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Executive Perspective Partner Experience Worldwide

IBM Software Channels Incentive simplification

As IBM continues to move our Business Partners across the globe to higher-value solutions, the company is announcing changes to simplify on-premises software incentives for the Channel. These changes, which will go into effect in early April 2017, allow you, our Business Partners, to maximize earnings as you maximize value.

You have repeatedly asked us to simplify the Software Channels Incentive stack and we are doing just that. First, we are consolidating the incentive stack to focus on a smaller set of core incentives that deliver greater rewards. We’ll continue to recognize your leadership on Commercial customer set opportunities, higher-value solutions and autonomous selling. Second, these incentives will realign to Commercial, Enterprise and Industry customer segments, a reduction from four to three segments. And with the new structure, you’ll be able to enjoy incentives for registration and solutions on the same transaction. All of this takes place in early April of next year, but we wanted to notify you early for effective planning.

The changes are aimed not only at overall simplification, but are designed specifically to help increase your line of sight, increase growth and earnings, and provide a strong foundation as you transform for the future. Every day, IBM is helping Business Partners solve business challenges for clients by providing new growth opportunities—and now, we have enhanced the incentives to further support those objectives.

Let me be clear: changes associated with this announcement represent reallocations, not reductions in the IBM Software channel investment. Our Business Partners are more important to IBM’s Software strategy than ever before.

With you as the key drivers, together we have built one of the strongest, most dynamic partner ecosystems in the world. This announcement is intended to propel that continued growth and vitality.

And we’re just getting started. Watch for additional enhancements and simplifications as we move forward, particularly around process improvements regarding registration incentives. One example of a recent change supporting our simplification imperative is the fact that we have recently eliminated the barriers for Value Advantage Plus (VAP) and Value Advantage Plus for Government (VAP-G) incentives when there is an Enterprise Licensing Agreement (ELA) flag, giving you immediate help in optimizing your Q4 attainment.

For more information, visit ibm.com/partnerworld/software_value_plus for a detailed presentation outlining this announcement, along with FAQs. You can also let me know what you think by using the comments feature below.

Marc Dupaquier (@Marcdupa)
General Manager,
IBM Global Business Partners

Marc Dupaquier was appointed General Manager, IBM Global Business Partners and Midmarket, in January 2014, and is responsible for leading the organization that supports IBM’s approximately 120,000 Business Partners.

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