© 2011 IBM Corporation Business Partner Organisation 1 PartnerWorld Jesper Slot Rohr Marketing Manager IBM Business Partner Organisation, Nordic [short edition]

© 2011 IBM Corporation Business Partner Organisation 2 AGENDA  What is PartnerWorld ?  Know Your IBM Business Partner Locator WebSyndication Business Partner Communication

© 2011 IBM Corporation Business Partner Organisation 3

© 2011 IBM Corporation Business Partner Organisation 4 PartnerWorld Level Demonstration of significant achievements  Delivers 3 unique exclusive benefits  Requires 30 point attainment Recognition for achievement  Delivers 15 unique enhanced benefits  Requires 10 point attainment Introduction to the IBM portfolio  Simple to join, no fee required  50 benefits across 5 categories: Marketing, Selling, Technical, Training, and Collaboration  Authorization required for resale of some products PREMIER ADVANCED MEMBER Specialties  Specialized skills  Unique benefits

© 2011 IBM Corporation Business Partner Organisation 5 High Value Benefits announced in May 2010 Assigned relationship executive (Premier members)  Senior IBM leader assigned to each Premier Business Partner who opts in  IBM advocate to build a stronger business relationship IBM Market Insights (Advanced and Premier members)  Access to Market Insight reports on strategic business topics  Examples include: Customer buying behaviors, industry insights, technology and solution trends Enhanced PartnerWorld Contact Services (All members)  Expanded support with membership, marketing, selling, training, technical support and collaboration topics  By telephone, live chat, and in local language

© 2011 IBM Corporation Business Partner Organisation 6  (no IBM ID and password required)  Available in English, French, German, Italian, Russian, Spanish and Turkish PartnerWorld Web site – public version

© 2011 IBM Corporation Business Partner Organisation 7 PartnerWorld Web site – entitled version  IBM ID and password required (if you need an IBM ID please apply at and ask yourwww.ibm.com/account/profile profile administrator to add it to your company profile in PPS)  Available in Danish, English, Finnish, French, German, Italian, Norwegian, Russian, Spanish, Swedish and Turkish

© 2011 IBM Corporation Business Partner Organisation 8 Web Syndication  Leverage selected IBM Web content on your website at no cost to you  Lead capture capabilities for greater sales opportunities  Brand showcases feature valuable brand assets to capture more prospects with a new Dashboard feature to manage response!  Simple steps performed by your Webmaster or Marketing lead  No ongoing maintenance required

© 2011 IBM Corporation Business Partner Organisation 9

© 2011 IBM Corporation Business Partner Organisation 10

© 2011 IBM Corporation Business Partner Organisation JOIN THE IT INDUSTRY’S LEADING REWARD PROGRAM

© 2011 IBM Corporation Business Partner Organisation 12 Two primary rewards-based components: 1. Learn & Earn: Successfully complete education modules 2. Sell & Earn: Close sales to end-user customers and report into KYI KYI is an online interactive sales enablement program that is designed to foster IBM presence and brand loyalty KYI is targeted to Reps from all IBM Business partners Distributors can take part in the Education rewards Know Your IBM

© 2011 IBM Corporation Business Partner Organisation 13 Know Your IBM – the Introduction Page

© 2011 IBM Corporation Business Partner Organisation 14 Know Your IBM – the Learn Page

© 2011 IBM Corporation Business Partner Organisation 15 Know Your IBM – the Sale Page Invoice Number from BP to Client

© 2011 IBM Corporation Business Partner Organisation 16 Know Your IBM – the Reward Page

© 2011 IBM Corporation Business Partner Organisation 17 Know Your IBM Web Site – the Reward Page

© 2011 IBM Corporation Business Partner Organisation 18 Simple steps to start today 1.Register at IBM PartnerWorld 2.Log in to Know Your IBM 3.Start earning rewards  Learning Modules (Min. 4 different)  Sales Claims

© 2011 IBM Corporation Business Partner Organisation 19 Business Partner Communication  Local PW websites –BPO leader –Activities –News –Important links like Tools –Events  Communication NewsFlash –WW content + Local imput for Newsletters –Add Hoc, Bi-Weekly and Monthly –Data: PPS

© 2011 IBM Corporation Business Partner Organisation 20 PartnerWorld Contact Service Local Online Support for Business Partners  Danmark:  Mandag-Fredag kl – 

© 2011 IBM Corporation Business Partner Organisation 21 Tak for opmærksomheden

© 2011 IBM Corporation Business Partner Organisation 22 Business Partner Kick Off Business Partner University Hardware Update STGU Prague Storwize Tech Training Rack 2 Blade Value Play Training Business Partner University Business Partner Kick Off Storage Top Gun Software Day STGU Power, Copenhagen Business Partner University Hardware Update Storwize Tech Training Rack 2 Blade Value Play Training Business Partner University Storage Top Gun Business Partner Summit Software Day STGU Power, Copenhagen Business Partner University Hardware Update STGU Prague Rack 2 Blade Business Partner Kick Off Storwize Tech Training Value Play Training Business Partner University Storage Top Gun Software Day STGU Power, Copenhagen Business Partner University Hardware Update Storwize Tech Training STGU Prague Rack 2 Blade Business Partner Kick Off Value Play Training Business Partner University Storage Top Gun Software Day STGU Power, Copenhagen 1Q 2Q 3Q 4Q Denmark Sweden Norway Finland 2011 Key Business Partner Enablement Activities - Nordics Including Test Certifications Including Voucher Funding

© 2011 IBM Corporation Business Partner Organisation 23  Business Partner University –Targeting 130 x Selected BP’s cross Nordic –Brands: System x, Storage, MTS and Techline –Running both 1Q + 3Q –2 day’s training incl. Hand-on from STG truck –Test certification with Proctor from IBM Training –Website for registration, presentations ect.  Storwize Technical Training –Targeting 48 x Selected BP Cross Nordic –Local normination for T2’s –Mission: To Increase numbers of Pre-Sales for Storrwize V7000 (and Certicied) –Teaming with Arrows as Training Partner –Develop 2-days Course with IBM Training –Spend Mid-Marked Benefit Pack for funding Key Activities