SHABEER MOHAMED K. October 18th 2013 Software Subscription & Support Maximizing the value of your IBM Software investment

Agenda Your IBM S&S Point of contact Channel Renewal Cycle – Best Practice Advantage of reaching customer well in advance. Advantages & Disadvantages of S&S Questions Thank You

Your IBM S&S Point of contact SHABEER MOHAMED K. ISA RENEWALS (S&S) MANAGER Mobile: 91-98804-09179 E-mail: shamoham@in.ibm.com THERESA S BARNES (SHYLET) Enterprise Account Manager (S&S) Phone: 91-80-40683301 Mobile: 91-98457-85444 E-mail: shylet.barnes@in.ibm.com My IBM Page- http://www.ibm.com/connect/ibm/in/en/resources/theresa.html

Your IBM S&S Point of contact Shalini Singh (South – Key Accounts) Phone91-080-40683308 Mobile: 91-98806-16581 E-mail: shsingh1@in.ibm.com My IBM Page: http://www.ibm.com/connect/ibm/in/en/resources/shalinisingh.html Ritu P Neog (West – Key Accounts) Phone: 91-80-40683307 Mobile: 91- 99867-62334 E-mail: ritpneog@in.ibm.com My IBM Page: www.ibm.com/connect/ibm/in/en/resources/rituneog.html Soma Das (East – Key Accounts) Phone: 91-80- 40683367 Mobile: 91-97314 55166 E-mail: somadas2@in.ibm.com My IBM Page: www.ibm.com/connect/ibm/in/en/resources/somadas.html MISRA, MONIPARNA G (North – Key Accounts) Mobile: 91-9871003086 E-mail: mommisra@in.ibm.com My IBM Page: http://www.ibm.com/connect/ibm/in/en/resources/moniparna.html

Your IBM S&S Point of contact Aradhana Jha (North – Territory) Phone: 91-0120-4714033 Mobile: 91-9717152266 E-mail: aradkuma@in.ibm.com My IBM Page: www.ibm.com/connect/ibm/in/en/resources/aradhana.html Reshma Debbarman (West – Territory) Phone: 91-80-40683308 Mobile: 91-9845367808 E-mail: redebbar@in.ibm.com My IBM Page: http://www.ibm.com/connect/ibm/in/en/resources/reshma.html Shwetha Gowda (South – Territory) Phone: 91-80- 40683353 Mobile: 91- 8971693457 E-mail: shwegowd@in.ibm.com My IBM Page: http://www.ibm.com/myrep/in/shwegowd/ Leena Surendran (Small Deals/ Volume/Acquisitions) Phone: 91-80-40683308 Mobile: 91-9900097622 E-mail: leesuren@in.ibm.com My IBM Page: www.ibm.com/connect/ibm/in/en/resources/leena.html

Your IBM S&S Point of contact Bharat Thimmaiah (Small Deals / Channels Management / ISS Renewals) Phone: 91-80- 40683366 Mobile: 91-9845543530 E-mail: bharath.thimmaiah@in.ibm.com My IBM Page: http://www.ibm.com/connect/ibm/in/en/resources/bharath.html Veerendra K Kolla (Reinstatement) Phone: 91-80-40683308 Mobile: 91-8095954940 E-mail: veerkoll@in.ibm.com My IBM Page: www.ibm.com/myrep/in/veerendrakumar.html

Channel Renewal Cycle – Best Practice Are there any orders that are “With Sales for Review”? Is there a large deal in play? Confirm with Renewal Rep we have send to CEO and/or CIO? Is the client committed to renew? Ensure you’re across all renewals for the qtr. Have we asked SWG Exec to call on the client? Renewal Notice Support Extension Letter Confirmation Letter Reinstatement Quotation -180 Days -90 days -30 days -10 days GPE (Grace Period Extension) +90 days Client Call 75 days Expiration Access to Renewal Quote BPs should start calling Customers 6 months in advance Client no longer entitled to support. Check with Software Renewal Rep on whether end user has raised any PMRs Resend confirmation letter if necessary. Reinstatement pricing should client want to renew at a later date. Schedule a BOM review with top accounts & IBM Renewal Rep Confirm if your customers is a part of the WW Strategic Account List?

Advantage of reaching customer well in advance. We have enough time to close the deal. There is no lapse of support There is no rejection of support Price will be valid

Why is Subscription & Support Important to Partners Protect and grow your renewal revenue S&S Renewal is a reason to revisit your client. S&S a compelling event and a clear deadline Strengthen customer loyalty Provides up-sell and cross-sell opportunity Reinstate lapsed licenses Uncover services opportunities It allows you to grow your installed base Understand your client’s technology plans Every year the customer doesn't upgrade costs increase

Advantages & Disadvantages of S&S -

Disadvantages if not covered under S&S Re-instatement cost will be around 3x the amount of their yearly renewal cost Loss of New Software Features & Functionalities Non availability of IBM Technical Resources Software Compliance Concerns Risk & Cost involved when a production environment fails with no support contract in place. Employee Satisfaction & Productivity (eg. running old versions) Revenue loss