IBM PartnerWorld

1. IBM PartnerWorld Put the power of IBM behind your businessGreater innovation. Sustained strength. Improved access to a world of opportunity. ibm.com/partnerworld

2. Agenda • Marketplace Dynamics • Why team with IBM? • Smarter Planet • PartnerWorld Program • Benefits • Summary and Call to Action

3. Marketplace dynamics Customers are: • Making technology decisions around solutions • Selecting single providers for IT solutions and services • Relying on GSIs, RSIs and ISVs The IT Market is: • Growing significantly in SMB • Moving to Business Partner models that provide more complete solutions • Driving alliances, mergers, acquisitions to compete and deliver full-service offerings IBM is: • Leading the market with its vision of a smarter planet • Enabling you with offerings to help you adapt and thrive in this market environment • Continually enhancing and investing in PartnerWorld, the award-winning program for IBM Business Partners

4. Why team with IBM?

5. IBM is committed to our Business Partners for the long term. Working together is critical to success for both of us • IBM is invested in your success. When you do well, we both win. • We back you with dedicated offerings for the midmarket, direct support, financing, incentives, enablement tools and much more. We’re making our relationship smarter • We’re working on numerous initiatives to make it easier to do business with IBM • Expanded support from local IBM industry experts in the field • New co-marketing model • Rules of engagement • Integrated lead management system • Investment in demand generation • Attractive, simplified incentive program • Competitive pricing

6. Business Partner Charter Six guiding principles 1.IBM Business Partners are vital to IBM’s business. 2.Our relationship is a collaboration of equals. 3.We invest in IBM Business Partners’ success. 4.We strive to provide the industry’s best Business Partner experience, in all respects. 5.We work with our Business Partners to seize the opportunities presented by a smarter planet. 6.We ground our relationships in the core values of IBMers.

7. PartnerWorld – Sustained industry recognition IBM PartnerWorld has won hundreds of major channel-related industry awards around the world, including top distinctions like: • VARBusiness ARC Awards; • CRN Channel Champion Awards; • VARBusiness 5-Star Partner Program Awards; and • VARBusiness Tech Innovator Awards.

8. Why team with IBM? When you team with IBM, you are not only better equipped to uncover opportunity and to find new avenues of growth, but also to better satisfy Client requirements for innovative, end-to-end solutions – and to serve as their trusted, strategic partner.

9. Our relationship is a win-win-win – for clients, Business Partners and IBM alike. Both sides have distinct strengths • You know your clients better than anyone and have focused, local expertise. • IBM brings leading technology, deep industry knowledge and global reach. Putting the two together yields unique value – everybody wins • Clients get the best of both worlds... a trusted local partner and the power of IBM, with personalized client experience marked by high-touch concierge service. • Business Partners get access to a portfolio of IBM offerings designed for the midmarket, plus a toolkit full of education and enablement resources, plus incentives that help drive profit. • IBM gets direct access to mid-sized clients through highly capable partners that deliver unique value-add.

10. Smarter Planet

11. A vision of a smarter planet… In this environment, collaboration is crucial. Innovation is essential. Reach is required. Strength and endurance are necessary to invest in, build and sustain leadership. And the vision to see – and create – a smarter future and more intelligent solutions are equally important.

12. A smarter planet can’t be built alone IBM Business Partners around the world play a critical role in building a smarter planet. By providing leading midsize companies with groundbreaking solutions that improve efficiency, accelerate ROI and do more with less, Business Partners are helping smaller companies level the playing field. And that’s increasingly important in a world where ideas trump resources. Together with IBM, Business Partners are applying this expertise to work with innovators of all sizes, across every industry, to address just about any size problem, task or workload.

13. What is PartnerWorld? 13ibm.com/partnerworld

14. What is IBM PartnerWorld? IBM PartnerWorld is an award-winning, global program designed to help our Business Partners increase demand, grow their business, and improve profitability. • IBM invests more than $2.5 billion a year in Business Partners, • including resources extending across the sales cycle in: • Marketing • Selling • Technical • Training • Collaboration • Solutions

15. PartnerWorld Levels • Demonstration of significant achievements • Delivers exclusive Premier benefits • Requires 30 point attainment Premier • Specialties • Specialized skills • Unique benefits • Recognition for achievement • Delivers additional Advanced benefits • Requires 10 point attainment Advanced • Introduction to the IBM portfolio • Simple to join, NO fee required • Provides extensive resources and benefits in 5 areas: Marketing, Selling, Technical Support, Training, Collaboration Member

16. Enhancing the PartnerWorld program • Competitive differentiation • Broader and deeper skills • Deeper relationships at higher levels with customers, leading to… • Higher margins / improved profitability Business Partners Need • Addressing these key market trends • Simplifying structure • Focusing on rewarding skills • Adding high value benefits • Improving Web experience PartnerWorld Delivers

17. PartnerWorld streamlined: Four consistent criteria Client References Customer Satisfaction Skills Revenue Consistent criteria used for PartnerWorld level advancement, authorization, and access to benefits Now weighted to reflect depth of skills Verified Solutions Additional categories recognized for credit Midmarket accelerator Recognizes experience with credit Focus continues (unchanged)

18. The PartnerWorld portal: The entrance to opportunity The PartnerWorld web site is your single point of access to a wealth resources and benefits available to you as an IBM Business Partner. • Getting started on PartnerWorld • 1. Register your company (first time company entry only) • 2. Register for IBM ID (individual) • 3. Add yourself to your company profile • ibm.com/partnerworld/au

19. Membership Support • PartnerWorld Contact Services • ibm.com/partnerworld/au • Ph: 1800 637 713 (AU) • or email pwcs@au1.ibm.com 19ibm.com/partnerworld

20. Join PartnerWorld & Subscribe to BP Newsletter • Subscribe to BP Newsletter: ibm.com/partnerworld/partnertools • Employee Profile • Select Update your Personal Information & Communication Preferences

21. PartnerWorld Benefits

22. Generating Demand Campaign Designer An all-in-one tool for Business Partners to create Direct Mail and eMail for effective Demand Generation. • What is it? • Direct Mail / eMail – All in ONE TOOL • Web based application – easy to use • Integrated Tool to create Postcards, Flyers, Self mailers, Invitations and eMail • How will it help me? • Provides a low-cost solution for all your Demand Generation needs. • Aligned with creative templates leveraging IBM Brand and Solution Offerings. • Designed to take the complexity out of Direct Mail and eMail creation. • Provides eMail blast capability and links to negotiated print vendors. • Provides complimentary marketing materials available for download • Where do I find it? • ibm.com/partnerworld/campaigndesigner

23. Campaign Designer – Demand Generation made easy! • Create compelling • - e-Mails • - Postcards • - Flyers • - Self-Mailers • - Invitations • - PLUS have access to valuable Downloads & Print Ad guidance! 23ibm.com/partnerworld

24. IBM Web Content Syndication What is it?Turnkey delivery of IBM product content directly to your Web site from ibm.com, updated automatically Why do you need it? Generate leads and accelerate sales by enhancing the power of your company's Web site with key IBM marketing assets and without the expense of a technical resource Who is Eligible? All IBM Business Partners who are registered members of PartnerWorld www.ibm.com/partnerworld/syndication

25. Advantages of Web Content Syndication • Easy to implement…less than 1 hour • No ongoing maintenance required • Content is updated and refreshed automatically • Save web & support costs • Customized for your Web site • Receive only the products and services that you offer • Leverage IBM’s vast content on your Web site! • Keep prospects on your Web site It’s FREE!

26. BP LOGO • The primary role of the Business Partner emblems is to authenticate and endorse our Business Partners in the minds of their clients. They validate our channel relationships, and represent access and a connection to IBM. • To access the Standard Business Partner Logo or the Premier Business Partner Logo, visit www.ibm.com/partnerworld/au • Select “Marketing Resources and Tools” located on the left Nav under the “Marketing” heading • Under “Execute” heading, scroll to “Marketing Tools” and select “Emblems, logos, and guidelines • A Guideline is available to assist appropriate usage 26ibm.com/partnerworld

27. Know Your IBM (KYI) Program - 2010 What is KYI? - IBM's reward program designed specifically to recognise IBM partners for their loyalty and support. - Like frequent flyer program partners will accrue points for learning about & selling IBM products. KYI consists of two main areas: “Sell & Win” & “Learn & Earn”What is KYI Sell & Win?IBM reseller reps will accrue points based on sales of IBM products What is KYI Learn & Earn?Reseller & Distributor reps will accrue points as they complete on demand and cutting edge learning modules. KYI Sell & Win • Reseller & Distributor reps will accrue points as they complete on demand and cutting edge learning modules. • There are two levels in Learn and Earn • Level 1 - Those who have competed 6 quick learn modules - no points awarded • Level 2 - Any additional modules completed will earn 20 points per module* *A minimum of 6 learning modules must be completed before any KYI points can be redeemed. KYI Sell & Win • IBM reseller reps will accrue points based on sales of IBM products • KYI members upload sales to the KYI website and are awarded set points per product sold • Unlimited point earning capability • Bonus ‘White Space Points’ for selling System Storage & Power products into new IBM accounts • Bonus points for attaching Storage to any Server The KYI annual recognition event “Byron Bay” November 2010 • The top performing IBM Business Partners across A/NZ will be recognized for their outstanding achievement in KYI • Reseller positions will be awarded based on learning and selling performance in KYI • Distributor/IBM positions will be awarded by IBM/Partner management • Positions are available to IBM Hardware, Services, Marketing & Finance Business Partners across A/NZ

28. Know Your IBM (KYI) Program - 2010 Who is eligible for KYI?- IBM Resellers - Sell & Win + Learn & Earn + Recognition event- IBM Distributors - Learn & Earn + Recognition event- IBM - Learn & Earn (No reward points) Where is KYI? How do I become a member? - KYI is part of the IBM PartnerWorld website. To register, complete learn modules and to register deals visit: http://www.ibm.com/partnerworld/knowyouribm Register with KYI • To register with KYI you need to be a member of PartnerWorld and have an IBM PartnerWorld ID • If you are not a member (or creating a new membership) of PartnerWorld you need to register • Register with IBM PartnerWorld --> ibm.com/partnerworld/au • If you are already a member of PartnerWorld • Go to the Know Your IBM site and enter your IBM id and password. ibm.com/partnerworld/knowyouribm • You will require your Token key, which can be provided by the BP’s APA or contact PWCS for assistance • When you enter the site for the first time you will be a guest user until management approval is received. Need help • If you have any problems with your registration or require help, please contact PWCS by phone, Australia 1800-637-713, New Zealand 0800-44-4714, or email: pwcs@au1.ibm.com Forgotten Password • If you have forgotten your password, you can reset your password here. --> ibm.com/partnerworld/knowyouribm and click “Forgot your Password?” • If you have forgotten your security answer please email ERCHELP@ca.ibm.com with your full name and username (email) and ask them to reset your password for PartnerWorld and KYI. Update your profile • Visit ibm.com/partnerworld/knowyouribm and click “My IBM registration” on the left Nav bar and then “My IBM profile” located on on the left Nav bar

29. Software Value Package Benefit for Software Licenses & Training Reimbursement • Fee-based bundle of high value benefits including : • IBM Software Licences • Demo & evaluation • Development & testing • Internal training • Run Your Business Use* • Education reimbursement, • Presales & predeployment technical support • Designed to help your company build IBM product skills by reimbursing some or all of your tuition and test fees when you achieve eligible certifications • IBM strongly recommends you purchase the Value Package and take advantage of this rich set of benefits offered at an annual fee of $2,000 USD • How much is reimbursed is determined by yourmembership level $USD*. Or $6,000 USD per individual. * Please note: There will be a change occurring in Q2 with the reimbursement levels Which courses are included and How to Claim? • PartnerWorld website updates the courses included in the program each quarter. Please refer to the eligibility certifications with corresponding courses and exam #’s. Reimbursement is approved for eligible courses only. • Steps to reimburse are included in the PartnerWorld website.

30. Express Selector Plus Tool • An enablement tool created for IBM Business Partners. • Express Selector Plus will help you produce quotations for a range of System X and related products to send to your customers and your IBM Distributor. • Using Express Selector Plus you will be able to check the availability of stock and pricing in the Distribution Channel of the products you need!

31. Select from - Featured Systems - Featured Storage Solutions - or Special Offers • Also view stock availability, Extended specifications and Build this system

32. Build your System by selecting your model and adding options. • Once completed, it will show you a summary page

33. Summary page - Allows you to review your configurations and the option to save

34. Systems Connect eXpert Benefits : • Easily access and navigate to the key content you need to sell System X, BladeCenter and entry-Storage solutions • Track your certification progress • View Sales & Technical Roadmaps • Refer to Sales & Technical Education Pools - Web lectures aligned with current IBM marketing initiatives • See What's new! - New or updated web lectures and certification tests, new products • Refer to the Techline System x Repository, which provides fast access to key sales and technical materials. • Link to other helpful content such as: - SmartZone Business Partner Guidebook Know Your IBM Top Gun Resources

35. Systems Connect eXpert – Program Overview • To maintain skills currency • We suggest that at least two lectures be taken each half year at a minimum. The lectures in the Sales and Technical Education Pools will develop your knowledge of the key initiatives that IBM is driving into the marketplace. When you deliver the same messages to your clients that IBM is driving we all win

36. Systems Connect eXpert – Sales/Technical

37. SuperSeller & System x SuperSeller Premium Rebate Program • is for our contracted IBM Business Partners who purchase IBM System x, System POWER, System Storage and Point of Sale (POS) products from authorised IBM Distributors. • You can earn a rebate from IBM when you purchase IBM products from an authorised IBM Business Partner Distributor and sell to an End User Client. After you have purchased the base amount you will begin to earn higher percentage rebates as your sales increase. • The rebate paid is calculated by multiplying the purchase price of the eligible IBM Brand sold during the month by the percentage in the tables below. Eg. If you purchased $ 20,000 (ex GST) of POS in a month you would attract a 1% rebate $20,000 (ex GST) x 1% = $ 200 (ex GST) rebate. If you were to purchase $ 60,000 (ex GST) you would qualify for the 1.5% rebate and earn $ 900 (ex GST). • Rebates will be tracked monthly and paid to you quarterly. All dollars are in AUD and excludes GST

38. SuperSeller & System x SuperSeller Premium Rebate Program

39. Learn more about PartnerWorld: PartnerWorld Web site ibm.com/partnerworld Not a member? Join PartnerWorld ibm.com/partnerworld/partnertools PartnerWorld University ibm.com/partnerworld/pwu Know Your IBM (KYI) ibm.com/partnerworld/knowyouribm

40. Next steps Update and maintain your individual and firm PartnerWorld profile ibm.com/partnerworld/partnertools Create a personalized subscription to PartnerWorld News and opt-in to receive tailored e-mail communications • ibm.com/partnerworld/au •  News and announcements  Newsletters Familiarize yourself with the many PartnerWorld benefits and resources to find those most relevant to you • ibm.com/partnerworld/au Use the Marketing benefits to generate opportunity ibm.com/partnerworld/marketing