Channel Enablement Team © 2012 IBM Corporation Pack amendments summary: Changes made from Q4 V.1 (2011) to Q1 (2012) V.1 Updated – Extended date (no content change) Value Seller – date extended to Updated – New 2012 plet numbers (no content change) Deal registration for STG products - ZW Competitive Deal registration program for Power systems and storage CHW products - ZW Power ISV Solution Connection Program - ZW Grow Your Power Base Client Reference Program - ZW Withdrawn: ZW Value match plus programme – Withdrawn from market 24 th October 2011 Expired: The following plets have not been re-issued for 2012 to date - These are not guaranteed to be released in until formally released these are not valid for use: ZW IBM Industry Solution Integrator (ISI) Recruitment and Support Program ZW / ZA Software Solutions for IBM POWER systems First-in-location rebate programme ZW power yield ZW / ZA Trade in promotion Power win Rooms – dates to be rescheduled Content changes: Contacts page: Updated Nikki Harrison details with Finola Rudd Events pages: with 2012 scheduled events Please run this presentation is slide show mode to activate the hyperlinks !

Channel Enablement Team © 2012 IBM Corporation 1Q 2012 Tier 2 Power Programmes & Initiatives Pack Version 1 Completed by: Louise Richardson Power Brand Channel Manger Mobile:

Channel Enablement Team © 2012 IBM Corporation Programmes & Initiatives Type of Initiative NameDescription & BenefitFor more information Expiry Date Transactional Programs Value SellerBenefit from enhanced discounts when purchasing eligible Power System, (System p and System i) ** OOI can now be requested for all eligible GB/Market/MM Clients ** Plet: ZW Investment Initiatives Deal Registration By registering opportunities, Business Partners can protect their investment in developing opportunities as IBM will not offer another Business Partner a Special Bid Price on the same opportunity within the Registration Period or until the opportunity is marked as closed in GPP (sales stages Lost or Won) 90 day extensions can be requested. Plet: ZW Competitive Deal Registration This program offers a superior guaranteed total Special Bid discount off the approved marketable End User price for registered Competitive Deal opportunities for IBM Power Systems and Storage CHW products. Opportunities approved for Competitive Deal Registration will attract the superior discount for the duration of the registration period. Plet: ZW PowernetSolutions incentive and rewards programme for resellers that partner with an ISV through distribution – Resellers can earn higher tranasction margins & increased H/W sales Contact your CRBP or prefered Distributor N/A Power ISV Solution Connect Programme Partnering programme; Up to $4,500 rebate (per transaction of eligible Power products) for partnering with ISV’s & proactively marketing, identifying & winning opportunities – To qualify plans must be submitted – see plet for full details Plet: ZW Co-Marketing25/75 % funding available through On Channel co-marketing processContact your CRBP or prefered Distributor N/A Initiatives Power i Academy To recieve imporatnt communications and updates in regards to Power i please register to the Power i academy newsletter. Click here to subscribe N/A Academic Initiative Aids BPs to find the skills to grow business. - BPs can: 1.Promote their Power business by giving a guest lecture. 2.Tailor a course to suit the needs of their particular business 3.Submit a project that the students can work on as part of the course to prove competency levels. 4.Offer an internship to students m.com m.com N/A

Channel Enablement Team © 2012 IBM Corporation Promotions Type of Initiative NameDescription & BenefitFor more information Expiry Date Power Client Ref Program Business Partners who generate an eligible Power 7 customer reference competitive UNIX to Power 7 will be eligible for a rebate of up to $10k Plet: ZW Free Migration Assessment BPs engaged in competitive situations can offer their client a Free Migration Assessment study completed by IBM competitive migration experts – Study will provide tailored information on client inrastructure, applications and migration potential. Contact CRBP or from contact list N/A IGF0% finance on leases up to $200k Alternatively Interest free 12 month contract in 4 quarterly payments Click here OR KYISell, Learn & earn programme – offering rewards (KYI Points) that can be exchanged for gifts from the online catalogue, personalised packages (such as holidays) or transferred to a debit card. Accelerators recently added. Click here for more details N/A

Channel Enablement Team © 2012 IBM Corporation Events EducationContentDate & TimeLocationRegistrati on STG Hardware product briefing This event will provide the attendee with the basic product knowledge including the various enhanced features as well as how to position the product including any latest product announcements and competitive information. It is recommended for both Sales and Technical professionals selling and supporting IBM Systems products who are either new to the product ranges or who need to update their knowledge of the latest products. The sessions will run with coffee provided Coffee Power with AIX System Storage System x –13.00 HursleyClick here to register Manchester Labs Click here to register –13.00 HursleyClick here to register Manchester Labs Click here to register HursleyClick here to register Manchester Labs Click here to register Power with AIX Competitive Forum A single location where the you can gain up to date, relevant competitive information to take forward into your sales campaigns in Provisional agenda includes… Why IBM? Power v’s Oracle/Sun Exadata/Exalogic and Oracle Licensing Power and Oracle Apps Competitive Programs Overview Competitive Customer references Power v’s X86 inc VMWare Why Power for IBM SWG products HursleyClick here to register

Channel Enablement Team © 2012 IBM Corporation Available Tools Click here in screen show mode for direct access to the tool Alinean Tool: IBM Systems Consolidation Evaluation Tool - designed to provide a preliminary, high level analysis of the estimated potential consolidation savings by switching to current IBM Systems platforms. Click here in screen show mode for direct access to the tool IBM Power Systems Competitive Sales Tool: This tool is designed to give you the help you need in competitive situations. It provides quick head-to-head comparisons between IBM System p servers and major competitive server products as well as how to overcome customer objections. It is a stand-alone tool which can be downloaded and used anywhere any time. Techline: Can support you with: System Design & Configuration Support, Design Assessment, ISV & middleware Sizing Support, Competitive Assessment, BP Technical Enablement, Services support, Intellectual capital Click here in screen show mode for direct access to the tool Big Blue Planner: Provide details of Events, Marketing News, Promotions and more – all in one place! Click here in screen show mode for direct access to the tool NEW – Energy Estimator tool: You can use this tool to estimate typical power requirements (watts) for a specific system configuration under normal operating conditions. Click here in screen show mode for direct access to the tool

Channel Enablement Team © 2012 IBM Corporation IBM Power Channel Support : Useful Contacts ContactTitleTel Louise RichardsonPower Channel Manager (Protect) Nick EmersonPower Channel Manager (Competitive)07730 Ian RoscowMM Channel Enablement Manager07802 Erica MitchellBusiness Partner Technical Manager for POWER Finola Rudd Channel Skills & Education Cally BeckPower Systems Academic Initiative Manager07739 PWCSPartnerWorld Contact Services N/A