Passport advantage overview q4 2015

IBM Software Sales Business Operations (SSBO)

Passport Advantage Business Operations

An Introduction to Passport Advantage WW Volume License Offering 2015

Last Updated: 03/11/2015


Agenda

What is Passport Advantage

PA and PA Express

Agreements

Enrollment Process

Subscription & Support

Pricing - SVP/SRP

Tools & Resources


What is Passport Advantage (PA)?PA ( together with PA Express) is the primary licensing acquisition and software subscription and support program for IBM distributed software solutions, SaaS and Appliances across all IBM Software Group brands

Worldwide

Cross-brand sales easier

POE Certificate-based

Accommodates: – Commercial– Academic– Government– Small and Medium Business (PA

Express)

Customer

SellerSeller

Seller

Seller

Seller

WebSphere


What is PA? Complete Part Sets

Simple set of part numbers across products– License with Software Subscription and Support ( D parts)

– Software Subscription and Support Renewal ( E parts)

– Software Subscription and Support Reinstatement ( D parts)

– Media packs

Note: Licensing is platform, version, language, OS neutral

Subscription and Support = S&S = Maintenance


What is PA? Volume Purchasing

Customer “Entitled” discount is based on aggregation of orders across PA license and S&S purchases

Entitled Discounts based on a point system– Each license and S&S part number has a point value (which could be

zero points e.g. SaaS parts)

– Points aggregate to drive discounts at agreement level

– Point values are constant – not affected by discounts


IPAA ( PA Agreement)


International Passport Advantage Agreement (IPAA) Executed between IBM and the customer's "Originating Site"

– Accommodates other entities within the customer's enterprise• Common ownership >50%• Sites in one or more geography - worldwide offering• Enroll as "Additional Sites" (must be purchasing entity)

No signature required (in most countries)– https://www-

306.ibm.com/software/lotus/passportadvantage/online_enrollment_signature_requirements.html

Acceptance of Agreement terms when:– Customer submits a completed enrollment form and initial order– IBM acceptance indicated by providing a Proof of Entitlement (POE)

Certificate

Anniversary date set at agreement start - used to Co-term (synchronize) Software Subscription and Support renewals

https://www-306.ibm.com/software/lotus/passportadvantage/online_enrollment_signature_requirements.html




International Passport Advantage Agreement (IPAA) (2)

Volume Based Program– Bands (RSVP)

• “BL” (SRP)• “D” through “H”• “ED” (Academic) • “I” and “J” are unpublished

– Points from initial order sets the customer's price level, no minimum points required

– Level effective through anniversary date unless a new clip level reached – overnight update if achieve next level

Non-expiring agreement / no end date Terms remain in effect until terminated by either party

– Customer : 30 days written notice– IBM : if customer is inactive for 24 months



The PA Agreement includes:

Sub-capacity terms Terms that allows to license less than the full capacity of a system on which the software

is to be deployed, providing that this system is an eligible virtualization technology/environment. Sub-capacity licensing is not available for all products

http://www-01.ibm.com/software/lotus/passportadvantage/subcaplicensing.html

Software as a Service Offerings IBM SaaS is an Eligible Product that IBM makes available to Customer remotely through

the Internet providing access to functionality of Programs, infrastructure, and technical support. IBM SaaS is not a Program but may require Customer to download enabling software in order to use it.

Appliance Offerings an Eligible Product, comprising both Program Components and Machine Components

as a single product. Attachment for Appliance Services included in PA9 (since December 2014)

http://www-01.ibm.com/software/lotus/passportadvantage/subcaplicensing.html



The PA Agreement includes:

Monthly Licensing PA products available as a rental license Can be paid on a monthly, quarterly, annual or upfront basis License includes subscription and support Another acquisition method for the traditional on-premise software Web Link

Rational Tokens In an effort to simplify the sale of Single year token sales, Token T&C's have been

added to the Passport Advantage agreement. No changes with Multi-year Token Sales & Contracting Process - ELA, Direct Stand

alone or CSD (Channel Special Deal) Multi Year will continue to require additional contracting, S&S analysis and post sale tasks Each multi-year token deal requires engagement by a Rational Geo Tiger/Token Channel SME or Token Project Office Contract.

Tokens Wiki

http://www-01.ibm.com/software/passportadvantage/ML.html

https://w3-connections.ibm.com/wikis/home?lang=en#!/wiki/Wc730df73ce39_491b_9e03_f1091b77ef7b/page/Passport%20Advantage%202014%20and%20Token(s)



Obtaining Eligible Products Section– No Money Back Guarantee

Incorporates International Program License Agreement by reference.– If there is a conflict between the terms of this Agreement (IPAA),

including its Attachments and Transaction Documents and those of the IPLA, including its LI, the terms of this Agreement prevail.


IPAA Attachments

Government Attachment – Provides special band pricing

• (Band H for Germany, Italy & UK, band E for the rest of EMEA)

Academic Attachment – University, College, Primary, Secondary School, Teaching Hospital, Research

Institution

– Provides special ED band pricing

Attachment for Service Providers (xSP)– Required for customers who wish to obtain licenses under PA and use the

software to run hosted environments for their clients– Requires a separate PA Agreement from the PA Agreement under which the

customer obtains licenses for their own internal use– No aggregation between these two Agreements – each earn their own RSVP– RSVP will always be Level D or higher – Agreement cannot be re-levelled below

Level D

Click links for All You Ever Wanted to Know: Government and AcademicGovernment and Academic or xSPxSP

ftp://ftp.software.ibm.com/software/passportadvantage/Brochures_Quickguides_FAQs/AYEWTKA_PA_Gov_and_Academic_attachments_for_customers.pdf

ftp://ftp.software.ibm.com/software/passportadvantage/Brochures_Quickguides_FAQs/AYEWTKA_PA_Gov_and_Academic_attachments_for_customers.pdf

http://w3-103.ibm.com/software/xl/portal/content?synKey=G383122A38327D10


PA and PA Express


PA and PA Express

Passport Advantage – Primarily, but not exclusively, aimed at larger and distributed organizations– Relationship-based Agreement– Multiple Sites under a single Agreement and can be international in scope

• All sites benefit from price level achieved by aggregate acquisitions under the agreement

Passport Advantage Express – Primarily, but not exclusively, aimed at smaller customers who expect to have

relatively few transactions– Transaction-based Agreement– Single site model– Does not accumulate points towards volume discount


Passport Advantage Express

Small & Medium Business acquisition offering– Simplified acquisition– Single site– Transactional model

No Agreement terms to accept in advance– Transaction based, not relationship/agreement based – No Aggregation, no points– No minimum $/€/£ amount to order (same as PA)– No Anniversary - each order unique renewal date– No enrollment – registration details come from PO


Enrolment Process


PA Originating and Additional Sites

When customer enrolls in PA they designate:– Originating Site– Additional Sites

• Entity that can issue a PO• Independent ordering/invoicing• Direct support

All sites – May acquire products from IBM directly– Order through any authorised PA reseller

NOTE: No enrolment needed for PA Express customers. Registration details provided on PO for PAE sites


Mandatory: IBM International PA Agreement (IPAA) IBM International License Agreement (IPLA) Enrolment Form

Case-specific: Authorised Additional Site Schedule (AASS) Attachment for Government or Academic Organizations Attachment for Service Providers (xSP)

Enrolment Form and Documents


Where to Find the Forms

https://w3-connections.ibm.com/wikis/home?https://w3-connections.ibm.com/wikis/home?lang=en#!/wiki/W2b4597a8a4b3_4053_b512_203d5f694588/page/Passport%20Advantagelang=en#!/wiki/W2b4597a8a4b3_4053_b512_203d5f694588/page/Passport%20Advantage%20Agreements%20and%20Forms%20Agreements%20and%20Forms

https://w3-connections.ibm.com/wikis/home?lang=en#!/wiki/W2b4597a8a4b3_4053_b512_203d5f694588/page/Passport%20Advantage%20Agreements%20and%20Forms




Enrollment Process

Present appropriate forms to customer for completion– Customer must complete the enrollment, they are accepting terms and

conditions by submitting the enrollment form• Only the customer can fill the form .

Have the customer review the agreement and submit enrollment form:– Online at http://www-http://www-

306.ibm.com/software/howtobuy/passportadvantage306.ibm.com/software/howtobuy/passportadvantage//• Online enrollment not available for Government & Education customers

– Or by email to (mandatory if signature is required):• EMEA CF task id - [email protected]@ie.ibm.com

http://www-306.ibm.com/software/howtobuy/passportadvantage/



mailto:[email protected]


Software Subscription & Support


Subscription and Support

Subscription – access to most current version– Customer can either download upgrades from PA online or request

media shipment

Support - ability to request IBM Support Center for help in resolving problems or to report product defects

– Base software support includes:– Coverage during normal country business hours (prime shift)– 24x7 emergency (severity 1) off-shift help– Open Authorized Caller list - Open to customer's technical staff



Software Subscription and support required for all “installed” licenses, or for none.

On-premise Software Subscription + Support– Included with initial license purchase– Coverage for 12 full months from date of purchase

• Examples of on-premise product: • a) New Lic Acquired 01/10/14 - ends 30/09/15• b/ New Lic Acquired 15/10/14 - ends 31/10/15

– Coverage for PA S&S Renewal parts are pro-rated to align with anniversary date• Example: If customer’s Anniversary Date is 01/08, • a) renewal starts 01/10/15 - ends 31/07/16 • b) renewal starts 01/11/15 - ends 31/07/16 (One time back end pro-ration

synchs up to anniversary)



On-Premise Software S&S Renewal Quotes will be automatically generated and available to the customer 75 days prior to Anniversary Date

Automatic Annual Renewal of S&S clause included in the Agreement– If customer does not renew prior to Renewal Quote expiration

date(=Anniversary date), an invoice is generated automatically by our system (6th of the following month) and sent to the customer.

– Countries excluded from “Autorenewal”:

BAHRAIN, KUWAIT, OMAN, QATAR, SAUDI ARABIA, AND UNITED ARAB EMIRATES

– Automatic credit note is generated if payment is not received after 60 days of invoice issue date


Pricing: Suggested Volume Pricing/Suggested Retail Pricing


SVP - Suggested Volume PricingSRP - Suggested Retail Pricing

PA Orders: Initial point value of order determines the SVP– No minimum points for new enrollments in PA

H is highest published level I & J - available if enough points to warrant and with SBO approval SVP improves based on accumulation/aggregation of orders. "Instant" RSVP recalculation

is performed after every transaction (to determine if customer can be "up-leveled") SVP for each transaction is the better of customers SVP or SVP associated with the point

value of transaction RSVP review at Anniversary date, RSVP level could go down (1 level max) if the customer

has not achieved the necessary number of points to remain on the current RSVP SRP pricing available in PA Express and BL Some discounting available off SRP from partners

Points

PAE

<500

500

1000

2500

5000

10000

Not Published

Not Published

Level SRPBL

SRP D E F G H I J


Tools and Resources


PA Resources - XL Portal/ European PA Portal XL Portal https://w3-03.sso.ibm.com/software/xl/myportal/content?synKey=W108544T29242L86https://w3-03.sso.ibm.com/software/xl/myportal/content?synKey=W108544T29242L86

European PA Portal https://w3-03.sso.ibm.com/software/xl/myportal/content?https://w3-03.sso.ibm.com/software/xl/myportal/content?synKey=A110717T96224Q78synKey=A110717T96224Q78

– Sales Mastery, Tool Demos, Qend Guidelines, FAQ’s, Contracts and Forms.

https://w3-03.sso.ibm.com/software/xl/myportal/content?synKey=W108544T29242L86

https://w3-03.sso.ibm.com/software/xl/myportal/content?synKey=A110717T96224Q78

https://w3-03.sso.ibm.com/software/xl/myportal/content?synKey=A110717T96224Q78


PA Resources - XL Portal/ European PA Portal Quarter End Guidelines – Click Here to join mailing listClick Here to join mailing list

mailto:[email protected]?subject=Please%20add%20me%20to%20the%20PA%20Mailing%20List


PA Resources - European PA Wiki European PA Wiki https://w3-connections.ibm.com/wikis/home?https://w3-connections.ibm.com/wikis/home?

lang=en#!/wiki/W2b4597a8a4b3_4053_b512_203d5f694588/page/Passport%20Advantage%20Businesslang=en#!/wiki/W2b4597a8a4b3_4053_b512_203d5f694588/page/Passport%20Advantage%20Business%20Operations%20Europe%20and%20MEA%20Operations%20Europe%20and%20MEA

– Process Information, Month/Quarter End Guidelines, Enablement Calendar, Enablement and Tools Links

https://w3-connections.ibm.com/wikis/home?lang=en#!/wiki/W2b4597a8a4b3_4053_b512_203d5f694588/page/Passport%20Advantage%20Business%20Operations%20Europe%20and%20MEA




FastPass - Identify customer, query entitlement https://w3-01.ibm.com/software/xl/fastpass/fphome.nsf/default?openformhttps://w3-01.ibm.com/software/xl/fastpass/fphome.nsf/default?openform

FastPassFastPass is an IBM internal reporting tool for Software Group Distributed Software.

Fastpass contains agreement, customer, business partner and contact details in addition to sales transactions and software entitlement information.

The link below will provide you with Fastpass training material (including User Guide, Getting Started and FAQ). FastpassFastpass training material training material

https://w3-01.ibm.com/software/xl/fastpass/fphome.nsf/default?openform

https://w3-01.ibm.com/software/xl/fastpass/fastpass.nsf/agreements?openform

https://w3-01.ibm.com/software/xl/fastpass/fastpass.nsf/agreements?openform

https://w3-01.ibm.com/software/xl/fastpass/fphelp.nsf/html/help_home.html




PA Online Customer Site / DSW Online for ibm’ers

PAOnlinePAOnline - - http://www-306.ibm.com/software/howtobuy/ http://www-306.ibm.com/software/howtobuy/ passportadvantagepassportadvantage//– Registration and password required– Customer statements & purchase history– Electronic software downloads– Customer can request media shipment at no additional charge for active

Software Maintenance– PoE copies available– Online ordering and online renewals (order direct or via reseller)

Multiple Users Can Access PA Online per Site– Primary can Name up to 4 Secondary Contacts who can grant access– Primary can grant unlimited access to website

Distributed Distributed SoftWareSoftWare (DSW) Online (DSW) Online is a web portal designed to support IBM’ers by providing access to the PAOnline Customer Experience. It mirrors what your customer can view on PAOnline

http://www-306.ibm.com/software/howtobuy/%20passportadvantage

http://www-306.ibm.com/software/howtobuy/%20passportadvantage




https://w3-117.ibm.com/software/sales/passportadvantage/telesales/Entitlement?jadeAction=AUTHENTICATION_DEFAULT_ACTION_HANDLER





Software Quote and Order Tool aka SQO https://w3-117.ibm.com/software/sales/passportadvantage/telesales/intropage.wsshttps://w3-117.ibm.com/software/sales/passportadvantage/telesales/intropage.wss

The Software Quote and Order (SQO) tool is software sellers' online resource for:– Creating and managing sales quotes– Managing renewal quotes– Managing special bids

Enables sellers to enter quotes and submit special bids and orders in a single tool

Same tool for FCT, OEM & PA– Ability to Upload & Download quote to use offline in Symphony/Excel– Ability to add 1 or more editors to a quote– Improved customer and part search functionality particularly end-of-life

(EOL)– Value unit calculator interlocked and integrated into the application

Additional online training available– .http://at3etworks.atlanta.ibm.com/SBOE/onlinehelp/01_oh.htmhttp://at3etworks.atlanta.ibm.com/SBOE/onlinehelp/01_oh.htm

https://w3-117.ibm.com/software/sales/passportadvantage/telesales/intropage.wss

http://at3etworks.atlanta.ibm.com/SBOE/onlinehelp/01_oh.htm


Distributed Software Pricebook

http://w3-103.ibm.com/software/xl/portal/viewcontent?type=http://w3-103.ibm.com/software/xl/portal/viewcontent?type=doc&srcIDdoc&srcID==XT&docIDXT&docID=S771516M81691G71=S771516M81691G71

http://w3-103.ibm.com/software/xl/portal/viewcontent?type=doc&srcID=XT&docID=S771516M81691G71






This application provides a clear view into a Customer's Distributed Software Inventory (Entitlements).

https://w3-01.ibm.com/software/pmxpt/servlet/Gatewayhttps://w3-01.ibm.com/software/pmxpt/servlet/Gateway Features include:

– Summarised view of entitlements by customer name, customer site, client ID or agreement (contract)

– Counts of licenses, S&S, fixed term, & SaaS – Prior year Price – Current part numbers for the product: license, reinstatement, renewal – For every product, drill-thru to the transaction history that created the

customer's inventory for that product. This includes product evolutions and customer site migrations.

– For every license count & every active, future, & lapsed S&S count, drill-thru to transactions & evolutions that generated that count

DSW Entitlement System

Training Materials & Seller Demo: – Click here for - Entitlement System Seller Training MaterialClick here for - Entitlement System Seller Training Material

To Request Access: – Click here for - Access Instructions for DSW Entitlement SystemClick here for - Access Instructions for DSW Entitlement System

https://w3-01.ibm.com/software/pmxpt/servlet/Gateway

https://w3-connections.ibm.com/wikis/home?lang=en#/wiki/W5fa4e564d4ef_4b7a_96a9_6c01c374eaff/page/Overview%20and%20Demo%20for%20Sellers

https://w3-connections.ibm.com/wikis/home?lang=en-us#!/wiki/W5fa4e564d4ef_4b7a_96a9_6c01c374eaff/page/Frequently%20Asked%20Questions


The Europe CF DSW Request Database manages and tracks all incoming administration requests from the Europe SWG sales and sales ops personnel to Customer Fulfilment for DSW.

The Europe CF DSW Request Database handles the following request types - New Billing Customer, New FCT, New Non-purchasing Site, New OEM Customer, New PA Express, New Reseller, Change Agreement Details, Change Site/Contact Details, Entitlement Correction, Shipping Address & Migration Requests.

DSW Request Database

Link Europe CF DSW Requests DatabaseLink Europe CF DSW Requests Database How to Create an Access Request for Europe CF DSW Database: LinkLink

notes://D06DBL035/80257317006CC945/

https://w3-connections.ibm.com/wikis/home?lang=en#!/wiki/W2b4597a8a4b3_4053_b512_203d5f694588/page/DSW%20Requests%20Database%20Access%20Request%20Process


www / w3, Tools & Resources



MEA GMT Passport Advantage Organisation

MEA

Passport Advantage CoordinatorPA Helpdesk CEE and MEA/Ireland/IBM

Country Focal points MEA: Dalibor Jeremic

G&L and Saudi Arabia - Sara El HalabiCEWA - Emmanuel Akoth

S Africa - Christian Schreivogel & Thabisile Ramela Egypt - Mariam Fahim



Passport Advantage Links

Passport Advantage Community https://w3-connections.ibm.com/communities/service/html/communityoverview?communityUuid=12260de5-9c96-4cec-

a6cd-a7f9f35b3144

Passsport Advantage Wiki https://w3-connections.ibm.com/wikis/home?lang=en#!/wiki/W2b4597a8a4b3_4053_b512_203d5f694588

Passport Advantage w3 Portal https://w3-103.ibm.com/software/spcn/content/A110717T96224Q78.html

Passport Advantage Mailing List Request Your ID is Added

Passport Advantage Coordinators Wiki Link for Contact Names

https://w3-connections.ibm.com/communities/service/html/communityoverview?communityUuid=12260de5-9c96-4cec-a6cd-a7f9f35b3144

https://w3-connections.ibm.com/communities/service/html/communityoverview?communityUuid=12260de5-9c96-4cec-a6cd-a7f9f35b3144

https://w3-connections.ibm.com/wikis/home?lang=en#!/wiki/W2b4597a8a4b3_4053_b512_203d5f694588

https://w3-103.ibm.com/software/spcn/content/A110717T96224Q78.html

mailto:[email protected]?subject=Please%20add%20me%20to%20the%20mailing%20list

https://w3-connections.ibm.com/wikis/home?lang=en#!/wiki/W2b4597a8a4b3_4053_b512_203d5f694588/page/Passport%20Advantage%20Coordinators%20&%20Focal%20Points

Passport advantage overview q4 2015

Technology

Transcript of Passport advantage overview q4 2015