Today, IBM Software announced the Growth Through Skills Program. This program is designed as the next step in our Business Partner channel strategy focused on Growth Through Skills. Here are some key things that Partners need to know.
Highlights of Program:
The 'Growth through Skills' initiative includes the following components:
Introduced to the partner community February 18, 2009
Creates new Product Groups subheadings under the software brands
Websphere = SOA Foundation, Connectivity, BPM, Commerce, SOA Appliance, Enterprise Transaction Solutions (Z)
Rational = All
Information Management = ECM, Data
Lotus = Collaboration, Portal
Tivoli = Storage, Security, Automation, Enterprise Asset Management
A small number of products will not be impacted or placed into product groups i.e. Lotus Sametime, WAS Express, TSM Fastback, etc.
Partners must be approved for SVI or VAP in each desired product group
Will require 1 sales and 2 technical certifications
Existing SVI and VAP approvals may qualify
A minimum of 10% of total revenue must use SVI & or VAP
Renewals can only be sold by partners with at least one of the product groups included in the renewal
Increased margin on authorized products and 0% margin on unauthorized
IBM will audit certifications and 10% revenue yield in 6 month increments
Program transition begins on October 1, 2009
The criteria for authorization to resell IBM Software products within the new controlled distribution model include:
Membership in the IBM PartnerWorld® program
Approved participation in Software Value Incentive or Value Advantage Plus
For SVI, technical and sales skills in the product groups you want to sell
For VAP, an approved solution containing the product groups you want to sell
An approved PartnerPlan
Minimum revenue participation levels within SVI and VAP after the first year
Two Entry Points
Enrollments will begin in May 2009. To apply, click here.
The entry point for the new controlled distribution model is through the Software Value Incentive or Value Advantage Plus programs.
With the new controlled distribution model, enrollment and authorization to resell will be granted at the product group level.
SVI: Standardized criteria will include technical certifications at the product group level and sales certification.
VAP: For each IBM software product included in a VAP approved solution, IBM will authorize the Business Partner to resell the corresponding product group.
Approval for the SVI and VAP programs is currently granted at the software brand level and will be modified to reflect product group levels.
In October 2009, IBM will rollout a new controlled distribution model to maximize value to our Business Partners and customers. A subset of the IBM software portfolio will continue to be offered through the open distribution model or via Software ValueNet.
Protects and maximizes your ROI in the technical, sales and marketing skills you’ve developed.
Places a premium on your skills and solutions which differentiate your ability to offer your customers guidance in a tough economy.
Rewards the value you bring throughout the sales cycle through the lucrative IBM Software Value Incentive (SVI).
Provides financial rewards for integrating IBM software with your business solutions through the Value Advantage Plus (VAP) incentive.
Accelerates your growth with experienced software Value Added Distributors (VADs).
Improves access to IBM resources including industry-leading sales, technical, and marketing.