1. SHABEER MOHAMED K. October 18th 2013
Software Subscription & Support Maximizing the value of your IBM Software investment

2. Agenda Your IBM S&S Point of contact
Channel Renewal Cycle – Best Practice
Advantage of reaching customer well in advance.
Advantages & Disadvantages of S&S
Questions
Thank You

3. Your IBM S&S Point of contact
SHABEER MOHAMED K.
ISA RENEWALS (S&S) MANAGER
Mobile:
THERESA S BARNES (SHYLET)
Enterprise Account Manager (S&S)
Phone:
Mobile:
My IBM Page-

4. Your IBM S&S Point of contact
Shalini Singh
(South – Key Accounts)
Phone
Mobile:
My IBM Page:
Ritu P Neog
(West – Key Accounts)
Phone:
Mobile:
My IBM Page:
Soma Das (East – Key Accounts)
Phone:
Mobile:
My IBM Page:
MISRA, MONIPARNA G
(North – Key Accounts)
Mobile:
My IBM Page:

5. Your IBM S&S Point of contact
Aradhana Jha
(North – Territory)
Phone:
Mobile:
My IBM Page:
Reshma Debbarman
(West – Territory)
Phone:
Mobile:
My IBM Page:
Shwetha Gowda
(South – Territory)
Phone:
Mobile:
My IBM Page:
Leena Surendran
(Small Deals/ Volume/Acquisitions)
Phone:
Mobile:
My IBM Page:

6. Your IBM S&S Point of contact
Bharat Thimmaiah
(Small Deals / Channels Management / ISS Renewals)
Phone:
Mobile:
My IBM Page:
Veerendra K Kolla
(Reinstatement)
Phone:
Mobile:
My IBM Page:

7. Channel Renewal Cycle – Best Practice
Are there any
orders that are
“With Sales for Review”?
Is there a large
deal in play?
Confirm with Renewal
Rep we have send to
CEO and/or CIO?
Is the client
committed
to renew?
Ensure you’re across
all renewals for the qtr.
Have we asked SWG
Exec to call on
the client?
Renewal Notice
Support
Extension
Letter
Confirmation
Letter
Reinstatement
Quotation
-180 Days
-90 days
-30 days
-10 days
GPE (Grace Period Extension)
+90 days
Client Call
75 days
Expiration
Access to
Renewal Quote
BPs should start calling
Customers 6 months in
advance
Client no longer
entitled to support.
Check with Software Renewal
Rep on whether end
user has raised any PMRs
Resend confirmation
letter if necessary.
Reinstatement
pricing should client
want to renew at
a later date.
Schedule a BOM review
with top accounts & IBM
Renewal Rep
Confirm if your customers
is a part of the WW Strategic
Account List?

8. Advantage of reaching customer well in advance.
We have enough time to close the deal.
There is no lapse of support
There is no rejection of support
Price will be valid

9. Why is Subscription & Support Important to Partners
Protect and grow your renewal revenue
S&S Renewal is a reason to revisit your client.
S&S a compelling event and a clear deadline
Strengthen customer loyalty
Provides up-sell and cross-sell opportunity
Reinstate lapsed licenses
Uncover services opportunities
It allows you to grow your installed base
Understand your client’s technology plans
Every year the customer doesn't upgrade costs increase

10. Advantages & Disadvantages of S&S-

13. Disadvantages if not covered under S&S
Re-instatement cost will be around 3x the amount of their yearly renewal cost
Loss of New Software Features & Functionalities
Non availability of IBM Technical Resources
Software Compliance Concerns
Risk & Cost involved when a production environment fails with no support contract in place.
Employee Satisfaction & Productivity (eg. running old versions)
Revenue loss