1. 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.

2. 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

3. 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

4. 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.

5. Select “Create a new sales quote”

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

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

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

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

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

11. Software Quote and Order tool for SaaS Solution Provider

12. 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

13. Create a Software as a Service Solution Provider Quote Type

14. In Parts and pricing Tab, Browse Software as a Service

15. Expand Tivoli Software
C&SI Available SSP SaaS offerings

16. 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

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

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

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

20. BACKUP
IBMer Guide to the PGS mirror

21. Log into the DSW Online site, using your userid

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

23. 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

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

25. 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 ***