IBM Channel Enablement Speed Sheet – SOFTWARE TOP ACTIONS NameDescriptionDateAnnounce New! Replay: 1Q Sales and Marketing Plays Call If you missed the 1/6 1Q Sales and Marketing Plays Call, a replay is now available. OngoingReplay Jan. 25 SWG Business Partner Kick-off Learn more about our new IBM Software Value Plus industry and cross- capability authorizations. Learn how to leverage key resources to refine 2011 plans, generate more leads and win more deals. 01/25/11 11am et Register BUSINESS PARTNER INCENTIVES New! IBM Security Solutions Tivoli security products Business Partner incentive Eligible Distributors can receive quarterly incentive payments for sales of eligible IBM Security Solutions (ISS) Tivoli security products. Ongoing New! IBM Optim Solutions Business Partner incentive for General Business Eligible IBM Business Partners can receive a rebate when they sell selected eligible IBM Optim Solutions product(s) to an End User that is classified by IBM as a General Business End User. Ongoing New! IBM Optim Retirement Solutions Business Partner incentive for General Business Eligible IBM Business Partners can receive a rebate when they sell selected eligible IBM Optim Retirement Solutions product(s) to a new Optim Retirement Solutions End User that is also classified by IBM as a General Business End User. Ongoing New! IBM Storwize Rapid Application Storage Business Partner incentive Eligible IBM Business Partners can receive an additional discount off the IBM Single Unit Purchase Price and One-time Charges for eligible new IBM Storwize V7000 hardware, associated eligible new software and 3, 4, or 5 Yr SWMA, when the products are acquired, at same time, for sale to an End User as part of Storwize Rapid Application Storage. Ongoing IBM Cognos Express Business Partner rebate incentive Eligible IBM Business Partners can receive a rebate when they sell selected eligible new IBM Cognos Express license(s) to an End User classified by IBM as General Business, Education or Government. Ongoing IBM Cognos Express Business Partner incentive for GB, Education and Government End Users If eligible IBM Business Partners acquire, for an End User classified by IBM as a General Business, Education or Government, selected eligible new IBM Cognos Express Passport Advantage license(s) will be reduced. Ongoing Distributors More Opportunities to Win with the Up to 2X SVI Competitive Incentive Find new tools designed to help increase sales in competitive accounts. IBM announced the expansion of this competitive incentive, by adding more brand plays and increasing the number of eligible offerings. OngoingClick Here IBM Power 750 and Tivoli Storage Manager Business Partner incentive Receive an additional discount on the hardware when purchasing a Power 750 minimum configuration and a Tivoli Storage Manager Extended Edition V6.2 new license or upgrade to an existing license for sale to your end-user. Ongoing END-USER PROMOTIONS New! IBM Optim Solutions rebate offering for General Business End Users End Users of eligible IBM Business Partners, that are classified by IBM as General Business End Users, can receive a rebate when they acquire selected eligible new IBM Optim Solutions product(s). Ongoing New! IBM Optim Retirement Solutions rebate offering for General Business End Users End Users of eligible IBM Business Partners, that are new Optim Retirement Solutions End Users and also classified by IBM as General Business End Users, can receive a rebate when they acquire selected eligible new IBM Optim Retirement Solutions product(s). Ongoing IBM LotusLive collaboration suite rebate promotion End Users of eligible IBM Business Partners can receive a $120 USD ($159 CAD) rebate for every four eligible new IBM LotusLive Plus with LotusLive Notes and LotusLive Engage Enterprise Deployment Authorized User subscriptions they acquire Expires 03/31/ IBM Education Pack - online account promotion If eligible IBM Business Partners purchase, in a single IBM order, eligible IBM Education Pack - online account(s) with a total account value of $25,000 USD or more, the new total IBM list price is 15% off the total value. Expires 01/28/ IBM Education Pack - prepaid account promotion If eligible IBM Business Partners purchase, in a single IBM order, eligible IBM Education Pack - prepaid account(s) with a total account value of $25,000 USD or higher, the new total IBM list price is 15% off total value. Expires 01/28/ IBM Power 550/560 Express servers w/IBM WebSphere rebate End-user customers can receive a rebate from IBM when they purchase an eligible Power Server and eligible WebSphere software. Ongoing Manager, Channel Marketing: Milan Patel Channel Marketing Manager: Kelley Stoy Sales Executive: Bob Finnecy Date: 01/13/11

IBM Channel Enablement Speed Sheet – SOFTWARE ENABLEMENT DEPLOYMENT NameDescriptionDateMore Info CROSS-BRAND New! New IBM Business Partner marks available: Find your mark of distinction The IBM Business Partner Marks Usage Guide provides guidelines on how to use the IBM Business Partner marks correctly. Use the Business Partner Mark Generator, an easy-to-use online tool that enables you to customize the Business Partner mark to show some or all of your specific achievements. OngoingClick Here New! "We Pay" offerings for 1Q 2011 now available Check out the new software certifications that have been added to the 1Q 2011 "We Pay" offerings. You are entitled to participate in the "We Pay" offerings through your IBM Value Package purchase. Through 1Q Click Here New! Replay of 1/4 Co-Marketing Call Listen to this replay so you are informed on the new processes, tools and limits. There are also links to CMC as well as all of the help guides on CMC. OngoingReplay Webcast replay: Introducing Software (SVP) Value Plus Industry and Security Authorizations November 9 launch webcast: We unveiled our SVP Industry Authorization, an initiative that recognizes and rewards Business Partners who clearly demonstrate their industry-specific expertise. Also announced our SVP Security Authorization and featured key SVP enhancements designed to help you drive more revenue. OngoingReplay 1Q11 IBM SWG Business Partner Sales and Marketing Plays Review of our latest plays, tactics and offerings designed for growth in 1Q11. We have enhanced the plays to call out our Midmarket-ready offerings, and added a "New Items of Interest” section. OngoingClick Here Why IBM Software?Built for change. Fueled by expertise. Ready for work. Smarter software for a smarter planet. OngoingLearn more New Social Media Skills Initiative to help you drive more sales! In response to the survey results, IBM launched a new skills initiative designed to provide you with education on the effective use of social media to help you drive more sales. OngoingPress Release IBM Business Partner Locator ToolFind a Business Partner with a particular skill set, a technology reseller or a consultant with industry expertise. Team with other Business Partners to develop innovative solutions, or close existing opportunities. OngoingClick Here IBM North America Software Business Partner Getting Started Guide Need help getting started marketing and selling IBM software or just need a refresh? Includes a step-by-step chart on how to start being successful as well as detailed information and PartnerWorld links. OngoingClick Here IBM Software Business Partner Event Kit Designed to provide "event-in-a-box" help to Business Partners who need assistance planning and executing IBM Software-related events. OngoingClick Here Manage your IBM opportunities more efficiently and go B2B with the Global Partner Portal Excel Add-in An alternative method to enter, receive and update your IBM opportunities. With the B2B Add-in, use an Excel spreadsheet to work with your leads. No more waiting on the Internet to enter each field of data. OngoingClick Here MIDMARKET New! IBM Self-Assessment Tool for Midsize Business Business Partners can use the IBM Self-Assessment Tool for Midsized Business to help clients quickly self-assess their integrated service management procedures, pinpoint business and IT performance needs and specific IT recommendations. OngoingClick Here Five easy steps to help Jumpstart your Software Sales in the Midmarket Utilize this step-by-step approach to help build an effective SMB marketing and sales plan. Learn about the tools needed to tap into this high-growth market. OngoingClick Here Midmarket prospecting scenarios on PartnerWorld – use in Oracle-Sun competitive situations and win! "Prospecting scenarios" are concise, information-packed "one-pagers," containing target audience, customer pains, value proposition, customer references, sales plays and resources. OngoingClick Here Networking opportunities for PartnerWorld midmarket Business Partners Take advantage of social networks, virtual worlds and social media available for selling in the midmarket. Find IBM Express Advantage on: LinkedInLinkedIn, Twitter, Facebook, YouTube, SlideShareTwitterFacebookYouTubeSlideShare OngoingMore info on selling into the midmarket IBM adds Solutions Financing to Midmarket Bundles Financing option through IGF: Preconfigured, midmarket-directed solution bundles to help Business Partners better address customers’ business needs and ease budget constraints. OngoingClick Here

IBM Channel Enablement Speed Sheet – SOFTWARE ENABLEMENT DEPLOYMENT NameDescriptionDateMore Info INFORMATION MANAGEMENT New! Netezza Business Partner Update Web Seminar Learn about the roadmap for new and existing Netezza Business Partners, program details and contract availability, qualification requirements for new Business Partners to resell Netezza, and certification / education opportunities. 01/13/11 12 pm et Register New! 2011 Information Management Sales Workshop IBM will be offering face-to-face Information Management sales workshops in Atlanta. This 3-1/2 day workshop will provide interactive training with both core and advanced tracks for all sellers, and includes a specific track for Business Partners. 01/18/11 – 01/21/11 & 02/1/11 – 02/4/11 Register New! Start 2011 with our hottest playbook: Increasing Business Optimization through Information & Analytics This playbook provides product demos, sales guide and presentation, assessment tool, white paper, and additional thought leadership materials. OngoingClick Here New! Sales kit: Information Management Application-Specific License This kit contains everything you need to know about the value of an Information Management Application-Specific License (ASL) agreement. OngoingClick Here LOTUS New! Lotus Awards & Sneak Peak at Lotusphere 2011 Please join us for this special Webcast to review the rich agenda planned for Business Development Day, the kick-off event for IBM Business Partners. 01/14/11 11am et Register New! Social Business Industries Symposium at Lotusphere Our first IBM Social Business Industries Symposium brings together a broad array of Social Business experts to discuss why organizations are investing in social capabilities, the results that can be realized, and how to begin the journey to become a premier Social Business. 01/31/11 – 02/01/11 Orlando Register Updated! Lotusphere If the Business Partner brings 4 clients, the Business Partner gets in free! Register and use code SCWDPC. - If the Business Partner invites a client to attend, the Business Partner can get $400 off their registration (pay only $1895 instead of $2295). Use code BPCEBF. 01/30/11 – 02/03/11 Orlando Register New! IBM Lotus Symphony 3 sales kitThe Lotus Symphony sales and marketing kit contains beautiful new assets to use for marketing and prospecting activities including presentation templates, posters, screen savers and banners that can be used for letters. OngoingClick Here Lotus Knows marketing materials available for LotusLive and Social Software Check out the new Lotus Knows marketing materials you can use in your own marketing activities. Customize and leverage these materials to help enhance your Lotus solution sales efforts! OngoingClick Here Lotus and WebSphere Portal Business Partner Progression Kit Important offers, discounts, promotions and links to collateral organized by five Lotus sales plays and accompanying quick reference guides are available in this kit to help you close business. OngoingClick Here RATIONAL New! Virtual seminar: Quality Management Powered by Jazz Delivering enduring quality throughout the software and systems lifecycle from concept to launch to retirement helps ensure functionality, reliability, and performance of software & systems. OngoingClick Here New! Replay: Accelerate software delivery To meet tough deadlines and improve quality, software developers need to collaborate with each other and leverage expertise from a wider community of users and other stakeholders during development. OngoingReplay New! Innovate 2011Innovate 2011 is the event for software innovation. It is the conference totally focused on helping you transform software innovation and accelerate better business outcomes. 06/05/11 – 06/09/11 Orlando Register New! IBM Rational AppScan portfolio (static and dynamic analysis) sales kit Take advantage of the sales kit to help drive Q sales.OngoingClick Here

IBM Channel Enablement Speed Sheet – SOFTWARE ENABLEMENT DEPLOYMENT NameDescriptionDateMore Info RATIONAL (continued) Updated Rational Business Partner Resource Guide The updated Rational Business Partner Resource Guide is designed to make going to market with IBM Rational easier. OngoingClick Here IBM Rational testing eKits availableTake advantage of complimentary eKits from IBM that give you a collection of tutorials, articles, webcasts, podcasts, case studies and demos about a particular product, task, or role. OngoingClick Here Download Rational Team Concert Express- C: A no-charge version for up to 10 developers Shorten development cycles and deliver higher quality software with a complete Agile collaborative development environment. Set up a complete development environment in a day. OngoingClick Here Reminder: Leverage the Rational progression toolkit The Rational progression toolkit provides annotated lists of the latest entry points and pricing promotions, along with a hand-picked list of progression resources organized by sales stage. OngoingClick Here TIVOLI New! Tivoli TalkEnterprise Asset Management (Maximo) - Expand your base of Business Partners selling this industry-leading portfolio 01/2711 9am et Register New! Tivoli TalkCloud Computing - Understanding the routes to market for Business Partners for making money in the cloud space 02/17/11 9am et Register New! 2011 Tivoli Business Partner Awards Business Partners - showcase your solutions, expertise and achievements by submitting nominations for the 2011 Tivoli Business Partner Awards. Four award categories including the new ISM Summit Cup Award are open for nominations. Deadline 02/02/11 Click Here Updated! Pulse 2011View this video from Sandy Carter, Vice President, IBM Software Business Partners and Midmarket, as she extends a personal invitation to Pulse 2011 and the Business Partner Summit on Sunday, February 27. Then register to join us at Pulse!video Submit a qualified reference and earn a complimentary Pulse pass Pulse 2011 Reference Application FormPulse 2011 Reference Application Form. (Deadline 02/01/11) 02/27/11 – 03/02/11 Las Vegas Register New! January Tivoli Top 10 available: Pulse 2011 Highlights The January issue of the Tivoli Top 10 is now available on PartnerWorld. In it you will find highlights of this year's Pulse 2011 conference, including many activities designed just for you! OngoingClick Here ISM Library: A competitive resource you can't ignore No competitor can match the tools and experience IBM provides customers in a free, collaborative community. Reduce costs and improve time-to-value. OngoingClick Here WEBSPHERE New! IBM WebSphere, SOA and XML Certification 2011 test fees The 2011 WebSphere, SOA and XML certification test fees are the same as they were in Specifically, they are as follows: $200 USD in developed countries per attempt $100 USD in emerging countries per attempt OngoingClick Here New! WebSphere Tech Talks scheduled in early 2011 The IBM Worldwide WebSphere Business Partner organization sponsors technical webcasts on a variety of topics. Various Dates Register Updated! Impact 2011Review the sponsorship levels, select the level that best suits your firm's objectives, apply by January 28 and then execute a plan to maximize your investment. View Impact 2011 sponsorship opportunities.View Impact 2011 sponsorship opportunities. 04/10/11 – 04/15/11 Las Vegas Register Just Push Go Internet Marketing for WebSphere Commerce and WebSphere Application Infrastructure solutions Available now for your immediate use are new Just Push Go Internet marketing roadmaps for WebSphere Commerce and WebSphere Application Infrastructure solutions. OngoingClick Here