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European Channels Management Center of Excellence

Making a Fast-Start to Know Your IBM 2008

Tips on how to make sure you get rewarded for your loyalty to IBM

www.ibm.com/partnerworld/knowyouribm

11/12/2008

© 2007 IBM Corporation

European Channels Management Center of Excellence

So…Who is Know Your IBM (KYI) for; What is its purpose? KYI is an online interactive sales enablement program that is designed to foster IBM presence and brand loyalty

Two primary rewards-based components:
ƒLearn & Earn - Successfully complete education modules ƒSell & Earn – Close sales to end-user customers and report into KYI
KYI is targeted to Reps from all IBM Business partners Distributors can take part in the Education rewards
2 www.ibm.com/partnerworld/knowyouribm 11/12/2008 © 2007 IBM Corporation

Report sales of eligible products Receive 100s more KYI Points for your sales of qualifying products Combine all your Points to get bigger and better gifts “90% of responding BP sales reps said they were more able to sell IBM Solutions to mid-market customers” And – if you want more… – Each KYI activity will improve your chances of being one of more than 70 lucky participants at one of our exciting Study Tour events! 3 www.European Channels Management Center of Excellence “Over 90% of respondents to the KYI survey acknowledged that Know Your IBM had helped them speak to customers with greater confidence about IBM…” Can reward you for… ƒ…Learning .ibm.com/partnerworld/knowyouribm 11/12/2008 © 2007 IBM Corporation .Successfully complete on-line education modules Get paid up to 50 KYI Points for each 20-minute module Just 7 modules is enough for a 50€ Visa card ƒ…Selling .

net/ For the home… Experiential and Travel For the office… Merchandise Debit cards – ultimate flexibility MasterCard – Top up as you wish …Or for yourself Visa – fixed value gift card 4 www.European Channels Management Center of Excellence KYI Points make Fantastic prizes at http://www.com/partnerworld/knowyouribm 11/12/2008 © 2007 IBM Corporation .ibm.kyirewards.

2009 .And…Remember the KYI Study Tour… Over 70 KYI Members from Europe will join the Study Tour event to IBM’s Research Center in Almaden and to San Francisco -February.

3.ibm. Register with IBM PartnerWorld Complete a profile with Know Your IBM and agree to the Ts and Cs Start earning rewards (Rewards are subject to tax) And working toward the Study Tour Event… – Each of your activities in Know Your IBM will bring you closer to attending one of our Study Tour trips 6 www.com/partnerworld/knowyouribm 11/12/2008 © 2007 IBM Corporation .European Channels Management Center of Excellence Three Simple Steps to Start Earning with Know Your IBM… 1. 2.

com/partnerworld/knowyouribm 11/12/2008 © 2007 IBM Corporation .com/partnerworld/knowyouribm 2.ibm.net The KYI Points earned in the Administration site are transferred to the KYI Rewards site twice each month Let’s look at the sites now… 7 www.European Channels Management Center of Excellence Know Your IBM has two parts 1.ibm.KYIRewards. The KYI Rewards site where KYI Points are converted to rewards – www. The Administration site where KYI Points are earned – www.

European Channels Management Center of Excellence Know Your IBM Site Tour and Tutorial www.com/partnerworld/knowyouribm 11/12/2008 © 2007 IBM Corporation .ibm.

ibm.com/partnerworld/knowyouribm 11/12/2008 © 2007 IBM Corporation .European Channels Management Center of Excellence Accessing KYI See a FLASH overview Access KYI in your local language Provide your access details http://www.com/partnerworld/knowyouribm 9 www.ibm.

European Channels Management Center of Excellence Receiving KYI Rewards – the Learn Page 1. Click to start your chosen module 3. Read Page 1 of the module for ‘Prizing’ details 10 www. Access from the KYI Navigation Area 2.com/partnerworld/knowyouribm 11/12/2008 © 2007 IBM Corporation .ibm.

European Channels Management Center of Excellence Receiving KYI Rewards . Click here to learn about the Rewards for each eligible offering 3. Complete this form using the details of the Invoice you issue to your customer 11 www.ibm. Access from the KYI Navigation Area Register a new Invoice 2.com/partnerworld/knowyouribm 11/12/2008 © 2007 IBM Corporation .Claiming Sales 1.

Actual reward values and eligible products may vary 12 www.com/partnerworld/knowyouribm 11/12/2008 © 2007 IBM Corporation .ibm.European Channels Management Center of Excellence Example Sales Rewards in KYI Examples only .

com/partnerworld/knowyouribm 11/12/2008 © 2007 IBM Corporation .ibm.European Channels Management Center of Excellence Special Sales Promotions in KYI 13 www.

com/partnerworld/knowyouribm . you may explore the rewards catalogue using the following details: ID: Pass: KYIBrowse KYIBrowse 11/12/2008 © 2007 IBM Corporation 14 www.European Channels Management Center of Excellence How can I use my KYI Rewards? Two weeks after you start to become active in KYI – You’ll be sent an email to welcome you to the Rewards Catalogue with your individual access details – www.ibm.net You can exchange your KYI Points for a wide variety of items in the on-line catalog Hint: If you do not have your individual details yet.KYIRewards.

net Select your Country 15 www.com/partnerworld/knowyouribm 11/12/2008 © 2007 IBM Corporation .European Channels Management Center of Excellence www.KYIRewards.ibm.

ibm.com/partnerworld/knowyouribm 11/12/2008 © 2007 IBM Corporation .European Channels Management Center of Excellence Login Page for UK and Ireland 16 www.

European Channels Management Center of Excellence Different ways to shop with KYI… Find items by KYI Points value …or by Reward Category 17 www.com/partnerworld/knowyouribm 11/12/2008 © 2007 IBM Corporation .ibm.

com/partnerworld/knowyouribm 11/12/2008 © 2007 IBM Corporation .European Channels Management Center of Excellence Examples of Rewards 18 www.ibm.

ibm.European Channels Management Center of Excellence Want even greater flexibility? Take our Visa Debit Card… KYI Points to purchase the reward Graphic of reward Description of the reward Click to purchase this reward 19 www.com/partnerworld/knowyouribm 11/12/2008 © 2007 IBM Corporation .

com/partnerworld/knowyouribm 11/12/2008 © 2007 IBM Corporation .ibm. they may make a request using the Concierge Service The KYI team will source the item or service and assign a “KYI Points” price 20 www.European Channels Management Center of Excellence …or Use our Concierge Service for ultimate flexibility If the participant wishes to obtain something specific.

European Channels Management Center of Excellence Or Purchase a Travel Package… 21 www.com/partnerworld/knowyouribm 11/12/2008 © 2007 IBM Corporation .ibm.

European Channels Management Center of Excellence What Do I do Next? Make sure that your manager has agreed to your participation in Know Your IBM Access the KYI Administration site regularly to continue earning KYI Points – Review the latest modules – Check what rewards are available for the various IBM offerings Regularly visit the KYI Rewards Site to use your KYI Points – Enjoy using your KYI Points! 22 www.com/partnerworld/knowyouribm 11/12/2008 © 2007 IBM Corporation .ibm.