1. © 2012 IBM Corporation IBM Security Systems 1 © 2012 IBM Corporation 2013 EMEA Security Sales and Tech Sales Academy Feb 4-8 2013 – Prague, Czech Republic IBM Security Systems

2. © 2012 IBM Corporation IBM Security Systems 2 © 2012 IBM Corporation

3. IBM Security Systems 3 © 2012 IBM Corporation Time TopicSpeaker 13:00 – 13:10Welcome / IntroductionBob Kalka, Director, Technical Professionals and Enablement 13:10 – 13:402013 Sales PrioritiesTodd Bacon, VP, WW Sales IBM Security Systems Diego I Navarrete Iacobi,Director, Security Systems Europe Sales 13:40 – 14:152013 Security StrategyTom Turner, VP, of Marketing IBM Security Systems 14:15 – 14:45Cloud and Mobility WhiteboardBob Kalka, Director, Technical Professionals and Enablement 14:45 – 15:15Selling with Business PartnersCarola Cazenave, Director WW Channels, IBM Security Systems Steve Durkin 15:15 – 15:45Break 15:45 – 16:15Executive Roundtable Q&ATom Turner, VP, of Marketing IBM Security Systems Todd Bacon, VP, WW Sales IBM Security Systems Diego I Navarrete Iacobi,Director, Security Systems Europe Sales Bob Kalka, Director, Technical Professionals and Enablement Carola Cazenave, Director WW Channels, IBM Security Systems 16:15 – 17:00Pipeline Management 101Susan Peterson 17:00 – 17:45Customer or BP PerspectiveTBD – client or BP speaker to be identified 17:45 – 18:00Enablement and ExpectationsJoe Carusillo, Manager, WW Security Sales Enablement Security EMEA Academy: Main Tent Date: Tuesday, Feb 5 (Afternoon) Meeting Room: Congress Hall Audience: All Security Sales & Tech Sales, Architects and Business Partners

4. © 2012 IBM Corporation IBM Security Systems 4 © 2012 IBM Corporation EMEA Security Academy: Sales Track Date: Wednesday, February 6 th Meeting Room: Congress Hall Audience: Sales Reps and BP’s TimeTopicSpeaker 08:00 – 08:30Pre-Read Quiz 08:30 –10:00Identity and Access Management What’s new and review of competition Rep Case Study 1 and 2 (Win or Loss) Q&A on pre-read and new materials Mike Campbell Sales Rep 1 Sales Rep 2 10:00 – 10:30Break 10:30 – 11:00BP Session(Select best session from CTP track) 11:00 – 12:30Threat What’s new and review of competition Rep Case Study 3 and 4 (Win or Loss) Q&A on pre-read and new materials Craig Stabler Sales Rep 3 Sales Rep 4 12:30 – 13:30Lunch 13:30 – 14:00Pricing Plays Dee O’Connor 14:00 – 14:30zSecure Update Robert Kennedy 14:30 – 15:30Integrated Demo and exercise Filip Schlepers 15:30 – 16::00Break 16:00 – 17:30App Security What’s new and review of competition Rep Case Study 5 and 6 (Win or Loss) Q&A on pre-read and new materials Robert Kennedy Sales Rep 5 Sales Rep 6 17:30 – 18:00Partnering with Security Services Julien Meyrick 18:30Organized Dinner

5. © 2012 IBM Corporation IBM Security Systems 5 © 2012 IBM Corporation EMEA Security Academy: Sales Track Date: Thursday, February 7 th (Morning) Meeting Room: Congress Hall Audience: Sales Reps and BP’s TimeTopicSpeaker 08:00 –10:00Security Intelligence, Analytics & Compliance What’s new and review of competition Rep Case Study 7 and 8 (Win or Loss) Review of Q1 Labs ToB actions Q&A on pre-read and new materials Faustino Sanchez Sales Rep 7 Sales Rep 8 Joe Skocich 10:00 – 10:30Break 10:30 – 11:00Social Selling or Marketing Update TBD 11:00 – 11:45Academy Closing Exam 11:45 - 12:15Call to Action Diego and Gyorgy Racz (separate rooms or together?) 12:30 – 13:30Lunch 13:30 – 18:00IMT First Workshops

6. © 2012 IBM Corporation IBM Security Systems 6 © 2012 IBM Corporation Sales Rep session nominations

7. © 2012 IBM Corporation IBM Security Systems 7 © 2013 IBM Corporation EMEA Security Academy : Technical Sales Tracks Mon., Feb. 4 10:00 -13:00Registration & Lunch 13:00 – 18:00Technical Enablement Kickoff: -Opening Remarks (0.5 hours) (Domenico Raguseo) -Update on IBM’s Security Strategy and Roadmap (1.5 hours) (Marc van Zadelhoff?) Workshop: IBM’s Security Intelligence Story and Value Proposition (2 hours) (Jeff Paddock) Tues., Feb. 5 8:00 – 9:00Business Partner Presentation I - PireanBusiness Partner Presentation II – IT Cube 9:15 – 12:00Track 1: IBM Application Security (Bob Kennedy, Colin Bell) Track 2: AppScan Advanced (Alexei Pivkine) Track 3: QRadar Advanced (Martin Ryan) Track 4: ISIM Advanced (John Sullivan) Track 5: ISAM Advanced (Emmanuel Fauconnier) Track 6: Architecture Track 7: Select from Tracks 1-6 12:00 – 13:00Lunch 13:00 – 18:00Main Tent (Sales and Technical) 18:00 – 19:00Management Meeting Wed., Feb. 6 8:00 – 9:00Workshop: IBM’s Mobile Security Story and Value Prop (Vijay Dheap) 9:15 – 16:45Track 1: IBM Security Intelligence Solutions (Faustino Sanchez, Mike Stuyt) Track 2: AppScan Advanced (Alexei Pivkine) Track 3: QRadar Advanced (Martin Ryan) Track 4: ISIM Advanced (John Sullivan) Track 5: ISAM Advanced (Emmanuel Fauconnier) Track 6: Architecture Track 7: Select from Tracks 1-6 17:00 – 18:00Business Partner Presentation III - OmintechBusiness Partner Presentation IV Thurs., Feb. 7 8:00 – 9:00Business Partner Presentation V - OmintechBusiness Partner Presentation VI 9:15 – 15:45Track 1: IBM Security Threat Management (Karl Sigler, Sales Enablement TBD) Track 2: AppScan Advanced (Alexei Pivkine) Track 3: QRadar Advanced (Martin Ryan) Track 4: ISIM Advanced (John Sullivan) Track 5: ISAM Advanced (Emmanuel Fauconnier) Track 6: Architecture Track 7: Select from Tracks 1-6 16:00 – 18:00How to present and demo IBM's Integrated Security Strategy, Solutions & Value Prop (focus on CTP Café) (Filip Schepers, Johan Beckers) Fri., Feb. 8 8:00 – 12:00Track 1: IBM Security Identity & Access Mgmt (Mike Campbell, Jim Gallece) Track 2: AppScan Advanced (Self-paced activities) Track 3: QRadar Advanced (Martin Ryan) Track 4: ISIM Advanced (John Sullivan) Track 5: ISAM Advanced (Emmanuel Fauconnier) Track 6: Architecture Track 7: zSecure Track 8: Threat 12:00 – 13:00Lunch 13:00 – 15:00Track 1: IBM Security Identity & Access Mgmt (Mike Campbell, Jim Gallece) Track 2: Presentation & Demonstration of Results Track 3: Presentation & Demonstration of Results Track 4: Presentation & Demonstration of Results Track 5: Presentation & Demonstration of Results Architects to join final presentatio ns Track 7: zSecure Track 8: Threat

8. © 2012 IBM Corporation IBM Security Systems 8 © 2013 IBM Corporation Summary – Technical Tracks for Europe/CEE Academy Track 1 - Security Generalist Track –Description: Covers the entire Security portfolio (1 pillar per day) –Target Audience: Security Generalists, New CTPs, Business Partners Tracks 2 - 5: Advanced Tracks (AppScan, QRadar, ISIM, ISAM) –Description: Focus on practical hands-on activities, use cases, PoC implementation, best practices sharing and team building. Teams will be given a challenge to work on during the academy with results presented on the final day. –Target Audience: Specialists, CTPs in need of building in-depth skill in a specific pillar Track 6: Architect Track –Description: Addresses advanced topics relevant to the Architect community, including Mobility solutions, Overall appliance strategy, Cloud Security, Industry Trends, Integration themes, and Application development themes –Target Audience: Security Architects Track 7: zSecure Track –Description: 1-day track focused on latest zSecure release, use cases and best practices. zSecure specialists with choose one track from Tracks 1-6 to attend Tuesday-Thursday, and will attend the zSecure session on Friday –Target Audience: zSecure Specialists Track 8: Threat Specialist Track –Description: 1-day track for Threat specialists. The specialists will attend Track 1 Tuesday-Thursday, and will attend the additional Threat session on Friday –Target Audience: Threat Specialists