Cloud & Smarter Infrastructure Channel SaaS Program Tool guide The goal of this presentation is to be prescriptive with the Land & Expand strategies for the C&SI SaaS offerings.

Content in this Guide Partner Guided Selling (PGS) Tool is used to process all Tier 2 SaaS Offering Quotes by the VAD Software Quote & Order (SQO) Tool used by IBM Rep to process all SaaS Solution Provider Quotes SaaSIncentive.com Tool used by Business Partners to submit SaaS opportunities and claims Backup: IBMer Guide to the PGS mirror

VADs – Partner Guided Selling Tool Partner Guided Selling Tool is used to process all Tier 2 SaaS Offering Quotes by the VAD Step 1: Log onto Passport Advantage Online Tool Follow the follow-on screenshots to walk through a typical C&SI SaaS offering Quote

VADs - SaaS Ordering Tool There are two links to get to Partner Guided Selling – one on the left side and one on the right side.

Select “Create a new sales quote”

Select a country from the pull down and hit the Continue button

Navigate to the Parts and pricing tab select Browse Software as a Service

Expand Tivoli Software to select C&SI SaaS offering C&SI Available SaaS offerings

Each service offering can be configured to a customer’s need APM (SaaS) Example – Base Subscription

Performance Management (SaaS) Example Term, Billing Frequency and Ramp Up 24 36 48 60 Base Subscription

Software Quote and Order tool for SaaS Solution Provider

SSP - SaaS Ordering Tool Software Quote and Order Tool is used by IBM Reps to obtain an SSP quote for an SSP approved BP Step 1: Log onto SQO Follow the follow-on screenshots to walk through a typical C&SI SSP offering Quote

Create a Software as a Service Solution Provider Quote Type

In Parts and pricing Tab, Browse Software as a Service

Expand Tivoli Software C&SI Available SSP SaaS offerings

Each service offering can be configured to a customer’s need Workload Automation (SaaS) Example Term, Billing Frequency and Ramp Up 24 36 48 60 Base Subscription

www.SaaSIncentive.com used by Business Partners to submit C&SI SaaS Opportunities or Claims

Log onto www.SaaSIncentive.com Select to Submit a Claim Select to Register an Opportunity Click to Proceed

Fill in the mandatory (‘*’) fields and the Opportunity details C&SI SaaS offerings Available for Referral

BACKUP IBMer Guide to the PGS mirror

Log into the DSW Online site, using your userid

Use the “Search Customer/Business Partner by name” function

Select the radio button for Business Partner view Type in a VAD (i.e. Avnet) as the BP name (the field will still say “Customer Name”) Select the USA for the country Hit the Search button

Select any one of the SAP Site Numbers for the Business Partner

There are two links to get to Partner Guided Selling: one on the left side and one on the right side. *** This is the starting point for a VAD ***