IBM Business Integration Software Value for Business Partners and Your Customers

1. IBM Business Integration SoftwareValue for Business Partners and Your Customers Sunil Soares Business Unit Executive, WebSphere Worldwide SMB and Channel Sales

2. Agenda • Business Opportunity and IBM Software Momentum • IBM Software Strategy and Plans • Value of IBM Software for Business Partners • Get a Piece of the Action

3. Operating Environment Integration Opportunity 2004 Total OE opportunity* by industry • Government $10.1B • Banking $9.6B • Computer Services $7.5B • Wholesale $6.1B • Telco $5.1B • Healthcare $4.4B • Other Production $3.7B • Retail $3.6B • Media & Ent. $3.2B • Financial Markets $3.2B • Education $3.1B # of employees • OE opportunity is 52% Americas, 31% EMEA, 17% Asia-Pacific • WW opportunity is 54% software, 46% hardware Source: GMV2H03, IBM SWG (company size based on overall OE company size distribution) *US dollars

4. Market Leadership IBM "continued its long time lead of this market,“ IDC says (June 2003) Application Deployment Platform Software Market Leading industry analysts recognize IBM’s market share leadership across the core integration infrastructure components Source: Wintergreen Research • IBM 300 The Gap Widens * Based on license revenue and license-related service fees 200 “IBM Has Top Share in All Application Integration Middleware Markets” Gartner Dataquest, May 2003 Application Integration License Revenue Worldwide IBM Market Share Position Based on New License Revenue 2000 2001 2002 100 WebMethods Application Servers Integration Broker Suites Portals Message-Oriented Middleware Application Platform Suites Composite Market Transaction Processing Monitors Total Market 2 1 N/A 1 2 1 1 2 1 3 1 2 1 1 1 1 1 1 1 1 1 Tibco SeeBeyond Mercator Vitria 0 1999 2000 2001 2002 2003* * Estimate based on 1H03 actual growth rates Sources: • IDC, “Application Deployment Platform Software Market, 2000-2002, with Leading Suppliers” June 2003, Dennis Byron, Vice President, Business Process and Deployment Software Research • Gartner First Take "IBM Has Top Share in All Application Integration, Middleware Markets", J. Correia, Y. Natis, M. Pezzini, R. Schulte, 7 May 2003.

5. 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

6. IBM’s Commitment to Integration • IBM leads in all areas of Integration, including Application Integration, Portal, Business & Information Integration* • IBM WebSphere customers include 91 of the top 100 global companies (2003) • 2,000 customers rely on WebSphere Business Integration • Over 100 million users of Lotus integrated collaborative software • Over 450,000 companies rely on IBM DB2 Information Management solutions • $1 billion annual investment in Engineering, $5 billion in technology acquisition • IBM offers over 50 industry-tailored business integration solutions that span 11 industries Sources: Gartner, Sept. ’03, Oct.’02 Aberdeen, Sept. 02 Award-winning Business Integration Environment Best Application Server, 2003: IBM WebSphere Application Server —InfoWorld Technology of the Year Awards Vendor of the Year, 2003: IBM —Business Integration Journal Best Java Messaging Tool, 2003: IBM WebSphere MQ Best Enterprise Application Integration Technology, 2003: IBM WebSphere Application Developer, Integration Edition —JavaPro Readers Choice Awards

7. Agenda • Business Opportunity and IBM Software Momentum • IBM Software Strategy and Plans • Value of IBM Software for Business Partners • Get a Piece of the Action

8. IBM Strategy and Plans • e-business on demand and Business Integration Aligning IT with Business Priorities • SMBMeeting the Needs of Mid-market Customers and Business Partners • Industry Solutions Reflecting How Customers Want to Buy Software

9. Integration is Key to On Demand An enterprise whose business processes are: • Dynamically responsive to any customer demand, market opportunity or external threat • Integrated end-to-end across the company • Integrated across industry value nets: partners, suppliers and customers Access Integration On Demand Processes boundedby functions Processes extend beyond functions Business-led processes extend to value nets A B C A B C A B C Develop services and products Provide financial management Manage supply and logistics Point-to-point Proactive Reactive

10. Business Integration Capabilities from IBM Model business functions and processes Transform applications, processes and data Integrate islands of applications, processes and information Interact with resources anytime and anywhere Manage performance against business objectives Accelerate implementation of intelligent processes

11. Business Integration Qualities from IBM Simple, integrated development • Common tools platform • Re-use and unification of assets Secure and scalable deployment • Common and flexible deployment environment • Flexible management and security infrastructure Standards leadership • Interoperability • Investment protection • Freedom of choice Proven experience • Augmented with best practices • Improved time to value • Risk mitigation Service Oriented Architecture (SOA) enablement

12. eBay Establishes a Flexible Foundation Challenge • Scale for increased number of transactions • Digital camera sold every minute • 3.1 million listings per day • 7.6 million bids per day • 13+ million web services APIs called per day • 20+ million transactions per day • 625 million pages viewed per day • Link operations across enterprises • Integrate disparate systems • Increase business flexibility Business benefits • A solution that can grow with eBay • Rapid deployment of new services • Greater than 99.9% availability • Technology benefits • 3 times/day, 6 days/week HTML rolls to the site • Once a week significant feature releases go live-to-site • Deployed internationally within 3 weeks • Nearly 30K lines of code change weekly With no down time Solution New highly scalable, resilient architecture and application development environment • WebSphere Application Server • WebSphere Studio Application Developer • Tivoli Performance & Availability Mgmt Solutions • Tivoli Configuration & Operations Mgmt Solutions

13. WebSphere Strategy and Plans • e-business on demand and Business Integration Aligning IT with Business Priorities • SMBMeeting the Needs of Mid-market Customers and Business Partners • Industry Solutions Reflecting How Customers Want to Buy Software

14. Multi-platform support and non-proprietary approach to open standards Maximizes partner and customer’s future business flexibility Proven, secure and reliable platform Maximizes long-term ROI IBM will not compete in the application space SMB Strategy: Success Through Business Partners Solution providers are critical to IBM’s SMB strategy • Key Route to Market 79% solutions driven through local solution providers In turn, solution providers serving the medium business segment need an open, flexible and secure software platform from a reliable teammate

15. SMB solutions must be: SMB Customers Have Well-defined Needs • Priced to Market Time to Value • Complete Software Solution • Easy to Learn and Use • Easy to Install • Easy to Integrate • Extensible and Flexible • Easy to Manage • Right Function • Reasonable Footprint

16. Spectrum of Value for larger clients Integration offerings for operating environment Spectrum of Value for mid-market clients

17. Plastic Surgery Center Challenge Facing declining revenues due to its outmoded business processes & poor productivity – in danger of losing patient base • Business Benefits: • Full payback in just 3 weeks • $250K / yr. in additional revenue through improved productivity • Strengthened patient relationships through faster, better customer service Solution A new patient management system that streamlines business processes and provides instant access to patient data--based on WebSphere Express and Lotus software. "We were in danger of losing our patient base to competing clinics because of inferior service. We wanted the ability to instantly call up a patient's status at any point during his or her visit." • Technology Benefits: • Standards-based environment supports business growth • Easily integrates with existing PC Local Area Network and most patient administration systems Patty Stibbs, Administrator, Plastic Surgery Center

18. Majestic Wine Challenge Online wine store had outgrown its initial hardware infrastructure and needed to expand cost-effectively in order to meet peak demand • Business Benefits: • Continuing annual sales growth of 50% • Improved conversion rate • Improved customer experience • Improved staff productivity Solution A hosted e-commerce solution that easily processes peak number of realtime customer wine purchases and better aligns IT expenses with revenue using pay-as-you-go cost model. "As costly as our infrastructure was, it was still inadequate to meet our peak demands. We needed a solution designed for fluctuating demand so that we could serve our customers while still controlling costs." • Technology Benefits: • Expanded capacity at peak periods • Ability to launch new sites using the same infrastructure • Avoid high fixed costs for IT infrastructure Jeremy Palmer, E-Commerce Director, Majestic Wine

19. IBM Strategy and Plans • e-business on demand and Business Integration Aligning IT with Business Priorities • SMBMeeting the Needs of Mid-market Customers and Business Partners • Industry Solutions Reflecting How Customers Want to Buy Software

20. Industry Know-How Consulting and Implementation Services IBM Middleware Solutions Insurance Automotive Electronics Retail Banking FinancialMarkets ISV Applications Industry-Specific Middleware Telecom LifeSciences Healthcare Government ConsumerProducts Energy &Utilities Core Products IBM Middleware for Industry Solutions

21. IBM is Core to Industry Middleware Solutions Insurance Integrated Claims Management Integrated Underwriting Policy Management Channel Distribution Integration Customer Insight … Banking Branch Transformation Channel Empowerment Core Systems Transformation Risk & Compliance Foundation Wholesale Pmts Processing … In 2004, tripling industry resources for software development Financial Markets Front Office Insight Trade & Order Management Financial Info Interchange Post Execution Integration Risk & Compliance Foundation … Automotive Product Lifecycle Mgmt. Systems & SW Engineering Factory to Enterprise Integr Dealer Collaboration Early Warning for Warranty Telematics Retail / Wholesale Store Operations Advertising, Mktg & Promotions Merchandising Item Management Inventory Management Multi-Channel Management Consumer Products Item Management Customer Management Consumer Info. Management Brand Management Risk & Compliance Management … Sales and services resources that understand your industry Energy & Utilities Trading & Settlement Mobile Workforce Management Contact Center Asset Operations Regulatory Compliance … Telecom OSS/BSS Optimization Contact Center Optimizer Mobile Services Delivery Partner Content Enabler Next Gen Network Serv. … Electronics Product Innovation Management Business Perf. Management Software Lifecycle Mgmt Supply Chain Collaboration Risk & Compliance … Complementing – not competing with – key ISVs in your industry Health Patient Centric Portal Healthcare Collaborative Network Clinical Decision Intelligence Payer Services Portal Health Plan Administration … Government Government Access On Demand Workplace e-Forms & Records Mgmt. Government Collaboration Emergency Response … Life Sciences Corporate Info Asset Management Investigator Recruitment & Trials Mgmt. Clinical Genomics Annotations & Knowledge Sharing Clinical Trials Management … … … … … … … …

22. Agenda • Business Opportunity and IBM Software Momentum • IBM Software Strategy and Plans • Value of IBM Software for Business Partners • Get a Piece of the Action

23. Why Team With IBM Software? • Increased efficiency Component-based portfolio speeds implementation Single vendor reduces support complexity Tight integration and common approach increases skills reusability • Increased software sales Average sales deal in 2003 closed by business partners was $xxxx Opportunities for cross-sell, up-sell across the portfolio • Services opportunities IBM software services engagements yield 8x software revenue • Market leadership Customers want IBM-based solutions – shortens your sales cycle

24. BP Revenue 8.4X Increase $7,721/emp $16,116/emp Cross-Brand Teaming Yields Even Greater Benefits IBM-related profits and revenue are highest for Business Partners who sell/influence across multiple IBM Software brands BP Potential Profits 5.2X Increase $2,846/emp $3,883/emp "Profit amounts are for illustrative purposes only and are not intended to be representative of actual profits the Business Partner may realize." *Source: IBM MI Study, Q4CY2001-Q1CY2002. Partner Means Based on IBM Customer Engagements Built on IBM Middleware

25. Partnering With IBM Software is a Winning Strategy • Market leadership in a large and growing market • Strong focus on partners • Strong set of middleware offerings • Clear strategic vision Business Integration SMB Industry solutions • Bottom line results

26. Agenda • Business Opportunity and IBM Software Momentum • IBM Software Strategy and Plans • Value of IBM Software for Business Partners • Get a Piece of the Action

27. Roadmap to Partnering with IBM IBM Demand GenerationTurbo charges the path Earn 2 Learn 1

28. Easy Steps to Partnering with IBM Software • Join PartnerWorld (www.ibm.com/partnerworld) • Leverage the Virtual Innovation Center (www.ibm.com/partnerworld/vic) • Get educated and get certified; if you pass, we pay (www.ibm.com/certify) Learn: Register and become enabled

29. Take the First Steps Today 1. Register and take advantage of PartnerWorld program resourceswww.ibm.com/partnerworld 2. IBM software is looking for certified business partners – get educated and get certified; if you pass, we pay!www.ibm.com/certify 3. Work with your BPR or BDR to find out how you can make money with IBM software via various programs and incentives

31. Backup: Contents • Additional detail on go-to-market resources from main presentation • Additional go-to-market resources not covered in main presentation

32. Backup: Contents • Additional detail on go-to-market resources from main presentation • Additional go-to-market resources not covered in main presentation

33. New in 2004: “Virtual” Innovation Center • Technical and sales education • FAQ’s and white papers • Forums/Discussion groups • Online support available 7 x 24 • Mentored support available 5 x 12 • Porting assistance • Solution Builder Express portfolio • Pre- and post-sale support • Downloads www.ibm.com/partnerworld/vic

34. Global Solutions Directory An online directory containing thousands of software, hardware, and services solutions developed on IBM technologies • Over 20,000 ISV solutions listed globally in 9 languages • 202,000 solutions viewed/month • 140,000 customer referrals to ISV websites/year • 1,700 customer requests for information/year "Promoting our applications in the Global Solutions Directory allows us to expand into the SMB market faster and with greater success." Andrew Dewhurst, Sales and Marketing Director, Frontline Consultancy and Business Services www.software.ibm.com/solutions/isv

35. Facilities for executive briefings and customer events Solution demos and test drives Proof of concept sessions Scalability and benchmarking Strategic planning workshops Q&A – ask the expert e-mentoring … and more Innovation Centers Providing Business Partner support for every customer situation IBM Innovation Centers Business Partner Innovation Centers Virtual Innovation Center - Business Partners Sales Enablement Portal

36. 2004 Business Partner Incentive Programs

37. Backup: Contents • Additional detail on go-to-market resources from main presentation • Additional go-to-market resources not covered in main presentation

38. IBM Solutions Builder Express Portfolio What is IBM Solutions Builder Express Portfolio? IBM Solutions Builder Express is a portfolio of Solution Starting Points which are reusable assets that help Partners sell, design and implement SMB relevant solutions based on IBM middleware. These assets lead with Express products and are developed jointly by IBM and IBM Business Partners around real customer needs and business challenges in the SMB space. Whyis IBM Solutions Builder Express Portfolio important? IBM Solutions Builder Express accelerates a partner’s Time-to-Value when designing and developing solutions based on IBM middleware by leveraging a proven reusable methodology and shows Partners how to exploit key capabilities of IBM middleware in a solutions. These solutions are aligned with both the key industries and the solutions areas identified as critical to SMB. IBM Solutions Builder is developed directly in response to end customer needs because it is defined, developed, tested and delivered together with resident Business Partners intimately familiar with their SMB customers' e-business problems and challenges. Where is IBM Solutions Builder Express Portfolio located? IBM Solutions Builder Express is available to members of PartnerWorld for Software through theVirtual Innovation Center, by joiningValue Advantage Plusor throughSmall and Medium Business Advantage(Channel Enablement section).

39. IBM Solutions Builder Express Portfolio Reusable Solution Starting Point assets that accelerate IBM Business Partners' ability to sell, design and implement SMB solutions based on leading IBM middleware products Whatis the value? Whatdo you get? Technical Materials: Easy to Use Steps • Solution overview • Solution architecture w/suggested IBM middleware, hardware specs, • Installation, configuration, & integration Guide • Sample code, scripts, & data • Guided tour of solution • Demo toolkit Marketing Materials: • Overview Brochures • Dedicated Web Pages • Playbooks • AcceleratesTime-to-Valuewith customizable solutions, sized right for SMB market • Pre-defined reference solutions have significant, high-value services opportunity and helps expand profitability in SMB market withrapid ROIin as little as 60 days • Aligned with high growthindustry and solutions areaswithin SMB • Leveragescombined strength of IBM’s individual SWG brandsin a solutions orientationdeveloped directly in response to end customer needsby resident Business Partners Business Integration Business Intelligence Content Management e-commerce Infrastructure Portal/Workplace Automotive BankingElectronicsFinancial Markets InsuranceRetailWholesale Consumer Products How to access? PartnerWorld for Software: Value Advantage Plus Virtual Innovation Center Small and Medium Business Advantage

40. Business Partner Engagement via PartnerWorld • Event and campaign calendar by geography • Co-marketing templates: • Executive letters • Email and direct mail text • Web content • Telemarketing scripts • Seminar and event presentations • Executive Assessment services assistance • Marketing How-To Guides • Direct marketing, multi-touch campaigns • Seminars and events • Outbound telemarketing campaigns

41. SWG Events 2004 Events Details in “Events and Conferences” section of PartnerWorld Web site