1. The Fillmore Group Use TFG Services to Close Q2 Sales

2. Agenda : Introduction to The Fillmore Group Software + Services + Training Strategy Lower cost services – do the math! Quickstart services offerings People you should know – Golds and Champions How to engage Realistic expectations

3. 3 Takeaways: When to propose partner services to support an open sales opportunity What is in a complete solution? How to engage TFG to help

4. The Fillmore Group, Inc. Frank Fillmore, DB2 Gold Consultant, IBM Champion Technical Support and Consulting/Lab Services, GBS IBM Authorized Training Partner IBM Information Management Software Reseller

5. Services: Implementation and tuning for: DB2, Optim, Guardium, Information Server Replication, DataStage, Informix, Netezza, IDAA

6. IBM Information Management 2011 Training IBM Authorized Training Partner Classes delivered in Towson, MD IM classes support products sold Info Server, DataStage, Q Rep, ICDC, DB2 Performance Tuning, InfoSphere Data Architect, and more at: www.thefillmoregroup.com

7. Software + Services + Training = A Complete Solution + A Confident Customer Software needs to installed and configured Customers need to understand how to tune and support Satisfied customers buy more!

8. Example 1. Services and Training Total project budget = $250K Implementation at $275/hour for 4 weeks = $44K Training for 3 DBAs = $13K $250 - $44 - $13 = $193K remains for software

9. Example 1. Services and Training Total project budget = $250K Implementation at $175/hour for 4 weeks = $28K Training for 3 DBAs = $8K $250 - $28 - $8 = $214K remains for software $$$$ 21K MORE FOR SOFTWARE! $$$$

10. Example 2. Lab Services and No Training Total project budget = $450K Implementation at $275/hour for 8 weeks = $88K Customer says no training needed $450 - $88 = $362K remains for software

11. Example 2. Lab Services and No Training Customer purchases software 6/30/12 Lab Services starts 8 week implementation 9/10/12 Solution in production 11/5/12 Solution stable for 4 weeks; crashes 12/3 Customer defers planned year end purchases while issues are resolved.

12. Example 3. Training and Services Total project budget = $300K Implementation at $275/hour for 6 weeks = $66K Training for 3 DBAs = $13K $300 - $66 - $13 = $221K remains for software

13. Example 3. TFG Training and Services Total project budget = $300K Training for 3 DBAs = $7K 40 hours onsite planning and mentoring = $7K 150 hour retainer for remote support = $21K $300 - $7 - $7 - $21 = $265K remains for software $$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$

14. Quickstart Offerings: Netezza for DB2 Users Data Forensic Analysis and Extraction Data Studio Q-Replication Administration Console DB2 License Audit Review Data Studio Developer and Optim pureQuery Runtime InfoSphere Data Architect Quickstart Q Replication Quickstart

15. DB2 Gold Consultants and Champions IBM sponsored programs 40+ DB2 Gold Consultants worldwide 150 Champions worldwide Authors, instructors Bloggers High visibility within IBM

16. When to engage The Fillmore Group: Your customer expresses concerns about the implementation cost and/or completion date Your customer is implementing an IBM solution for the first time and is unfamiliar with Redbooks, opening a PMR, developerWorks, and other IBM resources. Your customer ASKS for a complete solution - !

17. How to engage The Fillmore Group Call or email: The Fillmore Group 410-465-6335 Kim May, kim.may@thefillmoregroup.com, 443-956-0288kim.may@thefillmoregroup.com

18. Realistic Expectations Customer introduction Delivered Statement of Work Rapid response Competitive pricing – not free services Co-op via SVI and MAYBE free services

19. Thank you Kim May, Vice President Business Development Frank Fillmore, President, The Fillmore Group (410) 465-6335 www.thefillmoregroup.com/blog