1. IBM Systems Lab Services & Training © 2011 IBM Corporation IBM Systems Lab Services STG ServiceUnit SM via MT 6666 ServiceUnits (Q6 MTM Features) Overview for Business Partner Enablement October 2013

2. IBM Systems Lab Services and Training © 2011 IBM Corporation 2 Announcing new MTMs & Features for STG Lab Services  Dates: –Announce: October 7, 2013 –GA: October 15, 2013  Countries: –North America: United States, Canada, Aruba, Bahamas, Barbados, Curacao, Jamaica, Suriname, and Trinidad & Tobago –Europe IOT: Austria, Belgium, Cyprus, Denmark, Finland, France, Germany, Greece, Ireland, Israel, Italy (*not available for bottom line bids), Luxembourg, Netherlands, Norway, Portugal, Spain, Sweden, Switzerland, UK –Japan –Latin America: Mexico, Chile, Colombia, Ecuador, Peru, Uruguay –CEE: Czech Republic, Poland, Slovakia, Slovenia, and Turkey –MEA: Morocco, South Africa, and Tunisia –ANZ: Australia, New Zealand, –ASEAN: Indonesia, Malaysia, Philippines, Singapore, Thailand, –GCG: China, Hong Kong, Taiwan, –India –Korea  MTMs: –6666-1XX, 6666-2XX, 6666-3XX, 6666-4XX  What’s different about the new MT 6666 MTMs & Features? –The new MTMs & Features are available for ordering, fulfillment & invoicing through the same tools that are used for ordering of STG products via CHW (BH, AAS and equivalent systems WW)  How the LBS opportunities will be handled in the countries not supported with new 6666 MTMs –The LBS Opportunity Manager will determine the best alternative option available for the target country (e.g., existing LBS 6911 MTMs, or existing LBS part numbers, or other mechanisms) –It is mandatory that IBM Business Partner engages STG Lab Services Sales Specialists (LS Opportunity Managers) at opportunity onset prior to submitting a quotation to customer, to confirm scope, requirements, type and number of ServiceUnits required and create Statement of Work (SOW) STG LS may cancel any MT 6666 order which includes services which they have not provided sizing estimates in advance

3. IBM Systems Lab Services and Training © 2011 IBM Corporation 3 STG ServiceUnits via System MT 6666 (Q6)  IBM Business Partner can use tools & processes for configuring, pricing, ordering, and fulfillment of STG Products –STG Lab Services MTM Features for PureFlex x86, PureFlex Power, PureFlex Storage, System x, System Networking, Power Systems, System z, Storage, Storage Tape and Storage Software services –The new LBS MTM Features are available in e-Config tool and can be added as one or more line items on your STG product configurations –Ordering/Fulfillment via Configured HW Systems –LBS MTMs/Features are invoiced after delivery of services  To create quotations for bundled (HW + SW + IBM Systems Lab Services) proposals, BP can add a quantity of ServiceUnits provided by Lab Services Opportunity Manager, as one or more line items on product quotation –Lab Services Opportunity Manager will determine which ServiceUnits should be quoted and ordered for the opportunity –The quantity & type of units is determined by Lab Services based on scope, terms & conditions and customer requirements –Each unit is 1 person day based on 8 person hours (with or without travel and living expenses as applicable depending on ServiceUnit to be quoted)  It is mandatory that IBM Business Partner engages an STG Lab Services Sales Specialist (Opportunity Manager) before submitting a quotation to customer, to confirm scope, requirements, type and number of ServiceUnits required and create Statement of Work (SOW) –A signed Statement of Work and base agreement (e.g. IBM Agreement for Services or IBM Customer Agreement) are required before performing services –Lab Services will prepare SOW for each customer opportunity –ServiceUnit MTMs can be used in contracts on a Daily Rate or Fixed Price basis –STG Lab Services may cancel any order which includes services which they have not provided sizing estimates in advance –STG Lab Services Opportunity Managers can be contacted via email at stgls@us.ibm.comstgls@us.ibm.com

4. IBM Systems Lab Services and Training © 2011 IBM Corporation 4 How to select the right LBS MTM & Feature  Lab Services Opportunity Manager will determine and provide input with –The types of MTMs & Features to be used in your quotation –The quantity of the features –The number of line items to be included in your quotation (the same MTM Feature may need to be included more than once depending on how the units need to be invoiced) –The prerequisites – STG products that are required to fulfill the scope of services  Lab Services Opportunity Manager will need to know –The customer name, IBM Customer #, Customer contact info –The BP and distributor name & contact info (if applicable) –The customer requirements (if known) –The STG product configuration (h/w & s/w) the LBS will be installing, configuring, integrating or migrating ATTENTION: DO NOT quote LBS MTMs without first engaging local LBS opportunity manager

5. IBM Systems Lab Services and Training © 2011 IBM Corporation 5 5 Lab Services MTMs are Available in e-Config Tool  e-Config can be used to create configurations including Lab Services MTM Features –STG Lab Services Machine Type Models and Features can be found in the hardware configurator (e-Config) –Will not impact any machine configurations, non-shippable item –STG Lab Services ServiceUnits can be quoted standalone or combined with HW or SW  eConfig application launched from desktop –Good practice to make sure always to have the latest updates to e-Config before using  IBM Systems Lab Services Opportunity Managers must be engaged by BP before submitting a quotation to the customer, to confirm scope and requirements, and to obtain sizing, type and quantity of units, and SOW MT 6666 MTMs and Features are available in e-Config by navigating to STG Lab Services

6. IBM Systems Lab Services and Training © 2011 IBM Corporation 6

7. IBM Systems Lab Services and Training © 2011 IBM Corporation 7 STG Lab Services MT 6666 ServiceUnit MTM Features MTMFeatureModel Description 6666-100L100Standard System x ServiceUnit 6666-101L101Premium System x ServiceUnit 6666-102L102Offsite System x ServiceUnit 6666-110L110Standard PureFlex x86 ServiceUnit 6666-111L111Premium PureFlex x86 ServiceUnit 6666-112L112Offsite PureFlex x86 ServiceUnit 6666-120L120Standard System Networking ServiceUnit 6666-121L121Premium System Networking ServiceUnit 6666-122L122Offsite System Networking ServiceUnit 6666-200L200Standard System z ServiceUnit 6666-201L201Premium System z ServiceUnit 6666-202L202Offsite System z ServiceUnit 6666-300L300Standard Power ServiceUnit 6666-301L301Premium Power ServiceUnit 6666-302L302Offsite Power ServiceUnit 6666-310L310Standard PureFlex Power ServiceUnit 6666-311L311Premium PureFlex Power ServiceUnit 6666-312L312Offsite PureFlex Power ServiceUnit MTMFeatureModel Description 6666-400L400Standard Storage ServiceUnit 6666-401L401Premium Storage ServiceUnit 6666-402L402Offsite Storage ServiceUnit 6666-410L410Standard PureFlex Storage ServiceUnit 6666-411L411Premium PureFlex Storage ServiceUnit 6666-412L412Offsite PureFlex Storage ServiceUnit 6666-420L420Standard Storage Tape ServiceUnit 6666-421L421Premium Storage Tape ServiceUnit 6666-422L422Offsite Storage Tape ServiceUnit 6666-430L430Standard Storage Software ServiceUnit 6666-431L431Premium Storage Software ServiceUnit 6666-432L432Offsite Storage Software ServiceUnit

8. IBM Systems Lab Services and Training © 2011 IBM Corporation 8 Contract Types  Daily Rate Contracts –Best effort assistance up to a certain number of part numbers –Customer will be billed for actual (rounded up) number of units based on the number of authorized hours or days –Provides flexibility for the customer to use as much or as little of services as needed –Simplifies budgeting and ordering of services –The difference with T&M contracts: handling expenses, billing increments  Fixed Price Contracts –Fixed scope, fixed price –Mutually agreed assumptions and prerequisites  Lab Services Opportunity Manager prepares a SOW for each opportunity –Scope, Tasks –Assumptions

9. IBM Systems Lab Services and Training © 2011 IBM Corporation 9 Model for Business Partners – Lab Services MT 6666 MTM ServiceUnit Opportunities  Customer must accept the terms and conditions of the SOW as well as agree to the IBM Customer Agreement (or IBM Agreement for Services, if applicable)  BP is responsible for placing the order for Lab Services MT 6666 ServiceUnits through the ordering tools (following the standard h/w process) IBM LS BP Customer Customer SOW IBM Customer Agreement (or IBM Agreement of Services) PO Quote / Order

10. IBM Systems Lab Services and Training © 2011 IBM Corporation 10 # Business PartnerSTG Lab Services Opportunity Manager 1 Finalize the solution configuration for h/w & s/w components 2 Gain an agreement in principle with the end customer on the solution configuration (h/w + s/w) sans services 3 Discuss customer requirements with respect to the services 4 Engage LS Opportunity Manager and provide the following input: a) The finalized solution configuration with h/w & s/w components b) End customer contact info, IBM Customer Number c) If known, the customer requirements with respect to the services 5 Pre-qualify the opportunity based on the initial input 6 Join the call to provide additional input (if applicable)Conduct a sizing/scoping call with the BP 7 Coordinate a call with the end user (if applicable)Conduct a sizing/scoping call with the end user (if applicable) 8 Provide the following input to the BP a) quantity and type of Lab Services units (e.g., MTM Features or System x Part Number) b) number of line items to be included in e-Config quotation c) any prerequisites (e.g., additional software licenses required to fulfill the services) 9 Add the required quantity of the Lab services units and prerequisite line items into the solution configuration 10 Develop SOW and provide it to the BP 11 Incorporate the services SOW into the solution proposal Present it to the customer 12 Coordinate a call with the end user (if applicable) Discuss the scope of the SOW, approach, prerequisites, assumptions with the BP & end user (if applicable) Handle contract negotiation w/ end user (if applicable) 12 Step Process. How to Engage Lab Services

11. IBM Systems Lab Services and Training © 2011 IBM Corporation 11 For More Information  Contact Lab Services via email: stgls@us.ibm.comstgls@us.ibm.com  Visit IBM Systems Lab Services and Training Web Page http://www.ibm.com/systems/services/labservices http://www.ibm.com/systems/services/labservices