1. IBM NSeries “Accelerator Day” 3 rd September 2007 IBM Manchester.

2. Objectives of “Accelerator Day” To provide good overview of the rich functions within the IBM NSeries family (and how it addresses both IT/Business issues) To underline the importance of NSeries within the IBM Storage Portfolio and how it can help grow YOUR IBM storage revenues To introduce you to some of the related solution technologies relevant to NSeries (eg Application Data security, Virtual Desktop) To offer DNS partners the opportunity to build an NSeries Business plan exploiting DNS skills in pre-sales, implementation, marketing

3. Agenda 12:00 Registration and Coffee 13:00 Welcome, Introduction and Objectives of the day Dominic Cole 13:15 Relevance and Importance of the IBM NSeries family Andrew Fitzgerald 13:30 NSeries family overview and competitive advantage Matt Watts 14:20 NSeries Demonstration Alun Griffiths 14:45 TEA / COFFEE / BREAK 15:00 Registration of opportunities and focus areas Chris Pickerill 15:15 Exploiting NSeries with Business Critical applications Matt Watts 16:00 Virtual Desktop Solutions and VMWare Cam Merrett 16:45 NSeries Business Plans and working with DNS Dominic Cole

4.  Turnover FY06 £194m in the UK  200 staff - Over 50% fully accredited consultants, integrators and technical specialists  Partner with all major storage, software, networking and security vendors  One of the largest Professional Services teams in the IT industry  UK leader in specialist IT Training Services  All of our products, solutions and services are delivered via an extensive network of channel partners  Our fundamental capability is to either deliver point products or integrated solutions or services based on our five core competencies DNS Arrow Distribution (or not)

5. About Centia: Value added distributor specialising in Access Infrastructure computing software, Thin Clients and Management Software Over 20 years experience in Access Solutions: –Access –Desktop –Security –Performance –ThinClients –Application Delivery –Virtualisation Revenue: €80M (FY06)  Employess: 120  One of Europe’s leading Citrix Authorized Learning Centers (CALC) and extensive portfolio of Citrix skills and professional services

6. Creating Business Advantage (for you)

7. Positioning NSeries in IBM’s storage portfolio - Andrew Fitzgerald

8. NSeries family overview and competitive advantage - Matt Watts

9. Introduction to Registration System & focus - Chris Pickerill

10. Consolidating the Infrastructure, saving costs AND shortening the sales cycle - Cam Merrett

11. Partnering with DNS for NSeries 1)Development of agreed NSeries Business Plan 2)Use of experienced DNS “Quote/Config” team 3)Access to existing DNS marketing campaigns and team 4)Access to DNS pre-sales expertise 5)Use of (preferential rate) of DNS post-sales 6)Funding / support for NSeries development 7)Benefit from DNS registered “Powernets” 8)Support of key relationships (eg NetApps) 9)Commitment to driving YOUR business

12. NSeries Business Plans The NSeries Plans would contain the following key information:- –Owner of the NSeries 'number'/Business Plan within the Business Partner (eg Business Development manager) –Certified people (Sales and Technical) or those people to be certified –Chosen focus customers/markets for NSeries (eg from your existing customer base or specific verticals etc.) –Suitable campaigns for chosen customer base (from above) INCLUDING DNS and BUSINESS PARTNER POWERNETS –Key messages for chosen target markets, relevant to your skills and customers’ industry –Timetable of agreed marketing campaigns, supported/provided by DNS and jointly executed/funded. –Interlock with IBM, other parties (eg NetApps, Brocade) etc to underpin the business plan –Action plan to execute with milestones, owner names/responsibilities/timescales. –Agreed funding for plan execution (marketing activities etc.)

13. What to do next…? Fill-in your feedback form (and request mtg.) Contact your DNS account manager Contact Allister Richardson or myself Dominic Cole IBM Reseller Sales Manager, DNS dominic.cole@dnsarrow.co.uk dominic_cole@uk.ibm.com (07711) 058716 (020) 8818 4086

14. I hope that you found the day both useful and informative. THANK YOU FOR COMING ….

15. IBM System Storage Infrastructure Solutions Strategies: Information Lifecycle Management (ILM): Efficiently manage information throughout its lifecycle, relative to its business value and optimising cost: Consolidate, Tiered Storage, Virtualise, Classify, Information Management, Archive and Data Retention, Compliance Business Continuity (BC): Help assure business continuity, security and data durability: Continuous availability, Rapid Recovery and Backup/Restore Infrastructure Simplification (IS): Simplify the underlying IT infrastructure and its management to help lower cost and complexity while increasing your ability to respond to changing demands: Consolidate, Virtualise and Automate

16. The IBM “Powernet” program Extend IBM (NSeries) solution offerings with approved/registered “3 rd party applications” Provide enhanced rebate for selling “Powernet” solutions into “new” customers Registered DNS “Powernet” solutions are:- –Decru (Data encryption for disk or tape) –WAFs solutions (Brocade Tapestry, Riverbed, Expand) –Kazeon (Data de-duplication) –eVault (Email Archiving) –Storage X (‘single name space’ – file virtualisation)

17. Value Products / Incentives IBM Face to Face Accounts Partner Accounts Existing Customers New Business Whitespace 20% + 5% De-Stack 10% Winback 10% IBM 0% Storage Value Products : DS8000, HE Tape, nSeries

18. PowerNet Programme IBM FTF Accounts Partner Accounts Existing Customers New Business WHITE SPACE ‘ WINBACK ’ DE-STACK IBM SEGMENTCOMPANIES COVERED IBMNamed existing IBM sector or SMB customers with Face to Face (FTF) sales coverage. ‘WINBACK’Listed new business target accounts (Sector or SMB) with FTF IBM sales coverage. DE-STACKExisting IBM customer managed by a BP, i.e. no direct IBM sales involvement WHITE SPACEA potential customer who has never bought IBM HW, or has spent nothing with IBM on HW for at least three years. N.B. Please confirm the relevant segment for your opportunities via the IBM Task ID

19. IBM’s perspective on data growth, storage challenges and trends facing customers. Challenges Trends Increasing costs Not meeting service levels or recovery targets Increased complexity Inflexibility leads to loss of business opportunities Lack of interoperability Not getting value out of the IT assets Treatment of storage as own discipline Information Lifecycle Management Tiering of storage Classes of service Virtualization Continuous availability Consolidation New applications Increasing regulatory mandates Organic growth Merger & Acquisitions Digital media (unstructured data) Document Mgmt Imaging Email & records retention Explosive Data Growth