1. IBM Global Financing IBM Asset Recovery Solutions
“The Future is Green with IBM”
ibm.com/partnerworld
4/3/2019

2. The Future is Green with IBM
Growth. Increase sales by solving a key business challenge.
Revenue. Close more deals with IBM Asset Recovery Solutions.
Earnings. Achieve greater profit margins – speed up your clients’ purchase cycle.
Environmentally Compliant. All disposed systems are handled with our premier process.
New Opportunity. Access new clients by offering a total solution they can afford.
ibm.com/partnerworld/financing
4/3/2019

3. What’s happening with IT disposal? What do customers want?
e-Waste is the topic of the times
93M assets being removed WW in 2006
36M in Americas alone growing 8% last year
Customers looking for a comprehensive solution for asset management from acquisition through disposition
Environmental and data security laws proliferating and varying by geography and region
What do customers want? (IGF research study)
Minimize data security exposures and environmental risk and costs
Maximize asset value
What do customers need in a disposal vendor (according to Gartner and other industry analysts):
Financial strength, Environmental leadership, Operational excellence
ibm.com/partnerworld/financing
4/3/2019

4. Asset Recovery Solutions – Customer Priorities
#1 Minimize Data Disposal Risks
#2 Minimize Environmental Risks
ARS provides:
Best practices in asset recovery & disposal processes
ISO 9001 / certified environment
A well established environmental management system
Compliance with applicable environmental regulations
Certificates of destruction when scrapped
ARS provides:
3x overwrite to DoD standards
Higher levels of overwrite (7x) if required
Certificates of Disk Overwrite
#3 Minimize Disposal Costs
#4 Maximize Asset Value
ARS provides:
Flexible options to support unique customer needs & fast system disposal
Leverages IBM's large scale remarketing capabilities to access a robust breadth of sales channels
Utilizes existing scrap capabilities to drive down costs
ARS provides:
Optimized buyback values through an extensive, global trading network
Well-developed routes-to-market connected by a robust e-business backbone
Leverages more than 20 years of experience reselling end of lease assets
Customer Priorities – 1 through 4 and how ARS addresses
ibm.com/partnerworld/financing
4/3/2019

5. IBM Asset Recovery Solutions Offerings
Three core disposition offerings to respond to customer requirements
Buyback
Upfront negotiated pricing for assets in inventory
IGF holds risk of asset value at time of resale
Customer knows upfront what value they will receive for returned assets
Disposal
Negotiated pricing for non-marketable assets in inventory
IGF disposes of non-marketable assets in compliance with applicable environmental laws and regulations
Security
Data disposal – disk overwrite
Compliant with US DoD standards
Helps provide customers a safe and effective way to dispose of their data
Additional Services
Packing & transportation: dock packing and dock to dock transportation for assets
“To optimize TCO benefits, companies require a corporate standard disposition strategy” ~ Gartner Group
ibm.com/partnerworld/financing
4/3/2019

6. IBM Express Asset Recovery Services
IBM Express is a suite of services and offerings for mid-sized clients’ end-of-life products including:
Buyback services
Disposal services
Disk overwrite services
Packaging & transportation
Express characteristics
Easy web access for pricing of assets with value and to facilitate disposal of assets
Scaleable from assets, available for single or multiple shipments
Compliant with applicable environmental laws and regulations
Enhancing IT security, dependability and compliance
Customer Value
Secure and environmentally compliant means to dispose of unwanted IT assets
Single trusted and experienced partner to take responsibility for asset disposal
Business Partner Value
Increased sales - Facilitates the movement of older IT assets and freeing up critical resources for new assets
3% lead referral fee - For any leads that close in an IBM Asset Recovery Solutions contract
Influence purchase of new equipment as well as new leases; key service for competitive win back by offering to buy out competitive install and replace with new IBM.
ibm.com/financing/partner/us/recovery/referralfee.html
ibm.com/partnerworld/financing
4/3/2019

7. 3% Reseller Referral fee
We pay a 3% Lead Referral Fee to Business Partners for customer leads that close in an ARS contract.
ibm.com/partnerworld/financing
4/3/2019

8. Benefits to Resellers
Increases offerings and total solutions available for resellers to offer
Provides a way to speed up the purchase cycle for end user customers by removing disposal issues
Ties customers more closely to resellers for their total life cycle solutions from purchase to disposal
Provides additional income / profit potential for additional services
Helps accommodate global customers with a single point of contact
Helps resellers get rid of their own excess and used equipment
ibm.com/partnerworld/financing
4/3/2019

9. ibm.com/financing/partner/us/recovery
For more information
ibm.com/financing/partner/us/recovery
Guess which one won't increase in value
Your old PCs aren't like a fine wine or a vintage car. Their value will never go up, and will eventually dwindle to zero. For example, look at what's happened to resale prices on these three-year-old systems in just nine months:
System Description May Jan 2007
Dell Notebook P2000 $323 $213 (-34%)
IBM Thinkpad P1000 $176 $150 (-15%)
Compaq Desktop P1.13 $ $ 17 (-51%)
ibm.com/partnerworld/financing
4/3/2019