1. © 2009 IBM Corporation Public Sector Midmarket 23 January 2012 – BPO kick off IBM Business Partner Organisation – Robert Tickell and Ben Warwick – IBMIBM

2. © 2009 IBM Corporation Agenda  Introduction & Welcome- Robert Tickell  Organisational Changes - Robert Tickell  Industry Opportunity - Ben Warwick  Coverage & Frameworks- Ben Warwick  Open Floor/Questions- All

3. © 2009 IBM Corporation Public Sector Organisation changes  Healthcare –DH, ALBs, SHAs, NPfITStay in Sector –All Trusts, PCTs, ISVsMM –DentistsMM –Private Healthcare (incl BUPA)MM  PoliceStays in Sector (includes Wales Police)  Fire & RescueStays in Sector  Education –National Labs, RCsStay in Sector –Schools and Colleges (all)MM –Universities (all)MM  Local Govt –SW1 and TfLStay in Sector –Key Smarter CitiesStay in Sector * –Other Smarter CitiesLondon plus 15 others to GBE ** –Remainder, incl all Wales (less Police)MM * Birmingham, Sunderland, Manchester, Leeds and Bradford ** London (all 33 boroughs), Bristol, Brighton, Milton Keynes, Sheffield, Newcastle, Preston, Peterborough, Coventry, Liverpool, Nottingham, Derby, Leicester, Wolverhampton, Southampton and Oxford

4. © 2009 IBM Corporation 2012 MM ex WHEELS Public Sector Accounts Ex WHEELS PS accounts in Mid Market from 2012 Local Government 436 Metropol. Districts 36 (-) English Counties 27 English Districts 201 (-) English Unitaries 55 (-) Welsh Unitaries 22 Health 9969 Primary Care Trusts 152 Ambulance Trusts 12 Care Trusts 10 Mental Health Trusts 57 Acute Trusts 176 Health Trusts Wales 14 Dentists 9,700 Education 29,900 Nursery 3,323 Primary 16,964 Secondary 3,122 Academies 203 Special Schools 1,285 Pupil Referral Units 489 Further Educatn 4384 Higher Educatn 131 Private Healthcare Payers 1 Providers 8 RED = Primary Targets (~ 5000 including FE)

5. © 2009 IBM Corporation Lubomir Cheytanov UKI Mid-market Director MM Business Development Stephen Munden MSP BDE Elizabeth Jackson Core BP BDE Anthony Reynolds Top Accounts & Alternate Channels TBA GTS BDE Ken Bullough GBS MSD BDE Analytics, Smart, Security BDE TBA Robert Tickell MM Sales UKI Sales Leader TBPR TEAM Paul Fusi North Sara Lillywhite LSE Clodagh Daly (Ireland) Liz Lewis Team Lead & South TSSR TEAM Pab Singh Prav Bissonauth Jeff Clark AN Other Ireland Tom Lowndes Team Leader MM Public Sales Manager Ben Warwick Inside Sales Adrian Hill Healthcare Heidi Holdsworth Education Cailean Hargrave Education Peter Garrett Local Govt South David Patterson Wales & Essex CC Richard Snell Local Govt / Education North MM MSP’s Dave Board Inside Sales Ben Farodoye LSE Chris Wynn LSE Pat Teasdale LSE & South Dave Simpson North & South ISVCoverage Neil Woodcock Jim Adam Derick Wiesner Terry Burgess Pauline Nathanielsz Marketing BRAND: GTS TBA BRAND: SWG David Cole: MM Core R Sinnatt MM Public Nicola Lamb Sales Management Advisor Nicola Lamb BRAND: STG Dan Borgmann MM 2012 Organisation

6. © 2009 IBM Corporation ROBERT TICKELL UKI Mid Market Sales Manager Ben Warwick Public Sector Sales Manager TM North TM South TM LSE BDE team Heidi Holdsworth Client Manager Universities Cailean Hargrave Client Manager Universities David Patterson Client Manager Wales Richard Snell Client Manager Local Govt North Services Team Adrian Hill Client Manager Health Peter Garrett Client Manager Local Govt South Contact details Benwarwick@uk.ibm.comBenwarwick@uk.ibm.com 0764337831 Davidp@uk.ibm.comDavidp@uk.ibm.com 02392 289284 Adrian@uk.ibm.comAdrian@uk.ibm.com 07801909371 Richard_Snell@uk.ibm.comRichard_Snell@uk.ibm.com 07801787370 Pete_Garrett@uk.ibm.comPete_Garrett@uk.ibm.com 07900607556 Heidihol@uk.ibm.comHeidihol@uk.ibm.com 07709526524 Cailharg@uk.ibm.comCailharg@uk.ibm.com 07823553500 Julie Swaine Secretary

7. © 2009 IBM Corporation Industry Opportunity – Local Government snapshot  Local Government Trends & Opportunity –Continued austerity Cost reduction plays Virtualisation & Cloud interest increasing Focused Smarter plays e.g; NEETS Greater integration between Healthcare & Local Government Analytics looking at staff/consumer functions

8. © 2009 IBM Corporation Industry Opportunity - Education  Education Trends & Opportunity –Research: Heavy Funding Research infrastructure 1H 2012 Increased challenges for large scale storage, data retention & LCM –Teaching & learning: Student Lifecycle Management 24x7 service provision anyplace/anywhere Collaboration & Usability –Organisational Efficiency: Cost take out plays Virtualisation & Cloud Security BPR –Schools: Creation of new schools – green field sites

9. © 2009 IBM Corporation Industry Opportunity - Healthcare  Healthcare Trends & Opportunity QIPS (Quality Improvement & Productivity Savings program) –Patient Centric Care Sustainable & cost savings through integration & BPR –Cloud Computing Virtualisation, rationalisation & automation –PACS & Generic growth of Storage No rip & replace needed  IBM’s software led strategy is resonating and we are winning key customers, as the National Programme winds down.

10. © 2009 IBM Corporation Coverage & Frameworks  We’ve got industry depth  We’ve got some great solutions  We’ve service capability for very large complex opportunities  We’re focused on getting greater IBM visibility within these markets  Our RTM is through you –Frameworks –Relationships –Support –Joint Working  We are looking for partners who want to work with us to : –open up new accounts and revenue streams –are interested in driving IBM software –help you make money (Mid Market incentives)