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Coverage Model Proposal from September ST

MSP Segmentation & Needs. Coverage Model Proposal from September ST. Industry Solutions CSI Team. $100Ms spend 10 ’ s of them. Telco Team. ISV Alliance Team. CSI Team. Align cloud team. Align cloud team. Align cloud team. GBP Team. IDR Expand Mission into Opportunistic space.

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Coverage Model Proposal from September ST

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  1. MSP Segmentation & Needs Coverage Model Proposal from September ST Industry Solutions CSI Team $100Ms spend 10’s of them Telco Team ISV Alliance Team CSI Team Align cloud team Align cloud team Align cloud team GBP Team IDR Expand Mission into Opportunistic space Scale of Provider $10Ms spend 100’s of them Integrated MSP coverage team Expand coverage into Enterprise Lead with dedicated S&D sellers Driving cross brand solutions Aligning brand sellers and technical sellers <$10Ms spend 1000’s of them Expand SoftLayer Self Service Model into STG & SWG offerings Online self service supported by IBM Sales Leveraging distributors for STG/SWG Migration of Value Business Value Creators Outcome oriented value propositions Operating margins 8 – 27% Infrastructure Optimizers Infrastructure centric value propositions Operating margins 1 – 15% Since Sept, EcoD has been focused on these two segments New MSP Coverage Coverage Unchanged 24 IBM Confidential IBM Confidential

  2. Steps to engage Heritage ISVs and Born on the Cloud SPs Play1: Top 10 ISV per IMT Enable and GTM Play2: Move top startups To IBM Cloud and GTM 3 SaaS Help ISVs integrate IBM SaaS capabilities such as Commerce, Mobile, Watson, within their offerings 2 Cloud OE Help ISV migrate their app on cloud OE Born on the Cloud SPs 1 SoftLayer: Get on SL IaaS and sign SWG ASL SaaS extension Heritage ISVs

  3. Proposed Pilot for Top 10 ISVs by IMT 2 For all cloud services • Execute Play: Top 10 cloud partners per IMT • Recruit/enable/GTM onto existing IBM cloud portfolio • Shift partners as IBM offerings port onto SoftLayer & CloudOE • Launch Self-Service Engine for partners • Drive IBM Cloud to academia (AI), developers (dW), and startups (GEP) • Who: • 5-10 ISVs by country in MEA • GTS and EcoD teams in the GMT working together • ISVs already identified by country leaders • What: • Onboard applications to SoftLayer • Make applications available through country-specific marketplace • Extend applications through SaaS capabilities from SWG (ie, Social, Cognos, etc) • When: • December, 2013: Education for ISVs • January, 2014: Applications onboarded to SoftLayer • Febrary, 2014: Marketplace available, marketing tactics executed to support it • Where: • Phase 1: countries in northern Africa • Phase 2: sub-Saharan Africa • Why: • Gov’t leaders want to establish cloud presence, build up tech sector in country

  4. Roles & Responsibilities: Heritage ISVs and Born on the Cloud SPs O = Own/Execute; S = Support

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