Know Your IBM 2012 © 2012 IBM Corporation Promotions Q4 2012

Know Your IBM 2012 © 2012 IBM Corporation

Promotions Q4 2012


Summary of Q4 2012 Promotions

Country Brand Promotion Title Start and End date

Australia and New Zealand

System x Be Rewarded up to $200 in the M4 2S Rack Servers Promotion

Oct 8th to Dec 31st 2012


Pureflex ANZ12-138 - IBM Pure Pitch for PureSystems™ Incentive

Judging Day : End date

Auckland : Tues 30th OctWellington : Thurs 1st NovBrisbane : Wed 7th NovMelbourne : Wed 14th NovSydney : Tues 20th Nov


Power ANZ412-066A : Triple Points for Power (Modification)

Oct 1st to Dec 31st 2012


System x Storage

ANZ412-123 : eXpress2phuket Sept 20th to Dec 31st 2012


Pureflex ANZ412-122 - Sell IBM PureFlex™ & Guarantee your Seat at the Know Your IBM (KYI) Recognition Event

Sept 26th to Dec 31st 2012


Power & Storage

ANZ12-129 - IBM Know Your IBM (KYI) Certification Incentive for Power Systems™ and Systems Storage®



Summary of Q4 2012 Promotions (cont)

Country Brand Promotion Title Start and End date

Australia Education A412-133 : Bring your clients to Citrix Training Courses held by IBM and Earn $100 KYI Rewards Points



IGF ANZ412-095 : Say “Finance!” 5 times to receive 5 TIMES KYI points for signed IGF deals

July 17th, to Dec 31st 2012


Power ANZ412-059 : Power Systems Reference Client

June 22nd to Oct 31st 2012


Technical ANZ12-026A – Technical League Jan 1st to Dec 31st 2012


Power ANZ412-080 : IBM KYI programme incentive for Independent Software Vendors (ISVs)

June 22nd to Dec 31st 2012

Australia Education A412-042A : Earn Bonus KYI Rewards Points when selling IBM BP Hardware Education Pack

June 14th to Dec 31st 2012


ANZ412-115A - Modification: Be Rewarded up to $200 in the M4 2S

Rack Servers Promotion• Countries: Australia & New Zealand Platform: System x• Start: October 8, 2012 End: December 31, 2012 • Audience: IBM STG Business Partner* Sales Representatives

Summary: Modification: This promotion has been modified to extend the end date to December 31, 2012. This announcement supersedes the Announcement ANZ412-115. All other Terms and Conditions remain unchanged. The revised announcement includes the above change.Please note: Effective dates for this and the superseded promotion are shown below: ANZ412-115 - effective from August 16, 2012 to September 28, 2012ANZ412-115A - effective from October 8, 2012 to December 31, 2012

The Offer: IBM STG Business Partner* Sales Representatives (BP Seller) are eligible to receive the following Know Your IBM (KYI) points for selling selected System x® M4 2S Rack Servers. These sales must be invoiced between October 8, 2012 and December 31, 2012 and registered on the Know Your IBM website within 8 weeks of invoicing from the distributor.

Click here for more info


IBM Pure Pitch for PureSystems™ Incentive

(ANZ12-138)• Countries: Australia & New Zealand Platform: (KYI) PureSystems• Start : October 5, 2012 End: November 26, 2012

(various closing date for entry - please see announcement letter)• Audience: IBM BP* Solution Providers, Resellers & Distributors•

Summary: Earlier this year IBM announcement an exciting new category of computing called Expert Integrated Systems. Under this category sits the IBM PureSystems family - PureSystems combine the flexibility of a general purpose system, the elasticity of cloud and the simplicity of an appliance. They are integrated by design and come with built in expertise gained from decades of experience to deliver a simplified IT experience. IBM would like to invite contracted IBM Business Partners* across A/NZ to deliver a brief 5-10 minute TALK that captures why IBM PureFlex™ is the best choice integrated system for a customer to deploy applications, to reduce systems maintenance and to minimise FTE requirement to administer and operate your IT and network infrastructure against alternative competitive vendors.

No Powerpoint,. Just YOU and your eminence. Full details are in the announcement letter.

Click here for more information


ANZ412-066A : Triple Points for Power

(Modification)• Countries: Australia & New Zealand Platform: Power Systems • Start: October 1st, 2012 End: December 31, 2012 • Audience: IBM STG BP* Sales Representatives

Summary : Modification - This promotion has been modified to extend the end date to December 31, 2012. This announcement supersedes the Announcement ANZ412-066. All other Terms and Conditions remain unchanged. The revised announcement includes the above change.

Please note: Effective dates for this and the superseded promotion are shown below:

ANZ412-066 - effective from May 11, 2012 to September 30, 2012

ANZ412-066A - effective from October 1, 2012 to December 31, 2012

The Offer: IBM STG Business Partner* Sales Representatives (BP Seller) are eligible to receive TRIPLE Know Your

IBM (KYI) base or whitespace* reward points for registering selected POWER7 Systems invoiced between October 1, 2012 and December 31, 2012 into the KYI website.



ANZ412-123 : eXpress2phuket• Countries: Australia & New Zealand Platform: System x & Storage• Start: September 20, 2012 End: December 31, 2012• Type: Incentive Audience: IBM BP* Resellers

Summary: This program is to accelerate revenue of Express® revenue for IBM System x® & System Storage® products and is open to IBM Business Partner* Resellers across Australia and New Zealand. The program offers a major incentive for Sales Out for our Channel Partners and increases the clothing of Storage and System x product sales. The promotion will commence from September 20, 2012 until midnight December 31, 2012 (“Promotion Period”). The prize is a 4 Day / 3 Night Study Tour to Phuket, Thailand hosted by IBM as set out in further detail in the announcement letter (“Prize”). Please also see the Terms and Conditions of entry available at http://express2ibm.com for further information.



ANZ412-122 - Sell IBM PureFlex™ & Guarantee your

Seat at the Know Your IBM (KYI) Recognition Event

• Countries: Australia & New Zealand Platform: PureFlex• Start: September 26, 2012 End: December 31, 2012• Audience: IBM STG BP* Sales Representatives

Summary: IBM STG BP* Sales Representatives (BP Seller) can choose between guaranteeing their seat at the Know Your IBM (KYI) Recognition Event for selling one PureFlex configuration containing a rack, chassis, management node and v7000 in one transaction or opt to receive 6000 KYI Points to the value of AUD$2,640 which can be redeemed for a wide range of giftcards, merchandise. These sales must be invoiced between September 26, 2012 and December 31, 2012 and registered on the Know Your IBM website within 8 weeks of invoicing from the distributor.

Full details are in the announcement letter. Click here for more

info


ANZ12-129 - IBM Know Your IBM (KYI) Certification Incentive for Power

Systems™ and Systems Storage®• Countries: Australia & New Zealand Platform: KYI (Power &

Storage)• Start: October 1, 2012 End: December 31, 2012• Audience: IBM Business Partner* Distributors, Solution Providers and

Resellers

Summary: Employees working for IBM Business Partner* Distributors, Solution Providers and Resellers who successfully pass eligible IBM Power Systems and/or IBM System Storage certification exams between October 1, 2012 and December 31, 2012 can receive 733 KYI bonus points per recorded certification (approximately AUD $320).Eligible individuals must be a member of 2012 Know Your IBM (KYI) program and meet all program criteria. All bonus points will be credited to the member’s reward account upon completion of validation based on IBM PartnerWorld® Partner Profiling System (PPS) records.There is no restriction of the number of bonus points Business Partner* individuals can receive during the promotion period.


A412-133 : Bring your clients to Citrix Training Courses held by IBM and

Earn $100 KYI Rewards Points• Countries: Australia Platform: KYI (STG Education)• Start: October 1, 2012 End: December 21, 2012• Type: Incentive Audience: IBM BP* Sales Reps

Summary: IBM Business Partner* Sales Representatives (BP Seller) are eligible to receive approximately AUD $100 worth of Know Your IBM (KYI) points when they bring their clients to Citrix Training courses run by IBM.

How it works:For each enrolment of a BP Seller’s client in an approved Citrix Training Course held between October 1, 2012 and December 21, 2012, we will award them with 227 KYI points (approx. AU$100). Transactions would be verified by the BP seller sending invoice details to [email protected] after the course (or no later than December 31, 2012). Points will be allocated within 7 days after verification.



ANZ412-095 : Say “Finance!” 5 times to receive 5 TIMES KYI points for signed IGF

deals• Countries: Australia & New Zealand Platform: KYI (IGF)• Start: July 17, 2012 End: December 31,

2012• Audience: IBM Business Partner Sales Rep

Summary: For every registered IBM Global Finance signed dealsubmitted in the Know Your IBM (KYI) “Sell & Win” program betweenJuly 17, 2012 and December 31, 2012, IBM Business Partners* will receive FIVE TIMES the base KYI IGF points (ie. 5 reward points for every $1,000 leased over the value of $50,000 ex GST (AUD or NZD)). This is in addition to KYI points earned from other IBM Brand groups.



ANZ412-059 : Power Systems Reference Client• ANZ412-059 - Win one of two places to attend the 2012 Know Your IBM KYI

Recognition Event by submitting a Power Systems™ Reference Client• Countries: Australia & New Zealand Platform: KYI (Power Systems)• Start: June 22, 2012 End: October 31, 2012• Audience: IBM Business Partners* with a Solution Provider or Reseller Contract

Summary:This incentive is offered to IBM BP* organisations who identify clients which agree to become a reference for IBM Power Systems and the Business Partner* before October 31, 2012. For the Business Partner* to be eligible under this incentive, the client must agree to be an IBM Power Systems reference, and be directly running their line of business applications on POWER7®-based servers. Line-of-business application(s) include Enterprise Resource Planning (ERP), business financials/order entry, data warehouse, customer care and billing, distribution/supply chain systems etc. Representatives from IBM Marketing will work with the client and Business Partner* to develop the reference story and associated collateral. Upon confirmation and acceptance by IBM that the client has agreed to become a reference, the Business Partner* representative will become eligible for consideration for one of two (2) seats reserved at the Know Your IBM (KYI) recognition event. This event will be held in February 2013.The final two winners will be decided by a panel of IBM judges. Business Partners* may submit as many reference applications as they wish before the promotion end date. Where two or more Business Partners* submit an application for the same client, applications will be processed on a first-come, first-served basis, with all additional applications for the same client name automatically rejected by IBM. Winners will be announced by Monday, January 21, 2013 and will be contacted via email and phone.



Technical League

ANZ12-026A - Know Your IBM 2012 Program

Countries: Australia & New Zealand Platform: STG Start: January 1, 2012 End: December 31, 2012Type: Incentive Audience: Technical

IBM announces places for IBM Business Partner* hardware technical specialists (STG products) to attend the Know Your IBM (KYI) recognition event. Up to six technical specialists are selected by a panel of IBM judges to attend the event in recognition of their efforts in helping win IBM STG hardware business, including IBM System x®, IBM System Storage and IBM Power servers.

Please encourage your techies or your BDMs to nominate their techies to fill out a form on KYI and tell us the efforts they made to help win the deal. All the rules and application process can be found on the on the KYI website. Remember the more information they provide, the more likely they will be in the running.

This is open to all BPs and Disties however they need to be a member of KYI. Nominations ends 5pm December, 2012

To nominate -> http://www.merscient.com/ibmhero/anzhero/anzheroform.aspx



ANZ412-080 : IBM KYI programme incentive for Independent Software

Vendors (ISVs)• Countries: Australia & New Zealand Platform: All Eligible IBM Power

Systems • Start: June 21, 2012 End: December 31, 2012• Audience: Sales Representatives from IBM Business Partners2 authorised

to distribute or remarket the qualifying eligible products and who are registered in the KYI programme. Sales Representatives or an Authorised representative of the ISV registered in the KYI programme.

Summary: Independent Software Vendor (ISV) Sales Representatives (ISV Seller) can earn performance incentive credits - Know Your IBM (KYI) points - up to the value of $AU $2,2001 per opportunity when they team with IBM Business Partner2 Sellers (BP Seller) in the identification and closure of opportunities that consist of an IBM Power systems sale. Full Details are in the announcement letter.



A412-042A : Earn Bonus KYI Rewards Points when selling IBM BP Hardware

Education Pack

• Countries: Australia Platform: STG Hardware Education (KYI)

• Start: June 14, 2012 End: December 31, 2012

• Type: Incentive Audience: IBM STG BP* Sales Reps

Summary: IBM STG Business Partner* Sales Representatives (BP Seller) are eligible to receive the following Know Your IBM (KYI) points for selling IBM BP Hardware Education Packs. These sales must be invoiced between June 14, and December 31st, 2012.



Appendix


eXpress2phuket

WIN ONE OF 20 AVAILABLE SEATSSell AUD / NZD $2,000 of eligible IBM System x® and /or IBM System Storage® productsfor an entry into the draw. EARN up to TRIPLE ticket draw entries by selling eligible IBM System x® AND IBM SystemStorage® products together on the same order DOUBLE ticket draw entries for all eligible IBM System x® and /or IBM System Storage®products sales in throughout Oct 2012

OR GUARANTEE A SEATIndividual Reseller Sales RepresentativePurchase AUD/NZD $75,000 of eligible IBM System x Base Systems and/or IBM SystemStorage® Products from an IBM Distributor during the promotion period and GUARANTEEyourself a seat.

Reseller Sales TeamPurchase AUD/NZD $150,000 of eligible IBM System x Base Systems and/or IBM System Storage Products from an IBM Distributor during the promotion period and GUARANTEEyourself a seat. Reseller Sales Teams are eligible to receive up to two tickets per team once combined sales revenue has exceeded AUD/NZD >= $300,000 excluding GST in System x and System Storage product for validated sales of applicable Express products during the Promotion Period.

Documents

Know Your IBM 2012 © 2012 IBM Corporation Promotions Q4 2012