To help maximize your profit potential, IBM is enhancing and simplifying our channel incentives. These changes will help you drive growth through value-based rewards and earnings predictability.

Overview

IBM Channel Value Rewards recognize Business Partners for the role that they play and the value their business brings. IBM CVR incentives are designed to reward Business Partners who invest in skills and high value solutions based on designated IBM software.

CVR offerings include both incentives and IBM Software / SaaS Resell Authorization.

Incentives

Explore the different IBM Channel Value Rewards incentives.

CVR Solution

Earn recognition and rewards for selling approved value-add solutions and reselling IBM software as an integrated offering.

CVR Software New Client

Earn more when you identify a new customer or reactivate a customer and fulfill the opportunity.

CVR Software Sales and Sales Assist

Earn rewards for the opportunities you generate and the value you bring through different stages in the sales cycle.

CVR Renewals Management

Earn rewards when you retain clients through On-Time renewals.

CVR Solution

New tool that allows you to input your forecasted revenue and gain insight to potential earnings.

Software / SaaS Resell Authorization

IBM helps you maximize your profits by reselling IBM Software / SaaS, based on your clients' needs and your investment in skills.

Country authorization

Business Partners in Authorized Distribution countries must meet specific skill requirements to resell IBM Software / SaaS. Business Partners who resell in Open Distribution countries are not required to demonstrate skills. Review the list below to identify if your country is in the Authorized Distribution or in Open Distribution.

Product classification

Some products do not require skills to resell, they are considered to be “open.” Products considered as “authorized” do require skills. Authorized products are organized into Product Groups to facilitate skills and/or solutions applicability.

IBM PartnerWorld members can view a list of products authorized for sale by resellers on the Passport Advantage Online for IBM Business Partners (PAO) site.

Once on the PAO site, choose the "price files" link and download the file for the desired country. These files include CVR information. There are both software and SaaS versions of these files. They will help you determine whether the products your company intends to resell are authorized or open.

Software / SaaS Resell Authorization

IBM helps you maximize your profits by reselling IBM Software, based on your clients' needs and your investment in skills.

Country authorization

Business Partners in Authorized Distribution countries must meet specific skill requirements to resell IBM Software / SaaS. Business Partners who resell in Open Distribution countries are not required to demonstrate skills. If your country is not listed in the Authorized Distribution PDF, it is considered to be in Open Distribution.

Product classification

Some products do not require skills to resell, they are considered to be “open.” Products considered as “authorized” do require skills. Authorized products are organized into Product Groups to facilitate skills and/or solutions applicability.

IBM PartnerWorld members can view a list of products authorized for sale by resellers on the Passport Advantage Online for IBM Business Partners (PAO) site.

Once on the PAO site, choose the "price files" link and download the file for the desired country. These files include CVR information. There are both software and SaaS versions of these files. They will help you determine whether the products your company intends to resell are authorized or open.

Apply to resell IBM Software / SaaS Products

Follow these steps if the products you intend to sell requires authorization

Step 1

To apply, you must have an IBMid and your company must be registered in IBM PartnerWorld. If you have not completed these tasks, you will be prompted to “Create a new company registration.”

Note: while registering for PartnerWorld you may also agree to the IBM Business Partner Agreement and apply for the resell relationship in the same application. Learn more about the resell relationship model.

Step 2

Enroll and participate in either IBM CVR – Software Sales and Sales Assist and/or IBM CVR – Solution (except for the IBM XaaS – Entry Product Group).

  • IBM CVR – Solution: requires an approved solution containing a product within the Product Group(s) you want to sell. (Enrollment is through your PartnerWorld Profile)
  • IBM CVR – Software Sales and Sales Assist: requires one sales mastery and two technical certifications (or equivalent badges), in the Product Group(s) you want to sell. Find the software certifications applicable for each Product Group at the training and certification (eligible skills) page.

Note: once you have completed the application, you will be notified as soon as the application is approved. You may also check your authorization readiness status on the Authorization Readiness Dashboard.

Government reseller remarketer type

Business Partners who wish to obtain authorization to resell IBM Software exclusively to government customers must apply to be authorized as a remarketer type of Government Reseller and must sign the IBM Business Partner Agreement. The criteria to be approved as a Government Reseller are described below.

Authorization to resell IBM Software as a Government Reseller is achieved at the product group level. An IBM Business Partner who applies and is authorized as a Government Reseller for one or more product groups is authorized to resell the products in those Product Groups to government customers only (as defined by IBM).

If you are already authorized for a specific product group as a Value-Added Reseller or a Solution Provider, you are already authorized to resell software to government end users. You do not need to apply in addition as a Government Reseller for that specific Product Group.

Note: Government Reseller Marketer type is only available in selected countries. Please check with your IBM sales representative.

Government reseller criteria

The requirements to be approved as a Government Reseller are as follows:

  • Be a member of IBM PartnerWorld
  • Provide proof of three instances of sales of software to government end users within the past two years (these may be sales of non-IBM software)
  • Other requirements may apply in your country; check the CVR Operations Guide for your geography on this site for details

For every Product Group for which you apply to be authorized as a Government Reseller, you must hold at least one current sales certification in that Product Group.

Authorization as a Government Reseller Remarketer Type is governed by the terms of the IBM Business Partner Agreement and if you have not already accepted these terms and conditions, you will be asked to do so during your application process.

Further details on the Government Reseller Remarketer Type are available in the CVR Operations Guide.

Resources to help you complete the application

During the application process, if you are in an authorized country, you will be asked to choose a Preferred Value Added Distributor (VAD).

This guide includes instructions for those new to IBM and wish to become authorized for additional CVR or CVR – Software Sales and Sales Assist Product Groups.

Apply to resell IBM Software Products

Follow these steps if the products you intend to sell requires authorization

Step 1

To apply, you must have an IBMid and your company must be registered in IBM PartnerWorld. If you have not completed these tasks, you will be prompted to “Create a new company registration.”

Note: while registering for PartnerWorld you may also agree to the IBM Business Partner Agreement and apply for the resell relationship in the same application. Learn more about the resell relationship model.

Step 2

Enroll and participate in either IBM CVR – Software Sales and Sales Assist and/or IBM CVR – Solution (except for the IBM XaaS – Entry Product Group).

  • IBM CVR – Solution: requires an approved solution containing a product within the Product Group(s) you want to sell. (Enrollment is through your PartnerWorld Profile)
  • IBM CVR – Software Sales and Sales Assist: requires one sales mastery and two technical certifications (or equivalent badges), in the Product Group(s) you want to sell. Find the software certifications applicable for each Product Group at the training and certification (eligible skills) page.

Note: once you have completed the application, you will be notified as soon as the application is approved. You may also check your authorization readiness status on the Authorization Readiness Dashboard.

Government reseller remarketer type

Business Partners who wish to obtain authorization to resell IBM Software exclusively to government customers must apply to be authorized as a remarketer type of Government Reseller and must sign the IBM Business Partner Agreement. The criteria to be approved as a Government Reseller are described below.

Authorization to resell IBM Software as a Government Reseller is achieved at the product group level. An IBM Business Partner who applies and is authorized as a Government Reseller for one or more product groups is authorized to resell the products in those Product Groups to government customers only (as defined by IBM).

If you are already authorized for a specific product group as a Value-Added Reseller or a Solution Provider, you are already authorized to resell software to government end users. You do not need to apply in addition as a Government Reseller for that specific Product Group.

Note: Government Reseller Marketer type is only available in selected countries. Please check with your IBM sales representative.

Government reseller criteria

The requirements to be approved as a Government Reseller are as follows:

  • Be a member of IBM PartnerWorld
  • Provide proof of three instances of sales of software to government end users within the past two years (these may be sales of non-IBM software)
  • Other requirements may apply in your country; check the CVR Operations Guide for your geography on this site for details

For every Product Group for which you apply to be authorized as a Government Reseller, you must hold at least one current sales certification in that Product Group.

Authorization as a Government Reseller Remarketer Type is governed by the terms of the IBM Business Partner Agreement and if you have not already accepted these terms and conditions, you will be asked to do so during your application process.

Further details on the Government Reseller Remarketer Type are available in the CVR Operations Guide.

Resources to help you complete the application

During the application process, if you are in an authorized country, you will be asked to choose a Preferred Value Added Distributor (VAD).

This guide includes instructions for those new to IBM and wish to become authorized for additional CVR or CVR – Software Sales and Sales Assist Product Groups.

Not ready to become authorized?

The IBM Channel Value Rewards Ramp Up permit may help.

IBM Channel Value Rewards Ramp Up

The CVR Ramp Up permit provides an opportunity for IBM resellers who are not authorized to participate in Channel Value Rewards product authorization for a limited period of time. It is designed for resellers who are new to an IBM Product Group.

The CVR Ramp Up permit provides a window of time or hands-on experience to develop the necessary technical or sales skills for the certifications or badges to qualify fully for CVR authorization.

Business Partners who are interested in applying for an IBM Channel Value Rewards permit should contact their IBM channel representative.

Not ready to become authorized?

The IBM Channel Value Rewards Ramp Up permit may help.

IBM Channel Value Rewards Ramp Up

The CVR Ramp Up permit provides an opportunity for IBM resellers who are not authorized to participate in Channel Value Rewards product authorization for a limited period of time. It is designed for resellers who are new to an IBM Product Group.

The CVR Ramp Up permit provides a window of time or hands-on experience to develop the necessary technical or sales skills for the certifications or badges to qualify fully for CVR authorization.

Business Partners who are interested in applying for an IBM Channel Value Rewards permit should contacttheir IBM channel representative.

IBM CVR Primary Support Provider

A Primary Support Provider (PSP) provides technical support service for their value-add solutions built on IBM Software. Find out more about becoming an IBM CVR Primary Support Provider

Operations guides

The operations guide provides detailed guidance on the overall program, application process, participation criteria, revalidation and distributor requirements.

Operations Guide for Channel Value Rewards Support Provider

IBM Channel Value Rewards Business Partners can be approved as a Primary Support Provider in order to provide First Level Support to your End User clients.

* Operations guides are designed to help Business Partners effectively manage the terms of the program. By accepting the IBM Business Partner Agreement, Business Partners agree to use the processes and procedures contained in any operations guide when conducting business activities related to the program.

Operations guides

The operations guide provides detailed guidance on the overall program, application process, participation criteria, revalidation and distributor requirements.

Operations Guide for Channel Value Rewards Support Provider

IBM Channel Value Rewards Business Partners can be approved as a Primary Support Provider in order to provide First Level Support to your End User clients.

* Operations guides are designed to help Business Partners effectively manage the terms of the program. By accepting the IBM Business Partner Agreement, Business Partners agree to use the processes and procedures contained in any operations guide when conducting business activities related to the program.

Contact

Have any questions? Contact IBM Geo Operations for specific questions regarding the application process. For general information about Authorized Distribution, please contact your IBM sales representative.


Asia Pacific:

CEE:

Europe:

Japan:

Latin America:

Middle East/Africa:

North America:


Asia Pacific:

CEE:

Europe:

Japan:

Latin America:

Middle East/Africa:

North America: