Sam McHan srmchan@us.ibm

1. Getting Business Partner Software Solutions in Market Faster and Easier Introducing IBM Solutions Builder Express Sam McHan srmchan@us.ibm.com

2. What we’re hearing from mid-market customers “We need solutions designed specifically to meet our unique needs and budgets” • Easy to install and integrate • Extensible and flexible • Competitively priced • Easy to evaluate, purchase and support • Simple but not simplistic • Easy to learn and use

3. + = Medium Business GTM ApproachHelping partners sell to the midmarket Medium Business Offerings Business Partners What mid-sized firms want, at an affordable price IBM Express Portfolio • Easy to install • Easy to learn and use • Easy to integrate • Extensible and flexible • Good ROI • Easy to manage • Integrated solutions • Competitive features • Reliable technology • Competitively priced

4. + = 1. Solution Overview • JSP programming • Networking • SQL • …. Solution concepts and business value Solution architecture Recommended software, hardware, tools Skills required to implement the solution Task descriptions and time estimates to plan services engagement 3. Demo Toolkit Customizable presentation: Solution Benefits and Overview Video clips of the solution How-to document to assist with using and customizing the assets 2. Implementation Guide Implementation checklist Instructions, tips, techniques for solution installation and use Customization information Use cases (guided tour) that can be used as part of demo or education Sample code, data, scripts, configurations to get up and running quickly Medium Business GTM ApproachHelping partners sell more solutions more often to the midmarket Express Portfolio Business Partners What mid-sized firms want, at an affordable price Solutions Builder Express

5. + Custom Customer Solutions • For the following industries: • Electronics • Banking • Retail • Finance • Automotive • Insurance • Wholesale • Consumer products • Healthcare • Fabrication and Assembly IBM Express Portfolio Business PartnerSolutions Solution Builder Express = Reach new markets Build and deploy vertical solutions using IBM Solutions Builder Express IBM Solutions Builder Express provides Business Partners with deployment and implementation assets Business Partners provide customers with solutions customized to their business needs Meets SMB Customer need SMB Customer Needs Cross and Industry-specific Solution Starting Points Business Partner customization and services Market requirements drive development of Solution Starting Points

6. Close Sales IBM Solutions Builder ExpressToolkit for Business Partners • Customer presentations • Technology demos • Solution architectures • Implementation checklists • Sample code IBM Solutions Builder ExpressProvides Business Partners the tools to sell to mid-market customers • What is Solutions Builder Express? • Set of tools that enables Partners to sell, design and deploy solutions on IBM Express middleware using sales materials, technical tools and implementation guides. • Developed with Business Partners for Business Partners designed to support partners every step of the way. • All the tools and resources are free. • How does it benefit Business Partners? • Partners can build repeatable SMB solutions leveraging IBM Express products faster and easier. • Partners can up-sell their own value-added products and services—increasing ROI and repeat business. Sell more Close sales Reach new markets

7. InCentric Solutions is tuned in to Solution Builder Express Cable television customer’s solution is implemented with ease Customer A major cable television company in the US whose divisions operate autonomously—more like a mid-market business than a large enterprise. Solutions Builder Express Advantage • Technical and solution design support • Implementation and configuration assistance • Solution Starting points provided checklists and roadmaps for installation — significantly reducing the time and labor. • Installation time from 7 days to less than one. Solution • WebSphere Everyplace Access connects into a wireless gateway for the division’s 250 mobile field technicians. • Provides the company’s field technicians to work more efficiently into the field and to be more responsive to customers. • Technicians also can better manage inventory on their trucks. “Solutions Builder Express enables us to deliver consulting services in a professional manner and is accelerating the development of our consulting services business. The concise guides on how to deliver solutions combined with their technical training have helped us to meet or exceed the client’s expectations” — Carl Jack, Principal Consultant, InCentric Solutions Benefits • Improved route management (from six hour window to a 2 hour window for appointments) • Improved customer satisfaction • Improved reporting and inventory management

8. Shanghai Kehwa serves up Express Solutions—FastIBM Express adds efficiency to each restaurant Yum! opens across China Customer Yum! Restaurants China owns and operates Kentucky Fried Chicken, Pizza Hut and Taco Bell and many other restaurants across China. Solutions Builder Express Advantage • Technical tools, support and implementation assets helped create and customize AMP—and deliver the solution at a low price. • Kehwa quickly and easily developed and deployed an Express-based offering of its AMP solution on IBM WebSphere and DB2. Solution Kehwa’s solution, known as Advertising Media Processing (AMP) system, is based on IBM WebSphere Application Server Express and IBM DB2 Express. Benefits “Offering our solution on IBM’s Express platform means we can deliver the flexibility and efficiency our customers require at a very attractive price – more so than competitive offerings. Without Solutions Builder Express, it would have been much more difficult to make the transition to Express and to take advantage of the growth potential we see among small and medium businesses.” — Feiming Luo, general manager, Shanghai Kehwa Software Development • Automatically relates advertising investment decisions to Yum's revenue. • Manages advertising operations, including budget control, order management, invoice management and outsourcing funds. • Helps reduce costs and ensures more efficient uses for advertising budgets.

9. Daniel IT inks new deals with old customerCarrot Ink gains valuable customer insight with business intelligence solution Customer Carrot Ink, an online merchant of inkjet and laser toner cartridges, last year sold $8 million in goods over the Internet required a customer insight solution to continue to grow their business. Solutions Builder Express Advantage • Technical and solution design support • Crucial in helping Daniel IT meet its commitment • Enabled Daniel IT to customize and implement a business intelligence solution based on Websphere Commerce Analyzer Solution • 94% of Carrot Ink’s business originates from their IBM WebSphere Commerce-based Web site providing features like user registration, reorder capabilities, marketing, merchandising, order status information and credit card validation. • WebSphere Commerce Analyzer provides the business intelligence. “The support that IBM provides to Business Partners through PartnerWorld is better than ever. Technical support, Solutions Builder Express and the whole Express family of products make a big difference in the outcome of a sale and its implementation.” — Rhett Daniel, Daniel IT Services Benefits • Replaced costly, subscription-based 3rd party metrics service • Provides valuable customer insight to use as basis for strategic planning and decision making

10. Core Technical components of Solution Starting Points Solution Overview Recommended software, hardware, tools Solution concepts and business value Solution architecture Solution Planning Guide • JSP programming • Networking • SQL • …. Task descriptions and time estimates to plan services engagement Skills required to implement the solution Implementation Guide Templates,Sample code, data, scripts, configurations to get up and running quickly Instructions, tips, techniques for solution installation and use Use cases (guided tour) that can be used as part of demo or education Implementation checklist Customization information Demo Toolkit How-to document to assist with using and customizing the assets Customizable presentation: Solution Benefits and Overview Video clips of the solution Demo

11. IBM Solutions Builder Express PortfolioSolution Starting Points available now Portal/Workplace Express Solutions Content Management Express Solutions Business Integration Express Solutions • B2B Connectivity • B2B Process integration • Process Integration • B2B Portal • Integration of Diverse Applications and Data • Item Management and Synchronization with UCCnet e-commerce Express Solutions • Easy Creation of Website for Retail • B2B e-commerce Infrastructure Express Solutions • Secured External Access to Company Resources • Rapid Foundation for e-business • Mobile e-business • Portal Access for the Mobile Workforce • Infrastructure Consolidation on Linux • Collaborative Portal • Portal Access for the Mobile Workforce • Mobile e-business • Collaborative Community Portal • Employee Portal • Collaborative Employee Portal for Retail • Employee Portal for iSeries • Collaborative Document Management • Managing Content within Business Processes • Managing Content for Insurance Claims Processing • Document Management in a Banking Loan Application Process Business Intelligence Express Solutions • B2B e-commerce Analytics • Customer Insight for Retail • Information Transformation for Analysis

12. IBM Solutions Builder Express PipelineSolution Starting Points planned Coming Soon Portal/Workplace Express Solutions Business Integration Express Solutions Content Management Express Solutions • Process Integration (refresh) • Healthcare Collaborative Network • Collaborative Portal (refresh) • Collaborative Workplace • Bank Branch Transformation • Collaborative Workplace for Banking • Collaborative Workplace for Healthcare • Collaborative Workplace for Retail • Concepts in-process (tbd) Business Intelligence Express Solutions e-commerce Express Solutions • B2B e-commerce Express Solution Starting Point • ERP Web Enablement for iSeries • Customer Intelligence for Insurance • Date Warehouse Construction • Data Warehouse Info Analysis (refresh) Infrastructure Express Solutions • Infrastructure Consolidation on Linux • Host Access Integration • Business Rules Integration • Others in-process (tbd) *subject to change

13. How do I know which solution to go after?Mid-market Consultant Sales Tool Mid-market Consultant Tool Industry Models Banking CPS Retail Media and Entertainment Healthcare Wholesale Dist. Manufacturing Mid-market Patterns • Guide RSI through solution design • Prescriptive approach provides reliability and repeatability • Codifying patterns through a simple set of wizards • Industry templates that can be easily customized Solutions Builder Express Starting Point • Solution Description • Solution Architecture

14. Build, Sell, & Deploy your Solutions with SBE • Learnmore about IBM Express middleware and Solutions Builder Express • Technical Sales Enablement Events • Virtual Innovation Center: www.ibm.com/partnerworld/vic • Create solutions • Solutions Builder Express: www.ibm.com/partnerworld/solutionsbuilder • Nominate yourself for the Solutions Accelerator program • Engage us and other partners • Residency program • Partner Forum: www.ibmexpress.com • Contact: sbuilder@us.ibm.com • Tell us your interests, your success stories, and how we might help!

15. Learnmore about IBM Express middleware Understand Solution Starting Point deliverables Deep dive into the specifics of SBE materials Learn how to practically apply SBE materials while working through a customer case-study Build a real, working solution Receive solution consulting Learn How to Use Solutions Builder Express Solution Builder Express Technical Sales Enablement Events

16. Receive free solutions consulting and services directly from the Solutions Builder Express development team. Receive technical support and services on our solutions Leverage our technical resources to build new solutions for you Available worldwide to IBM PartnerWorld for Member Partners Nominations accepted from IBM Business Partners or Partner Relationship Managers Get a Jump Start with Solutions AcceleratorEngage us today! • Learn about the Solutions Builder Express Portfolio • ibm.com/partnerworld/solutionsbuilder • Download, complete and send in your nomination form

17. Thank you. Thank You