• Goal
• Rules
• Exclusions
• Limits
• Duration
• Charges
• End User Options at end of Trial
• Miscellaneous
• TimeFrame

Goal: Sell the Business Partner’s VAE and the IBM equipment

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Rules:

1. BPs must have end-user account.
2. BPs may only offer the trial program to end users for the products they are currently approved to market.
3. Trials cannot be approved for equipment that the end user has already decided to acquire.
4. Products installed on trial at an end user cannot be installed as another trial at the same or another end user. Trial equipment cannot be sold by the BP to an end user other than the end user where the trial was originally installed.

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Exclusions:

• SureOne
• IBM Services
• IBM PCs & PC related equipment
• Upgrades
• Stand-alone features
• Conversions
• Elements
• Accessories

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Limits:

• BPs with billed revenue of $2 million or less in the prior year, the list value of trial equipment cannot exceed the greater of 10% of revenue or $200,000.
  • If more that $2 million in the prior year, the total list value of the trial equipment cannot exceed 10% of the BP’s IBM billed revenue for the prior year.
  • For new BPs, estimate 10% of estimated IBM billed revenue for the current year to determine the trial list value limit, not to exceed $200,000.

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  Duration:

  • 2 Months – End User needs to verify performance and validate hardware.
  • 3 Months – End User requires application conversion.
  • 6 Months – Potential to install multiple systems with a single end user.

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  Charges (Until further notice, all fees are waived):

  • Carrying charge of 1% of list value per month.
  • Return charges (if hardware returned to IBM) = 5% of list value.
  • IBM pays outbound and return normal transportation charges.
    Carrying charge is waived if trial is retained by the end user. Waive all charges (carrying and return) up to $100,000 per year per BP. No invoices will be generated until the end of trial and only if the $100,000 limit has been exceeded.

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  End User Options at end of trial:

  • Retain products, and the BP will be billed at the applicable discount.
  • Return product to the BP, and BP will be billed at the development/demonstration discount. Hardware will not count toward maximum development/demonstration units.
  • Return product to the BP. BP returns product to IBM and BP will be billed a return charge (unless return charge is eligible to be waived)

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  Miscellaneous:

  • Trial Period starts at the install date.
  • Title passes at end of trial.
  • Warranty starts from trial start or install date.
  • Hardware must be returned to IBM without software or peripherals in original boxes.
  • Stand-alone software is eligible. Must be returned to IBM or destroyed by BP at end of the trial.
  • BP must notify ScanSource of final disposition of products in writing. ScanSource must notify IBM.
  • Trial products retained by the end user count toward BP’s attainment requirements.
  • Trial charges are eligible for reimbursement through the PartnerRewards program.

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  TimeFrame:

  • 4-6 weeks at a minimum – product must be fulfilled by IBM.

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• BPs who acquire products from an IBM Distributor will have their Trial Program maximum amount limit established based on IBM PartnerRewards revenue reporting.