© 2013 IBM Corporation

3Q Programs & Incentives

2014 IBM CorporationIBM Internal and IBM Business Partner Use Only

NA Storage BP Programs Reference GuideProgram/Offering

Announce letter(s)Announce date

Link Description

XIV

V5/V

7000

DS

8000

N series

SO

NA

S

DS

5000

SV

C / V

SC

FlashS

ystem LT

O

HE

Tape

ProtecT

ier

Brocade

Cisco

V3700

DS

3000

TP

C

FlashSystem Demo 514-082 Feb 26, 2014

IBMBP

Expires Aug 26, 2014 – 70% discount on FlashSystem 840 demo machines, must retain for 6 months

Flash/Server Attach514-150 April 28, 2014

IBMBP

4% rebate paid to Resellers on the list price of FlashSystems when sold with Power and PureFlex.

Trade-In for Disk / IGF Trade-in for Violin

514-179 May 22, 2014

IBMBPIGF

Trade-in payment to End User for old disk equipment when they purchase XIV Gen 3, V5000, V7000 or DS8870 andIGF Trade-in payment for Violin (CC1405-112) * F

Trade-In for Tape 514-175 May 19, 2014

IBM BP

Trade-in payment to End User for Tape equipment when they purchase 3588, 3592, TS4500, TS7720, TS7740 * F

Solution Accelerator514-137 April 16, 2014

IBM BP

5% rebate on IBM Storage HW billed revenue, 15% on SW when sold together via PPA. Bonus on select bundles.

Competitive Market Rewards SP1 CC1402-047, SP2 CC1402-048 Feb 27, 2014

BP

8% rebate paid to Specialty Resellers on approved competitive accounts - effective Jan 1, 2013 can not be combined with Solution Accelerator F

No Charge Removal IBM 313-120 BP 513-498Dec 4, 2013

IBMBP

No Charge for pickup/disposal of IBM and Non-IBM equipment when customers purchase new IBM equipment

V3700 Advanced Function Incentive 513-449 313-107 Oct 23, 2013

513-449IBM BP

Business Partners receive a rebate for the value of one Advanced Function (Turbo, FlashCopy, Remote Mirror or Easy

Tier) when they sell a V3700 min config. BPs may chose to offer the function at no charge to their End User.

V3700 Incentive for BPs who sell to DS3000 End Users 514-188 June 2, 2014

IBM BP

Business Partners can receive a $1,000 USD ($1,030.93 CAD) rebate for each eligible new IBM Storwize® V3700 minimum configuration they sell to an End User Enterprise that has a qualifying IBM DS3000

V3700 Federal End User SP1 514-189 SP2 513-402 June 4,2014

IBM BP

Withdrawn effective July 7, 2014 - Business Partners can receive a 5% list price credit on V3700 when they sell to Federal End Users. F

* = US Only F = Federal eligiblenbearry@us.ibm.com June 16, 2014

F

IBM Internal: Link to Current Guide

2014 IBM CorporationIBM Internal and IBM Business Partner Use Only

NA Storage BP Programs Reference Guide Program/Offering

Announce letter(s)Announce date

Link Description

XIV

V5/V

7000

DS

8000

N series

SO

NA

S

DS

5000

SV

C / V

SC

FlashS

ystem LT

O

HE

Tape

ProtecT

IER

Brocade

Cisco

V3700

DS

3000

Advanced System Placement 313-041CC1405-106 May 1, 2014

IBM BP

IGF Offer

Business Partners can offer the IGF Companion Lease offering to the IBM Advanced System Placement Program for unique payment terms from IGF. F

Assess and EarnKnow Your IBM (KYI) US CC1404-076CA CC1401-078April 3, 2014

AE GuideIBM – USIBM - CA

BP – USBP – CA

BP Reps receive 1200 points for conducting an Oracle AWR report assessment for FlashSystems. Points can be redeemed for merchandise or Visa card. Also earn points for FlashSystem and HV Storage education modules or sales of eligible HV storage products.

Brocade Gen5 Blade-Up Plus RPQContact Rhett Kaiser

IBMBP

RPQ - Buy 2 or 4 Port Blades with the 2499 and get 3 or 6 Port Blades an no additional charge

IBM Gen5 SAN Bundle Special BidContact Rhett Kaiser

IBMBP

Sell two or four 2499s get a better price to win via special bid - indicate promo in special bid notes.

Brocade Gen5 Trade-Up RPQContact Rhett Kaiser

IBMBP

RPQ - Buy SAN768B-2 or SAN384B-2 Director AND takeout a Cisco MDS, and GET 32 or 48 port blade free (optics not included)

Brocade Gen5 Switch-Up RPQContact Rhett Kaiser

IBMBP

RPQ – Get 2nd POD Activation and 16G optics at no additional charge

IBM 2498-R06 Router RPQContact Rhett Kaiser

IBMBP

RPQ – Get key router features needed for IP Replication or Mirroring at no additional charge

Enterprise Bundle Switch POD-Up Contact Rhett Kaiser

IBMBP

RPQ – Get 2nd POD Activation and 16Gbps or 8Gbps optics at no additional charge when sold with Storwize or FlashSystem

2014 IBM CorporationIBM Internal and IBM Business Partner Use Only

NA Storage BP Programs Reference Guide - Assessments / Services

Program/Offering

ContactLink Description

XIV

V5/V

7000

DS

8000

N series

SO

NA

S

DS

5000

SV

C / V

SC

FlashS

ystem LT

O

HE

Tape

ProtecT

ier

Brocade

Cisco

V3700

DS

3000

Storage Infrastructure Optimization (SIO) AssessmentsContact Linda Shea

IBM

BP

Storage funded cross brand (STG, SWG, GTS) assessment designed to recommend efficiency and transformational optimization solutions associated with explosive data growth and underutilized capacity. Nominate to SIO Leader: EAST: Kevin Carrington kcarring@us.ibm.com WEST: Henry Ringel-hringel@us.ibm.com CANADA: John Kokonis- jkokonis@ca.ibm.com FEDERAL: Walter Walls walter.walls@us.ibm.com

STG Migration Factory

Contact Terry Moody

IBM

BP

Pre-sales funding for Virtualization, Consolidation, and TCO assessments, Storage/SAN Assessments Studies, Proof of Concepts, Migration tools Collateral and Education, Xenobridge, Novus, Softek, XIV, Diligent, SVC, TPC and GDPS Workshops, Benchmarks, IMT deployment of Solution’s Architects

Post Sales MigrationContact John Oldham

N/A Data Migration Assistance to Close IBM Storage Business - Funding Amount Based on Net Field Financial Revenue

Channel Post Sale Migration Contact John Oldham

N/AIBM will fund Specialty and Specialty Elite Partners for Competitive Migrations services they provide - Max. 6% of net field financial revenue

VSI AssessmentsContact Katie Miles

VSIVSI Assessment point in time collection of SAN configuration file & analysis, provided at No Charge to the Business Partner for approved nominated accounts.

Brocade SAN Health CheckContact Rhett Kaiser

Brocade

SAN Health Check analysis and graphs detailing Network topology and performance data available to Business Partner at no charge from Brocade.

RSI (Regional System Integrator) ProgramContact Henry Ringel

Detailed independent analysis and recommendations of SAN infrastructure performed by Regional System Integrators funded by IBM

© 2013 IBM Corporation

CM

R

2014 Storage Channel Incentives Earned discount: not street price competitive

– Registration provides ability to Special Bid to increase discounts

Minimum Margin– Is automatically applied in the grid on ALL Storage Hardware, Software and Software

Maintenance (Reseller on Organic IBM, Non-Organic varies)– Applies in all cases on End User Discount Table but mostly in Yellow and Red.– Combines with all incentives

FlashSystem and Server Incentive: – FlashSystem list price rebate when sold with Power and Pure– Combines with all incentives

Competitive Market Rewards (CMR): Competitive nominated accounts/opptys – Spec/Elite partners only

– Billed revenue rebate on Storage Hardware, Software and Software Maintenance – Excludes Non-Organic AAS products and ProtecTier– Can not be combined with Solution Accelerator

Solution Accelerator– Billed revenue rebate on all IBM Storage Hardware and Software, Additional rebate on SW

when sold together via PPA. Bonus on select bundles.

Trade-in program (US only)– Trade-in payment to End User for old IBM and Non-IBM disk when they purchase XIV Gen

3, V5000, V7000, DS8800, FlashSystem – Trade-in payment to End User for old IBM tape when they purchase 3588, 3592, TS7720,

TS7740– Can be combined with No Charge Removal Program when there is more than one product

to return that is not eligible for a Trade-in

No Charge Removal Program (US only)– No Charge for pickup and disposal of old IBM and Non-IBM Storage when new IBM

Storage is purchased

So

lutio

n A

ccelerator

Registration

Earned

Minimum Margin

-OR-

Sto

rage T

rade-in

No

Ch

arge R

emo

val

-OR-

Not a part of special bid

Spe

cial

bid

Bac

k-en

d re

bate

On-going Incentives for AAS ordering

IBM Internal and IBM Business Partner Use Only

Flash & Server Incentive