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

2. 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
Source: Use this area to add source information. Delete this text when no source listed
Master Draft 1 2

3. 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

4. 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

5. 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)

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

7. 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

8. 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

9. 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

10. 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

11. MySA – novi tool za partnere
GPP  My Sales Activity
Planiran deployment do kraja novembra 2017 – u valovima
NAJAVE PARTNERU sa strane IBM:
MySA najava - poslan odprilike 30 dana prije instalacije novog alata
poslan 10 dana prije instalacije toola
Welcome to MY SA – poslje instalacije

12. Dodatne informacije Title text Arial 28 pt
Steps to resell in Open Distribution countries
Channel Value Rewards
MySA
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