© 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 WebSphere 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 WebSphere Opportunity by Pillar 2 AIM Market Trends October 2011 Application & Integration Middleware Software Markets $16B in 2012 Market opportunity Source: IBM Market Insights, 2H 2011 This report is based on internal IBM analysis and is not meant to be a statement of direction by IBM nor is IBM committing to any particular technology or solution.

© 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. 33 Agile processes and decisionsRapid, adaptable integration Unbounded applications Flexible and intelligent Infrastructure WebSphere Capabilities Enable Business Agility With IBM’s help, customers can And must continue to transform to grow 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. 44 Why Sell/Value Propositions Why Team with WebSphere WebSphere can help you enhance your profitability and increase your ROI Large Customer Base  WebSphere has over 100,000 clients, and over 7,400 Business Partners  93% of the Fortune 100 use WebSphere Leading Platform  Approximately $5 trillion worth of application investments currently reside on IBM systems and software and nearly 80% of all transactions go through WebSphere software  WebSphere is the market-leading Internet infrastructure software, or middleware, for creating, running and integrating on-demand e-business applications across a variety of computing platforms IBM. IBM has a portfolio of comprehensive enterprise mobile capabilities Award Winning Products  The Forrester WaveTM: Business Process Management Suites, Q report names WebSphere BPM one of the strongest sets of BPM capabilities in the market today  Gartner has once again named IBM as the worldwide market share leader in the application infrastructure and middleware (AIM) software segment  Information Security magazine ranked IBM DataPower XML Security Gateway XS 40 as the "Gold" market leader in its annual reader's survey for the second consecutive year (April 2008). 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. 555  Premier IBM Business Partner, ISV, Reseller, Systems Integrator, Education Provider  Authorized across all IBM brands, multiple Industries & within WebSphere Core, BPM & Mobility categories  Achieved IBM’s Highest Level Technical Expertise Rating of 5  Winner of over 10 IBM Awards including 2012 Beacon Award for Business Agility  Over 25 Solutions available in the IBM Solutions Directory  Helping customers IDP, Horizon BCBS of NJ, BCBS of MA, Honeywell and more go Mobile  Prolifics WebSphere BPM, SOA, Integration, Connectivity & Mobility Case Studies Reference “Over 10 years ago Prolifics made a strategic decision to align with IBM and WebSphere. Growing by over 450% in the last decade, it was clearly a turning point in our company’s history and one we would not have achieved without the support of IBM, the WebSphere brand, and the programs that support the IBM business partner community. ” Devi Gupta, VP of Marketing  Video Case Study: Post-N-TrackPost-N-Track  Video Case Study: Equinox FitnessEquinox Fitness  PDF Case Study: MothercareMothercare  Video Case Study: Horizon BCBS of NJHorizon BCBS of NJ  PDF Case Study: IDPIDP  PDF Case Study: mBloxmBlox

© 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. 66 WebSphere Business Partner Profile Partner Profile Profile of Business Partner Reseller for IBM Business Process Management  Project selling model -- tightly coupled with an application –high repeatability and volume implementation/ integration  Strong solution selling competency to new prospects  Understand cross-functional business process flow and use cases  Ability to identify integration requirements  SOA skills  Understanding of cross-functional business process flow and use cases Profile of Business Partner Reseller for IBM WebSphere Application Server – Application Infrastructure  Writes applications requiring an application server such as Independent Software Vendors (ISVs) or companies who deploy systems projects such as Systems Integrators (SIs).  Web Serving Applications (big and small)  Migration from Open Source or Oracle web servers  Specific projects running on single servers  Java applications running on single and multiple distributed servers and/or z native as well as Linux on z Profile of Business Partner Reseller for IBM Mobility Know industry – trends, profiles, problems, and business needs Understand client and market buying patterns and 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

© 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. 8 Thank you! 8

© 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 Disclaimers:  © Copyright IBM Corporation 2012  IBM Corporation Software Group Route 100  Somers, NY  Produced in the United States of America  August 2012  All Rights Reserved  IBM, the IBM logo, ibm.com and PartnerWorld are trademarks of International Business Machines Corporation in the United States, other countries, or both. If these and other IBM trademarked terms are marked on their first occurrence in this information with a trademark symbol (® or ™), these symbols indicate U.S. registered or common law trademarks owned by IBM at the time this information was published. Such trademarks may also be registered or common law trademarks in other countries. A current list of IBM trademarks is available on the web at “Copyright and trademark information” at ibm.com/legal/copytrade.shtml.ibm.com/legal/copytrade.shtml  The information contained in this publication is provided for informational purposes only. While efforts were made to verify the completeness and accuracy of the information contained in this publication, it is provided AS IS without warranty of any kind, express or implied. In addition, this information is based on IBM’s current product plans and strategy, which are subject to change by IBM without notice. IBM shall not be responsible for any damages arising out of the use of, or otherwise related to, this publication or any other materials. Nothing contained in this publication is intended to, nor shall have the effect of, creating any warranties or representations from IBM or its suppliers or licensors, or altering the terms and conditions of the applicable license agreement governing the use of IBM software.  References in this publication to IBM products, programs, or services do not imply that they will be available in all countries in which IBM operates. Product release dates and/or capabilities referenced in this presentation may change at any time at IBM’s sole discretion based on market opportunities or other factors, and are not intended to be a commitment to future product or feature availability in any way. Nothing contained in these materials is intended to, nor shall have the effect of, stating or implying that any activities undertaken by you will result in any specific sales, revenue growth, savings or other results."