1、IBM Channel Communications IBM AmericasNumber: CC0808-163Geography: United States specificDate: August 15, 2008Notice to: IBM Business Partners - IBM System x From: Channel Management and StrategyIBM System x Deal Registration AnnouncementEffective August 18, 2008, IBM will implement the IBM System
2、x Deal Registration Program. This year, the System x Deal Registration will be conducted for Blade and HighEnd only (Blade/HE) System x opportunities that are over $75K for a specific opportunity. (Eligible list of products are posted in PartnerWorld Web site in the Operations Library file named “Re
3、gistration Parts List.“). The System x Special Bid Certification Program will be withdrawn on August 18, 2008. Only Blade and HighEnd (Blades/HE) System x deals over $75K that have an approved Registration Number will be allowed to request a special bid during the 120 calendar days following your ap
4、proved registration. Opportunities should be registered only if the Business Partner can describe the specific deal with the end user contact name, installing location, and project name. The intent of the program is to have the Business Partner submit all opportunities for registration if the custom
5、er decision will be within 120 calendar days of the submission date. Opportunities will be validated and then awarded a Registration Number. All other opportunities should use the Sell More Blue Program for pricing. PROCESS:When the Business Partner has identified an opportunity that is over $75K (d
6、iscounted price that the Business Partner requested from IBM) for Blades/HE System x and its unique parts, and has validated the transaction will close within 120 calendar days, the Business Partner should submit the Registration Form. The form, named Deal Registration Form.xls is located on the Par
7、tnerWorld Web site. Sign onto the PartnerWorld Web site: https:/ Select Product shortcut and then select Business Partner Library Under Library Category select Operations Library Under keyword search type: “Deal Registration Form“ The following data must be included in the form, or it will be return
8、ed to the Business Partner for corrections. A registration number can be granted only after valid data is received: Company Name (company that you will ship to , street address and URL) Project Name (should be specific name versus Blade upgrade) Project Description (details on why the end user is bu
9、ying IBM System x hardware) Applications installing on the servers associated with the opportunity Decision/install date End user contact name with title, phone number and email address Installing location(s) IBM Representative you are working with or confirm that no IBMer is involved Configuration
10、- If a configuration is not available at registration submission, please update your form by using the same email address. IBM may request a configuration anytime to validate your opportunity. Send the form to ““ for approval starting Monday, August 18, 2008 at 8:00 a.m. Eastern Time. Use a separate
11、 e-mail per request and put the end user name in the subject line.The IBM System x Registration Team will validate the information and then award the Business Partner with a Registration Number after 5 business days when no other Business Partner has requested registration for the same account for t
12、he same opportunity.If multiple Business Partners request the same opportunity for registration, the IBM Registration Team will validate the information entered in the form by all Business Partners and contact the IBM Representative to confirm the data. The first Business Partner that entered accura
13、te data regarding the opportunity will be awarded a Registration Number. Only one Registration Number will be provided per opportunity unless a re-registration occurs (see re-registration section). If the opportunities are different, then both Business Partners will be awarded a Registration Number,
14、 but the special bid will be restricted to the specific project the Business Partner identified. IBM may require the Business Partner to give additional information to determine registration eligibility.SPECIAL BIDS:Special Bids for Blades/HE System x products can be requested only if the Business P
15、artner has an opportunity Registration Number or they have an opportunity that has common parts only that are greater than $150K (discounted price that the Business Partner requested from IBM) or when both conditions exist. All other bids will be rejected; however, the Business Partner can use the S
16、ell More Blue Program for discount pricing. No registration is required for common parts bid requests. Special bid requests will be valid only when the bids end user name is the same as the end user name listed on the Registration Form. Bids with a Registration Number are approved at a location/oppo
17、rtunity and not at an enterprise level. Here are some examples of the types of special bids that can be requested starting August 18, 2008:Scenario A:Business Partners total bid is for $300K. If $150K for common parts and $75K for Blades/HE (with Registration #), the Business Partner can request a s
18、pecial bid for both types of products.Scenario B: Business Partners total bid is for $300K. If $150K for common parts and $75K for Blades/HE (with Registration #), the Business Partner can use a special bid for the Blades/HE portion only. Scenario D:Business Partners total bid is for $170K. If $100K
19、 for common parts and $70K for Blades/HE (no Registration #), the Business Partner has to use the Sell More Blue Program for both. IBM Business Partners wishing to submit Special Bid pricing should continue to use the IBM Business Partner Special Bid Process Application/XBT-2 located at: https:/ All
20、 Special Bid requests should now be submitted as a Standard Pricing Request or a modification to an existing request. All special bid requests will require a configuration. Submit your special bid using the XBT-2 form and enter your Registration Number in the Justification for your Requested Price s
21、ection of the bid form. DETERMINE REVENUE AMOUNT FOR REGISTRATION:To determine the revenue amount that qualifies for registration, the Business Partner should calculate the requested discounted price to IBM for the products listed under the section “PRODUCTS THAT CAN BE REGISTERED“ EXTENSIONS:If the
22、 Business Partner has not closed the opportunity by the expiration date of the registration, an extension may be requested. Extension requests must be made within 10 business days prior to the registration expiration date. No extensions will be accepted after the expiration date. An extension reques
23、t will be accepted only when the Business Partner has started shipping product for the opportunity and/or if a purchase order will be sent in the following 10 business days and it is confirmed by IBM that the opportunity is greater than $75K. The purchase order commitment should be validated with an
24、 e-mail from the end user. IBM may require the Business Partner to update the Deal Registration Form to provide current information. To request an extension, the Business Partner should submit the Registration Extension Form.xls located on the PartnerWorld Web site in the Operations Library. Send th
25、e Extension Request Form to ““. The Business Partner will be notified if their extension has been approved within 24 hours of receiving all required documentation. The extended time may vary per request and will be solely determined by IBM.PRODUCTS THAT CAN BE REGISTERED:IBM will only consider Blade
26、 systems and their unique switches and chassis or x3850M2, x3950M2 and their unique parts if the opportunity is greater than $75K.Products that qualify for registration are located in the PartnerWorld Web site in the Operations Library file named “Registration Parts List.“ Sign onto the PartnerWorld
27、 Web site: https:/ Select Product shortcut and then select Business Partner Library Under Library Category select: Operations Library Under keyword search type: Registration Parts List Global Customer Offering (GCO) accounts and Federal accounts will not use the Registration Process.TRANSITION OF CU
28、RRENT SPECIAL BIDS:There are 4 types of currently-approved special bids in the system:1. Approved bids that were involved in a certification review: All special bids that were approved as a result of a Certification Review conducted prior to August 18, 2008, will remain approved until the pricing ex
29、pires during your 90 days. All other Business Partners will be denied registration for that same opportunity. If you need to add parts to your bid, the pricing expiration date will be coterminous with the last expiration date. Use the “Update Existing Blade/HE Bid“ in the XBT-2 form. If your opportu
30、nity is still active when your certification bid expires, you should register the opportunity.2. Approved bids that were not involved in a certification review: If a Business Partner currently has a special bid approved for a Blades/HE and the opportunity is greater than $75K, the Business Partner w
31、ill need to register that opportunity to receive special bid protection. If a different Business Partner registers this opportunity, the Registration Team will alert the Business Partner with the approved bid that he has 5 business days to register the deal or we will withdraw his bid. The Registrat
32、ion Team will determine if the opportunities are the same or different and communicate the decision to the Business Partners. If both Business Partners have accurately registered the same opportunity, then the Business Partner that has the approved bid will be given the Registration Number. 3. Appro
33、ved bids with both common parts and Blades/HE with multiple Business Partner attached to the bid: If multiple Business Partners currently have a special bid approved and the Blades/HE opportunity is greater than $75K, the Business Partners need to register that opportunity. If any one of the Busines
34、s Partners registers the opportunity, the Registration Team will alert the other Business Partners on the approved bid that they have 5 business days to register the deal. IBM will determine if the opportunities are the same or different and communicate the decision to the Business Partners. If all
35、Business Partners accurately registered the same opportunity, then all those Business Partner that were on the approved bid will be given a Registration Number. Any registered parts on the old bid will be withdrawn from all Business Partners. The Registered Business Partners will need to re-submit a
36、 special bid for the Blade/HE parts with their registration number. The common parts bid will remain approved. 4. Approved bids that no Business Partner requests registration: IBM will honor all bids that are currently approved where a Business Partner did not request a registration. The bid will ex
37、pire as dated. Currently approved bids cannot be extended. RE-REGISTERING OPPORTUNITIESIf the Business Partner has not closed the opportunity prior to expiration of the registration and that opportunity does not qualify for an extension, IBM will grant only one re-registration to that Business Partn
38、er. If another Business Partner requests registration anytime for that same opportunity, IBM will approve a jumpball decision and will give that Business Partner a Registration Number for the following 120 days. So, the Business Partner should close the deal in the first 120 calendar days, or IBM ma
39、y approve a second Business Partner. If the Business Partner that had the original registration tries to re-register the opportunity after his 120 days expired and another Business Partner registers that opportunity first, the original Business Partner will be denied.ESCALATION PROCESS REGARDING REG
40、ISTRATION APPROVAL/DENIAL CONCERNS:The Business Partner may contact their IBM Inside Client Representative for Business Partners (iCRBP) if they have a concern with IBMs decision. The IBM representative will then contact the appropriate person at IBM. Escalations have to be documented and voiced wit
41、hin 48 hours of the registration approval or denial decision. INDUSTRY SOLUTIONS RESELLERS (ISR) MARKETING TO END USERS:When an Industry Solution Reseller (ISR) is marketing to an end user, the IBM Business Partner may register the end user opportunity by using the form named Deal Registration Form.
42、xls and must include the ISR firm name in the Opportunity Information section. For more information on the Industry Solution Reseller, visit: will conduct two conference calls on August 18 and August 22, 2008 at noon Eastern Standard Time for Business Partners. The title of the call is: IBM System
43、x for Business Partners. Please dial in 5-10 minutes prior to conference start time. Your line will be placed on hold with music until the call starts. Monday, August 18, please call 1-888-450-4823 and use Passcode 598212# for the call. Friday, August 22, please call 1-877-880-7295 and use Passcode
44、460273# for the call. A replay will be available for 14 days starting August 22, 2008, by accessing 1-888-348-4629 and using the Passcode 460273. IBM will also record the education and release the MP3 file in the following week.ADDITIONAL TERMS AND CONDITIONS:* IBM has the right to withdraw your reg
45、istration approval if we deem necessary due to violations of the IBM Business Partner Agreement.* IBM can withdraw or modify this program at any time.* This program does not waive any terms or conditions under the IBM Business Partner Agreement. * IBM will make reasonable efforts to recognize duplic
46、ate bids for the opportunity that you have registered. These efforts do not guarantee that all duplicate bids will be identified. IBM accepts no liability for failure to identify each duplicate bid. * Audits will be conducted to monitor trends with the Business Partners that use special bids. If a B
47、usiness Partner uses a special bid for Blades/HE and the deal is less than $75K with the registered/priced opportunity, then recovery may be requested and recovered by IBM* The Business Partner accepts the terms in this announcement by participating in this program.2009:It is IBMs intent to use the
48、Global Partner Portal (GPP) as the registration tool in 2009. If you need assistance in getting access to GPP, please contact the GPP Help Desk at 800-426-9990 and select option 0 to have an agent transfer you to the GPP Help Desk.QUESTIONS:Questions regarding special bid pricing should be directed to IBM at ““ or 866-426-5555 Option 3. Please contact your IBM iCRBP if you have questions regarding this announcement. Charlotte HansenIBM Channels VAE/Certification Executive, North AmericaAttachment (1)IBM System x Deal Registration ProgramAugust 14, 2008AttachmentSCENARIOS A
