1. 1 People Productivity Lunch & Learn  Welcome –Kristi SchaffnerWW Channel Marketing  2004 Marketing Programs –Scott CooperVice President, WW Channel Marketing  People Productivity Business Partner Opportunity –Colleen CampbellProgram Manager, People Productivity  Lunch and Learn Schedule  Question / Answer Panel

2. © 2002 IBM Corporation 2 Business Partner 2004 Marketing Programs Scott Cooper Vice President, WW Channel Marketing

3. 3 Turn e-business on demand into Customer Demand

4. 4 BP participation in “Big Play” programs “Big Play” Sales & Mktg Materials Executive Assessment Campaign Designer Participation in local “Big Play” co-mktg events & campaigns: Shared co- mktg funds available to qualified BPs Agency assistance avail Lead mgmt Participation in “Big Play” fast start quick pipe builders Shared co- mktg funds available to qualified BPs Agency assistance avail PWS Value Pack Partner PlanCertifications, Mktg Results BP Desired Level of Participation

5. 5 Plan your move - build a PartnerPlan  Where you want to play  How much you want to sell  How much you want to earn  Brand specialties, skills  Solution & industry focus  Co-marketing participation  Resources, milestones & performance tracking

6. © 2002 IBM Corporation 6 Market Opportunities for People Productivity Colleen Campbell Manager, People Productivity Program

7. 7 Why Is People Productivity Important?  Why Is People Productivity Important? –Key part of IBM On Demand Strategy –Customer Requirements –Growing Marketplace –Market-leading Products  Your Role  Details on People Productivity Program  Get on Board

8. 8 On Demand Business: Integration, Speed & Flexibility An on demand business is an enterprise whose business processes - integrated end-to-end across the company and with key partners, suppliers and customers - can respond with speed to any customer demand, market opportunity or external threat.

9. 9 A Simple view of on demand Integration The efficient and flexible combination of resources to optimize operations across and beyond the enterprise People ProcessesInformation + + People Productivity Program

10. 10 What is People Productivity? People Productivity simplifies access to content, applications, people, and processes. It includes a security- rich enterprise-wide collaborative portal and content management system that is designed to enable people to do their work from virtually anywhere, at virtually anytime, faster and more effectively. The result is a personalized workplace tailored specifically to each person’s role.

11. 11 We are positioned to solve customers’ key business pains Geog. Disbursed Teams Decrease Redundancy Improve Access To Information Improve Productivity Better Project Management More Responsive To Customers Faster Decisions Make Better Decisions Improve Specific Business Aspects Control Costs Supply Chain Integration Get The Input of Many People Customers Required It Increase Competence Capture Intellectual Capital Reduce Cycle Time Improve productivity Connect dispersed teams Improve responsiveness Source: IBM Profiling Research, 10-02

12. 12 Partners and IBM help solve those pains Improve Productivity –Instant access to information and experts to save $200k Sofor Oy, IBM Business Partner –Estimate $50M/Yr saved in reduced development costs & improved information exchange PureEdge, IBM Business Partner Improve Responsiveness –Reduced turnaround time of HR processes by 40% Pre-emptive Systems, IBM Business Partner –Creates customer workplaces in 1 minute vs. 48 hours Incentric Solutions, IBM Business Partner Connect Dispersed Teams –Web-based collaboration reduces TCO by 30% SteelEye Technology, IBM Business partner –Online eLearning courses resulted in 1200% ROI in first year Berbee Information Networks, IBM Business Partner

13. 13 A fast growing market 2003-2007 CAGR (2H03 GMV)

14. 14 A fast growing … multi billion market

15. 15 Competitive Landscape Messaging Application server SMB Content Management and Collaboration Portal Database

16. 16 Messaging Application server SMB Content Management and Collaboration Portal Database Competitive Landscape

17. 17 Messaging Application server SMB Content Management and Collaboration Portal Database Competitive Landscape IBM People Productivity Solutions Customized links to favorite apps Virtual teaming Awareness Document library Personalized content Messaging and calendar E-meetings Personalized employee services People locator E-learning The Reality of People Productivity

18. 18 People Productivity: Integrated Environment Workplace is about People and Collaboration Portal is about integration of information and business processes Content Management is about leveraging any type of information– where and when it is needed Customized links to favorite appsh Virtual teaming Awareness Document library Personalized content Messaging and calendar E-meetings Personalized employee services People locator E-learning

19. 19 Products and Offerings  Lotus Workplace 1.1  Lotus Notes/Domino 6.5 Workplace is about People and Collaboration

20. 20 Products and Offerings  Lotus Workplace 1.1  Lotus Notes/Domino 6.5 Workplace is about People and Collaboration  WebSphere Portal 5.0  WebSphere Commerce 5.5  WebSphere Everyplace Access  WebSphere Enterprise Transformation  Tivoli Security & Management Portal is about integration of information and business processes

21. 21 Products and Offerings  Lotus Workplace 1.1  Lotus Notes/Domino 6.5 Workplace is about People and Collaboration  WebSphere Portal 5.0  WebSphere Commerce 5.5  WebSphere Everyplace Access  WebSphere Enterprise Transformation  Tivoli Security & Management Portal is about integration of information and business processes  DB2 Content Manager  DB2 Content Manager OnDemand  DB2 Document Manager  Lotus Workplace Web Content Management  Lotus Domino Document Manager Content Management is about leveraging any type of information

22. 22 2003: We achieved market leadership Source: IBM Analysis based on Industry Reports/Market Research Collaboration  #1 market share in collaboration category  46% of Integrated Collaborative Environments  73% market share of enterprise instant messaging  #1 collaboration software on Linux Portal  #1 market revenue share in portal category  39% growth in new license revenue YTY 3Q02-3Q03  Voted “Best Enterprise Portal Platform” (2003 Codie Awards)  Won best “Enterprise Information Integration Platforms & Portals” in Intelligent Enterprise’s annual Readers’ Choice awards Content Management  #1 market share in Content and Document Management  10,000+ customers with a 34% growth rate  Digital Content Management Company of the Year 2003 —Frost & Sullivan

23. 23 Gartner Magic Quadrants: IBM in the Leaders Quadrant IBM in the leaders quadrant  Messaging  Smart Enterprise Suite (as of 3/4/2003  Application Integration Vendor (as of 5/2003) Enterprise Application Server (as of 5/2003)  Horizontal Portal Product (as of 3/2003)  Web Services Major Vendor Influence (as of 9/2003)  Legacy Modernization (as of 2/2003)  Programmatic Integration Server (as of 3/2003)  Presentation Integration Server (as of 3/2003)  Sell-Side E-Commerce (as of 10/2002)  Integrated Document Management (as of 6/10/2003) IBM Ability to execute Completeness of vision

24. 24  Why Is People Productivity Important? –Key part of IBM On Demand Strategy –Customer Requirements –Growing Marketplace –Market-leading Products  Your Role  Details on People Productivity Program  Get on Board Your Role

25. 25 A Compelling Opportunity across all of our Business Partners  Open Platform to integrate Value-added capabilities and extensions  A Platform for repeatable, cross-industry, scaleable from mid- market to enterprise  Rapid Time-to-Market for profitable engagements and satisfied customers  In the fastest growing multi-billion dollar market System Integrators Software Vendors Solution Providers Hosting Service Providers

26. 26 What’s in it for your customers? IT managers –Enables a highly responsive, productive workforce to compete in a dynamic marketplace –Secures enterprise-wide cohesion and collaboration through an integrated, adaptive and flexible infrastructure –Increases operational efficiencies and saves costs by eliminating IT redundancies and complexity Line of business (LOB) managers –Enables the organization to respond more dynamically to customer needs and the marketplace while controlling costs –Creates a high-performing workplace that helps employees gain faster access to information and interact more effectively with customers, suppliers, partners and colleagues –Offers true connectivity and collaboration anytime, anywhere and from any device

27. 27 Details on People Productivity Program  Why Is People Productivity Important? –Key part of IBM On Demand Strategy –Customer Requirements –Growing Marketplace –Market-leading Products  Your Role  Details on People Productivity Program  Get on Board

28. 28 What is a program? A program is an end-to- end integrated set of marketing activities that address strategic intent and provide a compelling solution to customer needs and differentiates IBM from the competition A program integrates all appropriate marketing mix elements, including: Advertising PR AR References Launches Events Demand Generation Partners

29. 29 How Marketing will contribute to your success Advertising PR AR References Launches Lotusphere Demand Generation Competition Partners Providing the air cover you need Advertising

30. 30 Advertising PR AR References Launches Events Demand Generation Partners On-Going Product Announcements How Marketing will contribute to your success Launches MayOctober Launch 1 WW Launch Events Launch 2 WW Launch Events Lotus Workplace Collaborative platform 2.0 Notes/Domino 6.5.1 WebSphere Portal 5.02 Lotus Workplace products 2.5 Lotus Notes and Domino 7.0 WebSphere Portal 5.1 Advertising Participation with us in events Leverage event materials Generate Demand

31. 31 Advertising PR AR References Launches Events Demand Generation Competition Partners A dedicated program –Addressing IT and LOB –With lead generating actions  Mail  E-mail  Events  Telemarketing  Web Pages Demand Generation How Marketing will contribute to your success

32. 32 2004 SWG People Productivity Demand Generation “Middleware is Everywhere” Advertising People Productivity People Productivity Intro Theme Follow- up (TeleMarket) Portal Theme/offering Content Management Theme/offering Collaboration Theme/offering AwarenessActionInterestDesire Leads passed to qualified partners

33. 33 Business Partner Zone  Program Overview  Marketing materials  By subtheme  Co-marketing  Enablement maps and information www.ibm.com/partnerworld/software

34. 34 Get on board…. Make sure your profile is up to date with PartnerWorld for Software Build Partner Plan including marketing activities Utilize roadmaps to build additional skills Leverage our marketing materials to create demand for your business Register for Virtual Innovation Center http://www.ibm.com/partnerworld/vic Submit your customer references at the BPZone home page

35. 35 Lunch and Learn Series:  25 March – Automation  Presentation & audio replay available on the BP Zone –> Events -> Teleconferences –Marketing Lunch & Learn teleconferences  8 April – People Productivity  Presentation & audio replay available by 4/12 on the BP Zone –> Events -> Teleconferences –Marketing Lunch & Learn teleconferences  22 April – Integration + Think Thursday  11:00am – 12:30pm Eastern  Toll free within the US: 800-946-0705;  Direct dial: 1-719-457-2637  Passcode: 626434  6 May - Small-Medium Business (SMB) + Think Thursday  11:00am – 12:30pm Eastern  Toll free within the US: 800-231-9012  Direct dial: 1-719-457-2617  Passcode: 740259  20 May - Software Development Platform  11:00am – 12:00pm Eastern  Toll free within the US: 800-946-0712  Direct dial: 1-719-457-2641  Passcode: 124242  3 June - Install Base + Think Thursday  11:00am – 12:30pm Eastern  Toll free within the US: 800-231-9012  Direct dial: 1-719-457-2617  Passcode: 704247 The entire series will be available on CD from IBM Publication Ordering Early Q2 “Program In a Box”

36. 36 Introducing Think Thursday  When Thursday 22 April 2004 at 11:00 a.m. EST/4:00 p.m. GMT in conjunction with the Integration Lunch & Learn  Agenda Presentation “Making Money with Integration” will cover: Comprehensive overview of WebSphere capabilities and qualities Current market dynamics Proof points showing the WebSphere value proposition and business value for Business Partners  Speaker Sunil Soares, Business Unit Executive, WebSphere Worldwide SMB &Channel Sales  Logistics Call in info: US/Canada 800-946-0705, Toll International: 719-457-2637 Passcode: 626434  For additional program information For more information on this event or future calls, visit the Virtual Information Center at www.ibm.com/partnerworld/vic. Detailed Think Thursday program information will be included in the Sales and Marketing section under Sales Enablement -> Events.www.ibm.com/partnerworld/vic

37. 37 Calling All SMB Business Partner Customer References  Highlight your Success via the IBM Customer Reference Program  Submit yours today! Available on the BPZone home page (in shortcuts list) Benefits to you: Increased credibility with your existing and prospective customers Opportunity for various joint IBM press and marketing opportunities  Benefits to your customer: Opportunity to be seen as an industry leader. Potential to drive more business

38. 38 Questions & Answers