1Q Software Channel Marketing and Sales Plays

1. North America Software Channel Marketing Team January 13, 2010 1Q Software Channel Marketing and Sales Plays

2. Agenda • 2010 Business Partner Kickoff • Software Sales and Marketing Plays for 1Q • Smarter Planet Messaging Alignment • Tivoli • Lotus • Rational • WebSphere • Information Management • Question and Answer

3. Host: Sandy Carter VP, IBM SoftwareGroup Channels 2010 IBM Software Business Partner Kickoff Register today for the year’s most important event! • Virtual Event for IBM Software Business Partners • Celebrate the kickoff of the Software Value Plus implementation! • Key announcements to help you drive business in 2010! • Guest speaker: Mark Jeffries, Communications Consultant"Strategic Communications and Soft Skills to Win!" • Title: Delivering Value in the New Decade Date: January 25, 2010Start Times: 11:00 a.m. ET or 9:00 p.m. ET Registration is open!Visithttp://bit.ly/6YRvLI

4. Sales Play Alignment to Smarter Planet Themes New Intelligence Dynamic Infrastructure Smart Work Green & Beyond

5. Tivoli Software Tivoli Channel Marketing | Sue Ewig | sewig@us.ibm.com Q1 Channel Sales Plays Maintain the balance of spending and service quality– 10 mo ROI More details in backup – click here Provide discovery and centralized visibility into IT resources, management of resources, and automation of routine tasks, including diagnosis and repair. Diagnose and fix IT problems before customers are impacted. Easily report on how well IT is supporting the business. Insure business applications support, not hinder the business. Quickly resolve incidents and restore service. Identify application support issues to reduce downtime of critical resources. Improve service levels while keeping costs down. A holistic approach to security & compliance mgmt. – 9 mo ROI More details in backup – click here Quickly drill down into user behavior, system activity and security information across all platform types. Compare log entries to baseline policy to help pinpoint and minimize security problems. Quickly deliver reports to support auditors’ evidence requests and security managers’ investigatory needs. Rapidly respond to incidents through the ability to set actions and alerts about privileged user activity, while allowing administrators to perform their jobs. Data Reduction & Storage Mgmt. Transformation– 3 mo ROI More details in backup – click here This play offers 5 entry points to begin the transformation journey to a more dynamic storage infrastructure. Although described in a logical sequence, these steps can be done in any order. The entry points are: Get control of your data: data discovery; performance mgmt; reporting Get rid of unneeded data: de-duplication, data archive/migration, non-critical data Virtualize existing storage/SAN environment Leverage high availability for active data: use snapshot technology and copy services Protect your data: adopt “incremental forever” technology for data backup and recovery Pulse The Pulse 2010 agenda features a wealth of opportunities for you to learn more about service management in a wide range of settings. You can: • Hear a variety of IBM clients discuss how to implement more effective service management on any scale • Explore over 150 product demonstrations • Attend hands-on labs and earn certifications • Network with peers, technical experts and industry leaders Register now: www.ibm.com/tivoli/pulse Tivoli Business Partner Summit Business Partner Summit will be held in conjunction with Pulse on Sunday, February 21st, preceding the start of the conference. This no-charge event will include executive insights to Tivoli’s strategy and direction. Simply check the box when you register for Pulse. Pre-Pulse Tivoli Sales Academy If you're already coming to Pulse, consider coming a few days early to knock out some early learning. Join your channel and direct sales teams from Friday 2/19 to Saturday 2/20. Interactive education sessions designed to help sellers plan and execute effectively for 2010. Sessions will include Level 2 white boarding (solutions specific), executing sales plays, using the IBM Business Value Analyst Tool for Tivoli and other interactive modules. Click to Register

6. Reduce Costs through Customer Self Service Web Sites and eForms Start with Cost Savings from Automated Forms and/or Customer Self Service. Innovate through Social Software. Reduce costs by working smarter. Click here to see Just Push Go Marketing Template • Reduce Costs by Upgrading to Lotus Notes/Domino 8.5 and Up-Sell Advanced Collaboration Start with Cost Saving from Reduced Travel, More Efficient Meetings, and/or Infrastructure Savings with 8.5 Innovate through Advanced Collaboration. Click here to see Just Push Go Marketing Template • Position for Growth – Optimize Delivery Models Start with Cost Savings from alternative delivery models including SaaS and/or Collaboration Appliances. Innovate by Combining On- and Off-premise. Lotusphere • Orlando, Florida • January 17-21 Business Development Day • Sunday, January 17th • Exclusive for IBM Business Partners • Competitive Track Lotusphere Comes to You (LCTY) • IBM hosted events • BP hosted events • Webcasts

7. Rational Software Q1 ’10 Marketing Focus Areas: • Web Marketing Offers 1.) Internet Marketing Co-funded Marketing Offer- Place your content - white papers, articles, Webcasts on relevant internet media sites 2.) Rational Content Syndication Benefit- Delivers Rational content directly into your Web environment 3.) Search Optimization Guidance- Best practices guide to optimize Web and social media • TSL Lead Qualification/Appt Setting • Outbound call campaign to qualify aging pipe or opportunities from the Internet Marketing Initiative • Just Push Go (Webcasts, Seminar, multi-touch tactics, Internet Marketing) Just Push Go Content Turnkey Marketing tactics that include all marketing elements from planning to content to execution to lead follow up and reporting in an easy to use infrastructure. Webcast Demo: Just Push Go Demo • Rational Business Partner Playbooks • End to end marketing campaign; campaign in a box Rational Playbooks Rational Channel Marketing Amanda Travis/Austin  amandatravis@us.ibm.com Key Sales Kits: AppScan Sales Kit: Rational AppScan helps companies avoid the cost associated with managing security breaches and assist them with mandatory Global LegalRegulation Compliance even in this economic downturn. AppScan Sales Kit Act on right information, turn innovative ideas into smarter products: Rational provides a just-right mix of best practices and marketplace-leading tools to deliver high-quality products with the right features to the right marketplace on time and for less. Smarter Products Cut Costs & Accelerate Delivery for WebSphere & Portal Customer w/RAFW:Rational Automation Framework for WebSphere

8. WebSphere Software Channel Marketing | Sandy Bickett | sbickett@us.ibm.com Focus: Smart Work Industries Healthcare, Retail, Banking Participate: Business Agility Event Educate: WebSphere Sales University February 1-4 Execute: Sales Plays Smarter Commerce Help your customers deliver cross-channel commerce solutions that deliver seamless shopping experience across multiple channels and touch points. IBM WebSphere Commerce supports all of a company’s business models, while providing a rich, differentiated customer experience through a single platform. Associated Products Commerce Express, Professional and Enterprise Close the door on Open Source CompetitionHelp defeat Open Source App Server Competition and communicate IBM's application infrastructure business value to all customers. Associated products: Application Server v7, Community Edition Service Visibility & GovernanceProvide customizable, scalable and automated service visibility and governance solutions enabling customers to manage, trust and secure services and documents in an SOA. Associated products: DataPower Appliance XS40, Service Registry & Repository, WSRR ALE, MQ File Transfer Edition Departmental Business Process ManagementWork smarter by exploiting new dimensions for competitive sustainable advantage. This play helps customers gain value quickly from a smaller initial project, also known as a “departmental” project. Associated products: Business Modeler, Process Server, Business Monitor. Additional Resources available for Departmental BPM play: • BlueWorks Sales Kit • Campaign Designer Propose and Close: • Special Bids See your IBM Sales Representative for information • Use Education Cards, Cash to Close, IGF, and IMPACT

9. Information Management Software • Q1 Channel Sales Plays • Trusted Business Information: InfoSphere Information Server, Cognos, Data Warehouse, IBM Mashup Center • IBM provides a comprehensive array of capabilities to create and deliver a unified and trusted view of enterprise information based on cleansed data. This ensures real-time access to the right data, to the right people, in a context they understand, when they need it. • Trusted Business Information Playbook • Engines for a Smarter Planet – InfoSphere campaign in Campaign Designer • Managing Fast Growing Data: Optim • The Optim integrated data management solutions address today's critical business issues - data growth management, data privacy compliance, test data management, e-discovery, application upgrades, migrations and retirements. • Managing Fast Growing Data Playbook • Optim Sales Arrows by Industry • Managing Data Growth campaigns in Campaign Designer • Data Management Innovations: DB2 and Informix • IBM's family of databases offer many unique advantages that permit them to provide this critical infrastructure to clients at a lower total cost and are designed to help clients improve service levels and performance. • IDS Partner Playbook (Informix) • Ask Me How: Lowering the Cost of Data Playbook (DB2) IBM IOD 2009 Global ConferenceOctober 24-28, 2010 Mandalay Bay Hotel, Las Vegas, Nevada Q1 Events & Education • IBM Virtual Information On Demand experience • Forums for a Smarter Planet: New Intelligence Roadshow (formerly IOD Comes To You) • Toronto, Dallas, San Francisco, 4th-tbd • Contact: Chuck Sicard for BP Showcase participation • IOD Campaign-in-a-Box • Midmarket Information Management Offerings • IBM Learner Portal for Information Management • Access code: imstandard (case sensitive) • You Pass We Pay • Additional Business Partner Priorities • Playbooks & Sales Kits • Cognos • ECM • Balanced Warehouse • IBM Mashup Center IM Brand Channel Marketing Contact Chuck Sicard, csicard@us.ibm.com Teaming With Business Partners (Information Management Partner Portal)

10. This deck will be available today on PartnerWorld: www.ibm.com/partnerworld • Go to Products  Software • On the right side, find a box called Features • Click on Quarterly Key Software Sales and Marketing Plays • Click on North America Software Channel Marketing and Sales Plays

11. Backup Slides • There are 3 focus channel plays for each brand (15 plays) • The next 30 slides contain details on each of the plays (2 slides per play) • Tivoli • Lotus • Rational • WebSphere • Information Management

12. Alignment to Cost Busters and Hot Sellers Messaging:Companies need to do three things: 1 2 3 Focus on Value Maximize Opportunities Act with Speed Do more with less • Cash/capital focus • Flexibility Focus on the customer • Businesses • Initiatives Re-align relationships • Financial solidity of suppliers, partners and customers • Revisit/renegotiate Capture share • Disrupt weak competitors • Acquisitions Build future capabilities • Protect & acquire talent Change your industry • Bold moves • Position globally Risk & Transparency • Business performance management & analytics • Risk management Leadership • Get the information to act • Set the agenda Manage change • Clearly communicate simple goals • Seek and leverage experience

13. SWG Channel Sales and Marketing Plays Mapped to IndustriesNote: Those highlighted indicate special affinity to the industry

14. 1 2 3 12-20 month ROI Accelerate Implementation of Enterprise Applications – Trusted Business Information Solution business benefits Customer pain points • Project risks and costs associated with implementation/upgrade of enterprise applications • Mitigate business continuity risks with deployment of enterprise application to the enterprise • Process interruptions that lead to inefficiencies in operations and drop in business productivity • Lack of infrastructure and repeatable process to rapidly integrate new businesses and divest non-core operations • Reduce costs and risks associated with implementation/upgrade of enterprise applications • mitigate business continuity risks with deployment of enterprise application • Increase cash flow by reconciling orders faster in ERP system and getting receivables sooner • Reduce the time to access trusted information for business intelligence and decision making • reduce process interruptions caused by inaccurate and incomplete data from legacy systems • Up to 50% reduction in data integration costs • Up to 70% reduction in order reconciliation effort • Accelerate integration of mergers/acquisitions by consolidating ERP and other enterprise applications from merged/acquired companies faster and with better information quality

15. Information Management: Trusted Information Solutions BP Marketing Manager: Maureen Daley Deliver InfoSphere story to customers that need trusted business information to make confident business decisions. IBM provides the most comprehensive array of capabilities to create and deliver a unified and trusted view of enterprise information based on cleansed data -- which is otherwise typically scattered across siloed systems. This ensures real-time access to the right data, to the right people, in a context they understand, when they need it.

16. 1 3 9 month ROI Managing Fast Growing Data Solution business benefits Customer pain points • Reduce Costs and Risks • lower storage costs • maintain production database size at desired level to streamline routine maintenance, mitigate need for continual performance tuning • complete batch processes on time, reduce risk of unplanned downtime • Increase Productivity • Improve application performance by archiving historical data from the production database(s) • Ensure consistent performance to Service Level Agreements, thereby maintaining customer & employee satisfaction • Accelerate integration of mergers/ acquisitions • archive historical business information from SAP and other applications from the acquired/merged companies facilitating faster application retirement and migration • Performance degradation resulting from data growth • Applications not available when customers want to do business with you • Regulatory compliance needs for Data retention (Sox, Euro-Sox, J-Sox), • Electronic discovery (US Federal Rules of Civil Procedure) • Spiraling Storage costs combined with budget pressure • Deteriorating service levels, customer complaints • Increased maintenance requirements

17. IM: Integrated Data Management for Managing Fast Growing Data BP Marketing Manager: Maureen Daley IBM Optim aligns application data management with business objectives to optimize performance, mitigate risks and control costs. The Optim integrated data management solutions address today's critical business issues - data growth management, data privacy compliance, test data management, e-discovery, application upgrades, migrations and retirements .

18. 1 3 12 month ROI Data Management Innovations- Ask Me How to Lower Cost of Data in these Uncertain Economic Times Solution business benefits Customer pain points • Reduce Costs and Risks • reduce storage needs through deep data compression • manage large volumes of data with lower cost of ownership – Save 30% or more over Oracle! • reduce risk to critical business information with disaster recovery tools • superior performance and lowered cost of ownership for SAP ERP and BI customers using DB2 as the database • Increase Productivity • For database administration and development staff with powerful integrated tools • Accelerate integration of mergers/ acquisitions • Deep compression capabilities of DB2 9 will lead to savings of US$500,000 per year Industry: Banking, Financial Markets • Rising costs of data servers • Growing data volumes • Inadequate database performance • Expensive database management • Upcoming support contract renewals

19. IM: Data Management Innovations - DB2 and Informix BP Marketing Manager: Maureen Daley Manage Data Over its Lifetime-Organizations are experiencing a huge growth in data. They need to transform their data environments to more real-time oriented., dynamic and powerful designs that are inclusive of new data types and technologies.

20. 3 1 2 < 12 Month Payback Reduce Costs through Customer Self-Service Web Sites and eFormsStart with Cost Savings from Automated Forms and/or Customer Self-Service. Innovate through Social Software. Customer pain points Solution business benefits • High operational costs with lengthy, inefficient process cycles • Errors and delays due to multiple touchpoints; high cost to serve customers • Difficult working with geographically dispersed teams • Challenging to locate expertise within the organization • Lost bills, missed payments reduce cash flow – costly to collect • Cost of printing, storing, handling paper • Payback in less than a year, from operational and people savings • Up to 50% reduction in call volumes • 15-20% additional revenue from online 24x7 self-service • Ability to find experts and resources fast by searching tagged community information • 50% process savings with self-service, e.g. reconcile to billing faster, get receivables sooner, improve cash flow • Self-service community & activity creation supports flexible team structures across mult. geographies Lead Offerings:Lotus Forms, WebSphere Portal, Lotus Connections

21. Lotus: Reduce Costs through Customer Self-Service Web Sites and eForms Lotus BP Marketing Manager:Lucy Hinckley

22. 1 2 3 < 6 Month Payback Reduce Costs by Upgrading to Lotus Notes/Domino 8.5 and Up-sell Advanced CollaborationStart with Cost Savings from Reduced Travel, More Efficient Meetings, and/or Infrastructure Savings with 8.5. Innovate through Advanced Collaboration. Customer pain points Solution business benefits • Reduce travel costs by using online meetings • Lower telephone costs with built-in voice chat • Extend life of existing telephony infrastructure; avoid IP PBX upgrade costs • Notes/Domino 8.5 savings as high as: • Storage related savings of 40-60% • Security / ID management savings of 25% • Administration / maintenance savings of 30% • Additional hardware consolidation savings of 30% • Save about $300 per user with FREE Lotus Symphony office productivity suite • Share documents in/outside from shared location • High travel costs to attend meetings • Inefficiency (time not working) due to time spent travelling, arranging travel, accounting for travel • Low productivity for mobile, remote and telecommuting employees • Expensive and disparate IT / telephony infrastructures • High long distance and/or cellular telephone charges • High cost of finding, storing and sharing files Lead Offerings:Lotus Notes/Domino, Sametime, Connections, Quickr

23. Brand Logo here Lotus: Reduce Costs by Upgrading to Lotus Notes/Domino 8.5 and Up-sell Advanced Collaboration Lotus BP Marketing Manager: Lucy Hinckley

24. 2 1 < 12 Month Payback Position for Growth -- Optimize Delivery ModelsStart with Cost Savings from alternative delivery models including SaaS and/or Collaboration Appliances. Innovate by Combining On- and Off-premise. Customer pain points Solution business benefits • From SaaS: • Replace fixed capital costs with variable expense • Be there virtually with online meetings • Securely connect from anywhere, anytime via a Web browser and internet connection • Affordable and accessible – lower upfront investment • From Lotus Foundations appliance: • Low cost, on-premise solution including all the essential software, with no IT required • From both delivery models: • Share information more easily with customers, suppliers and business partners • No IT staff required for implementation, extremely easy to acquire • Work-ready integrated business applications • Integrated collaboration tools e.g. file sharing, activities, chat, contact management, surveys, charts • Difficult to collaborate beyond the firewall – with customers, partners and vendors • Need to cut back on travel expenses • Lack of internal resources to deploy and manage collaboration infrastructure • Need to share large files inside and outside the company • Want collaborative services but cannot afford the capital or operating expense associated with on-premise solutions • Or, want an on-premise solution that doesn't require an IT staff Lead Offerings:LotusLive Engage/Meetings/iNotes, Lotus Foundations

25. Lotus:Position for Growth -- Optimize Delivery Models Lotus BP Marketing Manager: Lucy Hinckley

26. 1 3 <12 month ROI Application Security and Compliance Customer pain points Solution business benefits • Regulatory Compliance – International and Country specific regulation compliance standards are difficult to manage and confirm compliance • Smart products rely on Web-enabled software. Although they make our lives more convenient, they also introduce Web site security and compliance risks. • Risk to reputation - website security issues now account for 55% of all security issues*. Data breaches and regulatory compliance audits (PCI) significantly damage your brand. • Runaway Costs: • 80% of development costs are spent identifying and fixing defects. Studies have shown that found in production a defect is $16,000 to fix while only $25 if found in development 2. High consulting costs for ongoing manual security tests 3. Breach notification costs in 2008 were on average $202 per record and the total average cost per company was more than $6.6 million per breach** • Ensure your web applications are secure and compliant with regulations such as PCI avoiding breach and regulatory compliance audit costs • Over 40 standard security compliance reports, including PCI, ISO 17799, ISO 27001, HIPPAA, GLBA and Basel ll • Static Analysis security testing and detection of website embedded Malware • Manage online security and compliance with automated application vulnerability testing avoiding costly manual efforts • Reduce costs and increase protection by integrating security throughout the entire software delivery process from development to deployment

27. Security Compliance and Web Application Security with AppScan

28. 1 3 3-6 month ROI Cut Costs & Accelerate Delivery for WebSphere & Portal Customer with RAFW Solution business benefits Customer pain points • Reduce your operational cost in as little as 3-6 months with unprecedented productivity improvements • Increase productivity with reduced staff - Scale admin resources • Improve application delivery speed and quality – deliver with a consistent, accurate, repeatable process • Reduce the cost of compliance - get governance without extra work or hassle • Companies need to cut operational costs in the face of their growing WAS/Portal environments & maintenance • WAS/Portal administration is manual, time consuming, and labor intensive • Application deployments are time-consuming, manual, and error-prone • Defects cause by configuration errors are frequent and costly • Admin resources are overwhelmed with the amount of administration

29. Cut Costs & Accelerate Delivery for WebSphere & Portal Customer w/RAFW Today more than ever, GB organizations are challenged to succeed within a reality of increasing operational costs, decreasing budgets, smaller teams and growing complexities. These businesses must find a way to maximize their budget and streamline their operations. To help WebSphere businesses reduce their operational costs in the face of growing WAS and Portal environments needs IBM Rational has introduced Rational Automation Framework for WebSphere, (RAFW), that extends Rational Build Forge, to offer a solution that helps scale scarce resources and mitigate costly inefficiencies.

30. Act on right information – Turn innovative ideas into smarter products 3-6 month ROI Solution business benefits Customer pain points • At least 50% of the total development time is spent in the early phases • Difficult to coordinate technology projects with product releases • 80% of product features are never used • Lack of communication between Marketing and Development • No clear link between strategy and development • Rework cost on projects: Poor requirements gathering contributes to at least 70% of rework costs • Late detection of requirements errors: Errors detected late in the maintenance phase can cost up to 200x more than detected early in requirements analysis phase • Lack of visibility to relevant project status: Information overload and inability to access tailored metrics by role and context • Supports the early phases when market needs are most critical • Supports coordination and collaboration in the release planning • helps to understand which features are demanded by the market • provides collaboration between all organizations • integrates market needs with requirement and development tools • Reduce rework costs by using collaborative techniques to drive consensus between business and technical experts – eg. estimated project overrun reduction of 20% • Make confident decisions faster to proactively address ever-changing inputs with greater visibility to metrics and effortless reporting

31. Act on right information – Turn innovative ideas into smarter products

32. 1 2 3 6 - 10 month ROI Maintain the balance of spending and service quality with Tivoli Solution business benefits Customer pain points • Monitoring the performance and utilization of systems and servers is usually done by checking machine by machine which is time consuming and costly • Over-utilization can be an issue because availability and performance are not tracked effectively thus affecting service quality • Configuration and integration often takes more time when new machines are introduced and/or replaced. • Most service support solutions lack self-service and knowledge management modules, propagating dependency on constant IT support which is not cost effective. • Effective IT Resource Management • Provide discovery and centralized visibility into IT resources, management of resources, and automation of routine tasks, including diagnosis and repair. • Improved Service Quality • Diagnose/Fix IT problems before customers are impacted. Easily report on how well IT is supporting the business.. Insure business applications support, not hinder the business. Quickly resolve incidents and restore service. • Managed Costs • Identify application support issues to reduce downtime of critical resources. Improve service levels while keeping cost down. • Use IBM Global Financing offers to help seal the deal!

33. Return to Tivoli main page IBM Tivoli: Maintain the balance of spending and service quality with Tivoli

34. 1 3 Fast ROI 2-3 months Cost reduction and information-led transformation –Data Reduction and Storage Management Transformation Play Solution business benefits Customer pain points • Need to control storage costs due to exponential data growth • Need to control increasing people and operational costs associated with managing data and storage • Lack of a consolidated and centralized infrastructure to monitor, control and automate storage operations within the data center. • Need to reduce costs, manage risk, improve availability, and maximize storage ROI. • Need to protect data in the enterprise data center • Automate storage management processes without impacting operations[Manage Risk] • Optimize storage environments to maximize return on investments [Reduce Cost] • Improve availability by optimizing performance of storage environments [Improve Service] • Manage large scale complex heterogeneous storage environments with a reduce set of tools, future expenditures, and skills/headcount requirements Consider IBM Global Financing (IGF)to help your client finance the deal. 

35. Return to Tivoli main page Cost reduction and information-led transformation -Data Reduction and Storage Management Transformation Play Tivoli Storage BP Marketing Manager: David Rice DI-SPSM/Service Management for Information Technology Dynamic Infrastructure

36. 3 1 9-12 month ROI Reduce Complexity and CostsDriving a holistic approach to Security and Compliance Management Solution business benefits Customer pain points • Quickly drill down into user behavior, system activity and security information across all platform types. • Compare log entries to baseline policy to help pinpoint and minimize security problems. • Deliver reporting to support auditors’ evidence requests and security managers’ investigatory needs without burdening expensive subject matter experts. • Rapidly respond to incidents through the ability to set actions and alerts about privileged user activity, while allowing administrators to perform their jobs. • Constant need to assess compliance to internal procedures/policy, emerging or long-standing regulations and legislation • High cost of addressing and reporting on audit compliance across applications, servers, databases, security and networking devices • Inability to sufficiently audit privileged user activities across IT systems

37. Return to Tivoli main page Tivoli: Driving a holistic approach to security and compliance management

38. Customer Pain Points Solution Business Benefits 3 1 2 <12-18 month ROI Smarter Commerce …Deliver Responsive and Available Applications Customers Can Trust for the Least Cost • Meet consumer expectations to be able to connect to anyone, at any time, about anything, from anywhere • Increases customer loyalty by personalizing the shopping experience …Enable shoppers to seamlessly utilize cross channels during a single buying session • Deliver rich customer centric experiences with new Web 2.0 Stores and integrated Social Commerce • Optimize cross channel interactions with Cross Channel Processes and Mobile Commerce …Optimize Your Application Foundation • 20% throughput improvements • Expand cost-effectively into international markets and conduct business in the appropriate languages, currencies & buying behaviors Consistent Customer Experience… • Creating a seamless shopping experience regardless of channel – online, in the store, over the phone and by mobile device • Creating, managing and deploying marketing campaigns across direct and extended brand touch points Customer Channel Optimization… • Integrating operations across the Web, in-store and back-office systems • Targeting the right customers with the right messages, offers, cross-sells and up-sells Platform for today’s and tomorrow’s business… • Improving Performance • A scalable and flexible foundation that can grow as business needs demand

39. IBM WebSphere: Smarter Commerce WebSphere BP Marketing: Manager: Mark Masercola

40. 1 2 3 1-8 month ROI Sow the Seeds of Business Process Management on a Smaller Scale Customer Pain Points Solution Business Benefits …to Optimize Costs • Reduce staffing requirements by 85% • Reduce handling costs by 63% • Reduce cycle times 3x …into Effective Actions • Reduce exceptions by 80% • Visibility for smarter decisions • Quickly react to opportunities and threats …Dynamically to Change • Enact change without IT rework • Increase revenue 15% and reduce costs 30% Automate Manual Processes… • Manual processes are expensive and slow • Employees waste time on redundant tasks • 2-6 month ROI Transform Insights… • Exceptions waste resources and increase costs • Poor response time leads to lost opportunities • 1-3 month ROI Adapt and Respond… • Change is expensive • Business users can’t make process changes • 6-8 month ROI

41. IBM WebSphere: Departmental Business Process Management WebSphere BP Marketing Manager: Mark Masercola

42. 1 3 6-12 months ROI Increase Service Reuse, Reduce Costly Redundancies Solution Business Benefits Customer Pain Points • Growing services out of control • “Not invented here” inhibiting reuse • Duplication of effort and resources • Missed market launch milestones • Maximize return on existing assets, on average[1] – • Increase software reuse by 30% • Reduce integration costs by 25% • Improve app. maintenance productivity by 40-60%

43. IBM WebSphere: Service Visibility & Governance WebSphere BP Marketing Manager: Mark Masercola