© 2012 IBM Corporation Click here for Table of Contents This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. 11 Mobile Foundation Business Partner Guide Value Propositions

© 2012 IBM Corporation Click here for Table of Contents This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. 2 2 Mobile is a priority where IT spending will occur Source: 2011 IBM Tech Trends Report veloperworks/mydevelop erworks/blogs/techtrend s/entry/home?lang=en Mobile App focus shifts to the enterprise A12. Please select the solutions in which you plan to invest in the next 12 months. [choose all that apply] Source: IDC Partner Profitability 2011, Changing Business Models and Requirements in the Evolving IT Channel Ecosystem Mobile 39.5% Partners are prioritizing mobile for profitability Market Opportunity

© 2012 IBM Corporation Click here for Table of Contents This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. 3  IBM Mobile Foundation, Enterprise edition V5.0 –IBM Mobile Foundation, Enterprise edition V5.0 is designed to provide the essential elements needed for mobile development, deployment, and management in Business-to-Consumer (B2C), Business-to- Business (B2B), and Business-to- Enterprise (B2E) environments. The Mobile Foundation, Enterprise edition V5.0 consists of: IBM Worklight V5.0 for mobile application development and delivery IBM Endpoint Manager for Mobile Devices for complete end-to-end Mobile Device Management (MDM) IBM WebSphere Cast Iron® Hypervisor Edition for advanced connectivity to back-end systems  IBM Mobile Foundation, Consumer edition V5.0 –IBM Mobile Foundation, Consumer edition V5.0 is designed to provide the essential elements needed for mobile development, deployment, and management in primarily a Business-to-Consumer (B2C) deployment model. It consists of: IBM Worklight V5.0 for mobile application development and delivery IBM WebSphere Cast Iron Hypervisor Edition for advanced connectivity to back- end systems  IBM Worklight, Enterprise edition V5.0 –IBM Worklight, Enterprise edition V5.0 has pricing metrics aligned with Business-to-Enterprise (B2E) purchasing patterns.  IBM Worklight, Consumer edition V5.0 –IBM Worklight, Consumer edition V5.0 has pricing metrics aligned with Business-to-Consumer (B2C) purchasing patterns. IBM Mobile Foundation V5.0 Offerings Portfolio overview

© 2012 IBM Corporation Click here for Table of Contents This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. 4 Build mobile applications Connect to, and run backend systems in support of mobile Manage mobile devices, services and applications Secure my mobile business Manage & Secure Build & Connect IBM strategy addresses client mobile initiatives Extend & Transform Extend existing business capabilities to mobile devices Transform the business by creating new opportunities Value Propositions

© 2012 IBM Corporation Click here for Table of Contents This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. 5 Partner TypeSales RoleClient Relationship 1. ISVWork with ISV to Integrate IBM Mobile Enterprise portfolio with ISV application Prospecting/Indentify opportunities Joint Sales (potential) Embed Influence 2. VAR/VAD; RSI & Solution Providers Identify and sell IBM Mobile Enterprise portfolio Implementation services Fulfill orders SVI / SVP* : OI / OO Influence 3. GSIIdentify and recommend Mobile Opportunities Design services Implementation Services Influence SVI / SVP : OI / OO 4. Mobile App Designers Expertise on Mobile App Design Augment ISSW/other services team Influence Progress to ASL/Resell 5. Managed Service Providers Offer IBM Mobile Enterprise portfolio as part of their platform offering to solution developers Resell/ASL** with xSP Attachment Business Partner Opportunity * SVI = Sales Value Incentive * SVP = Sales Value Plus Authorized Distribution ** ASL = Application Specific License Agreement Value Propositions

© 2012 IBM Corporation Click here for Table of Contents This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. 6  ZSL is a Global Systems Integrator, ISV & IBM Premier Business Partner headquartered at Edison, New Jersey, with 4500 employees spread across in offices in India, Middle-East, US, UK, Canada, France, Germany, Belgium, Malaysia and Singapore  SVP and Authorized Reseller, Solutions and Service provider for WebSphere Core, WebSphere Cast Iron, IBM Worklight, VDSB, IBM SmartCloud, Rational, DB2, IBM Softek Data Mobility Solutions (DMS), Cognos, ISS, Storage & Servers  Application Specific License for WebSphere sMash, WAS, WPS, DB2 Express, Rational Software  ZSL created Centers of Excellence (CoE) for Cloud, Enterprise Mobility and Big Data Analytics Computing with more than 100 subject matter experts specialized in SmartCloud Enterprise, Worklight and Cognos. IBM Recognized ZSL's Innovations in the Cloud and Mobile Enterprise Enablement - Won Finalist Awards at Impact 2012 ZSL’s PowerCube DaaS, IBM OCCS-based Desktop Virtualization Solution Won Finalist CTO award at IBM Lotusphere 2009 Awards & Accolades Success Stories ZSL develops Web 2.0 assets 3 times faster with IBM WebSphere sMash ZSL Implements IBM WebSphere Cast Iron to Cut 24-hour reporting delay to near real time About ZSL ZSL Ranked in 2011 InformationWeek 500 List of Top Technology Innovators Across America ZSL Brings Mobility and Cloud Enablement to the Enterprise with IBM WorkLight Technologies, IBM SCE and IBM WebSphere CI Reference

© 2012 IBM Corporation Click here for Table of Contents This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. 77 Business Partner Profile – Mobile Foundation Customers will pay a premium to vendors with industry-specific expertise Mobile Business Partners…  Know industry – trends, profiles, problems, and business needs –Top industries are Banking, Healthcare and Retail  Understand client and market buying patterns - Mobile is different: –Transformational business models Anytime, anywhere business transactions Importance of social business interactions –Faster lifecycles –More iterative –Requires open standards  Understand and speak the language of “Mobile” –i.e. App development using native and/or familiar web technologies, HTML5, CSS3, JavaScript –App delivery in variety of forms, Mobile Web app, Hybrid app, Native  Have expertise beyond product and customer size as the Mobile space presents large and varied opportunities –Understand and articulate the business-to-enterprise benefits –Understand and articulate the business-to-consumer or B2C space benefits  Can differentiate the advantage of the Mobile Portfolio versus the competition  Have the expertise to extend customer applications across different mobile devices and infrastructures  Business Partners must have cross-brand expertise –Mobile is a top priority of the enterprise and IBM Business Partners can deliver comprehensive end to end mobile solutions for their clients Partner Profile

© 2012 IBM Corporation Click here for Table of Contents This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients Quick Steps to Get Started Visit the WebSphere PartnerWorld Site to access Business Partner sales and marketing tools and other resourcesWebSphere PartnerWorld Site CompleteComplete your WebSphere Business Partner profile Plan to maximize your profitability & your team’s education path by reviewing the Software Value Plus (SVP) &Software Value Plus (SVP) Software Value Incentive (SVI) criteria & product categories.Software Value Incentive (SVI) Educate your Sales and Delivery Teams & become SVP Authorized to resell WebSphere through Training & Certification.Training & Certification Develop a Marketing plan and take advantage of IBM’s programs and drive demand with IBM Co-MarketingIBM Co-Marketing Resources Join PartnerWorld Join PartnerWorld to become an IBM Business Partner, then…

© 2012 IBM Corporation Click here for Table of Contents This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. 9 Worklight Certification Requirements: WebSphere CORE Authorization Group Requirements PartnerWorld Partner Plan 2 WebSphere CORE Technical Certs * 1 WebSphere Sales Cert or have WS CORE approved VAP Solution Resell Requirements Brand Family: IBM Mobile Foundation & IBM Worklight Fulfillment system: Passport Advantage IBM Mobile Worklight Sales Mastery v1 M660 test will be available by July 30 th IBM Mobile Worklight Technical Mastery v1 N31 test will be available by July 30 th Resources