it pays to be an ibm business partner and here’s why · earn kyi points for successfully...
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It pays to be anIBM Business Partner...and here’s why...
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It pays to be an IBM Business Partner...and here’s why...PREV NEXT HOME
Working with IBM, you’ll have access to the best people, technology and facilities.
You’ll be able to offer competitively priced hardware, software, support and solutions, underpinned by IBM's pedigree and supported by a wide distribution network.
There are rich margin, incentive and rebate schemes, as well as technical and commercial training and support. And we’ll keep you up-to-date on our new technology, offerings and services. You’ll have everything you need to deliver
world-class IT regardless of whether you’re a small, medium or large sized company. We have something that’s right for you and we’ll be there every step of the way to help you grow your IBM business.
So read this and see for yourself the number of ways in which IBM is investing in you to ensure that it pays to be an IBM Business Partner.
Working with us.
It pays to be an IBM Business Partner...and here’s why...PREV NEXT HOME
IBM PartnerWorld Programme.
Team with IBM and put the power of one of the world’s most respected technology brands behind your business.
• Selling resources.• Products and services.• Industries.• Competitive and market insight.• Technical resources and support.• Training and certification.• Live chat programme support.
You need to register to start benefiting from the resources available!
PartnerWorld Contact Services: (01256) 344500
We help you learn.
Register today at: ibm.com/partnerworldU
PartnerWorld video: watch it hereM
It pays to be an IBM Business Partner...and here’s why...PREV NEXT HOME
IBM ServicePacs are pre-packaged IT support services available from IBM Business Partners.
They are a simple, cost effective way for your customers to protect their investment in IBM technology, and maximise the business benefit through industry-leading service support. IBM ServicePacs are suitable for clients of all sizes, from individual consumers to large corporations, and offer convenience and ease of use.
• Contracting for support services has never been • simpler – each ServicePac is a self-contained • contract, with a fixed price, a fixed term and a • predefined scope. • Easy to order – each ServicePac option has a • part number and can be ordered alongside • the hardware. • Quick and simple registration – customers can • register online in seconds. • Tried and trusted services brand – IBM • ServicePacs are a well-established offering.
IBM ServicePacs provide the following IBM support services:
• IBM warranty maintenance upgrades. • Post warranty maintenance on IBM and • non-IBM equipment. • SW support. • Combined HW and SW support with our new • Essentials and Virtualised Essentials • implementation services.
What are ServicePacs?
More about IBM ServicePacs: click herec
For ServicePac part numbers and pricing visit the IBM ServicePac Selector Tool: click here
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It pays to be an IBM Business Partner...and here’s why...PREV NEXT HOME
Pre-Sales Advisor Tool. What is the Pre-Sales Advisor Tool?
• An integrated and easy-to-use website providing • configuration, stock availability and competitive • sales information.
• Provides a one-stop-shop for information on the • IBM System x and Storage product ranges • enabling you to:
- Build IBM System x, Storage or - BladeCenter solutions. - Offer technical information to your customers. - Provide IBM key selling points against the - main competitors. - Secure messaging / trusted configuration exchange.
- Check stock in the channel and where it’s held. - Links to additional key sources of - information / support.
Pre-Sales Advisor Tool: register hereU
We help you sell.
More demos / education: click herec
Pre-Sales Advisor Tool video: click hereM
It pays to be an IBM Business Partner...and here’s why...PREV NEXT HOME
The IBM Co-Marketing Centre (CMC).
The IBM Co-Marketing Centre (CMC) is your one-stop resource for professional, ready-to-go campaign materials that can be customised for your company to help you save money and get to market quickly.
How it works: • You can quickly and easily change the • appearance, messages and images of
• IBM-provided campaign materials to create a • unique and high-quality version of your own. • When ready, you can fulfill your email or print • order directly online.
• Get started! All IBM Partners can access the • Create & Design Materials on CMC. Just log on • via IBM PartnerWorld – no registration required.
Ready to use direct to customers.
It pays to be an IBM Business Partner...and here’s why...PREV NEXT HOME
Overcome budget objections.
IBM Global Financing (IGF) can help you to:
• Improve cashflow and debtor days – • when your sales are financed through IBM Global • Financing and your customer accepts and signs • the COA, we pay you immediately following your • invoice, almost certainly more quickly than your • normal customer terms. • Improve win rate with less discounting – • offer customers a payment holiday or 0% interest • rather than a discount. • Increase margin – qualify for commission on • the finance deal for your solution with a Reseller • Agreement (SRA). • Overcome financial objections – by • spreading the cost over time, or delaying the • start of payments. • Use a Fair Market Value (FMV) lease to • minimise technology obsolescence - an FMV • lease allows your customers to keep up-to-date, • pay for the depreciation in value, not the • ownership, and take the benefits of new • technology as it becomes available without
• disposal worries. It’s often cheaper than buying. • Place 2nd user IBM equipment from IGF • where appropriate - a good alternative where • budget is restricted. Most certified preowned • equipment is refurbished in plant and offered with • a guarantee.
Financing through IBM Global Financing is on the total IT solution. You can offer financing through IGF on most IBM and non-IBM IT components including partner provided services.
To find out more about IBM Global Financing, SRAs and how to register for the Rapid Online Finance tool, call 0870 870 8760 or email [email protected].
All IGF financing is subject to customer credit evaluation. Further terms and conditions may apply.
See IGF current offers and promotions here
It pays to be an IBM Business Partner...and here’s why...PREV NEXT HOME
The Deal Registration Reward Programme.
Deal Registration Deal Registration is designed to give you complete peace of mind when it comes to getting rewarded for the business you bring in. So you can concentrate on bringing in even more.
• Improve the speed of doing business. • Know what discounts you’ll get – right from • the start. • An approved Deal Registration entitles you to • earn more margin with:• - The Registration Adder in Value Seller Plus (8%).• - Access to Special Bid pricing if required. • Deal Registration also gives you protection, as • IBM will not give the Registration Adder or Special • Bid pricing to any other Partner for the same • opportunity for a minimum of 6 months.• - Protects your investment in the opportunity.• - Reduces risk of margin erosion.
How do you sign up? Your account manager or distributor can guide you through the process for the first time.
Earn more margin.
It pays to be an IBM Business Partner...and here’s why...PREV NEXT HOME
10 x 4 video: watch it hereM
10 x 4 volume incentive plan.
The 10 x 4 incentive plan rewards Business Partners as they develop their IBM business. Working together, we can help to grow your business through improving knowledge of IBM products and services, making it easier to engage with us, and giving you the opportunity to earn more.
Receive up to 10% rebate for growing your business!
Choose which target level you would like to achieve, Top, Middle or Entry, based on your skills. Use an easily accessible skills roadmap for each brand allowing you to achieve higher margins.
Track your progress during the quarter. Automatically receive your rewards from Distributor.
Note: Top and Middle level targets and the higher rebates associated with them are only available during the first and second months of the quarter respectively. The average rebate for Partners reaching their IBM System x target was £1,551.25*!
To encourage.
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*Based on conversion rates retrieved September 13th 2012.
It pays to be an IBM Business Partner...and here’s why...PREV NEXT HOME
Enable and incentivise your sales staff and increase your IBM revenue with IBM’s Sell 4 Success and Teaming for Success Programmes.
Sell 4 Success Sell 4 Success is an incentive and enablement based programme for Distributors and Resellers of IBM products within the UKI. Companies and individuals are placed into one of ten League Tables and can log their IBM sales on a monthly basis to earn Sell 4 Success points. The top performers each month are rewarded with £80 worth of KYI points to spend however they wish!
Regular communications from the Sell 4 Success team, including face-to-face presentations and monthly e-newsletters, combine to educate sales staff on IBM’s enablement tools and to help motivate and boost sales.
To find out more, contact Sarah Open: [email protected]+44 (0)1373 469266
Teaming for Success Teaming for Success is an education and enablement programme designed for IBM software Resellers.
By providing training and assistance through on-site meetings and regular communications IBM helps Business Partners get the most out of the tools on offer.
Enablement tools such as PartnerWorld, Co-Marketing, Global Partner Portal and Web Syndication are covered and direct links are provided to reduce time spent searching for information.
To find out more, contact Emma Goss: [email protected]+44(0)1373 469272
To encourage.
It pays to be an IBM Business Partner...and here’s why...PREV NEXT HOME
The Know Your IBM (KYI) Reward Programme.
Why join KYI? Because you earn reward points. You get the understanding and the key selling messages that help you sell more IBM products – and we pay you for it.
Earn KYI points for successfully completing online training modules and registering sales of eligible IBM products. KYI modules are released periodically during the year and cover IBM offerings, products and information, to enable you to increase your sales in today’s competitive marketplace. As you learn about IBM, you can earn more KYI points by registering your eligible sales. Complete just four learning modules to unlock the sales rewards.
You can earn up to 30,000 KYI points in sales rewards each quarter. Each correctly completed short online module can earn you up to 50 KYI points. Combine all your KYI points to get bigger and better gifts.You’ll never be unable to use all your KYI points. Exchange your points for
hundreds of items in our online catalogue or transfer them to a reloadable Visa or Mastercard that can be used in thousands of stores internationally.
Three simple steps to start earning with Know Your IBM today: • Register with IBM PartnerWorld.• Log in to Know Your IBM.• Start earning rewards.
Start earning rewards today at ibm.com/partnerworld/knowyouribm
You must have permission from your local management to participate in KYI.
A thank you.
Know Your IBM (KYI) video: watch it hereM
Earn rewards today: click here
It really does pay to be an IBM Business Partner.
It pays to be an IBM Business Partner...and here’s why...PREV NEXT HOME
Because we help you learn about the products and services you’re selling, and the markets you’re competing in, so you can sell even more.
Because we give you useful sales and marketing tools to help you manage and promote your business, so you can run things more efficiently and attract more customers.
Because not only do we make it easier to sell our products and services, we also reward you well, and fast, for doing so.
At Art of Computing we have been an IBM Business Partner since 2004 and have benefited from the support of the Business Partner team at IBM. We use the various IBM promotions and incentives to help us achieve the best price for deals and we also use IBM Global Financing to support some of the sales we have closed as it benefits our own cashflow and our customers’ budgeting requirements.
Costas Galonis Art of Computing
So. Why IBM?
© Copyright IBM Corporation 2012
IBM United Kingdom Limited PO Box 41 North Harbour Portsmouth Hampshire PO6 3AU
Produced in the United Kingdom December 2012All Rights Reserved.
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