1. IBM Channel Marketing External Speed Sheet - SMB Marketing Program Manager: Sandra Jolla SMB Sales Executive: Pierre Montminy Date: 11/27/07 4Q ‘07 ENABLEMENT DEPLOYMENT NameDescriptionDate Sales Dashboard UPDATED 4Q Quarterly Sales Plays Each quarter, IBM creates targeted sales plays across all our product lines that specifically address mid-market customer's most burning pain points. Look for these plays on the Business Partner Sales Dashboards. PartnerWorld Express Advantage SMB Business Partner Sales Dashboard https://www-304.ibm.com/jct09002c/partnerworld/mem/strategy/smb_mktsell_dashboard.html New 4Q Plays Quarterly SMB INCENTIVES NameDescriptionDateAnnouncement Ltr # IBM System i, System p, incentives for SMB Eligible Business Partners can receive an incentive when they purchase new System i, System p products for end users identified as SMB. Modification ANNCLTR #507-526, #507-527 OngoingANNCLTR: 507-526; 507-527 IBM System i, System p incentives for Public Sector Eligible IBM Business Partners can receive 5% additional discount off IBM list price when they acquire, for an End User* identified as a qualifying Public Sector Enterprise*, eligible new IBM System i™ and system p products for installation as a new system, or upgrade or feature addition to an existing system. OngoingANNCLTR # 507-526 507-528 2007 SWG SMB Incentive The IBM Cash to Close Program provides funding for an activity or event to help progress or close a current Business Partner-identified SMB opportunity, not previously forecasted to close in the 3Q. Opportunities must by nominated by a Business Partner's IBM sales rep or IBM marketing manager. For detailed program guidelines and to obtain a nomination form, contact Doug Fiesel at dfiesel@us.ibm.com.Doug Fiesel dfiesel@us.ibm.com On-going Nominations IBM System p New Customer Business Partner Program Business Partners can receive an additional discount for new FIE sales with an additional percent when the account is a qualifying SMB customer. Once approved, the Business Partner can receive the additional discount on all sales for 24 months from approval date. This program IS combinable with #506-056 below. On- going 507-601 507-599 Incentive: IBM System x SMB New Customer IBM System x 2007 Business Partner SMB new customer incentive Eligible IBM Business Partners can receive incentive payments for EDI or Web- based reported sales of eligible new System x, BladeCenter, and IntelliStation products, once they have reached a minimum sales revenue target. 07/03/07ANNCLTR #507592 2007 First-in- Enterprise/SMB Business Partner Storage incentive IBM System Storage 2007 First-in-Enterprise/SMB Business Partner incentive Eligible IBM Business Partners can receive an incentive payment for one qualifying sale of eligible new IBM storage product(s) in a storage product category to an End User who is an IBM-approved First-in-Enterprise Effective 06/19/07 Announcement letters 507- 570. 2007 ServiceElite Hardware Maint. Incentives -System i & System p rebate program with SMB accelerator payment. -Warranty Service Upgrade sold on System p and System Storage. Ends 12/31/07 ANNCLTR 507-643 507-644 Business Continuity Specialty Co-marketing Specialty Business Partners earn $3K email/telenurturing package for lead generation; and a host of enablement roadmaps and solutions design assistance through the Business Continuity Specialty Zone on the VIC. http://www-304.ibm.com/jct09002c/isv/pw_solutions/bus_continuity/benefits.html Ongoing Lead Pass Program Firms may earn lead pass fees (5%, $50K maximum) on opportunities identified and passed to IGS that close for: ITS, BCS, ebHS, ITES, BCRS, & SO SMB. The hardware maintenance Lead Pass fee payment was modified to include System i used features. Also eligible, machines submitted as opportunities that are prepaid, annual or multi-year contracts, sold at time of hardware sale. OngoingCC0511-275 Nov 16, 2005 506-330 Dec 19, 2006

2. Channel Marketing Speed Sheet – SMB SMB Program Manager: Sandra Jolla Date: October 9, 2007 Enablement Deployment NameDescriptionDateStatus IBM PartnerWorld Express Advantage PartnerWorld Express Advantage provides IBM Business Partners who sell in the high-growth mid-market the offerings, tools, education, incentives, and resources they need to effectively sell products, solutions and services. IBM Express Advantage Guide Ongoingwww.ibm.com/partnerworld/smb http://www- 1.ibm.com/partnerworld/pwhome.nsf/web look/pub_strategies_smb_about.html One stop access to SMB targeted sales and marketing resources and tools to use with your clients during each phase of the sales cycle. Ongoinghttps://www- 304.ibm.com/jct09002c/partnerworld/me m/strategy/smb_mktsell_dashboard.html New to the PWEA portal - Sales enablement and education for the area of Resiliency and Security Ongoinghttp://www.ibm.com/partnerworld/smb/inf rastructure SMB MI Marketplace Assessments Americas Small and Medium Business Market Assessment Americas Small and Medium Business Market Assessment Predicts that the Americas SMB market will spend an estimated $187 billion on IT-related products and services in 2007, growing at a rate of 6.3% over 2006. Ongoinghttps://www- 304.ibm.com/jct09002c/partnerworld/me m/strategy/smb_mktsell_mpa.html “Go To" resource for industry based market information, and detailed explanations of industry-wide business challenges specific for SMB Ongoinghttps://www- 304.ibm.com/jct09002c/partnerworld/me m/strategy/smb_offerings_ind.htmlhttps://www- 304.ibm.com/jct09002c/partnerworld/me m/strategy/smb_offerings_ind.html IBM Express Advantage Offerings To increase IBM’s consideration, preference and revenue in the Mid-Market customer set. Leveraging the Express Portfolio of Offerings as building blocks in On Demand Solutions. Ongoing http://www- 1.ibm.com/partnerworld/pwhome.nsf/web look/pub_strategies_smb_express.htmlhttp://www- 1.ibm.com/partnerworld/pwhome.nsf/web look/pub_strategies_smb_express.html SMB College Enhance Business Partner knowledge of SMB, the marketplace and solutions Ongoing http://www- 304.ibm.com/jct03004c/services/weblectures/dl v/Gate.wss?handler=Default&sequence=1&cus tomer=partnerworld&offering=pw2&action=toc &itemCode=pw_smb_col&curriculum=pw_smb _col&category= Built On IBM Express Advantage Offerings New mark that is available to IBM Business Partners that include IBM Express Portfolio offerings in their qualified solutions/services http://www.advantage.showmail.tv/boe/ http://www.advantage.showmail.tv/boe CC LTR # 0504-094 http://www- 1.ibm.com/partnerworld/pwhome.nsf/weblook/p ub_strategies_smb_express_built.html Advantage In Action (AiA) A rich media newsletter to highlight the benefits of leading with IBM in the SMB marketplace. Distributed QRTLY ibm.com/partnerworld/smb/advantageina ctionibm.com/partnerworld/smb/advantageina ction FALL ISSUE IBM Solution Builder Express A portfolio of Starting Points, developed and tested with IBM Partners, IBM Solutions Builder Express packages planning, implementation and deployment resources to help you expand your midmarket customer base and sell more, faster. http://www- 1.ibm.com/partnerworld/pwhome.nsf/web look/pub_strategies_smb_sbe.html Client Facing -- Enablement & Awareness SMB Concierge A dedicated service exclusively for mid-sized businesses that quickly and easily connects callers with the right people and information resources to answer questions or solve problems… and then follows up to make sure needs are met. Ongoing1-877-IBM-ACCEss Available in North America only SMB Portal Easier navigation and new features and tools means customers get simpler than ever access to resources they need – resulting in an online experience that drives more qualified opportunities for IBM Business Partners Ongoingwww,ibm.com/expressadvantage