Business Partner FAQ

What’s changing forHardware?

IBM is simplifying how opportunities identified by Business Partners for Hardwareofferings are created andmanaged.

Note: The changes highlighted do not apply to Business Partner opportunitiesidentified for:

  • Software
  • GTS.

When will these changeshappen?

The changes outlined below were effective June 30, 2014 and apply to opportunities for third quarter 2014 andbeyond.

Why is IBM changing the Hardware Business Partneropportunity managementprocess?

IBM wants to simplify the opportunity management process for our BusinessPartners and for IBM sellers which will save time, reduce costs and speed up the salesprocess.

In addition, Hardware's sales engagement with Business Partners and salesmanagement system improves when the quality and clarity of opportunity informationincreases. Under the premise "less is more", the changes aim to ensure opportunity recordsbetter reflect the current status of transactional activity and the co-selling alignmentbetween Business Partner and IBMsellers.

What are the key changes to Business PartnerOpportunity Management?

Business Partnerswill:

  • ONLY be required to create SalesConnect for IBM Business Partner opportunity records for Hardware opportunitiesthat fit one or more of the followingconditions:

−the Power, Storage or System x opportunity qualifies for dealregistration OR is above $100K (USD or local currency equivalent) incountries without dealregistration,

−the System z opportunity is above $250K (USD or localcurrency equivalent),

−the opportunity was identified through demand generation programswhich used IBM co-marketing funds per Terms and Conditions (T&C)requirements.

  • ONLY be required to progress and close opportunity records that fit one ofthe followingconditions:

−the opportunity is passed by IBM and accepted by theBusiness Partner,

−the opportunity was created through demand generation programswhich used IBM co-marketingfunds.

  • Be required to create separate opportunity records in SalesConnect for IBM Business Partners formulti-brand opportunities which include Hardware and any other IBMbrand.

IBM Sellerswill:

  • Have responsibility for the quality of the pipeline in theirterritory.
  • Have the ability to use IBM SalesConnect to manage the opportunities created by BusinessPartners.
  • Have the ability to create transaction records on behalf of BusinessPartners who do not have access toSalesConnect for IBM Business Partners.
  • Continue to identify and engage Business Partners in opportunities theyidentify.

FAQs for BusinessPartners

1.Who should the Business Partners contact if they need help?

-Business Partners should use the email ID listed on the PartnerWorld SalesConnect for IBM Business Partner siteor contact the PartnerWorld helpdesk.

2.Will Business Partners be required to manage opportunityrecords?

-Business Partners are only be required to manage opportunity records fortransactions resulting from co-marketing demand generation events and opportunities that are passed byIBM.

-Business Partners areNOT required to manage transaction records for anyother opportunities.

3.Will Business Partners be required to enter and manage opportunity recordsin SalesConnect for IBM Business Partners for IBM Software and GTStransactions?

-Yes, Business Partners will continue to create and manage opportunity records forIBM Software and GTS transactions with no change to the currentprocess.

4.Do the changes made to opportunity management apply to Systemx opportunities?

-Yes, the criteria for changes to opportunity management also apply to Systemx opportunities until the divestiture of this business to Lenovo. Once the divestitureis complete it will no longer be necessary for Business Partners to enter Systemx opportunities intoGPP.

5.How do Business Partners create and manage opportunity records formulti- brand transactions involving IBM Hardware, Software, andGTS?

-Effective June 30, 2014, Business Partners should create separate opportunity records forall transactions which include Hardware and any other IBMbrand.

6.How do Business Partners create and manage opportunity records formulti- brand Hardwareopportunities?

-Deal Registration - North America: Business Partners should continue to submita single deal registration for Power, Storage and System x through the North AmericaDeal Registration portal. Once a deal registration is approved, separate opportunityrecords will automatically be created in SalesConnect for IBM Business Partners and IBM SalesConnect for the Power, Storageand System xopportunities.

-Deal Registration – Other Countries: Business Partners should create asingle opportunity record in SalesConnect for IBM Business Partners for Power, Storage and/or System x opportunities andsubmit them for the appropriate deal registration program inSalesConnect for IBM Business Partners.

-Countries without Deal Registration: Business Partners should createseparate opportunity records in SalesConnect for IBM Business Partners for Power, Storage and System xtransactions.

7.How do these changes affect Business Partners that use the B2Boption?

-The changes defined in this document do not apply to Business Partners who usethe B2Boption.

8.Are all Business Partner opportunity records from SalesConnect for IBM Business Partnersvisible to IBM SalesConnect?

-Yes, Business Partner opportunity records created in SalesConnect for IBM Business Partnersarevisible to IBMers on the Opportunity team immediately in IBM’sSalesConnect.

9.Do IBM sellers have the ability to manage and update BusinessPartner’s opportunityrecords?

-Yes, IBM sellers have access to opportunity records created by BusinessPartners. IBM sellers are allowedONLY to update transaction records for opportunities intheir definedterritories or who are on the Opportunity Team.

-IBM sellers will not have the ability to change the name of the BusinessPartner identified as the owner of the opportunity in the opportunityrecord.

-IBM seller updates to Business Partner opportunity records in IBM SalesConnectare immediately saved and visible to Business Partners in SalesConnect for IBM Business Partners.

10.Does IBM seller management of Business Partner opportunityrecords impact any opportunities with approved deal registrations inplace?

-No, Business Partner opportunities with an approved deal registration are notaffected by IBM sellers managing the opportunityrecords.

11.Does IBM seller management of the opportunity record impact theability of Business Partners to sell?

-No, Business Partners have the ability to sell as usual to win business. IBMsellers are simply managing the opportunity records to reflect the status of transactions.This information is used in support of the IBM sales management system andweekly sales cadenceprocess.

12.Are Business Partners responsible for managing any opportunityrecords inSalesConnect for IBM Business Partners?

-Yes, Business Partners are responsible for managing opportunity recordsfor opportunities identified through demand generation programs which use IBMco- marketingfunds.

-Business Partners are also responsible for managing opportunity records foropportunities that they accept fromIBM.

13.What happens if a Business Partner makes an update in SalesConnect for IBM Business Partners toanopportunity record?

-Any updates made by the Business Partner overwrite updates made by theIBM seller in the opportunity record. Since the records will be managed by the IBM sellerwe do NOT expect or want the Business Partner to make updates in SalesConnect for IBM Business Partners or Exceladd-on after initial creation of theopportunity.

-The one exception is an opportunity record created by a Business Partner to reflectco- marketing activity. If the Power, Storage or System x opportunity record is belowthe deal registration clip level or below $100K (USD or local currency equivalent)in countries without deal registration the Business Partner should manage theopportunity record.

14.Do IBM seller updates to opportunity records update records inSalesConnect for IBM Business Partners?

-Yes, the updates IBM sellers make to Business Partner opportunity records inIBM SalesConnect update the SAME opportunity records that are visible to Business Partners in SalesConnect for IBM Business Partners.

15.Do IBM sellers have the ability to create opportunity recordsforBusiness Partners who do not have access toSalesConnect for IBM Business Partners?

-Yes, if a Business Partner does not have access to the SalesConnect for IBM Business Partners tool, they can ask anIBM seller to create an opportunity record on their behalf. The IBM seller includesthe name of the Business Partner on the IBM SalesConnect opportunity record to indicatea Business Partner is involved in thetransaction.

16.How will duplicate Business Partner opportunity records created forthesame opportunity bemanaged?

-Countries with deal registration: IBM sellers have the ability to close BusinessPartner opportunity records for duplicate opportunities that did not receive dealregistration approval.

- Countries without deal registration: The IBM seller has the ability to closeBusiness Partner opportunity records for duplicateopportunities.

17.Will IBM begin to pass opportunities to Business Partners viaSalesConnect for IBM Business Partners?

-Yes, IBM will begin to pass opportunities to Business Partners in SalesConnect for IBM Business Partners. BusinessPartners in SalesConnect for IBM Business Partners are then required to accept or reject IBM identified opportunities passed via SalesConnect for IBM Business Partners.

-If the opportunity is accepted, the Business Partner is responsible for theprogression and closure of opportunities below $100K (USD or local currency equivalent) forPower, Storage and System x or below $250K (USD or local currency equivalent) for Systemz.

-Business Partners should reject opportunities that are duplicates of opportunitiesthey have already created inSalesConnect for IBM Business Partners.

18.Do IBM sellers have the ability to close a Business Partner’sopportunity records once a transaction is either won, lost, or the client decides not topursue?

-Yes, IBM sellers have the ability to close Business Partner opportunity records inIBM SalesConnect, based on input from the BusinessPartner or as a member of the Opportunity Team. They can update the Sales Stage field to close the opportunity.