© 2013 IBM Corporation Software Co-Marketing Funds to Drive Success

The most successful Business Partners have a marketing plan  Consider  Market trends  Competition  Client buying preferences  Include  Your web site  Tactics/content that work best  Experts and influencers  Document  Full year plan, by quarter  Budget and targets  Consider  Market trends  Competition  Client buying preferences  Include  Your web site  Tactics/content that work best  Experts and influencers  Document  Full year plan, by quarter  Budget and targets 2

© 2013 IBM Corporation IBM Business Partners who invest in marketing drive results In 2012, Business Partners who used IBM Software Co-Marketing funds drove three times more revenue on average than Business Partners who drove revenue without using the funds.* 3 Source: IBM Internal Reports (SWG PartnerMap - IBM Software active BPs with 2012 total revenue activity, subset with allocated co-marketing funds)

© 2013 IBM Corporation Use Software Co-marketing to help offset your marketing costs 4 “IBM’s Co-marketing is highly effective and flexible. We love to use various marketing methods and can do so because of the programs that are in place. It keeps us on track, within budget and keeps us motivated to execute effective marketing initiatives.” - Christina DiLallo, Marketing Manager, Newcomp Solutions  Additional funds available for proven results  Software co-marketing agency support  Available for progression activities  Extends your marketing budget  Use for a variety of marketing tactics  50:50 funding match

© 2013 IBM Corporation Marketing Execution with Software Co-marketing funds – your choice 5 Business Partner Led You have the resources and skills to generate your own demand or progress existing leads Marketing Agency* or VAD Assisted You want an IBM approved marketing agency or VAD to provide end-to-end campaign management Your marketing skill Your ability to execute independently Benefits of using an Agency or VAD Saves you time and resources Proven marketing expertise Maximizes your cash flow  Trained on IBM systems and tools  End-to-end campaign management  Submits marketing activity request and leads for you  Expert marketing capability  Competitive experience in the marketplace  Agency/VAD files for reimbursement 5 * Not currently available in North America

© 2013 IBM Corporation Software Co-marketing qualifying expense examples Direct marketing Telemarketing Advertising Tradeshows, customer conferences, and marketing seminars Digital marketing Integrate activities into a single multi-touch campaign  Print - newspapers, magazines, etc.  Catalogs, billboards, radio/television  Gifts, including promotional merchandise, to the specified limits  Production costs for IBM CoMarketing Center create & design  List of prospects  Creation, production and distribution costs  Webcasts, white papers, case studies, self-running demos  Internet social media marketing activities to generate demand  prospect lists  Search engine optimization designed to improve lead generation  Registration fees for Business Partner employees  Booth space and furniture/carpeting rental  Audiovisual and computer equipment rental and internet costs  Signage and booth displays  Lead retrieval systems  Collateral focused Business Partner solutions using IBM products  Freight, drayage or shipping costs for materials delivered to the trade show  List of prospects  Temporary staff costs to conduct telephone campaigns  Telemarketing vendor fees for orientation and campaign calls 6

© 2013 IBM Corporation Business Partner success using Software Co-marketing: Synergy Dashboard design event held in Cape Town, Johannesburg and Durban 250 attendees $20 in win revenue for each $1 spent in marketing IBM funded 50% of the marketing costs Three follow on tactics resulting in >$50K win revenue: 1.BI Masterclass series – free eBook with registration to a series of ers 2.Breakfast presentation on mastering BI techniques 3.Thought leadership speaker slot at IT Web BI Summit 2013 in Johannesburg 7

© 2013 IBM Corporation Business Partner success using Software Co-marketing: Encode Success from a recent event series: “Security, Compliance and Risk Management for the Enterprise”  Philadelphia (2 new clients out of 46 attendees)  Washington DC (1 new client out of 22 attendees)  NYC (1 new client while growing 2 current clients) “The IBM co-funding program has been a critical tool for our organization’s success. The fact that IBM invests 50% of the cost for these events makes us feel like we have a true and trusted partner. For a small investment you can get a large return.” - Jim Skidmore, Vice President, Encode 8

© 2013 IBM Corporation Get started now! 1.Meet eligibility criteria by participating in one of the following:  Software Value Plus (SVP) Software Value Plus  Software Value Incentive (SVI) Software Value Incentive  Value Advantage Plus (VAP) Value Advantage Plus  IBM Solution Provider – IBM Software as a Service IBM Solution Provider – IBM Software as a Service 2.Engage your: –IBM Representative –Value Added Distributor 3.Visit the PartnerWorld Web site for more information 9

© 2013 IBM Corporation Key resources to create & execute marketing campaigns  Sales & Marketing Plays Sales & Marketing Plays  IBM Web Content Syndication IBM Web Content Syndication  Software One Software One  Ready To Execute Marketing Campaigns Ready To Execute Marketing Campaigns  IBM PartnerWorld Marketing Resources IBM PartnerWorld Marketing Resources  Third party vendor discounted marketing resources –HooversHoovers –TSL MarketingTSL Marketing –Digital MarketingDigital Marketing –Qualtrics Research SuiteQualtrics Research Suite –Internet Lead Marketing GenerationInternet Lead Marketing Generation –Success Story in a BoxSuccess Story in a Box 10

© 2013 IBM Corporation Questions? 11