Bill Francis September 2013 Building a Smarter Planet Together Greater innovation. Sustained strength. Improved access to a world of opportunity. The benefits through IBM PartnerWorld

2 Agenda Why team with IBM? Smarter Planet PartnerWorld Program Benefits Getting Started

3 3 Why team with IBM?

4 Industry-leading technology and vision –Smarter planet strategy –$6B in research and development –Industry-leading systems, software, services and financing offerings for the channel Business Partner-led business model for Midmarket IBM commitment and strategic investments in 2015 Roadmap – Business Partner Community – Business Partner Coverage – Business Partner Experience Working together is critical to our mutual success.

5 IBM is invested in your success. When you do well, clients win. We back you with offerings for the midmarket, support, financing, incentives, enablement tools and much more. Working together is critical to success for both of us Committed to making it easy to do business with IBM Expanded support from local IBM industry experts Investment in demand generation Attractive, simplified incentive program Competitive pricing Rich support for marketing services execution Education and skills development to drive increased client value Extensive technical support Collaboration resources We’re making our relationship smarter

6 Business Partner Charter: A deep, lasting commitment. 1. IBM Business Partners are vital to IBM’s business. 2. Our relationship is a collaboration of equals. 3. We invest in IBM Business Partners’ success. 4. We strive to provide the industry’s best Business Partner experience, in all respects. 5. We work with our Business Partners to seize the opportunities presented by a smarter planet. 6. We ground our relationships in the core values of IBMers.

7 The vision to see and create a smarter planet. Today, it’s all about building a smarter planet together – leveraging cloud computing, analytics, services, software and more to deliver meaningful value. Together, we have the vision to see – and create – a smarter future and more intelligent solutions. Together, we are delivering on the promise of a smarter planet in businesses of all sizes.

8 What does this all mean to you? New Markets + New Buyers = Growth The opportunity is growing: Line of Business buyers want integrated solutions for their industry-specific challenges…on premise or via the cloud Our clients are turning to technology to solve specific challenges CFO CMO HROPS

9 9 What is PartnerWorld?

10 What is IBM PartnerWorld? IBM PartnerWorld is an award-winning, global program designed to help our Business Partners increase demand, grow their business, and improve profitability.

11  CRN Channel Champs  Channel Chiefs  5-Star Partner Program award - IBM PartnerWorld  Top 100 Women in the Channel  ARC Awards  Tech Innovator award  CRN Top 100 Executives Sustained industry recognition. IBM PartnerWorld has won hundreds of major channel-related industry awards around the world

12 Rewarding your investment in IBM. Premier Advanced Member Significant Investment by the Business Partner  Premier Business Partner Emblem  Joint Marketing Planning  Incentives and Rewards Moderate Investment  Enhanced Marketing and Sales Support Introduction to the IBM portfolio  Extensive information and enablement benefits

13 Benefits tiered by investment & achievement. IBM delivers valuable support and resources extending across the sales cycle: Marketing Selling Technical Training Collaboration Solutions

14 PartnerWorld Benefits

15 How PartnerWorld can help The IBM PartnerWorld program offers: Market intelligence Co-marketing funding Sales support and tools IBM Specialty programs focused on skills development Products Solutions Industries New capabilities Technology boot camps Capture New Markets Develop New Skills Incentives Promotions Business transformation workshops IBM Global Financing offerings Grow Your Profits

16 IBM invests more than $2.5 billion a year in support for Business Partners. Marketing Access trend data, build plans and campaigns, generate demand. Selling Create proposals, access valuable incentives, improve close rates, publicize your success. Technical Access tools for product development and support. Training Build skills, access certifications Webcasts, workshops and discounts. Collaboration Use forums, social media, network with other BPs and IBM.

17 Rich resources designed with profitability in mind. Business Challenge Learn about PartnerWorld program benefits and stay informed about the latest offerings and benefits PartnerWorld Benefits ibm.com/partnerworld Personalized Subscription Newsletters updates Marketing Generate demand and leads Campaign Tactics Client references IBM marketing programs Selling Sell solutions Customer Briefings at IBM Briefing Centers Business Partner Innovation Centers BladeCenter and Storage Solution Centers IBM Global Financing

18 Rich resources designed with profitability in mind. Business ChallengePartnerWorld Benefits IBM Innovation Centers Software Access Catalog Techline Training Develop skills: Technical, Sales, Marketing, Business Know Your IBM (KYI) PartnerWorld University (PWU) You Pass We Pay Education Reimbursement Collaboration Team with IBM and with other Business Partners Social Media tools MidMarket Social Networking Technical Specify and support solutions

19 Supporting Business Partners with the Right Tools Virtual Loaner Program Business Partner Locator Tool Selling with Social Insights Web Content Syndication Success Story in a Box Midmarket Asset Gallery Financing a Smarter Planet Social Media Boot Camp IBM Global Financing Co- Marketing

20 Roadmaps to growth: Setting our sights on the same destination. By identifying the richest opportunities and pursuing these growth areas together, we can deliver solutions where clients need us most, including: Big Data and Business Analytics Cloud computing Industries Services Social Business Software

21 A collaborative advantage: Business Partners & IBM “ If you're a new member or you're about to join PartnerWorld, you will soon find out how IBM can help you do more – sell more, cultivate more skills that extend your reach across more markets and into high-growth areas such as cloud, analytics and expert integrated systems. Today, IBM offers more support and resources than ever to help our Business Partners succeed. When you go to market with IBM, you can tap into the strengths that have made us a leader for more than 100 years. That’s why 120,000-plus firms around the world team with IBM.” Mark Hennessy General Manager IBM Global Business Partners

22 The PartnerWorld portal: The entrance to opportunity. The PartnerWorld website is your single point of access to a wealth of resources and benefits available to you as an IBM Business Partner.

23 Enroll in IBM PartnerWorld today. Let PartnerWorld put the power of IBM behind your business to help you: Increase demand for your solutions Open new markets and create exciting opportunities Grow your business Improve profitability

24 Next steps Update and maintain your individual and firm PartnerWorld profile ibm.com/partnerworld/partnertools ibm.com/partnerworld/partnertools Create a personalized subscription to PartnerWorld News and opt-in to receive tailored communications ibm.com/partnerworld  News and announcements  Newsletters ibm.com/partnerworld Familiarize yourself with the many PartnerWorld benefits and resources to find those most relevant to you ibm.com/partnerworld ibm.com/partnerworld Use the Marketing benefits to generate opportunity ibm.com/partnerworld/marketing ibm.com/partnerworld/marketing

25 Learn more about PartnerWorld: PartnerWorld Web site ibm.com/partnerworld ibm.com/partnerworld Not a member? Join PartnerWorld ibm.com/partnerworld/partnertools ibm.com/partnerworld/partnertools PartnerWorld University ibm.com/partnerworld/pwu Know Your IBM (KYI) ibm.com/partnerworld/knowyouribm ibm.com/partnerworld/knowyouribm SMP03082-WWEN-00