SUPERSIZE Your 2007 Forms Opportunities with Lotus Expeditor and Lotus Mobile Connect!

1. SUPERSIZE Your 2007 Forms Opportunities with Lotus Expeditor and Lotus Mobile Connect!

2. Question: What do the following IBM deals have in common? • BJ Services • Alltel • GAP

3. IBM Forms business case and deal size increased with Lotus Expeditor and Lotus Mobile Connect! BJ Services: $250K: offline forms based application for logistics Alltel: $250K: offline forms for field service technicians GAP: $250K: offline audit forms Answer:

4. Agenda • Offline Forms play • Products Involved • Helpful information • Call to action

5. Sales play: Offline Forms • Value proposition • Accelerate business processes through more flexible forms – anytime, anywhere • Example Verticals • Government, Insurance, Retail, Banking, Financial Markets….. • Customer requirement • Create, edit, submit forms offline • Integrate forms with business processes • Use forms in composite apps • Create complex forms that require multiple sittings • Products used • Lotus Forms: For Pixel perfect forms • Lotus Expeditor: For automated submission of offline forms and inclusion of e-forms in composite applications • Lotus Mobile Connect: For security-rich connectivity

6. Example scenarios in Government – Social Services & Social Security Sweet Spot

7. Example scenarios in Insurance - Claims, Sales & Customer Service, Policy Administration Sweet Spot Source for Insurance Info: Insurance Industry LOB SOA Presentation

8. Example Scenarios in Banking - Front Office, Customer Relationship Sweet Spot Source: Scenarios from Banking Industry LOB SOA Presentation

9. Customer: Gap • Audit forms submitted offline and then synchronized with enterprise information systems • Expeditor deal size: $100K • Use Case: Compliance with Manufacturing Policy • Compliance officer starts day by synchronizing forms and data from server to laptop / tablet • Visits manufacturing plant (Offline Access) • Fills out forms on laptop / tablet: Stores locally • Synchronizes at the end of the day Internal Only

10. Play enabled by Forms + Expeditor Integration • Available regardless of connection • End users can create, save and edit eForms locally, even with unreliable or unavailable networks • Participate in composite apps • Seamless “integration-at-the-glass” with web, rich, and/or native applications. • Managed via existing enterprise systems • Exploit existing enterprise systems such as relational databases, Domino or host systems to manage eForms - synchronously or asynchronously • Integrate with IT processes • Extract important IT data from eForms for integration into automated processes eForm

11. Agenda • Offline Forms play • Products Involved • Helpful information • Call to action

12. u SOA Based role-based in context services Process driven * Lotus Expeditor: new name for WebSphere Everyplace Deployment, (Nov ’06 release). ** Lotus Mobile Connect: new name for WebSphere Everyplace Connection Manager, (Nov ’06 release) Enterprise Access Products in the Play Lotus Expeditor * • Server-managed client platform for semi-connected apps Lotus Mobile Connect ** • Mobile VPN for secure roaming and access

13. Forms + Lotus Expeditor + Lotus Mobile Connect = Bigger Market Opportunity, Larger Deal Size Market Opportunity IBM is one of the only 2 vendors with positive rating from Gartner in this market More Customers, Bigger Deal Size • Deal sizes increase by 70%

14. IBM Lotus Expeditor • IBM’s strategic server-managed client platform infrastructure • Open standards-based alternative to Microsoft .NET client and Visual Basic • Client integration platform for laptops, desktops, kiosks and mobile • Extends composite applications (Portal, Forms, etc) • Aggregates a variety of application types in a single client view (eg Portlets, Microsoft ActiveX, Host terminal apps, Native, Windows, Swing and others) • Provides anytime/anywhere access in semi-connected environment • Strategic to WPLC as standalone product and as the foundation for: • Lotus Sametime 7.5, Lotus Notes 8 … and more! ERP CRM Customer Service Rich Client Managed Eclipse / Web-app based client Collaboration Inventory, Logistics Supply Chain Mobile Clients Composite Apps

15. Lotus Expeditor: End to end Server Managed Client P O R TAL SERVER / APPSERVER Expeditor Server Expeditor Client Back- End Services to SOA Managed Client SOA Managed Client Platform ~ Operates Connected or Offline Semi-Connected Support Think: “Replication” Desktops, Laptops, Kiosk’s, PDA’s* … IT Data Center * Portal Administered Client not available on PDAs

16. Notes Lotus Mobile Connect • IBM’s security-rich mobile VPN • Seamless cross-network roaming • Secure wireless & wire line roaming to over 40+ networks • Proven ROI - least cost routing & data optimization • Security-rich end-to-end connection to corporate intranets • Strong authentication and support for RSA Secure ID • End-to-end encryption- DES, Triple DES, RC5 and AES • FIPS 140-2 certification • Scalable and Reliable • Supports gateway clustering, and can distribute across multiple sites • Used Worldwide today by IBM mobile workers!! Secure Connectivity Portlet Factory Expeditor Secure VPNs Sametime “Hannover” User authentication Browser Data encryption Optimized access Sametime

17. Lotus Mobile Connect: Security-rich Mobile VPN (Virtual Private Network) P O R TAL SERVER / APPSERVER Mobile Connect Client Mobile Connect Server Back- End Services to Mobile Connect Clients Mobile Connect Clients Security-rich VPN Firewall Desktops, Laptops, Kiosk’s, PDA’s* … IT Data Center

18. Competitive Differentiation vs. Microsoft .NET • Expeditor • More sophisticated composite apps -> More responsiveness • Aggregate a variety of sources (ActiveX, Swing, Eclipse SWT, Host Access and others..) • Based upon open standards -> No vendor lock in plus reuse of developer skills • Support variety of platforms (Linux, Windows, Windows Mobile etc) –> More flexible • Apps portable between platforms and backward compatible -> Lower maintenance andsupport cost • Mobile Connect • World class encryption (FIPS 140-2 certification) • Seamless Roaming

19. Agenda • Offline Portal play • Products Involved • Helpful information • Call to action

20. Lotus Expeditor 6.1 Packaging / Pricing • Lotus Expeditor Enterprise Server 6.1 • Server Part # D59R7LL: $600 (VUE) = $60,000 per processor • Provisioning Server / Middleware Gateway • No Limitation # clients / server (1000:1 Recommended) • No client licenses includes • Lotus Expeditor Starter Server 6.1 • Server Part # D59MELL: $30 (VUE) = $3000 per processor • Provisioning Server / Middleware Gateway • Limitation of 25 authorized users accessing the server • Lotus Expeditor Client • Part # D59MILL: $98.75 per authorized user • Client Code Runs on Desktop, Laptop, Tablet • Includes Toolkit • Includes Device Runtime Environment

21. Lotus Mobile Connect 6.1 Packaging / Pricing • Lotus Mobile Connect Server 6.1 • Server Part # D59QKLL $50 (VU) = $5,000 per processor • Connection Manager Gateway • No Limitation on # of clients / server (1000:1 Recommended with no usage data) • Lotus Mobile Connect Client • Part # D59QLLL $85 per authorized user • Client Code runs on Desktop, Laptop, Tablet, Mobile devices VU= Value Unit Authorized User: An authorized user is one and only one individual (named or unnamed) within or outside your enterprise

22. Lotus Expeditor Helpful Resources • Customer education tools • Webcast • Press Release • Current collateral for sales call • Product Page • Data Sheet • Offline Portal • Mobile and Enterprise Access Whitepaper • Competitive resource • Competitive Information • Fast and easy overview • Product Page • Sales Talk • Features and benefits • Sales and Marketing Kit • Pitch to prospects • Offline Portal Customer Presentation • Offline Forms Customer Presentation • Mobile Access Customer Presentation

23. Lotus Mobile Connect Helpful Resources • Customer education tools • Video • Webcast • Current collateral for sales call • Product Page • Data Sheet • Sametime + Mobile Connect Flyer • Offline Portal Flyer • Mobile and Enterprise Access Whitepaper • Competitive resource • Advantage over traditional VPN • Fast and easy overview • Product Page • Sales Talk • Features and benefits • Sales and Marketing Kit • Pitch to prospects • Mobile Access Customer Presentation • Offline Portal Customer Presentation • Offline Forms Customer Presentation

24. Sales and FTSS resources

25. Agenda • Offline Portal play • Products Involved • Helpful information • Call to action

26. Call to Action • Look at your Q4 pipeline for Forms • Sweet spots include Government, Insurance, Retail, Banking, Financial Markets • Deal sizes increase by 70% • Ask the following questions • Do you have multiple branches, creating and accessing forms that need to be submitted to and integrated with centralized data center? • Would you like to increase the response times and as a result end user productivity while creating and accessing forms? • Do your employees need to operate in disconnected or poorly connected environment? • Do your employees need mobile access to forms? • … and SUPERSIZE Your 2007 Forms Opportunities with Lotus Expeditor and Lotus Mobile Connect