Software ValueNet (SWVN) FAQ
1. Must an application and business plan be submitted for each SWVN portfolio?
An application, through the partner’s PartnerWorld Profile, and a business plan must be submitted for each portfolio. While similar, the business plan will request different information regarding product focus, marketing, and certifications on each.
2. Who at Arrow should receive the application and business plan for processing?
The application should be submitted on line, via the PartnerWorld profile, and the business plan should be emailed to IBM (svnet@us.ibm.com). Sending the business plan to an Arrow employee without sending it to IBM will slow the approval process by adding an additional step.
3. If approved for Software ValueNet InfoSphere is the partner also authorized for SVP IM Data Management group?
While the certifications obtained for Software ValueNet InfoSphere may also be eligible certifications for the IM Data Management Group in Software Value Plus, application for SVP approval must be submitted separately. SWVN InfoSphere approval does provide authorization for SVP IM product groups.
4. How can a partner earn margin on SWVN renewals?
Margin, via discounts, is not available in the channel for renewals in the Software ValueNet program. Margin had only been available on InfoSphere renewals through December 31, 2009. All portfolios are now consistent regarding no partner margin for renewals.
5. Where can I get information about the Software ValueNet program, products, and reseller approval requirements?
The Software ValueNet website has complete information regarding the benefits, program criteria, and application instructions (including copies of the business plans). Additionally, contact your Arrow Software Client Executive who can provide guidance and assist with introductions to the appropriate IBM Software ValueNet Channel representatives.
Software Value Plus (SVP) FAQ
1. What is SVP? Software Value Plus is the authorized-distribution initiative/business model that IBM Software is moving toward in 2010 and beyond. Most of the software currently sourced through the open-distribution Passport Advantage model will require authorization for resale. Earning authorization will be determined by whether a business partner has a demonstrable practice in that technology via certifications and/or an approved repeatable solution.2. Why did IBM decide to create SVP? Customers have told IBM that they want to deal with partners who can provide valuable add-ons to the fulfillment of a licensing order, like services or other applications that are complementary to the IBM software they’re purchasing.
3. How will SVP benefit me, the business partner? In order to be authorized, you need to meet the certification and/or solution requirement. In meeting these requirements, you are actually enrolling in one or both software channel programs that are designed to give you additional margin thanks to your value-add! The certification requirement gets you into Software Value Incentive (SVI), which provides additional rebates to you that can be as high as 20%. The proven-solution requirement gets you into Value Advantage Plus (VAP), which provides you an additional discount of up to 20% as well! So you now have additional money that you can reinvest in your business or use to beat the competition!
4. What is the process for my firm to participate?
- Have an approved VAP solution that has been revalidated per the new product groups, and/or
- Be registered and approved for SVI benefits in any/all of the new product groups you wish to obtain authorization for.
- Complete an IBM Partner Plan – see your IBM software representative or your Arrow software field representative for help if you have not completed this.
- Register for authorization in those product groups.
You can accomplish all these things in PartnerWorld (www.ibm.com/partnerworld).
5. What happens if I’m not ready by January 25, 2010? You will not be able to resell any software products that require authorization. You can apply for authorization at any time after that. Please note, though, that this will also affect your ability to resell maintenance renewals, which will also require authorization!
6. Are all products going to require authorization for resell? No. A few products – those that are sold in very large quantities and IBM’s “Express” products – will remain in Open Distribution, at least for now. You can continue to resell these without having to apply for anything.
7. Once I’m authorized and the program is in place, do I have to place all orders with the distributor I’m aligned with? No, you don’t “have to.” But you must order through your designated distributor in order to obtain any SVI and/or VAP fees/rebates you expect to receive. Orders placed outside of that designated distributor are not eligible for VAP or SVI payments.
8. If I am a SW ValueNet partner, and do not plan on selling any other IBM software products, do I still need to apply for SVP? No.
9. In 2011, a partner will have to sell 10% of their software in one of IBM’s value programs, VAP or SVI. What happens if the partner does not meet the minimum 10% for a specific product group? If you do not meet the minimum Value Add Revenue percentage, you will be given three months to increase your value add percentage for the Reseller Authorization group. The additional three months will begin immediately after the end of the original twelve month period. At the end of the three month period another revalidation will be done of your Value Add Revenue percentage for the original twelve month period plus the additional three months. If you still do not meet the minimum Value Add Revenue percentage over the extended time period (fifteen months in total) then your right to resell the products in the Reseller Authorization group will be revoked. When your right to resell is revoked for this reason, you may not reapply to resell the Reseller Authorization group until six months have elapsed from the date of revocation. Please note that this revalidation check will not be performed prior to January 1, 2011.
SVI & VAP FAQ
1. Can two people within a Business Partner organization who have the same technical certification count as two certifications?
• Yes, each certification is counted independently.
2. Do I need to be in SVI or VAP to be approved for Authorized Products in SVP?
• Yes
3. What does a business partner need to enroll in SVI?
• One sales certification per Reseller authorized Group
• Two technical certifications per Reseller authorized Group, or have an effective Software ValueNet Agreement for one or more Software ValueNet portfolios participating in SVI
• Approved Business Plan, submitted via Partnerworld
4. What does a Business Partner need to enroll in VAP?
• For each IBM software product included in a VAP approved solution IBM will authorize the Business Partner to resell all products within the corresponding Reseller Authorization group both within and separately from their VAP solution.
5. Is there a VAP for Government accounts?
• Starting February 1, 2010 a new IBM Government VAP will go into effect. Check with your Arrow Software Client Executive for more details.
6. What happens to the opportunities in SVI if the Business Partner is terminated from the program?
• If a Business Partner is terminated from the SVI program their eligible SVI opportunities that have not been closed will remain in their present SVI status in Global Partner Portal for the 30 day wind down period to allow the Business Partner to re-apply for SVI and retain their opportunities.
7. Do Technical Sales Mastery tests count toward both SVI and SVP?
• Technical Sales Mastery tests (Technical Sales Professional) count as Technical Certifications for both SVI and SVP.
8. When SVP occurs what will happen to the opportunities currently in SVI?
• For Business Partners who meet the criteria to remain in SVI, all of their eligible opportunities will remain active until the opportunity expiration date. Also, Business Partners may request payment for these opportunities even if they are no longer approved in the Product Group(s) to which the Brand Family (Families) belongs.
9. When does SVP revalidation occur?
• Program: Every Six (6) Months
• Product Group (non Software ValueNet products): Every Six (6) Months
10. What are the requirements for SVI in Open vs. Authorized Products?
• For a Reseller Authorization Product Group, have at least one (1) qualifying sales certification and at least two (2) qualifying technical certifications in the Product Group
• For an Open Distribution Brand Product Group have at least one (1) qualifying sales certification and at least two (2) qualifying technical certifications in the Software Group Brand
Operations FAQ
1. What happens to my quotes obtained prior to Jan. 25th? All quotes obtained prior to 1/25 will be invalid and need to be re-quoted for validity that the partner is authorized to resell all items on the quote.
2. Am I allowed to sell all parts on my renewal even if I’m not authorized? For the first year of the program (2010), as long as the BP is authorized to sell at least one part # on the renewal quote, they may resell the entire renewal. The only difference is that the part’s that the BP is NOT authorized to sell will be priced at a reduced discount.
3. What is the cutoff for orders to be placed for all products prior to SVP going live? All orders must be sent to your Arrow ISR by 4 pm EST on 1/22/10 to ensure processing.
4. Will Arrow be able to tell me if a part I need to purchase falls into my authorized categories or not? Yes we will. Effective 1/25, you will see a modified quoting tool that will be color coordinated that will show you if the part you are requested is a part that you are authorized to resell.
5. If I need to purchase a part that I am not authorized for, can Arrow help me? Yes we can. If you are not authorized for something that you need to resell, contact your ISR or SCE and we will work to pair you up with another reseller to help satisfy your end user’s needs.
6. What if I’m quoted a part# that I’m not authorized for? Arrow will do it’s best to verify that every part we are quoting falls under the BP’s authorizations, but it is also the responsibility of the partner to check and make sure they are only quoting authorized parts to their end user.
7. What happens if I accidentally order a part that I’m not authorized for? Your order will be rejected by your ISR and you will have to send email approval to take that part off the PO or send in a new PO. If not authorized for a part, Arrow will be unable to place that item order.
8. If I need to purchase a product for my own internal use, do I need to be authorized for that product group? Yes
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