Integrated Multi-vendor Support (IMS) Business Partner Selling Guide March 2015

Agenda Market Opportunity IMS Selling Focus Sweet spot Selling scenarios / triggers Examples Sales Tools, Collateral and Resources 9/18/2018 2

$1.5 Billion 2015 IMS Target Market Opportunity in the US 25% of IBM TSS Revenue = MVS Today (>$1 B/yr) 9/18/2018 3

Multi-Vendor Support – The Old Way EOSL Product Lifecycle Sales approach = support all products or nothing Manual process: Everything is Special Bid Bids took weeks to over a month Very high prices Low odds of winning business 9/18/2018 4

MVS – What’s changed? N N-1 N-2 >N-3 EOSL Product Lifecycle Strategy has changed – vendors have announced strict IP rules When product reaches End of Service Life, OEM will no longer support May force organization to replace product even if years of useful life left To handle maintenance in a cost-effective way, you need to strategically align maintenance with the product lifecycle 9/18/2018 5

IMS Focus OEM models with large install inventory in IMS sweet spot EOSL Product Lifecycle OEM models with large install inventory in IMS sweet spot Extend the life and value of client’s existing equipment Speed and Simplicity – No Special Bid Required All MTMs loaded in ISAT, ready to quote Competitively priced, often below OEM. Based on average config. Can be added to existing CHIS contract. No special SOW. IBM SSRs provide on-site support 9/18/2018 6

Life Cycle is used to guide IMS Focus Red – STOP: Support should stay with the OEM Newer models (N) Normally still under warranty Lots of updates Engineering changes and a requirement for engineering level support Code fixes General need for the OEM to stay involved Sole source for parts are the OEM High risk for the client to leave the OEM Yellow – Caution: Decision must be made by client Stable models (N-1) Post warranty Reduced updates Limited amount of engineering changes or need for engineering support Code stabilized, decreased need for updates With the right choices, the OEM can be disengaged Brokers and some used equipment along with the OEM for parts Some risk for the client requires a risk vs. reward analysis Green - Go: Safe to move to third party support – IMS Sweet Spot! Older models (N-2, N-3 and EOSL) Little or no updates of any kind No need for engineering support Used, whole machine, broker and OEM for parts Little or no risk in leaving the OEM

IMS Selling Focus IMS: MVS Direct: Ready to quote (ISAT) products This is where the most $$ is Competitively Priced Quick to Quote (ISAT) Standard BP margins Little to no code updates. No need for engineering support MVS Direct: Ready to quote (ISAT) products Easy to quote, but may need special pricing IMS: EMC, Brocade, HP Storage (3PAR, EVA), HP9000, HDS, Foundry and more coming! MVS Direct: HP/Compaq x86, Dell, Sun, and more MVS Special Bid (MASVEND) > Not ready to quote in ISAT > Always requires special bid pricing Currently – Brocade, Foundry and EMC represent the low hanging fruit Most $$ per opportunity, large installed inventory base In IMS Sweetspot 9/18/2018 8

Working with mixed inventories Frequently Customers will have a mixed inventory (Red, Yellow, Green) Green only: Sell IMS Green with some Yellow and/or Red: Client wants to save money: Sell IMS on Green, MVS on Yellow (Yellow and /or Red stays with OEM) Customer wants SPOC: Sell IMS on Green, MVS on Yellow, repair coordination on Red Customer wants one contract: Sell IMS on Green, sell MVS on Yellow/Red Yellow/Red only inventories: Unless there is a unique value IBM can offer recommend you don’t engage at this time. Sales should schedule a future call when equipment slides to Green/Yellow and IBM can assist the client.

Trigger Events with Clients to Start an IBM Discussion Competitive take-out – Storage: Client planning to replace EMC storage with IBM storage. IBM can provide maintenance for the EMC storage during the migration period? (CONTAIN AND REPLACE) At the time of IBM MA Contract Renewal, Inventory “true up” or additions: Ask if client has any Brocade installed? Do you have any EOL/EOSL EMC storage installed (e.g., DMX3 or 4). What if I can extend the useful life of that product? If you would prefer to wait until your maintenance contract with HP, Dell or EMC expires, when does that contract end? Third Party Maintenance Win-Back: While engaging in TPM win-back, ask if they have Brocade, EMC or other equipment installed. The prices are competitive and in many cases, lower than the equipment manufacturer. Service Issue with current mfr delivery team or Self Service In the event incumbent has stumbled, IMS provides excellent support alternative For Self Service, what is the real cost to your company to maintain resources and skills necessary to provide your own support vs. IBM supporting by adding to your existing IBM contract. 9/18/2018 10

IMS Successes Background: IBM proposal: Result: Win Telco win with EMC IMS offering Background: Installed EMC customer with EMC (NSX) Celerra and EMC CX-240s IBM proposal: In preparing for both sales campaigns, we identified the owners and completed technical meetings with Telco’s operational staff and system administrators. After positioning the capabilities, Telco’s operational owners gave Telco’s Vendor Management team a green light to move forward with IBM support. The final barrier to entry was delivering a competitive pricing to Telco’s Vendor Management team and was achieved using our IMS offering. After gaining both Telco’s operational staff's approval on our capabilities and financial approvals, Telco awarded IBM the business. Result: Win Both wins are entry points into Telco’s EMC environment with growth potential after a period of successful hardware maintenance support IBM won because we approached the sales process correctly and satisfied both Telco teams with vested interests in support Land and Expand!

IMS Successes Automotive win with Brocade IMS offering Bank win with EMC IMS offering Background: Installed EMC customer with EMC Arrays IBM winning proposal: We had to hold a customer meeting with their storage platform team and answer very detailed questions. It was important to have the right team on that call and in that meeting. If we failed at that meeting then we were not going to win. We had Mike Callaway the CSE and the CDS team on that call. The questions were such that we were required to comeback with the answers to their questions, Which we did and likely satisfactory Single aggressive price point per serial number, not per Terabyte Result: Win This was the first EMC and MVS deal at the company outside of the the networking support that we currently do for Cisco, F5 and Juniper. Won on pricing and our response to their questions with the right and appropriate answers. Automotive win with Brocade IMS offering Background: This lead came in from the field SSR as a result of a conversation he had with the client IBM proposal: This was an IMS deal for 9 Brocade switches. Result: Win Added them to their current maintenance contract. Target Revenue win.

Evolved into Land and Expand! IMS Successes Still growing! Retail win with EMC IMS offering Background: Installed EMC customer with EMC CX, DMX and VMAX EMC offered to give away 1.5 M USD in 2014 Maintenance if customer upgraded installed EMC to new EMC storage IBM winning proposal: IBM team saved the customer > 50% over the EMC maintenance offering Included IBM Multi-Vendor (MVS) support for existing EMC equipment during the transition and migration to IBM VSC and XIV storage IBM EMC MVS offering was Single aggressive price point per serial number, not per Terabyte No special SOW or contract needed for CX and DMX equipment TIP credits were used to cover the support costs Included drive retention and unit disposal Result: Win IBM team won an all-IBM storage solution and responded to the EMC proposal with a competitively priced, easy-to-sell, easy-to-bid solution that supports the EMC storage during the migration Started as Contain and Replace, with STG working Life Cycle Management Evolved into Land and Expand!

IBM Service Delivery - IMS Field Delivery Model Vendor Vendor Date Service Delivery - IMS Field Delivery Model IMS delivery model (blended): Full IBM value and SLO ownership (supplier totally behind the scenes) SPARE PARTS Providing spare parts and logistics. ON-SITE FIELD LABOR IBM Trained and Certified Field Engineers. TECHNICAL SUPPORT Support for Field Engineers Vendor IBM If on Exhibit but doesn’t say IMS by it, chart above would be all 3 blue buttons as IBM is Direct Support Model. If MVS would be all Vendor in 3 blue buttons. MVS is not a sweet spot. Vendor 14 14 14

IBM Service Delivery – MVS Direct Field Delivery Model IBM IBM Date Service Delivery – MVS Direct Field Delivery Model IBM delivery model (direct): Full IBM value and SLO ownership SPARE PARTS Providing spare parts and logistics. ON-SITE FIELD LABOR IBM Trained and Certified Field Engineers. TECHNICAL SUPPORT Support for Field Engineers IBM IBM If on Exhibit but doesn’t say IMS by it, chart above would be all 3 blue buttons as IBM is Direct Support Model. If MVS would be all Vendor in 3 blue buttons. MVS is not a sweet spot. IBM 15 15 15

Service Delivery – MVS Special Bid Date Service Delivery – MVS Special Bid Field Delivery Model MVS special bid (full sub): Less IBM value, Less Margin SPARE PARTS Providing spare parts and logistics. ON-SITE FIELD LABOR IBM Trained and Certified Field Engineers. TECHNICAL SUPPORT Support for Field Engineers Vendor Vendor If on Exhibit but doesn’t say IMS by it, chart above would be all 3 blue buttons as IBM is Direct Support Model. If MVS would be all Vendor in 3 blue buttons. MVS is not a sweet spot. Vendor 16 16 16

CLARiiON, Symmetrix DMX & Disk (including Sun and HP re-branded) IBM Integrated Multivendor Support Offering US Roadmap   2014 Feb 2015 Preview Storage EMC CLARiiON, Symmetrix DMX & Celerra HP EVA, 3Par HDS Disk (including Sun and HP re-branded) System   x86 Blades & Enclosures (Direct today) Dell Unix HP PA RISC  Sun/Oracle Networking Brocade Brocade Directors  Brocade - Foundry Brocade Switches Brocade Routers IMS Priorities 3Q14 competitive price refinement & integrated offering work 3Q14 Foundry ~70 new products, High risk to date due to same SPR resources working refinement activities plus the significant hours needed to complete the Safety PSRB process. 4Q14 Dell & Hp & Sun Servers pushed from 3Q to 4Q due to ISAT freeze which occurs in the last month, for the entire month of every quarter Dell & Sun Oracle may be further impacted by a 90 Day waiting period, which is tied directly to impact of current contract revenues, etc. Version: 2/19/2015

How to process IMS Assumptive Price Proposal Registration Match OEM products to IBM type model using Matrix Load IMS Type, Model, Qty into ISAT Run proposal Proposal Submit inventory for loading to IBM system Pull IMS inventory into ISAT proposal Registration Register CHIS contract using standard IBM registration process (that’s it. really!) Behind the Scenes: IMS team gets a report of all adds, removals, and changes MASIMP process is administered with the Vendor

Common questions My customer doesn’t need 7x24 service level can I special bid 9x5? No, our prices are better than most other 9x5 prices, think of it this way we are selling 7x24 at no extra charge My customer doesn’t want HDDR can I remove it? Sure, don’t tell them it’s included, price doesn’t change Can I special bid a lower price? Always start with reference price. All IMS wins to date have been at reference price. You can submit a bid to discount if necessary Do I get IBM SSR onsite support with IMS? Yes, always My customer has products not on the IMS Matrix what do I do with those? They are Red/Yellow product, leave them with under support with the OEM unless the customer has specific needs (see Mixed Inventory Page) Why don’t you eliminate MVS and create an IMS for everything? Remember IMS is only created for OEMs with a large inventory base and Sweet Spot products. It would be of little use to create an IMS offering for an OEM will little inventory Remember the goal of IMS is to be quick and easy

For additional information: Collateral, Reference Guides, and IMS Video on the PartnerWorld Page IMS Vendor MT Matrix provides offering details and MTs by mfr Data Sheets and FAQs available in 1Q2015: IMS for HP storage (EVA, 3PAR) IMS for EMC IMS for Brocade Business Partner TSS Channel Sales Contacts: Steve Daigle, US Sales Leader John Trommater – East Region 720-396-2905 856-355-2331 daigle@us.ibm.com jatromma@us.ibm.com Bob Owen – West Region 720-430-9873 bobow@us.ibm.com Or Contact your Distributor or IBM Technical Support Services (TSS) Business Partner Channel Representative