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© 2013 IBM Corporation
Renewal Value Incentive (RVI) Q&A Webcast
March 11, 2013
© 2013 IBM Corporation2
IBM Renewal Value Incentive (RVI)
RVI helps Business Partners:
� Nurture ongoing customer relationships
� Increase profit opportunities
� Increase and win S&S (renewals) sales
Get rewarded for value-based selling of new licenses & renewals!
An incentive for Business Partners who sell Subscription & Support (S&S) where the new license was originally sold with value (since January, 2008)
Availability:
� USA and Canada on April 1, 2013 for renewals due May, 2013 and beyond
� EMEA is targeted for 3Q 2013
� RVI will be phased in thereafter for Asia Pacific, Latin America and Japan
© 2013 IBM Corporation3
RVI Website Guide
� RVI Website: www.ibm.com/partnerworld/renewalvalueincentive
– “Overview” tab:• Links to webcasts and replays under “What’s New”
– “Requesting the Incentive” tab:• Eligibility and Criteria
– “Resources” tab:• Learn More section:
– FAQs (updated periodically so keep checking back)
• Guides and Agreements section:
1. RVI Opportunity List link
2. Browser setup instructions for the report
3. How to gain access from your APA
4. RVI Operations Guide
� Need more help? BPs: [email protected]
IBMers: RVI Central/Raleigh/IBM
© 2013 IBM Corporation4
Frequently Asked General Questions about RVI
� When does an order have to be placed for RVI to be paid?
An order must be received by IBM through the Preferred Distributor before the Line Item Start Date. An order received on the Line Item Start Date will NOT be paid RVI. For example, for a renewal with a Line Item Start date of May 1, an order placed on May 1 will not receive RVI because it is late.
� What if an End User only renews a partial quantity of the renewal?
In all cases, the Business Partner can only claim RVI on the quantity of the associated new licenses sold with value. That would be the maximum RVI eligible quantity. If the End User only partially renews, only the quantity that is fulfilled on the order can be eligible (RVI cannot be earned on more than the order quantity).
� Can the Business Partner still fulfill the renewal if they don’t qualify for RVI?
The authorized Business Partner can fulfill the renewal even if they don't qualify for RVI. Nothing has changed in the renewals rules. However, after April 1 when the Renewal Value Incentive is available to qualified BPs in North America, the margins for fulfillment of
renewals without RVI will be reduced.
© 2013 IBM Corporation5
Frequently Asked General Questions about RVI
� If a Business Partner sells a new license with out year renewals, can the renewal qualify for RVI?
If the Business Partner sells the new licenses with value (such as having received SVI), they are eligible to receive RVI on the renewals for the same products sold at the same time as the new license. If it’s SVI, then RVI will be paid only after SVI has been paid. If the new license is not sold with value, then RVI would not be available. The Business Partner should inform their Preferred Distributor to claim RVI on out year renewals in this situation.
� If a Business Partner is not eligible for RVI on the End User's installed licenses, can they qualify for RVI through a trade-up?
A trade-up is considered a new license and if it is sold with value (a value incentive like SVI is received for the trade-up) then it would be eligible to earn RVI on the renewal.
� Do reinstatements count for RVI?
Reinstatements are not eligible for RVI. However, in North America there is a reinstatement
incentive available. Check with your Preferred Distributor for details.
© 2013 IBM Corporation6
Frequently Asked General RVI Questions
� If a Business Partner sells a reinstatement, would they be eligible for RVI for the next year’s renewal?
If the Business Partner sold the original license and earned a value incentive (e.g., SVI, VAP, etc.) on the opportunity and reinstated the license, the next time the S&S is up for renewal, they should be eligible for RVI, assuming they meet all the RVI criteria for that renewal.
� Are Government sales eligible for RVI?
The incentive is available across all customer sets, including government for licenses sold with value.
MORE FAQs ARE AVAILABLE ON THE RVI WEBSITE AT:www.ibm.com/partnerworld/renewalvalueincentive
© 2013 IBM Corporation7
Frequently Asked Questions about the RVI Opportunity List
� What if a Business Partner sees no data on the RVI Opportunity List report?
Try changing the filter From and To Dates. If no data appears then it is likely that there are no value sales for that Business Partner that maps to renewal line items that have been quoted (remember for PA, quotes are generated only 75 days before the End User’s Anniversary date).
� What can a Business Partner do if a quote was issued but the associated value sale is not being reflected in the List?
Proceed to get the quote from the End User. Then complete and submit the Add a Transaction form and submit to IBM. If the End User license is under PA Express, then the quote should be generated 75 days before the 1-year anniversary of the original value sale.
� What if the RVI Due Date falls on a weekend?
The order must still be “on time” according to the calendar. Discuss with your Preferred Distributor for their recommendation about how far in advance you will need to notify them to make sure the order is placed on time.
© 2013 IBM Corporation8
Frequently Asked Questions about the RVI Opportunity List
� What if an End User consolidates licenses to a specific site or migrates licenses to a new site?
The RVI Opportunity List will reflect some site migrations. Please review the list carefully and if the opportunity is not appearing under the customer’s new site then use the Add a Transaction form to add it to the RVI Opportunity List.
� Can a Business Partner claim RVI on line items that are in the process of being co-termed?
Yes, after April 1st. RVI is due before the Line Item Start Date, as long as you are eligible and claim RVI on the order.
� Business Partners may see RVI Opportunities with a Renewal Due Date of April 1 on their report. Isn’t RVI eligible for only May 1st renewals going forward?
It is correct that the List may show April renewals. However, RVI is only eligible for renewals with a Line Item Start Date of May 1 or later.
© 2013 IBM Corporation9
Frequently Asked Questions about the RVI Opportunity List
� Does the Authorized PartnerWorld Administrator (APA) automatically get access to the RVI Opportunity List?
No, the APA must give himself/herself access to the RVI Opportunity List. Instructions are on the RVI website.
� Can two Business Partners see the same renewal on the RVI Opportunity List?
Yes, if two Business Partners each earned a value incentive for the original new license sale (i.e., one received an SVI influence fee and the other earned VAP for fulfilling the order), then both would see the same renewal quote on the RVI Opportunity List. However, only the Business Partner who fulfills the renewal may earn RVI, assuming they meet the RVI criteria.
� How does a Business Partner determine the Remarketer SAP number needed to request changes to the RVI Opportunity List?
It is the same number used for Value Advantage Plus and for SVP. The company APA accesses their PPS profile at: www.ibm.com/partnerworld, click on the HQ location, then Sales Data and BPDB IDs. The SAP number is under Customer master record information, and it appears as the “Customer” number.
© 2013 IBM Corporation10
Upcoming Renewal Quotes for USA and Canada in 2013
March 15Feb14May 1
September 14
August 14
July 13
June 14
May 14
April 13
March 14
Renewals Posted on PA Online
October 15
September 15
August 15
July 15
June 15
May 15
April 15
Additions or Changes Due By *
December 1
November 1
October 1
September 1
August 1
July 1
June 1
Renewal Due Date
* Unless the Line Item Start Date is different from PA Anniversary Date
© 2013 IBM Corporation11
Attend the Next RVI Webcast
� March 28 Renewal Value Incentive Compliance Tips
Join this webcast to hear helpful tips for meeting RVI compliance,
including a review of documentation samples, how the compliancesampling process works and what you'll be expected to do for compliance. There will also be a Q&A session with the RVI experts.
Register today on the RVI website under “What’s New”
© 2013 IBM Corporation13
Qualifying for RVI
The criteria:
� Be a member of PartnerWorld
� Be an authorized Value Added Reseller in Software Value Plus (SVP) for the Product Group(s) of the S&S products in the order
� Participate in one or more IBM value programs:– IBM Software Value Incentive (SVI), SVI Solution, and/or
– Value Advantage Plus (standard or Government), and/or
– Capability / Industry Solutions Incentive
� Received a value add incentive for the New License associated with the renewal through one or more of the above IBM value programs
� Demonstrate ongoing customer engagement and sales value add associated with the renewal
� Place the renewal order before the line item start date
© 2013 IBM Corporation14
RVI: The Process
Eligible BusinessPartners
Renewal Quotes On Passport Advantage Online
� Normal renewal process. Approx. 15th of each month quotes are issued for S&Sdue for customers with Passport Advantage (PA) Anniversary dates in 75 days
� Business Partner compares RVI Opportunity List report to internal information and identifies potential missing eligible S&S or changes required
� Business Partner submits any changes to RVI Opportunity List at least 45 days before Line Item Start date
� Business Partner ensures value add documentation in place
Distributors
OrderProcessing;SAP andCompliance
� Order checked for authorization, timeliness, quantity. If passed, rebate paid.If not, renewal processed without rebate
� Rebate issued through the preferred Distributor� If selected for compliance; Business Partner provides documentation � Repayment to IBM if fails compliance
� RVI Opportunity List shows renewals associated with value sales– Provides details of the original value license sale– Customer site must be the same from renewal quote to original value transaction– RVI eligible quantity is specified
RVI Opportunity List on PartnerWorld
Value Added Resellers
� Preferred Distributor places S&S order on time identifying lines where RVI is eligible
� SVI or VAP � Authorized SVP Value Added Reseller
© 2013 IBM Corporation15
The RVI Opportunity List Tool
� The list shows renewals associated with value sales:� Provides details of the original value added license sale
� The renewal quote customer site must match the original value transaction
� The RVI-eligible quantity is specified
� Accessible from PartnerWorld both online and in downloadable format
– Only authorized users from your company in the PW profile may access. The RVI website gives instructions on how an APA can add people to be able to see data show up in the report, as well as how to set up the IE browser to view the report
� Business Partners may request to add renewals to the report if they
demonstrate a value incentive was received on the original license sale
© 2013 IBM Corporation16
RVI Compliance
One of the criteria to earn RVI is to demonstrate ongoing value:
� Documentation will be sampled for value add; e.g. significant selling on renewals, ongoing services associated with new license, etc.
� Examples of acceptable documentation:– An S&S proposal that includes:
• Business Partner recommendation for S&S, and
• Explanation of value received from IBM/Business Partner with IBM S&S
– Documented discussions with the user that include S&S renewals and discussion of additional licenses requirements
� SVP compliance rules are planned be modified to recognize your skills and value investment
� See the RVI Operations Guide for details
� Attend the March 28th webcast for more examples - register on the RVI website
