System x specialty

Q: I am already addressing these client needs; what is in the IBM System x specialty for me?

A: Many IBM Business Partners are moving into a more consultative role to sell System x solutions. It represents higher value, higher partner margin opportunities. The specialty is designed to provide you with the tools and training needed to successfully compete in the x86 market by selling and implementing System x solutions. In addition, the specialty includes benefits that recognize the added investments you are making.

Q: What is the difference between PartnerWorld membership and a specialty?

A: PartnerWorld is the program through which IBM supports its Business Partner community. A specialty is one critical element and part of the overall PartnerWorld program. The points that are accrued by achieving the System x specialty can also be applied towards earning PartnerWorld Advanced or Premier level membership.

Q: How does this specialty relate to the specialties IBM has previously announced?

A: As part of business simplification based on Business Partner feedback, we are bringing more structure to specialties rather than having separate and slightly different offerings. The System x specialty follows a common framework which complements existing specialties. Other specialties will be announced in the future and will follow this common framework.

Q: How did IBM determine the specialty criteria?

A: The criteria were developed with the direct involvement of Business Partners who participate in various IBM advisory boards. In October 2009 we conducted a very successful pilot in Italy and made slight modifications based on this experience. The criteria for the System x specialty are designed to provide a challenging but achievable set of requirements. Details on business and skills criteria can be found here.

Q: Must the client reference be a System x or BladeCenter reference or can it be any IBM brand solution?

A: A reference has to include a System x platform solution and must be within the last 12 months. The solution can also include other brands, but MUST have System x (which includes BladeCenter).

Q: If I meet all the requirements except the client reference (for instance, the reference is under process) can I still be accepted into the specialty?

A: You must meet all criteria for specialty status, including the client reference.

Q: Is there any specified time duration within which the sales/technical/other certifications are to be completed?

A: You may submit your application before all requirements are met. You will be notified of any missing criteria and will have 180 days to complete all remaining requirements.

Q: Is the System x specialty available in all countries, and when can I start receiving benefits after I am notified of acceptance?

A: The System x specialty is available in most countries. Specialty Elite is currently available only in North America only. Please contact your local IBM representative for more details. Once accepted into the offering, it may take up to 60 days to receive all benefits. Since the benefits may vary by geography, it is best to work with your local IBM representative.

Q: What certifications are required for the specialty?

A: In summary, the following certifications are required:

• Sales: Two people required to complete Specialist certification, one to complete expert level.
• Technical: Two people required to complete Technical Principals and High Volume Storage, one person to choose either expert level – BladeCenter or High Performance.
• Extra points can be obtained from achieving additional IBM technical expert level certifications (BladeCenter or High Performance) or complementary third party certifications (one in each category).

Certification details can be found on the System x specialty criteria page.

Q: Do my existing certifications count towards the new specialty?

A: Yes, your existing certifications can be used to fulfill the skills criteria for the System x specialty. In addition, the points that are accrued by achieving the certifications for the System x specialty can also be applied towards earning PartnerWorld Advanced or Premier level membership.

Q: Are there any restrictions on IBM Business Partners participating in the specialty?

A: No, but as the name implies the specialty is designed for IBM Business Partners who are prepared to make additional investments with IBM and its System x offerings and solutions.

Q: What if I decide not to participate in the specialty; how will that impact my existing relationship with IBM?

A: It is up to each Business Partner to decide if pursuing the specialty is the right business decision. IBM will continue to maintain our existing valued business relationship with you if you choose not to achieve the specialty; however, you will forgo the incremental benefits provided by the specialty.

Q: Do I automatically participate in the specialty if I have the necessary certifications?

A: No, you must apply for the specialty on the PartnerWorld website. The specialty is heavily based on skills and certifications but the criteria include more than certifications.

Q: Will the specialty require renewal?

A: Yes. The specialty status must be renewed annually. If you qualified for the specialty in 2011, there will be a year-end revalidation for 2012.

For further inquiries, contact your local IBM representative for assistance. Or, you may contact PartnerWorld to assist with support in 135 countries and in over 34 languages.