IBM Cloud Aggregator - Special Bid FAQs

Cloud Aggregator (CA) Special Bid Initiation:

  • Who can create Cloud Aggregators (CA) special bids?

CA Special bids can only be created by an IBMer that has access to create special bids in IBM’s SQO (Software Quote & Order) System, similar to the process of existing special bids via Passport Advantage. For a list of IBMers that can do this, please see the list at the end of this document.

  • How will Cloud Aggregators (CAs) or Cloud Marketplace Resellers (CMRs) request a CA Special Bid?

Only CAs and CMRs that have a signed the appropriate IBM Base Agreement (Cloud Aggregator or Cloud Marketplace Reseller) that includes the appropriate IBM Special Bid Attachment, can request a CA Special Bid. Furthermore, the CA and CMR must have passed full vetting and done integrity training. Once these criteria are met, the BP can work and request that one of the approved CA Special Bid creators submit a bid.

BPs can’t submit a special bid themselves. PGS should not be used to initiate CA special bids. Once a CA Special Bid is approved, the creator will have to communicate with the CA and provide the CA Special Bid quote number.

  • Will the BP get the added backend incentives that they get in traditional distribution?

No, those incentives are not applicable to this route or quote type.

 

Cloud Aggregator (CA) & Cloud Marketplace Reseller (CMR) Special Bid Requirements:

  • Is there a required clip level (i.e. Deal Size, Metric, Competitive) before a CA Special Bid can be requested? What are the specific rules?

IBM MaaS360:

Specifically, for IBM MaaS360, all Special Bids must meet the following requirements:

  • All Special Bids must meet at least one of the following criteria:
    • The order term must to be at least 12 months, no early termination is allowed, AND orders must have an initial quantity of at least 500 devices or users (this excludes migration of existing customers at time of renewal).
      OR
    • Migration of an existing traditional customer to IBM’s Partner Marketplaces route, at time of renewal, can qualify for a Special Bid, regardless of the deal size. Please note that a 5% year-over-year price uplift will be applied to the previous year’s customer price, unless agreed and approved otherwise.
      OR
    • Government Tenders
  • IBM Reserves the right to review and reject any request for special bid

IBM Cloud:

Specifically, for IBM Cloud, all Special Bids must meet the following requirements:

  • Special bids can be done for a part number not available in the IBM Cloud Aggregator or IBM Cloud Aggregator – Single Tier Exhibits, however, the special bid will need to be executed at current grid.
  • Special bids for IBM Cloud are reserved for exceptional cases for deals >$50K (ACV).
  • NO special bids will be accepted to gain any discount on a $1 subscription.
  • IBM Reserves the right to review and reject any request for special bid

IBM Cognos Analytics on Cloud:

Specifically, for IBM Cognos Analytics on Cloud, all Special Bids must meet the following requirements:

  • The order term must be at least 12 months, and no early termination is allowed.
  • The minimum deal size is $100K USD ACV (Annual Contract Value) for the Authorized User option* without other add-ons (combination of user and viewer licenses).
  • The minimum deal size is $150K USD ACV for the Capacity Instance option* without other add-ons (combination of user and viewer licenses).
  • Special Bids are not available for ELA accounts, ESA account, accounts in IWR, or compliance audit.
  • Special Bids cannot be used to replace existing S&S with CAoC transaction. Existing transactional clients must use the CAP play in IBM’s SQO system to migrate.
  • All Special Bids require approval from IBM pricing.
  • IBM Reserves the right to review and reject any request for special bid.

* For any questions, please contact fbonanno@us.ibm.com

  • What are the rules for CA Special Bids? Do CAs need to pass any pricing terms to the CMR? What are IBMs expectations of the CA?
  1. The CA must be an authorized/approved IBM Cloud Aggregator by signing the IBM Cloud Aggregator Agreement that includes the appropriate IBM Special Bid Attachment.
  2. The CA must have passed full vetting and done integrity training.
  3. ‘Not To Exceed’ Price: The CMR cannot exceed the special bid price, meaning the CMR can sell at a lower price, but not at a higher price to the IBM end-user. This is explained in the IBM Cloud Aggregator Special Bid Attachment and is a Trust and Compliance requirement. The CA must ensure and pass to the CMR the “not to exceed” (NTE) requirement.
  4. The CA must ensure and pass to the CMR the pdf that contains the Special Bid NTE and Terms and Conditions.
  5. IBM needs proof that the partner wants the special pricing requested (i.e. e-mail, client presentations, etc.)
  • What are IBMs expectations of the CMR?
  1. The Reseller must be approved/authorized as an IBM Cloud Marketplace Reseller (CMR) by signing the IBM Cloud Marketplace Reseller Agreement that includes the appropriate IBM Special Bid Attachment.
  2. The CMR must have passed full vetting and completed the IBM integrity training for Resellers.
  3. “Not to Exceed” Price: The CMR cannot exceed the special bid price, meaning that the CMR can sell at a lower price, but not at a higher price to the IBM End-User. This is explained in the IBM Cloud Marketplace Reseller Special Bid Attachment and is a Trust and Compliance requirement.
  4. The CMR must ensure that they adhere to the Special Bid NTE and Terms and Conditions contained in the pdf that the CA passes down to them.
  5. IBM requires that the CMR provide documentation to the CA regarding the need for the special pricing requested (i.e. e-mail, client presentations, etc.)

 

Other Questions:

  • How will the SaaS renewals work for CA Special Bids originated in the CA’s Marketplace and under the IBM Cloud Marketplace Reseller Agreement? Will the subscriptions renew at the same discounted price?

Yes, subscriptions will renew at the same discounted price. If there was a renewal price increase on the quote, it will get copied on the order and get applied at renewal time.

Note: This is not applicable for migrations of orders originated in traditional PA ordering and moved to digital ordering through a CA's marketplace.

  • Will "Quick Price" apply to CA Special Bids?

No, Quick Price is only applicable to On-Premise Software.

  • Will "Deal Reg" apply to CA Special Bids?

No, Deal Reg will not apply.

  • Is the CA Special Bid quote number all that the CA and CMR need in order to place the order with the special bid pricing?

The quote creator has to make sure that they provide the quote number to the CA. Additionally, the CA should be able to find this when the approved quote information appears in their system. They can use this to price accordingly. The CAs should reference the quote number in the order they submit. The CAs may check the status of the Special Bid in BPQ2O.

  • What is BPQ2O and what is Quick Start?

If the CA has not fully adopted the CA Special Bid APIs, they can place an order in reference to a Special Bid Quote via a tool called BPQ2O*. This tool will allow the CAs a 'Quick Start' option for supporting IBM CA Special Bids while they continue their API integration. Furthermore, the CA can use BPQ2O to access the Special Bid Output for the CA and/or the CMR.

*Note: CMRs do not have access to BPQ2O.

  • How can I access BPQ2O for Quick Start?

1.   To get access to BPQ2O, The Primary Contact of the CA must register for an IBM ID (if they do not already have one).

-     To register for an IBM ID, please follow this URL: https://ibm.biz/BdzjYe

2.   The Primary Contact of the CA must then associate themselves with their CA’s IBM Site Number*. To do so:

  1. Log on to: www.ibm.com/software/passportadvantage
  2. Select the link “Passport Advantage online” and then “For Business Partners”
  3. Choose “Reseller Sign In”
  4. Enter the IBM ID and Password
  5. Under Account Management, click on “Add site to you IBM ID”
  6. Self-nominate by entering the appropriate IBM Site Number, business justification and select ‘Yes’ I believe I am the Primary Contact, and submit
  7. Once approved by the IBM team, the Primary Contact will be able to access the BPQ2O

* Note: if you don't know the IBM Site Number that your company is using for the CA program, please ask your IBM Representative to contact Antonio Caridad

  • Where can I access my output?

Traditional IBM Special Bid outputs will not be sent to partners when requesting CA Special Bids. To replace the traditional outputs, new IBM CA Outputs have been created specifically for CAs and CMRs. To access these outputs, the CA can access BPQ2O and download them. The CMRs cannot access BPQ2O, therefore, they will need to request their output from their CA. The outputs are not a bill. Furthermore, the price paid by the CMR is determined by the CA.

 

CA Special Bid Approved Creators:

IBM Cloud

  • Sarah Fiihr-Ramirez - sarahfiihr@us.ibm.com

IBM Cognos Analytics on Cloud

  • Douglas Bonanno - fbonanno@us.ibm.com
  • Neall Hards - nhards@ca.ibm.com

IBM MaaS360

  • North America
    • Brian Christini - bristini@us.ibm.com
    • Carl Olejniczak - carl.olejniczak@us.ibm.com
  • Europe
    • Brian Christini - bristini@us.ibm.com
    • Rory O’Byrne – roryobyr@ie.ibm.com