IBM Presentations

September 2012

IBM Software Business Partner Guide

© 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. IBM Software Guide – Table of Contents How to Make Money Selling IBM Software

IBM Strategy and the Software Opportunity

Getting Started

Software Value Propositions

Business Analytics Collaboration Solutions (Lotus) Industry Solutions Information Management Mobile Foundation PureSystems Rational Security Tivoli WebSphere Click here for Table of Contents

2 © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. Join the IBM Software Team TODAY and Increase Your Profit Potential

. IBM Software Business Partners have higher overall satisfaction

. Fee-free: no program enrollment fees . Incentives for new licenses and renewals

36% more gross profit per deal . 15:1 increased profitability . 9:1 increased revenue due due to IBM Software Value Plus to IBM Software Value Plus Authorization Authorization 36%

. Up to $50K “You Pass, We . Pay” course and test Competitors IBM Revenue from <$100K reimbursement for Premier Gross Profit leads passed averages $1M Business Partners from Middleware Deals

. Rich IBM Software incentives reward Business Partners for value-add, influence and referral

Click here for Table of Contents Source: 2009 IBM Software Business Partner Profitability Study, 2010 IBM Business 3 Partner Diagnostics Survey, 2011 IBM SVP Program Assessment, competitor websites © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. Why Become an IBM Business Partner

Why Team with IBM Why Invest and Grow with IBM

Highly rated compensation package for Exploit the market pull of the industry’s largest and well maximum cash flow and return on investment (with recognized IT solution vendor for more business opportunity, additional rewards for mid-market focus and value-add) with a comprehensive, technically advanced portfolio of infrastructure software

Comprehensive technical resources, education Improve customer responsiveness with comprehensive, and enablement to build expertise and minimize your cost-effective accessible technical support with access to cost via PartnerWorld, the no-cost Virtual Innovation 24 hour multi-format technical resources and enjoy Center, or advanced support via Techline. rewards through the IBM’s certification program

Leverage IBM Software Grow your IBM Software business with revenue multipliers marketing resources quickly and easily with cost-effective, judged highest in the industry by BPs. Enjoy significant up-sell/ personalized campaigns and help from our expert cross-sell and annuity revenue opportunity, and leading agencies and Marketing Centers. financing options for competitive advantage.

Become part of “Team IBM” to optimize effectiveness and exploit economies of scale with the aid of IBM resources to help optimize your participation in IBM offerings, share resources, skills, support, opportunities, and jointly develop joint go-to-market plans and tactics using the IBM award-winning PartnerWorld portal.

IDC Partner Profitability 2011 Study Business Partners that sell IBM Software report:

. The highest overall retained margins for the resell of their primary brands . The components of IBM's programs are greater accelerators to their business as compared to the total population. Click here for Table of Contents

4 Source: IDC Multi-Client Study, Partner Profitability 2011: Changing Business Models and Requirements in the Evolving IT Channel Ecosystem © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. IBM Business Partners are vital to IBM’s business

The IBM Business Partner Charter – guiding principles to work together .IBM Business Partners are vital to IBM’s business.

.Our relationship is a collaboration of equals.

.We strive to provide the industry’s best Business Partner experience in all respects.

.We ground our relationships in the core values of IBMers

. IBM Business Partners play a critical role in building a smarter planet. - Provide midsize companies with groundbreaking solutions that improve efficiency and accelerate ROI - Help smaller companies level the playing field, increasingly important in a world where ideas trump resources.

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5 © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. PartnerWorld Incentives for Software Business Partners

IBM Software Business Partners have a wide range of profit opportunities including cross sell, influence, resell and bundled solution resell

Cross Sell Resell and Influence Solutions Bundled Solutions

Solution Accelerator Software Value Plus Industry and Capability Application Specific Incentive (SVP) Authorization License (ASL) (SAI)

. Global program for HW & . Global program for SW . Recognition for expertise . Resell model for lightly SW resellers resellers / influencers: in providing client embedded and bundled . Earn a Base Reward for . Consistent requirements solutions, based on key solution offerings selling IBM hardware and and benefits in all IBM Software products . Business Partner owns software together countries for Product . Industry: covers key client relationship, . Earn a Solution Bonus Group authorizations Industries (Finance, including the license Reward for selling an . Incentives for resale and Banking, Manufacturing…) agreement IBM-defined solution influence for all client . Capability: Security, . Single point of contact – . Claim is made through opportunities Cloud, Social Business, sales and support IBM SW VADs . Software Value Incentive Smarter Commerce, . Business Partner earns Business Analytics & other . Minimum revenue level (SVI): Incentives for via discount on product high growth solution areas (hw + sw) for a claim is Business Partner sales for both initial sales $20K USD opportunity identification . IBM Business Partner Mark and annual renewals and progression . Earnings opportunities . Earnings opportunity from from 15% to 30% . Earnings opportunities 20% to 30% from 5% to 50%+

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6 Source: IBM Software SVP, SVI, Value Advantage Plus (VAP), SAI and ASL Program Operations Guides on IBM PartnerWorld © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. How do I Make Money Selling IBM Software?

IBM offers multiple programs to help you increase your Margin Business Partners can earn incentives ranging from 5% - 60%

.SVI (Software Value Incentive) Rebates paid after the sale has closed .VAP (Value Advantage Plus) Business Partners combine services with the solution sale and get an instant discount from your Value Added Distributor (VAD) .General Business Instant Rebate Increase profitability with instant incentives paid by your VAD

Facts: SVI/VAP participating Business Partners are 50% more likely to report high gross profit margins (>20%) on middleware deals than non-participants

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7 Source: 2009 IBM Software Business Partner Profitability Study © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. Supporting Business Partners with the Right Tools

Business Partner Grow Your Business Profitability Tool Locator Tool Tool

Web Content Ready to Execute Co-Marketing Syndication Campaigns

Financing a Smarter Planet

Midmarket Asset Gallery Getting Started with IBM Global Financing and Assessment Tool Social Media

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Early Access IBM IBM Solution PartnerWorld Software IBM SWG developerWorks PartnerWorld IBM Industry Support Solution Innovation Assurance Selling Technical and Product Resources for Value Package Frameworks Assistant Centers benefits Resources Training Delivery Guide Developers Assessment

PartnerWorld IBM IBM Software PartnerWorld Business Technical PartnerWorld Acquisitions Software Value Partner Support Communities Plus Innovation Resources Centers

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9 © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. Help Build Smarter Profits IBM Supports You and Your Business End-To-End

“IBM’s Business Partner program is among the top few in the industry, if Industry Leading Exceptional Worldclassnot the top Products, Solutions Profit Model for Enablementprogram.” and Go- and Services Business Partners to-MarketDarren Bibby, Support IDC

Leading Technology New Revenue Streams Demand Generation Training & Skill Building Market Awareness Technical Support

$2B IBM Annual Channel Investment

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10 Source: IBM Internal Reports © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. Why IBM? 2015 Roadmap for Growth Global IT industry leader serving clients and Business Partners for over 100 years

Growth Markets – $234 billion opportunity

Business Analytics – $168 billion opportunity

Cloud – $196 billion opportunity

Smarter Planet – $179 billion opportunity Let’s Build a Smarter Planet IBM Software is on-track to contribute Together as much as half of IBM’s profits by

2015 Click here for Table of Contents Source: IBM Market Insights , 2015 Total IT Opportunity, 1H12 This report is based on internal IBM analysis and is not meant to be a 11 statement of direction by IBM nor is IBM committing to any particular technology or solution. © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. IBM is Investing in Software and Growing…

Business Know-how and 5,500+ Technology Innovation High Value Software Accelerate the Journey Business 75,000 Partners Business Partner Technical Certifications 25,000 Developers in 43 labs 11,000 Technical Professionals 25 Acquisitions • #1 in middleware market share Announced Since 2010 • Largest enterprise software company • Software revenue has nearly doubled and profit more than tripled since 2000

Source: IBM Annual Reports, Investor Day Briefings, and IBM PartnerWorld Click here for Table of Contents 12 © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. A transformed software portfolio

IBM meets clients’ business and IT needs by industry and role

Industries

Banking Energy Government Healthcare Education Transportation Retail Communi- cations Functions/roles

Marketing Finance Human Supply chain Executive IT CMO CFO resources CSCO CEO CIO CHRO Business and IT needs

Turn Deepen Enable Deliver Accelerate Optimize IT Manage risk, information engagement the agile enterprise product and and business security and into insights with customers, business mobility service infrastructure compliance partners and innovation employees Click here for Table of Contents

13 © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. IBM Software market opportunity by business need 52% of the opportunity comes from two needs, while Enterprise Mobility spurs the highest growth 2012-15

2012 Total Market Opportunity $147B 2012-15 Relative Growth by Business Need ($5B not captured with a capability)

Deliver Enterprise Mobility

Manage Risk, Not Included Security and Deepen Engagement with Compliance Customers, Partners, and Employees

Turn Information

Into Insights Optimize IT and Manage Risk, Security and Business Compliance Infrastructure

Accelerate Turn Information Into Product & Deepen Insights

Engagement with Service

Innovation Customers, Partners, and Optimize IT and Business Employees Infrastructure Enable the agile

Deliver busines

Enterprise Mobility Enable the Agile Business

Accelerate Product & Service Innovation Source: IBM Market Insights, 1H12 IBM Software Capabilities 05 02 12, FX Plan Rate This report is based on internal IBM analysis and is not meant to be a statement of direction by IBM nor is IBM committing to any particular technology or solution. Click here for Table of Contents 14 © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. IBM’s software portfolio is unmatched in the breadth and depth of it’s capabilities to solve business needs

IBM Software serves 47 technology segments with 4500+ products

. Business Analytics Deliver . Mobile Development and . Data Management Connectivity Turn enterprise . Big Data mobility . Mobile Management and Security information . Data Warehousing into insights . Enterprise Content Management . IBM Software products Information Integration Accelerate and Governance product and . Application Lifecycle Management service . Complex and Embedded Systems roll up to a core set of . Social Collaboration . Enterprise Modernization Deepen innovation . engagement Unified Communications 28 capabilities that form with . Web Experience . Commerce customers, Optimize IT and . Cloud and IT Optimization . Enterprise Marketing the building blocks of partners and . Asset and Facilities Management Management business employees infrastructure . Enterprise Endpoint Management . Smarter City Operations solutions that address . Identity and Access Management . Business Process Management . Data Protection . Connectivity, Integration and Manage risk, business needs Enable the Service-Oriented Architecture security and . Application Security agile business (SOA) compliance . Infrastructure Protection . Application Infrastructure . Security Intelligence and Compliance Analytics

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15 Source: IBM Market Insights © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. Significant potential growth opportunities for IBM Business Partners aligned to client business needs 2015 IBM Software Market Opportunity by Business Need and Capability

Turn Information Deepen Engagement with Enable the Deliver Accelerate Optimize IT Manage Risk, Business into Insights Customers, Partners and Agile Enterprise Product and Business Security and Need Employees Business Mobility and Service Infrastructure Compliance Innovation 2015 Market Size 2012-15 CAGR $25 30%

2015 Market 2012-15 Size ($B) CAGR

$0 0% Capability Big Data Commerce

Web Experience Data Protection BusinessData Analytics ManagementData Warehousing Social Collaboration Application Security Unified CommunicationsSmarter City Operations Application Infrastructure Enterprise ModernizationCould and IT OptimizationInfrastructure Protection Business Process Management Asset and Facilities Management Enterprise Content Management Connectivity, IntegrationMobile and Management SOA Complex and Security and EmbeddedEnterprise Systems EndpointIdentity Management and Access Management Enterprise Marketing Management Application Lifecycle Management Mobile Development and Connectivity Information Integration and Governance Source: IBM Market Insights, 1H12 Capabilities 05 02 12, FX Plan Rate This report is based on internal IBM analysis and is Securitynot meant Intelligence to Click & Compliance here for Analytics Table of Contents be a statement of direction by IBM nor is IBM committing to any particular technology or solution. 16 © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. Common answers for diverse needs Seize new marketplace opportunities on a smarter planet

Smarter Cloud and IT Social Security Analytics Optimization Business

Smarter Product and Business Smarter Cities Service Agility and Commerce Innovation Mobility

IBM software helps you do it.

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Reach Broader Markets

IBM Software Capabilities Grow High Value Revenue

Embrace New Business Models

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18 © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. Getting Started with IBM Five Steps to becoming an IBM Software Reselling Business Partner

•Join PartnerWorld

•Build your PartnerPlan for success

•Sign up with a value added distributor (VAD)

• Get your technical & sales training

•Apply for the SVP or SVI and VAP incentives

For more information go to ibm.com/partnerworld/software Click here for Table of Contents

IBM Software brands and capabilities provide market opportunity for Business Partners who build solutions using our product portfolio to help them sell, build references and drive continued success… . Market Opportunity . Solution and Product Portfolio . Why Sell/Value Propositions . Partner References . Partner Profiles . Partner Resources

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20 © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. Business Analytics Software Business Partner Guide Value Propositions

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21 © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. Market opportunity Business Analytics and Optimization (BAO)

Business analytics is the key to enabling our clients to turn oceans of $166B data into predictive models and actionable decisions. Opportunity in 2011 Why Analytics is Important to our clients…

33% more >12x more 32% more IBM BAO Revenue Revenue Profit Growth Return on Invested (including SW, HW and services) Growth Capital

12.5% 11.9% 9.4% 7.3% 9.0% 10% 0.6% CAGR

PTI: 14% Finance Organizations with Business Insight CAGR 2009 2015 All Other Enterprises Click here for Table of Contents Source: IBM Investor Relations, May 2010; $16B refers to cross-IBM revenue including Software, Services and Systems. Amounts reflect IBM internal 22 estimates, are provided for illustrative purposes only and are not meant to represent or guarantee opportunity in any business segment. © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. Market opportunity What is Driving Business Analytics & Optimization? Organizations Need Deeper Insight from Their Information

1 in 3 Lack Trust 1 in 2 Lack Access Business leaders frequently make Business leaders say they don’t have decisions based on information they access to the information they need to don’t trust, or don’t have do their jobs

83% Plan to Use 5.4x Widening Gap of CIOs cited “business intelligence Top performers are 5.4X more likely and analytics” as part of their to use an analytic approach over visionary plans to enhance intuition competitiveness

“Drowning in Data…” “Starving for Information…” Sources: Click here for Table of Contents IBM Institute for Business Value, 2009, IBM CIO Study 2010, TDWI: Next Generation Data Warehouse Platforms Q4 2009, Analytics: The New Path to Value, 2010 23 © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. Portfolio overview

Better Outcomes

Smarter Decisions

Actionable Insights

Relevant Information

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Full breadth of Full breadth of Simplify, structure Enterprise Ready-made Business predictive analytics and automate requirements packaged reporting Intelligence (BI) for dynamic and and analyses sustainable Financial every decision- Putting prediction Unifies enterprise- based on the best maker Performance & practices in hands of the Strategy wide risk and business Management compliance Revolutionary way initiatives into a Encompasses to work with BI Driving better Monitor and analyze single comprehensive business outcomes business management portfolio system Free to answer performance against targets critical business Adaptable & questions Provides synergy extensible Plan, forecast and with Information & control enterprise IT Governance, Source data from resources aligned Risk Management with corporate multiple transaction and Security objectives systems

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25 © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. Value Propositions IBM BA Business Partners – Opportunity of a Lifetime

High Growth Market Extraordinary BAO Synergies

Highest IT, LOB Priority BP-Specific Products & Plays

In IBM’s Top 4 Priorities Focus on Value, Solutions

Best Products and Roadmap Best Team in the Industry

Expanding Portfolio Best Business Partner Program

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www.brightstarpartners.com

Client: Cincinnati Zoo and Botanical Garden Challenge: Real-time analysis of attendance, sales and customer behavior Solution: IBM Cognos BI v10, IBM Cognos Mobile Outcome/Results:  Helps the Zoo generate deep insight into guest visitation and spending behavior, unlocking profound new marketing insight and business optimization strategies.  Generated over $500,000 in new revenues and expense reduction within year 1.  Increases overall attendance, prompting at least 50,000 new “visits” in 2011 through enhanced targeted marketing achieved through insight gained from IBM Cognos.  Contributed to a 30.7% growth in food sales and 5.9% in retail sales over prior year.

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27 © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. Partner Profile Business Partner Profile – Business Analytics

Profile of Traditional Reseller Profile of High Volume Reseller . Value-driven, focused on BA segment . Velocity-driven, relationship-oriented only . Revenue split between resale, SVI and . Traditional revenue mainly in Services Services with more holistic view of their customer base . Retooling their businesses to add the necessary infrastructure to sell software . Small sales organization - will include reps who get paid on software only but still . Sales function driven by senior dependent upon BA brand reps consultants that are highly dependent on BA brand reps . Active marketing and business development functions . Works roughly 1-3 deals per quarter . Works roughly 5-15 deals per quarter

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28 © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. Resources 5 Quick Steps to Get Started Join PartnerWorld to become an IBM Business Partner, then… 1 Visit the Business Analytics PartnerWorld Site to access Business Partner sales and marketing tools and materials and training

2 Complete your Business Analytics Business Partner profile

Plan to maximize your profitability & your team’s education path 3 by reviewing the Software Value Plus (SVP) & Software Value Incentive (SVI) criteria & product categories.

Educate your Sales and Delivery Teams & become SVP 4 Authorized to resell Business Analytics through Training & Certification.

Develop a Marketing plan and take advantage of IBM’s 5 programs and drive demand with IBM Co-Marketing

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29 © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. IBM Collaboration Solutions/Lotus Business Partner Guide Value Propositions

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30 © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. Market Opportunity The Social Business market opportunity is growing to a $99B business in 2015

$99B

Opportunity ($B)

2012 2015 Source:: IBM Analysis. Note: Solutions are the highest growth areas driven by analytic capabilities Amounts reflect IBM internal estimates, are provided for illustrative purposes only and are not meant to represent or guarantee opportunity in any business segment.

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31 © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. Market opportunity What does a Social Business look like to your Business Leaders? Socially enabling business processes to improve and accelerate results across business functions

Workforce Optimization Improve the effectiveness of people by enabling the right talent and content to come together at the right times

Product and Service Bring successful new products to market more Innovation quickly by understanding and aligning to customer needs

Customer Care and Build customer advocacy by understanding, Insight reaching, attracting, and retaining more customers through online channels

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32 © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. 32 Market Opportunity IBM’s Journey to becoming a Social Business

400,000+ employees in more than 200 countries

Just over 40% of employees Social Business have less than 5 years of service 2008 and beyond

Social Networking Nearly 1/3rd of full-time 2004 employees work in a non-traditional Collaboration office setting 2000 Mobile Office 1990s

Traditional Office 1980s

Source: HR Information Warehouse, December 2011 Report (only for the employee demographic information on the slide) Click here for Table of Contents

Human Resources

IBM Human Resources utilizes social media for recruiting, employee education, sales training and leadership development. New hires are made part of a social group for 6-12 months so they can get up to speed more quickly network with other new hires and veteran IBM employees reducing on boarding time.

Global Collaboration and Development

More than 130 communities of IBM professionals around the globe are collaborating virtually. This has reduced the time it would have taken to complete projects by 30 percent, increased re-use of software assets by 50 percent, and cut component costs by 33 percent.

Social Selling

To gain insight, IBM’s social sellers use social media monitoring applications to feed information about clients, prospects and competitors directly to their desktops. Social intelligence provides an efficient way of identifying what matters when sales connections are made.

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34 © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. Market Opportunity IBM Leadership in Social Business

IDC “IBM Brings Its Clout To Social Software” Ranked IBM first in Worldwide Social Platform - Forbes, June 28, 2011 Jun 28, 2011 for 2010 and 2011 Vendor Shares1

“Social Business: The Fifth Era of Forrester Research, Inc. Business Transformation from IBM” - CMS Wire, Sep 7, 2011 IBM is a leader in The Forrester Wave™ on Enterprise Social Platforms, and “Move Over Facebook, IBM Goes The Forrester Wave™ Mobile Collaboration, Q3 20112 Social for Business” - eWeek.com, Feb 2, 2011 Gartner IBM is in the leader quadrant in the Gartner “IBM introduces real time social Magic Quadrant for Social Software in the networking tool for enterprises” Workplace, August 20113 – Computer Business Review, Jun 22, 2011

1Source: IDC: Worldwide Social Platform 2010 Vendor Shares, Doc# #223817, June 2010 and Worldwide Social Platform 2011 Vendor Shares, Doc # #228808, June 2011 2Source: The Forrester Wave™: Enterprise Social Platforms, Q3 2011 and The Forrester Wave™: Mobile Collaboration, Q3 2011 3Source: Gartner Magic Quadrant for Social Software in the Workplace, August 2011 Click here for Table of Contents

35 © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. Portfolio overview Product/Solution Portfolio Overview – ICS/Lotus

Web Experience . Customer Web experience . Employee Web experience Social Collaboration . Electronic Forms . Social business applications . Real-time collaboration . Mobile collaboration . Office productivity suites and Web editors

Unified Communications . Unified communications

Social Business Application Development . Collaboration application development platforms Click here for Table of Contents . Mashups 36 © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. Portfolio overview Social Business reaches out beyond ICS/Lotus

Enterprise Content Management Tivoli . Social Content Management . Security . Content Analytics . Enterprise Information Gateway

Smarter Commerce . Customer Awareness & Business Analytics Analytics . Business Intelligence . Social Media Marketing . Predictive Analytics (SPSS)

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37 © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. Value Propositions Why Sell/Value Propositions – ICS/Lotus

. IBM is the leader in Social Software for business . Industry-leading product margins! . IBM offers up to 40% Margins across Identify, Sell & Fulfill cycles . Up to 20% additional margin for competitive displacements . Incremental margin for Capability Authorizations (Cloud & Social Business) . Large services potential (~2X product) . Opportunity to increase strategic influence as social gets infused into more business processes . IBM sales & marketing resources aligned to help you sell and market . Rich enablement options to help you rapidly build skills . PLUS more ....as you gain skills and success . Social Business certification, executive sponsorship, lab advocate, etc.

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. Customer: Manufacturer with operations in many countries and consumers across the globe . Solution . Lotus Connections 3.0 integrated with the existing business SAP processes and DB2 tools . Custom widgets . Benefits to the customer . Drive innovation . Connect people across 17 countries . Simplify processes with templates . Value provided by Sogeti . TeamPark methodology . Lotus Connections assets . Service center specialized in Lotus Software Revenue for Sogeti = ~1 M$

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39 © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. Partner Profile Business Partner Profile – ICS/Lotus Business Partner Types Software-related IBM Business Partners . Traditional Reseller, Consultants and System Integrators (SIs) and Independent Software Vendors (ISVs) and Developers . ECM, Cognos, Coremetrics & WebSphere Business Partners to expand scope with IBM social capabilities . NEW Digital / Interactive Agencies . Note: Partner business models, especially outside the US, are blended. They may behave differently in individual transactions, to accommodate their client and own business models/needs.

Ideal Partner Profile

Mature Business Model (Sales, Mktg) Aligned well with IBM Skills / Industry Expertise . Generate demand, progress and close . Sub-contracting relationship with ISSL . Analytics / Marketing automation deals . Work collaboratively with IBM Field Sales . Portal, and Smarter Commerce . Track record of client references . NEW – Digital / Interactive agencies . Web design, Web platform and apps. . Drives business independent of IBM . Mobile, Content Management – . Well thought out annual demand . Rich media and digital asset mgmt generation plan . Retail, Healthcare, Manufacturing . Finance and Insurance Click here for Table of Contents 40 © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. Resources 5 Quick Steps to Get Started

Join PartnerWorld to become an IBM Business Partner, then… 1 Visit the ICS/Lotus PartnerWorld Site to access Business Partner sales and marketing tools and materials and training

2 Complete your ICS/Lotus Business Partner profile

3 Plan to maximize your profitability & your team’s education path by reviewing the Software Value Plus (SVP) & Software Value Incentive (SVI) criteria & product categories.

4 Educate your Sales and Delivery Teams & become SVP Authorized to resell ICS/Lotus through Training & Certification.

5 Develop a Marketing plan and take advantage of IBM’s programs and drive demand with IBM Co-Marketing

Click here for Table of Contents

41 © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. Industry Solutions Software Enterprise Content Management Business Partner Guide Value Propositions

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42 © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. Market Opportunity What Is Enterprise Content Management?

“Enterprise Content Management (ECM) is the technologies used to capture, manage, store, preserve, and deliver content and documents related to organizational processes. ECM tools and strategies allow the management of an organization's unstructured information, wherever that information exists.”

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43 © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. Market Opportunity Market Opportunity - The Continued Explosion of Information 80% of new information growth is unstructured content – 90% of that unmanaged

. ECM is a Huge Market Opportunity . Half of our 2010 revenue was partner driven . 4 Billion Dollar Market opportunity

2020 35 zettabytes

2009 1990 2000 2010 2020 800,000 petabytes Click here for Table of Contents Source: IDC, The Digital Universe Decade – Are You Ready?, May 2010 44 © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. Market Opportunity ECM Opportunity Basics

Paper is still an important Electronic content must source of documentation. be controlled. Can your Can your customer customer find the right easily access the right version? files?

Business processes are built around unstructured information. Does your customer have the right information in context?

Decisions are not made in Regulatory and legal a void. Can your requirements are increasing. customer effectively Is your customer consistently work with colleagues enforcing corporate policies both inside and outside without over burdening the the business? worker?

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45 © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. Portfolio Overview Enterprise Content Management Portfolio Overview The path to value lies along one or more specific business solution entry points

Document Social content Advanced case Information Content analytics

imaging & capture management management lifecycle governance

.Document capture .Office document .Comprehensive case .Smart archive .Enterprise search automation management management .Records management .Content assessment .Production imaging .Social content & .Integrated collaboration collaboration and rules .eDiscovery .Master content .Enterprise report Management .Platform standardization .Case analytics .Disposition & & consolidation governance .Content-centric BPM

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46 © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. Portfolio Overview To optimize business outcomes Smarter organizations manage content for value

SMART IS … DIGITIZING PAPER Citi cuts application processing time from over 2 weeks to just 2 days.

SMART IS … GOVERNING AND DEFENSIBLY DISPOSING OF INFORMATION Thomas Miller meets its e-mail archiving, retention and compliance requirements.

SMART IS … EMPOWER WORKERS TO OPTIMIZE OUTCOMES Castilla y León has automated routine processes to focus on exceptions.

SMART IS … RAPIDLY DERIVING CONTENT INSIGHTS A German police department uses analytics to help solve crimes.

SMART IS … TEAMING WITH CUSTOMERS/PARTNERS Sennheiser uses global collaboration platform for content

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47 © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. Value Propositions Value Proposition for partnering with IBM ECM

Why should I lead with IBM Enterprise Content Management?

.According to Gartner and Forrester – IBM ECM is a leader in the marketplace with broadest set of capabilities .A modular unified environment engineered for rapid deployment of both IBM and partner applications . Access to ECM channel technology specialists to provide enablement and solution development guidance

Why should I team with IBM Enterprise Content Management?

.Strong ECM Channel organization with dedicated partner management .Co-operative marketing opportunity .Outstanding SVP partner program rewarding Partners as they invest .Strong demand by clients for partners to solve rapidly growing content challenges with innovative solutions

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Profile of ECM VAR Profile of ECM Solution Provider

. Project driven or opportunistic integrator .Strategic – marketing | solution oriented . Moderate ECM skills | regional . Line of Business and/or Industry expertise . Drive smaller deals . Strong ECM skills | national . Core ECM and/or Capture centric . Drive large repeatable deals . Smaller organizations . Core ECM; Case Manager; ILG; Analytics; Capture . 3-5 deals a year . larger organizations . Service to Software ratio 1-3 to 1 . 2-4 deals a year . Resale and some SVI . Service to Software ratio 3-5 to 1 . Small sales force . Resale; SVI; support provider; authorizations . moderate to large sales force w/marketing

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http://www.enchoice.com

. IBM Premier Level Partner in Partner World

. SVP Authorized in all five IBM software brands

. Track record of 200+ certifications , 500 + implementations, and a world-class Support Services organization with over 200 long-term customers

. Recipient of multiple IBM excellence awards: o 2009 IBM Most Distinguished Achievement Award o 2008 CTO Innovation Award

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50 © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. Resources 5 Quick Steps to Get Started Join PartnerWorld to become an IBM Business Partner, then… 1 Visit the Enterprise Content Management PartnerWorld Site to access Business Partner sales and marketing tools and materials and training

2 Complete your Enterprise Content Management Business Partner profile

3 Plan to maximize your profitability & your team’s education path by reviewing the Software Value Plus (SVP) & Software Value Incentive (SVI) criteria & product categories.

4 Educate your Sales and Delivery Teams & become SVP Authorized to resell Enterprise Content Management through Training & Certification.

5 Develop a Marketing plan and take advantage of IBM’s programs and drive demand with IBM Co-Marketing

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51 © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. Resources Resources – IBM Enterprise Content Management

Key People: Key Places:

. Bob Rudis - N. A. ECM Channel Sales Become a Business Partner: . Manager Join PartnerWorld Here

CONTACT: 978-409-1414 . Visit the ECM Home Page on Partner World . [email protected] Start your journey here

. Check out the ECM Enablement Roadmaps Kevin Mooney, NA ECM Business Partner . Start your journey here Development Representative . CONTACT: 1-714-327-3987 Learn how Watson is influencing ECM . at ibm.com [email protected]

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52 © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. Industry Solutions Software Smarter Commerce - Business Partner Guide Value Propositions

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53 © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. Market opportunity Smarter Commerce can help transform every phase of the commerce cycle

Insight Strategy Buy Market Drives intelligent, Creates personalized adaptive and Buy Market and relevant offers optimized extended Sourcing, controlling Targeted and with unified supply chains and procurement of personalized cross-channel based on customer goods and services marketing across all marketing demand customer interactions

Customer Service Sell Service Servicing Selling and fulfillment Sell Anticipates customer needs of products and Enables customers behavior and across all services across and partners to delivers flawless interaction all channels buy what they want, customer service channels when and where across all channels

Click here for Table of Contents 54 Engagement © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. Market opportunity Market Opportunity

Smarter Commerce

$78 billion in opportunity for 2011 Growing 3x faster than overall IT opportunity

Market Opportunity

TARGET CLIENT SIZE

Buy >1000 = 62% Market 100 – 999 = 19% Sell Service 1 – 99 = 15% Non Business = 4%

Source: IBM Market Analysis (GMV). 091111 Alisa Macklin Business Partner Summit Presentation V2. Amounts reflect IBM internal estimates, are provided for illustrative purposes only and are not meant to represent or Click here for Table of Contents guarantee opportunity in any business segment. 55 © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. Portfolio overview Smarter Commerce Portfolio / Solution Overview CORE BUSINESS PROCESS OFFERINGS

Buy Market Sell Service

. Cross-channel Selling . Delivery, Service, & . Supplier Integration & . Customer Awareness & . Order Management & Support Management Analytics Fulfillment . Customer Self-Service . Supply Chain Management . Social Media Marketing . Customer Integration & . Case Management . . Cross-channel Campaign Mgmt Payments and Settlements Collaboration . Digital Marketing Optimization . Store Solutions

. Payments & Settlements

Retail Store Solutions

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Why Partner with IBM around Smarter Commerce?

IBM is creating, defining and making this market; a key component in IBM’s global revenue growth objectives.

Strategic acquisitions – over $2.5B since 2010

Comprehensive enablement and technical resources

Generous marketing and demand generation assistance

Formalized Business Partner Program to enhance partner margin

Unique incentives for identifying, recommending and co-selling IBM SaaS software offerings

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57 © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. Reference Business Partner Reference – Smarter Commerce

. IBM Premier Level Partner in Partner World . A premier provider of cross-channel commerce solutions that enable a smarter, more personalized shopping experience. . More than 14 years of experience delivering business strategy, implementation and managed services for B2B & B2C. . Sell to business decision makers that drive cross-channel customer experience . First SVP Retail Industry Certified IBM Business Partner . Recipient of multiple IBM excellence awards over several consecutive years Awards o 2010 Beacon Award for Outstanding Business Agility Solution o 2010 IMPACT ”Smart SOA Award” Finalist o 2009 IMPACT “Best in Show” o 2009 Beacon Award Finalist for “Best Overall ISV Solution- Cross Channel Commerce” . Current WS Commerce partner, ramping up support for Unica & Sterling Commerce . Completed the new Smarter Commerce Capability Authorization

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Profile of Traditional Reseller Profile of High Volume Reseller

. Value driven, solution oriented . Velocity driven, transaction oriented . Revenue predominantly in Services . Revenues mostly in resale or SVI (typically 80% of total revenue) revenue, some adjunct services . Small sales organization that is highly . Larger sales organization that is highly dependent on IBM SSRs dependent on customer budget and renewal stream . Works roughly 5-7 deals/year . Works roughly 15-20 deals/year/rep

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59 © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. Resources 5 Quick Steps to Get Started Join PartnerWorld to become an IBM Business Partner, then… 1 Visit the Smarter Commerce PartnerWorld Site to access Business Partner sales and marketing tools and materials and training

2 Get started on your Smarter Commerce Capability Authorization

3 Plan to maximize your profitability & your team’s education path by reviewing the Software Value Plus (SVP) & Software Value Incentive (SVI) criteria & product categories.

4 Educate your Sales and Delivery Teams & become SVP Authorized to resell Smarter Commerce through Training & Certification.

5 Develop a Marketing plan and take advantage of IBM’s programs and drive demand with IBM Co-Marketing

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Key People: Key Places:

. Become a Business Partner: . John Ehmann, WW Director Smarter .Join PartnerWorld Here Commerce . Visit the Smarter Commerce Partner World CONTACT: 1-614-873-2620, [email protected] page . Start your journey here

. Melinda Matthews, Director - WW SWG . Smarter Commerce White Board Demo Industry Solutions Sales, Business Partners . Access this here

CONTACT: + 44-207-021-9044, [email protected] . Smarter Commerce Capability Authorization . Start your journey here

. , WW Channel Business Stasie Fishman . Smarter Commerce Global 2012 Summits Development Executive . Learn more CONTACT: 1-516-349-3359,

[email protected]

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61 © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. Information Management Business Partner Guide Value Propositions

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62 © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. Market opportunity Information is at the center … and organizations of a new wave of opportunity need deeper insights

Organization leaders frequently 44x make decisions based on as much Data and Content information they don’t trust, or 1in3 don’t have Over Coming Decade

Organization leaders say they don’t have access to the information they need to do their 1in2 jobs

of CIOs cited “Business intelligence and analytics” as part of their visionary plans 2020 83% to enhance competitiveness 35 zettabytes of organizations will look to 2009 replace their current warehouse 800,000 petabytes with a pre-integrated 35% Warehouse solution in the next 3 years; only 14% have today

Sources: • The Guardian, May 2010 • IBM Institute for Business Value, 2009 • IBM CIO Study 2010 Click here for Table of Contents • TDWI: Next Generation Data Warehouse Platforms Q4 2009 63 © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. Market opportunity Information Management Spending & Growth IM Software Markets $33B in 2012

Source: IBM Market Insights, GMV “2H 2011”. Amounts reflect IBM internal estimates, are provided for illustrative purposes only and are Click here for Table of Contents 64 not meant to represent or guarantee opportunity in any business segment. © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. Portfolio overview Optimizing Your Information Supply Chain for Trusted Information

Transactional Analyze Business Analytics & Collaborative Applications Applications Integrate Content Big Data Master Data Manage Cubes

Streams Data Data External Warehouses Information Content Sources Streaming Govern Information

Standards Security & Privacy Lifecycle Quality

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65 © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. Value Propositions Information Management Capabilities and Values

. Automating data management improves IT efficiency . Delivering trusted information through integration increases business confidence

. Analyzing information from more places enables better business outcomes . Efficient information security and governance improve business confidence

What We Offer • Database software • Information Integration • Data Security & Privacy • Data Warehousing & Analytics • Lifecycle Management • Master Data Management • Data Warehouse Appliances • Big Data Analytics

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66 © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. Reference Bridging the Gap Between Information and Outcomes

Drive Efficiency Support Innovation

Gained 30% Enhancing Information performance improvement Services Delivery

Cut DBA workload 2/3rd reduction in time by 25% to process valuations

Reduced storage 30% increase in coupon by 40% redemption rates

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67 © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. Reference Information Management and Misys Integration The Value of ASL Agreements

ASL - An IBM contract for ISVs to integrate and license IBM software with their applications and services and to sell the bundled solution to end customers

Screen cap from Ed Ho/Misys Misys integrates IBM Information video Management software into it’s Misys BankFusion Universal Banking and Misys Business Intelligence Solutions to increase sales, profit and market reach.

Video available in: English, French, Italian, German, Spanish, Japanese, Chinese and Korean

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68 © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. Partner Profile Business Partner Profile – Information Management Customers will pay a premium to vendors with industry-specific expertise

Information Management Business Partners… . Know industry – trends, profiles, problems, and business needs . Understand client and market buying patterns . Understand and speak the language of “Information” . Have expertise beyond product and customer size . Can differentiate the advantage of the IM Portfolio versus the competition

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69 © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. Resources 5 Quick Steps to Get Started Join PartnerWorld to become an IBM Business Partner, then… 1 Visit the Information Management PartnerWorld Site to access Business Partner sales and marketing tools and materials and training

2 Complete your Information Management Business Partner profile

3 Plan to maximize your profitability & your team’s education path by reviewing the Software Value Plus (SVP) & Software Value Incentive (SVI) criteria & product categories.

4 Educate your Sales and Delivery Teams & become SVP Authorized to resell Information Management through Training & Certification.

5 Develop a Marketing plan and take advantage of IBM’s programs and drive demand with IBM Co-Marketing

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70 © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. Mobile Foundation Business Partner Guide Value Propositions

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Market Opportunity Mobile is a priority where IT spending will occur

Partners Topare prioritizingSolutions for mobile Next 12 for Months profitability

54.0% Mobile 39.5% 44.5% 41.7% 39.5% 37.9% 36.2% 29.6%

17.0%

2.6% Mobile App focus shifts to the enterprise

Source: 2011 IBM Tech Trends Report https://www.ibm.com/de veloperworks/mydevelop A12. Please select the solutions in which you plan to invest in the next 12 months. [choose all that apply] erworks/blogs/techtrend s/entry/home?lang=en Source: IDC Partner Profitability 2011, Changing Business Models and Requirements in the Evolving IT Channel Ecosystem

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72 © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. Portfolio overview IBM Mobile Foundation V5.0 Offerings

. IBM Mobile Foundation, Enterprise edition V5.0 – IBM Mobile Foundation, Enterprise edition V5.0 is designed to provide the essential elements needed for mobile development, deployment, and management in Business-to-Consumer (B2C), Business-to- Business (B2B), and Business-to- Enterprise (B2E) environments. The Mobile Foundation, Enterprise edition V5.0 consists of: • IBM Worklight V5.0 for mobile application development and delivery • IBM Endpoint Manager for Mobile Devices for complete end-to-end Mobile Device Management (MDM) • IBM WebSphere Cast Iron® Hypervisor Edition for advanced connectivity to back-end systems . IBM Mobile Foundation, Consumer edition V5.0 – IBM Mobile Foundation, Consumer edition V5.0 is designed to provide the essential elements needed for mobile development, deployment, and management in primarily a Business-to-Consumer (B2C) deployment model. It consists of: • IBM Worklight V5.0 for mobile application development and delivery • IBM WebSphere Cast Iron Hypervisor Edition for advanced connectivity to backend systems . IBM Worklight, Enterprise edition V5.0 – IBM Worklight, Enterprise edition V5.0 has pricing metrics aligned with Business-to-Enterprise (B2E) purchasing patterns. . IBM Worklight, Consumer edition V5.0 – IBM Worklight, Consumer edition V5.0 has pricing metrics aligned with Business-to-Consumer (B2C) purchasing patterns. Click here for Table of Contents

73 © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. Value Propositions IBM strategy addresses client mobile initiatives

Extend & Transform Build & Connect Extend existing business Build mobile applications capabilities to mobile devices Connect to, and run Transform the business by backend systems in support creating new opportunities of mobile

Manage & Secure Manage mobile devices, services and applications Secure my mobile business

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Partner Type Sales Role Client Relationship 1. ISV • Work with ISV to Integrate IBM Mobile Enterprise portfolio with ISV application • Embed • Prospecting/Indentify opportunities • Influence • Joint Sales (potential) 2. VAR/VAD; RSI & • Identify and sell IBM Mobile Enterprise portfolio • SVI / SVP* : OI / OO Solution Providers • Implementation services • Influence • Fulfill orders 3. GSI • Identify and recommend Mobile Opportunities • Influence • Design services • SVI / SVP : OI / OO

• Implementation Services 4. Mobile App • Expertise on Mobile App Design • Influence Designers • Augment ISSW/other services team • Progress to ASL/Resell 5. Managed Service • Offer IBM Mobile Enterprise portfolio as part of • Resell/ASL** with xSP Providers their platform offering to solution developers Attachment

* SVI = Sales Value Incentive * SVP = Sales Value Plus Authorized Distribution Click here for Table of Contents ** ASL = Application Specific License Agreement 75 © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. Reference About ZSL

. ZSL is a Global Systems Integrator, ISV & IBM Premier Business Partner headquartered at Edison, New Jersey, with 4500 employees spread across in offices in India, Middle-East, US, UK, Canada, France, Germany, Belgium, Malaysia and Singapore . SVP and Authorized Reseller, Solutions and Service provider for WebSphere Core, WebSphere Cast Iron, IBM Worklight, VDSB, IBM SmartCloud, Rational, DB2, IBM Softek Data Mobility Solutions (DMS), Cognos, ISS, Storage & Servers . Application Specific License for WebSphere sMash, WAS, WPS, DB2 Express, Rational Software . ZSL created Centers of Excellence (CoE) for Cloud, Enterprise Mobility and Big Data Analytics Computing with more than 100 subject matter experts specialized in SmartCloud Enterprise, Worklight and Cognos.

ZSL Ranked in 2011 InformationWeek 500 List of Top Technology Innovators Across America

IBM Recognized ZSL's Innovations in the Cloud ZSL Brings Mobility and Cloud Enablement to the Enterprise and Mobile Enterprise Enablement - Won with IBM WorkLight Technologies, IBM SCE and IBM Finalist Awards at Impact 2012 WebSphere CI

ZSL Implements IBM WebSphere Cast Iron to Cut 24-hour reporting delay to near real time ZSL’s PowerCube DaaS, IBM OCCS-based

Awards Awards & Accolades Desktop Virtualization Solution Won Finalist CTO award at IBM Lotusphere 2009

Stories Success ZSL develops Web 2.0 assets 3 times faster with IBM WebSphere sMash Click here for Table of Contents

76 © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. Partner Profile Business Partner Profile – Mobile Foundation Customers will pay a premium to vendors with industry-specific expertise

Mobile Business Partners… . Know industry – trends, profiles, problems, and business needs – Top industries are Banking, Healthcare and Retail . Understand client and market buying patterns - Mobile is different: – Transformational business models • Anytime, anywhere business transactions • Importance of social business interactions – Faster lifecycles – More iterative – Requires open standards . Understand and speak the language of “Mobile” – i.e. App development using native and/or familiar web technologies, HTML5, CSS3, JavaScript – App delivery in variety of forms, Mobile Web app, Hybrid app, Native . Have expertise beyond product and customer size as the Mobile space presents large and varied opportunities – Understand and articulate the business-to-enterprise benefits – Understand and articulate the business-to-consumer or B2C space benefits . Can differentiate the advantage of the Mobile Portfolio versus the competition . Have the expertise to extend customer applications across different mobile devices and infrastructures . Business Partners must have cross-brand expertise – Mobile is a top priority of the enterprise and IBM Business Partners can deliver comprehensive end to end mobile solutions for their clients

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77 © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. Resources 5 Quick Steps to Get Started Join PartnerWorld to become an IBM Business Partner, then…

1 Visit the WebSphere PartnerWorld Site to access Business Partner sales and marketing tools and other resources

2 Complete your WebSphere Business Partner profile

3 Plan to maximize your profitability & your team’s education path by reviewing the Software Value Plus (SVP) & Software Value Incentive (SVI) criteria & product categories.

4 Educate your Sales and Delivery Teams & become SVP Authorized to resell WebSphere through Training & Certification.

5 Develop a Marketing plan and take advantage of IBM’s programs and drive demand with IBM Co-Marketing

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Resell Requirements Brand Family:

IBM Mobile Foundation WebSphere CORE Authorization Group & Requirements IBM Worklight

• PartnerWorld Partner Plan Fulfillment system: • 2 WebSphere CORE Technical Certs * • 1 WebSphere Sales Cert Passport Advantage • or have WS CORE approved VAP Solution

• IBM Mobile Worklight Sales Mastery v1 M660 test will be available by July 30th

• IBM Mobile Worklight Technical Mastery v1 N31 test will be available by July 30th

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79 © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. IBM PureSystems Business Partner Guide Value Propositions

A New Era of Computing

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80 © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. Portfolio overview Clients struggle to overcome barriers of time, cost & risk

Typical IT Project Time and Budget Top Causes of Project Delays

Phase Time (days) Budget Hardware Troubleshooting and tuning 45% Specify/design 73 - 96 14% - 16% production environment

Integration, configuration and 45% Procure 57 - 112 19% - 21% testing of the infrastructure

Implement 74 – 93 12% Installation, cabling and network 29% access for the environment Configure/test 74 – 80 10% - 11%

Cluster & HA 66 – 104 11% - 12% Software Integration, configuration and 41% Backup 44 – 108 10% testing of applications

Integration, configuration and 35% Tune 89 – 98 9% - 10% testing of middleware

Management 67 – 110 9 – 10% Configuration, build and deployment of applications 34%

34% of new IT projects (US) deploy late From a commissioned study conducted by Forrester Consulting on behalf of IBM Click here for Table of Contents

81 © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. Portfolio overview Only 1 in 5 can allocate more than half their IT budget to innovation

Least efficient data centers Most efficient data centers Use of new technology: Use of new technology: 43% first and fast technology adoption 86% first and fast technology adoption 1% move virtual machines to meet desired outcomes 58% move virtual machines to meet desired outcomes 21% use storage virtualization 93% use storage virtualization 3% use a storage service catalog (tiered storage) 87% use a storage service catalog (tiered storage) Results: Results: New projects New projects Maintaining 35% Maintaining existing existing 53% infrastructure infrastructure 65% 47%

Source: 2012 IBM Data Center Study: www.ibm.com/data-center/study ( http://www.ibm.com/data-center/study )

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82 © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. Portfolio overview The time has come for a new breed of systems Systems with integrated expertise and built for cloud

Built-in Expertise Integration by Design Capturing and automating Deeply integrating and tuning what experts do – from hardware and software – in a infrastructure patterns to ready-to-go workload optimized application patterns system

Simplified Experience

Making every part of the IT lifecycle easier - with integrated management of the entire system and a broad open ecosystem of optimized solutions

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83 © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. Portfolio overview IBM PureSystems A new family of expert integrated systems with: . Built-in expertise to address complex business and operational tasks automatically . Integration designed to accelerate system setup and application management . Simplified lifecycle experience from purchase to maintenance

IBM PureFlex System IBM PureApplication . Factory integrated and System optimized infrastructure . Optimized for . Management integration performance and across compute, storage virtualized for efficiency and networking – both . Designed for physical and virtual transactional web . No compromise design applications and with system level enabled for cloud upgradability . Application-aware . Designed for cloud with workload management flexibility and simplicity

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Why Clients Want to Buy Why Business Partners Want to Sell

Simplified experience, single point of Obtain access to a very broad and large management across compute, market opportunity-grow your business storage and networking

Built in expertise to address New high value consultative complex business and operational services opportunity and optimized tasks automatically solution sales delivery with leading ISV offerings

Integration by design to run systems Incremental incentives from hardware for optimal performance and efficiency and software to increase earning potential Reduce IT sprawl , optimize Accelerate the sales cycle and increase workloads time to value for client implementations

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85 © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. Partner Profile IBM PureSystems Business Partner Profile

Profile of Business Partner Reseller Profile of Business Partner Reseller for for IBM PureFlex System IBM PureApplication System . Strong Blades, Sys x and/or Power Sales & . Strong middleware skills Marketing Skills/Systems Mgmt. & . Skills in middleware virtual images and Implementation skills patterns including skills with IBM Workload . Ability to “value sell”– selling the value of the Deployer “integrated” platform . Sufficient skills and capabilities to support the PureApplication System sales process and the . Understand full client value prop PureApplication System-specific PoC program. . Understanding of the following technologies – Ability to execute a PoT, PoC or BVA for – Networking components of the PureApplication System – Virtual Fabric software stack – Ethernet . Solution offerings focused on web application – Fibre Channel server deployment or database capabilities – Tivoli . Expertise in workload consolidation and – TPM Virtualization - Systems & Storage virtualization services – Cluster Control . Demonstrable skills in application and systems – High Availability migration projects – Energy Management – Fabric Management

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86 © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. Resources 5 Quick Steps to Get Started Join PartnerWorld to become an IBM Business Partner, then…

1 Visit the IBM PureSystems Site to access Business Partner sales and marketing tools and other resources

2 Complete your WebSphere Business Partner profile

3 Plan to maximize your profitability & your team’s education path by reviewing the Software Value Plus (SVP) & Software Value Incentive (SVI) criteria & product categories.

4 Use IBM PureSystems Enablement Maps to educate your Sales and Delivery Teams & become SVP Authorized to resell IBM PureSystems. 5 Develop a Marketing plan and take advantage of IBM’s programs and drive demand with IBM Co-Marketing

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88 © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. Market opportunity Enabling product and service innovation

Security Application Lifecycle Management

. Application and process . Design management

. Build and deploy management

. Quality management

. Requirements management

Enterprise Modernization . SW change and configuration management

. Application modernization

. Application portfolio management $14B Business Planning and Alignment Overall Market . Multi-platform development Opportunity . IT portfolio management . Enterprise and business architecture

. Product portfolio management

. Delivery and performance management Design, Development and Deployment

. Architecture and design Complex and Embedded Systems . Systems engineering . Application development . Systems of systems engineering . Build and deploy . Product line engineering . Real-time, embedded systems and software development . Real-time and embedded software development . Compilers Amounts reflect IBM internal estimates, are provided for illustrative purposes only and are not meant to represent Click here for Table of Contents or guarantee opportunity in any business segment. 89 © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. Portfolio overview Rational Brand Value Proposition: Transform software and systems delivery to more effectively turn market requirements into innovative and profitable products and services, faster than the competition

Realities can stall Transforming software Three key actions Innovation is increasingly software-driven and systems delivery brings of transforming software being driven by software innovation about dramatic business results and systems delivery

Software and Systems Engineering | Rational Innovation is increasingly being driven by software

Mobile banking will be The average 2010 automobile the most widely used banking contains more lines of software channel by 2020, if not sooner code than a fighter jet

Software-driven Jazz provides open collaboration IBM has set the bar innovation Achieve break through across the software for software and systems with IBM Rational benefits with IBM and systems lifecycle engineering platforms

Software and Systems Engineering | Rational Software and Systems Engineering | Rational Software-driven innovation with IBM Rational IBM has set the bar for software and systems engineering platforms Addressing IT, systems, and enterprise modernization

“Rational has the best current offering… and continues to raise the bar Business Planning and Alignment on building a complete development and delivery platform.” Measure business effectiveness of projects | Prioritize investments Understand business value | Manage risk and impact of change 2010 Forrester Wave, Agile Development Management Tools Report

STRATEGIC VALUE Integrated Application “GM’s use of the Rational platform will deliver business results in and Systems Lifecycle Management Security efficiency, time-to-market, quality, and overall customer satisfaction.” Collaboration across teams, roles, platforms and geographies Eric Gassenfeit, Global Director, Electrical, Controls and Software Development, General Motors

Design, Development and Deployment “For the 5th time in 6 years, Rational has achieved the top overall ranking Requirements | Architecture and Design | Development | Testing | Deploy and Release | Operations REDUCED COSTSREDUCED in our 2010 Users’ Choice Survey on Software Development Platforms.” Users Choice Survey, Software Development Platforms, Evans Data Corporation Open Platform for Data and Tools Integration and Automation

90 © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. Value Propositions Rational Cross-IBM initiatives 2011 IBM Simplified Commercial Framework

Cloud Rational leads product and service innovation BAO . Integrated Product Management (IPM) Rational-led Smarter Computing . Integrated Service Management (ISM) Tivoli-led Business Agility Rational plays a key role in: . Social Business Cloud Planning, Security, Develop and Test

Product and Service Innovation . Smarter Computing

Capabilities Capabilities / What IBM Sells Enterprise Modernization Competitive

. Business Agility Business Planning and Alignment

. Security (cross-framework) IBM Secure by Design x86 Systems

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. Premier IBM Rational Business Partner, ISV, Reseller, Systems Integrator, Education Provider

. Authorized across all Rational Brand products and covering all market segments within the United Kingdom & Ireland

. IBM Software Platinum Achievement “Rising Star” Award at the IBM Software Partner College

. TraceLine for DOORS listed in Global Solutions Directory and Ready for IBM Rational Software, Two VAP approved solutions. SVI and SVP Approved.

. Case Study: Network Rail , - DOORS, UK Ministry of Defence - TraceLine™ for DOORS

“From a standing start, Integrate has achieved impressive sales growth…enabling many new customers to adopt and gain benefit from Rational products and has worked hard with… IBM to deliver the Rational systems sales strategy. They are a great bunch of people to work with!” …A Satisfed IBM Value Added Distributor

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92 © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. Partner Profile Rational: Reseller Business Partner Profile

Profile of traditional Reseller: Profile of high volume Reseller:

. Software License sales and/or Hosting Service as part . 100% focused on IBM Solutions of their business model

. Professional sales staff (customer facing) . Cross Brand sales capability – Customer Facing – Telesales/Outbound calling . Marketing resource . Unique solutions that leverage IBM Rational technology (and differentiate them from the stand alone IBM . Pre / Post Sales Technical resources offerings) – Ability to work with customers to understand their business/technical problem and to provide solutions based on IBM offerings . Industry recognized certifications – Specialized domain/industry knowledge

. Commitment to obtaining certification and maintaining skills in Rational solutions . Growth objectives: – Acquisitions . Willingness to collaborate with IBM Lab Services – Multi-national teams

. Multiple offices or willingness to travel to support sales . Resources (financial and staff) to invest in new/developing technologies

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Join PartnerWorld to become an IBM Business Partner, then… 1 Visit the Rational PartnerWorld Site to access Business Partner sales and marketing tools and materials and training

2 Complete your Rational Business Partner profile

3 Plan to maximize your profitability & your team’s education path by reviewing the Software Value Plus (SVP) & Software Value Incentive (SVI) criteria & product categories.

4 Educate your Sales and Delivery Teams & become SVP Authorized to resell Rational through Training & Certification.

5 Develop a Marketing plan and take advantage of IBM’s programs and drive demand with IBM Co-Marketing

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Resources - Rational

. Ready for Rational: .Stephen Lauzon . Rational Business Partner Development & Sales Manager WW .Chris Mowry . Rational Channels: North America Lead .Mark Briggs . Rational Channels: Latin America Lead .Jose Ramon Pena Toro . Rational Channels: North Eastern Europe Lead: .Anat Samra Raunio . Rational Channels: South Western Europe Lead: .Olivier Roubine . Rational Channels: Asia Pacific Lead: .Jaya Mahadevan . Rational Channels: Japan Lead: .Tomotaka Yoshikawa . Rational Business Partner Marketing: •Mark Masercola World Wide Lead

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96 © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. Market opportunity Worldwide Security Segment Opportunity Exceeds $73B by 2015 WW Security Products and Services Segment WW Security Product Opportunity Opportunity (2011 – 2015) by Segment (2012)

$80 Applications

$60 Data Server and Endpoint $40

Security $20 Intelligence Network Market Size ($B) and GRC

People $0 2011 2015

Products Services

Source: IBM Market Insights, 2H 2011 This report is based on internal IBM analysis and is not meant to be a statement of direction by Click here for Table of Contents IBM nor is IBM committing to any particular technology or solution. 97 © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. Portfolio overview Leading Products & Services in Every Security Segment

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98 © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. Portfolio overview Solution Area: Security Intelligence and Analytics

Portfolio Overview

Helping our customers optimize security with additional context, automation and integration QRadar SIEM • Integrated log, threat, compliance management • Asset profiling and flow analytics • Offense management and workflow

QRadar Risk Manager • Predictive threat modeling & simulation • Scalable configuration monitoring and audit • Advanced threat and impact analysis

QRadar Log Manager • Turnkey log management • Upgradeable to enterprise SIEM

QRadar Network Anomaly Detection • Network analytics, behavior and anomaly detection • Fully integrated with SIEM

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Portfolio Overview Manage and extend enterprise identity context across all security domains with end-to-end Identity Intelligence IBM Security Identity Manager * • Automate the creation, modification, and termination of users throughout the entire lifecycle • Identity control including role management and auditing

IBM Security Access Manager Family * • Automates sign-on and authentication to enterprise web applications and services • Entitlement management for fine-grained access enforcement

IBM Security zSecure suite * • User friendly layer over RACF to improve administration and reporting • Monitor, audit and report on security events and exposures on mainframes.

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100 * Solution package purchase options available © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. Portfolio overview Solution Area: Data

Portfolio Overview

Enterprise-wide solutions for assuring the privacy and integrity of trusted information in your data center IBM InfoSphere Guardium Product Family • Database Activity Monitoring - continuously monitor and block unauthorized access to databases • Privileged User Monitoring - detect or block malicious or unapproved activity by DBAs, developers and outsourced personnel • Prevent Database Leaks - detect and block leakage in the data center • Database Vulnerability Assessment - scan databases to detect vulnerabilities and take action • Audit and Validate Compliance - simplify SOX, PCI- DSS, and Data Privacy processes with pre- configured reports and automated workflows

IBM Security Key Lifecycle Manager • Centralize and automate the encryption key management process • Simplify administration with an intuitive user interface for configuration and management

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Reducing the costs of developing secure applications and assuring the privacy and integrity of trusted information Portfolio Overview

AppScan Enterprise Edition • Enterprise-class solution for application security testing and risk management with governance, collaboration and security intelligence • Multi-user solution providing simultaneous security scanning and centralized reporting

AppScan Standard Edition • Desktop solution to automate web application security testing for IT Security, auditors, and penetration testers

AppScan Source Edition • Adds source code analysis to AppScan Enterprise with static application security testing

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102 © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. Portfolio overview Solution Area: Infrastructure (Network)

Guard against sophisticated attacks using an Advanced Portfolio Overview Threat Protection Platform with insight into users, content and applications IBM Security Network Intrusion Prevention (IPS) • Delivers Advanced Threat Detection and Prevention designed to stop targeted attacks against high value assets • Proactively protects systems with IBM Virtual Patch® technology. • Protects web applications from threats such as SQL Injection and Cross-site Scripting attacks • Integrated Data Loss Prevention (DLP) monitors data security risks throughout your network • Network Anomaly Detection for predictive early detection of network threats, system mis-configurations and out of policy traffic • Provides Ahead of the Threat® protection backed by world renowned IBM X-Force Research

IBM Security SiteProtector • Provides central management of security devices to control policies, events, analysis and reporting for your business

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IBM Security Systems . Unique and Comprehensive Security Framework . $1.8B investment in innovative technologies . 6K+ security engineers and consultants . Largest vulnerability database . Award-winning X-Force® research . Analyst-recognized leadership in every segment

Intelligence ● Integration ● Expertise

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http://www.encodeinc.com

. IBM Premier Level Business Partner in Partner World

. SVP Authorized in all five IBM software brands

. Track record of over 700 security engagements, and a world-class Support Services organization with over 100 long-term customers

. Recipient of multiple IBM excellence awards: • 2009 IBM Beacon Award For Delivery Excellence • 2008 Avnet Crystal Growth Award • 2010 IBM Beacon Award Finalist, Overall Technical Excellence. • Member IBM Security Global Advisory Board • Member Business Partner Advisory Council, Security Systems Division

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. The ideal Business Partner for IBM Security Systems has a well-developed security practice selling across one or multiple security segments: Network/Threat, People/Identity, Application, Data or Security Intelligence. . Many of our Business Partners are specialists in one of those areas, bringing very deep skills and expertise to our customers. . Key cornerstones of a great security business are: . consultative selling approach . pre-sales technical support . deployment/implementation practice . New Business Partners must also be willing to participate in IBM incentive programs and invest in marketing and opportunity identification.

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106 © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. Resources Security Business Partner Resources ibm.com/partnerworld/security

Sales Plays, Security Talk Replays, Sales Kits, Top Gun Prep, Certifications

Pre-packaged marketing campaigns – it’s easy!

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Join PartnerWorld to become an IBM Business Partner, then…

1 Visit the Security PartnerWorld site to access Business Partner sales and marketing tools and materials and training

2 Complete your Security Business Partner profile

3 Plan to maximize your profitability & your team’s education path by reviewing the Software Value Plus (SVP) & Software Value Incentive (SVI) criteria & product categories.

4 Educate your sales and delivery teams & become SVP Authorized to resell security through Training & Certification.

5 Develop a marketing plan and take advantage of IBM’s programs and drive demand with IBM Co-Marketing.

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. 5000+ Tivoli partners worldwide . >30% of all Tivoli sales are through our Business Partners . >50% of Tivoli storage sales are through our Business Partners . >67% of our General Business sales are through Business Partners . Overall Tivoli market opportunity in 2015 should be over $35B

Total market opportunity over $35B by 2015

Automation EAM Storage

Source: IBM Internal. Amounts reflect IBM internal estimates, are provided for illustrative purposes only and are not meant to represent or guarantee opportunity in any business segment. Click here for Table of Contents

110 © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. Market opportunity Faster Delivery Mastering technology is the key to 90% view cloud as rethinking IT and reinventing business critical to their plans*

Improved Reach 1Billion Smartphones and 1.2 billion mobile employees by 2014*

Responsive Operations

Factors impacting organizations: 20B+ 1. Technology factors Intelligent business assets* 2. People skills 3. Market factors New Insights 4. Macro-economic factors 5. Regulatory concerns 6. Globalization 2.7ZB of digital content in 2012, 7. Socio-economic factors a 50% increase from 2011*

8. Environmental issues * Data sources noted in speaker notes 9. Geopolitical factors Click here for Table of Contents 111 © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. Portfolio Overview IBM is helping organizations embrace bold strategies to Rethink IT, and Reinvent Business services, processes, and relationships…

Optimize Extend to Deploy Smarter Protect & with Cloud Mobile Devices Physical Infrastructures Manage Data

Speeding service Increasing sales with Recognizing & repairing Reducing the time it delivery from 45 days to new promotions from over 50% of issues before takes to backup critical 20 minutes 15% to 75% operations impact data by 80%

Source: Tivoli Client Reference Database, various client references Click here for Table of Contents 112 © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. Portfolio Overview IBM’s integrated service delivery & management platform offers the proven capabilities and best practices needed for success.

Optimize with Cloud

Extend to Protect & Mobile Devices Manage Data

Deploy Smarter Physical Infrastructures

Service Delivery & Management Capabilities Click here for Table of Contents

. Best Service Delivery Products ENABLE . Skills: Tivoli Virtual Sales Academy . Comprehensive Sales Plays

. Access to Experts: Tivoli Accreditation . Increased Lead Passing: LPDE, PAS, NLLB ENGAGE . Small Deals and Cost Buster solutions

. More Incentives - SVI EARN . Multiple Options - SVP . Simplified Processes

. Leverage IBM Aircover – POE info boom CNBC Purchased by IBM Sponsored by IBM Created by Fans . Plays for Your Success Linked in . Tools to Grow Your Business . Web Marketing facebook twitter You Tube Click here for Table of Contents

Winning isn't everything, Reference slide it is the only thing!

STORServer At Bellin Health Front-safe at al dente

IBM products and Sales Support, STORServer’s Channel Sales The leading provider of business critical software for the Organization and Meridian IT, the IBM and STORServer dentist market in Denmark. Secure the dentist IT infrastructure business partner engaged in a sales effort to solve a customer with TSM Cloud Backup. data protection problem at Bellin Health.

. STORServer Channel Management Challenge: Administration of a large number of . STORServer’s IBM ASL representatives small customers who easily absorb all available . Tivoli Brand folks . Meridian IT Reseller resources at al dente.

Solution: TSM deliver a high quality and very stable Challenge: Bellin Health was facing a data technical platform for protecting data and this platform management problem not unlike many health care demands very little daily support from al dente. The providers are experiencing. Rapid growth in data was Front-safe TSM Portal on top of this solution makes the starting to tax the current infrastructure, including their old client side deployment and administration a very easy BackupExec system. task and allow al dente to install and support the client

backup remotely and also automate everything around Objective: To replace a legacy system tied to the billing. facility’s old electronic medical record system. Competitive advantage: No other competitors are Solution: STORServer Backup Appliance able to deliver a strong enterprise solution as TSM into our market of small dentist customers.

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115 © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. Partner Profile Tivoli Business Partner Profile Profile of traditional Reseller Profile of high volume Reseller . Value driven, implementation- . Velocity driven, transaction-oriented oriented; offers value added . expertise, including: Focuses on the midmarket ready offerings and other Tivoli offerings – Education identified as key drivers for small – Services (cloud, installation, configuration, deals migration, etc) . Generate leads by prospecting new – (cloud, Offerings Built on Tivoli customers automation, asset management, security, storage) . Strives to maintain digital marketing . Manage complex project tactics engagements well, including . Takes advantage of IBM’s Co- competitive take-out situations marketing and conference benefits to . Run Co-marketing engagements to generate opportunities generate opportunities . Leverages IBM Marketing resources . Engages with IBM Marketing activities . Understands lead competitors: EMC, CA, HP, etc.

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Join PartnerWorld to become an IBM Business Partner, then… 1 Visit the Tivoli PartnerWorld Site to access Business Partner sales and marketing tools and materials and training

2 Complete your Tivoli Business Partner profile

3 Plan to maximize your profitability & your team’s education path by reviewing the Software Value Plus (SVP) & Software Value Incentive (SVI) criteria & product categories.

4 Educate your Sales and Delivery Teams & become SVP Authorized to resell Tivoli through Training & Certification.

5 Develop a Marketing plan and take advantage of IBM’s programs and drive demand with IBM Co-Marketing

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117 © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. WebSphere Business Partner Guide Value Propositions

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118 © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. Market opportunity 2012 WebSphere Opportunity by Pillar

Application & Integration Middleware Software Markets $16B in 2012

October 2011 AIM Market Trends Source: IBM Market Insights, 2H 2011 This report is based on internal IBM analysis and is not meant to be a statement of direction by IBM nor is IBM committing to any particular technology or solution. Click here for Table of Contents

119 © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. Portfolio Overview WebSphere Capabilities Enable Business Agility With IBM’s help, customers can And must continue to transform to grow

Agile processes and decisions Rapid, adaptable integration

Unbounded applications Flexible and intelligent Infrastructure

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120 © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. Value Propositions Why Sell/Value Propositions Why Team with WebSphere WebSphere can help you enhance your profitability and increase your ROI

Large Customer Base . WebSphere has over 100,000 clients, and over 7,400 Business Partners . 93% of the Fortune 100 use WebSphere Leading Platform . Approximately $5 trillion worth of application investments currently reside on IBM systems and software and nearly 80% of all transactions go through WebSphere software . WebSphere is the market-leading Internet infrastructure software, or middleware, for creating, running and integrating on-demand e-business applications across a variety of computing platforms IBM. IBM has a portfolio of comprehensive enterprise mobile capabilities Award Winning Products . The Forrester WaveTM: Business Process Management Suites, Q3 2010 report names WebSphere BPM one of the strongest sets of BPM capabilities in the market today . Gartner has once again named IBM as the worldwide market share leader in the application infrastructure and middleware (AIM) software segment . Information Security magazine ranked IBM DataPower XML Security Gateway XS 40 as the "Gold" market leader in its annual reader's survey for the second consecutive year (April 2008). Click here for Table of Contents

. Premier IBM Business Partner, ISV, Reseller, Systems Integrator, Education Provider

. Authorized across all IBM brands, multiple Industries & within WebSphere Core, BPM & Mobility categories

. Achieved IBM’s Highest Level Technical Expertise Rating of 5

. Winner of over 10 IBM Awards including 2012 Beacon Award for Business Agility

. Over 25 Solutions available in the IBM Solutions Directory

. Helping customers IDP, Horizon BCBS of NJ, BCBS of MA, Honeywell and more go Mobile

. Prolifics WebSphere BPM, SOA , Integration, Connectivity & Mobility Case Studies . Video Case Study: Post-N-Track . Video Case Study: Horizon BCBS of NJ . Video Case Study: Equinox Fitness . PDF Case Study: IDP . PDF Case Study: Mothercare . PDF Case Study: mBlox

“Over 10 years ago Prolifics made a strategic decision to align with IBM and WebSphere. Growing by over 450% in the last decade, it was clearly a turning point in our company’s history and one we would not have achieved without the support of IBM, the WebSphere brand, and the programs that support the IBM business partner community. ” Devi Gupta, VP of Marketing Click here for Table of Contents

122 © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. Partner Profile WebSphere Business Partner Profile

Profile of Business Partner Reseller Profile of Business Partner Reseller for IBM Business Process Management for IBM WebSphere Application Server – . Project selling model -- tightly coupled with an application – high repeatability and volume implementation/ integration Application Infrastructure . Writes applications requiring an application server such as . Strong solution selling competency to new prospects Independent Software Vendors (ISVs) or companies who deploy . Understand cross-functional business process flow and use systems projects such as Systems Integrators (SIs). cases . Web Serving Applications (big and small) . Ability to identify integration requirements . Migration from Open Source or Oracle web servers . SOA skills . Specific projects running on single servers . Understanding of cross-functional business process flow and use . Java applications running on single and multiple distributed cases servers and/or z native as well as Linux on z

Profile of Business Partner Reseller for IBM Mobility Know industry – trends, profiles, problems, and business needs Understand client and market buying patterns and understand and speak the language of “Mobile” i.e. App development using native and/or familiar web technologies, HTML5, CSS3, JavaScript App delivery in variety of forms, Mobile Web app, Hybrid app, Native Have expertise beyond product and customer size as the Mobile space presents large and varied opportunities Understand and articulate the business-to-enterprise benefits Understand and articulate the business-to-consumer or B2C space benefits Can differentiate the advantage of the Mobile Portfolio versus the competition Have the expertise to extend customer applications across different mobile devices and infrastructures Click here for Table of Contents

123 © 2012 IBM Corporation This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. Resources 5 Quick Steps to Get Started Join PartnerWorld to become an IBM Business Partner, then…

1 Visit the WebSphere PartnerWorld Site to access Business Partner sales and marketing tools and other resources

2 Complete your WebSphere Business Partner profile

3 Plan to maximize your profitability & your team’s education path by reviewing the Software Value Plus (SVP) & Software Value Incentive (SVI) criteria & product categories.

4 Educate your Sales and Delivery Teams & become SVP Authorized to resell WebSphere through Training & Certification.

5 Develop a Marketing plan and take advantage of IBM’s programs and drive demand with IBM Co-Marketing

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. IBM Corporation Software Group Route 100 . Somers, NY 10589

. IBM, the IBM logo, ibm.com and PartnerWorld are trademarks of International Business Machines Corporation in the United States, other countries, or both. If these and other IBM trademarked terms are marked on their first occurrence in this information with a trademark symbol (® or ™), these symbols indicate U.S. registered or common law trademarks owned by IBM at the time this information was published. Such trademarks may also be registered or common law trademarks in other countries. A current list of IBM trademarks is available on the web at “Copyright and trademark information” at ibm.com/legal/copytrade.shtml.

. The information contained in this publication is provided for informational purposes only. While efforts were made to verify the completeness and accuracy of the information contained in this publication, it is provided AS IS without warranty of any kind, express or implied. In addition, this information is based on IBM’s current product plans and strategy, which are subject to change by IBM without notice. IBM shall not be responsible for any damages arising out of the use of, or otherwise related to, this publication or any other materials. Nothing contained in this publication is intended to, nor shall have the effect of, creating any warranties or representations from IBM or its suppliers or licensors, or altering the terms and conditions of the applicable license agreement governing the use of IBM software.

. References in this publication to IBM products, programs, or services do not imply that they will be available in all countries in which IBM operates. Product release dates and/or capabilities referenced in this presentation may change at any time at IBM’s sole discretion based on market opportunities or other factors, and are not intended to be a commitment to future product or feature availability in any way. Nothing contained in these materials is intended to, nor shall have the effect of, stating or implying that any activities undertaken by you will result in any specific sales, revenue growth, savings or other results." Click here for Table of Contents