1. Marie-Jo Boudry / Klaus Hickl
Q4 Incentive for SMB BP OO opportunities … don’t miss this chance to drive incremental business …
Marie-Jo Boudry / Klaus Hickl

2. Q4 Incentives for BP OO opportunities
Objective
- Use CHANNEL to close additional business in Q4, to cover the revenue gap in SMB
Offering
- 10% additional rebate for selected opportunities closed in September by the BP (Gross billed)
- SMB New licences only
- Small deal size (capped at 500 K$)
- Non I and J, non ELA
Nov 1st to Dec 31th
Valid for both IOT‘s
Criteria's for Selection of opportunities (SCOPS picture as of Oct 24th)
- Q4 Upside, not in Roadmap BP OO opportunities
- Q1/06 Forecast at Risk, Upside, and not in Roadmap BP OO opportunities
- Lists sent to the regional Channel sales manager on Oct 26th, sorted by country / SSR-BP and BP

3. Process for Implementation
VADs complete official claim form between 1st and 14th Jan 06, and send to CF by close of play on 15th Jan.
- Customer Name and PA Agreement & Site number (SAP ID)
- Reseller Name and SAP Identification number (SAP ID)
- Sales order number
- IBM Invoice number
- Siebel Opportunity number (to be given to VAD by reseller)
- Value of order, date of order
Scops View on Jan 16th, with all BP OO WIN opportunities
- The reseller MUST update the opportunities (as won) through PWLM
- If BP is not PWLM, the SSR-BP can update on behalf of the BP (as usual)
Dublin checks the 2 files to approve eligible opportunities for this promotion
- Rebate to be paid to the VAD before March 30th
- Recommendation to the VAD is to transfer 8% to the reseller

4. Your role as SSR-BP
Look at all opportunities related to your reseller(s)
Go and communicate the offering to your preferred reseller
THERE WILL NOT BE ANY OTHER COMMUNICATION
Sell this promotion …. for incremental business
Work as usual to help them to close opportunities
And … update the opportunities in SIEBEL through PWLM as WON
Team with your CAM’s on this initiative, to be sure that all opportunities are covered
OVER ACHIEVE your Q4 target !!!