1. © 2014 IBM Corporation Cloud & Smarter Infrastructure Channel SaaS Program Tool guide

2. © 2014 IBM Corporation 2 Content in this Guide Software Value Plus program uses Partner Guided Selling (PGS) Tool to process all Tier 2 SaaS Offering Quotes by the VADPartner Guided Selling (PGS) Tool SaaS Solution Provider program uses Software Quote & Order (SQO) Tool for all SaaS Solution Provider Quotes entered by an IBM RepSoftware Quote & Order (SQO) Tool SaaS Referral Program uses SaaSIncentive.com Tool to process SaaS opportunities and claims entered by Business PartnersSaaSIncentive.com Tool Backup: IBMer’s have viewer access to the PGS tool VADs use to submit request for quote for Software Value Plus to provide help as needed Guide to the PGS mirrorGuide to the PGS mirror

3. © 2014 IBM Corporation 3 VADs – Partner Guided Selling Tool Channel Program: Software Value Plus Tool: Partner Guided Selling Submitter: VAD Process:  Step 1: Log onto Passport Advantage Online ToolPassport Advantage Online Tool  Navigate the following screenshots to walk through a typical C&SI SaaS offering Quote for Software Value Plus

4. © 2014 IBM Corporation 4 There are two links to get to Partner Guided Selling – one on the left side and one on the right side. VADs - SaaS Ordering Tool

5. © 2014 IBM Corporation 5 Select “Create a new sales quote”

6. © 2014 IBM Corporation 6 Select a country from the pull down and hit the Continue button

7. © 2014 IBM Corporation 7 Navigate to the Parts and pricing tab select Browse Software as a Service

8. © 2014 IBM Corporation 8 Expand Tivoli Software to select C&SI SaaS offering C&SI Available SaaS offerings

9. © 2014 IBM Corporation 9 Each service offering can be configured to a customer’s need APM (SaaS) Example – Base Subscription

10. © 2014 IBM Corporation 10 Performance Management (SaaS) Example Base Subscription Term, Billing Frequency and Ramp Up 24 36 48 60

11. © 2014 IBM Corporation 11 Software Quote and Order tool for SaaS Solution Provider

12. © 2014 IBM Corporation 12 SSP - SaaS Ordering Tool Channel Program: SaaS Solution Provider Tool: Software Quote and Order Submitter: IBM Rep Process:  Step 1: Log onto SQOSQO  Navigate the following screenshots to walk through a typical C&SI SSP offering Quote

13. © 2014 IBM Corporation 13 Create a Software as a Service Solution Provider Quote Type

14. © 2014 IBM Corporation 14 In Parts and pricing Tab, Browse Software as a Service

15. © 2014 IBM Corporation 15 Expand Tivoli Software C&SI Available SSP SaaS offerings

16. © 2014 IBM Corporation 16 Each service offering can be configured to a customer’s need Workload Automation (SaaS) Example Base Subscription Term, Billing Frequency and Ramp Up 24 36 48 60

17. © 2014 IBM Corporation 17 www.SaaSIncentive.comwww.SaaSIncentive.com used by Business Partners to Refer C&SI SaaS Opportunities or Claims

18. © 2014 IBM Corporation 18 Channel Program: SaaS Referral Tool: SaaSIncentive.com Submitter: Business Partner Process:  Step 1: Log onto SaaSIncentive.com  Navigate the following screenshots to walk through a typical C&SI SaaS Referral opportunity registration

19. © 2014 IBM Corporation 19 Log onto www.SaaSIncentive.com Select to Register an Opportunity Select to Submit a Claim Click to Proceed

20. © 2014 IBM Corporation 20 Fill in the mandatory (‘*’) fields and the Opportunity details C&SI SaaS offerings Available for Referral

21. © 2014 IBM Corporation 21 BACKUP

22. © 2014 IBM Corporation 22 Software Value Plus as seen by an IBMer

23. © 2014 IBM Corporation 23 Channel Program: Software Value Plus as seen by an IBMer Tool: Distributed Software Online Submitter: Not Applicable (the tool is a viewer only) Process:  Step 1: Log onto Distributed Software OnlineDistributed Software Online  Navigate the following screenshots to walk through how an IBMer can look into what has been submitted by a VAD for a typical C&SI SVP quote. IBMer Guide to the PGS mirror

24. © 2014 IBM Corporation 24 Log into the DSW Online site, using your userid

25. © 2014 IBM Corporation 25 Use the “Search Customer/Business Partner by name” function

26. © 2014 IBM Corporation 26 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

27. © 2014 IBM Corporation 27 Select any one of the SAP Site Numbers for the Business Partner

28. © 2014 IBM Corporation 28 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 ***