IBM Marketplace: Business Partner Overview May, 2016

400+ IBM and Business Partner Services Self-service experience IBM Marketplace: Business Partner Overview IBM Digital Overview Digital sales channel 400+ IBM and Business Partner Services Self-service experience Discover, learn, try and buy IBM’s competitive advantage Strong brand and deep customer relationships Trusted, Enterprise-grade SaaS, PaaS, IaaS IBM expertise focuses on solutions so customers can innovate quickly and easily 2

IBM Marketplace: Business Partner Overview IBM Digital 100+ Business Partner offerings complement IBM’ portfolio across our priority focus areas 3

What do you get as an IBM Marketplace Business Partner? IBM Digital IBM Marketplace: Business Partner Overview What do you get as an IBM Marketplace Business Partner? A Rich Service Offering Profile Videos, case studies, white papers, use of IBM marks Demand Generation IBM PR templates, Ad buys, paid search Co-Marketing IBM customer and partner conferences and events IBM PartnerWorld access Commerce Support Easy to use pricing and billing platform IBM bills the customer on your behalf Dashboard Keep track of customers and sales performance 4

Qualifications to participate in the IBM Marketplace IBM Digital IBM Marketplace: Business Partner Overview Qualifications to participate in the IBM Marketplace Enterprise-class offering Existing offering with priced versions, support, and paying customers Can be single or multi-tenant, as-a-service cloud applications; or add-on, plug-in or extension to a virtual machine environment; or virtual configured IT environment that includes application code and is deployed on the cloud (e.g. Patterns, or private cloud deployment) Leverages an IBM strategic platforms: Runs on or is deployable to Softlayer Strategic and technical fit with IBM Bluemix (see requirements on next slide) Integrates with and IBM SaaS or other IBM strategic platform: IBM Watson, IBM Cloud Analytics, IBM Service Orchestrator, IBM Service Engage, IBM Pure Applications Patterns Integrates with the IBM commerce platform: Integrate to billing and provisioning APIs within 90 days of signing the contract Offer a 30 day free trial (perpetual free trial if Bluemix) and one priced version of service offering 5

IBM Bluemix Qualification Criteria IBM Digital IBM Marketplace: Business Partner Overview IBM Bluemix Qualification Criteria Service is cloud native and dynamically provisioned in less than 10 seconds Service has well documented public APIs available in a Github repo in a prescribed template format Service is scalable Service has a perpetual free tier Service is integrated to the IBM marketplace commerce platform for billing and provisioning Website includes English Version User can assess technical and business value of service in less than 5 minutes Service offers a well documented “starter kit” with example code that can be deployed and configured in less than 30 minutes Supports SSO More information available in Business Partner Guide under Bluemix integration 6

Billing and Support Invoicing and payment: IBM Digital IBM Marketplace: Business Partner Overview Billing and Support Invoicing and payment: IBM invoices the customer and collects payment IBM dispenses payment to partners and retains a royalty Business Partner responsibilities: Owns direct relationships with customers Covers cost of delivery, including infrastructure Provide SLAs with production level support Transaction support: US Credit cards used for payment transactions Currently only Bluemix services support 15 currencies Integrated with IBM Corporate PO system Internationalization rollout – 2016 7

Flexible Pricing Options IBM Digital IBM Marketplace: Business Partner Overview Flexible Pricing Options Choose one or more pricing plans, add a free trial, and you are ready to start. Editions: Each marketplace service can have one or more editions (or pricing plans) One time services are charged upon checkout. Any download service (e.g., pattern, image) must be set up as a One time service. Recurring services can be charged per day or per month. Partial day or partial month usage counts as a full day or month, respectively. Tiered services can combine multiple one time and recurring charges. Metered services (e.g., “$/user”) provide the most flexibility. Your service provides the usage data, and IBM Cloud marketplace performs the calculations and billing. Most common units of measurement are supported. All business partners must offer at least one priced edition with a 30 day trial period. 8

Dashboard for Tracking Customer Data IBM Digital IBM Marketplace: Business Partner Overview Dashboard for Tracking Customer Data Developer dashboard provides info about products, orders, revenue, customers, billing/invoicing, and payouts Dynamic reporting available on-line & source data available via csv downloads Filters, drill down detail, and metrics Customer data 9 Order data

IBM Marketplace Onboarding Steps IBM Digital IBM Marketplace: Business Partner Overview IBM Marketplace Onboarding Steps 1. Apply Complete and submit your application for review to sell offerings in the IBM Marketplace. https://www.marketplace.ibmcloud.com/joinnow/ 2. Qualify (1 week) After review, a meeting will be set up to assess qualifications and fit with the IBM Partner ecosystem. Qualification for Bluemix may take more time, but can be done in parallel with steps below. 3. Integrate (4 – 6 weeks) After receiving a welcome email with next steps, you will have 90 days from the time of accepting the marketplace Ts&Cs to integrate your service to the commerce platform APIs for billing and provisioning. See Business Partner Guide for more details: https://developer.ibm.com/marketplace/docs/vendor-guide/ 4. Promote (Ongoing) Once published for sale in the marketplace, refer to the Business Partner Guide for ways to promote your offering: https://developer.ibm.com/marketplace/docs/vendor-guide/how-do-i-promote/ 5. Measure (Ongoing) Keep tabs on customer usage and performance metrics through the commerce platform dashboard 10

To join: https://www.marketplace.ibmcloud.com/joinnow IBM Digital IBM Marketplace: Business Partner Overview Join the IBM Marketplace today To join: https://www.marketplace.ibmcloud.com/joinnow Questions? joinnow@us.ibm.com 11