WHAT IS THE CRITERIA FOR AN ASL SOLUTION?
The partner’s value add components must add significant new functionality or combine or integrate the IBM software with one or more other products or services that add significant new functionality.
WHAT TYPES OF PARTNERS ARE GOOD PROSPECTS?
PRIMARY TARGET - Independent Solution Vendors (ISVs)
Application Developers
Systems Integrators with repeatable solutions
Application, platform and infrastructure service providers
Technology partners
WHAT IS REQUIRED OF THE PARTNER
Be a member of PartnerWorld
Provide Level 1 and Level 2 Support
Market and sell its solutions autonomously (OO and OI)
Note: Though the partner may team with IBM sales, the Partner should not expect assistance with solution marketing or solution selling.
WHAT ARE THE SPECIAL TERMS OF THE LICENSE UNDER ASL?
The IBM SW Programs can be sold and used ONLY in conjunction with the Solution (restricted use)
The ASL partner retains the IBM SW licenses. They do NOT pass to the end user
Why license IBM software technology as part of your solution? When you bundle and tune IBM software with your products, you are investing in the IBM software which enables you to leverage IBM’s significant investment in Information Management software and industry solutions. And you can achieve a competitive advantage with IBM’s brand equity – a known value to customers globally as the #1 information platform turning information into a strategic driver for innovation, business optimization and competitive differentiation in the industry according to Gartner in 2009. With IBM’s help you can integrate and tune your application on our software so your customers receive the high performance and reliability out of the box, without the need for tedious integration.
You control your own sales cycle with ASL because you receive aggressive pricing for the IBM Software and you determine your own profit margin when you price your solution to win your business. You don’t have to negotiate any pricing with IBM, you own the contract.
Reduce your own solution development costs by integrating IBM software to assemble and analyze information in your solutions. Leverage the IBM Information Management portfolio instead of developing your own applications wherever possible to get to market faster, and deliver optimized, differentiated and consistent solutions to your customers.
IBM will help you broaden your market reach by opening up new channels and markets through the IBM client teams, IBM marketing, and the IBM PartnerWorld ecosystem available to our partners today.
Which IBM software offerings are part of the Information Management Portfolio?
HOW DO I MAKE MONEY?
Application Specific License (ASL) Launch Revenue Credit
Launch revenue is revenue that an ASL partner reports and pays to IBM either as a pre-payment towards the revenue commitment in their contract or to reflect actual sales that they have made to their end user clients. Business partners will report and pay revenues to IBM in the location where the contract is held. Launch commission credit flows automatically through FMS to rep commission payment and retires quota. Reps and managers are not required to submit any documentation for these transactions in order to receive credit.
http://w3-103.ibm.com/software/xl/portal/content?synKey=M733585I64626P78
ASL Landing Commissionable Revenue Credit
ASL landing occurs when the ISV sells their application, as well as restricted use of IBM SW products integrated with their application, to an end user customer. The end customer is the ASL landing account. All reps given CREV quota for selling this IBM middleware and responsible for the end customer will be compensated. All SWG reps and client reps and managers are eligible for ASL landing credit. Executives who are paid on financial revenue only are excluded from the program. There are no clip levels for transactions to apply to commission crediting and quota retirement.
You can help promote the use of IBM middleware through our partners in the following ways:
If you are a Client Executive (S&D) or Client Representative (S&D)
Promote IBM SWG middleware name and strength with high level executives when discussing their software business needs
Understand partner’s strategic direction and go-to-market strategy, how IBM middleware fits, and pass ASL leads to ASL sales team
If you are a Software Client Leader, Industry Software Sales Representative or Specialty Software Sales Representative
Help promote value of IBM middleware inside account
Develop relationship with decision makers/influencers inside application development teams
Assist in passing leads to ASL sales team
.
ASL landing commission credit is issued for transactional revenue only and retires quota.
http://w3-103.ibm.com/software/xl/portal/content?synKey=M733585I64626P78
PARTNERS ARE MORE PROFITABLE
The partners get a discount on the IBM Software. That discount is the same, regardless of which customer the partner sells to. As such, the partner can price the solution (including the IBM elements) to maximize its profitability.
Single contract presented by the partner for all the solution elements, including the IBM software, helps the partner close deals faster.
END CUSTOMERS ARE SATISFIED
Pre-integrated, pre-tested solution reduces implementation costs and reduces risks.
One contact for the sale and support of the solution.
Build in Vivisimo into the pitch.
HOW DO I MAKE MONEY?
Application Specific License (ASL) Launch Revenue Credit
Launch revenue is revenue that an ASL partner reports and pays to IBM either as a pre-payment towards the revenue commitment in their contract or to reflect actual sales that they have made to their end user clients. Business partners will report and pay revenues to IBM in the location where the contract is held. Launch commission credit flows automatically through FMS to rep commission payment and retires quota. Reps and managers are not required to submit any documentation for these transactions in order to receive credit.
http://w3-103.ibm.com/software/xl/portal/content?synKey=M733585I64626P78
ASL Landing Commissionable Revenue Credit
ASL landing occurs when the ISV sells their application, as well as restricted use of IBM SW products integrated with their application, to an end user customer. The end customer is the ASL landing account. All reps given CREV quota for selling this IBM middleware and responsible for the end customer will be compensated. All SWG reps and client reps and managers are eligible for ASL landing credit. Executives who are paid on financial revenue only are excluded from the program. There are no clip levels for transactions to apply to commission crediting and quota retirement.
You can help promote the use of IBM middleware through our partners in the following ways:
If you are a Client Executive (S&D) or Client Representative (S&D)
Promote IBM SWG middleware name and strength with high level executives when discussing their software business needs
Understand partner’s strategic direction and go-to-market strategy, how IBM middleware fits, and pass ASL leads to ASL sales team
If you are a Software Client Leader, Industry Software Sales Representative or Specialty Software Sales Representative
Help promote value of IBM middleware inside account
Develop relationship with decision makers/influencers inside application development teams
Assist in passing leads to ASL sales team
.
ASL landing commission credit is issued for transactional revenue only and retires quota.
http://w3-103.ibm.com/software/xl/portal/content?synKey=M733585I64626P78
PARTNERS ARE MORE PROFITABLE
The partners get a discount on the IBM Software. That discount is the same, regardless of which customer the partner sells to. As such, the partner can price the solution (including the IBM elements) to maximize its profitability.
Single contract presented by the partner for all the solution elements, including the IBM software, helps the partner close deals faster.
END CUSTOMERS ARE SATISFIED
Pre-integrated, pre-tested solution reduces implementation costs and reduces risks.
One contact for the sale and support of the solution.
Why license IBM software technology as part of your solution? When you bundle and tune IBM software with your products, you are investing in the IBM software which enables you to leverage IBM’s significant investment in Information Management software and industry solutions. And you can achieve a competitive advantage with IBM’s brand equity – a known value to customers globally as the #1 information platform turning information into a strategic driver for innovation, business optimization and competitive differentiation in the industry according to Gartner in 2009. With IBM’s help you can integrate and tune your application on our software so your customers receive the high performance and reliability out of the box, without the need for tedious integration.
You control your own sales cycle with ASL because you receive aggressive pricing for the IBM Software and you determine your own profit margin when you price your solution to win your business. You don’t have to negotiate any pricing with IBM, you own the contract.
Reduce your own solution development costs by integrating IBM software to assemble and analyze information in your solutions. Leverage the IBM Information Management portfolio instead of developing your own applications wherever possible to get to market faster, and deliver optimized, differentiated and consistent solutions to your customers.
IBM will help you broaden your market reach by opening up new channels and markets through the IBM client teams, IBM marketing, and the IBM PartnerWorld ecosystem available to our partners today.
Which IBM software offerings are part of the Information Management Portfolio?