© 2014 IBM Corporation 1 IBM Analytics SaaS – Incentives and Offers Jane Everden (0)

© 2014 IBM Corporation 2

3 3 IBM SaaS Offerings – Business Partner Channel Options

© 2014 IBM Corporation 4 4 IBM SaaS Offerings – Business Partner Channel Options

© 2014 IBM Corporation 5 5 IBM SaaS Offerings – Business Partner Channel Options

© 2014 IBM Corporation 6 Compounding Revenue Effect of Selling SaaS Assumptions: - X number of new customers are closed per month with spending total for all new customers of $1K per month - This level of productivity is maintained through year % renewal rate Recurring Revenue by end of year 5! More aggressive performance generates much higher numbers Services revenue is incremental to above figures Subscriptions, Renewals Closing only $1,000 of SaaS / month, you attain $654K stream after 5 years! 6

© 2014 IBM Corporation 7 New “IBM SaaS – Entry” Product Group Overview  Only 1 sales mastery is required for SVP authorization  A new SaaS-oriented sales mastery exam specifically for this Product Group is available  More complex IBM SaaS products remain in standard SVP Product Groups  Existing qualifying skills for the old SVP Product Groups are recognized for this new Product Group allowing Business Partners that have achieved existing sales masteries to just apply Incentives Available for the PG Business Partners may earn:  Standard base margin and SaaS Instant Rebate ---- OR ----  SaaS Referral Incentive (if sold by IBM and the product is participating) Note: SVI is not available for this Product Group 7 List of Saas Entry Group products IBM Control Desk on Cloud IBM Workload Automation IBM Application Performance Management IBM Maximo Inventory Insights EAM Inventory Analysis on Cloud Control Desk on Cloud Application Performance Management Cloudant Dedicated Cluster BigInsights Cloud Edition Dash DB Navigator on Cloud Watson Curator Verse SmartCloud Plus SmartCloud Engage SmartCloud Meetings SmartCloud Notes SmartCloud iNotes IBM SmartCloud IBM SmartCloud Connections IBM SmartCloud Office Automation IBM SmartCloud Sametime Case Manager on Cloud Content Manager on Cloud This new SVP Authorized Product Group is a cross-brand offering designed especially for IBM SaaS products that do not require complex skills to sell or implement.  just a single sales mastery test is required.

© 2014 IBM Corporation 8 Cloud Services Agreement (CSA) for BPs Effective May 11th, 2015, Business Partners are now able to process quotations and orders where the end user customer has selected to acquire the IBM SaaS offering under the IBM Cloud Service Agreement (CSA) terms and conditions.  Link to CSA info on Partner worlds services-agreement  Cloud Service Agreement overview for Business Partners CSA Quote and order enhangement Enablement for the new CSA 8

© 2014 IBM Corporation text pages Non Negotiable S&P The SaaS Security Principles document describes our overall security principles which apply to all offerings and which are not negotiable New IBM SaaS Security & Privacy Principles Content Governance Security Policies Access, Intervention Transfere and Separation Control Service Integrity Availability Control Activity Logging Input Control Physical Security, Entry Control Order Control Compliance

© 2014 IBM Corporation 10 IBM Kund We have specific requirements regarding handling of personal data in a cloud environment we need answers to the following questions: Who are the stakeholders involved in the operation? What are their roles and responsibilities? Where is the data kept? How is the data replicated? What are relevant legal rules for data processing? How will you as the service provider meet the expected level of security and privacy? Regarding locations where servers are located that holds data privacy - our general belief is that the longer the distance to data storage - the less control exists! Regarding personal data being accessible to IBM personnel for any purpose eg., production, support, backup, audit For us: Transparency is required Defined processes are needed Knowledge about who can access data, and how their access is controlled is needed, and documentation of this is required. IBM Third party audits should be carried out at least annually in accordance with the ISO standard and some controllers may request to take part of a summary of the audit report. Prepare yourself for customers concerns and their requirements A customer

© 2014 IBM Corporation 11 Watson Analytics……Offers and Promotions Available for Partner resale – Now Available in Cognos/SVP Entry group GOPRO :- 12 month term on an “opt in” program at no charge and must be accepted and executed in total by 31 October, and grant quantities are : For Resellers, we are offering 25 users regardless of size Internal product education Sales collateral, custom demos or leverage our standard demos Link to registration:- 01

© 2014 IBM Corporation 12 Cloud Concierge Program - POC/Demo & Proof of Platform Providing you with a technology platform to showcase our solutions on the Cloud. What does this mean? We have created a new launch pad that will streamline the process and remove barriers to support our field teams as we scale our SaaS offerings by offering standard platforms for provisioning our solutions on SoftLayer. In less than 40 minutes you can have a demo to share with your customers. What’s the benefit Internal & Partner access Easily share cloud based live Demo’s with customers Extended Demo Capability Ideal for Mobile demos Support structure around the Cloud Concierge Program comprised of technical assistance and advocates Vastly improved agility to provide latest updates Enjoy the journey Start Here Softlayer

© 2014 IBM Corporation 13 SVP Rewards for New or Reactivated Customers incentive Business Partners can now earn 15% on their eligible SVP SaaS opportunities sold to New or Reactivated Software end users. Business Partners will earn this incentive when they are the first to register the opportunity and they fulfill the opportunity in any customer segment**. The SVP SaaS New or Reactivated incentive will be paid on the eligible charges for the first 12 months of the subscription period. ** Are excludes Government and Public Sector end users & physical appliances IBM & BOX – Strategic Partnership On 24 th June IBM and Box announced a strategic partnership to offer BOX Cloud based content Management in the IBM cloud. Box products are now included in Passport Advantage and available for resale via ECM certifications for existing partners or can be easily added to existing portfolios via the SaaS Entry Reseller Group More on this announcement can be found here: ibm.com/partnerworld/wps/servlet/ContentHandler/swg_com_sfw_ibm-box/lc=en_ALL_ZZ Software Co-marketing Business Partners who are participating in the SaaS Referral Incentive are now eligible for Software Co-marketing, along with SaaS Solution Providers and those who are Software Value Plus Authorized Other channel SaaS news !

© 2014 IBM Corporation 14 © 2014 IBM Corporation Bridge to Cloud – Migration Play

The Bridge-to-Cloud Play is a price Play (currently approved through 1H 2016) designed to assist clients in moving from S&S to SaaS with the help of Business Partners. Key Features for Bridge-to-Cloud: Continue S&S entitlement without fee after current S&S for term of Bridging Go back to on-premise without S&S reinstatement penalties at end of Cloud contract if you decide Cloud is not right for you Protects the clients current investments: Software Training Personnel Eligible clients: Current on S&S entitlement Not part of a multi-element ELA Image used by permission of the photographer: Jeffrey Leach

© 2014 IBM Corporation 16 Continue S&S entitlement while transitioning to Cloud. Start early and enjoy the benefits. There is no need to wait to gain the value of Cloud. Clients can fit it into their budget now: Purchase Cloud and gain S&S without additional fees IBM extends your S&S entitlement for the term of the Cloud agreement provided your are current with your S&S On-Premises Today On-Premises and Cloud During Transition On-Premises or Cloud at End of Program (Your choice)

© 2014 IBM Corporation 17 At the end of the Cloud contract, if the client chooses to go back to On-Premises, they may do so. Determine if Cloud is right for your client without risk. The Bridge-to-Cloud channel play provides clients with a full scale opportunity to engage with the Cloud at no risk: Engage with the Cloud at full production scale Maintain entitlement without additional fees during your Cloud engagement At the end of the Cloud engagement contract, if you choose to return to On-Premises S&S, you may do so without S&S penalties. On-Premises Today On-Premises and Cloud During Transition On-Premises or Cloud at End of Program (Your choice)

© 2014 IBM Corporation 18 Clients can protect their Valuable Investment. Clients can make their current On-Premises license and S&S investments pay off in the Cloud. Bridging from IBM On-Premises licenses to similar IBM Cloud licenses provides clients with benefits not received when going to non-IBM solutions: Ease of transition from similar/alike solutions Training of your personnel Dual/parallel usage Reengineering of internal processes to fit dissimilar competitive solutions

© 2014 IBM Corporation 19 Eligibility: Client Clients are eligible for the Play if and only if: As of today, a client is not eligible if: The client is current on applicable S&S payments (No lapse in coverage between S&S and SaaS can occur) The client must be in compliance with regards to entitled S&S licenses The client has parts that are eligible for conversions for the play The client is willing to sign a Cloud contract with a term at least 12 months longer than the current S&S entitlement (i.e.: If a client has 5 months remaining on their current prepaid S&S, the new Cloud term must be at least 17 months.) Business Partners and their clients in all IBM IOTs are eligible for the promotion The client is part of a multi-element, ELA agreement The client is part of an IULA The client is not current on S&S payments for the part numbers being transitioned to the Cloud

© 2014 IBM Corporation 20 Bridge-to-Cloud Authorization Spreadsheet Bridge-to-Cloud Authorization Spreadsheet provides the detail of the specific opportunity.

© 2014 IBM Corporation 21 Bridge to Cloud Offer Letter The Bridge-to-Cloud Offer Letter provides the client and BP with the terms of the program.

© 2014 IBM Corporation 22 Expand Existing Customers and Earn More Bridge-to-SaaS Promotion Example: 22 Total Suggested Margin Year 2/3 to BP Total Margin Year 2 and 3 to BP $15.174$ On-Premise Support Providing Partner Model* Initial Sale SaaS SaaS Solution Provider Model* Year 2 Bridged from on-premise to SSP 34% MORE MARGIN

© 2014 IBM Corporation 23 © 2014 IBM Corporation THANK YOU……. Questions, Queries, Opportunities – Please Call Jane Everden (0)