1. IBM Software Group - IBM Systems Group © 2006 IBM Corporation IBM Software Group | IBM Systems Grouppage 1 Team Collaboration Software Selling Strategy Based on Customer Needs ( 1 of 6) 1 Key Pain Points Qualifying QuestionsBuilding Blocks & Benefits Connect teams, information and applications into a dynamic work environment Single point of access to applications, content, data, processes and people §How could multiple teams working together on projects across different locations benefit from collaboration tools such as team spaces and online chats? §What challenges do your employees face when working on projects with people outside your company? §Are you looking for ways to increase team productivity by providing collaboration tools that would speed up communications and access to information? §How would it help to have a simple tool for managing and sharing existing documents within your organization? §How troublesome is it to your organization not to be able to access the right document or contact a particular person at the time they're needed? §How interested would you be in implementing a portal- based team collaboration solution if you knew that it would only require a single blade server and could be installed in roughly an hour? §What benefits would your organization gain from a solution that helps teams better manage projects, share information, track activities, and schedule group meetings? §Workplace Services ExpressWorkplace Services Express §WebSphere Portal ExpressWebSphere Portal Express §Lotus Domino ExpressLotus Domino Express Web Portals 2

2. IBM Software Group - IBM Systems Group © 2006 IBM Corporation IBM Software Group | IBM Systems Grouppage 2 Software Selling Strategy Based on Customer Needs ( 2 of 6) Key Pain Points Qualifying QuestionsBuilding Blocks & Benefits How to use the web to increase sales revenue and/or decrease sales costs. Need support for all of the company's business models and e-commerce sites - whether B2C, B2B, or both - on a single platform §Does your company recognize e-commerce as a strategic priority with online sales continuing to grow at double-digit rates, and with the Internet influencing over 20% of sales in other channels? §Are you looking for an e-commerce software that provides the best balance of out-of-the-box readiness and complete adaptability? §Are you interested in an unified customer interaction e- commerce platform to do business directly with consumers and businesses, indirectly through channel partners, or with all of the above simultaneously? §Do you want to deliver rich, seamless customer experience across all channels? §Do you want to leverages the industry's most complete middleware platform for end-to-end integration? §Do you want to fully exploits the power of the underlying e-commerce platform for maximum performance, scalability, and adaptability? §WebSphere Commerce ExpressWebSphere Commerce Express 3 e-commerce

3. IBM Software Group - IBM Systems Group © 2006 IBM Corporation IBM Software Group | IBM Systems Grouppage 3 Software Selling Strategy Based on Customer Needs ( 3 of 6) Key Pain Points Qualifying QuestionsBuilding Blocks & Benefits Infrastructure for Web enablement and platform for application development §Do you have a web infrastructure to support your employees, customers and suppliers? §Do you use your homegrown Java applications and do a need a robust and cost effective platform for application development? §WebSphere Application Server ExpressWebSphere Application Server Express §IBM Express RuntimeIBM Express Runtime §WebSphere Application Server - Community EditionWebSphere Application Server - Community Edition 4 Web Enablement and Application Deployment

4. IBM Software Group - IBM Systems Group © 2006 IBM Corporation IBM Software Group | IBM Systems Grouppage 4 Software Selling Strategy Based on Customer Needs ( 4 of 6) Key Pain Points Qualifying QuestionsBuilding Blocks & Benefits Managing Systems Inventory and Software Distribution Managing Data Backup §Are your systems easy to manage from a single console? §Do you have a good view of system utilization? §Do you have an easy way of deploying new software across all your systems? §Do you have a good way to monitor all your assets and determine which are functioning well and which are not? §How are you backing up your business critical data today? Do you have a system in place to enforce data protection policies? What is your current project time to recovery in the event of local data loss? §Does managing your backup tapes drive you crazy? Would you like this to be easier? How much of your IT resources are currently devoted to repetitive data cataloging efforts? §Do you know the average backup window for workstations and servers on your LAN? §How much resource and/or how much time do you dedicate to backup/recovery? How much of that time is evening and/or weekend time? §Do you want simple backup of SQL Server and MS Exchange applications and data? §Is the environment that you want to protect Windows-based? (Windows 2003/XP) §How much is your current backup and recovery solution costing you? How easy is it to deploy and configure? Do you currently use Tivoli Storage Manager today in any parts of your IT environment? §Do you need a low cost implementation for your remote offices or branches §IBM DirectorIBM Director §Tivoli Provisioning Manager ExpressTivoli Provisioning Manager Express §Tivoli Monitoring ExpressTivoli Monitoring Express §Tivoli Storage Manager ExpressTivoli Storage Manager Express 5 Systems Management

5. IBM Software Group - IBM Systems Group © 2006 IBM Corporation IBM Software Group | IBM Systems Grouppage 5 Software Selling Strategy Based on Customer Needs ( 5 of 6) Key Pain Points Qualifying QuestionsBuilding Blocks & Benefits Managing User Accounts Inside Your IT Infrastructure §Are your security administration and support costs are too high? §Is single sign-on and unified user experience is a priority for your executives? §Is security for in-house built applications is inadequate or expensive? §Are you concerned about the need to limit access to sensitive or private information in your systems? §Do you have exposures regarding compliance with regulations and audit requirements? §Do you have trouble tracking all the users that can access our systems? §Would it be helpful if all of your identity information is managed in one place as opposed to being spread across multiple stores? §Do you need to inventory and manage your IT assets to make other advances in your strategies to participate in Web Services for example? §Tivoli Identity Manager ExpressTivoli Identity Manager Express Security 6

6. IBM Software Group - IBM Systems Group © 2006 IBM Corporation IBM Software Group | IBM Systems Grouppage 6 Software Selling Strategy Based on Customer Needs ( 6 of 6) Key Pain Points Qualifying QuestionsBuilding Blocks & Benefits Synchronize Applications and Data Process Integration Collaborative Workplace Rapid Application Infrastructure ISV Packaged (e.g., ERP) Application §Are you able to respond as rapidly as you need to when changes occur in your business? §Are disparate, siloed systems with proprietary/complex interfaces an inhibitor to doing business as efficiently as you would like? §Do your business application lack the integration or interoperation required and/or do you spend precious resource on manual and/or redundant processes? §Are you concerned about your lack of adherence to industry standards and the negative consequences of that fact? §Could your company benefit from SOA based solutions to leverage web services, XML, and share information with business partners more effectively? §Do you want to integrate & reuse your legacy applications with your distributed infrastructure via SOA and XML? §Would you like to improve the correlation between technology and business impacts? §IBM WebSphere Enterprise Service BusIBM WebSphere Enterprise Service Bus §IBM DB2 Universal Database ExpressIBM DB2 Universal Database Express §SSA ERP-LN ServerSSA ERP-LN Server SOA Infrastructure Solutions 7