Hosting a successful seminar

1. Slide to be removed prior to seminar Hosting a successful seminar A seminar is a personal communication medium in an environment you control. Seminars are an effective and affordable way to deliver messages about the benefits of your products and services to a targeted audience in a concentrated amount of time. Seminars generally show and tell people about new trends, give industry insights, and sometimes demonstrate how to use new products or get more from the products they already use. They usually avoid “selling” the audience. Instead, seminars act as a door opener, putting you in touch with people who have a need for your offerings and creating opportunities for future contact. When you conduct a successful seminar, everybody wins. Customers and prospects get information they need; you get direct contact with them, as well as leads that help drive your sales process. Remember that you must demonstrate value in order to encourage participants to come. This starts in the planning stage. For your existing customers, you can offer value by showing how they can take the next step in e-business leadership using a new strategy, technology or product. For prospective customers, that value might be achieving a competitive advantage, realizing a greater return on investment, or mitigating risk by adopting a new strategy, technology or product. You should tailor your seminar topics according to the value you intend to deliver.

2. Slide to be removed prior to seminar Hosting A Successful Seminar Give your message more lasting meaning by providing a “take-home kit” that reinforces the information you provide during the seminar. Typical materials include: • A seminar agenda • Copies of presentations • Information about the speaker or presenters • Solution/product/service information, such as brochures or white papers • Information about your company • Company contact information/business cards • A seminar evaluation form And most importantly, at the end of the seminar, you must provide something attendees can act upon, a “next step.” A strong call to action can help you determine your “A” leads—those interested in moving on to the next step. Whether it’s signing up for a free assessment, turning in a business reply card, or visiting your organization’s Web site to download a white paper, the call to action must be compelling and something participants can act on immediately or shortly after the close of the seminar.

3. Slide to be removed prior to seminar Hosting A Successful Seminar Quantifying your success is key to any marketing tactic. Depending on your objectives, the following is a list of things to consider when measuring the event’s success: • Numeric Results/Conversion factors (projected and actual) • Number of invitations mailed/number of accepted • Number of accepted/number of attended • Number of attended/number of qualified leads • Number of leads/number of sales • Revenue of sale • Cost per attendee • Cost per lead • Return versus total investment • Skills transferred (use this session as a way to train your own sales teams) The next slides provide a complete customer view for IBM’s on demand People Productivity program. With these slides and your accompanying demo you will be able to identify a solid interlocking message for the objectives and call to action in your upcoming seminar.

4. Your Company Logo Your company name Presenter Name Title People Productivity in an on demand world

5. Definition: An on demand business is an enterprise whosebusiness processes—integrated end-to-end across the company and with key partners, suppliers and customers—canrespond with speedto any customer demand, market opportunity or external threat The on demand era Sam Palmisano Oct. 03

6. Why on demand? What’s in it for you? Grow your business, simplify access to content, applications and people Business Capital and Asset Utilization Pressures Governance Pressure Unbuoyant Economy Security Threats Pricing Pressures Customer Expectations Productivity Pressure Deeper integration of IT with business The emergence of on demand business Accelerating advances in technology Standards Blades Grids Commoditization Autonomic Computing Open Movement Clusters Virtualization Web Services Technology

7. On Demand Operating Environment Business Processes Business Transformation Flexible Financial & Delivery Options On demand business and IT You can start anywhere ENTRY ENTRY • Increasing flexibility is the key—business models, processes and infrastructure • Technology acts as an enabler instead of a barrier

8. On Demand Operating Environment Flexible Financial & Delivery Options Optimizing your infrastructure Business Processes • Leverages existing assets • Enables integration • Infrastructure design matches business design • Modular • Built for change • Standards-based Business Transformation

9. Characteristics of on demand businesses The need for flexibility and innovation forces increased componentization of the overall business and its processes 1 Applications evolve on a parallel path—becoming increasingly modular 2 Simplification of the underlying IT infrastructure is required to support the changes in the business 3

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

11. The landscape People • Wired and wireless devices • Global 24x7 access and real-time collaboration needs • Unconsolidated and untailored information Processes • Development and integration of application assets • Application silos (legacy and packaged applications) • Heterogeneous internal and external systems Information • Distributed data environments • Heterogeneous data types and sources • Untransformed and inconsistent data IBM people productivity solutions bring together industry-specific know-how with a dynamic, collaborative work environments that can help your organization become more responsive, focused, resilient and variable—on demand enterprise

12. Micro pressure points Do these challenges sound familiar to you? 30-50% of design time is copy management 40% of IT budgets may be spent on integration 85% of information is unstructured 30% of people’s time is spent searching for relevant information High consumer expectations for customer service Seamless wireless access to the infrastructure Operational cost too high, efficiency too low

13. IBM Leadership in Information on Demand Distribution to End User Portal ContentSolutions Information Integration Workflow/Business Process Management/Collaboration IBM Content Management Portfolio Storage Database Windows, Linux, AIX, HP-UX, Sun Solaris,OS/400, zOS Server Platforms

14. 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.

15. E-learning Customized links to favorite apps Personalized employee services Personalized content Messaging and calendar Virtual teaming People locator E-meetings Awareness Document library IBM and People Productivity

16. 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

17. What’s in it for me? 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

18. 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

19. Most importantly…..Companies are reaping the benefits Improve Productivity • Faster, more accurate transfer of patient data reduced costs 25% • Increased Employee Productivity leads to $6M annual savings and $200M increase in revenue • eCommerce solution tripled sales with same sales staff Connect Dispersed Teams • Web-based collaboration resulted in $600k per year savings in airfare alone • Connect 3,600 sales agents in 153 offices Improve Responsiveness • Reduce call volume by 23% (Improving Value Chain Scenario) • Creates customer workplaces in 1 minute vs. 48 hours Easily prove compliance with regulations • Manage and archive millions of documents to comply with government regulations • Helped 60,000 employees comply with SEC regulations to archive all e-mails for 7 years

20. Open standards leadership 1998 / 1999 Java, XML and ebXML • Co-founder and lead architect for RosettaNet • Author of XML4J • Chair OMG XML Metadata Interch. Format • Co-author W3C Document Object Model • FounderXML.org • Elected to Board of Directors in OASIS 2000 Web Services and UDDI • Co-author of SOAP 1.1 and submission to W3C • Cofounder of UDDI.org and author of original UDDI specification • Co-author of WSDL • IBM contributes SOAP4J to Apache 2001 Web Services and Tools • Led submission of WSDL to the W3C • Co-chaired W3 Web Services Workshop • Founder of Eclipse.org • Co-author of W3C XML Schema standard • Chair of Web Services Interactive Applications TC 2002 Web Services and Security • Founder and chair, Web Services Interoperability Organization • Co-author of web services bus process specification (BPEL, WS-TX, WS-TC) • Co-author for Web Services Security roadmap and specification 2003 Web Services and Security • Submission of BPEL to OASIS • Co-chair WSBPELTC in OASIS • Submission of Common Base Events to WSDM TC in OASIS • Submission of WS-Manageability to WSDM TC in OASIS • Co-authored and published EPAL specification to WC3 • Co-chair WSDM TC in OASIS • More than 1,000 developers devoted to XML and more than 1,500 focused on Linux. Over 200 software products running on Linux • Led workgroup responsible for finalization of SOAP 1.2 Over 160 business integration technology patents First integrated private UDDI directory First Web Services Gateway

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

22. Simplifying access to content, applications and people • On demand business can drive productivity by:• Increasing the speed at which you can sense and respond to market changes • • Increasing your organization’s flexibility so that you can better take advantage of new opportunities • • Incorporating the latest technology in a way that’s driven by business considerations • Strengthening your relationships with your customers, suppliers and partners

23. Start now Business Partner Call to action goes here. • Assess your on demand needs • Map out your journey • Calculate your ROI and business value • Get started. Start anywhere, small or a total solution • Go to URL or email xxx for next steps The never before possible becomes possible

24. Business Partner Solution Demonstration Seminar Descriptor