1. © 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. 1 Industry Solutions Software Smarter Commerce - Business Partner Guide Value Propositions 1

2. © 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 Smarter Commerce can help transform every phase of the commerce cycle Buy Drives intelligent, adaptive and optimized extended supply chains based on customer demand Market Creates personalized and relevant offers with unified cross-channel marketing Service Anticipates behavior and delivers flawless customer service across all channels Sell Enables customers and partners to buy what they want, when and where Sourcing, controlling and procurement of goods and services Targeted and personalized marketing across all customer interactions Selling and fulfillment of products and services across all channels Servicing customer needs across all interaction channels MarketBuy Service Sell Customer InsightStrategy Engagement Market opportunity

3. © 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 Market Opportunity TARGET CLIENT SIZE >1000 = 62% 100 – 999 = 19% 1 – 99 = 15% Non Business = 4% $78 billion in opportunity for 2011 Growing 3x faster than overall IT opportunity Smarter Commerce Market opportunity Market Opportunity Source: IBM Market Analysis (GMV). 091111 Alisa Macklin BP Summit Presentation V2. Amounts reflect IBM internal estimates, are provided for illustrative purposes only and are not meant to represent or guarantee opportunity in any business segment.

4. © 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 Smarter Commerce Portfolio / Solution Overview Portfolio overview CORE BUSINESS PROCESS OFFERINGS Buy Market Sell Service  Supplier Integration & Management  Supply Chain Management  Payments and Settlements  Customer Awareness & Analytics  Social Media Marketing  Cross-channel Campaign Mgmt  Digital Marketing Optimization  Cross-channel Selling  Order Management & Fulfillment  Customer Integration & Collaboration  Store Solutions  Payments & Settlements  Delivery, Service, & Support  Customer Self-Service  Case Management Retail Store Solutions

5. © 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 Portfolio Value Propositions Value Propositions IBM is creating, defining and making this market; a key component in IBM’s global revenue growth objectives. Strategic acquisitions – over $2.5B since 2010 Comprehensive enablement and technical resources Generous marketing and demand generation assistance Formalized Business Partner Program to enhance partner margin Unique incentives for identifying, recommending and co-selling IBM SaaS software offerings Why Partner with IBM around Smarter Commerce?

6. © 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 Business Partner Reference – Smarter Commerce Reference  IBM Premier Level Partner in Partner World  A premier provider of cross-channel commerce solutions that enable a smarter, more personalized shopping experience.  More than 14 years of experience delivering business strategy, implementation and managed services for B2B & B2C.  Sell to business decision makers that drive cross-channel customer experience  First SVP Retail Industry Certified IBM Business Partner  Recipient of multiple IBM excellence awards over several consecutive years Awards o 2010 Beacon Award for Outstanding Business Agility Solution o 2010 IMPACT ”Smart SOA Award” Finalist o 2009 IMPACT “Best in Show” o 2009 Beacon Award Finalist for “Best Overall ISV Solution- Cross Channel Commerce”  Current WS Commerce partner, ramping up support for Unica & Sterling Commerce  Completed the new Smarter Commerce Capability Authorization

7. © 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. 7 Business Partner Profile Partner Profile  Value driven, solution oriented  Revenue predominantly in Services (typically 80% of total revenue)  Small sales organization that is highly dependent on IBM SSRs  Works roughly 5-7 deals/year  Velocity driven, transaction oriented  Revenues mostly in resale or SVI revenue, some adjunct services  Larger sales organization that is highly dependent on customer budget and renewal stream  Works roughly 15-20 deals/year/rep Profile of Traditional Reseller Profile of High Volume Reseller

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. 5 Quick Steps to Get Started Visit the Smarter Commerce PartnerWorld Site to access Business Partner sales and marketing tools and materials and trainingSmarter Commerce PartnerWorld Site Get started Get started on your Smarter Commerce Capability Authorization Plan to maximize your profitability & your team’s education path by reviewing the Software Value Plus (SVP) & Software Value Incentive (SVI) criteria & product categories.Software Value Plus (SVP) Software Value Incentive (SVI) Educate your Sales and Delivery Teams & become SVP Authorized to resell Smarter Commerce 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 8 1 2 3 4 5 Resources Join PartnerWorld Join PartnerWorld to become an IBM Business Partner, then…

9. © 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 Resources – Smarter Commerce Key People:  John Ehmann, WW Director Smarter Commerce CONTACT: 1-614-873-2620, ehmann@us.ibm.com  Melinda Matthews, Director - WW SWG Industry Solutions Sales, Business Partners CONTACT: + 44-207-021-9044, MELINDA@uk.ibm.com  Stasie Fishman, WW Channel Business Development Executive CONTACT: 1-516-349-3359, stasie@us.ibm.com Resources Key Places:  Become a Business Partner:  Join PartnerWorld Here Join PartnerWorld Here  Visit the Smarter Commerce Partner World page  Start your journey here Start your journey here  Smarter Commerce White Board Demo  Access this hereAccess this here  Smarter Commerce Capability Authorization  Start your journey hereStart your journey here  Smarter Commerce Global 2012 Summits  Learn moreLearn more