers, Blades, and PWS + Options when sold into qualified Health. Care Accounts. BP references Healthcare incentive when placing orders with the Distributor. The Distributor net bills the BP and the Distributor files an electronic rebate claim form referencing incentive number SRVR 1 Q 06002 to receive their rebate. Year Pgm Ann Letter IBM 06 -116 FIE Chassis Offering Incentive payments up to $4 K on selected chassis products on sales into new Blade Center Chassis customers Year Pgm Ann Letter IBM 06 -256 BP Power Play . 25% on all System x sales after $40 K target is achieved. 5% on selected eligible DS 300/400 and Storage Servers. 3% on eligible software effective 07/25. Additional 3% on Blade system units effective 9/1. Member and Advanced level BPs earn 10% incentive for October and 5% for November end user EDI reported sales. Year Pgm Ann Letter IBM 06 -448 Intelli. Station A Pro Engineering incentive Rebates for eligible Intelli. Station A Pro models sold to Engineering organizations. Rebates from $363 -$693 depending on model. Ann Letter IBM 06 -161 Know Your IBM 2006 Business Partner Merchandise Reward programs Employees of eligible IBM Business Partners can receive points that can be redeemed for merchandise under the Learn and Earn Rewards Program rewards employees who successfully complete qualifying IBM quick learning training modules. Year Pgm Ann Letter IBM 06 -200 4 IBM Confidential | © 2006 IBM Corporation © 2003 IBM Corporation
IBM Americas Marketing IBM System x and Blade. Center Promotions Promotion Description October Dual-socket Promotion Rebates of $100 on selected dual-socket servers. BPs should reference SRVR 3 Q 06005 when placing orders with their Distributor. The Distributor should net bill the BP and file an electronic rebate claim for their rebate. IBM 06 -441 10/06/06 to 10/31/06 IBM x. Series 460 and System x 3950 SMB incentive IBM 06 -443 10/10/06 to 12/31/06 Qualifying Express model servers Part Description number x. Series 336 883705 U x. Series 336 88371 RU x. Series 336 883715 U x. Series 336 883725 U x. Series 336 883735 U x. Series 336 883745 U x. Series 336 883755 U x. Series 346 8840 D 1 U x. Series 346 884015 U x. Series 346 884025 U x. Series 346 884036 U x. Series 346 884045 U x. Series 346 884055 U IBM Business Partners can receive incentive payments for EDI reported sales of eligible x. Series 460 and/or System x 3950 servers to End Users identified as small and medium business (SMB) Enterprises. The amount of the incentive payments will be equal to 5% of the IBM Bid Index Price of the eligible products, on the date of the sale to the End User. Qualifying model servers Part Description number IBM x. Series 460 server 8872 xxx 8874 xxx IBM System x 3950 server 8872 xxx 5 IBM Confidential | © 2006 IBM Corporation © 2003 IBM Corporation
IBM Americas Marketing IBM System x and Blade. Center Promotions Promotion Description System x options promotion Rebates from $55 - $387 on selected hard drives, RAID controllers, and EXP 400. BPs should reference SRVR 3 Q 06004 when placing orders with their Distributor. IBM 06 -408 9/12/06 to 10/31/06 System x Express server promotion Eligible products Part Rebate Description number amount 300 GB 10 K Hot Swap SCSI 40 K 1025 $120 300 GB 10 K Hot Swap SAS 40 K 1041 120 73 GB 15 K Hot Swap SCSI 40 K 1027 74 146 GB 15 K Hot Swap SCSI 40 K 1028 111 73 GB 15 K Hot Swap SAS 40 K 1043 70 146 GB 15 K Hot Swap SAS 40 K 1044 111 Simple Swap 36 GB 15 K SAS 40 K 1048 55 Simple Swap 73 GB 15 K SAS 40 K 1049 83 Simple Swap 146 GB 15 K SAS 40 K 1050 129 EXP 400 (US) External JBOD 17331 RU 387 Serve. RAID (TM)-6 M SCSI Controller 39 R 8815 110 Serve. RAID-6 M SCSI Controller 39 R 8816 156 Business Partners can receive rebates ($131 -$1, 003) for EDI or Web-based reported sales of selected eligible new IBM System x, and Intelli. Station Express systems. IBM 06 -446 10/10/06 to 11/11/06 6 Eligible products Part Rebate Description number amount System x 3500 797742 U $ 162 Blade. Center (R) HS 21 8853 E 5 U 421 Blade. Center LS 21 797131 U 213 System x 3550 797831 U 179 Intelli. Station A Pro 62174 CU 1, 003 Intelli. Station Z Pro 922892 U 131 x. Series (R) 366 8863 E 8 U 646 System x 3800 8865 E 4 U 547 IBM Confidential | © 2006 IBM Corporation © 2003 IBM Corporation
IBM Americas Marketing IBM System x and Blade. Center Promotions Promotion Description System x tape automation promotion Business Partners can receive rebates ($104 -$1, 166) for eligible tape automation products. Ps should reference B SRVR 4 Q 06006 when placing orders with their Distributor. The Distributor should net bill the BP and file an electronic rebate claim for their rebate. IBM 06 -447 10/10/06 to 12/11/06 Eligible products Part Rebate Description number amount Tape Autoloader (1 U) 87691 VX $ 748 Tape Autoloader (2 U) 33622 LX 513 LTO 3 Sled Drive for 3362 40 K 2596 948 LTO Magazine Option for 3362 40 K 2597 139 IBM 4 U Universal Library 33614 LX 783 LTO 3 Sled Drive for 3361 40 K 2573 1, 079 LTO Magazine Option for 3361 40 K 2577 104 ISCSI Adapter for 3361 40 K 2579 1, 166 System x $100 BP Dual-socket promotion Business Partners can receive a $100 rebate for end user EDI reported sales of selected eligible dual-socket servers. In addition, Distributor Sell More Blue delegation might be available to help close competitive opportunities. IBM 06 -458 Eligible products Part Description number x. Series 336 883705 U x. Series 336 88371 RU x. Series 336 883715 U x. Series 336 883725 U x. Series 336 883735 U x. Series 336 883745 U x. Series 336 883755 U x. Series 346 8840 D 1 U x. Series 346 884015 U x. Series 346 884025 U x. Series 346 884036 U x. Series 346 884045 U x. Series 346 884055 U 10/25/06 to 11/30/06 7 IBM Confidential | © 2006 IBM Corporation © 2003 IBM Corporation
IBM Americas Marketing IBM System Storage Programs Program Description Status IBM Storage 2006 Reseller New Customer Incentive BP’s can earn up to $100, 000 per qualified new end-user for reaching sales revenue clip levels up to $2. 5 M. HVEC DS 4000 & LTO & Express models Year Pgm Ann Letter IBM 06 -272 IBM Storage 2006 Systems Business Partner New Customer Incentive BP’s can earn up to $100, 000 per qualified new end-user for reaching sales revenue clip levels up to $2. 5 M. AAS DS 8000, DS 6000, DS 4000, LTO, HE Tape, NSeries, SAN Year Pgm Ann Letter 506 -174 IBM Storage Express Seller 2006 Business Partner Incentive Earn a 2% rebate on sales of all storage express models. Year Pgm Ann Letter IBM 06 -209 IBM x. Series & Total. Storage Technology Access Program Offers all Partner. World (R) IBM Business Partners the ability to purchase x. Series (R) servers, Blade. Center (R) products, Intelli. Station (R) workstations, x. Series storage, Total. Storage (R) products, JS 20 Blades, and options at discounts from the IBM web price for internal use, demonstration or development purposes. Ann Letter IBM 06 -275 IBM low-end Storage Business Partner Incentive Eligible IBM Business Partners who are approved to remarket IBM Total. Storage products can receive a quarterly incentive payment if they meet a minimum quarterly EDI or Webbased reported End-User sales revenue target for eligible new IBM Total. Storage DS 4000, low-end SAN, and low-end Tape products. HVEC, DS 4000, LTO, SAN, Express Models Ann Letter IBM 06 -275 2006 Public Sector Fee Offering The IBM Public Sector Fee Offering for Marketing IBM x. Series, Intelli. Station and Total. Storage Products has been designed to reward the marketing efforts of eligible IBM Business Partners when eligible Public Sector End Users purchase eligible IBM x. Series, Intelli. Station and Total. Storage Products directly from IBM. HVEC, DS 4000, LTO, SAN, Express Models Ann Letter IBM 06 -096 8 IBM Confidential | © 2006 IBM Corporation © 2003 IBM Corporation
IBM Americas Marketing IBM System Storage Programs Program Description Status IBM Storage Channel Challenge This storage sales contest rewards top performing reselling Business Partners for sales in selected focus growth areas. Program eligibility dates are July 1, 2006, through December 31, 2006. IBM Total. Storage Productivity Center, IBM SAN Volume Controller, IBM System Storage DR 550 and DR 550 Express, IBM Tivoli Storage Manager Express are the focus storage software and solutions within the following sales contest categories: § Pit Crew § Fast Start § Victory Lap § Winner’s Circle For more information, go to: ibm. com/partnerworld/storage/grandprixchallenge, and click on “Get started now” (IBM Partner. World log-on required. ) CC 0607 -129 Know Your IBM 2006 Business Partner Merchandise Reward programs Employees of eligible IBM Business Partners can receive points that can be redeemed for merchandise under the Learn and Earn Rewards Program rewards employees who successfully complete qualifying IBM quick learning training modules. Year Pgm Ann Letter IBM 06 -200 IBM System Storage SMB First-in-Enterprise Reseller incentive The offer Eligible IBM Business Partners can receive an incentive payment for the EDI or Web-based reported sale of eligible new IBM First-in-Enterprise (FIE) storage product(s) to an End User* identified as a small and medium business (SMB) Enterprise. Year Pgm Ann Letter IBM 06 -400 9 IBM Confidential | © 2006 IBM Corporation © 2003 IBM Corporation
IBM Americas Marketing IBM System Storage Promotions Promotion Description Reseller 4 Gbps Switch SAN Consolidation Program Contact: Rick Davis 914 -766 -3114 through 10/31/06 End-User IBM System Storage TS 3100 Tape Library Express Model promotion Ann. Letter 506 -206 through 12/31/06 Replace non-Mc. DATA Fibre Channel switches with IBM SAN 32 M-2 switch at a reduced price. Replaced switches must be removed and destroyed within 90 days of shipment of the new IBM SAN switch. 2026 -432 RPQ 8 S 0760 - 8 Port Flex. Port. Kit IBM sales, IBM Business partner or customer must fill out a sales nomination form and email it to Specialprograms@Mc. DATA. com to participate in the program. Nomination form located at http: //w 31. ibm. com/sales/systems/portal/_s. 155/254? nav. ID=f 220&geo. ID=All&prod. ID=SAN&doc. ID=sashsanvenannover For a limited time only, End-Users, as defined in the IBM Business Partner Agreement, of eligible IBM Business Partners can receive a $1, 500 USD ($1, 724 CAD) rebate when they purchase a tape solution that includes: • an eligible new IBM System Storage™ TS 3100 Tape Library Express Model F 3 S or L 3 S, and • a minimum of four (4) eligible new Ultrium 3 Data Cartridge 5 -packs. Eligible products Part Description number Quantity TS 3100 Tape Library Express 3573 L 3 S or 1 with LVD SCSI drive TS 3100 Tape Library Express 3573 F 3 S with fibre channel drive AND Ultrium 3 Data Cartridge 95 P 2020 4 (GEN 3) 5 -pack 10 IBM Confidential | © 2006 IBM Corporation © 2003 IBM Corporation
Americas BP Channels – 2 Q Programs & Marketing Update Partner. World -- Where do I find that? http: //www. ibm. com/partnerworld > Select United States Channel Communication Letters q Select “More Shortcuts” from the first page of options q Under “Business Shortcuts” Announcement Letters select CC Letters q Select Announcement Letters under Product Short Cuts q Scroll through letters or put q For Letter 500’s - Under United the specific letter number you States & Canada Select “Indirect are looking for CC 50 X-XXX Reseller Business Partner Letters” into the search bar at the top – this is where you will find letter to go directly to what you that are 505 -XXX want q Search by letter number, date or topic – letter number & date give much cleaner results if you know what you want q For PCD announcement letters – Under the United States Only bar Select “x. Series, Storage, Other Products – this is where you will find announcement letters that begin with PCD 05 -XXX Small and Medium Business Advantage q Select “IBM Strategies” from the left navigation bar q Under “IBM Strategies” select Small and Medium Business Unique Bid Code Guide Getting a Partner. World IBM ID Instructions for Partners 1. Log into www. ibm. com/account/profile and create an id/pw 2. Log into http: //www 1. ibm. com/partnerworld/pwhome. nsf/we blook/pub_join_resellers. html 3. Scroll to the bottom of the page to Add yourself to your company profile 4. Click on add yourself to location profile 5. Enter the id/pw 6. Enter your company token number (contact your firm’s profile administrator – APA) 7. Complete the short profile with your information 8. Send a note to your firm’s APA to approve your self-registration If you should need further assistance please send a note to pwcs@us. ibm. com. q Select BP Library q Select General Information Library 11 IBM Internal Use 2005 IBM Corporation
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