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IBM Group of Arrow ECS

IBM Group of Arrow ECS
Software Value Incentive (SVI) - IBM Program

 

ABOUT
IBM Software Group has significantly redesigned its Business Partner incentive structure to strengthen the rewards for value. Software Value Incentive (SVI) is an innovative and new incentive program, applicable to multiple partner types. Its design is based on the feedback from hundreds of Business Partners worldwide.

SVI simplifies and streamlines multiple programs and is designed to reward you for the role you play and the value your business brings throughout the three stages of the sales cycle - opportunity identification, selling IBM middleware to customers, and software fulfillment.
SVI can provide your business with with...
  • Greater flexibility. Earn incentives at the stage in which you elect to contribute to the sales process.
  • Enhanced profitability. When you add value, you can earn more incentives, and with deal registration you can retain more margin.
  • Increased ROI. Once you are approved for identify-and-sell, you can earn incentives regardless of who fulfills the purchase.
  • Greater simplification. SVI replaces multiple existing Business Partner programs, reducing the difficulty of understanding and tracking each program.
Next steps:
First, become familiar with the details about SVI by downloading and reviewing the SVI Questions and Answers Guide. This guide offers both high-level and detailed information about the incentive (including eligibility requirements), and also gives insight into the new opportunity registration system hosted within the Global Partner Portal (GPP).

Then, begin exploring the other sections of this Web site. The "Learn" tab, for example, provides key introductory and educational materials that can help make your participation in SVI much easier.

IBM is committed to our Business Partners' success, and we're confident that SVI will play a key role in our joint ability to win in the competitive marketplace, including the critical mid-market arena.

APPLY
Software Value Incentive (SVI) will have a controlled rollout plan in 2006. While announced in March 2006, you will not be able to apply until the SVI Program is available in your country. Please check with your local IBM representative for SVI availability in your country.

When available, apply to participate in SVI by completing information about your business in a special section of your PartnerWorld membership profile (only the Authorized Profile Administrator will be able to do this). Prior to answering a few short questions you will be asked to electronically sign an attachment to the PartnerWorld agreement that acknowledges your acceptance of the program terms. Attention ISVs: The SVI application resides in the PartnerWorld Profiling System. If you are an ISV and not registered in the PartnerWorld Profiling System, you must first register in this system.

To apply for SVI, you must have 3 or more current software IBM Professional Certifications, of which two must be technical. In addition, eligibility for fees on brand content in a transaction requires a current software technical IBM Professional Certification in that brand at the time the opportunity is registered. However, these certification requirements are waived until January 1, 2007. Please note: qualification criteria may vary by country. Please check with your local IBM representative for specific certification requirements in your geography.

You can obtain more information about certifications by visiting the Certification web site.

http://www-03.ibm.com/certify/partner/mem/na/index.shtml

SVI is for Business Partners who wish to influence and/or resell IBM Software. If you will be reselling IBM software, you must select a Value Add Distributor within the SVI enrollment form. The Value Add Distributor should be the same as the one you use for Value Advantage Plus and/or Top Contributor Initiative.

If you do not have an established relationship with a Value Add Distributor, you can find one near you by selecting your country from the list below. Please note that you must engage with a Value Added Distributor in your country only.

REGISTER DEALS
The Global Partner Portal is an application that allows you to submit your opportunities for participation in the Software Value Incentive (SVI). The system provides a simple, secure environment to submit your opportunities. Global Partner Portal features:
  • Documentation can be attached with your submissions to expedite claims for influencing and selling activities.
  • You can view the status of all registered opportunities.
  • You can secure your opportunity records.

Access the deal registration system.
You will have access to this system once you have been approved for SVI and a profile has been created in the Global Partner Portal system. The Global Partner Portal Administrator will notify you when this is completed.

FYI: For more information, please contact your Arrow Enterprise Computing Solutions IBM Group Software Strategic Sales Representative, or click on these documents below for more information: