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IBM Partnering Strategy & Overview

IBM Partnering Strategy & Overview. Sal Causi, P. Eng. IBM Life Sciences. NetGen VC / Incubator Mission. Develop strategic relationships with targeted VC and Incubator firms and portfolio companies resulting in: Preference for IBM solutions and platforms Acquisition of new IBM clients

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IBM Partnering Strategy & Overview

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  1. IBM PartneringStrategy & Overview Sal Causi, P. Eng. IBM Life Sciences

  2. NetGen VC / Incubator Mission Develop strategic relationships with targeted VC and Incubator firms and portfolio companies resulting in: • Preference for IBM solutions and platforms • Acquisition of new IBM clients • New channel and business relationships • Identification of new technologies of interest to IBM • Significant revenue growth • Increased IBM "mindshare" and marketshare

  3. How IBM Selects a VC or Incubator • Alignment with IBM Objectives • Depth of Experience and Credibility • Business Innovation • Enabling Skills • Track Record of High Potential Companies • Relationships & Mind Share

  4. What IBM Brings to the Table... • Global Technology Innovation • Best of Breed • IP • I/T Solutions • Sector Expertise • Opportunity for Business Alliances • Services • Marketing • Technology • Ultimately, to Speed Success and Profits

  5. Companies with prominent investment banks and venture capitalists backing them are no longer surefire successes. Corporate sponsorship has almost become a prerequisite for startups to reach public markets. Red Herring 12/19/00 There Is Opportunity in Cooperation

  6. "Maximizing" for Mutual Benefit • For the VC / Incubator and their Companies • Fast Path Access to: • World Class IP • Expertise: Sector / Services / Channels • IBM's Global "Eco-Net" of Partners • Credibility of Portfolio Company Offerings • Visibility of Technologies "into" IBM • Lower Total Cost of Ownership for Shortened Path to Profitability Bottom Line.....Increasing Economic Value of Investments • For IBM • Fast Path and Early Access to: • High Potential Early-Life Companies • Insight into Emerging Markets & Technologies • Opportunities to Fill Offering "White Spaces" • Development of New Partnerships / Channels / Alliances • Market Visibility & Mind Share Bottom Line..........Revenue...Near / Mid / Long Term

  7. Coverage Model • Life Sciences Business Development Executives • Geographical representation • Local representatives: Client Manager • Partner Channels • Partnerworld program

  8. VC Relationship Management VC Relations EBOs IBM Strategy Server/Storage Group IBM Research Technology Group IBM Global Services Developer Relations IBM Industry Solution Units Partner/Alliance Development Software Group Global Financing Corp. Dev. VC Firm Relationship Manager VC Firm Portfolio Company

  9. FirstRoundVC We Play from Business Concept to Maturity Pre-IPO Post-IPO Concept MezzanineRound Public Maturity Angel/Garage Initial Business& TechnologyDecisions Expansion and deployment

  10. ISV selection criteria: Industry leadership in function, quality and customer satisfaction Strategic fit with IBM industry, solution or brand priority investment areas Commitment to open standards and IBM platforms, technologies, and IBM e-business framework Developer Relations: Strategic Alliances IBM will go to market with selected application software firms to jointly deliver e-business solutions for customers

  11. Startup Initiative for Developers • Technical Assistance • Guidance on IBM e-business Software and Hardware • Developer Toolbox • Value Packages • Linux Community Development System • developerWorks • alphaWorks • 16 Solution Partnership Centers • Success Stories • 350 new Relationships • 33 new Advanced Partners • 4 new Strategic Alliances • Relationship Building • Relationship and Technology Managers that know Startups • Guidance on First and Next Steps with IBM • Marketing Services • Global Solutions Directory • Incubator Series • ASP Prime • Hosting Advantage • IBM Global Services • Financial Incentives • SuccessLease • QuickLaunch

  12. Seizing the Opportunity Building on IBM Core Strengths Core Offerings Services Personal Systems Software Technology Servers Financing Storage Strategic Opportunities Extensions Web Hosting Network Processors PC Servers Web Servers DB/Content Management Extensions Core Offerings Strategic Opportunities Pervasive Computing B2B Collaborative Commerce Linux Life Sciences Storage Networking Network Processing Server Appliances

  13. IBM IP • Largest Patent Portfolio in the World • 3th Largest Life Sciences IP Portfolio • Technology Licensing • Mining of IBM's Technology Asset Portfolio • Patents • Licensing • Protection from 3rd party infringement actions • Strengthening through interlocking patents • Potential Linkages

  14. World leader in advanced semiconductor technologies Copper, SiLK, SOI, SiGe, SiON, Embedded DRAM, MRAM... #1 ASIC/SOC (System On a Chip) provider Foundry semiconductor provider Current Portfolio Candidate Time Domain SiGe Chip Fab Cash Burn Reduction for Equity IBM Microelectronics

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