Introduction to swg appliances q4 2015

IBM Software Sales Business Operations

1

An Introduction to SWG Appliances

Passport Advantage Business Operations, Europe & MEAPassport Advantage Business Operations, Europe & MEA

Last Updated: 03/11/15


2

Passport Advantage Enablement Week


3

Agenda:

•What are Appliances?

•Appliances type depending on installation.

•Appliances validation and documents required by Appliance Solutions Contract Managers.

•Cut-off time for shipping.

•Firm Order Exception.

•ASCM task id and Brand Advocates

•Useful links


4

What are Appliances?Appliances are a combination of hardware/software in a single purpose device.

An Appliance is uniquely identified by Machine Type, Model and Serial Number.

Machine Type is a 4 digits alphanumeric code.

Machine Model is a 3 digits alphanumeric code.

Serial number is a unique 7 digits alphanumeric code.

Example: NZ83084CC03563MT Model Serial


5

Appliances can be sold together with the following offerings:

-Business critical: Support Service upgrade from standard 9 hours/5 days to 24/7 with 4 hours response time.

-Appliance Add-on software packs.

-Future renewals for standard support, Business critical and add-on software.

DSW SAP system automatically associates an Appliance and all its related software, Business critical and/or renewals by assigning them the same set of MTM/serial. This is why a SQO quote is necessary for all Appliance orders, even when no special pricing is applied, as it contains the rule of association through another code called Appliance Id.


6

Appliance Id. In SQO


7

Appliance types depending on installation-CSU: Customer Set Up (customer installed Appliances)

•Guardium•DataPower•Q1 labs•ISS (Infrastructure) •Webseal

-IBI: Installed by IBM

•PureData for Analytics (Netezza)•The Now Factory•PureApplication System

DSW SAP system creates POE at shipment for CSU Appliances, but at installation for IBI.Invoicing happens at shipment regardless the Appliance type.


8

Appliance order validation

Customers purchasing Appliances should be enrolled in PA 8/9. However customers in prior PA agreements can still buy appliances by agreeing to a special version of the Supplement of Purchase of Appliances (link in next slide).

Appliance orders go through two validation processes:

1.1. FOP validation, performed by Order Management teams.FOP validation, performed by Order Management teams.2.2. Appliance specific validation, performed by the Appliance Solutions Contract Appliance specific validation, performed by the Appliance Solutions Contract

Manager team (task id: CF Europe Appliances/UK/IBM)Manager team (task id: CF Europe Appliances/UK/IBM)

Both validations are done in parallel and when finished the order is released. At this point the order feeds to the manufacturing system but doesn’t invoice until it is shipped.


9

Documents required for ASCM validation:

1) Supplement for Purchase of Appliances and Appliance Services.

It’s a document that describes the contracted Maintenance Services and Terms and Conditions that are Appliance specific. It’s automatically generated by SQO. The signature requirements depend on the end user country (see table in next slides)

-It can be signed by the customer and countersigned by IBM or

-unsigned.

The signed version of the supplement can be used in all cases regardless the country.

Please refer to the following link to download the correct version of the supplement depending on the type of order, the customer PA agreement version and the signature requirement.

Supplements and requirements for IBM Appliances and Appliance Services Sales

They have to be submitted to CF Europe Appliances/UK/IBM

http://w3-03.ibm.com/software/spcn/content/C234176Z77840J35.html


10

Supplements requirements for IBM Appliances and Appliance Services salesLink in w3

CountryCan use No Signature Required

SupplementMust use Signature Required

Supplement

Austria X

Belgium X

Bulgaria X

Croatia X

Cyprus X

Czech Republic X

Denmark X

Egypt X

Estonia X

Finland X

France X

French Guyana X

French Polynesia X

Germany X

Ghana X

Greece X

Guadeloupe X

Hungary X

Ireland X

Israel X

http://w3-03.ibm.com/software/spcn/content/B550035I51281V97.html


11

Supplements requirements for IBM Appliances and Appliance Services salesLink in w3

CountryCan use No Signature Required Supplement Must use Signature Required

Supplement

Italy X

Kenya X

Latvia X

Lithuania X

Luxembourg X

Morocco X

Netherlands X

Nigeria X

Norway X

Poland X

Portugal X

Romania X

Russia X

Serbia X

Slovakia X

Slovenia X

South Africa X

Spain X

Sweden X

Switzerland X

Tunisia X

Turkey X

United Kingdom X

http://w3-03.ibm.com/software/spcn/content/B550035I51281V97.html


12

2) Importer of record form (IOR form).

An Importer of Record form is a document (spreadsheet) that contains the necessary information to clear customs. It is used by our logistic partner, Geodis, to generate the Import Invoice when IBM is not the entity clearing customs.

An IOR is always required for channel orders for non-commissionaire countries non-landed countries (see table in next slide).

Adobe Acrobat Document

IOR form template


13

IOR form requirement by country:


14

3) Site Survey or TDA (Technical Delivery Assessment). For IBI Appliances (Installed by IBM) a document (spreadsheet) containing the necessary technical information for the delivery and installation of the appliance is required. Details include ship-to address and contacts, and others related to the ship-to building (doors and lifts size, etc.), power cable options and network infrastructure.

Site Survey: TDA:-PureData Analytics (Netezza) -PureApplication System-The Now Factory

Microsoft Excel Worksheet

Microsoft Excel Worksheet


DSW High Level Appliance Overview

Upon FOP and ASCM

validation completion

order is released

Order feeds from DSW SAP

to FLE (manufacturin

g system)

Appliance is picked and packed for shipment

Appliance is shipped. FLE

shipment data is sent to DSW SAP

DSW SAP releases invoice

DSW SAP sets automatically install date to

match ship date = Start of

POE

Appliance is installed.

Install report sent to ASCMs

ASCMs request to manually

add install date

Entitlement data feeds

automatically to PEW

DSW SAP sends POE

to customer

CSU

IBI


16

FOP and ASCM validations are done simultaneously. The order is released to manufacturing when both pass.

All Appliances orders invoice at shipment, regardless whether they are CSU or IBI.

POE is generated and sent at shipment for CSU Appliance orders, but at installation for IBI orders.

Summary:


17

Shipping cut-off time at month end/quarter end.

Appliance orders are non-accruable. They have to invoice (ship) before midnight in the country where the manufacturing plant is located to recognize revenue.

Guadalajara (Mexico) GMT -5 hours

PureData Analytics (Netezza)

Guardium

Q1 Labs

Datapower

ISS

Webseal

The Now Factory

San Jose (US) GMT -7 hours

PureData Analytics (Netezza)

Rochester (US) GMT -4 hours

PureApplication System

The brands shipped from each factory may change in the future. Please check with ASCM task id (information at the end of the presentation).


Firm Order Exception• If appropriate conditions exist we have the capability to create orders in advance of an end

user PO, to allow the shipping of the Appliance to the end user country before the PO is provided. This capability is known as Firm Order Exception (FOE).

• FOE process for Appliances is required when the probability of order closing is VERY high. The opportunity associated with the order is in “Conditional Agreement/Closing” or equivalent sales stage.

• PO and signed additional agreements/contracts to PA are in process, but not yet received by IBM

• The appliance is held in IBM distribution centres in the end user country until firm order is provided.

• Firm Order Exceptions are not enabled in EMEA non-landed and non-commissionaire countries.


FOE Criteria

• Verbal customer commitment to purchase awaiting final signatures.

• Site Survey/Technical Delivery Assessment (TDA) Completed, if required.

• Customer has intention to Install appliance (if IBI) by the end of the following month.

• Customer must have accepted, or be prepared to accept, the PA base agreement.

• Customer is prepared to accept the T&Cs of the Supplements for Purchase of IBM Appliances.


Pre-requisites

• Approved SQO quote containing the appliances and appliances related software only. No standalone DSW software should be included.

• Approved/Confirmed Credit check for quote amount.

• Approved DPL check.

• The above documents have to be submitted in the FOE database for IBM approval.


21

Direct FOE Orders (Non–ELA) 1) Sales rep initiates an SQO Quote, flags as FOE for Appliance, Appliance related SW, and Services. ( NO stand alone SW allowed on the quote).

2)Sales rep. submits request for approvals to ship into the FOE DB

Rep attaches approved SQO quote, completed/approved credit check, approved DPL check, first line mgrs. approval

3) Once Approved in the FOE DB, the Sales rep is notified and either Sales rep/Sales ops/STS O2O submits the SQO as Unfirm/Approved to ship

4) DSW Sap receives un-firm/approved to ship order via automated interface with SQO with a status of FOE Requested

5) DSW STS team validates FOE request has been approved by engaging the ASCM ( the ASCM will ensure all approvals and artefacts are in place)

6) If all approvals are in, DSW STS team sets FOE flag to approved and order is automatically sent to manufacturing for shipment as an un-firm/approved to ship order

7) IF there is no approval in the FOE DB, request is set to FOE Rejected and Sales Rep. is notified.

8) Manufacturing ships the appliance to customer if US order or to CDC (distribution center) if outside of US.

9) Once the order firms up; Sales Rep/Sales Ops/STS O2O updates SQO order with FOP documentation via the Attachments UI and adds ASCM appliance manager internet email address in the CF Rep field.

10) If applicable, Sales submits 2nd quote for Stand Alone SW.

11) DSW STS/ASCM teams perform firm order validations (FOP) and removes FOP hold on order.

12) ASCM notifies Geodis to release shipment from local CDC to the customer, where applicable

13) ASCM advises DSW STS to remove billing hold, where applicable

14) DSW SAP automatically invoices customer


FOE for ELA Contracts1) Sales rep submits requests in SQO. Appliance, Appliance related SW, and Services. ( NO stand alone SW allowed on the quote if it is part of an FOE).

2)Once the quote is approved, the Sales rep. submits request into the FOE DB

Rep attaches approved SQO quote, completed/approved credit check, approved DPL check, first line mgrs. Approval

3) Sales Rep/Sales Ops/STS o2o returns to SQO and submits the quote as an order and an FOE.

4) Creating the initial FOE order in IDD: - Select NO to MEA Option - Select Appliance terms and conditions – YES - Enter Appliance Brand - Select YES, FOE

Submit form through IDD as non-ELA to avoid approvals being sent to the ECM at this early stage. IDD is the required form of submission for ELA customers. See backup for screen prints of IDD

5) DSW STS receives the IDD entry in “New Order Waiting Approval”. The FOE order is created in SAP, based on the bid that is attached to the record. In parallel, the ASCM receives a notification that an ELA FOE order has been submitted.

6) DSW STS sends a request to the ASCM to ensure all approvals are in places.

7) . The ASCM reviews the FOE DB, as well as the IDD record, to ensure all required documents are received ( See #2 above) against the FOE order.

8) The ASCM responds to DSW STS that all approvals and required documents are in place and FOE holds can be released and applicable billing holds are placed on the order

9) The DSW STS sets the order as “Denied" in IDD. Adding the denial comments : “FOE Approved, Now Awaiting FOP NEW

10)Order feeds to Manufacturing and Appliance ships


FOE in ELA Contracts Continued…11) When order firms up, Sales rep/Sales ops/STS O2O adjusts existing IDD form: (IDD record should be in “denied” status) - Select YES MEA option (Multi Element Arrangement) - Remove the FOE flag on the form - Attach all firm documentation (Contract/PO) and other documentation requirements, such as DMSS - Submit to ELA Contract Manager (ECM) along with 2nd sales quote, if applicable for SW Lic product. (2nd quote needed only if SW Lic is

included in order).

• If price of appliance has changed, OM will update the price per the DMSS, continuing to use the original approved quote as reference in SAP. Please note: IF the original quote configuration has changed, a new quote will be required with a new order – NEW!

12) IDD is now routed to the ECM , with a cc to the ASCM for their HW supplement validation.

13) Once ECM FOP validation is complete, the ECM will approve the IDD

14) DSW STS receives the order, performs FOP checks.

15) DSW STS Engages the ASCM for order validation and removal of FOP holds

16) The ASCM approves the removal of the holds to STS DSW OM.

17) DSW STS removes the FOP holds

18) If applicable, DSW STS generates new SAP order for DSW Lic products included in 2nd quote, SW Lic transaction invoiced

19) ASCM notifies Geodis to release shipment from local CDC to the customer, where applicable

20) ASCM advises DSW STS to remove billing hold, where applicable



Channel FOE process1)Channel reps create quote in SQO and sends to VAD for approval.

2)VAD sends confirmation back to Channel rep via email

3)Channel reps requests FOE approvals in FOE Database by attaching quote, DPL, Credit check

4)Channel rep creates IDD form for FOE channel order. Submits form in IDD database and attaches VAD confirmation email.

5)ASCM receives notification that an IDD FOE form has been created.

6)ASCM validates the FOE request in FOE database has been approved.

7)If approved, the ASCM marks the IDD form as “approved” and this sends an automatic notification to the DSW STS team to create the order manually.

8)If rejected, the ASCM will mark the IDD form as “rejected” and the requestor will be notified and will need to correct the form and resubmit it.

9)If approved, the DSW STS manually creates an FOE sales order in DSW SAP

10)Order flows to manufacturing. Order ships to local country distribution center.

11) Once order firms up, Channel reps attaches PO and signed docs in the IDD form he created initially

12) ASCM get notified and validate all missing documents and change status to “awaiting PO validation in IDD form. This sends a notification to the DSW STS team.

13) DSW STS perform the firm order policy checks

14) When FOP & contract validation are complete, ASCM advises Geodis to ship order from country distribution center to end customer

15) ASCM advises DSW STS to remove billing hold



25

ASCM Europe and MEA task id:

Task ID: CF Europe Appliances/UK/IBM

External email: [email protected]


26

Brand Advocates:

Datapower Mark Stewart1/UK/IBM

The Now Factory Denny McCabe/UK/IBM

Guardium/ISS/Webseal Raquel Batista/Atlanta/IBM

Netezza Josh P Moles/Raleigh/IBM

PureApplication System Traci Barnes/Rochester/IBM

Q1 Labs Pamela A Weeks-Casimir/Raleigh/IBM


Useful links

Global Logistics: Updated Appliance Tracking Wiki

Software Appliances Community

Moving Appliances Cross-Border Wiki

https://w3-connections.ibm.com/wikis/home?lang=en

https://w3-connections.ibm.com/communities/service/html/communitystart?communityUuid=c82e581f-f505-4aab-bf59-392f462fc5ba

https://w3-connections.ibm.com/communities/service/html/communitystart?communityUuid=5dddaab1-3757-4a01-b515-a96d3bf20b5f


28

Introduction to swg appliances q4 2015

Technology

Transcript of Introduction to swg appliances q4 2015