IBM Storage BP Ecosystem Promotions & Incentives
Wolfgang Kugler – IBM Storage Ecosystem Leader EMEA Geo
IBM Storage BP Ecosystem Promotions
Array-focus
• Merry FLASH-mas! – better VS-discounts for FS5300/FS7300/C200
Competitive LTO solution – BP promotion
• Displace competitive tape solutions (eg. from DELL or others) and receive an incremental discount to be more competitive/increase your BP margin
•FS5300 Value Bundles – fixed configured bundles at a very attractive price
•New Operational Resilience Bundle (ORB)
•Get a FS5300 + IBM Storage Insight Pro + Extra memory cache (at no cost!)
•FlashSystem & SAN b-type VALUE BUNDLES Promotion
•Getting 20% OFF list price on SAN switch for ordering both
•Software-focus
•Various End Customer Price Plays on IBM Storage Software Family
•Loyalty Program, Subscriptions Licenses and others
IBM Storage BP Ecosystem Promotions
IBM Partner Advantage Incentive - program
•New BP Seller incentive program replacing “Know Your IBM Earn BIG
• (=5%) for selling eligible FlashSystem arrays, Fusion HCI – or SW and SAN b- or c-type into select clients!
• Collect your additional $$-KICKERS for selling into NewClients, for running a POC , for earning a tech badges and more.
IBM Storage BP Ecosystem Promotions & Incentives
Software-focus
• End customer price plays are available through IBM SW distributed price plays. Local VADs & IBM Storage BPS can help with details.
• Some programs are only available in selected countries, see respective PLET for details. Massive 3.04 price play update between cycles & beyond data resiliency portfolio
• Added P/N D0NE8ZX – IBM STORAGE DEFENDER DATA RESILIENCE RESOURCE UNIT PER MONTH @ 30% discount
• Added several Ctera P/Ns (D2083LL, D1SMHLL, D1SMFLL) @ 80% discount
• Increased discount for all CEPH P/Ns from 70% to 85%
• Simplified and increased discount for most of the Storage Protect for Cloud P/Ns
• Simplified Storage Fusion discounts
IBM Partner Advantage Incentive
IBM Partner Advantage Incentive (previously “Know Your IBM”) is an individual reward benefit for Sellers and Technical Sellers from IBM Business Partners who sell qualifying IBM solutions.
Eligible participants earn valuable reward points which gets applied to their personalized IBM Rewards Card, giving users ultimate flexibility on how they redeem their rewards.
IBM Partner Advantage is retaining it’s commitment to Storage and Power Systems, while expanding the product portfolio to include software for the first time with Watsonx Orchestrate, Apptio Cloudability, Instana, Planning Analytics, and Maximo.
This expansion of the brand portfolio is focused on driving strategic priorities, helping business partners WIN in the market while maximizing their earning potential.
How can I earn under IBM Partner Advantage Incentive?
(1)Closing a sale – earn 5% of deal revenue against qualifying products. Only sales into SELECT customer accounts will count towards IBM Partner Advantage rewards. Minimum revenue threshold of $10K USD.
(2)New Client Acquisition (NCA) – if closed deal was sold to a Select customer that has not purchased IBM technology over the past 36 months you will earn an additional $1,000 in IBM Partner Advantage points.
(3)Proof of Concept (PoX) – conduct a demo, pilot, onsite trial with that same Select customer and earn an additional $500 in IBM Partner Advantage points.
(4)Training – individuals who successfully complete qualifying level 4 training (level 3 for FlashSystem) will earn $500 in IBM Partner Advantage points for every qualifying brand deal they helped close.
Closed Deal
Incent partner sellers to sell in Select: only pay the incentive on deals sold in Select 5% Deals $10k and above
Drive partners to drive show not tell experiences
New Client
Increase partner focus on new account generation
Motivate partner sellers to attain technical expertise
Important notes: No sales to government entities will be loaded. All earning opportunities can be split 50/50 between the partner Seller and Technical Seller with the exception of the Training. Each deal is limited by a transaction cap of $30,000 USD for Business Partners in North America and EMEA, and $20,000 USD for Business Partners in APAC and Latin America ($5,000 USD for Hong Kong & Taiwan). Level 4 training is only be paid to the individual IBM has on record as having earned the badge. No MES sales will be loaded.
NCA, PoX and Training bonus activities are only awarded when a customer sale against that brand closes. All B-Type and C-Type SAN sales must be sold in pairs along with an eligible FlashSystem controller.
IBM Partner Advantage Incentive Brands
Eligible Sales are based on
• SaaS New License orders, Express New License orders
• Products purchased under Value Seller terms
• Products purchased under special bid terms
• Products purchased through Passport Advantage
• Products purchased through the Advanced Administration System
• SaaS subscription sales made through the Partner Marketplace
• Only sales of new products are eligible to receive IPAI points
• IBM defines eligible new products as those resulting in the placement of a new machine
New!! Competitive LTO TAPE solution – BP promotion
What is it for?
From May 1st of 2025, Dell will no longer sell low-end LTO tape products.
How does it work?
Engaging is Easy
Business Partner resellers (T2) reach out to their aligned VAD to get access to this promotion for a competitive displacement situation (eg. on Dell-installed base or other competitors)
Dell’s existing customer base will need to source tape from alternative suppliers and IBM is the most logical choice given the drives and libraries marketed by Dell until now were based on IBM’s offerings.
IBM has long been the industry leader in tape – responsible for many of the innovations seen in the technology over decades –and our commitment remains steadfast. Tape has long offered unique economics and fulfills a critical role in client storage estates for backup/recovery, long term retention, and cyber resilience –with its inherent security features and physical air-gap characteristics.
Eligibility
IBM is offering a pricing promotion (for VADs: ePricer offer “LTOCMPEMEA“ available for sales of IBM TS2280, TS2290, TS2900, TS4300 & 7226 (not Media). A valid Deal registration is required
- available across EMEA: till Dec. 31st, 2025
To help you identify the correct IBM offering based on the existing Dell solution, you can see a simple ‘side- by-side’ in the table below.
More info on IBM tape solutions can be found at www.ibm.com/tape-storage or contact your IBM or VAD sales representative.
NEW!! FlashSystem 5300 Value Bundles
Access next-gen technology for a fraction of the price
Optimize and Automate AI-driven management with FlashSystem grid
Modernize
With latest FCM4 technology with Quantum-safe encryption, in-line compression and threat detection with no performance loss
Tailored to support smaller entry-capacity points with cost-effective alternatives
Includes:
• 256GB cache
• Encryption enablement
• 2 x 4.8TB ECM
Confirmed in a DRAID1 array with flash fit 2:1 guaranteed compression delivers
FC#ADK2
Includes:
• 256GB cache
• Encryption enablement
• 2 x 9.6TB ECM
Confirmed in a DRAID1 array with flash fit 2:1 guaranteed compression delivers
9TB Effective
Detect, Alert and Recover
Encryption ransomware detection and alerting in <60 seconds and recovery in <60 seconds.
Includes:
• 256GB cache
• Encryption enablement
• 6 x 4.8TB FCM
Confirmed in a DRAID1 array with flash fit 2:1 guaranteed compression delivers
28TB Effective
19TB Effective
Accelerate
Elevate performance expectations with sub millisecond latencies and over 60% improvements in IOPS and bandwidth
FC#ADK4
Configs with less than 40TB (raw) and:
• 1.92TB SSDs
• 3.84tb SSDs
Can achieve comparable pricing to FS5045s with 10-12 drives
• DRAID1 is a great, cost-effective option for smaller capacity configurations –delivering more efficient usable capacity ratios
• Note: inline threat detection for DRAID1 configurations expected in July ’25
IBM FlashSystem 5300 - Operational Resilience Bundle
A simplified approach to recovery from data breaches based on protection, detection and rapid recovery
Background
In today's digital landscape, cyber threats are a constant concern for businesses of all sizes. However, smaller companies are particularly vulnerable to the devastating effects of a cyber attack. Threat actors know and purposely target smaller companies because they commonly contend with limited resources, lack of expertise in managing cyber risks, and often have an increased attack surface when relying on third-party vendors, cloud services, and connected devices. According to Cybercrime Magazine, 60% of small companies close within six months of experiencing a cyber attack.
Achieving an optimal state of Operational Resilience, where rapid recoveries from verified points of restore, to return the business to a viable state following an attack is not difficult. IBM FlashSystem addresses these needs with capabilities, capacities, and prices no other vendor can match.
This bundle is designed to address the operational resilience requirements that companies (of any size) have in protecting against and rapidly respond to disruptions. IBM is excited to bring these capabilities to you.
What’s in the bundle?
1. IBM FlashSystem 5300
The highly cost-effective 1U array is a compact, block-based, high- performance, and resilient storage system, capable of scaling up to 1PB. Its small footprint allows for easy placement in various environments.
Built with IBM’s unique FlashCore Module, IBM’s computational storage, smaller companies experience the same computational storage technologies that drives the world’s largest enterprises.
2. IBM Storage Insights Pro
A SaaS-based AI Operations service that allows you to analyse, protect and optimize your storage infrastructure with:
• Inline threat detection and alerting
• System performance analysis and recommendations
• Application analysis and workload placement
• AI driven advisories
3. Additional System Cache - at NO COST!
The memory needed to provide the best possible operational resilience experience without sacrificing performance.
The cache upgrade offsets the cost of the Insights Pro software, effectively leaving only the SWMA for the required period.
IBM FlashSystem b-type SAN Value Bundles
Lower cost SAN for the FlashSystem 5000, 7300, 9500 arrays to ensure optimum performance, autonomous features, cyber- resiliency, and high availability end-to-end storage solutions
FlashSystem 5015/5045
Two SAN24B-6 switches with 8 x 16G SWL SFPs.
LOWER COST
Immediate savings on Flash+SAN bundle vs. a-la-carte price
FlashSystem 5200/5300
Two SAN24B-6 switches with 8 x 32G SWL SFPs.
PERFORMANCE
Match Storage-SAN speed for optimum workloads
FlashSystem 7300
Two SAN24B-6 switches with 24 x 32G SWL SFPs.
Realize Instant Benefits
CYBER RESILIENT
Enhanced data protection and fast data recovery SCALABILITY
PLUS … more REVENUE and ACCOUNT CONTROL for you
FlashSystem 79500
Two SAN24B-6 switches with 24 x 64G SWL SFPs.
Add ports on-demand for simple device connectivity
ADV FEATURES
Offer advanced, Offer advanced, enterprise storage services with entry storage array
IBM b-type Gen 7 Director Blade Program Options
SAN Attach
Sell IBM b-type Gen 7 Directors with IBM DS8000, FlashSystem 7000/9000, or Tape and receive receive discounts on all Gen 7 blades.
Discounts vary by blade and optics type*
Refresh current Brocade Gen 5 (EOS) and Gen 6 (EOL) Director installations with IBM b-type Gen 7 Directors to receive discounts on all Gen 7 blades. Discounts vary by blade and optics type*
Competitive Replacement
Replace competitive Cisco SAN installations with IBM b-type Gen 7 Directors to receive discounts on all Gen 7 blades.
Discounts vary by blade and optics type
• Program registration are shipment are required prior to 31DEC25.
• Minimum of two (2) blades per chassis is required.
• Programs cannot be combined with other discounts on the same blades.
*Upon the registration submission, a cost relief email is automatically sent to IBM for distribution to the appropriate GEO Pricer.
The Engagement comes in 2 forms to meet client needs.
• For SMB:Digital Cyber Safe Assessment (90min)
• For Big Industry:Full Cyber Safe Assessment (1/2 day)
Your Client Faces 3 Main Cyber Problems:
• Identity Theft
• Data Theft
• Ransomware Extortion
What is the IBM Cyber Safe Engagement?
The engagements follows 3 steps:
1) Understand the threat
2) A Cyber Assessment
3) Recommendations to improve resilience… The purpose is to help our BP’s, Sell More; Sell Bigger; Sell Faster and so doing make more margin!
All you need in 1 place: seismic page
Meet your Digital Risk Assessment Assistant (see Seismic Page on how to get access)
Our Technology counters 3 cyber problems:
• We verify Identity with MFA and 2 Person Integrity
• Data Theft: IBM Quantum Safe Encryption
• Ransomware Extortion: We find it in 60 seconds 01 A 3 min video to show of a Cyber Attack 02 Find the GAPSA: A BP Delivered 12 Question Digital Assessment 03 Recommendations: IBM Risk Assessment Assistant
NEW! The Cyber Safe Engagement
Client Engagement for SMB
This has been created to help small to medium business (SMB) survive in the event of a Cyber Attack.
What is the SMB Cyber Safe Engagement?
It is a focused 90min interaction to identify where clients have a cyber exposure, starting with an audio-visual experience covering the threat companies face. This is followed by a facilitator led Digital Assessment to determine a company's ability to continue trading in the event of a cyber-attack. The purpose is to produce a set of prioritized recommendations to ensure the company is Operationally Resilient when under attack. What are the next steps
• Go to the Seismic Page
• Contact Raluca (raluca.boncea@ibm.com) to reserve a Facilitator
• The workshop can be hosted at an IBM Innovation Studio across Europe, OR at your preferred location if none is nearby, with expenses reimbursable through Co-Marketing if eligible What are the expected outcomes?
• As a partner you will sell more, you will sell bigger, you will sell faster
• A greater understanding of the gaps your clients need to address to protect themselves
• An Executive Report detailing the outcomes of the Assessment, the link to generate the report is at the end of the assessment
NEW! The Cyber Safe Engagement
Client Engagement for Regulated Industries
This experience is built to create a high value engagement with clients covering all elements of Cyber Resilience. It generates a gap analysis of their Cyber Resilience posture.
It covers elements of Regulation, Cyber Security software, Storage Platforms, Data scanning, clean room recovery and orchestration.
What is Regulated Industry Cyber Safe Engagement?
It is a half day experience and workshop, starting with an audio-visual experience covering the threat companies face. This is followed by a facilitator led workshop, using the IBM Secure and Resilient Assessment (SaRA) to determine a company's ability to continue trading in the event of a cyber-attack. The purpose is to produce a set of prioritised recommendations to ensure the company is Operationally Resilient when under attack.
What are the next steps?
• Go to the Seismic Page
• Contact Gerd Franke (GFRANKE@de.ibm.com to reserve a Facilitator)
• Click Here to Book the Innovation Studio Immersive Experience What are the expected outcomes?
• Deeper client engagement, enhanced Margin
• A prioritized list of recommendations to improve their Operational Resilience
• A Professional Report detailing the outcomes of the Assessment (see sample report).
NEW! The Cyber Safe Workshops
2-4 hours interactive session at IBM Innovation Studios or BP’s premises especially designed to meet the needs of decision-makers, business experts and IT departments in the local language. The session begins with a video that simulates a real-world ransomware incident. Then a Digital Cyber Resilience Assessment guides clients to review key areas in their companies including:
• Regulatory compliance
• Cybersecurity software
• Storage and recovery infrastructure
• Data scanning and orchestration
• Clean room readiness
• Feedback and a personalized report from IBM experts is immediately downloads as an initial overview of clients current cyber resilience posture.
• Run your own demgen client workshops now – just follow this simple guidance.
2025 Infrastructure Demonstration Program
•(former DDE/demo – program)
•You want to buy your own demo array?
•Check out your special BP demo conditions here ...
•IBM Business Partners can purchase demonstration and development equipment under the IBM terms.
•Download program guide Link to ValueSeller discount scheme (see IBM product exhibit)
Co-Marketing Demonstration Equipment Pilot
Demonstration equipment intended to showcase IBM’s technology, solutions and services is now eligible for reimbursement in accordance with the guidelines shown below.
Pilot Scope
• Business Partners and Distributors in EMEA and Japan
• BP-Led activities under the following Co-Marketing Programs:
• Growth Sell and Service
• Distributor Base
Important dates
• Applies to Co-Marketing activities submitted from September 1, 2025 with an activity end date prior to June 30, 2026.
• Activities must be executed within the applicable Incentive Offering end date (not cross-year)
Eligible Products
• Applies to Co-Marketing activities submitted from September 1, 2025cwith an activity end date prior to June 30, 2026.
• Activities must be executed within the applicable Incentive Offering end date (not cross-year)
• Exhibit - IBM Demonstration, Development and Evaluation Program for IBM Power & Storage
• Exhibit - IBM Demonstration, Development and Evaluation Program for IBM Z and LinuxONE Products
• For IBM Power and Storage products: Total number of two (2) demo equipment purchases per brand per Partner can be reimbursed during a calendar year
• For LinuxOne: Total of one (1) demo equipment purchase per partner can be reimbursed during a calendar year
• Not eligible for reimbursement under this pilot: shipping, insurance, customs duty, import duty, customs clearance , taxes, tariffs and Technology Lifecycle Services
Reimbursement under this pilot is subject to the following criteria
• Equipment must be purchased for use in a Demand Generation or Marketing Engagement event activity (e.g., Customer Conference, Tradeshow, virtual event). Enablement and 1-to-1 activities are excluded.
• A Partner may budget a maximum of 40% of their Co-Marketing IO half-year allocation(s) for demo reimbursement.
Marketing Activity Plan (MAP) in CMC must include detailed usage of the equipment in the MAP description and an approved Partner Business Plan (template provided by IBM) that contains:
• At least two (2) events where the Partner will use the purchased equipment. Events must be executed by the applicable Incentive Offering (IO) end date.
• Expected return on investment for the outlined marketing activities.
• Marketing activities must adhere to Co-Marketing Terms and Conditions and Co-Marketing Guide.
• At claim time, Partner must submit an invoice from IBM or Distributor for the demo equipment purchase. Reseller Partners must also provide the Opportunity number of the demo purchase (e.g., in the claim comment field).
• The Partner Plus rebate associated with demo equipment acquisition will be deducted from the Co- Marketing demo reimbursement amount. Please note that reimbursement will not be issued until the rebate amount is finalized.
• The Partner cannot resell the reimbursed demo equipment prior to the execution of a minimum of two activities. IBM reserves the right to request a repayment from the Partner of up to 50% of the demo equipment reimbursement amount received through this Pilot should the partner fail to meet this requirement.
When to Position FlashSystem 5300 Value Bundles?
Leverage the bundles for these three simple use-cases
Replace FS50x5 all-flash opportunities
Leverage Better Way to Grow
These bundles have been priced to offer competitive alternatives to all-flash FlashSystem 5015/5045 with less than 40TB raw / 30TB effective capacity points. Depending on the compressibility of the data, leveraging FCM inline compression, these bundles can achieve much lower effective $ / TB than comparable solutions.
Extend the Data Resiliency Chain to FS50x5 clients
With the Better Way to Grow program, your client can get the benefits of modernizing with IBM FlashSystem and continue to leverage the investments they have already made in third-party Storage.
Program flyer Program ‘how-to’ 1-pager
Regardless of the amount of data needed to be stored, every company faces data resiliency threats and regulations. Leverage the FlashSystem 5300 with immediate threat detection with FlashCore Modules, FlashSystem grid for AI driven, robust management and Quantum-Safe encryption to get your client started in solving their data resiliency challenge.
e-config and Configuration Details
• Available in e-config and ePricer: 3/11.
• GA: 3/26.
• Configured in the new “Bundle” section in e-config.
• As the bundles are meant as entry configs and include cache and drives, cache upgrades and additional drives are not selectable during Initial Order.
• Capacity upgrades are available through bundle MES features after installation for capacity grow. These incur a premium, bringing larger configs in-line with the regular FS5300 price.
Call to Action
• Review all your FS5045 offers
• Check if FS5300 value bundle can fit
• Propose bundle instead of FS5045 offer
• Announcement Letter : link
Thank you