IBM WebSphere Leveraging the Web Offering

1. IBM WebSphere Leveraging the Web Offering Business Partner Person Business Partner

2. Agenda • IBM WebSphere Market Momentum • Industry and e-Business Challenges • Customer Pains • Medium Business Needs of the Solution • The IBM WebSphere Pyramid for Medium Businesses • Leveraging the Web Product Set • Customer Example • Why Choose IBM Solutions • Services • Next Steps • Summary

3. Seminar Objectives • By the end of today's seminar you will know how IBM's Leveraging the Web Product Set can help move your business forward: • overall trends for midmarket companies • how the Leveraging the Web Product Set can help you link your applications to make your company more productive • overall trends for the SMB market • features, functions, and benefits of Leveraging the Web • and how we can perform an assessment of your business to determine how the Leveraging the Web Product Set can work for you

4. 2002 - Market Transforming Momentum #1 Leading Indicators! • Consideration+6 • WebSphere Awareness 58% "... Companies Plan to Standardize on WebSphere, 5-to-1 over WebLogic ..." Salomon Smith Barney, 2001 #1 Sustained Revenue Growth! 12 Consecutive Quarters of Double-digit WebSphere Revenue Growth • 3Q 2001 +73% YtY • 4Q 2001 +43%YtY • 1Q 2002 +53% YtY 50% 2001 YtY #1 Market Share Leadership! IBM has #1 Share for Application Platform Suites 9% points higher than the nearest competitor Gartner Dataquest Research Brief, May 2002 34%

5. Analyst's Perspectives on SMB • ... "Successful vendors understand that SMBs don't make purchase decisions based only on price. SMBs have unique needs and concerns. Marketing and sales ... must emphasize the vendor's ability to deliver the functionality that SMBs require without overhauling the operations and support staff after the implementation." • Gartner, "Roadblocks to SMB IT Investment: It's Not All About Price", December 2001.

6. States of e-business adoption - The road todynamic e-business dynamic e-business (dy' nam ic e biz' nis) n. • The adapting of business processes & IT systems to support changing business strategies & tactics • A long term trend toward the creation of more automated & integrated business processes and compelling experiences • The use of open network standards to deploy dynamic applications 5% Digital Businesses 15% External Integration Internal Integration e-business Transactions 80% Web Publishing & Extending Existing Apps

7. SMB Evolution of e-business Business Value Driven by Open Standards . . . a long-term trend toward the creation of more automatedandintegratedbusiness processes. Dynamic e-business Source : The McKenna Group, IBM Market Research Transform the way you conduct business V A L U E Integratethe Web with business systems B2B Getyour information on the Web EAI B2C WEB INTEGRATE INTERNALLY ADAPT DYNAMICALLY INTEGRATE EXTERNALLY ACCESS TRANSACT PUBLISH TCP/IP HTML WEB SERVICES Standards SSL JAVA XML

8. Mid-Market Key Trends • Most frequently cited impediments to e-business are: (Gartner) • Lack of resources to implement - 55% • Lack of resources to support - 43% • Cost, hard to make business case - 41% • Mid-market companies are 'hitting the wall' due to complexity as they try to create their first business presence on the Web • Mid-market companies understand the value of being integrated externally - and are planning to move overtime • Services are frequently too expensive for smaller companies to afford • Maintenance typically requires costly skills training for personnel Look to IBM for answers....

9. Mid-Market Business Challenges • Customer loyalty and revenue generation • Their customers are demanding e-business links • Need to increase customer value through simple back-end integration • Economic climate limiting capital resources • Cost constraints - Desire to only pay for what they use today • ROI is an imperative • Lack of resources to implement and support • Need for simple packaged solutions to complex problems • Need solutions capable of growing with their business needs "Most MSBs (mid-sized businesses) make an IT investment decision because they are forced or severely pressured to do so based on the threat of lost market share or need to integrate with larger enterprise customers." -- Gartner Group

10. e-Business Challenges • Economic downturn has slowed the pace of IT spending • 8% in 2001 • 12% in 2000 • Mid-Size businesses recognize the value of e-business • 98% that have implemented e-business do not plan to cut these expenses (Gartner) • Customer facing applications and improvements in productivity, increase efficiency are the "hot areas" for midmarket companies • Rapid pace of technology change increases the pressure • Need to lower risk at the same time that complexity of IT increases • Integration is critical • Companies cannot afford to have "pockets of e-business" for long term survival

11. Customer Pains • Trying to differentiate themselves from competition with very limited IT resources at their disposal • Tendency to outsource critical IT applications because of limited skill sets in house • Looking to improve applications areas such as CRM, supply-chain management, security solutions and intranet/extranet applications • Trying to build customer loyalty while improving their overall experience for their customers, partners and employees

12. Need For Solutions • Mid-sized customers tend to be constrained by technology • Need for an IT infrastructure that is flexible enough to absorb new technologies • Ability to rapidly change the scope and functionality of its applications to support changes in the business model • Mid-sized customers businesses seem to be early in the e-business stage of adopting • More companies are looking to automate, integrate and transform business models, process and relationships • Looking to increase productivity, competitiveness and reduce costs • Mid-sized customers are typically looking for a total solution • Nearly 81% of midmarket companies use packaged solutions • Of those surveyed, 31% have the solution modified by a partner for their unique needs • 48% use the package with little or no modification

13. The WebSphere Pyramid Partner Systems Browser & Industry Supplier Systems Pervasive Reach & User Experience Business Integration Processes Customers & Employees WebSphere Info Partners & Suppliers Foundation and Tools and Tools WebServices Expertise Developer Community Solution Partners The one comprehensive software platform for end-to-end dynamic e-business

14. The WebSphere Platform Infrastructure software for dynamic e-business Achieve Customer Loyalty by extending & personalizing your e-business Achieve Business Agility by integrating & automating your e-business Partner Systems Browser & Industry Supplier Systems Wireless Reach & User Experience Business Integration Processes Customers & Employees WebSphere Info Partners & Suppliers Foundation and Tools and Tools Expertise WebServices Developer Community Solution Partners Achieve Scalability and Productivity by building, deploying, & growing your e-business

15. WebSphere Mid-Market Product Strategy • Designed specifically for the mid-market • On-ramp to e-business • Low initial cost • Readily upgraded to higher value solutions • Buy what you need when you need it • Common code base • Incremental upgrades (not 'Rip-and-Replace') • Lower development and deployment • costs • Simplified development model and administration • Installation wizards, samples, and templates • Efficient application integration through open standards and Web Services • Expand market reach of solutions through multi-platform support Reach & User Experience Business Integration Foundation and Tools

16. IBM Small and Medium Business Offering - Leveraging the Web

17. WebSphere SMB Product Sets Customer Loyalty Integrate & Extend • Realize the true operational & cost benefits of e-Business • Facilitate collaboration inside and outside your enterprise • Web enable your business processes • Retain and leverage high value customers • Present personalized customer • experience • Targeted marketing • and promotions Partner Systems Browser & Industry Supplier Systems Wireless Reach & User Experience Business Integration Processes Customers & Employees WebSphere Info Partners & Suppliers Foundation and Tools and Tools Web Services Expertise Developer Community Solution Partners Leverage The Web • Effectively reach new customers with your first Web application • Confidently expand your brand to the Web • Provide customer and employee self service

18. Leverage the Web Product Set • Challenges • Economic slowdown reducing IT spending • Internet is becoming an important primary purchase channel for the SMB segment - Increasing competitive pressures with decreasing time to market • Purchase price and resource constraints Product Sets WS Application Server Standard Edition v3.5 $795 WS Application Server Advanced Server v4.0 $12,000 WS Studio Site Developer v4.0 $599 WS Studio App Developer v4.0 $3,499 WS Host Integration Concurrent v2.5 $446 WS Host Integration Registered User v2.5 $357 & Industry Reach & User Experience Business Integration WebSphere Foundation and Tools and Tools • Benefits • Make your Web presence known! • Effectively reach new customers with your first Web application • Confidently expand your brand to Web • Create a foundation for future e-business growth

19. Majestic Wine Warehouse Ltd - Leverage the Web • Challenges • Britain's leading buy-the-case wine retailer wanted to offer a lively, intuitive e-commerce site • Solution and Results • Site built with WebSphere and iSeries • Search engine for 500 wines worldwide • Blends together Web & Retail Stores ... • Web-based orders delivered from the • nearest store • Majestic Online called "a Web Winner" • by UK entertainment magazine • 400% return on initial investment • Growing rapidly • Enabled us to maximize sales 24/7 • which at the end of the day is what • counts • — Majestic Online

20. Foundation and Tools • Prepare existing applications for e-business, integrating them into automated, connected processes. • New innovative processes such as Web Services exploit the latest technologies • Fastest and most scalable e-business server of any platform • Leader in the industry in open-standards adoption • Highest level of interoperability and flexibility & Industry Reach & User Experience Business Integration WebSphere Foundation and Tools and Tools

21. Foundation and Tools • Application Serving • Application scalability and fast response times guaranteed by distributing application processing under centralized administrative and application control. • Enhances performance by collecting and analyzing information about trends over time. • Improves server selection, load optimization and fault tolerance. • Assured Messaging • Reduces the risk, complexity and cost of managing point-to-point application integration. • Safe and predictable method of integrating applications. • Ability to deploy new applications that leverage your legacy systems quickly and cost effectively. • Roles Based Tooling • Development tools are easy to use, and they have a consistent look and feel. • Coordinates the tasks of Web development into an integrated development environment. • Enables the division of tasks according to skills, and coordinates all tasks as an integrated development environment. • This shortens development time and simplifies the process, to speed your time to market • Application and Data Access • Reliable access to business-critical applications. • Enables load balancing based on unique application and platform criteria. • Refreshes important data dynamically and transparently so that your Web site is available without interruption.

22. Why Consider IBM Solutions? • Unrivaled multi-platform support • IBM offers anytime, anywhere, any language support 24X7 • Most comprehensive portfolio • Support open standards and open version of XML • Flexibility of choice of industry standard web servers on all platforms • Comprehensive middleware solution • Full support for z series and Linux • Lower TCO and Vertical scalability • Single app server for all environments • More secure platform • Develop applications in wide range of environments • Runs on a wide range of platforms • Full support for a broad range of databases IBM Confidential

23. Leveraging the Web Executive Assessment • Using the IBM Executive Assessment, (IBM Business Partner) will meet with you to conduct an e-business assessment of your company • will work with you to map out the required hardware, software, and services necessary to meet your company's needs • this assessment takes aproximately 2 - 3 weeks • After the initial visit, the customer will get: • an in-depth analysis of findings which includes the recommended business solution(s) • strategic and tactical proposal • competitive Website analysis (as applicable) • ROI analysis (where appropriate) • Dowload the executive assessment at: • http://www.ibm.com/partnerworld/software

24. Business Partner Overview • This page is for the business partner to provide an overview of the IBM Integrate and Extend Solution; page may be inserted where needed within the presentation • Business Partner Supplied Bullet #1 • Business Partner Supplied Bullet #2 • Business Partner Supplied Bullet #3 • Business Partner Supplied Bullet #4 • Business Partner Supplied Bullet #5

25. Business Partner Services • This page is for the business partner to indicate what services they will provide to the customer • Business Partner Supplied Bullet #1 • Business Partner Supplied Bullet #2 • Business Partner Supplied Bullet #3 • Business Partner Supplied Bullet #4 • Business Partner Supplied Bullet #5

26. Next Steps • Be a part of the an e-business platform that takes your business where it needs to go • Let IBM solutions get you to the web faster, more securely for the right price! • Let IBM's growing network of highly skilled business partners help you make your business what you want it to be • Conduct an Executive Assessment of your e-business with (IBM Business Partner Name) & Industry Be a part of IBM's WebSphere family of solutions! Reach & User Experience Business Integration WebSphere Foundation and Tools and Tools

27. Additional References http://www.ibm.com/websphere/partners (New dedicated WebSphere Partner Website) http://www.ibm.com/websphere (dedicated WebSphere site) http://websphere.dfw.ibm.com/roadmap (Comprehensive LIVE demonstration of the IBM WebSphere Software Platform (updated often)) http://www.ibm.com/software/websphere ( SW info, case studies, latest news, connection to all Websphere related sites ) http://www.ibm.com/software/ad/casestudies/ (See customer references ) http://www.ibm.com/websphere/ (General Info for the WebSphere platform) http://www.ibm.com/vadd/ (Free and membership info and downloads for WebSphere products) http://www.alphaworks.ibm.com/tech/ (webservicestoolkit) http://www.ibm.com/partnerworld (select "software" track) http://www.redbooks.ibm.com/ ("how to" practices on SW) http://www.developer.ibm.com (PartnerWorld for Developers) http://www.ibm.com/partnerworld/software (Partner Program Info, Sales and Marketing Tools, Education, and etc. (password protected))

28. Thank You Business Partner Name, Date