Tivoli Business Partner Guide Value Propositions

1. TivoliBusiness Partner GuideValue Propositions 1

2. Market opportunity Did You Know? • 5000+ Tivoli partners worldwide • >30% of all Tivoli sales are through our Business Partners • >50% of Tivoli storage sales are through our Business Partners • >67% of our General Business sales are through Business Partners • Overall Tivoli market opportunity in 2015 should be over $35B Total market opportunity over $35B by 2015 Source: IBM Internal. Amounts reflect IBM internal estimates, are provided for illustrative purposes only and are not meant to represent or guarantee opportunity in anybusiness segment. 2

3. Technology factors 2. People skills 3. Market factors 4. Macro-economic factors 5. Regulatory concerns 6. Globalization 7. Socio-economic factors 8. Environmental issues 9. Geopolitical factors Faster Delivery Market opportunity 90% Mastering technology is the key to rethinking IT and reinventing business view cloud as critical to their plans* Improved Reach 1Billion Smartphones and 1.2 billion mobile employees by 2014* Responsive Operations 20B+ Factors impacting organizations: Intelligent business assets* New Insights 2.7ZB of digital content in 2012, a 50% increase from 2011* * Data sources noted in speaker notes

4. Portfolio Overview IBM is helping organizations embrace bold strategies toRethink IT, and Reinvent Business services, processes, and relationships… Protect & Manage Data Optimize with Cloud Extend to Mobile Devices Deploy Smarter Physical Infrastructures Speeding service delivery from 45 days to 20 minutes Reducing the time it takes to backup critical data by 80% Increasing sales with new promotions from 15% to 75% Recognizing & repairing over 50% of issues before operations impact Source: Tivoli Client Reference Database, various client references

5. Service Delivery & Management Capabilities Optimize with Cloud Extend to Mobile Devices Protect & Manage Data Deploy Smarter Physical Infrastructures Portfolio Overview IBM’s integrated service delivery & management platform offers the proven capabilities and best practices needed for success.

6. Value Propositions - Tivoli boom info in Linked Tube You Value Propositions • Best Service Delivery Products • Skills: Tivoli Virtual Sales Academy • Comprehensive Sales Plays ENABLE • Access to Experts: Tivoli Accreditation • Increased Lead Passing: LPDE, PAS, NLLB • Small Deals and Cost Buster solutions ENGAGE • More Incentives - SVI • Multiple Options - SVP • Simplified Processes EARN • Leverage IBM Aircover – POE • Plays for Your Success • Tools to Grow Your Business • Web Marketing CNBC Purchased by IBM Sponsored by IBM Created by Fans facebook twitter 6

7. Winning isn't everything, it is the only thing! Reference slide Reference STORServer At Bellin Health Front-safe at al dente The leading provider of business critical software for the dentist market in Denmark. Secure the dentist IT infrastructure with TSM Cloud Backup. IBM products and Sales Support, STORServer’s Channel Sales Organization and Meridian IT, the IBM and STORServer business partner engaged in a sales effort to solve a customer data protection problem at Bellin Health. Challenge: Administration of a large number of small customers who easily absorb all available resources at al dente. Solution: TSM deliver a high quality and very stable technical platform for protecting data and this platform demands very little daily support from al dente. The Front-safe TSM Portal on top of this solution makes the client side deployment and administration a very easy task and allow al dente to install and support the client backup remotely and also automate everything around billing. Competitive advantage: No other competitors are able to deliver a strong enterprise solution as TSM into our market of small dentist customers. • STORServer Channel Management • STORServer’s IBM ASL representatives • Tivoli Brand folks • Meridian IT Reseller Challenge:Bellin Health was facing a data management problem not unlike many health care providers are experiencing.  Rapid growth in data was starting to tax the current infrastructure, including their old BackupExec system. Objective:To replace a legacy system tied to the facility’s old electronic medical record system. Solution:STORServer Backup Appliance 7

8. Tivoli Business Partner Profile Partner Profile Profile of high volume Reseller • Velocity driven, transaction-oriented • Focuses on the midmarket ready offerings and other Tivoli offerings identified as key drivers for small deals • Generate leads by prospecting new customers • Strives to maintain digital marketing tactics • Takes advantage of IBM’s Co-marketing and conference benefits to generate opportunities • Leverages IBM Marketing resources • Understands lead competitors: EMC, CA, HP, etc. Profile of traditional Reseller • Value driven, implementation-oriented; offers value added expertise, including: • Education • Services (cloud, installation, configuration, migration, etc) • Offerings Built on Tivoli (cloud, automation, asset management, security, storage) • Manage complex project engagements well, including competitive take-out situations • Run Co-marketing engagements to generate opportunities • Engages with IBM Marketing activities 8

9. 5 Quick Steps to Get Started Visit the Tivoli PartnerWorld Site to access Business Partner sales and marketing tools and materials and training Complete your Tivoli Business Partner profile Plan to maximize your profitability & your team’s education path by reviewing the Software Value Plus (SVP) & Software Value Incentive (SVI) criteria & product categories. Educate your Sales and Delivery Teams & become SVP Authorized to resell Tivoli through Training & Certification. Develop a Marketing plan and take advantage of IBM’s programs and drive demand with IBM Co-Marketing Resources Join PartnerWorld to become an IBM Business Partner, then… 1 2 3 4 5 9