IBM Software Business Partners 1 © 2011 IBM CorporationMikkel Norsk – Channel Sales Support Up to Double (2X) SVI Competitive Incentive Business Partner Overview April 27, is the Year to Team with IBM!

IBM Software Business Partners 2 © 2011 IBM CorporationMikkel Norsk – Channel Sales Support Up to Double (2x) SVI Competitive Incentive Overview Agenda  SVI Competitive Incentive  SVI Competitive Incentive: How Does it Work? Process Overview Using GPP Tool and Equivalency Forms Joining Private Web Activity Supporting Sales Documentation Requirements Fee Structure

IBM Software Business Partners 3 © 2011 IBM CorporationMikkel Norsk – Channel Sales Support Solution AreaPlayTarget Clients Lead Offers (eligible for SVI Incentive) Data Management Manage Data Over its Lifetime  Clients running SAP on Oracle/Sun  Oracle Database clients running custom and 3rd party applications  Oracle Database / RAC clients  Especially clients running WebSphere on Oracle Database environments … who can benefit from significant cost savings and better performance DB2 Connect, DB2 Workgroup & Enterprise, DB2 Everyplace, DB2 Storage Optimization Informix Workgroup & Enterprise InfoSphere Balanced Warehouse Business Analytics Data Warehousing for Business Insight  Oracle and competitive Data Warehouse clients needing a cost effective, rapidly deployable, turnkey analytics system.  Especially target Cognos on Oracle Database or Data Warehouse environments. InfoSphere Balanced Warehouse Application Infrastructure and Middleware Defuse Oracle  Oracle clients running BEA WebLogic Server who are faced with new contracts for software and subscription renewal or are uncertain of Oracle’s support plans.  Clients who need Business Process Management solutions that scale WebSphere Application Server WebSphere Process Server WebSphere Service Registry & Repository WebSphere BPM Portals and Collaboration IBM WS Portal and Application Server: The Winning Combo!  Customers facing difficult choices when looking at their investment in the various Oracle portal and collaboration offerings, including Oracle WebLogic, WebCenter, Glassfish. WebSphere Portal IBM Accelerators for WebSphere Portal Mashup Center Security Identity and Access Assurance  Sun Identity and Access Management customers who are uncertain about the future of Oracle’s commitment due to portfolio redundancy. Tivoli Identity Manager Tivoli Access Manager IBM Competitive Sales Plays for Business Partners

IBM Software Business Partners 4 © 2011 IBM CorporationMikkel Norsk – Channel Sales Support SVI Competitive Incentive: How Does it Work? 1.BP obtains certifications and enrolls in SVI program 2.BP submits Oracle competitive replace opportunity with BANT & Equivalency forms and applies a category and value code in GPP 3.BP receives access to additional competitive assets via private web activity (optional participation for BPs) 4.BP closes/proves competitive replace by documenting two way communication with one of: Migration proposal, Oracle vs. IBM ROI analysis or Business Value Assessment 5.BP achieves full double (2X) incentive by providing customer commitment to external reference. Example: - 40% SVI for GB ID/Sell with reference - 32% for GB ID/Sell without reference BP receives access to competitive assets via web private activity IBM pays up to Double SVI Fees BP is enrolled in SVI BP closes deal & demonstrates replacement BP registers Oracle competitive replace opportunity BP registers Oracle competitive replace opportunity Five Steps: IBM SVI Competitive Incentive IBM SVI Competitive Incentive on PartnerWorld

IBM Software Business Partners 5 © 2011 IBM CorporationMikkel Norsk – Channel Sales Support Step 1: SVI Enrollment & Standard Process Up to Double (2X) SVI Incentive sits on-top of standard SVI process BP is enrolled in SVI  Certification Requirements Authorized distribution product groups - minimum of 2 current software technical and 1 current software sales certification in the reseller authorization group. Open distribution product groups - minimum of 2 current software technical and 1 current software sales certification in the software brand. Eligible End Users Government Accounts ineligible Register oppty in GPP using Account name/address on Passport contract  Eligible Software Products Product on SVI Eligible part# list, sold via Passport. New license revenue only. No renewals/reinstatement part numbers License Fulfillment, Passport Contract Management & License Compliance sales are not eligible Products on matching sales order must match correct Brand Family registered in GPP  Program Deadlines Oppty must be registered & submitted for SVI 15 days prior to Sales Order date Submit payment claim within 30 days prior to or 60 days after Sales Order date, and prior to Expiration Date Max of 30 days after oppty is approved to raise any questions/concerns/issues IBM Software Value IncentiveIBM Software Value Incentive on PartnerWorld

IBM Software Business Partners 6 © 2011 IBM CorporationMikkel Norsk – Channel Sales Support Select the “SUNATTCK” value from this list and then click “OK”. BP Registers Oracle competitive replace opportunity BP Registers Oracle competitive replace opportunity Step 2: Register Competitive Replace SVI Opportunity Designate deal as competitive replacement in GPP

IBM Software Business Partners 7 © 2011 IBM CorporationMikkel Norsk – Channel Sales Support BP registers Oracle competitive replace opportunity BP registers Oracle competitive replace opportunity Submit equivalency form attachment in GPP, includes: -Products and quantities of IBM & Competitive SW -IBM PW ID for BP access to private web site with incremental sales collateral (optional) II. Competitive Product Configuration Complete this section to describe the configuration of the competitive product that is currently installed at your end user, and which you plan to displace with the IBM configuration described in Section 3. Name of Competitive Product Method of Licensing (i.e. Per User, Per Server) Quantities of Licenses Installed Comments / Further Description Sample Step 2: Register Competitive Replace SVI Opportunity

IBM Software Business Partners 8 © 2011 IBM CorporationMikkel Norsk – Channel Sales Support Step 3: Private Access to Competitive Assets … and access list Brands maintain materials BP receives access to competitive assets via web private activity on PartnerWorld

IBM Software Business Partners 9 © 2011 IBM CorporationMikkel Norsk – Channel Sales Support BP closes deal & demonstrates replacement Click to launch Sample of the expected Content of a BVA, ROI or Migration Document Submit proof of two way communication with end- user for one of: –Business Value Assessment findings (BVA) –ROI Documents –Migration Document Sample Step 4: Close the Deal, Demonstrate Replacement

IBM Software Business Partners 10 © 2011 IBM CorporationMikkel Norsk – Channel Sales Support Sell OnlyIdentify and Sell BP Claims: With Customer Reference Enterprise End User 5% standard SVI fee 5% incremental competitive incentive 10% SVI Fees Total 10% standard SVI fee 10% incremental competitive incentive 20% SVI Fees Total General Business End User 10% standard SVI fee 10% incremental competitive incentive 20% SVI fees Total 20% standard SVI fee 20% incremental competitive incentive 40% SVI Fees Total BP Claims: Without Customer Reference Enterprise End User 5% standard SVI fee 3% incremental competitive incentive 8% SVI Fees Total 10% standard SVI fee 6% incremental competitive incentive Total 16% SVI Fees General Business End User 10% standard SVI fee 6% incremental competitive incentive 16% SVI fees Total 20% standard SVI fee 12% incremental competitive incentive 32% SVI Fees Smallest Largest Step 5: Collect the Cash! IBM pays up to Double SVI Fees BPs not required to fulfill, but direct proposal cannot use competitive trade up part numbers Reference claims require communication from & contact information for committed end-user Payment for eligible IBM brand part numbers mapped to equivalent Oracle products Example: 10 IBM licenses replace 8 Oracle equivalent licenses. Result: Incremental SVI paid 8 licenses

IBM Software Business Partners 11 © 2011 IBM CorporationMikkel Norsk – Channel Sales Support