How to make money with IBM SW Mateja Gorše Sarajevo, 11.5. 2017

Tko i kako može prodavat SW nove licence i podršku u BIH ? Master Draft 1 Tko i kako može prodavat SW nove licence i podršku u BIH ? Prodaja u BIH preko IBM partnera i distributera IBM Slovenija – Asbis – partner Kako postati IBM partner u BIH? Registracija u Partner Worldu Odabir distributera Avtorizacija - INCENTIVES Open Distribution https://www-356.ibm.com/partnerworld/wps/servlet/ContentHandler/svp_open_products Source: Use this area to add source information. Delete this text when no source listed Master Draft 1 2

Koliko partner zasluži kod prodaje IBM SW? Margine kod prodaje SW novih licenci Margine kod prodaje SW S&S 2017 New License (Early April) Industry % Enterprise Commercial Channel Margin 5* Channel Value Rewards – Focus on Commercial and Enterprise 5 15 Channel Value Rewards – Sales and Assist 25 Channel Value Rewards – Solutions 10 2017 S & S (Early April) Commercial % Channel Margin 3.5* Channel Value Rewards – Focus on Commercial and Enterprise 10 Channel Value Rewards – Software Renewals 15 * Visina margine je dogovor između distributera i partnera – ovaj iznos je cca vrijednost koju može partner očekivati

Važne promjene i poboljšanja na području SW Incentiva April 2017 2016 On-Premise 2017 On-Premise Multiple overlapping incentives Overly complex operationally Low predictability and line of sight Lack of clarity on how to achieve highest value and greatest rewards Focused incentive stack with highest rewards for Commercial and new customers Easier opportunity registration, documentation requirements removed for Non-GOE sales BP chooses payment timing Further reduced complexity; incentives from 17 to 6

SW progami koji će su bili ukinuti sa aprilom 2017 Enterprise Non-Select and Commercial instant rebates Software Value Incentive (SVI ID) & Sell SVI Sell Only SVP Small Deal Rewards Value Added Plus (VAP) VAP for Government (VAP-G) Software Value Plus (SVP) Industry Authorization (SVP) Capability Authorization SVP Rewards for New or Reactivated Customers Business Partner Led Model (BPLM) Solution Accelerator Incentive (SAI) Up to Double (2X) SVI Competitive Incentive (2XSVI) SVP Plus Program that will Continue Unchanged Renewal Value Incentive (RVI)

Channel Value Rewards (CVR) ...a novi SW program u 2017 Channel Value Rewards (CVR)

Channel Value Rewards (CVR), umjesto Software Value Plus (SVP) Current Incentive Names New Names Being Introduced Beginning April 2017 GB Instant Rebate Channel Value Rewards (CVR) – Commercial & Enterprise Focus SVI ID & Sell SVI Sell Only VAP for Government SVP Small Deal Rewards SVP Rewards for New or Reactivated Customers Channel Value Rewards (CVR) – Sales Channel Value Rewards (CVR) - Sales Assist Channel Value Rewards (CVR) - New Client VAP Industry Authorization Capability Authorization Channel Value Rewards (CVR) - Solutions IBM Big Data & Analytics © 2013 IBM Corporation

OPP je u sistemu važeč 180 dana Promjene u programima Channel Value Rewards – Sales, Sales Assist, & New Client Single registration process including GOE user opportunities IBM will tell you at time of registration if opportunity is GOE or Non-GOE and reconfirm at time of transaction No need to re-register or apply if opportunity converts from resell to assist Removal of 15 day rule Channel Value Rewards – Sales (Non-GOE) Automated claim process -- VAD adds opportunity # to order, no other action required BPs choose frequency of fee payments Weekly, monthly, or quarterly giving better line of sight and control of cash flow Elimination of sales documentation requirements Channel Value Rewards – Sales (GOE) & Sales - Assist No change in current process April 10 Worldwide! OPP je u sistemu važeč 180 dana IBM Big Data & Analytics © 2013 IBM Corporation

Koliko partner zasluži kod prodaje IBM SW? Margine kod prodaje SW novih licenci Margine kod prodaje SW S&S 2017 New License (Early April) Commercial % Channel Margin 5* Channel Value Rewards – Focus on Commercial and Enterprise 15 Channel Value Rewards – Sales and Assist 25* Channel Value Rewards – Solutions 2017 S & S (Early April) Commercial % Channel Margin 3.5* Channel Value Rewards – Focus on Commercial and Enterprise 10 Channel Value Rewards – Software Renewals 15* * Visina margine je dogovor između distributera i partnera – ovaj iznos je cca vrijednost koju može partner očekivati

Primjer zarade partnera (prodaja Commercial koristniku) U slučaju prodaje SW novih licenca u BIH, partner nema avtorizacije (nema certifikata) U slučaju gdje partner prodaje nove licence u BIH bez avtorizacije, to je da je samo registriran kao naš partner ali nema registriranih skilova, partner može kod prodaje zaslužit samo marginu, koja je plačena od IBMa distributeru, a točan dogovor, koliko če partner dobiti, je između vas/partnera i vašeg distributera. END USER cijena =100k; BP MARGINA koji zasluži =cca 0,2* 100= 20k U slučaju prodaje SW novih licenca u BIH, partner IMA avtorizacije po produktnim grupama: Partner napravi certifikate sa kojima je avtoriziran za specifičnu produktnu grupu koju će prodat. Partner zasluži marginu I INCENTIVE. END USER cijena kod Government klienta =100k; BP MARGINA koji zasluži =cca 0,2* 100= 20k; INCENTIVI=cca 0,2/0,25*100=20k-25k, partnerjeva zarada= 40k-45k MARGINA koja je u dogovoru sa vašim odabranim SW distributerom, cca 20% End User cijene + INCENTIVES koji su cca od 20% do 25% End User cijene

MySA – novi tool za partnere GPP  My Sales Activity Planiran deployment do kraja novembra 2017 – u valovima NAJAVE PARTNERU sa strane IBM: MySA najava - email poslan odprilike 30 dana prije instalacije novog alata Email poslan 10 dana prije instalacije toola Welcome to MY SA – email poslje instalacije https://www-356.ibm.com/partnerworld/wps/servlet/ContentHandler/my-sales-activity-overview

Dodatne informacije Title text Arial 28 pt Steps to resell in Open Distribution countries https://www-356.ibm.com/partnerworld/wps/servlet/ContentHandler/svp_open_products Channel Value Rewards www.ibm.com/partnerworld/svp MySA https://www-356.ibm.com/partnerworld/wps/servlet/ContentHandler/my-sales-activity-overview Ako imate pitanja na koja ne nađete odgovor u prezentaciji ili na gornjim linkovima prosljedite pitanje na IBMSWBP@us.ibm.com Stupite u kontakt sa vašim distributerom ili IBM Software Channel Business Partner Representativom (mateja.gorse@si.ibm.com) Heading title: Arial 16 pt Bold Bonet ium essi nullam fitispis dolorem Cui consenita pro volupitio explia duciu.