1. Hardware Business Partner Opportunity Management Simplification
Business Partner Overview
January 2016

3. Hardware Business Partner Opportunity Management Simplification
What’s changing for Hardware?
IBM is simplifying how Hardware opportunities identified by Business Partners and IBM are managed in the IBM opportunity management system
Note: The changes highlighted in this document do not apply to Business Partner opportunities identified for Software or Global Technical Services (GTS)
When will these changes happen?
The changes to the Hardware opportunity management processes were effective June 30, 2014 and apply to opportunities from that point forward.
Why is Hardware making changes to Business Partner opportunity management?
IBM wants to simplify the opportunity management process for our Business Partners and for IBM sellers which will save time, reduce costs, and speed up the sales process.
In addition, Hardware’s sales engagement with Business Partners and sales management system improves as the quality and clarity of opportunity information increases. Under the premise "less is more", the changes aim to ensure opportunity records better reflect the current status of transactional activity and the co-selling alignment between Business Partner and IBM sellers.

4. Benefits of Changes to Opportunity Management
Business Partner Benefits:
Reduce cost of doing business with IBM
Administrative expenses reduced
Business Partner only required to provide information about a transaction ONCE.
Business Partner motivated to produce
transaction information via Deal Registration
Access to preferred pricing.
IBM Benefits:
Significant reduction in duplicate pipeline – More
accurate view of real pipeline.
Eliminate the need for IBM sellers to create records for Business Partner transactions in order to manage the pipeline.
Ability to use Business Partner transaction records in support of IBM cadence process/forecasting/load commits
Reduced cost of doing business

5. Business Partner Opportunity Management Process Flow *
Business Partner Opportunity Identifier
Opportunity Creation
Deal Registration
Deal Reg. process captures relevant oppty data
Oppty record created in SalesConnect for IBM Business Partners
SalesConnect record created for approved deal registration opptys
Business Partner Seller submits Deal Reg request
IBM
approves/rejects Deal Reg request
Business Partner Seller
Business Partner not required to manage transaction records below deal reg level with the exception of co-marketing opportunities and leads passed by IBM
IBM SalesConnect
Oppty Progression
SalesConnect for IBM Business Partner records available in IBM Sales Connect
Hardware Sales Management System
IBM seller closes out transaction records as won/lost/other
IBM Seller clicks “add me” button to gain access to oppty record
IBM seller uses oppty records to create:
Trans. Roadmap PV
Commit/ Load Fcst
IBM Seller updates to SalesConnect remain in SalesConnect
Unmanaged oppty records closed when deal reg expires
Our Sellers understand that reflecting accurately the status of their opportunities in SalesConnect on a weekly basis is mandatory and these changes will help that process.
IBM Seller
Hardware BSS
Client Rep
IBM Seller manages updates to records in SalesConnect
* Where applicable.

6. What are the Key Changes for Business Partners?
Business Partners will:
ONLY be required to create SalesConnect for IBM Business Partners opportunity records for Hardware opportunities that fit one or more of the following conditions:
the Power, Storage or System x opportunity qualifies for deal registration OR is above $100K (USD or local currency equivalent) in countries without deal registration
the System z opportunity is above
$250K (USD or local currency
equivalent)
the opportunity was identified through demand generation programs which utilized IBM co-marketing funds per Terms & Conditions requirements
ONLY be required to progress and close opportunity records that fit one of the following conditions:
The opportunity is for a lead passed by IBM and accepted by the Business Partners
the opportunity was created through demand generation programs which utilized IBM co- marketing funds
Be required to create separate opportunity records in SalesConnect for IBM Business Partner for multi- brand opportunities which include Hardware and any other IBM brand

7. What are the Key Changes for IBM Sellers?
IBM Sellers will:
Have responsibility for the quality of the overall pipeline in their territory
Have the ability to use IBM SalesConnect to manage the
opportunities created by Business Partners
Have the ability to create transaction records on behalf of Business Partners who do not have access to GPP
Continue to engage Business Partners in leads/opportunities they identify

8. (USD or local currency equivalent)
Opportunity Record Management for Countries WITH Deal Registration:
The tables below summarize how Business Partners should create and manage opportunity records for Hardware opportunities identified by Business Partner Sellers and through co-marketing activity
Business Partner Identified Opportunities: IBM Power, Storage and System x
Opportunity Qualifies for Deal Registration
Opportunity Does NOT Qualify for Deal Registration
Opportunity Record Creation
Opportunity Record Progression
North America
Business Partner submits deal registration request in Deal Registration Portal
Transaction record auto- created in SalesConnect for IBM Business Partners for approved deal registration
Business Partner does NOT progress or close opportunity record
IBM seller has ability to manage progression and closure of opportunity record >$100K
Business Partner only required to create opportunity records for opportunities identified through co-marketing activity
Business Partner required to progress and close co-marketing opportunity records
All other Countries
Business Partner creates opportunity record in SalesConnect for IBM Business Partners
Business Partner submits deal registration request in SalesConnect for IBM Business Partners
Business Partner required to progress and close co-marketing opportunity records
Business Partner Identified Opportunities: System z
Opportunity is ABOVE $250K
(USD or local currency equivalent)
Opportunity is BELOW $250K
Opportunity Record
Creation
Opportunity Record Progression
Opportunity Record Creation
Progression
All Geographies
Business Partner creates opportunity record in SalesConnect for IBM Business Partners.
Business Partner does NOT progress or close opportunity record
IBM seller has ability to manage progression and closure of opportunity record >$250K
Business Partner only required to create opportunity records for opportunities identified through co-marketing activity
Business Partner required to progress and close co-marketing opportunity records

9. (USD or local currency equivalent)
Opportunity Record Management for Countries WITHOUT Deal Registration:
The tables below summarize how Business Partners should create and manage opportunity records for Hardware opportunities identified by Business Partner Sellers and through co-marketing activity
Business Partner Identified Opportunities: IBM Power, Storage and System x
Opportunity is ABOVE $100K (USD or local currency equivalent)
Opportunity is BELOW $100K (USD or local currency equivalent)
Opportunity Record Creation
Opportunity Record Progression
All Geographies
Business Partner creates opportunity record in SalesConnect for IBM Business Partners
Business Partner does NOT progress or close opportunity record
IBM seller has ability to manage progression and closure of opportunity record >$100K
Business Partner only required to create opportunity records for opportunities identified through co-marketing activity
Business Partner required to progress and close co-marketing opportunity records
Business Partner Identified Opportunities: System z
Opportunity is ABOVE $250K
(USD or local currency equivalent)
Opportunity is BELOW $250K
Opportunity Record Creation
Opportunity Record Progression
All Geographies
Business Partner creates opportunity record in SalesConnect for IBM Business Partners
Business Partner does NOT progress or close opportunity record
IBM seller has ability to manage progression and closure of opportunity record >$250K
Business Partner only required to create opportunity records for opportunities identified through co-marketing activity
Business Partner required to progress and close co-marketing opportunity records

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