Opportunity Record Management for Countries WITH Deal Registration: The tables below summarize how Business Partners should create and manage opportunity records for Hardware opportunities identified by Business Partner Sellers and through co-marketing activity Business Partner Identified Opportunities: IBM Power, Storage and System x Opportunity Qualifies for Deal Registration Opportunity Does NOT Qualify for Deal Registration Opportunity Record Creation Opportunity Record Progression North America Business Partner submits deal registration request in Deal Registration Portal Transaction record auto- created in SalesConnect for IBM Business Partners for approved deal registration Business Partner does NOT progress or close opportunity record IBM seller has ability to manage progression and closure of opportunity record >$100K Business Partner only required to create opportunity records for opportunities identified through co- marketing activity Business Partner required to progress and close co- marketing opportunity records All other Countries Business Partner creates opportunity record in SalesConnect for IBM Business Partners. Business Partner submits deal registration request in SalesConnect for IBM Business Partners. Business Partner required to progress and close co- marketing opportunity records Business Partner Identified Opportunities: System z Opportunity is ABOVE $250K (USD or local currency equivalent) Opportunity is BELOW $250K (USD or local currency equivalent) Opportunity Record Creation Opportunity Record Progression All Geographies Business Partner creates opportunity record in SalesConnect for IBM Business Partners. Business Partner does NOT progress or close opportunity record IBM seller has ability to manage progression and closure of opportunity record >$250K Business Partner only required to create opportunity records for opportunities identified through co- marketing activity Business Partner required to progress and close co- marketing opportunity records

Opportunity Record Management for Countries WITHOUT Deal Registration: The tables below summarize how Business Partners should create and manage opportunity records for Hardware opportunities identified by Business Partner Sellers and through co-marketing activity Business Partner Identified Opportunities: IBM Power, Storage and System x Opportunity is ABOVE $100K (USD or local currency equivalent) Opportunity is BELOW $100K (USD or local currency equivalent) Opportunity Record Creation Opportunity Record Progression All Geographies Business Partner creates opportunity record in SalesConnect for IBM Business Partners. Business Partner does NOT progress or close opportunity record IBM seller has ability to manage progression and closure of opportunity record >$100K Business Partner only required to create opportunity records for opportunities identified through co-marketing activity Business Partner required to progress and close co- marketing opportunity records Business Partner Identified Opportunities: System z Opportunity is ABOVE $250K (USD or local currency equivalent) Opportunity is BELOW $250K (USD or local currency equivalent) Opportunity Record Creation Opportunity Record Progression All Geographies Business Partner creates opportunity record in SalesConnect for IBM Business Partners Business Partner does NOT progress or close opportunity record IBM seller has ability to manage progression and closure of opportunity record >$250K Business Partner only required to create opportunity records for opportunities identified through co-marketing activity Business Partner required to progress and close co- marketing opportunity records