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Q2 Incentive for BP OO opportunities … and drive incremental business …

Q2 Incentive for BP OO opportunities … and drive incremental business …. Eric Menache, EMEA SWG Channel Sales Manager. Q2 Incentives for BP OO opportunities. Objective - Use CHANNEL to close additional business in Q2, to cover the revenue gap in SMB Offering

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Q2 Incentive for BP OO opportunities … and drive incremental business …

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  1. Q2 Incentive for BP OO opportunities … and drive incremental business … Eric Menache, EMEA SWG Channel Sales Manager

  2. Q2 Incentives for BP OO opportunities • Objective • - Use CHANNEL to close additional business in Q2, to cover the revenue gap in SMB • Offering • - 10% Additional rebate or selected opportunities closed in June, by the BP (Gross billed) • - SMB New licences only • - Small deal size (capped at 500 K$) - Non I and J, non ELA - May 31st to June 30th • Criteria's for Selection of opportunities (SCOPS picture as of May 27th) • - Q2 Upside, non in Roadmap BP OO opportunities • - Q3 Forecast at Risk, Upside, and non in Roadmap opportunities • - Lists sent to the regional Channel sales manager on Wed June 1st, sorted by country / SSR-BP and BP

  3. Process for Implementation • VADs complete official claim form between 1st and 15th July, and send to CF by close of play on 15th July. • - Customer Name and PA Agreement & Site number (SAP ID) • - Reseller Name and SAP Identification number (SAP ID) • - Sales order number • - IBM Invoice number • - Siebel Opportunity number (to be given to VAD by reseller) • - Value of order, date of order • Scops View on July 8th, with all BP OO WIN opportunities - The reseller MUST update the opportunities (as won) through PWLM - If BP is not PWLM, the SSR-BP can update on behalf of the BP (as usual) • Dublin checks the 2 files to approve eligible opportunities for this promotion - Rebate to be paid to the VAD before Sept 30th - Recommendation to the VAD is to transfer 8% to the reseller

  4. Your role as SSR-BP • Look at all opportunities concerned, for your reseller(s) • Go and communicate to your preferred reseller the offering • THERE WILL NOT BE ANY OTHER COMMUNICATION • Sell this promotion …. for incremental business • Work as usual to help them to close opportunities • And … to update the opportunities in SIEBEL through PWLM as WON • Team with your CAM on this initiative, to be sure that all opportunities are covered • Recommendation to the VAD is to pass 8% to the reseller • OVER ACHIEVE your Q2 target !!!

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