Client events package

Q. Which Business Partners qualify for this opportunity?
A. You must meet the benefit's eligibility requirements.

Q. What are the costs to the Business Partner?
A. You are responsible for any costs associated with audience demand generation, including external speaker fees and travel. Business Partners are also responsible for their own travel expenses.

In North America, Business Partners are also responsible for catering fees. A portion of your catering fees may be eligible for reimbursement, and the client events package manager can provide you with the details and requirements for reimbursement.

Q. What are the costs to IBM?
A. IBM provides the facility and catering assistance (breakfast or lunch) for the clients. There is no charge to you to use the facility. IBM will also attempt to secure an IBM industry or technology speaker, depending upon availability.

In North America, IBM may pay a portion of the catering costs. Outside of North America, IBM will pay for the catering fees.

Q. Who does the demand generation?
A. You are responsible for demand generation. You will keep the assigned IBM on-site logistics coordinator at the IBM Innovation Centers for Business Partners, IBM Forum Centers, or IBM Business Partner Innovation Centers updated with the number of attendees expected so that appropriate arrangements can be made.

Q. How long does a client meeting last?
A. Typically, a client meeting can last up to one half-day (a morning or afternoon session).

Q. Who manages the logistics?
A. The IBM on-site logistics coordinator from the relevant IBM Innovation Centers for Business Partners, IBM Forum Centers, or IBM Business Partner Innovation Centers will manage the logistical details, including room set-up, presentation equipment needed, and catering. You will provide your own meeting coordinator.

Q. How should I report my leads?
A. For all geographies, you will need to inform your IBM representative of any potential leads that you receive as a result of the event.

• In Europe, Middle East, Africa, and Latin America, you can also report your leads directly to IBM.
• In the United States, Canada, and Asia Pacific, IBM will help you qualify leads by following up with attendees to your event. IBM will only qualify leads for your solutions that are enabled on IBM products. As a part of this benefit, there is no charge for this valuable lead validation and consultation service.

Q. How many client events can I hold?
A. Business Partners approved to use the package may use the benefit up to two times per quarter in the Americas and up to eight times per calendar year in Europe, Middle East, and Africa.

Q. What telemarketing services are available?
A. In the United States, Canada, and Asia Pacific, IBM can help you with telemarketing services before and after your event.

Before your event
IBM can help assist you with telemarketing efforts to complement your event recruitment and demand generation efforts.

You will need to cover the costs for the pre-event telemarketing services, but IBM can help you locate the appropriate resources. You can ask for details and pricing for this pre-event service when you request a client events package.

After your event
As part of this benefit, IBM will complement your client meeting with post-event telemarketing and consultation services at no charge.

We will contact your attendees to validate their interest and readiness to buy, and we will deliver the fully-qualified leads back to you—ready for you to close the deal. We will also identify where IBM can add technology to make the solution more valuable to your customers, and with your agreement, we will arrange for consultative sales assistance.

Q. What is the lead time needed to host a client meeting?
A. You must request the meeting no later than six weeks before the desired meeting date. The client events package manager will work with you to determine a meeting date that works best for you and IBM. Dependencies such as facility and speaker availability will be taken into account. To help ensure success, set up a pre-meeting call with the presenters.

Q. How does an eligible Business Partner request a client events package?
A. When you submit the request for a client events package, your request will be routed to the client events package manager who will review it and advise you, through e-mail, whether the request has been approved. Upon approval, the IBM on-site logistics coordinator from the relevant IBM Innovation Center for Business Partners or IBM Forum Center will be assigned, and the coordinator will contact you to confirm the date and details.

Q. Where are the meeting facilities located?
A. Meetings for the client events package are generally held at the worldwide facilities of the IBM Innovation Centers for Business Partners or IBM Forum Centers.

In addition, IBM Business Partner Innovation Centers (BPICs) can host your meeting. BPICs may be software-focused, hardware-focused, or both, and they cover multiple IBM brands. If you decide to use a BPIC for your client events package, indicate the BPIC location in the form when you request the benefit.

IBM Innovation Centers for Business Partners, IBM Forum Centers, and IBM Business Partner Innovation Centers locations are subject to availability. If a meeting facility is not available for your area and you want to host a meeting, IBM may be able to secure use of another IBM facility for your meeting.