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Infrastructure Worldwide

SaaS Rewards and Incentives: What are you waiting for?

Reselling IBM SaaS just got better. Business Partners can now earn an extra three percent on IBM-led accounts, and an extra five percent on co-led and Business Partner–led accounts with the SaaS Deal Registration incentive. The incentive is available on new, renewed and extended subscriptions with an approved SaaS Deal Registration. The incentive is also available for the Partner identified as the Business Partner of Record for the same offering.

The incentive program, which kicked off on October 9, is designed to protect the Business Partner who is first to identify and register an opportunity.*

Greater line-of-sight to upcoming renewals

Registering in My Sales Activity (MySA) and using the IBM PartnerSuccess 360 (PS360) application provide a Business Partner with better visibility into every aspect of the client lifecycle. Such insight can lead to longer engagements, happier clients and more dependable quarter-on-quarter recurring revenue projections as you build your pipeline.

Additional incentives include:

    • Incentive eligibility checked at time of quote, not at time of billing
    • Incentive eligibility locked in for quoted coverage terms
    • Incentives on existing deals remains unchanged

    Business Partners can also receive the Stay Engaged incentive just for ensuring that clients extend or renew an eligible SaaS subscription. Following the best practices from our experts detailed in the Stay Engaged program guide and using the PS360 application to track client usage can increase contract extensions.

    A lifecycle approach to XaaS

    The idea behind PS360 is to help Business Partners capture more revenue by driving a smart renewal process for XaaS engagements, proactively identifying expansion and extension opportunities, and enabling client success. The PS360 application provides insight into client usage and a view of contract entitlement with insights into those indicating adoption. MySA provides one consistent user experience that integrates sales activity tools and processes for entering and tracking your SaaS opportunities.

    Take the next step

    Are you ready to take reselling IBM-hosted SaaS offerings to the next level? Go to the SaaS PartnerWorld reseller page to start registering your SaaS deals.

    Tyler Sirucek
    Program Manager
    WW Ecosystem Initiatives—SaaS Resell Incentives

    *This offer is not eligible in People’s Republic of China (PRC), Ecuador and Taiwan

Tyler Sirucek is the WW SaaS Resell Incentives Program Manager with responsibility for the Tier 2 SaaS rerell incentives.

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