Post on 21-Dec-2015
IBM Software Group
Software Value Incentive 03/23/2006 © 2006 IBM Corporation
Software Value IncentiveAsk the ExpertsMarch 27-31, 2006
Mary Cipriani, Mary Cotham, Chris Follansbee, Greg Milani
IBM Software Group
© 2003 IBM Corporation2 Software Value Incentive 03/23/2006
Agenda
SVI Process overview
Where to go for more information
Call to action
Key Dates
Q&A
IBM Software Group
© 2003 IBM Corporation3 Software Value Incentive 03/23/2006
Key Points To Remember Meet the software certification requirements (2007)
Sell minimum $10k per sales order
Register and be approved minimum of 30 days prior to Sales Order Date
Be first to submit complete, validated opportunity
Resubmit existing PWLM and ICSF opportunities to GPP
Sell eligible products to eligible end users
For existing Passport customers, use the Customer Account Name and Address as appears on their Passport contract
Use the online product table to select the correct Brand Family
Submit eligible Sales Documentation as Proof of Performance
Build Your Partner Ecosystem
IBM Software Group
© 2003 IBM Corporation4 Software Value Incentive 03/23/2006
Software Value Incentive Process Overview
MONDAY - Enrolling in SVI
TUESDAY - Selling eligible products to eligible end-users
WEDNESDAY - Submitting validated opportunities
THURSDAY - Submitting eligible sales documentation
FRIDAY - Requesting payment
IBM approves or rejects the opportunity
The Sale is Won
Business Partner applies for SVI participation
Sales/Selling process
Business Partner registers and submits
an opportunity
IBM Software Group
© 2003 IBM Corporation5 Software Value Incentive 03/23/2006
Software Value Incentive Process Overview
Enrolling in SVI
Selling eligible products to eligible end-users
Submitting validated opportunities
Submitting eligible sales documentation
Requesting payment
IBM approves or rejects the opportunity
The Sale is Won
Business Partner applies for SVI participation
Sales/Selling process
Business Partner registers and submits
an opportunity
IBM Software Group
© 2003 IBM Corporation6 Software Value Incentive 03/23/2006
Enrolling in SVI - Prerequisites
IBM PartnerWorld Business Partner Member level or higher
3 Software Certifications (waived through Jan 2007)
– 2 Technical
– 1 Sales
1 certification in each software brand for the opportunities being submitted
Electronic Funds Transfer for SVI Fee payments
Internet access for the online PartnerWorld and GPP tools
– Note: Use MS Internet Explorer. Firefox and Google toolbar integration are incompatible with the GPP application.
1 SVI enrollment per Business Partner company per country
IBM Software Group
© 2003 IBM Corporation7 Software Value Incentive 03/23/2006
Enrolling in SVI - Partner The partner’s Authorized Profile Administrator (APA) reads
and accepts the SVI Terms and Conditions electronically
– SVI T&Cs contract available now on PartnerWorld site
APA selects their Preferred Distributor
– If VAP, must use default choice of VAP preferred distributor.
– If not currently VAP, choose VAD
– If influence only (not fulfill), must choose ibm.com
Business Partner’s APA and their Business Contact will receive an email accepting or denying participation in Software Value Incentive
IBM Software Group
© 2003 IBM Corporation8 Software Value Incentive 03/23/2006
Software Value Incentive enrollment screen
This is the SVI enrollment form for the Business Partner
https://www-304.ibm.com/jct09002c/partnerworld/mem/sell/sel_sip_svi_apply.html
IBM Software Group
© 2003 IBM Corporation9 Software Value Incentive 03/23/2006
SVI Enrollment and Approval – IBM SVI Admin IBM SVI Administrator Validates
– PartnerWorld Membership status, VAD selection, and acceptance of SVI T&Cs
– Business Partner’s current software technical certifications which determines their eligibility by brand to earn incentives (Jan 2007)
If approved
– IBM creates first User ID and Password for the APA to access the GPP tool
– Notifies the Business Partner of approval via e-mail
APA can then grant access to GPP to additional users in their firm
SVI Enrollment begins April 3rd
IBM Software Group
© 2003 IBM Corporation10 Software Value Incentive 03/23/2006
Enrolling in SVI
GPP Position Responsibilities
Business Partner GPP Administrator (APA)
Creates user profiles and manages them.
Note: Additional Users need to first have an IBM Registration ID and be listed as an employee in PartnerWorld profile.
Business Partner Sales Rep Creates opportunity records and edits opportunity records for which the Business Partner Sales Rep is the primary or on the sales team.
Business Partner Sales Manager or HQ Sales Manager
Creates opportunity records and edits opportunity records of Business Partner Sales Reps that report to the Sales Manager.
Note: The Business Partner Sales Manager position is hierarchical. To define the hierarchy, identify which Business Partner Sales Reps report to a manager. This manager can view all records that anyone identified as a report.
Business Partner Opportunity Focal Point
Accepts or rejects an opportunity record assigned to the company, create opportunity records, and edit opportunity records. The Business Partner Opportunity Focal Point is not required to be the primary or on the sales team.
The GPP Business Partner positions that a partner can create include:
IBM Software Group
© 2003 IBM Corporation11 Software Value Incentive 03/23/2006
SVI Enrollment and Approval
Reasons why an enrollment might be denied:
– lack of required software IBM Professional Certifications
– Business Partner already in a mutually exclusive program (GSI)
Notification from GPP:
– Business Partner firm currently using GPP (hardware BCC program) - GPP Administrator is notified of enrollment
– Business Partner firm new to both SVI and GPP, IBM SVI Administrator notifies you that you are the GPP Administrator and instructs you to set up user profiles for your firm in GPP
Partner’s GPP Administrator (APA) sets up userids and employee job roles in GPP
Users can access GPP and begin entering opportunities starting April 10th
IBM Software Group
© 2003 IBM Corporation12 Software Value Incentive 03/23/2006
Software Value Incentive Process Overview
Enrolling in SVI
Selling eligible products to eligible end-users
Submitting validated opportunities
Submitting eligible sales documentation
Requesting payment
IBM approves or rejects the opportunity
The Sale is Won
Business Partner applies for SVI participation
Sales/Selling process
Business Partner registers and submits
an opportunity
IBM Software Group
© 2003 IBM Corporation13 Software Value Incentive 03/23/2006
Sell An Eligible Middleware Product
Must be New License part number fulfilled via Passport Advantage: –License + SW Maintenance, Trade Up License + SW Maintenance, Initial Fixed Term
License & Maintenance
Ineligible Products– Maintenance Renewals, Maintenance Reinstatements, Media/Doc packs
Cross brand products must be ordered via Passport Advantage, and not via hardware configurator tools
– example: WebSphere for iSeries has both PA part number and iSeries PID number
Eligible part numbers are those in the same brand and brand family that are registered in the opportunity
– Use the Brand Category table to ensure correct selection on the Revenue tab when creating SVI opportunity record
Transactions fulfilled through mutually exclusive programs (OEM) are not eligible
When Business Partners are fulfilling, only the transactions processed through their Preferred Distributor are eligible for SVI fees
When a VAP rebate is applied to a specific part number in an eligible transaction, the revenue from that part number is ineligible for the SVI Sell incentive if the opportunity owner is the VAP Partner
IBM Software Group
© 2003 IBM Corporation14 Software Value Incentive 03/23/2006
Sell to an Eligible End User
Utilize the Midmarket Help Desk to verify if an account is SMB or Enterprise
SVI will use the “Customer Code for BP Incentives” field
Verify if the account is ineligible Government ISU code
– Federal Government
– State/Local Government
– some Public Hospitals, Public Schools
When creating opportunity record in GPP, select the customer account record that matches the customer number on the Passport contract that will be used for the license order
Sale cannot be to a Business Partner company that fulfills Passport or a Business Partner company participating in SVI
For US Business Partners, Passport ship-to location must be in US
IBM Software Group
© 2003 IBM Corporation15 Software Value Incentive 03/23/2006
Software Value Incentive Process Overview
Enrolling in SVI
Selling eligible products to eligible end-users
Submitting validated opportunities
Submitting eligible sales documentation
Requesting payment
IBM approves or rejects the opportunity
The Sale is Won
Business Partner applies for SVI participation
Sales/Selling process
Business Partner registers and submits
an opportunity
IBM Software Group
© 2003 IBM Corporation16 Software Value Incentive 03/23/2006
Submitting Validated Opportunities
Submit for SVI eligibility, and be approved minimum 30 calendar days prior to the IBM Sales Order Date
– Once an opportunity is approved for SVI eligibility, the 30 day clock starts from the timestamp of when it was submitted for approval.
– If an opportunity is rejected as Incomplete it returns to Draft mode. When a partner resubmits it, and if it is then approved, the 30-day clock starts anew from the timestamp of when it was resubmitted for approval.
– Pay close attention to 30-day requirements as Quarter-End approaches.
Create separate opportunity records if product is being ordered in phased approach
For US, opportunity total must be minimum of $10k per Sales Order Transaction
IBM Software Group
© 2003 IBM Corporation17 Software Value Incentive 03/23/2006
Submitting Validated Opportunities
An opportunity record consists of both a “Header” and associated “Detail” records (Applets).
The Header includes information about the end user customer, the solution, business need, who has access and its status / control information
Revenue applet – this is where you select information specific to the brand family and it’s associated revenue
Accounts applet – select the location matching the PA address
Contacts applet – add the Approver or Decision Maker’s contact info
Sales Team applet – select the IBMers or VAD reps you wish to have access
Attachments applet – attach Oppty Validation Template, Sales Documentation
Activities applet, Bid Cert Detail applet – not applicable to SVI
An opportunity record can be created as new or copied from an existing opportunity
If creating new Account record, use full legal name, not abbreviations
See the Partner SVI Education material posted to PartnerWorld SVI site
IBM Software Group
© 2003 IBM Corporation18 Software Value Incentive 03/23/2006
Header Record
select oppty # to view detail records
Applets
Detail Recordbe sure to save
be sure to save
IBM Software Group
© 2003 IBM Corporation19 Software Value Incentive 03/23/2006
Creating a New Opportunity – partner basics Set Timezone
Arrange Columns– if you’re not a Hardware Business Partner, remove BCC, hw fields
Verify that Account is in database or create a new one
Verify that Contact is in database or create a new one
Create Opportunity Record– associate Account and Contact info to Opportunity– Description field must include BANT– SSM stage, close date, odds– Brand Family, quantity, price, opportunity reason
Add Users to Sales Team
Attach Supporting Documents and Submit for Eligibility
Be sure to Save at every step
To Logoff: Ctrl+Shift+X or close your browser
Partners should reference the Opportunity Entry Template word doc & GPP Quick Reference Card
IBM Software Group
© 2003 IBM Corporation20 Software Value Incentive 03/23/2006
Updating a previously submitted opportunity
After an opportunity is submitted for SVI eligibility, you can change the revenue value, the odds, and the close date
The following fields cannot be changed:
– Brand Family
– Type
– Description field
– Account Name and Address
– Additional revenue records cannot be added
If you need to change these fields, you must create a new opportunity
Supporting proof of Sales Documentation can be attached to the opportunity record at any time prior to submitting for payment
Opportunities Rejected as Incomplete are reset to Draft mode
IBM Software Group
© 2003 IBM Corporation21 Software Value Incentive 03/23/2006
Defining SVI Validated Opportunity
A Validated Opportunity record must include the following information:
Prospect’s contact information must be complete in Contact tab– Name, Title, Email, Phone, Address– Job Role must be Approver, or Decision Maker
Prospect’s Company information must be complete in Accounts tab
Opportunity tab must include:– Description of business problem (250 characters)– Product categories proposed– Revenue Detail – Brand Family, Qty, Price– Projected sales close date– Sales Stage 4/Validated or higher
Note: Required fields in GPP are indicated with red asterisk, but SVI requires more data fields to be filled in. Refer to SVI Operations Guide for complete list of required fields for SVI opportunity records.
IBM Software Group
© 2003 IBM Corporation22 Software Value Incentive 03/23/2006
SVI Validated Opportunity – Description field
Only validated opportunities should be submitted for SVI eligibility. A validated software opportunity description must include BANT: Budget, Authority, Need, Timeframe
– Description of business problem– Description of the suggested solution to the business problem and how IBM
middleware will be used– Does the customer have funds budgeted for this project?– Authority – the contact on the opportunity record must be a Decision Maker or
Approver– Timeframe – this is typically close date, but add detail as necessary to clarify
Validated opportunities do not include seminar attendees, direct mail responses, business show attendees, etc
Refer to SSM education materials on PartnerWorld
250 characters in Description Field
IBM Software Group
© 2003 IBM Corporation23 Software Value Incentive 03/23/2006
SVI BANT Opportunity Validation Template
Additional info can be included as an attachment using the BANT Criteria Template (word doc) for Opportunity Validation
What is the customer’s current hardware/software environment?
What is the description of the customer’s current business problem?
What is the impact of the business problem on key customer stakeholders?
What is the suggested IBM Middleware solution?
What are the key benefits of the IBM Middleware solution that will address the business problem?
Who is the customer decision maker(s) involved in approving the recommendations and/or budget?
What is the timeline of key decision milestones, and what criteria will be used?
Has budget been identified and approved for this project?
IBM Software Group
© 2003 IBM Corporation24 Software Value Incentive 03/23/2006
Searching For Duplicates Business Partner creates and saves a validated Opportunity (Draft
mode)
Partner submits Opportunity, status changes from Draft to Duplicate Opportunity Search
First IBM searches GPP to see if another BP has already submitted and been approved for the same opportunity
– Same Account Name?
– Same Country, Same State, Same City?
– Same Brand Category in Revenue Record?
– Same Dollar Amount, Close Date, Description?
Then second search in Siebel CRM using same search criteria to see if IBM has already identified the same opportunity
– Seibel CRM search will only include IBM OI records that are Open
– Is this SVI partner listed on the IBM Siebel record?
IBM Software Group
© 2003 IBM Corporation25 Software Value Incentive 03/23/2006
Determining Eligibility - IBM Approve as Net New Opportunity for ID and Sell
Reject as Ineligible– Invalid Customer (Public Sector)– No technical certification found for the partner in the brand family (starting in 2007)
Reject as Incomplete: (returns to Draft mode, updated records can be resubmitted)– Completeness Check: Have all required fields in the Opportunity record been
completed with valid information? Be sure to click on “Save” at each step!– Validation Check: Has the partner provided sufficient BANT detail to describe the
opportunity as Validated Sales Stage?
Reject for ID and Sell:– Brand Family is already included in a previously accepted opportunity
Reject For ID, Approved For Sell:–already known to IBM (already in Siebel, and SVI BP is listed as resource)
Reject for ID:–already known to IBM (already in Siebel but BP not listed as resource)–If BP gets added to Siebel record, resubmit and could be approved for Sell
Determine SVI Status of each Revenue Record, Overall Opportunity Status
Typically, IBM will accept/reject submitted opportunity records within five business days
IBM Software Group
© 2003 IBM Corporation26 Software Value Incentive 03/23/2006
Software Value Incentive Process Overview
Enrolling in SVI
Selling eligible products to eligible end-users
Submitting validated opportunities
Submitting eligible sales documentation
Requesting payment
IBM approves or rejects the opportunity
The Sale is Won
Business Partner applies for SVI participation
Sales/Selling process
Business Partner registers and submits
an opportunity
IBM Software Group
© 2003 IBM Corporation27 Software Value Incentive 03/23/2006
Defining SVI Eligible Documentation
Documentation that is considered evidence of a Business Partner’s recommendation must meet the following requirements:
Recommendation of IBM Middleware
Reflect the forecasted revenue
Product categories must match those registered in GPP
Dated before the IBM Sales-Order-Date for the user’s purchase
Submitted in country native language
Dated and contain specific implementation dates
Show evidence that the Business Partner authored the document
Show evidence that the documentation was given or presented to the user by the Business Partner.
Reflect the selling of solutions, not just a product
Show a sustained time line for two-way communications
IBM Software Group
© 2003 IBM Corporation28 Software Value Incentive 03/23/2006
SVI Eligible Documentation - acceptable
Proposal for solutions
Statement of work
Proof of concept
Prototype
Copy of the customer contract
Documentation of sales calls made
Letter from the customer
Architectural study
Copy of an implementation plan
Sizing or configuration document presented to the purchaser
You must submit at least three documents, and they must provide sufficient documentation that demonstrates your influence on the customer’s buying decision.
IBM Software Group
© 2003 IBM Corporation29 Software Value Incentive 03/23/2006
SVI Ineligible Documentation - unacceptable
Products that the Business Partner previously sold to an Infrastructure Business Partner
Filler documents – insignificant sales activities
Documentation about relationship with end-customer
End-user calls to the Business Partner asking for a quote.
Social e-mails, internal memos and notes
Day Timer calendar entries unless they are supported by actual meeting documents
IBM Quick Proposal Templates from the PartnerWorld Web site
IBM product literature, such as PDF brochures
IBM Software Group
© 2003 IBM Corporation30 Software Value Incentive 03/23/2006
Software Value Incentive Process Overview
Enrolling in SVI
Selling eligible products to eligible end-users
Submitting validated opportunities
Submitting eligible sales documentation
Requesting payment
IBM approves or rejects the opportunity
The Sale is Won
Business Partner applies for SVI participation
Sales/Selling process
Business Partner registers and submits
an opportunity
IBM Software Group
© 2003 IBM Corporation31 Software Value Incentive 03/23/2006
Updating Sales Stage to Won and Submitting Payment Request
Before submitting for payment request, partner must ensure that:
The revenue amount matches the amount you actually sold and, if necessary, go back and update the revenue records in the opportunity.
Attach all necessary sales documentation
Indicate in the opportunity record if you are fulfilling the transaction.
If you are fulfilling, provide and/or update the IBM account customer number, Passport Agreement and site number
Provide and/or update the sales order number or IBM invoice date in the opportunity comment field. Also, when placing PA order, include the Opportunity number on Business Partner’s PO to the VAD. This will help to ensure accurate payments to the partner.
Once the opportunity has been submitted for payment request, these fields cannot be changed.
IBM Software Group
© 2003 IBM Corporation32 Software Value Incentive 03/23/2006
SVI Payment Process Flow
Partner submits closed opportunity for payment request
IBM searches for matching Passport Sales Order
IBM reviews Sales Documentation and determines approval
IBM will apply the payment business rules to the identified line items and calculate the payment amount on those line items that meet all the business rules
IBM will approve or reject the payment amount and release payment authorization to IBM Accounts Payable
See SVI Operations Guide for additional details and rules on Fee Payment Processing, Adjustments and Audits, and Termination from the Program
IBM Software Group
© 2003 IBM Corporation33 Software Value Incentive 03/23/2006
Fee Calculation by IBM Once the eligible lines items in the sales order are determined as payable,
the Identify and Sell fees are calculated for each of these line items, based on the fee schedule
There are no caps on the amount of SVI fees that can be earned for an eligible opportunity.
To calculate your SVI fees, IBM will use an approximated Suggest Volume Price or approximated Suggested Retail Price, as applicable, for the Eligible Products included in the sales order
If your forecasted revenue for a brand family in an eligible opportunity is greater than the actual revenue in the associated eligible sales order line items for that brand family, the incentive will be calculated based on the actual revenue amount for those line items.
If your forecasted revenue for a brand family in an eligible opportunity is less than the actual revenue in the associated eligible sales order line items for that brand family, a 25% uplift will be applied to the forecasted revenue for that brand family. The SVI incentive fee percentages will be applied to the lesser of the actual revenue in the associated eligible sales order line items for the brand family, or the uplifted revenue amount for the brand family
IBM Software Group
© 2003 IBM Corporation34 Software Value Incentive 03/23/2006
Why a Fee Payment May Be Denied
insufficient sales documentation
no matching sales order found for the opportunity
doesn’t meet payment business rules:
– submitted and approved at least 30 calendar days before the IBM sales order date
– payment request submitted in 60 days or less after the IBM sales order date
– payment request is submitted on or before the opportunity expiration date
– The sum of the line items in the sales order that are eligible for payment are less than $10k
not a Passport Advantage transaction to an eligible end user
The sales order line item has already been processed by the payment application
IBM Software Group
© 2003 IBM Corporation35 Software Value Incentive 03/23/2006
Software Value Incentive Process Overview
Enrolling in SVI
Selling eligible products to eligible end-users
Submitting validated opportunities
Submitting eligible sales documentation
Requesting payment
IBM approves or rejects the opportunity
The Sale is Won
Business Partner applies for SVI participation
Sales/Selling process
Business Partner registers and submits
an opportunity
IBM Software Group
© 2003 IBM Corporation36 Software Value Incentive 03/23/2006
Where to go for more information
External
• Business Partner information available on PWwww.ibm.com/sales/partnerworld/softwarevalueincentive
Operations Guide, Program Guide, Program overview
• Learning materials
Quick reference card
Self-study course including simulations
Online help
IBM Software Group
© 2003 IBM Corporation38 Software Value Incentive 03/23/2006
Where to go (continued)
• PartnerWorld Help Desk 800-IBM-9990
How-to questions on enrolling in SVI and creating opportunities in GPP
• Opportunity Entry Template
To be used as completeness checklist to assist Business Partners when creating new records
Posted with March 23 Think!Thursday materials
• BANT Criteria Opportunity Validation Template
Optional template which can be used for further documentation
Posted with March 23 Think!Thursday materials
IBM Software Group
© 2003 IBM Corporation39 Software Value Incentive 03/23/2006
Where to go (continued) Lunch & Learn sessions for Americas Business Partners week of 3/27
– Monday 3/27 Enrolling in SVI– Tuesday 3/28 Determining eligibility of end-users and products– Wednesday 3/29 Submitting validated opportunities– Thursday 3/30 Submitting eligible sales documentation– Friday 3/31 Requesting IBM payment
Start Time: 1:00 pm ET / 12:00 pm CT / 11:00 am MT / 10:00 am PT
Length: 60 minutes
Call In: Toll free 888-569-5033; or 719-457-2653
Title: Hot Topics
Passcode: 6232450
IBM Software Group
© 2003 IBM Corporation40 Software Value Incentive 03/23/2006
Call to Action – Plan for Change Prior to enrolling in SVI
– Is your PartnerWorld profile up to date?– Who is the Authorized Profile Administrator (APA)? If unknown, contact Partnerline Helpdesk.– Do you have qualifying certifications now or plans to get them in place in 2006?– Do you plan to Fulfill, and if so are contracts in place with a designated VAD?– Have you decided who to designate as your preferred VAD? (If you’re participating in the VAP program and have
already designated a VAD, the same VAD must be used for SVI.)– Do the additional SVI users you intend to add to GPP already have IBM Registration IDs, and are these employees
listed in your PartnerWorld profile? https://www.ibm.com/account/profile/us
Establish a plan for opportunity registration – Use the Opportunity Entry Template and the Opportunity Validation Template to gather the required information to
assist in creation of complete and validated opportunities– Will registration be centralized or distributed? Determine who in your organization will be responsible for entering &
updating opportunity records– Communicate with your employees the importance of not discussing opportunities with others until they’ve been
submitted and approved in GPP– Communicate with your employees the importance of registering opportunities in a timely manner to qualify for
‘Identify” and “Sell” fees– Review Online Education and simulation to become familiar with Siebel navigation. Be sure to “Save”!
Consider compensation– Since fees will be paid quarterly after the sale, determine effect on your internal incentive and compensation plan.– Determine how/if you’ll reward your sales reps for opportunity registration since it is required to receive SVI incentives
Understand program changes– SVI replaces ICSF and TCI. Develop plan to register existing opportunities into GPP– No changes to VAP or Passport fulfillment; BP can participate in SVI, VAP & Passport license resell.
IBM Software Group
© 2003 IBM Corporation41 Software Value Incentive 03/23/2006
Maximizing BP SVI Earnings Potential
• To meet the requirements to earn SVI fees, a Business Partner should have a process in place to enter validated opportunities and to provide documentation as proof of involvement.
• To minimize the risk of losing SVI fees, the Business Partners must adhere to the program rules on dates, deadlines, and required documentation.
• To fully leverage the SVI program Business Partners must identify and sell the opportunity.
• For opportunity validation and to earn SVI fees, Business Partners need to have certifications in the brands they intend to sell. (This requirement is waived for 2006, but BP should have plans in place to achieve desired certifications by end of year.)
• Opportunities must be registered & submitted for SVI validation at least thirty days prior to IBM sales order date in order to be eligible for SVI fees. (This requirement will be waived in April 2006 for first thirty days of implementation.)
• By following the documented processes & requirements when submitting opportunities; Business Partners will speed the validation process and maximize their potential to earn SVI fees. BPs should not expect exceptions to be made to the documented processes of the Software Value Incentive!
IBM Software Group
© 2003 IBM Corporation42 Software Value Incentive 03/23/2006
Key Dates
March 23 - Think!Thursday
March 27-31 - Lunch & Learn, ask the experts
April 3 - SVI enrollment begins
April 10 - SVI opportunity registration begins
March 31 - TCI ends
March 15 - Last ICSF lead accepted
March 30 - Last order date for ICSF