Making Money Selling IBM Software

1. Nathan Kirkham Information Management Channel Manager UK & Ireland • March, 2011 Making Money Selling IBM Software

2. Next 30 mins …. • Why IBM Software? • IBM Software Portfolio • IBM Software Business Partner Programs • Go-to-market Activity • Who to contact

3. Why IBM Software? Take time to review http://www.ibm.com/software

4. Business Analytics Business Intelligence; Advanced Analytics; Financial Performance & Strategy Management; Analytic Applications. Enterprise Content Management Basic Content Services; Capture & Imaging; Case Management; Search & Discovery; Content Analytics Information Management Data Management; Information Integration; Data Warehousing; Master Data Management Lotus software Email, Calendaring and Collaborative Applications; Social Computing and Mashups; Unified Communications; Portals Rational software Business Planning and Alignment; Portfolio, Product and Project Management; Design and Development, Security and Compliance Management Tivoli software Asset Management; Network and Service Assurance; Security, Risk and Compliance Management; Performance Management; Process Automation; Storage Management WebSphere software Application Infrastructure; Application Integration; Business Process Management; Business Rules Management; Optimisation and Analytical Decision Support System Z software Mainframe Applications; Mainframe Data Management; Mainframe Service Management; Mainframe software for Linux The IBM Software Portfolio

5. IBM Software Business Partner Programs 45K BPs 170+ Countries IBM Software Value Plus Open Portfolio Authorized Portfolio Authorised(5K BPs) Open Primarily MidmarketSolutions Voted best Partner Program. Golden Award for Middleware Channel. Company of the Year.

6. Partner Incentives and Contracts • Software Value Incentive (SVI) • Reward BPs for the role they play and the value they bring throughout different stages of the sales cycle. • Value Advantage Plus (VAP) • Reward BPs who have value-adding business models where the majority of revenue is derived from the sale of applications they develop or services they perform. • Value Advantage Plus for Government Sales (VAPG) • As VAP but for sales into the public sector. • Software Value Plus Industry Authorization • Demonstrate your industry expertise and industry solution to gain recognition and rewards • Application Specific Licensing • Other Equipment Manufacturer (OEM) Contact: Rita Thompson – SWG Channel Programs Manager http://www.ibm.com/partnerworld/softwarevaluplus

7. Go-to-market Activity • Co-funded marketing • 50% reimbursement on pre-approved marketing campaigns • Direct • Indirect via Value Add Distributor • OnChannel • 75% reimbursement on agency delivered campaigns • Mid-market focus • Brand Sales Plays • PartnerWorld portal • Marketing Support • Regular marketing education and industry insight events in UK • PartnerWorld portal • Case Studies, Win Wires, References Contact: Jeannette Knight – SWG BP Marketing Manager http://www.ibm.com/partnerworld

8. http://www.ibm.com/whois

9. Graeme Horncastle IBM SWG Middleware BP Team IBM Bedfont Lakes 1 New Square Middlesex TW14 8HB ghorncastle@uk.ibm.com Tel: +44 (0) 7710 612 541 Dominic Travis IBM SWG Industry Solutions BP Team IBM Bedfont Lakes 1 New Square Middlesex TW14 8HB dominic.travis@uk.ibm.com Tel: +44 (0) 7810 554556 For more information • Rita Thompson IBM SWG BP Programs IBM Bedfont Lakes1 New SquareMiddlesexTW14 8HBthompr3@uk.ibm.com Tel: +44 (0) 7710 091 938 • Jeanette Knight IBM SWG BP Marketing IBM Bedfont Lakes1 New SquareMiddlesexTW14 8HBjeannette_knight@uk.ibm.comTel: +44 (0) 7980 445 234

10. Thank You! nathankirkham@uk.ibm.com