People Productivity Lunch & Learn

1. People Productivity Lunch & Learn • Welcome • Kristi Schaffner WW Channel Marketing • 2004 Marketing Programs • Scott Cooper Vice President, WW Channel Marketing • People Productivity Business Partner Opportunity • Colleen Campbell Program Manager, People Productivity • Lunch and Learn Schedule • Question / Answer Panel

2. Business Partner 2004 Marketing Programs Scott Cooper Vice President, WW Channel Marketing

3. Turne-business on demand into Customer Demand

4. BP participation in “Big Play” programs 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 “Big Play” Sales & Mktg Materials • Executive Assessment • Campaign Designer BP Desired Level of Participation Partner Plan Certifications, Mktg Results PWS Value Pack

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. Market Opportunities for People Productivity Colleen Campbell Manager, People Productivity Program

7. 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 Why Is People Productivity Important?

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

9. What is People Productivity? People Productivity simplifies access tocontent, 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.

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

11. 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 Connect Dispersed Teams • Web-based collaboration reduces TCO by 30% SteelEye Technology, IBM Business partner • Online eLearning courses resulted in 1200% ROI in first yearBerbee Information Networks, 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

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

13. A fast growing … multi billion market

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

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

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

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

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

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

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

21. 2003: We achieved market leadership Source: IBM Analysis based on Industry Reports/Market Research

22. IBM Ability toexecute Completeness of vision 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)

23. 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

24. System Integrators Software Vendors Solution Providers A Compelling Opportunity across all of our Business Partners Hosting Service Providers • 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

25. 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

26. 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 Details on People Productivity Program

27. 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

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

29. Participation with us in events • Leverage event materials • Generate Demand Launches Advertising On-Going Product Announcements How Marketing will contribute to your success Advertising PR AR References Launches Events Demand Generation Partners

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

31. Leads passed to qualified partners 2004 SWG People Productivity Demand Generation Awareness Interest Desire Action Follow-up (TeleMarket) Content ManagementTheme/offering CollaborationTheme/offering Portal Theme/offering People Productivity Intro Theme “Middleware is Everywhere” Advertising People Productivity

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

33. 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

34. 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 Lunch and Learn Series: The entire series will be available on CD from IBM Publication Ordering Early Q2“Program In a Box”

35. IntroducingThink 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.

36. 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

37. Questions & Answers