© 2012 IBM Corporation Click here for Table of Contents This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. 11 Tivoli Business Partner Guide Value Propositions

© 2012 IBM Corporation Click here for Table of Contents This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. 22 Market opportunity Did You Know?  Tivoli partners worldwide  >30% of all Tivoli sales are through our Business Partners  >50% of Tivoli storage sales are through our Business Partners  >67% of our General Business sales are through Business Partners  Overall Tivoli market opportunity in 2015 should be over $35B Source: IBM Internal. Amounts reflect IBM internal estimates, are provided for illustrative purposes only and are not meant to represent or guarantee opportunity in any business segment. Total market opportunity over $35B by 2015

© 2012 IBM Corporation Click here for Table of Contents This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. 3 Faster Delivery Smartphones and 1.2 billion mobile employees by 2014* 1B illion Improved Reach view cloud as critical to their plans* 90% of digital content in 2012, a 50% increase from 2011* 2.7ZB New Insights Intelligent business assets* 20B+ Responsive Operations 1.Technology factors 2. People skills 3. Market factors 4. Macro-economic factors 5. Regulatory concerns 6. Globalization 7. Socio-economic factors 8. Environmental issues 9. Geopolitical factors Factors impacting organizations: Mastering technology is the key to rethinking IT and reinventing business Market opportunity * Data sources noted in speaker notes

© 2012 IBM Corporation Click here for Table of Contents This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. 4 Speeding service delivery from 45 days to 20 minutes Recognizing & repairing over 50% of issues before operations impact Increasing sales with new promotions from 15% to 75% Reducing the time it takes to backup critical data by 80% Optimize with Cloud Deploy Smarter Physical Infrastructures Extend to Mobile Devices Protect & Manage Data IBM is helping organizations embrace bold strategies to Rethink IT, and Reinvent Business services, processes, and relationships… Portfolio Overview Source: Tivoli Client Reference Database, various client references

© 2012 IBM Corporation Click here for Table of Contents This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. 5 Service Delivery & Management Capabilities Optimize with Cloud Deploy Smarter Physical Infrastructures Protect & Manage Data Extend to Mobile Devices IBM’s integrated service delivery & management platform offers the proven capabilities and best practices needed for success. Portfolio Overview

© 2012 IBM Corporation Click here for Table of Contents This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. 66 Value Propositions - Tivoli Value Propositions  Best Service Delivery Products  Skills: Tivoli Virtual Sales Academy  Comprehensive Sales Plays  Access to Experts: Tivoli Accreditation  Increased Lead Passing: LPDE, PAS, NLLB  Small Deals and Cost Buster solutions  More Incentives - SVI  Multiple Options - SVP  Simplified Processes ENGAGE ENABLE EARN  Leverage IBM Aircover – POE  Plays for Your Success  Tools to Grow Your Business  Web Marketing Sponsored by IBM Purchased by IBM Purchased by IBM Created by Fans twitter facebook You Tube Linked in boom info CNBC

© 2012 IBM Corporation Click here for Table of Contents This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. 77 Winning isn't everything, it is the only thing! Reference slide Reference  STORServer Channel Management  STORServer’s IBM ASL representatives  Tivoli Brand folks  Meridian IT Reseller IBM products and Sales Support, STORServer’s Channel Sales Organization and Meridian IT, the IBM and STORServer business partner engaged in a sales effort to solve a customer data protection problem at Bellin Health. STORServer At Bellin Health Challenge: Bellin Health was facing a data management problem not unlike many health care providers are experiencing. Rapid growth in data was starting to tax the current infrastructure, including their old BackupExec system. Objective: To replace a legacy system tied to the facility’s old electronic medical record system. Solution: STORServer Backup Appliance Challenge: Administration of a large number of small customers who easily absorb all available resources at al dente. Solution: TSM deliver a high quality and very stable technical platform for protecting data and this platform demands very little daily support from al dente. The Front-safe TSM Portal on top of this solution makes the client side deployment and administration a very easy task and allow al dente to install and support the client backup remotely and also automate everything around billing. Competitive advantage: No other competitors are able to deliver a strong enterprise solution as TSM into our market of small dentist customers. Front-safe at al dente The leading provider of business critical software for the dentist market in Denmark. Secure the dentist IT infrastructure with TSM Cloud Backup.

© 2012 IBM Corporation Click here for Table of Contents This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. 88 Tivoli Business Partner Profile Partner Profile Profile of traditional Reseller  Value driven, implementation- oriented; offers value added expertise, including: –Education –Services (cloud, installation, configuration, migration, etc) –Offerings Built on Tivoli (cloud, automation, asset management, security, storage)  Manage complex project engagements well, including competitive take-out situations  Run Co-marketing engagements to generate opportunities  Engages with IBM Marketing activities Profile of high volume Reseller  Velocity driven, transaction-oriented  Focuses on the midmarket ready offerings and other Tivoli offerings identified as key drivers for small deals  Generate leads by prospecting new customers  Strives to maintain digital marketing tactics  Takes advantage of IBM’s Co- marketing and conference benefits to generate opportunities  Leverages IBM Marketing resources  Understands lead competitors: EMC, CA, HP, etc.

© 2012 IBM Corporation Click here for Table of Contents This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients Quick Steps to Get Started Visit the Tivoli PartnerWorld Site to access Business Partner sales and marketing tools and materials and trainingTivoli PartnerWorld Site CompleteComplete your Tivoli Business Partner profile Plan to maximize your profitability & your team’s education path by reviewing the Software Value Plus (SVP) &Software Value Plus (SVP) Software Value Incentive (SVI) criteria & product categories.Software Value Incentive (SVI) Educate your Sales and Delivery Teams & become SVP Authorized to resell Tivoli through Training & Certification.Training & Certification Develop a Marketing plan and take advantage of IBM’s programs and drive demand with IBM Co-MarketingIBM Co-Marketing Resources Join PartnerWorld Join PartnerWorld to become an IBM Business Partner, then…