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Q4 Incentive for SMB BP OO opportunities … don’t miss this chance to drive incremental business …

Q4 Incentive for SMB BP OO opportunities … don’t miss this chance to drive incremental business …. Marie-Jo Boudry / Klaus Hickl. Q4 Incentives for BP OO opportunities. Objective - Use CHANNEL to close additional business in Q4, to cover the revenue gap in SMB Offering

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Q4 Incentive for SMB BP OO opportunities … don’t miss this chance to drive incremental business …

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  1. Q4 Incentive for SMB BP OO opportunities … don’t miss this chance to drive incremental business … Marie-Jo Boudry / Klaus Hickl

  2. Q4 Incentives for BP OO opportunities • Objective • - Use CHANNEL to close additional business in Q4, to cover the revenue gap in SMB • Offering • - 10% additional rebate for selected opportunities closed in September by the BP (Gross billed) • - SMB New licences only • - Small deal size (capped at 500 K$) - Non I and J, non ELA • Nov 1st to Dec 31th • Valid for both IOT‘s • Criteria's for Selection of opportunities (SCOPS picture as of Oct 24th) • - Q4 Upside, not in Roadmap BP OO opportunities • - Q1/06 Forecast at Risk, Upside, and not in Roadmap BP OO opportunities • - Lists sent to the regional Channel sales manager on Oct 26th, sorted by country / SSR-BP and BP

  3. Process for Implementation • VADs complete official claim form between 1st and 14th Jan 06, and send to CF by close of play on 15th Jan. • - 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 Jan 16th, 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 March 30th - Recommendation to the VAD is to transfer 8% to the reseller

  4. Your role as SSR-BP • Look at all opportunities related to your reseller(s) • Go and communicate the offering to your preferred reseller • THERE WILL NOT BE ANY OTHER COMMUNICATION • Sell this promotion …. for incremental business • Work as usual to help them to close opportunities • And … update the opportunities in SIEBEL through PWLM as WON • Team with your CAM’s on this initiative, to be sure that all opportunities are covered • OVER ACHIEVE your Q4 target !!!

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