Olympic Update IBM xSeries en SystemStorage

1
Olympic Update IBM xSeries en SystemStorage

• Welkom
• Kees Tolsma
• Brand Accountmanager IBM

2
Pricing tools en Promos IBM xSeries

• Hoe maak ik de juiste IBM offerte
• Configuratie tools
• Nieuwe configurator en Competitive Sales Tool
• Beste prijs
• Systemseller, BID Machine en Special BID, Promos

3
Positioning System Seller, Bid Machine en bids

• Systemseller tot 18K
• BID Machine van 18K tot..
• Special BID vanaf 50K

4
The normal IBM Special Bid process
T2 BP knows the winning price...
T2 BP
Acts as a mailbox
Distributor
Usually submitted via the Sales Rep - to get best
price quickly
IBM Sales Rep
Every re-bid must be entered into FPT
SPC
Every new price must be approved

• Too long
• Too complicated
• Too many people involved
• Too many re-bids

Pricer
5
The Bid Machine process fast, efficient, smart
T2 BP knows the winning price...
Distributor knows the Discount Grid and
negotiates with T2 until price config is agreed
- no IBM re-bids required
T2 BP
Distributor
Sales Rep is not involved (unless required)
IBM Sales Rep
Only the winning price is entered into IBM
pricing tools and approval is sent within 8
business hours
Max. 8 hours...
SPC
Pricer replaced by Discount Grid

• Fast
• Easy
• Fewer steps, fewer people
• Distributor delegated to handle re-bids

6
The Qualification Conditions

• Each Bid Machine request should match the
  following conditions
• The bid must already be won
• Only requests for relationship discounts up to
  the levels communicated in this quarters Bid
  Machine grid will be accepted. Any requests
  deeper than this grid will revert to normal IBM
  Special Bid processes
• The Marketable Price to the End User (not
  including TotalStorage options) must be above
  the local currency equivalent of regional clip
  levels
• The end-user name and address plus the IBM
  customer number if available and the VAT number
  if not must be supplied
• Only IBM xSeries Server systems, Intellistations,
  xSeries options and Storage options (with SAP
  part numbers) may be included. Lenovo products
  such as ThinkPad, and other eServer brand
  products are not eligible for Bid Machine
  requests
• Bid Machine requests for Server Options only must
  be fulfilled Up-front (ordered from IBM).
  TotalStorage Options-only bids are not eligible
• The Bid Machine request must be for an order to
  be placed by april 7th 2006. Any request beyond
  that date is not eligible
• IBM xSeries and Storage System Seller models are
  excluded from Bid Machine requests
• IBM Custom Models are excluded from Bid Machine
  requests
• The IBM 3580, 3581 and 3582 LTO (Linear Tape
  Open) options are excluded from Bid Machine
  requests

• Note that the DS300 DS400 products are counted
  as Server Options and not TotalStorage Options
  for this condition
• and are therefore eligible for Up-front
  options-only requests

7
Bid Machine verzoek

• Vul Box 2 en 3 in en stuur dit samen met Config
  in Excel formaat richting ETCPluz
• ETCPluz vult BOX 1 in
• ETCPluz vult de korting in
• ETCPluz vraagt BID machine aan d.m.v. Request
  formulier en Order in Excel formaat.

8
Vergelijk van de 3 mogelijkheden
System Seller
Bid Machine
Normal IBM Bids
Restrictions
Any price Autonomous
Above minimum clip level (varies by
country) End-user name required
gt50K end user price End-user name required
Flexibility
Fixed Models
Any configuration
Any configuration
Availability for Reseller
Next Day (distributor supply)
up to 15 days (no guaranteed distributor supply)
up to 15 days (no guaranteed distributor supply)
Availability for Distributor
Guaranteed
Not Guaranteed
Not Guaranteed
Inventory Risk for Distributors
zero risk
normal Ts Cs
normal Ts Cs
Price
Fixed Price
Relationship Discount
Negotiated Price
Special Bids
None
Yes
Yes
Turnaround Time
Immediate
8 hours
No Commitment
T2 Programmes(some countries)
System Seller Bonus Program
None
None
Price Protection
through Sales Out promos
standard
standard
9
Promos IBM xSeries

• Onderstaande promos gelden tot tot 31 maart 2006
• IBM xSeries x100 (8486E4G) sales out promo van
  150,- (upfront in prijs)
• IBM xSeries x336 (88372CG) sales out promo van
  100,- (upfront in prijs)
• IBM xSeries x346(8840EAG) Prijsverlaging van
  530,-
• IBM xSeries x346(8840ECG) Prijsverlaging van 90
  euro én Gratis SKI Jas bij aanschaf 2 stuks.
  (Aanbieding SKI Jas geldt alleen tot eind
  februari 2006).
• IBM xSeries x366 (8863E5G en 8863E6G) rebate van
  1000 euro bij vervanging HP/DELL server door
  IBM xSerie 366 SystemSeller. Bij aanvraag in
  prijs verwerkt en Gratis SKI Jas bij aanschaf 1
  stuk. (aanbieding SKI Jas geldt alleen tot eind
  februari).
• IBM Blade promo
• Via SystemSeller Koop 1 Chassis(T73TGEU) en 3
  SystemSeller Blades (8843E6G of 8843E8G) en
  ontvang 2.000,- rebate. Bij aanvraag in Chassis
  prijs verwerkt.
• Via BID Koop een IBM Chassis met daarbij
  minimaal 2 blades en een Cisco of Nortel Switch
  en ontvang het chassis voor 1,-!.

10
IPod

• Do you want this iPod?
•  
• Sell IBM xSeries SystemSeller in February! 
• For the month of February, IBM xSeries has a very
  attractive offer
•  
• Score an IBM xSeries SystemSeller and you earn an
•  
• iPod Nano 2GB 
• Fax the customer signed order to Remco Noordsij
  (0031-205133773)
•  
• You will be contacted for delivery 
• Your name will also be published in PartnerWorld
  News
•  
•  
• (Maximum 1 iPod per business partner valid while
  stock lasts, so be quick!