IBM Programy pre obchodných partnerov
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1 IBM BP Sales&Technical University , Hotel Victoria, Martin IBM Programy pre obchodných partnerov Miro Marko, BPO manager, IBM Slovensko
2 Kľúčové programy Rebate programs programy na vyplatenie spatnych rabatov Kratkodobe performance plány Dlhodobe performance plány IBM Specialty Programs System x, Storage, Power, Pure Flex Deal registration Registrovaním obchodného prípadu, možete ochratit svoje investicie v developmente nových obchodných pripadov, kedže IBM neumožni poskytnutie Special Bid nacenenia inému obchodnému partnerovi na daný registrovaný obchodný pripad, počas trvania registračnej periody. Know Your IBM KYI, je vernostný program spoločnosti IBM, ktorý je určený na motivaciu partnerského obchodného tímu. KYI odmeny, sú určene pre jednotlivcov vrámci obchodného tímu a nie pre partnerskú spoločnost Eventy v 4Q
3 Marek Kajtor Partner Account Manager System Storage Specialty Program
4 IBM Storage specialty Kritéria a benefity System Storage Specialty kritéria System Storage Specialty Benefity 10k USD bonus vyplatený nazáklade dosiahnutia specialty Vzdelávani 12 bodov - BP musí dosiahnúť min 12 bodov za mix technických a sales testov 5K bonus za zákaznícku referenciu potvrdenú v IBM reference DB pre špecifické produkty Vouchery na vzdelávanie - 2 vouchery Zákaznícka Referencia: 1 bod One point for each customer reference. Any verifiable Storage reference loaded into Customer Reference Database. Voucery na testovanie - 2 vouchery System Storage Revenue: USD Za 4 predchádzajúce Q Specialty Partner Recognition Mark umiestnenie loga na Vašej stranke
5 Marek Kajtor Partner Account Manager System x Specialty Program
6 IBM System x specialty Kritéria a benefity System x specialty Kritéria System x specialty Benefity Vzddelávanie získanie minimálne 14 bodov - BP musí dosiahnúť minimálne 12 bodov v oblasti system x vzdelávania - 2 body v ďalších system x certifikáciach 7.5k USD bonus vyplácaný na základe dosiahnutej Specialty Technický Support: Free Techline na telefón ˇe=mail Sales Transaction Hub support predpredajná podpora s dokumentáciou, ponukami, pricing... Indentify System x Champion that must be enrolled in IBM Systems Connect expert 5 Extra bodov pre Business Partner Technical Vitality Customer Reference: 1 bod za zákaznícku referenciu Education Vouchery - 3 vouchery na vzdelávanie > pokrývajú približne 80% nákladov vzdelávania. 2 vouchery na certifikáciu a testy System x Revenue : 1 bod za dosiahnutie požadovaného obratu Partner Recognition Mark umietnenie loga na Vaše stránky 240k USD Total System x revenue Systems Connect expert Benefits prístup do repozitára Techlinu, Preferovaný prístup do technických konferencii
7 Marek Kajtor Partner Account Manager Power Specialty Program
8 IBM Power specialty Kritéria a benefity Detailnejšie info: : ibm.com/partnerworld/wps/servlet/ContentHandler/isv_com_spe_power_index/lc=en_ALL_ZZ Power specialty Kritéria Power specialty Benefity Certifikácie certifikovaní specialisti pre: - ios - AIX - Linux 10 k USD bonus vyplácaný na základe dosiahnutej Specialty 5K USD vyplatených po 6 mesiacoch na základe výsledkov odsúhlaseného business plánu 5K USD vyplatených za zákaznícke referencie 5K USD vyplatených za ďalšie certifikácie v sledovaných oblastiach Business Plan Zákaznícka Referencia: riešenie je v prrevádzke nie viac ako 18 mesiacov vouchery na vzdelávania & testovanie- 2+2 System x Revenue: 250k USD revenue Partner Recognition Mark umietnenie loga na Vaše stránky prístupt do repozitára Techlinu.
9 IBM Pure Flex a Flex system Specialty Program Kritéria a benefity Specialty Kritéria Specialty Benefity Certifikácie 15 bodov z certifikácii - 5 bodov z sales certifikátov - 10 bodov z technických certifikátov 10 k USD bonus vyplácaný na základe dosiahnutej Specialty Zákaznícka Referencia: riešenie je v prrevádzke nie viac ako 12 mesiacov vouchery na vzdelávania & testovanie- 2+2 free System x Revenue: 250k USD revenue Partner Recognition Mark umietnenie loga na Vaše stránky prístupt do repozitára Techlinu.
10 Linka na Specialty Programy ibm.com/partnerworld/wps/servlet/ContentHandler/pw_com_spe_index
11 Fondy na podporu business development fondy môžu byť použité: investície do ďalšieho vzdelávania certifikácie Na výplatu zamestnancom Marketing a kampane Marketingový prieskum Aktivity na podporu identifikácie obchodných príležitostí
12 Marek Kajtor Partner Account Manager Deal registration
13 (Competitive) Deal Registration Program Deal Registration Competitive Deal Registration eligible brands System x, System Storage (HVEC) System Storage (CHW), Power Systems System Storage, Power Systems, Mainframe and Maintenance Services eligible countries all CEE GMT countries all CEE GMT countries all CEE GMT countries eligible Business Partner types customer facing Business Partners customer facing Business Partners customer facing Business Partners eligible transactions transactions for which the Business Partner can demonstrate value add transactions for which the Business Partner can demonstrate value add competitive transactions (no equipment installed within last 3 years); clip level minimum USD channel price minimum USD list price minimum deal size of $ list price other eligibility criteria opportunity sales stage 4 or greater in GPP opportunity sales stage 4 or greater in GPP opportunity sales stage 4 or greater in GPP approver for individual transactions Country System x/stg Leader IOU Brand Leader IOU Brand Leader BENEFIT offered to the BP 5% discount off c-price in Run Rate pricing or SBO exclusivity Deal Registration Adder discount in Value Seller or SBO exclusivity 15% enhanced SBO margin (40% in RCIS) duration of benefit 90 days (up to 180 days upon request) 180 days (up to 360 days upon request) registration code valid for 9 months announcement letters for program details ZU , ZV , ZW RCIS: ZU , ZV , ZW ZU , ZV , ZW (for Storage) RCIS: ZU , ZV , ZW ZU , ZV , ZW RCIS: ZU , ZV , ZW
14 Marek Kajtor Partner Account Manager Know Your IBM
15 KYI get started at 15 November 4, 2013
16 Structure of KYI KYI is an online interactive sales enablement program that is designed to foster IBM presence and brand loyalty KYI Sell is targeted to Reps from all IBM Business partners selling to end customers 1. SELL & EARN KYI Learn is targeted to Reps from all IBM Business partners 2. LEARN & EARN Distributors can take part in the LEARN part! 16 November 4, 2013
17 Eventy 4Q The Power Systems Competitive Boot Camp Power Systems pozicionovanie voci Oracle and HP, the DB2 BLU Acceleration na Power systemoch, pozicionovanie voci SAP HANA, vrátane noviniek z oblastí: Cloud, Business Analytics and Systems Software KAZDY BP dostane za ucast jeden certifikacny voucher (to je v hodnote asi 190 dolarov), ti co su registrovany v Know Your IBM dostanu 200 premiovych bodov na ucet (v hodnote asi 50 USD pre obchodnika - nie firmu!). November 14th and 15th in Budapest, Hungary Target group: - sales & presales Registration: mails IBM Cloud Computing Top Gun november 2013 v hoteli Apollo v Bratislave. "Ake su v sucasnej dobe najvacsie technologicke trendy? Ano, je to prave Cloud! Od ruskeho Yandexu, ktory zaviedol Cloud Storage Services, cez Slovinske Zeleznice vyuzivajuce IBM SmartCloud Software, ktory im poskytuje lepsi pohlad na ich prevadzku, az po Turecky Telekom pouzivajuci technologiu Private Cloudu od IBM pre lepsie testovanie a vyvoj sluzieb. Nasa strategia pre Cloud v Strednej a Vychodnej Europe je sustredit sa na obmedzeny pocet ponuk a poskytnut 100 percentnu kvalitu sluzieb. Vdaka tomuto Top Gun skoleniu pochopite hlavnu strategiu a moznosti nasadenia IBM technologii u klientov. Na skoleni pouzijeme priklady z praxe a DEMO ukazky. Tesim sa na stretnutie s Vami!" David Holliday, CEE Cloud Leader Target group: - sales & presales Registration: mails
18 Otázky?
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