1. IBM Channel Marketing Speed Sheet – System x TOP ACTIONS NameDescriptionDateAnnouncement Letter Number Key Q4 Channel Plays 1.Blade Competitive 2. Blade Harvest 3. Virtualization and SCON 4. Database serving 1. Attack competition with the new product announcements. 2. Move existing BC customers to the next generation of hardware. 3. Win back customers using the System x and BladeCenter value propositions such as quad-core using PowerExecutive. 4. Sell System X scale up hardware as MS SQL customers migrate to SQL Server 2005. 10/01/07- 12/31/07 See Q4 System x and BladeCenter ePlaybook on PartnerWorld for full play detail and collateral. IBM Blade and BladeCenter Growth Offering Eligible IBM Business Partners who are approved to remarket Blade and BladeCenter products can receive a quarterly incentive payment if they: have achieved Member, Advanced, or Premier level membership in PartnerWorld no later than the end of the prior quarter, reported a specified minimum in End-User sales revenue for qualifying new IBM System x, BladeCenter, and/or IntelliStation products invoiced in the prior year or the prior quarter, and meet a defined quarterly EDI or Web-based reported End-User sales revenue target for eligible new IBM Blade and BladeCenter products. Announced 10/22/07 507-670 IBM System x3850 Server Promotion Eligible IBM Business Partners can receive a rebate for the sale of selected eligible new IBM System x3850 servers. Expires 12/31/07 507-666 Modification: IBM BladeCenter Chassis Business Partner incentive Eligible IBM Business Partners can receive an incentive payment for the EDI or Web-based reported sale of an eligible new IBM BladeCenter Chassis product to an End User who has not acquired any IBM BladeCenter Chassis products for their End-User location in the 12-month period prior to the date the Business Partner nominates the end user for IBM approval. Modified on 9/25/07 507-658 NEW IBM BladeCenter Open Fabric Manager Eligible IBM Business Partners can receive a rebate for the sale of eligible new IBM BladeCenter Open Fabric Manager software. Expires 12/31/07 507-703 IBM BladeCenter HS, HS21 XM, LS21, LS41 and HC10 promotion Eligible IBM Business Partners can receive a rebate for the sale of selected eligible new IBM BladeCenter servers Expires 12/31/07 507-693 IBM BladeCenter storage promotion Eligible IBM Business Partners can receive a rebate for the sale of selected eligible new IBM BladeCenter storage options. Expires 12/31/07 507-697 Incentive: IBM System x Business Partner Growth Incentive Comprehensive sales plan incentive for all IBM Business Partners approved to market IBM System x product. 7/03/07- 12/31/07 IBM07-618 or 507-588 Updated Incentive: SMB New Customer Bonus $500 to $5,000 payments potentially totaling $12,250 for SMB New Customer sales of System x, PWS, and Blades. Updated on 9/25/07 507-657 Incentive: System x Express Seller 2% incentive payment on eligible Express Model sales after $5K in sales of eligible products. 7/03/07- 12/31/07 IBM07-620 or 507-590 ENABLEMENT DEPLOYMENT 2007 PartnerRewards Program - Benefits for System x Resellers The 2007 PartnerRewards Program now offers a set of Fixed Benefits to IBM Business Partners, including new benefits for System x Business Partners. These benefits, consisting of discounted Education Vouchers and IBM Marketing Center Funds based on your PartnerWorld level and revenue attainment. See Channel Communication Letter CC0704-077 for details. System x and BladeCenter Business Partner Guidebook–V6 This guidebook provides many of the resources you need to help your partners succeed selling xSeries and BladeCenter. https://www.developer.ibm.com/partnerworld/mem/pat/pat_sas_x.html VERSION 7 coming in August! https://www.developer.ibm.com/partnerworld/mem/pat/pat_sas_x.html Blade Rage & MP Mania Conference Call Call held on October 5. Replay available: http://partners.boulder.ibm.com/pi/pidie04.nsf/4815BF5227C5B4A0852564A80050EFF8/EE46C9B8FD3699F38725727C004A4 004?OpenDocument System x Enterprise Server Sales Kit “ The one stop HE shop for sales resources” http://www- 1.ibm.com/partnerworld/sales/systems/myportal/_s.155/307?navID=f220s240&geoID=All&prodID=System%20x&docID=sxbcEnt erpriseSrvrsk.skit&docType=SalesKit&skCat=DocumentType Education - xTidbitsxTidbit podcasts will provide short (10-15 min) informational recordings on a single product or solution http://www- 1.ibm.com/partnerworld/sales/systems/myportal/_s.155/307?navID=f220&geoID=AM&prodID=System%20x&docID=xTidbit.skit& docType=SalesKit&skCat=DocumentType 11/27/07