1. PartnerWorld © 2010 IBM Corporation ibm.com/partnerworld PartnerWorld Program PartnerWorld Contact Services… We’re here to Help

2. © 2010 IBM Corporation 2ibm.com/partnerworld PartnerWorld Program PartnerWorld & PWCS: WHAT IS PARTNERWORLD?  PartnerWorld is the IBM Business Partner program –For all partners: Reseller, Solution Provider, System Integrators, Distributors and ISVs. –It offers wide range of sales and marketing tools, skill-building courses, technical support and collaborative opportunities to support your business. –PartnerWorld gives easy access to the offerings needed to innovate for competitive advantage, grow business and drive increased profit.

3. © 2010 IBM Corporation 3ibm.com/partnerworld PartnerWorld Program PartnerWorld Level 7 points, incl. 3 for IBM certifications, 1 technical, 1 sales are required 25 points, incl. 6 for certifications, 2 technical, 2 sales. Approved PartnerPlan. Member Advanced Premier HIgh investment by Business Partners Medium investment by Business Partners General Support Introduction to the IBM Portfolio Joint marketing planning Special benefits Expanded Marketing- and Sales Support Expanded Skills and technical enablement PartnerWorld Resources PartnerWorld & PWCS: WHAT IS PARTNERWORLD?

4. © 2010 IBM Corporation 4ibm.com/partnerworld PartnerWorld Program PartnerWorld Benefits... PartnerWorld & PWCS: WHAT IS PARTNERWORLD?

5. © 2010 IBM Corporation 5ibm.com/partnerworld PartnerWorld Program  IBM Value Package: Purchase this optional comprehensive benefits package and receive critical resources to help you more effectively develop and sell IBM software. The Value Package includes access to IBM software, reimbursement for IBM education leading to certification, IBM software technical support, and more!  US$2000  A discount of 200US$ is available if a VP has been purchased and is renewed within 30 days before the expiry date.  IBM Software Access Option: Purchase of the Software Access Option entitles your company use of the Software Access Catalog. The Software Access Catalog includes access to a wide variety of IBM software products by download (or on CD for an additional fee).  US$795 PartnerWorld & PWCS: WHAT IS PARTNERWORLD?

6. © 2010 IBM Corporation 6ibm.com/partnerworld PartnerWorld Program Value Packet (VP) & Software Access Option (SAO) Benefits BenefitMemberAdvancedPremier Software-Downloads and CDs for demonstration, evaluation, development and testing purposes, as well as internal education Available with the VP and SAO Run your business software Available with the VP and SAO You pass we pay programme Available with the VP Max. 6000 US Dollar Available with the VP Max. 15.000 US Dollar 6000 US Dollar per person Available with the VP Max. 50000 US Dollar 6000 US Dollar per person Techline – technical presales support via phone and website Available with the VPAvailable without the VP Middleware Integration and Implementation Support Available with the VP Solution Assurance Assistance Available with the VP Middleware Technical Sales Consultancy (Technical Mentoring) 2 instances - Available with the VP 4 instances - Available with the VP Sales and marketing centre/briefing centres Available with the VP Middleware Critical Implementation Support 2 instances - Available with the VP https://www-304.ibm.com/jct09002c/partnerworld/mem/valuepack/index.html PartnerWorld & PWCS: WHAT IS PARTNERWORLD?

7. © 2010 IBM Corporation 7ibm.com/partnerworld PartnerWorld Program IBM Hardware Mall  The systems listed in the IBM Hardware Mall are available for :  Developing, upgrading, evaluating, porting, migrating, modernizing, optimizing, demonstrating, maintaining and marketing your programs and solutions.  Products:  Power Systems - IBM i  Power Systems - AIX  System z  Storage  Point of Sale  Power Systems software  Link:  https://www-304.ibm.com/jct01005c/isv/welcome/hwmall.html PartnerWorld & PWCS: WHAT IS PARTNERWORLD?

8. © 2010 IBM Corporation 8ibm.com/partnerworld PartnerWorld Program Techline  Presales HW Support for all Advanced + Premier BPs and Member BPs with the Value Package.  http://www.ibm.com/partnerworld/techline http://www.ibm.com/partnerworld/techline To request a pin code - select Phone access PartnerWorld & PWCS: WHAT IS PARTNERWORLD?

9. © 2010 IBM Corporation 9ibm.com/partnerworld PartnerWorld Program Web Syndication  Benefits for you:  Web syndication is available at no cost to you!  Leverage IBM's Web content within your own site with minimal effort.  Customized for your Web site to include only the IBM products and services that you carry.  Content is updated regularly.  Set up is simple and generally takes less than an hour.  No ongoing maintenance necessary  How Web Syndication can benefit your company:  Transform your Web site into a powerful tool your sales team can use in presentations with prospects and existing clients.  Enable your team to send prospects to your Web site for in- depth product and service information.  Free up people and resources for other strategic projects.  Demonstrate your expertise and the depth of your relationship with IBM Services, Software, and Systems.  Retain customers and prospects on your Web site for all the information they need. Web Syndication is a free of charge program for IBM Business Partners. The program enables you to add IBM's Web content to your own site with minimal effort. The System offers ready made information about : Services, Software* and Systems for your own website. How to enroll Link: http://www.ibm.com/partnerworld/syndication Choose your product group and fill out the short online registration form. Within 1-2 weeks you will receive:  a link to your showcase(s) for review  a script source which you will add to your Web page  documentation to assist you with integration and optimization of the script source for your showcase(s) *content are only available in US English PartnerWorld & PWCS: WHAT IS PARTNERWORLD?

10. © 2010 IBM Corporation 10ibm.com/partnerworld PartnerWorld Program IBM Campaign Designer  Campaign Designer is a Web-based application that makes it fast, simple and affordable to create customized, end-to -end marketing campaigns as well as your emailing marketing campaigns, in less than one hour.  Campaign Designer Benefits –Fast and simple application –Cost effective –Different language options  What can you create? –Postcards –Flyers –Self mailers –Event invitations –E-mailing http://www.ibm.com/partnerworld/campaigndesigner Interested? Register for free: http://www.ibm.com/partnerworld/campaigndesigner PartnerWorld & PWCS: WHAT IS PARTNERWORLD?

11. © 2010 IBM Corporation 11ibm.com/partnerworld PartnerWorld Program Know your IBM  The idea behind KYI  Know your IBM (KYI) is the loyalty and skills program of IBM PartnerWorld  It rewards Business Partners employees for their sales achievements –and successfully completed online training modules  As easy as collecting airmiles! The attendees will be rewarded points which they can exchange for products within the Reward Catalogue  Anything from iPods to your dream holiday or a prepaid credit card –And if you are lucky you can win a place at the IBM study tour  Register now! www.ibm.com/partnerworld/knowyouribm  To redeem your prices...  http://www.KYIRewards.net PartnerWorld & PWCS: WHAT IS PARTNERWORLD?

12. © 2010 IBM Corporation 12ibm.com/partnerworld PartnerWorld Program Virtual Innovation Center  On demand access point  Personalized assistance  Virtual mentoring via live chat and e-mail in eight languages  On-line education, porting and migration assistance to build skills & complete projects  Connection to deep, hands-on support provided by the IBM Innovation Centres http://www.ibm.com/partnerworld/vic Need access? Contact vicsup@us.ibm.com PartnerWorld & PWCS: WHAT IS PARTNERWORLD?

13. © 2010 IBM Corporation 13ibm.com/partnerworld PartnerWorld Program IBM Innovation Center  Helping Business Partners around the world design, develop, port and test applications  Architectural design and implementation consulting  Porting, migration and testing services in secure labs  Multi-product integration activities including: Proofs of concept, validations, and scalability testing  Latest hardware, software and development tools  Workshops and seminars  Face-to-face and remote http://www.ibm.com/partnerworld/iic PartnerWorld & PWCS: WHAT IS PARTNERWORLD?

14. © 2010 IBM Corporation 14ibm.com/partnerworld PartnerWorld Program IBM Logos for Business Partner IBM is offering a selection of Logos which can be used by qualified IBM Business Partners. The logos are intended for the following purposes  To show the connection between IBM and the business partner  To highlight a qualification or certification  Identification of education and innovation centres  https://www-304.ibm.com/jct01005c/partnerworld/mem/mkt/mkt_emblem.html PartnerWorld & PWCS: WHAT IS PARTNERWORLD?

15. © 2010 IBM Corporation 15ibm.com/partnerworld PartnerWorld Program IBM PartnerWorld IBM PartnerWorld supports Resellers Consultants & Integrators ISVs Base benefits Marketing Selling Technical Training Collaboration Targeted initiatives and offerings for IBM Business Partners Virtual Innovation Center IBM Innovation Center Techline Systems Subject Matter Expert Program PartnerWorld Industrie Networks and much more www.ibm.com/partnerworld Benefits are tiered by Premier, Advanced and Member membership levels Value Package benefits Access to sales and marketing centers Access to IBM Software Presales technical support Tuition reimbursement Join at no charge! PartnerWorld & PWCS: WHAT IS PARTNERWORLD?

16. © 2010 IBM Corporation 16ibm.com/partnerworld PartnerWorld Program PartnerWorld Contact Services PartnerWorld & PWCS: WHO ARE PWCS?

17. © 2010 IBM Corporation 17ibm.com/partnerworld PartnerWorld Program  PartnerWorld Contact Services is the Team dedicated to supporting Partners in PW Program enabling them to maximise the benefits and offerings available to them.  As a support team we are on hand to help with all PW Program related queries, large or small.  PWCS offers more than just the traditional inbound support team structure, reacting quickly to Partners & IBMers needs  We deliver proactive activity in direct conjunction with the in-country needs  Supporting recruitment drives / participating in IBM/BP Events / promoting new tools, systems or processes / Driving awareness of programs and benefits  PWCS Structure:  Dedicated support team of 50 FTE for EMEA Business Partners  Fully blended team; all agents cross-skilled in all PW areas & contact media (Phone, email, chat)  Support for BPs in over 100 different countries  22 native languages  Based in Greenock, Scotland  also locations in Bratislava, Istanbul and Israel  Volumes average monthly: –>4k Inbound Calls, >1.5k Outbound Calls, >3.4k emails. >0.5k chats PartnerWorld & PWCS: WHO ARE PWCS?

18. © 2010 IBM Corporation 18ibm.com/partnerworld PartnerWorld Program  Centre of Competence for the PartnerWorld Programme –not just for BPs, but for IBMers too  First point of contact for BPs for all issues, not just PartnerWorld specific  Single point of access to many of the services offered to IBM Business Partners –eg SW downloads, demo kit etc.  Diverse & expanding portfolio of support (VIC, Web, CMT)  Proactive activity –eg Value Package calls, Datascrub calls, Promotion calls, Telemarketing calls, Education calls –What can we help with? Administration: Passwords & IDS, PPS Database, Profile Maintenance Marketing & Selling: information on & access to a range of tools & resources to help you sell Training & Certification: help you understand the requirements, take advantage of the opportunities Technical Resources & Support: explain the various types of support at your disposal Products & Services: guide you to the sources of help and information that make your job easily –What value do we bring? High FAR (First time fix – first access resolution) Expertise PW Web Navigation The provision of BP training, remote & F2F Promote new events and support client in registration process Advise clients on new entitlements and benefits available to them & encouraging the usage Verify client contact details to ensure accuracy of communication Advertise service to prospective clients to recruit new clients PartnerWorld & PWCS: WHAT CAN PWCS DO FOR YOU?

19. © 2010 IBM Corporation 19ibm.com/partnerworld PartnerWorld Program PWCS EMEA Activities Countries supported : Austria, Germany, Switzerland, Belgium, France, Netherlands, UK, Denmark, Finland, Norway, Sweden, Italy, Spain, Portugal, Greece, Czech Republic, Hungary, Slovenia, Poland, Romania, Russia Welcome / Advanced welcome Event Promotion & Registration BP Onboarding High Volume Incentives Telemarketing Web support & Development BP Registration Approvals Drive 2 Web First Access Resolution PPS Maintenance & Updates Marketing & Selling Resources Training & Certification Technical Resources PW Benefits Products & Services EducationCo MarketingDatascrubsPartnergrowthRecruitment INBOUND OUTBOUND Phone Inbound Phone Outbound email Sametime Chat Reactive Web Chat Proactive Web Chat

20. © 2010 IBM Corporation 20ibm.com/partnerworld PartnerWorld Program PartnerWorld Contact Services - How to find us Phone, email, or chat live with us now……..  The team is available Monday to Friday from 8am - 5.30pm