1. 1 © 2014 IBM Corporation IBM STG Channel Marketing - Skills Know Your IBM 2015 Update

2. 2 © 2015 IBM Corporation Check out our social media pages! Click here Click here to connect to Know Your IBM What is Know Your IBM ? (1/2) Know Your IBM is learning portal designed to drive individual skills growth through various motivational and learning management techniques. Focused on the individual: Members receive communication on product specific announcements, upcoming events and notification on new education and certifications Provides focus on the education that is needed to grow skills, faster Provides rewards to INDIVIDUAL sales and technical staff for investing in building personal skills Drives next step messaging to encourage users to continue to build their skills. Click here Click here to view the KYI demo

3. 3 © 2015 IBM Corporation What is Know Your IBM ? (2/2) Participants can select a sales or technical track based on their job role. Quick-Learn Education Solution Mini-Roadmaps Guided Roadmaps to prepare for certification Certification Specialty Partner Growth Incentive (PGI) Firm level benefit KYI Individual level benefit High priority overview IBM products and offerings. Perfect for new sales person or anyone needing to know the latest on IBM products. Focus on CAMSS solution education Customized course road map based on users knowledge of content. Intended for more seasoned sales person to prepare for certification. Certification is the highest accreditation you can achieve. Intended for seasoned sales or technical person Firm level benefits for successfully achieving skills and revenue targets Know Your IBM provides an easy, personalized and rewarding way to improve your knowledge, skill and expertise.

4. 4 © 2015 IBM Corporation How do I get started with Know Your IBM? Step 1: Register To participate your firm must be a member of PartnerWorld Your firm must be active in the Partner Growth Incentive (PGI) or Specialty/Specialty Elite to receive rewards Ensure you have a PartnerWorld id and password Go to www.ibm.com/partnerworld/knowyouribm to registerwww.ibm.com/partnerworld/knowyouribm Step 2: Accept Terms & Conditions Accept the terms of the offering for your region. Ensure to set your communication preferences. To participate IBM requires your management approval. The KYI attachment can be signed by your Authorized Profile Administrator (APA) within the Partner Profiling System. If you don’t know your APA contact PartnerWorld Contact Services (PWCS)(PWCS) Step 3: Learn Click on the Learn tab in the KYI portal to be presented with the eligible education offerings. Earn reward points for successfully answering course test questions correctly. Earn more points for becoming certified. The more you learn the more you earn. Step 4: Get Rewarded View the points you’ve accrued on your account summary page. Increase your reward earning potential by migrating to higher tier levels within KYI. Use your reward points to redeem for valuable merchandise, or submit a concierge request and have our team of personal shoppers get your dream reward. Be sure to sign up for Know Your IBM communications to take advantage of different promotions trough the year.

5. 5 © 2015 IBM Corporation Know Your IBM Learning EducationDescriptionAvailabilitySales/Techni cal Cloud & Analytics Sales Education Provides education around how infrastructure plays a large role in IBM’s cloud and analytics business. Currently availableSales & Technical POWER 8 Scale OutSales and technical education to prepare partners for the Power 8 Scale Out certification. Currently availableSales & Technical POWER 8 Technical SalesSales and technical education to prepare partners for the Power 8 Technical Sales certification. Available mid FebruarySales & Technical POWER 8 EnterpriseSales and technical education to prepare partners for the Power 8 Enterprise certification. Available mid FebruarySales & Technical Linux on Power MasteryEducation intended to prepare partners to test their knowledge on IBM’s Power on Linux portfolio Currently availableSales Storage MidrangeSales and technical education to prepare partners for the Storage Midrange certification. Available late FebruarySales & Technical Storage EnterpriseSales and technical education to prepare partners for the Storage Enterprise certification. Available late FebruarySales & Technical IBM Global FinancingEducation to teach partners how to take advantage of the benefits IBM Global financing can bring to closing customer deals. Available in MarchValue See KYI website for points eligibility.

6. 6 © 2015 IBM Corporation Know Your IBM Eligible Certifications CertificationAvailabilitySales/Technical Power Systems with POWER8 Scale-out for Technical Sellers V1 Currently availableSales & Technical IBM Certified Sales Specialist - Power Systems with POWER8 V1 Available spring 2015Sales IBM Certified Technical Sales Specialist - Power Systems with POWER8 Enterprise V1 Available spring 2015Sales & Technical Linux on Power MasteryAvailable end of FebruarySales Storage MidrangeAvailable spring 2015Sales & Technical Storage EnterpriseAvailable spring 2015Sales & Technical See KYI website for points eligibility.

7. 7 © 2015 IBM Corporation For the home… …Or for yourself Merchandise For the office… KYI Community & Personalized Learning Become part of a global community of IBM Business Partners that are bolstering their knowledge and expertise. Enjoy the personalized skills roadmaps where you can view your individual progress easily KYI Community & Personalized Learning Become part of a global community of IBM Business Partners that are bolstering their knowledge and expertise. Enjoy the personalized skills roadmaps where you can view your individual progress easily KYI Rewards Earn “Know Your IBM” reward points by learning and redeem points for cool merchandise and more. * Sales Claiming ends for Q4 sales on 28th February 2015. Sales Claiming will not continue as part of the new 2015 KYI Program. KYI Rewards Earn “Know Your IBM” reward points by learning and redeem points for cool merchandise and more. * Sales Claiming ends for Q4 sales on 28th February 2015. Sales Claiming will not continue as part of the new 2015 KYI Program. New Gold, Silver & Blue Tiers 2015 KYI offering will recognise members with greater benefits as they migrate up our new rewards tiering structure. We are introducing three new tiers called Blue, Silver and Gold tier status. All members qualify for Blue level status, but by earning credits for various activities you can reach Silver or Gold level. Each status has a range of benefits from gaining bonus KYI points to accessing special promotions and events. New Gold, Silver & Blue Tiers 2015 KYI offering will recognise members with greater benefits as they migrate up our new rewards tiering structure. We are introducing three new tiers called Blue, Silver and Gold tier status. All members qualify for Blue level status, but by earning credits for various activities you can reach Silver or Gold level. Each status has a range of benefits from gaining bonus KYI points to accessing special promotions and events. Enhanced ‘Know Your IBM’ in 2015 *Reward points can only be redeemed if the Business Partner firm is member of the Partner Growth Incentive Program or an IBM Specialty partner.Partner Growth Incentive Program IBM Specialty partner. Silver Tier requires 70 tier credits Gold Tier requires 110 tier credits Everyone starts at Blue Tier

8. 8 © 2015 IBM Corporation Over 90% of participants have stated that the information in KYI modules helps them assist customers more effectively. Feedback from Business Partners “KYI is a great way to discover all of the resources available to business partners. It can help everyone perfect their product knowledge and provide the highest quality of service, from the sales force to engineers to customer service representatives.” Partner from France “This program has helped me to made big success and keeps me in touch of all the exciting new technology. When you discuss technical solutions with your customer or talking of Return Of Investment, knowledge could be the difference between selling success or not.” Partner from Sweden

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10. 10 © 2015 IBM Corporation Step 1 & 2: Registration and Accepting Terms of the Offering 1.In order to participate in Know Your IBM, you’ll need to be a member of PartnerWorld and have a country enterprise ID. You can register with IBM PartnerWorld as a Business Partner using the following link: http://www- 2000.ibm.com/partnerworld/pwhome.nsf/weblook/pub_join_allBPs.htmlhttp://www- 2000.ibm.com/partnerworld/pwhome.nsf/weblook/pub_join_allBPs.html 2.Your company’s Authorised Profile Administrator (APA) needs to approve the Know Your IBM agreement. Go to www.ibm.com/partnerworld On this page click on Member sign-in On this page sign in using your IBM ID and password. On this page on the right hand side click on Update your profile. On this page click on Update your company profile. On this page click on manage pending agreements. On this page under Country enterprise agreements click on the company's name next to the Know Your IBM agreement. For additional assistance contact PartnerWorld Contact Services (PWCS)(PWCS) Once you have accepted the KYI agreement, you can proceed to logging into the KYI portal.