1. IBM Partnering Strategy & Overview
Sal Causi, P. Eng.
IBM Life Sciences
This presentation can be modified for any external and internal needs. It is geared for the VC community in the first calls we make on them to develop relationships and introduce the Venture Capital Relations value team under Gerry Mooney AND the NetGen value team under Jim Corgel.
It is also for internal education on what we are doing in this space.
Sometimes it is best delivered verbally once you have gone through it several times and possibly leaving a copy behind.
Other times it can be a discussion document in front of VCs, Incubators, Web Integrators, Angels, and others who are influencers in the startup communities we serve and want to know what IBM is doing in this space.

2. NetGen VC / Incubator Mission
Develop strategic relationships with targeted VC and Incubator firms and portfolio companies resulting in:
Preference for IBM solutions and platforms
Acquisition of new IBM clients
New channel and business relationships
Identification of new technologies of interest to IBM
Significant revenue growth
Increased IBM "mindshare" and marketshare
So we Don't Miss the new Markets [again]
SVC co's traditionally more successful, reducing our risk of
- wasting time on companies that will go bankrupt
- default on IGF financing
Technology Headlights:
- Gain early access to technologies of interest to EBOs
For 2001
- Revenue growth needs to stay high, at least 200%
- GEO leaders are working to globalize best of breed processes, templates, documents, etc. to maximize sales time and leverage

3. How IBM Selects a VC or Incubator
Alignment with IBM Objectives
Depth of Experience and Credibility
Business Innovation
Enabling Skills
Track Record of High Potential Companies
Relationships & Mind Share
IBM is focusing its Growth, R&D and Solution Building across several fronts... these are the "Corporate" Emerging Business Opportunities (EBOs) AND the NetGen Segments.

4. What IBM Brings to the Table...
Global Technology Innovation
Best of Breed IP
I/T Solutions
Sector Expertise
Opportunity for Business Alliances
Services
Marketing
Technology
Ultimately, to Speed Success and Profits
VC's (and others) provide key business skills. They can focus on key markets, picking the winners from a business model and management team perspective, do detailed due diligence and financing analysis, and bring a network of contacts to startups... all of which is valuable.
IBM is a technology innovator that brings value with our focus on industries and customers, solution building teams, IGS, sales and marketing to customers the startups want access to, our business partner programs, and our best in breed technology.
Bringing the two values together is how new economy "technology based" companies can grow profitably thereby making them and the VCs (and others) successful.

5. There Is Opportunity in Cooperation
Companies with prominent investment banks and venture capitalists backing them are no longer surefire successes.
Corporate sponsorship has almost become a prerequisite for startups to reach public markets.
Red Herring 12/19/00
There Is Opportunity in Cooperation
Today there is no such thing as surefire success for young companies, even if you have promising technology, brilliant management and solid backing from prominent investment banks and venture capitalists. Winning requires an approach built on cooperation. In today's business environment, corporate sponsorship has become a prerequisite for startups who aim to reach public markets.

6. "Maximizing" for Mutual Benefit
For the VC / Incubator and their Companies
Fast Path Access to:
World Class IP
Expertise: Sector / Services / Channels
IBM's Global "Eco-Net" of Partners
Credibility of Portfolio Company Offerings
Visibility of Technologies "into" IBM
Lower Total Cost of Ownership for Shortened Path to Profitability
Bottom Line.....Increasing Economic Value of Investments
For IBM
Fast Path and Early Access to:
High Potential Early-Life Companies
Insight into Emerging Markets & Technologies
Opportunities to Fill Offering "White Spaces"
Development of New Partnerships / Channels / Alliances
Market Visibility & Mind Share
Bottom Line Revenue...Near / Mid / Long Term

7. Coverage Model Life Sciences Business Development Executives
Geographical representation
Local representatives: Client Manager
Partner Channels
Partnerworld program

8. VC Relationship Management
Partner/Alliance
Development
Global Financing Corp. Dev.
Server/Storage
Group
Software
IBM Global
Services
Technology
IBM
Research
VC Relations
EBOs
IBM Strategy
VC Firm Relationship Manager
Developer
Relations
IBM Industry
Solution Units
VC Firm
Portfolio Company

9. We Play from Business Concept to Maturity
Angel/ Garage
Mezzanine Round
Public
Maturity
Concept
Pre-IPO
Post-IPO
First Round VC
Initial Business & Technology Decisions
Expansion and deployment

10. Developer Relations: Strategic Alliances
IBM will go to market with selected application software firms to jointly deliver e-business solutions for customers
ISV selection criteria:
Industry leadership in function, quality and customer satisfaction
Strategic fit with IBM industry, solution or brand priority investment areas
Commitment to open standards and IBM platforms, technologies, and IBM e-business framework

11. Startup Initiative for Developers
Relationship Building
Relationship and Technology Managers that know Startups
Guidance on First and Next Steps with IBM
Marketing Services
Global Solutions Directory
Incubator Series
ASP Prime
Hosting Advantage
IBM Global Services
Financial Incentives
SuccessLease
QuickLaunch
Technical Assistance
Guidance on IBM e-business Software and Hardware
Developer Toolbox
Value Packages
Linux Community Development System
developerWorks
alphaWorks
16 Solution Partnership Centers
Success Stories
350 new Relationships
33 new Advanced Partners
4 new Strategic Alliances

12. Seizing the Opportunity
Extensions
Web Hosting Network Processors
PC Servers Web Servers
DB/Content Management
Strategic Opportunities
Pervasive Computing
B2B Collaborative Commerce
Linux
Life Sciences
Storage Networking
Network Processing
Server Appliances
Core Offerings
Building on IBM Core Strengths
Services Personal Systems
Software Technology
Servers Financing
Storage
Seizing the Opportunity -- Building on IBM Core Strengths Core Offerings, Extensions, Strategic Opportunities
From strategy and development to integration and implementation, IBM has the end-to-end capability to build the infrastructure for next-generation Internet markets. Our core offerings enable the creation of robust, scalable and flexible foundations for e-business that, when combined with our highly focused enhancements, can be tailored to the requirements of these new markets.
The operations of thousands of companies worldwide already are powered on IBM technological backbones. IBM has the world-class portfolio of products and services that can serve a springboard for launching these new strategic markets as well as provide the technological building blocks for their growth.
Let’s review in detail each of these emerging markets.

13. IBM IP Largest Patent Portfolio in the World
3th Largest Life Sciences IP Portfolio
Technology Licensing
Mining of IBM's Technology Asset Portfolio
Patents
Licensing
Protection from 3rd party infringement actions
Strengthening through interlocking patents
Potential Linkages
VC's (and others) provide key business skills. They can focus on key markets, picking the winners from a business model and management team perspective, do detailed due diligence and financing analysis, and bring a network of contacts to startups... all of which is valuable.
IBM is a technology innovator that brings value with our focus on industries and customers, solution building teams, IGS, sales and marketing to customers the startups want access to, our business partner programs, and our best in breed technology.
Bringing the two values together is how new economy "technology based" companies can grow profitably thereby making them and the VCs (and others) successful.

14. IBM Microelectronics Time Domain SiGe Chip Fab
World leader in advanced semiconductor technologies
Copper, SiLK, SOI, SiGe, SiON, Embedded DRAM, MRAM...
#1 ASIC/SOC (System On a Chip) provider
Foundry semiconductor provider
Current Portfolio Candidate
Time Domain
SiGe Chip Fab
Cash Burn Reduction for Equity
VC's (and others) provide key business skills. They can focus on key markets, picking the winners from a business model and management team perspective, do detailed due diligence and financing analysis, and bring a network of contacts to startups... all of which is valuable.
IBM is a technology innovator that brings value with our focus on industries and customers, solution building teams, IGS, sales and marketing to customers the startups want access to, our business partner programs, and our best in breed technology.
Bringing the two values together is how new economy "technology based" companies can grow profitably thereby making them and the VCs (and others) successful.