IBM Storage Programs Reference Guide for North America

NA Storage BP Programs Reference Guide September 1, September 1, 2020 2020 Direct Link to Bookmark this Guide: North America Storage BP Programs Reference Guide (Box) Katie Miles NA Storage Channel Program Manager kmmiles@us.ibm.com

St Spectrum Control Fed/PS/ GOE FlashSystem V5000, V7000 DS8000 ESS SVC / VSC LTO / Jaguar HE Tape Brocade Cisco Cloud Object CopyDataMgmt Expire Link Route Program/Offering Description Accelerate Archive Discover Insights Protect Scale Suite Virtualize Announce letter Contact BP or Direct IBM BP sellers who acquire IBM Storage may be eligible to earn Know Your IBM (KYI) points that can be redeemed for reloadable reward cards for eligible Hybrid Multicloud, Storage for Data & AI, and Modern Data Protection & Cyber Resiliency solutions. Rewards are now $ per product instead of 1%. Up to a maximum of USD$20,000. BP Firm may take KYI points as a rebate. (1) BP Sellers and Technical Reps can earn 1% In It To Win It KYI points ($20K Max) on the first transaction. BPs can earn 5% rebate and 5% additional margin on approved competitive accounts, and 5% additional margin on Public Sector/GOE. Eligible Competitive End Users have acquired $10K or less in IBM Storage over 24 months. (1) In It To Win It (1) IBM Storage Solutions Rewards ZWWW0072EASEN Ryan Faithful Dec 31, 2020 BP only BP N New Customer Incentive (NCI) ZWAM6147Q Chris Wilkinson IBM BP only Y Dec 31, 2020 BP Federal Opportunity Incentive ZWAM9181B Contact Chris Wilkinson IBM Power & Storage Solution Incentive ZWAM0052G Katie Miles IBM BPs can earn up to 10% margin increase on approved new account opportunities or competitive displacement opportunities in the US Federal Government. BP only Ongoing Y BP End Users who acquire a new eligible IBM Power System and IBM Storage System together as a single solution from an IBM BP can receive a 3% Storage rebate and 3% Power rebate based on the Customer invoice. Paid by IBM to the Customer. IBM Dec 31, 2020 N BP TS4300 Tape Library No Charge Tape Drive Promo ZWAM9091B Contact Mike Doran End Users who acquire a new eligible IBM TS4300 Tape Library can receive one (1) eligible IBM LTO6, LTO7 or LTO8 half height (HH) tape drive at no charge, with the purchase of three (3) eligible IBM LTO6, LTO7 or LTO8 half height (HH) tape drives. IBM Dec 31 2020 BP & Direct Y BP (1) KYI points on these incentives may be combined up to a maximum equivalent of USD $100,000 per BP Seller for the year 2020 2 IBM Internal and IBM Business Partner Use Only

St Spectrum Control Fed/PS/ GOE FlashSystem V5000, V7000 DS8000 ESS SVC / VSC LTO / Jaguar HE Tape Brocade Cisco Cloud Object Route CopyDataMgmt Expire Link Program/Offering Accelerate Archive Discover Insights Protect Scale Suite Virtualize Description Announce letter Contact BP or Direct For a limited time, Business Partners who acquire a new eligible FlashSystem 5010, 5030, can receive one (1) new eligible FlashSystem cache upgrade at no charge with the purchase of one (1) new eligible FlashSystem cache feature. IBM FlashSystem Cache Upgrade Promotion ZWAM9275G IBM Dec 31, 2020 BP & Direct Y BP End User receives a Trade-in payment when disk/flash is traded for disk/flash or tape for tape. Refer to PW Trade-in web page. *Fed/PS/GOE may not accept payments due to internal rules FlashSystem Double Bonus Available through September 30th - Double the value of ANY Replaced Storage when customers acquire new FlashSystem IBM Storage Trade-In ZWAM5157J Contact Katie Miles BP only Ongoing Y* BP No Charge Removal ZWAM9159C Contact Nancy Bearry End User receives No Charge for pickup/disposal of IBM and Non- IBM machines for purchase of new IBM equipment. Note: for IBM direct transactions see letter ZAAM9158C IBM BP & Direct Ongoing Y BP A comprehensive suite of flash storage guarantee programs that gives you the confidence to purchase, own, and upgrade your IBM Storage. Ibm.com FlashWatch Contact Matthew Smith IBM BP & Direct 1 Ongoing Y BP End User may pay for IBM storage capacity based on actual monthly usage which may increase or decrease monthly. 3 offerings: IBM Storage Systems Utility Offering, IBM Storage Software Utility Offering, IBM Subscription for Storage. Seismic IBM Storage Utility Contact Mike Mortenson IBM BP & Direct 1 1 Ongoing Y BP Trial and Loan for End Users Contact Cat Stocking IBM End Users who agree to performance criteria can receive a Storage device for Proof Of Concepts and Trials. BP & Direct Ongoing Y BP 3 IBM Internal and IBM Business Partner Use Only

GOE St Spectrum Control Federal / PS / FlashSystem V5000, V7000 DS8000 ESS SVC / VSC LTO/ Jaguar HE Tape Brocade Cisco Cloud Object t CopyDataMgm Accelerate Archive Discover Insights Protect Scale Suite Virtualize Route BP or Direct Program/Offering Expire Link Description Contact Brocade Deals Desk Offers (DDO) Contact Tim Barron Oct 30, 2020 Work with the Brocade Deals Desk Offers, or "DDO" to submit a request for your target winning price. They will work to get you what you need to meet your target. BP & Direct Y Cisco c-type Technology refresh Program Contact Tim Barron Oct 30, 2020 BP Propose SAN192C-6, SAN384C-6 or SAN768C-6 and select RPQ: - Buy 3 line cards get 1 free - Opportunity must be registered & certificate of destruction is required BP & Direct Y IBM Cisco c-type competitive replace Refresh Contact Tim Barron Oct 30, 2020 BP Propose SAN192C-6, SAN384C-6 or SAN768C-6 and select RPQ: - Buy 2 line cards get 1 free - Opportunity must be registered & certificate of destruction is required BP & Direct Y IBM Buy a fully enabled and populated switch and get EITHER a SAN Insights license OR eight 32 Gbps SW SFPs at no charge. SAN48C-6 Competitive Tech Refresh Program Contact Tim Barron Oct 30, 2020 BP BP & Direct Y IBM Receive ONE 16 Gbps SW SFP+ bundle at no charge when you purchase a SAN32C6 switch w/ an expansion module and SIXTEEN 16 Gbps and/or 32 Gbps SFPs (Feat #AJKQ or #AJKR or #AJKS with 16 and/or 32 Gbps SFPs). Receive ONE 16 Gbps SW SFP+ bundle at no add l charge when you purchase a SAN32C-6 switch with an enterprise bundle (Feat #AJKM) and ONE port activation license (Feature #AJJE). Receive FOUR 32 Gbps SW SFP+ at no add l charge when you purchase a SAN32C-6 switch with an enterprise bundle (Feat #AJKM), ONE port activation license (Feat #AJJE), and FOUR 16Gbps/32Gbps SFPs. Receive FOUR 32 Gbps SW SFP+ at no add l charge when you purchase a SAN32C-6 switch with an expansion module and SIXTEEN 16 and/or 32 Gbps SFPs (Feat #AJKQ or #AJKR), ONE port activation license (Feat #AJJE), and EIGHT 16Gbps/32Gbps SFPs. Cisco c-type SAN32C-6 competitive port trade-in Contact Tim Barron Oct 30, 2020 BP BP & Direct Y IBM | 4 IBM Internal and IBM Business Partner Use Only

Storage SW (Passport Advantage ordering) 1 of 2 Spectrum Control Fed/PS/ GOE FlashSystem V5000, V7000 DS8000 ESS SVC / VSC LTO/ Jaguar HE Tape Brocade Cisco Cloud Object St CopyDataMgmt Expire Link Route Description Program/Offering Accelerate Archive Discover Insights Protect Scale Suite Virtualize Announce letter Contact BP or Direct Reward BP for value, skills, focus offerings and Growth client differentiation. Eligible to first partner to register and be approved via Software Deal Registration in MySA. Paid as Backend Rebate for Non-GOE and at time of transaction for GOE accounts. Software Sales Incentive Contact Jeff Whitehead Ongoing BP BP Y Software Engagement Incentive Reward BP for using a registered solution in the Partner Solution Database. Eligible to first partner to register and be approved via Software Deal Registration in MySA. Paid as Backend Rebate for Non-GOE and at time of transaction for GOE accounts. Ongoing BP BP Y Contact Jeff Whitehead Software Growth Client Accelerator Contact Jeff Whitehead Additional incentive to the Transacting Business Partner with the approved SWDR, for working with BP-Led accounts. Paid as Backend Rebate for Non-GOE and at time of transaction for GOE accounts. Ongoing BP BP Y Software Focus Offerings Contact Jeff Whitehead Additional incentive to the Transacting Business Partner with the approved SWDR, for reselling designated Hi-Focus software. Paid as Backend Rebate for Non-GOE and at time of transaction for GOE accounts. Ongoing BP BP Y Additional incentives paid only to the incumbent partner, for: S&S Renewals Contact Jeff Whitehead 1)Renewing software entitlements in Co-Led & BP-Led accounts. Ongoing BP BP Y 2)Renewing Software Entitlements on-time. | 5 IBM Internal and IBM Business Partner Use Only

Storage SW (Passport Advantage ordering) 2 of 2 Spectrum Control Fed/PS/ GOE FlashSystem V5000, V7000 DS8000 ESS SVC / VSC LTO/ Jaguar HE Tape Brocade Cisco Cloud Object St Expire Link Description Accelerate Archive Copy Data Mgmt Discover Insights Protect Scale Suite Virtualize Route Program/Offering Announce letter Contact BP or Direct 3.04 - IBM Spectrum Storage SW Competitive Replacement Pricing Play End User customers may receive a discount on their initial purchase price of Storage software products when they convert from Veritas/ Symantec, EMC, Commvault, Veam, CA, HP or any other storage management vendor. Play must be offered thru a Software Sales Representative and can optionally be fulfilled by an BP only if an IBM Sales Rep first submits the special bid and specifies the BP on that bid. Direct & BP Ongoing IBM Y Contact Jeff Whitehead 3.32 - IBM Spectrum Protect / Power SAP HANA w/ Preapproved Addendum Contact Jeff Whitehead Customers who purchase an IBM Power system for SAP HANA workloads will get a discount for select IBM Spectrum Protect products. This offer applies: IBM Spectrum Protect Suite Front-End, IBM Spectrum Protect Suite - Backend and PVU-based. When using capacity-based licensing, this offer includes the IBM Spectrum Protect Server. Must be offered through a Software Sales Representative, but may be BP fulfilled Direct & BP Ongoing IBM Y 3.36 - IBM Spectrum CDM for new or existing Spectrum Control or VSC Customers Contact Jeff Whitehead 3.37 - Spectrum Protect Plus for Existing Spectrum Protect PVU Customers Pricing Play Contact Jeff Whitehead Offer IBM Spectrum Copy Data Management at a reduced price to customers with active S&S or new customers to any of the following offerings: IBM Spectrum Control Advanced Edition, IBM Spectrum Control Advanced Select Edition, IBM Virtual Storage Center, Virtual Storage Center for Storwize Family Direct & BP Ongoing IBM Y Provides pre-approved discount for SP Plus, if existing SP PVU customers agree to move part / all of their workloads to SP Plus. Must be offered through a Software Sales Representative, but may be BP fulfilled Direct & BP Ongoing IBM Y | 6 IBM Internal and IBM Business Partner Use Only

Services Offerings Spectrum Control Fed / PS / GOE FlashSystem V5000, V7000 DS8000 ESS SVC / VSC LTO/ Jaguar HE Tape Brocade Cisco Cloud Object St Program/Offering Accelerate Archive Route Copy Data Mgmt Discover Insights Protect Scale Suite Virtualize Description Expire Link BP or Direct Contact Funding for post-sales competitive migration services performed by IBM or Storage/Spectrum Competency BPs - Max. 6% of net field financial revenue. 1TS45xx & TS77xx *US Federal or Gov t of Canada requires legal approval Storage Deal Closer for Post Sale Migration Contact Laura Herren Dec 31 2020 IBM BP & Direct N * 1 1 BP Funding for pre-sales HW services for Virtualization, Consolidation, TCO assessments, Storage/SAN Assessment Studies , Benchmarks, Proof of Technology and POC for Competitive Displacements, New Work Loads and White Space accounts. Performed by IBM or a Business Partner (funded up to 50% only). Systems HW Pre- sales Migration Factory Contact Donnella Wills IBM Dec 31 2020 BP & Direct Y BP Pre-sales funding to progress competitive take-out deals for services performed by IBM including POCs, SCON studies, assessments, benchmarks, education, customer travel/hotel to IBM briefing centers, custom customer briefings, travel for IBM experts to visit customers, permanent eval equipment, energy studies (CIF) Competitive Investment Funds Contact Herman Leonard Dec 31 2020 IBM BP & Direct Y Storage Infrastructure Optimization (SIO) Contact Brandon Mann IBM Lab Services ESS Implementation services ZAAM6306E Contact Kim Cleator Storage funded cross brand (STG, SWG, GTS) assessment performed by IBM to recommend efficiency and transformational optimization solutions associated with data growth and underutilized capacity. Nominate to SIO Leader. Read More Here. IBM Dec 31 2020 BP & Direct Y End User customers can receive implementation services from IBM Lab Services at no charge when they acquire an eligible Elastic Storage Server (ESS) directly from IBM or from an IBM Business Partner. (1) ESS 3000 Not Eligible Dec 31 2020 IBM BP & Direct 1 Y BP 7 IBM Internal and IBM Business Partner Use Only