© 2006 IBM Corporation 2010 PartnerRewards for IBM Solution Providers and Resellers Kim Johnson NA Program Manager External NAJan 2010

Global Business Partner Organization © 2006 IBM Corporation PartnerRewards Benefits Programs Providing the enablement and demand generation needed for success Marketing Funding available on-line through the Co-Funded Marketing Tool (CMT) on PartnerWorld  Premier BPs can select their own marketing agencies and get reimbursed directly for their marketing tactics OR switch to Agency model with no out of pocket expenses ( switch must be PRIOR to application submission)  Advanced/Member BPs select an IBM approved marketing vendor ( TSL or APC) to execute their marketing  BP registration in Global Partner Portal ( GPP) for lead submission required prior to approval of application in CMT  Applications must be submitted no later than September 30, 2010,  Questions? contact: Education and Prometric Test Vouchers:  Education vouchers provide an 80% discount for “in-person” IBM STG classes or conferences and 100% for virtual instructor led classes - - Education Vouchers expire December 31, 2010  Prometric Test Vouchers provide a 100% discount on Prometrics administered tests - - Prometric Test Vouchers expire December 31, 2010  Check your status and request vouchers at:  Questions? Contact: Celeste Tesoro Qualifying System i, x, p, z and Storage Revenue - - 4Q 2008 through 3Q2009 Marketing Funding ( USD$) STG Education Vouchers Prometrics Test Vouchers $25K - $100K in qualifying revenue*$5K55 $100K+ in qualifying revenue*$10K10 *Participation in the PartnerRewards Program requires the achievement of specific qualification criteria which are subject to change or terminate without notice All funding is in USD$

Global Business Partner Organization 2009 IBM PartnerRewards Program © 2006 IBM Corporation 3 IBM PartnerWorld Co-Funded Marketing Tool Infrastructure for accessing and using entitled marketing funds IBM PartnerWorld Co-Funded Marketing Tool Infrastructure for accessing and using entitled marketing funds Shortcut -  Premier BPs use BP-driven model in CMT and select a local vendor –Pay your vendor and submit leads/reimbursement claim at conclusion  Premier BP chooses Agency model for NO out of pocket expenses –MUST chose Agency model PRIOR to executing PR or submitting application  Advanced/Member/ Entry BPs use Agency Activation in CMT –Choose from selected IBM approved agencies ( TSL or APC) experienced with IBM products and campaign execution –IBM handles payment to agencies; no out of pocket expense to BP  100% funding available up to authorized amount- NO matching required!  Applications must be submitted no later than Sept. 30, 2010  Execution completed within 12 weeks after approval and/or by Dec31,2010

Global Business Partner Organization © 2006 IBM Corporation 4 PartnerRewards 2010 What is reimburseable/ what is NOT reimburseable?  PartnerRewards expense limitations: –IBM will only reimburse $25 USD per item/person for giveaways items –Entertainment and catering including moderate amounts of alcohol will be considered for re-imbursement provided that they are: –Identified in the application request and estimates on cost are provided –Associated and consumed in conjunction with catering identified in the application request. –Reimbursement for these beverages cannot exceed the allowed expense for food. –Local transportation arranged and paid for by the Business Partner to enable attendees to travel from local transport hubs to an off site venue for a seminar will be considered for reimbursement provided it is identified in the application request. IBM will only reimburse $ for local transportation –Marketing funding is not to be used for IBM sponsored campaigns or events, i.e., PartnerWorld booth fees or sponsorships.  PartnerRewards expense exclusions:The following expenses incurred to support the execution of a marketing tactic are not eligible to be reimbursed under this program: –Business travel expenses such as flights, hotel stays, or meals –IBMers expenses including catering -no meals, events, sporting activities, etc. –Alcohol (as gifts or as refreshments) unless itemized in the catering requirements in the online application –Sales incentives –Hardware: Marketing funds cannot be used for the purchase of hardware equipment used in executing a marketing tactic. Examples include but are not limited to: personal computers, laptops, monitors, visual aid products, etc. –Time Incurred: Marketing funds cannot be used for the billing of time incurred by the Business Partner to plan, manage or participate in the funding tactic. This is considered a normal function of the Business Partner’s day to day business.

© 2006 IBM Corporation How to Submit Your CMT Application

Global Business Partner Organization © 2006 IBM Corporation 6 Before You Begin Find Your PartnerWorld Enterprise ID and Postal Code

Global Business Partner Organization © 2006 IBM Corporation 7 PW IDPassword You are prompted for your PW ID and Password

Global Business Partner Organization © 2006 IBM Corporation 8 Welcome Page Click on New Application to apply for co-funding

Global Business Partner Organization © 2006 IBM Corporation 9 Validation Page You enter your IBM Enterprise ID and Postal Code 18SampleEntID Postal Code

Global Business Partner Organization © 2006 IBM Corporation 10 Funding Summary Page You select which co-marketing funds to apply to this application

Global Business Partner Organization © 2006 IBM Corporation 11 For Advanced/Member – You select the marketing vendor you are working with from this view

Global Business Partner Organization © 2006 IBM Corporation 12 General Terms and Conditions are displayed. You should read them carefully. You must accept them at the bottom of the page by checking the box and clicking “Submit” before proceeding to the application.

Global Business Partner Organization © 2006 IBM Corporation 13 Complete the application

© 2006 IBM Corporation Agency Information for Advanced/Member Level

Global Business Partner Organization © 2006 IBM Corporation 15 Using the Broker Agency Business Partner requests to work with a vendor not on the list of participating vendors. In order to utilize PartnerRewards funding, BP engages with APC Services. The broker fee is 9%. Business Partner works directly with preferred vendor to execute marketing tactics. Upon completion of tactics, preferred vendor invoices APC. APC pays the vendor directly. Leads are provided to APC and to IBM. Business Partner updates in PWLM ** NOTE: The Broker / Agency option incurs a 9% management fee ( min $450/ $900 for $10K) to the Business partner Alliance of Professional Consultants (APC) is an approved marketing broker vendor agency. Utilizing APC allows IBM Business Partners the ability to work with a local marketing vendor who understands the Business Partner company, marketplace, and can work in a local language if necessary. APC's team will act as a liaison between the Business Partner, IBM and the local marketing vendor to help make your IBM Partner Rewards marketing campaign a success. Having APC Services as a participating vendor, the PartnerRewards program provides even more flexibility to our Business Partners.

Global Business Partner Organization © 2006 IBM Corporation 16 Agencies for Advanced and Member and Entry Level Agency Specific contact info on PartnerRewards PW page Agency URL/ contact info; APC – Services Broker agency if you use a local vendor; 9% fee to BP Rebecca Aslaksen Molly Schoemann Technology Sales LeadsBroad range of services The Agencies above will have access to multiple IBM tools, such as Campaign Designer, that can support your marketing efforts with relevant IBM messaging and imagery. PLEASE NOTE

Global Business Partner Organization © 2006 IBM Corporation 17 Contact Information  PartnerWorld Homepage –Eligible Business Partners will need to know their Enterprise ID and Headquarters postal code prior to submitting the Application in the Co-Marketing Tool. These unique identifiers can be found by accessing the PartnerWorld Homepage at  PartnerRewards Administration Center – for questions regarding PartnerRewards benefits  PartnerWorld Contact Services – for questions regarding PartnerWorld access or the Co-Marketing Tool  PartnerRewards Marketing Funding –For questions regarding your PartnerRewards marketing activities with the agencies please