SHABEER MOHAMED K.
October 18th 2013
Software Subscription & Support
Maximizing the value of your IBM Software investment
© 2009 IBM Corporation
Agenda
 Your IBM S&S Point of contact
 Channel Renewal Cycle – Best Practice
 Advantage of reaching customer well in advance.
 Advantages & Disadvantages of S&S
 Questions
 Thank You
© 2009 IBM Corporation
Your IBM S&S Point of contact
SHABEER MOHAMED K.
ISA RENEWALS (S&S) MANAGER
Mobile: 91-98804-09179
E-mail: [email protected]
THERESA S BARNES (SHYLET)
Enterprise Account Manager (S&S)
Phone: 91-80-40683301
Mobile: 91-98457-85444
E-mail: [email protected]
My IBM Pagehttp://www.ibm.com/connect/ibm/in/en/resources/theresa.html
© 2009 IBM Corporation
Your IBM S&S Point of contact
Shalini Singh
(South – Key Accounts)
Ritu P Neog
(West – Key Accounts)
Phone91-080-40683308
Mobile: 91-98806-16581
E-mail: [email protected]
My IBM Page:
http://www.ibm.com/connect/ibm/in/en/resources/shalinis
ingh.html
Phone: 91-80-40683307
Mobile: 91- 99867-62334
E-mail: [email protected]
My IBM Page:
www.ibm.com/connect/ibm/in/en/resources/rituneog.html
Soma Das (East – Key Accounts)
MISRA, MONIPARNA G
(North – Key Accounts)
Phone: 91-80- 40683367
Mobile: 91-97314 55166
E-mail: [email protected]
My IBM Page:
www.ibm.com/connect/ibm/in/en/resources/somadas.html
Mobile: 91-9871003086
E-mail: [email protected]
My IBM Page:
http://www.ibm.com/connect/ibm/in/en/resources/moniparn
a.html
© 2009 IBM Corporation
Your IBM S&S Point of contact
Aradhana Jha
(North – Territory)
Reshma Debbarman
(West – Territory)
Phone: 91-0120-4714033
Mobile: 91-9717152266
E-mail: [email protected]
My IBM Page:
www.ibm.com/connect/ibm/in/en/resources/aradhana.html
Phone: 91-80-40683308
Mobile: 91-9845367808
E-mail: [email protected]
My IBM Page:
http://www.ibm.com/connect/ibm/in/en/resources/reshma.html
Shwetha Gowda
(South – Territory)
Leena Surendran
(Small Deals/ Volume/Acquisitions)
Phone: 91-80- 40683353
Mobile: 91- 8971693457
E-mail: [email protected]
My IBM Page:
http://www.ibm.com/myrep/in/shwegowd/
Phone: 91-80-40683308
Mobile: 91-9900097622
E-mail: [email protected]
My IBM Page:
www.ibm.com/connect/ibm/in/en/resources/leena.html
© 2009 IBM Corporation
Your IBM S&S Point of contact
Bharat Thimmaiah
(Small Deals / Channels Management / ISS Renewals)
Phone: 91-80- 40683366
Mobile: 91-9845543530
E-mail: [email protected]
My IBM Page:
http://www.ibm.com/connect/ibm/in/en/resources/bharath.html
Veerendra K Kolla
(Reinstatement)
Phone: 91-80-40683308
Mobile: 91-8095954940
E-mail: [email protected]
My IBM Page:
www.ibm.com/myrep/in/veerendrakumar.html
© 2009 IBM Corporation
Channel Renewal Cycle – Best Practice
Are there any
orders that are
“With Sales for Review”?
Ensure you’re across
all renewals for the qtr.
Is there a large
deal in play?
Is the client
committed
to renew?
Confirm with Renewal
Rep we have send to
CEO and/or CIO?
Have we asked SWG
Exec to call on
the client?
Renewal Notice
-180 Days
Support
Extension
Letter
-90 days
-30 days
75 days
Client Call
BPs should start calling
Customers 6 months in
advance
Check with Software Renewal
Rep on whether end
user has raised any PMRs
Schedule a BOM review
with top accounts & IBM
Renewal Rep
Confirmation
Letter
Reinstatement
Quotation
-10 days
GPE (Grace Period Extension)
+90 days
Expiration
Access to
Renewal Quote
Client no longer
entitled to support.
Resend confirmation
letter if necessary.
Reinstatement
pricing should client
want to renew at
a later date.
Confirm if your customers
is a part of the WW Strategic
Account List?
© 2009 IBM Corporation
Advantage of reaching customer well in advance.
 We have enough time to close the deal.
 There is no lapse of support
 There is no rejection of support
 Price will be valid
© 2009 IBM Corporation
Why is Subscription & Support Important to Partners
Protect and grow your renewal revenue
 S&S Renewal is a reason to revisit your client.
 S&S a compelling event and a clear deadline
 Strengthen customer loyalty
 Provides up-sell and cross-sell opportunity
 Reinstate lapsed licenses
 Uncover services opportunities
 It allows you to grow your installed base
 Understand your client’s technology plans
 Every year the customer doesn't upgrade costs increase
© 2009 IBM Corporation
Advantages & Disadvantages of S&S
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© 2009 IBM Corporation
© 2009 IBM Corporation
© 2009 IBM Corporation
Disadvantages if not covered under S&S
 Re-instatement cost will be around 3x the amount of their yearly
renewal cost
 Loss of New Software Features & Functionalities
 Non availability of IBM Technical Resources
 Software Compliance Concerns
 Risk & Cost involved when a production environment fails with no
support contract in place.
 Employee Satisfaction & Productivity (eg. running old versions)
 Revenue loss
© 2009 IBM Corporation
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© 2009 IBM Corporation
© 2009 IBM Corporation