© 2015 IBM Corporation IBM and IBM Business Partner Use Only Business Partner Technical Vitality Overview January, 2015 Send an to for questions or

© 2015 IBM Corporation IBM and IBM Business Partner Use Only 2 Business Partner Technical Vitality (BPTV) Scorecard Format Technical vitality is an indicator of how well a Business Partner can sell and deliver IBM- based offerings and solutions. The BPTV Scorecard provides an objective, consolidated, and user-friendly view of technical vitality, measuring the technical and sales capabilities of a Business Partner firm Skills and education related to IBM hardware, software, and solutions, plus project management and architecture disciplines are factored into the BPTV scores The primary input for BPTV is employee certifications and program authorizations that are available from the Business Partner firm’s PartnerWorld Profiling System (PPS) record The BPTV Skills Dashboard report assists in identifying firm readiness to meet the certification criteria for authorization to sell IBM servers and storage and for IBM Specialty programs Business Partners can learn more about the BPTV program and see the Scorecard and Skills Dashboard reports at Aware 50-69Proficient Expert Hardware and Software Skills Solution Skills Hardware Education Project Management & Architecture Disciplines Technical Vitality

© 2015 IBM Corporation IBM and IBM Business Partner Use Only 3 Technical Vitality Matters  Technical Vitality matters because the more skilled Partners are with IBM offerings, the more successful they can be selling IBM’s offerings  Increased technical vitality can contribute to a competitive edge –Provides an opportunity to differentiate your firm among IBM Business Partners –Supports and helps demonstrate “Trusted Advisor” status, enabling you to compete on value, and not just price –Good skills and processes can lead to satisfied customers, which can lead to repeat business and customer referrals  The BPTV Scorecard and Skills Dashboard can be used as tools to help you: –Demonstrate your capacity to develop, grow, and maintain the technical and sales skills related to IBM’s offerings –Quickly identify gaps in skills –Support planning for potential growth and market development in areas such as Cloud, Analytics, Mobile, Social, and Security –Manage skills requirements for participation in IBM programs in order to obtain the benefits related to the programs  BPTV status and reporting provides input to various IBM teams and processes –Sales: Lead passing, sales plays and initiatives –Technical: Enablement and education –Channels: Channel planning, Program qualification

© 2015 IBM Corporation IBM and IBM Business Partner Use Only 4 BPTV on PartnerWorld Click on the link to access the Scorecard or Skills Dashboard reports Note: APA authorization or a BPTV role (associated with the HQ location) is required Problems accessing scorecard? Click on PartnerWorld Contact Services for help

© 2015 IBM Corporation IBM and IBM Business Partner Use Only 5 BPTV Scorecard and Skills Dashboard on PartnerWorld Click on this link to view or download the Scorecard in a PDF format. Click on this link to view or download the STG Skills Dashboard report in a PDF format. Alternatively, click on these tabs for a web-based view of the Scorecard APA authorization or a BPTV role (associated with the HQ location) is required

© 2015 IBM Corporation IBM and IBM Business Partner Use Only 6 Additional Charts

© 2015 IBM Corporation IBM and IBM Business Partner Use Only 7 BPTV Scorecard Basics SectionCharacteristics for Evaluation Server and Storage  IBM Sales and Technical certifications  Reseller contract compliance (where applicable)  PartnerWorld University web lectures (where applicable)  Specialty status Software Authorization Groups  IBM Sales and Technical certifications  Reseller authorization Solutions IBM Sales and Technical certifications and PWU courses based on solution profiles –Infrastructure CAMSS –Software Capability Authorizations Company Disciplines and Practices Partner disciplines and quality processes based on architecture skills and project management skills Technical Vitality Across IBM Portfolio (Overall Scores)  Server and Storage – Avg. of top 2 scores from best Power, Storage, and System z  Software – Avg. of top 4 scores  Solutions – Avg. of top 4 scores  Overall – Overall scores weighted in the ratio 3:3:3:1 CAMSS Average of the top 2 scores for solutions related to Cloud, Analytics, Mobile, Social, and Security related solutions Aware 50-69Proficient Expert 7

© 2015 IBM Corporation IBM and IBM Business Partner Use Only 88  Provides a “Dashboard” report to display certification criteria and certification achievement related to contract compliance for Server and Storage authorization or program entitlement for Specialties  The STG Skills Dashboard report includes: –Certification criteria for Contract Compliance for Power, Storage, and System z authorization –Skills criteria for Power and Storage Specialties –Details on the skills gaps that need to be filled in order to achieve the STG Authorization or Specialty –Details on the employees that have the skills and the programs that their skills are associated with Skills Dashboard Basics Sample Summary Sample Details