Discount DR Code) AND deals priced in the new program (exclusive special .... Example: Lenovo has been selling Laptops i
PCG Deal Registration Updates Presentation 2017 Lenovo
PCG Deal Registration Updates – GO LIVE JAN. 15th, 2018 Highlights
Improved Registration Protection – Partner with Registration receives Exclusive Special Bid Pricing
Consistent Process for Customs and TopSeller – Registration benefit consistently applied via Special Bid
Longer Registration Term – Length of the Special Bid, no longer tied to 6 month code expiration
Eliminates New Product LOB Requirement – Existing Lenovo LOB eligible if meets other requirements
Simplified – No More Code to Claim at Distribution Partners Continue to Nominate Via Lenovo Leads
2
The Details 1. Process Changes
2. Terms & Conditions Changes
3. Key Dates & Transition Plans
2017 Lenovo
3
Process Changes All Deal Registered Opportunities Priced on/after January 15th are Impacted Regardless of DR Submission, Approval Date, or DR Code
The Big Picture
• Partners with approved DR will receive exclusive Special Bid Pricing on the approved opportunity • Deal Registration (DR) benefit will no longer be administered via discount code at Distribution
The Details
• Partners will Continue to Nominate via LenovoLeads.com –
DR Approved After Cut-Over will receive a code with a “DN” prefix. The code simply acts as your DR Approval Confirmation – not for discount at distribution.
–
The Change in Approval Code Prefix is to help Partners and Distributors clearly identify registrations subject to the new DR Process & Terms
–
NOTE: When the change goes live, we will be operating in a dual environment until Feb, 28, 2018 with deals registered and priced under the old program (5% Discount DR Code) AND deals priced in the new program (exclusive special bid). See Key Dates & Transition Plans section for details.
• Partners will continue to work with Lenovo End User Reps to Price the Opportunity • Improved Registration Protection. The Standard process is to only provide pricing on the registered opportunity to the registered partner. If non-registered partners require pricing, they will receive separate, uplifted Special Bid Pricing. • Longer Registration Term: DR benefit is for the length of the Special Bid Pricing (typically a year). Even if the DR code expires, the pricing will continue to be valid until the pricing expiration date. 2017 Lenovo
• Consistent Process for Customs and TopSeller: Registration benefit consistently applied via Special Bid Pricing
4
Terms & Conditions Changes More Types of Opportunities will be Eligible for Deal Registration Opportunities no longer limited to New Lenovo Lines of Business. Must meet all other Criteria.
5 2017 Lenovo
TopSeller Rules Changing • Deal Registrations Approved after Jan. 15, 2018 (with “DN” prefix) will no longer be eligible for a discount at Distribution
• For a consistent approach across products - TopSellers will be eligible for exclusive Special Bid Pricing for the DR partner at Lenovo’s discretion.
OLD Process = Partners Claimed 5% Discount at Distribution
• Legacy Deal Registrations (Deal Registrations with the “DC” prefix) can continue to receive a discount at Distribution on TopSeller products for the approved
NEW Process = TopSeller must be on Deal Reg Special Bid
2017 Lenovo
opportunity until 2/28/2018 to allow for a transition period.
6
Key Dates & Transition Plans Jan. 15, 2018 – New Deal Registration Process Goes Live Opportunities with DR Priced on/after Jan. 15, 2018 will follow the new process (regardless of when DR was approved) Partner with Registration receives Exclusive Special Bid Pricing New DRs approved on/after Jan. 15, 2018 will receive a DR Confirmation code beginning with the new “DN” prefix Reminder: Code is an Approval Confirmation – No longer discount at distribution
Jan. 15 – Feb 28, 2018. Transition Period For DR opportunities priced prior to Jan. 15, 2018 continue to use your legacy DR codes at Distribution until the end of Feb. The pricing end date of on all legacy Deal Reg Opportunities (priced before Jan. 15, 2018) will be updated to Feb. 28, 2018 On March 1, 2018 Legacy Deal Registrations (“DC” prefix) will be converted to the new “DN” codes If the opportunity requires pricing beyond February 28, 2018, work with Lenovo End User Rep to create Exclusive Special Bid Pricing. No need to resubmit for Deal Registration as they will be converted to the new “DN” codes for Partners on March 1st
2017 Lenovo
7
Reseller FAQs Question
Response
How is the Deal Registration Program Changing?
Going forward the partner with the Deal Registration will have exclusive special bid pricing on the opportunity.
Why is Lenovo making these changes?
Since the Deal Registration benefit is built into the special bid, the Deal Registration code will no longer be used to receive a discount. The DR code simply acts as your DR Approval Confirmation – not for discount at distribution. Based on partner feedback Lenovo is updating the Deal Registration to simplify the program, increase protection for the registered partner, extending the types of opportunities eligible for registration, and align the deal registration benefits to the registered deals pricing.
Do the changes impact PCG New Customer Bonus (NCB) Do I still nominate opportunities via Lenovo Leads? Will Deal Registration codes change with this new process?
No, PCG NCB is not impacted by any of the changes. Yes, opportunities will continue to be nominated at www.LenovoLeads.com Yes, to help support a smooth transition, effective January 15, 2018, all newly approved PCG Deal Registration codes will begin with “DN”. Since the Deal Registration benefit is built into the special bid, the Deal Registration code will no longer be used to receive a discount. The DR code simply acts as your DR Approval Confirmation – not for discount at distribution.
How do the changes improve Partner Protection on a registered opportunity?
On registered opportunities, Lenovo will provide the winning price only to the registered partner. If non-registered partners require pricing, they will receive separate, uplifted Special Bid Pricing.
What changes have been made to the eligibility criteria? Lenovo has eliminated the requirement that Deal Registrations must be for a New Lenovo Line of Business. This means partners can now be protected in new opportunities they are leading within existing customers. Must meet all other Criteria. Example: Lenovo has been selling Laptops into Division A of a company, but not Division B. A business partner can now register new Laptop opportunities for Division B (pending they meet all the other Deal Reg criteria). 2017 Lenovo
8
Reseller FAQs (cont.) Question How long is a Deal Registration good for?
Response Deal Registrations will continue to be approved for 6 months. During this period, resellers can work with Lenovo to create exclusive special bid pricing on the opportunity.
If a Part is already on the customers Master Contract (MCN) can I receive Deal Registration Pricing benefit?
The exclusive pricing will remain valid for the length of the special bid – typically 12 months. No, if a part (sku) is already priced on a MCN, it is not eligible for deal registration pricing exclusivity since pricing has already been released on that part.
Can an End Customer requests Deal Registration for a preferred Partner?
If a Deal Registration opportunity contains a combination of existing parts on the MCN and new parts, the new parts will receive exclusive pricing and the existing parts will need to be purchased off the existing contract. End Customer requests to Lenovo to approve a Deal Registration on a Partner’s behalf will not be approved and is a violation of the program terms: This Deal Registration program offering is confidential between the Participating Partner and Lenovo pursuant to the confidentiality terms in the Agreement. Participating Partner shall not discuss the Deal Registration program with their end users. Participating Partners shall not discuss Lenovo's Deal Registration program or any incentive programs with anyone other than Lenovo. Participating Partners who engage in such an activity shall be subject to termination of their Agreement with Lenovo. End Customers can request additional partners receive pricing. At Lenovo End User Rep discretion, Lenovo will provide Non-DR Pricing.
How do the changes impact TopSellers?
The Deal Registration process will be consistent across Customs and TopSellers. Therefore, for registered opportunities that require TopSellers, a special bid will be created for TopSellers that is 5% off BP1. For opportunity/products that qualify for an Education Grid discount, the Deal Registration and Education Grid discount will be combined into the special bid price.
2017 Lenovo
9
Reseller FAQs (cont.) Question Transition: What if a business partner has a Legacy Deal Registration (“DC” prefix) Code for an approved special bid opportunity?
Response •
If the pricing date is before Jan. 15, 2018, the Legacy deal registration code can continue to be used to receive a 5% discount at Distribution through Feb 28, 2018.
•
If pricing date is on/after Jan. 15, 2018, the deal registration benefit is built into the special bid and no additional Deal Registration discount should be provided to the reseller, even if they have a legacy “DC” prefix. This scenario could occur if a DR was approved before Jan. 15, 2018, but priced after Jan. 15, 2018 or if an existing opportunity was repriced.
NOTE: 1. Pricing associated with Legacy Deal Registrations (DR priced before Jan 15, 2018 will be expired on Feb 28, 2018.) 2. Legacy Deal Registration Codes (“DC” prefix) will be converted to “DN” codes on March 1, 2018. Transition: What if a business partner has a Legacy Deal Registration (“DC” prefix) Code and is purchasing TopSellers?
Legacy “DC” codes can continue to be used to purchase TopSellers without a Special Bid during the transition period until Feb. 28, 2018. If TopSellers are needed beyond Feb. 28, 2018 for the opportunity, partners will work with Lenovo End User reps to add the TopSellers to a Deal Registration Special Bid for the customer opportunity.
2017 Lenovo
10
