IBM Software Group Channel Marketing © 2003 IBM Corporation EMEA Q2 Channel Marketing and Enablement Calendar of Events and Activities

IBM Software Group Channel Marketing 2004 Table of Contents  3, Definition of Tactics and Events  4 - 5,Q2 SWG Product Launches  6 Q2 IBM Software Group Brand Enablement  7Q2 Integration Program Tactics  8Q2 Automation Program Tactics  Q2 People Productivity ProgramTactics  Q2 SMB Program Tactics  19 Q2 Developer Program Tactics  20 Q2 Install Base Program Tactics * All tactics and events are subject to change Page No.

IBM Software Group Channel Marketing 2004 Definition of Tactics  OTM = Outbound Telemarketing via Vendor  DM = Direct Marketing  EM =  Event = Face to face seminar or tradeshow  Tele = Telemarketing

IBM Software Group Channel Marketing 2004 Q2 SWG Brand Product Launches

IBM Software Group Channel Marketing 2004 Q2 SWG Brand Product Launches

IBM Software Group Channel Marketing 2004 Q2 Enablement by Brand (click on the spreadsheet to view all details)

IBM Software Group Channel Marketing 2004 Q2 Integration Activities Name of TacticType of Tactic Target Audience City/Country/ Region IBM ContactURL Reference (if avail)Date Integration Lunch and Learn WW Webcast PWSW BPsWWhttps://www- 100.ibm.com/partnerworld/soft ware/pwswzone.nsf/docs/KSC R-5WKRAA?opendocument 04/08 Gartner AI & WebServices EventEMEAGina-Marie Collingnon 7/8 June EAI ForumEventGermanyJany Dumz- Hanssen May ARS RaodshowEventGermanyJany Dumz- Hanssen Information Integration mailing DMLOB/IT audiences GermanyJany Dumz- Hanssen Introductory Integration Mailing/ 2nd wave DM/EMLOB/IT audiences GermanyJany Dumz- Hanssen E12-Gipfel – EMEA 2004 BI EventGermanyJany Dumz- Hanssen April

IBM Software Group Channel Marketing 2004 Q2 Integration Activities Name of Tactic Type of Tactic Target Audience City/Country/ Region IBM ContactURL Reference (if avail)Date ComputerWoch e BARC BI EventGermanyJany Dumaz- Hanssen Relationship/ Closing Integration event EventGermanyJany Dumaz- Hanssen EBOD cross- software, cross Program event EventGermanyJany Dumaz- Hanssen BI City briefingsEventGermanyJany Dumaz- Hanssen May Exec EventEventKoln, GermanyJany Dumaz- Hanssen June Process Integration theme TeleGermanyJany Dumaz- Hanssen April Telediscovery on Process Integration theme TeleGermanyJany Dumaz- Hanssen April eCommerce theme TeleGermanyJany Dumaz- Hanssen

IBM Software Group Channel Marketing 2004 Q2 Integration Activities Name of TacticType of Tactic Target Audience City/Country/R egion IBM ContactURL Reference (if avail)Date European Supply Chain Summit EventAmsterdamChristina Mavromatis April Information Integration theme EM/DMLOB/IT audiences UKChristina Mavromatis Introductory Integration Mailing/ 2nd wave DM/EMLOB/IT audiences UKChristina Mavromatis Retail SolutionsEventUKChristina Mavromatis Content Management in Public Sector – Butler Group Management Briefing EventUKChristina Mavromatis BI Exec eventEventUKChristina Mavromatis May EBOD cross software, cross Program event EventUKChristina Mavromatis June BI City briefingsEventUKChristina Mavromatis May

IBM Software Group Channel Marketing 2004 Q2 Integration Activities Name of TacticType of Tactic Target Audience City/Country/R egion IBM ContactURL Reference (if avail)Date Process Integration theme TeleUKChristina Mavromatis April Telediscovery on demand theme TeleUKChristina Mavromatis Telediscovery eComerce theme TeleUKChristina Mavromatis Telediscovery Information Integration theme TeleUKChristina Mavromatis

IBM Software Group Channel Marketing 2004 Q2 Integration Activities Name of TacticType of Tactic Target Audience City/Country/R egion IBM ContactURL Reference (if avail)Date Information Integration theme EM/DMLOB/IT audiences FranceGina-Marie Collingnon Introductory Integration Mailing/ 2nd wave DM/EMLOB/IT audiences FranceGina-Marie Collingnon EBOD cross software, cross Program event EventFranceGina-Marie Collingnon June Telediscovery on Process Integration theme TeleFranceGina-Marie Collingnon April Rencontres Technologiques Business Integration EventFranceGina-Marie Collingnon April Process Integration theme TeleFranceGina-Marie Collingnon April Telediscovery on Mobility theme TeleFranceGina-Marie Collingnon

IBM Software Group Channel Marketing 2004 Q2 Integration Activities Name of TacticType of Tactic Target Audience City/Country/R egion IBM ContactURL Reference (if avail) Date Telediscovery on Process Integration theme TeleLOB/IT audiences ItalyFrancesca Lando Telediscovery on Information Integration theme TeleLOB/IT audiences ItalyFrancesca Lando Introductory Integration Mailing/ 2nd wave DM/EMLOB/IT audiences ItalyFrancesca Lando Wireless Business Forum EventItalyFrancesca LandoApril 28/29 EBOD cross software, corss Program event EventItalyFrancesca LandoJune BI City briefingsEventItalyFrancesca LandoMay Joint Vodafone/ Omnitel event EventItalyFrancesca Lando Process Integration theme TeleItalyFrancesca LandoApril

IBM Software Group Channel Marketing 2004 Q2 Automation Activities Name of Tactic Type of Tactic Target Audience City/Country/ Region IBM ContactURL Reference (if avail) Start date Automation Intro Direct MailIA, top SMB. Fr/Ger/IT/UK. Cross Industries UK France Germany Italy Ruth Murray Elisabeth Obadia Karin Schwenk Maurizio Simionato Jan - April Automation Intro TelefollowupIA, top SMB. Fr/Ger/IT/UK. Cross Industries UK France Germany Italy Ruth Murray Elisabeth Obadia Karin Schwenk Maurizio Simionato Feb - May Optimising ITEvent - Conference Event own list. UK, Cross industries UKRuth MurrayMarch 10 Optimising ITTelefollowupEvent own list. UK. Cross industries UKRuth MurrayMarch - April ATMEvent - Seminar IA, top SMB Italy, Finance Sector ItalyMaurizio SimionatoMarch 30

IBM Software Group Channel Marketing 2004 Q2 Automation Activities Name of TacticType of TacticTarget AudienceCity/Country/ Region IBM ContactURL Reference (if avail) Start date Security/IdentityTelediscoveryIA, top SMB Italy Cross industries ItalyMaurizio SimionatoFeb - March Security/IdentitySales closing Event – Seminar IA, top SMB Italy Cross industries ItalyMaurizio SimionatoApril 1 InfosecurityEvent - Exhibition Event own list. Italy Cross industries ItalyMaurizio SimionatoFeb InfosecurityTelefollowupEvent own list. Italy Cross industries ItalyMaurizio Simionato Storage ExpoEvent - Exhibition Event own list. ItalyCross industries ItalyMaurizio Simionato Storage ExpoTelefollowupEvent own Italy list. Cross industries ItalyMaurizio Simionato Security SummitEvent - Seminar IA, top SMB Germany,Cross industries GermanyKarin Schwenk Security SummitTelefollowupIA, top Germany SMB, Cross industries GermanyKarin Schwenk

IBM Software Group Channel Marketing 2004 Q2 People Productivity Activities – UK, Germany, Italy, France DateEvent NameLocationURL April 22Automation Program Lunch and Learn Webcast WW Webcasthttps://www100.ibm.com/partnerworld/softw are/pwswzone.nsf/docs/KSCR5WKRAA?op endocument Date Tactic TypeTactic DescriptionComments AprilDMPPP Subtheme #2 COLLABORATION ( , Dmail, Landing pages and information kits) Envelope, buckslip, letter customers Partner version available on Partnerzone MayDMPPP Subtheme #3 CONTENT MANAGEMENT ( , Dmail, Landing pages and information kits) Envelope, buckslip, letter customers Partner version available on Partnerzone April to DecAdvPrint advertising campaign April/MayTelExternal agency Telediscovery : Portal, Collaboration and Content Management for Distribution and Industrial sectors 1200 contacts May/JuneTelIBM Telesales: Portal, Collaboration and Content Management for Public and FSS sectors 2000 contacts May/JuneEventeBOD Seminar RoadshowDetails from Jarmila Halosky-Yu and Salome Ttamayo Lopez, IBM April to JuneEventRegional eventsDetails on following pages

IBM Software Group Channel Marketing 2004 Q2 People Productivity Activities – UK Program Detail Tactic TypeTactic DescriptionComments AprilEventLinux Expo External eventhttp:// MayEventContent ManagementTechnical event in Staines MayEventInstitute of Financial Services MayEventST/QP conference

IBM Software Group Channel Marketing 2004 Q2 People Productivity Activities – Germany Program Detail Tactic TypeTactic DescriptionComments AprilEventCommon storageNeed details from region AprilEventContent Manager Referenz-kundentageNeed details from region MayEventCustomer BreakfastNeed details from region

IBM Software Group Channel Marketing 2004 Q2 People Productivity Activities –Italy Program Detail Tactic TypeTactic DescriptionComments AprileventSoftware Solution CenterNeed details from region MayeventFocus SMB events28 April - Napoli, 4 May - Genova, 11 May - Pordenone, 18 May - Verona, 20 May - Bologna MayeventForum PARome 10 to 14, May

IBM Software Group Channel Marketing 2004 Q2 People Productivity Activities – France Program Detail Tactic TypeTactic DescriptionComments April, May, June eventRencontres Technologiques(April, 8, 29,May 27, June 10,23, July 1) For content of sessions and more details visit : ents/rencontres_lotus.html

IBM Software Group Channel Marketing 2004 Q2 SMB Activities – UK, Italy, Germany, France DateEvent NameLocationURL May 6SMB Program Lunch and Learn Webcast WW Webcasthttps://www100.ibm.com/partner world/software/pwswzone.nsf/doc s/KSCR5WKRAA?opendocument Program Detail Tactic TypeTactic DescriptionIBM Contact April to Dec AdvBanner ad campaignAngela Fresne April to Dec AdvPrint advertising campaignAngela Fresne April/MayTeleExpress telediscoveryAngela Fresne MayDMDirect Mail – Integration/Express campaign Regional SMB PMs MayTeleExternal agency – telediscovery on Integration process campaign Regional SMB PMs MaywebEMEA local language Integration process landing pages and information kits Regional SMB PMs JuneDMSave the date postcard for September event (Integration/Express) Regional SMB PMs

IBM Software Group Channel Marketing 2004 Q2 SMB Activities – UK Program Detail Tactic TypeTactic DescriptionIBM Contact JanuaryDMBI Manufacturing mailingTerry Lifton JuneEventSmarter BusinessTerry Lifton

IBM Software Group Channel Marketing 2004 Q2 SMB Activities – Germany Program Detail Tactic TypeTactic DescriptionLocationIBM Contact MarchEventCubus eventStuttgartRita Lewandowski MarchEventCRN Storage Solution daysMunichRita Lewandowski com March to June EventGSMB Integration eventsHannover, Köln, Rheinland, Erfurt, Stuttgart, Nürnberg, Frankfurt Rita Lewandowski com

IBM Software Group Channel Marketing 2004 Q2 SMB Activities – Italy Program Detail Tactic TypeTactic DescriptionLocationIBM Contact AprilCollateralBP SSC brochureAngela Fiorini AprilEventPortal & Content Management event in Napoli NapoliAngela Fiorini MayEventIntegration/Primeur event in GenovaGenevaAngela Fiorini MayEventAutomation event in VeronaVeronaAngela Fiorini MayEventPeople Productivity event in BolognaBolognaAngela Fiorini JuneEventRational event in CataniaCataniaAngela Fiorini

IBM Software Group Channel Marketing 2004 Q2 SMB Activities – France Program DetailTactic TypeTactic DescriptionIBM Contact April to JuneEventGSMB Express road showEmilie Lieblich AprilCollateralExpress pocket guideEmilie Lieblich

IBM Software Group Channel Marketing 2004 Q2 Developer Activities DateEvent NameLocationURL May 20Software Developer Program Lunch and Learn Webcast WW Webcasthttps://www100.ibm.com/partnerworl d/software/pwswzone.nsf/docs/KSC R5WKRAA?opendocument

IBM Software Group Channel Marketing 2004 Q2 Install Base Activities Name of Tactic Type of TacticTarget Audience City/Country/ Region IBM Contact URL Reference (if avail) Start date Rational to WebSphere TeleWebSphere Studio users 4 majors (UK, GE, IT, FR) Claude Haik under constructionApril 13 th Informix Xsell/Upsell Informix Infobahn events Events-in-a- box Lotus 'Jump' z Series DB2 & IMS zSeries CICS Seminar Install Base Program Lunch and Learn Webcast Tele Customer seminars Seminars by BPs Tele Tech. update seminar Tech. seminar (EIB) WW Webcast Informix IDS customers Inforimix IDS customers BPs install base Lotus with no maintenanc zSeries DB2 & IMS zSeries All SWG Business Partners 4 majors (UK, GE, IT, FR) All Europe 4 majors (UK, GE, IT, FR) All Europe Claude Haik Angus Falcone Fredy Bia Claude Haik under construction PWSW m/partnerworld/softwar e/pwswzone.nsf/docs/ KSCR5WKRAA?opend ocument April 19th June May TDB June 14 th June June 3