IBM Software Group
Software Value Incentive
Ask the Experts
March 27-31, 2006
Mary Cipriani, Mary Cotham,
Chris Follansbee, Greg Milani
Software Value Incentive
03/23/2006
© 2006 IBM Corporation
IBM Software Group
Agenda
2

SVI Process overview

Where to go for more information

Call to action

Key Dates

Q&A
Software Value Incentive
03/23/2006
© 2003 IBM Corporation
IBM Software Group
Key Points To Remember
 Meet the software certification requirements (2007)
 Sell minimum $10k per sales order
 Register and be approved minimum of 30 days prior to Sales Order Date
 Be first to submit complete, validated opportunity
 Resubmit existing PWLM and ICSF opportunities to GPP
 Sell eligible products to eligible end users
 For existing Passport customers, use the Customer Account Name and
Address as appears on their Passport contract
 Use the online product table to select the correct Brand Family
 Submit eligible Sales Documentation as Proof of Performance
 Build Your Partner Ecosystem
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Software Value Incentive
03/23/2006
© 2003 IBM Corporation
IBM Software Group
Software Value Incentive Process Overview
Business Partner
applies for SVI
participation
Business Partner
registers and submits
an opportunity
IBM approves or
rejects the
opportunity
Sales/Selling process
The Sale is Won
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Software Value Incentive
 MONDAY - Enrolling in SVI
 TUESDAY - Selling eligible products to
eligible end-users
 WEDNESDAY - Submitting validated
opportunities
 THURSDAY - Submitting eligible sales
documentation
 FRIDAY - Requesting payment
03/23/2006
© 2003 IBM Corporation
IBM Software Group
Software Value Incentive Process Overview
Business Partner
applies for SVI
participation
Business Partner
registers and submits
an opportunity
IBM approves or
rejects the
opportunity
Sales/Selling process
The Sale is Won
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Software Value Incentive
 Enrolling in SVI
 Selling eligible products to eligible endusers
 Submitting validated opportunities
 Submitting eligible sales documentation
 Requesting payment
03/23/2006
© 2003 IBM Corporation
IBM Software Group
Enrolling in SVI - Prerequisites
 IBM PartnerWorld Business Partner Member level or higher
 3 Software Certifications (waived through Jan 2007)
– 2 Technical
– 1 Sales
 1 certification in each software brand for the opportunities being
submitted
 Electronic Funds Transfer for SVI Fee payments
 Internet access for the online PartnerWorld and GPP tools
– Note: Use MS Internet Explorer. Firefox and Google toolbar
integration are incompatible with the GPP application.
 1 SVI enrollment per Business Partner company per country
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Software Value Incentive
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© 2003 IBM Corporation
IBM Software Group
Enrolling in SVI - Partner
 The partner’s Authorized Profile Administrator (APA) reads
and accepts the SVI Terms and Conditions electronically
– SVI T&Cs contract available now on PartnerWorld site
 APA selects their Preferred Distributor
– If VAP, must use default choice of VAP preferred distributor.
– If not currently VAP, choose VAD
– If influence only (not fulfill), must choose ibm.com
 Business Partner’s APA and their Business Contact will
receive an email accepting or denying participation in
Software Value Incentive
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Software Value Incentive
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© 2003 IBM Corporation
IBM Software Group
Software Value Incentive enrollment screen
This is the SVI enrollment form for the Business Partner
https://www-304.ibm.com/jct09002c/partnerworld/mem/sell/sel_sip_svi_apply.html
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© 2003 IBM Corporation
IBM Software Group
SVI Enrollment and Approval – IBM SVI Admin
 IBM SVI Administrator Validates
– PartnerWorld Membership status, VAD selection, and acceptance of
SVI T&Cs
– Business Partner’s current software technical certifications which
determines their eligibility by brand to earn incentives (Jan 2007)
 If approved
– IBM creates first User ID and Password for the APA to access the
GPP tool
– Notifies the Business Partner of approval via e-mail
 APA can then grant access to GPP to additional users in their firm
 SVI Enrollment begins April 3rd
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Software Value Incentive
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© 2003 IBM Corporation
IBM Software Group
Enrolling in SVI
The GPP Business Partner positions that a partner can create include:
GPP Position
Responsibilities
Business Partner GPP
Administrator (APA)
Creates user profiles and manages them.
Business Partner Sales Rep
Creates opportunity records and edits opportunity records for
which the Business Partner Sales Rep is the primary or on the
sales team.
Business Partner Sales Manager
or HQ Sales Manager
Creates opportunity records and edits opportunity records of
Business Partner Sales Reps that report to the Sales
Manager.
Note: Additional Users need to first have an IBM Registration
ID and be listed as an employee in PartnerWorld profile.
Note: The Business Partner Sales Manager position is
hierarchical. To define the hierarchy, identify which Business
Partner Sales Reps report to a manager. This manager can
view all records that anyone identified as a report.
Business Partner Opportunity
Focal Point
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Software Value Incentive
Accepts or rejects an opportunity record assigned to the
company, create opportunity records, and edit opportunity
records. The Business Partner Opportunity Focal Point is not
required to be the primary or on the sales team.
03/23/2006
© 2003 IBM Corporation
IBM Software Group
SVI Enrollment and Approval
 Reasons why an enrollment might be denied:
– lack of required software IBM Professional Certifications
– Business Partner already in a mutually exclusive program (GSI)
 Notification from GPP:
– Business Partner firm currently using GPP (hardware BCC program) GPP Administrator is notified of enrollment
– Business Partner firm new to both SVI and GPP, IBM SVI
Administrator notifies you that you are the GPP Administrator and
instructs you to set up user profiles for your firm in GPP
 Partner’s GPP Administrator (APA) sets up userids and employee
job roles in GPP
 Users can access GPP and begin entering opportunities starting
April 10th
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Software Value Incentive
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© 2003 IBM Corporation
IBM Software Group
Software Value Incentive Process Overview
Business Partner
applies for SVI
participation
Business Partner
registers and submits
an opportunity
IBM approves or
rejects the
opportunity
Sales/Selling process
The Sale is Won
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Software Value Incentive
 Enrolling in SVI
 Selling eligible products to eligible endusers
 Submitting validated opportunities
 Submitting eligible sales documentation
 Requesting payment
03/23/2006
© 2003 IBM Corporation
IBM Software Group
Sell An Eligible Middleware Product
 Must be New License part number fulfilled via Passport Advantage:
–License + SW Maintenance, Trade Up License + SW Maintenance, Initial Fixed Term
License & Maintenance
 Ineligible Products
– Maintenance Renewals, Maintenance Reinstatements, Media/Doc packs
 Cross brand products must be ordered via Passport Advantage, and not via
hardware configurator tools
– example: WebSphere for iSeries has both PA part number and iSeries PID number
 Eligible part numbers are those in the same brand and brand family that are
registered in the opportunity
– Use the Brand Category table to ensure correct selection on the Revenue tab when
creating SVI opportunity record
 Transactions fulfilled through mutually exclusive programs (OEM) are not
eligible
 When Business Partners are fulfilling, only the transactions processed
through their Preferred Distributor are eligible for SVI fees
 When a VAP rebate is applied to a specific part number in an eligible
transaction, the revenue from that part number is ineligible for the SVI Sell
incentive if the opportunity owner is the VAP Partner
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Software Value Incentive
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IBM Software Group
Sell to an Eligible End User
 Utilize the Midmarket Help Desk to verify if an account is SMB or
Enterprise
 SVI will use the “Customer Code for BP Incentives” field
 Verify if the account is ineligible Government ISU code
– Federal Government
– State/Local Government
– some Public Hospitals, Public Schools
 When creating opportunity record in GPP, select the customer
account record that matches the customer number on the Passport
contract that will be used for the license order
 Sale cannot be to a Business Partner company that fulfills Passport
or a Business Partner company participating in SVI
 For US Business Partners, Passport ship-to location must be in US
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Software Value Incentive
03/23/2006
© 2003 IBM Corporation
IBM Software Group
Software Value Incentive Process Overview
Business Partner
applies for SVI
participation
Business Partner
registers and submits
an opportunity
IBM approves or
rejects the
opportunity
Sales/Selling process
The Sale is Won
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Software Value Incentive
 Enrolling in SVI
 Selling eligible products to eligible endusers
 Submitting validated opportunities
 Submitting eligible sales documentation
 Requesting payment
03/23/2006
© 2003 IBM Corporation
IBM Software Group
Submitting Validated Opportunities
 Submit for SVI eligibility, and be approved minimum 30 calendar
days prior to the IBM Sales Order Date
– Once an opportunity is approved for SVI eligibility, the 30 day
clock starts from the timestamp of when it was submitted for
approval.
– If an opportunity is rejected as Incomplete it returns to Draft
mode. When a partner resubmits it, and if it is then approved, the
30-day clock starts anew from the timestamp of when it was
resubmitted for approval.
– Pay close attention to 30-day requirements as Quarter-End
approaches.
 Create separate opportunity records if product is being ordered
in phased approach
 For US, opportunity total must be minimum of $10k per Sales
Order Transaction
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IBM Software Group
Submitting Validated Opportunities
An opportunity record consists of both a “Header” and associated “Detail”
records (Applets).
 The Header includes information about the end user customer, the solution, business
need, who has access and its status / control information
 Revenue applet – this is where you select information specific to the brand family and
it’s associated revenue
 Accounts applet – select the location matching the PA address
 Contacts applet – add the Approver or Decision Maker’s contact info
 Sales Team applet – select the IBMers or VAD reps you wish to have access
 Attachments applet – attach Oppty Validation Template, Sales Documentation
 Activities applet, Bid Cert Detail applet – not applicable to SVI
An opportunity record can be created as new or copied from an existing
opportunity
If creating new Account record, use full legal name, not abbreviations
See the Partner SVI Education material posted to PartnerWorld SVI site
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Software Value Incentive
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© 2003 IBM Corporation
IBM Software Group
Header Record
select oppty # to view detail records
be sure to save
Detail Record
Applets
be sure to save
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Software Value Incentive
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© 2003 IBM Corporation
IBM Software Group
Creating a New Opportunity – partner basics
 Set Timezone
 Arrange Columns
– if you’re not a Hardware Business Partner, remove BCC, hw fields
 Verify that Account is in database or create a new one
 Verify that Contact is in database or create a new one
 Create Opportunity Record
– associate Account and Contact info to Opportunity
– Description field must include BANT
– SSM stage, close date, odds
– Brand Family, quantity, price, opportunity reason
 Add Users to Sales Team
 Attach Supporting Documents and Submit for Eligibility
 Be sure to Save at every step
 To Logoff: Ctrl+Shift+X or close your browser
 Partners should reference the Opportunity Entry Template word doc &
GPP Quick Reference Card
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IBM Software Group
Updating a previously submitted opportunity
 After an opportunity is submitted for SVI eligibility, you can change
the revenue value, the odds, and the close date
 The following fields cannot be changed:
– Brand Family
– Type
– Description field
– Account Name and Address
– Additional revenue records cannot be added
 If you need to change these fields, you must create a new
opportunity
 Supporting proof of Sales Documentation can be attached to the
opportunity record at any time prior to submitting for payment
 Opportunities Rejected as Incomplete are reset to Draft mode
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Software Value Incentive
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© 2003 IBM Corporation
IBM Software Group
Defining SVI Validated Opportunity
A Validated Opportunity record must include the following information:
 Prospect’s contact information must be complete in Contact tab
– Name, Title, Email, Phone, Address
– Job Role must be Approver, or Decision Maker
 Prospect’s Company information must be complete in Accounts tab
 Opportunity tab must include:
– Description of business problem (250 characters)
– Product categories proposed
– Revenue Detail – Brand Family, Qty, Price
– Projected sales close date
– Sales Stage 4/Validated or higher
Note: Required fields in GPP are indicated with red asterisk, but SVI
requires more data fields to be filled in. Refer to SVI Operations Guide
for complete list of required fields for SVI opportunity records.
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Software Value Incentive
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IBM Software Group
SVI Validated Opportunity – Description field
 Only validated opportunities should be submitted for SVI eligibility. A
validated software opportunity description must include BANT: Budget,
Authority, Need, Timeframe
– Description of business problem
– Description of the suggested solution to the business problem and how IBM
middleware will be used
– Does the customer have funds budgeted for this project?
– Authority – the contact on the opportunity record must be a Decision Maker or
Approver
– Timeframe – this is typically close date, but add detail as necessary to clarify
 Validated opportunities do not include seminar attendees, direct mail
responses, business show attendees, etc
 Refer to SSM education materials on PartnerWorld
 250 characters in Description Field
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Software Value Incentive
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IBM Software Group
SVI BANT Opportunity Validation Template
Additional info can be included as an attachment using the BANT
Criteria Template (word doc) for Opportunity Validation
 What is the customer’s current hardware/software environment?
 What is the description of the customer’s current business problem?
 What is the impact of the business problem on key customer
stakeholders?
 What is the suggested IBM Middleware solution?
 What are the key benefits of the IBM Middleware solution that will
address the business problem?
 Who is the customer decision maker(s) involved in approving the
recommendations and/or budget?
 What is the timeline of key decision milestones, and what criteria
will be used?
 Has budget been identified and approved for this project?
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Software Value Incentive
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© 2003 IBM Corporation
IBM Software Group
Searching For Duplicates
 Business Partner creates and saves a validated Opportunity (Draft
mode)
 Partner submits Opportunity, status changes from Draft to Duplicate
Opportunity Search
 First IBM searches GPP to see if another BP has already submitted
and been approved for the same opportunity
– Same Account Name?
– Same Country, Same State, Same City?
– Same Brand Category in Revenue Record?
– Same Dollar Amount, Close Date, Description?
 Then second search in Siebel CRM using same search criteria to see
if IBM has already identified the same opportunity
– Seibel CRM search will only include IBM OI records that are Open
– Is this SVI partner listed on the IBM Siebel record?
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© 2003 IBM Corporation
IBM Software Group
Determining Eligibility - IBM
 Approve as Net New Opportunity for ID and Sell
 Reject as Ineligible
– Invalid Customer (Public Sector)
– No technical certification found for the partner in the brand family (starting in 2007)
 Reject as Incomplete: (returns to Draft mode, updated records can be resubmitted)
– Completeness Check: Have all required fields in the Opportunity record been
completed with valid information? Be sure to click on “Save” at each step!
– Validation Check: Has the partner provided sufficient BANT detail to describe the
opportunity as Validated Sales Stage?
 Reject for ID and Sell:
– Brand Family is already included in a previously accepted opportunity
 Reject For ID, Approved For Sell:
–already known to IBM (already in Siebel, and SVI BP is listed as resource)
 Reject for ID:
–already known to IBM (already in Siebel but BP not listed as resource)
–If BP gets added to Siebel record, resubmit and could be approved for Sell
 Determine SVI Status of each Revenue Record, Overall Opportunity Status
 Typically, IBM will accept/reject submitted opportunity records within five business
days
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Software Value Incentive
03/23/2006
© 2003 IBM Corporation
IBM Software Group
Software Value Incentive Process Overview
Business Partner
applies for SVI
participation
Business Partner
registers and submits
an opportunity
IBM approves or
rejects the
opportunity
Sales/Selling process
The Sale is Won
26
Software Value Incentive
 Enrolling in SVI
 Selling eligible products to eligible endusers
 Submitting validated opportunities
 Submitting eligible sales documentation
 Requesting payment
03/23/2006
© 2003 IBM Corporation
IBM Software Group
Defining SVI Eligible Documentation
Documentation that is considered evidence of a Business Partner’s
recommendation must meet the following requirements:
 Recommendation of IBM Middleware
 Reflect the forecasted revenue
 Product categories must match those registered in GPP
 Dated before the IBM Sales-Order-Date for the user’s purchase
 Submitted in country native language
 Dated and contain specific implementation dates
 Show evidence that the Business Partner authored the document
 Show evidence that the documentation was given or presented to the
user by the Business Partner.
 Reflect the selling of solutions, not just a product
 Show a sustained time line for two-way communications
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Software Value Incentive
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IBM Software Group
SVI Eligible Documentation - acceptable
 Proposal for solutions
 Statement of work
 Proof of concept
 Prototype
 Copy of the customer contract
 Documentation of sales calls made
 Letter from the customer
 Architectural study
 Copy of an implementation plan
 Sizing or configuration document presented to the purchaser
You must submit at least three documents, and they must provide
sufficient documentation that demonstrates your influence on the
customer’s buying decision.
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IBM Software Group
SVI Ineligible Documentation - unacceptable
Products that the Business Partner previously sold to an Infrastructure
Business Partner
Filler documents – insignificant sales activities
Documentation about relationship with end-customer
End-user calls to the Business Partner asking for a quote.
Social e-mails, internal memos and notes
Day Timer calendar entries unless they are supported by actual
meeting documents
IBM Quick Proposal Templates from the PartnerWorld Web site
IBM product literature, such as PDF brochures
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Software Value Incentive
03/23/2006
© 2003 IBM Corporation
IBM Software Group
Software Value Incentive Process Overview
Business Partner
applies for SVI
participation
Business Partner
registers and submits
an opportunity
IBM approves or
rejects the
opportunity
Sales/Selling process
The Sale is Won
30
Software Value Incentive
 Enrolling in SVI
 Selling eligible products to eligible endusers
 Submitting validated opportunities
 Submitting eligible sales documentation
 Requesting payment
03/23/2006
© 2003 IBM Corporation
IBM Software Group
Updating Sales Stage to Won and Submitting Payment Request
Before submitting for payment request, partner must ensure that:
 The revenue amount matches the amount you actually sold and, if
necessary, go back and update the revenue records in the opportunity.
 Attach all necessary sales documentation
 Indicate in the opportunity record if you are fulfilling the transaction.
 If you are fulfilling, provide and/or update the IBM account customer
number, Passport Agreement and site number
 Provide and/or update the sales order number or IBM invoice date in the
opportunity comment field. Also, when placing PA order, include the
Opportunity number on Business Partner’s PO to the VAD. This will
help to ensure accurate payments to the partner.
Once the opportunity has been submitted for payment request, these
fields cannot be changed.
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© 2003 IBM Corporation
IBM Software Group
SVI Payment Process Flow
 Partner submits closed opportunity for payment request
 IBM searches for matching Passport Sales Order
 IBM reviews Sales Documentation and determines approval
 IBM will apply the payment business rules to the identified line
items and calculate the payment amount on those line items that
meet all the business rules
 IBM will approve or reject the payment amount and release
payment authorization to IBM Accounts Payable
 See SVI Operations Guide for additional details and rules on Fee
Payment Processing, Adjustments and Audits, and Termination
from the Program
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© 2003 IBM Corporation
IBM Software Group
Fee Calculation by IBM
 Once the eligible lines items in the sales order are determined as payable,
the Identify and Sell fees are calculated for each of these line items, based
on the fee schedule
 There are no caps on the amount of SVI fees that can be earned for an
eligible opportunity.
 To calculate your SVI fees, IBM will use an approximated Suggest Volume
Price or approximated Suggested Retail Price, as applicable, for the Eligible
Products included in the sales order
 If your forecasted revenue for a brand family in an eligible opportunity is
greater than the actual revenue in the associated eligible sales order line
items for that brand family, the incentive will be calculated based on the
actual revenue amount for those line items.
 If your forecasted revenue for a brand family in an eligible opportunity is
less than the actual revenue in the associated eligible sales order line items
for that brand family, a 25% uplift will be applied to the forecasted revenue
for that brand family. The SVI incentive fee percentages will be applied to
the lesser of the actual revenue in the associated eligible sales order line
items for the brand family, or the uplifted revenue amount for the brand
family
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© 2003 IBM Corporation
IBM Software Group
Why a Fee Payment May Be Denied
insufficient sales documentation
no matching sales order found for the opportunity
doesn’t meet payment business rules:
– submitted and approved at least 30 calendar days before the IBM
sales order date
– payment request submitted in 60 days or less after the IBM sales
order date
– payment request is submitted on or before the opportunity expiration
date
– The sum of the line items in the sales order that are eligible for
payment are less than $10k
not a Passport Advantage transaction to an eligible end user
The sales order line item has already been processed by the
payment application
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Software Value Incentive
03/23/2006
© 2003 IBM Corporation
IBM Software Group
Software Value Incentive Process Overview
Business Partner
applies for SVI
participation
Business Partner
registers and submits
an opportunity
IBM approves or
rejects the
opportunity
Sales/Selling process
The Sale is Won
35
Software Value Incentive
 Enrolling in SVI
 Selling eligible products to eligible endusers
 Submitting validated opportunities
 Submitting eligible sales documentation
 Requesting payment
03/23/2006
© 2003 IBM Corporation
IBM Software Group
Where to go for more information
External
• Business Partner information available on PW
www.ibm.com/sales/partnerworld/softwarevalueincentive
Operations Guide, Program Guide, Program overview
• Learning materials
Quick reference card
Self-study course including simulations
Online help
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© 2003 IBM Corporation
IBM Software Group
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IBM Software Group
Where to go (continued)
• PartnerWorld Help Desk 800-IBM-9990
How-to questions on enrolling in SVI and creating
opportunities in GPP
• Opportunity Entry Template
To be used as completeness checklist to assist Business
Partners when creating new records
Posted with March 23 Think!Thursday materials
• BANT Criteria Opportunity Validation Template
Optional template which can be used for further
documentation
Posted with March 23 Think!Thursday materials
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Software Value Incentive
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© 2003 IBM Corporation
IBM Software Group
Where to go (continued)
 Lunch & Learn sessions for Americas Business Partners week of 3/27
– Monday 3/27
Enrolling in SVI
– Tuesday 3/28
Determining eligibility of end-users and products
– Wednesday 3/29
Submitting validated opportunities
– Thursday 3/30
Submitting eligible sales documentation
– Friday 3/31
Requesting IBM payment
 Start Time: 1:00 pm ET / 12:00 pm CT / 11:00 am MT / 10:00 am PT
 Length: 60 minutes
 Call In: Toll free 888-569-5033; or 719-457-2653
 Title: Hot Topics
 Passcode: 6232450
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IBM Software Group
Call to Action – Plan for Change

Prior to enrolling in SVI
– Is your PartnerWorld profile up to date?
– Who is the Authorized Profile Administrator (APA)? If unknown, contact Partnerline Helpdesk.
– Do you have qualifying certifications now or plans to get them in place in 2006?
– Do you plan to Fulfill, and if so are contracts in place with a designated VAD?
– Have you decided who to designate as your preferred VAD? (If you’re participating in the VAP program and have
already designated a VAD, the same VAD must be used for SVI.)
– Do the additional SVI users you intend to add to GPP already have IBM Registration IDs, and are these employees
listed in your PartnerWorld profile? https://www.ibm.com/account/profile/us

Establish a plan for opportunity registration
– Use the Opportunity Entry Template and the Opportunity Validation Template to gather the required information to assist
in creation of complete and validated opportunities
– Will registration be centralized or distributed? Determine who in your organization will be responsible for entering &
updating opportunity records
– Communicate with your employees the importance of not discussing opportunities with others until they’ve been
submitted and approved in GPP
– Communicate with your employees the importance of registering opportunities in a timely manner to qualify for
‘Identify” and “Sell” fees
– Review Online Education and simulation to become familiar with Siebel navigation. Be sure to “Save”!

Consider compensation
– Since fees will be paid quarterly after the sale, determine effect on your internal incentive and compensation plan.
– Determine how/if you’ll reward your sales reps for opportunity registration since it is required to receive SVI incentives

Understand program changes
– SVI replaces ICSF and TCI. Develop plan to register existing opportunities into GPP
– No changes to VAP or Passport fulfillment; BP can participate in SVI, VAP & Passport license resell.
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IBM Software Group
Maximizing BP SVI Earnings Potential
• To meet the requirements to earn SVI fees, a Business Partner should have a
process in place to enter validated opportunities and to provide documentation as
proof of involvement.
• To minimize the risk of losing SVI fees, the Business Partners must adhere to the
program rules on dates, deadlines, and required documentation.
• To fully leverage the SVI program Business Partners must identify and sell the
opportunity.
• For opportunity validation and to earn SVI fees, Business Partners need to have
certifications in the brands they intend to sell. (This requirement is waived for 2006,
but BP should have plans in place to achieve desired certifications by end of year.)
• Opportunities must be registered & submitted for SVI validation at least thirty days
prior to IBM sales order date in order to be eligible for SVI fees. (This requirement
will be waived in April 2006 for first thirty days of implementation.)
• By following the documented processes & requirements when submitting
opportunities; Business Partners will speed the validation process and maximize
their potential to earn SVI fees. BPs should not expect exceptions to be made to the
documented processes of the Software Value Incentive!
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© 2003 IBM Corporation
IBM Software Group
Key Dates
 March 23 - Think!Thursday
 March 27-31 - Lunch & Learn, ask the experts
 April 3 - SVI enrollment begins
 April 10 - SVI opportunity registration begins
 March 31 - TCI ends
 March 15 - Last ICSF lead accepted
 March 30 - Last order date for ICSF
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© 2003 IBM Corporation
IBM Software Group
Questions??

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© 2003 IBM Corporation
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