1. © 2014 IBM Corporation IBM Global Financing for Business Partners How to sell more, sooner and more profitably

2. © 2014 IBM Corporation2 We offer competitive, comprehensive IT financing solutions 2 Client financing*Commercial financingGlobal asset recovery services Leases (for hardware) and loans (for software and services) to end client (IBM or non-IBM) Inventory and accounts receivable financing for technology manufacturers, distributors and resellers Buy, sell or disposal of used equipment * Minimum $5K (USD) financed amount Clients minimum 2 years in business No consumers/individuals IBM Global Financing

3. © 2014 IBM Corporation How IBM Global Financing benefits your clients * Hypothetical example; Monthly IBM Global Financing rate based on a 36 month term with “Best” credit rating and Value Plan lease in the United States. The IBM hardware is priced as a FMV lease; all other items financed by means of a loan. Charges for software and services are one-time, nonrecurring. Actual financing rates based on client’s credit rating, financing terms, offering type, equipment type and options. Other restrictions may apply.  Predictable payments help match costs to expected benefits  Preserve client’s cash and credit lines for other business expenses  Loans and leases for IBM and non-IBM software, hardware, services Example: $25,000 System p and SSG FMV lease plus $25,000 IBM software plus $25,000 BP services 36 payments @ $2,110 3

4. © 2014 IBM Corporation4 How IBM Global Financing benefits your business  Helps you close larger deals  Improves your cash flow by reducing your Days Dales Outstanding  Offers working capital solutions to manage your credit needs  Provides a lower cost option for your clients with IBM Certified Pre- owned Equipment

5. © 2014 IBM Corporation5 Help increase your probability to win by up to 33% points with financing A recent study of over 26,000 deals led by IBM Business Partners showed that including IBM Global financing in a deal can help increase the probability to win* by up to:  33 points for IBM SWG opportunities  26 points for IBM STG opportunities  10 points for IBM ITS/TSS opportunities 55 *Source: IBM Market Development and Insights Study – IBM Global Financing’s Effects on IBM’s Probability to win SWG, STG and ITS/TSS 2013. For more information visit: ibm.com/financing/partner/winibm.com/financing/partner/win

6. © 2014 IBM Corporation Financing is a proven sales tool for partners Sell more, sooner  Increase your odds of winning  Easier to cross-sell / up sell  Vehicle to gain client insight  Avoid delays due to client budget Sell more profitably  Affordable payment over time tends to mitigate discounting Build tighter client relationships  Opens doors to Finance, LOB contacts  Uniquely positions you for follow-on sales Get paid faster  IGF settles your BP invoice much sooner than typical 30-60 day purchase client 6

7. © 2014 IBM Corporation Industry-leading app makes it easy to offer financing ‘on the go’ Access the live app now visit Apple or Google play stores and search for “IBM Rapid Financing” to download. Visit ibm.com/financing/partner/app for additional information ibm.com/financing/partner/app The app is currently live in 31 countries. Select from IGF's offerings, promotions 1 minute to: input, get quote, submit for credit approval Financing for IBM or non- IBM hardware, software, services Proposal Contract Immediate email acknowledgement and financing quote (For authenticated users) Signature- ready contract often in minutes for credit- approved clients 7

8. © 2014 IBM Corporation8 IBM Global Financing offers help you close business IBM Global Financing can finance your customer’s IBM and non-IBM hardware, software and services acquisitions For all IBM Global financing promotions and offerings please click here Financing for advanced technologies Payment options to help accelerate Cloud, Big Data, Mobile, Social or CloudBig DataMobileSocial SecuritySecurity implementations IBM HW 0% financing IBM HW 0% financing 0% financing over 12 months on select new IBM Power ® and IBM Storage hardware IBM SW 0% financing IBM SW 0% financing 0% financing over 12 months on new IBM software and first-year subscription and support

9. © 2014 IBM Corporation9 Click hereClick here to view all videos What IBM Business Partners have to say about working with IBM Global Financing to win more and sell more Steve Sigg Software Information Systems Rapid Financing app Business Partner PerspectivesBusiness Partner Perspectives video

10. © 2014 IBM Corporation IBM Global Financing 10 *Fee paid to channel partner per their IBM Business Partner or Financing Associate agreement. Contact IBM Global Financing if you have any questions Financing process 10 Finalize your solution and request a contract for your client through Rapid Financing Client signs: –your contract –IBM Global Financing contract Products shipped to client IBM Global Financing is invoiced and confirms customer acceptance IBM Global Financing settles your invoice (usually five days or less), includes Business Partner fee* incentive on eligible transactions IBM Global Financing bills the client Lead with monthly payment option Use the Rapid Financing calculator, mobile app, or web based tool for financing quotes, credit approval and contractscalculator mobile appweb based tool

11. © 2014 IBM Corporation11 “IBM Global Financing has become a great enabler for us to be able to provide creative payment terms for software and even our implementation services. The IBM Global Financing Channel team are very responsive and innovative in how they approach and execute every deal.” —Lori Gianattasio, IBM National Partner Executive, Perficient Inc Why IBM Global Financing? “Without the mobile app, typically the cycle probably takes about two to three days. Now it takes within five minutes” —Elwin Lim, Vice President of Enterprise Solutions, Vision IT IBM Business Partner Perficient Inc, North America Big data, analytics and mobile technology solutions financing IBM Business Partner Vision IT, Malaysia Rapid Financing app success

12. © 2014 IBM Corporation12 Why IBM Global Financing? IBM Business Partner Sirius Computer Solutions, North America Total solution financing IBM Distributor Arrow ECS, United Kingdom Commercial financing “We’re truly finding larger deals when we utilize IBM Global Financing, because the customer looks at a project of hardware, software, services, under one umbrella, one invoice, over a period of time, and suddenly we can grow that deal with only a very small incremental increase to what their monthly payment might be.” —Clark Landers, Director of Financial Services at Sirius Computer Solutions “I look at it from a CFO perspective and this is a great combination for our partners: a generous free credit period, followed by immediately available extended credit, with no arrangement fees at a reasonable cost. It gives our partners the flexibility to structure funding and payments to fit their cash flow.” —Grahame Benson, Arrow ECS, Chief Financial Officer

13. © 2014 IBM Corporation13 Winning with financing: Get started today Visit IBM Global Financing home page on PartnerWorld with a quick and simple 1-2-3 approach to Getting Started with IBM Global FinancingIBM Global Financing home page on PartnerWorldGetting Started with IBM Global Financing Download the Rapid Financing app for your countryRapid Financing app Contact your IBM Global Financing representative with any questions

14. © 2014 IBM Corporation14 Trademarks and notes IBM Corporation 2015  IBM, the IBM logo, ibm.com, and Rapid Financing are registered trademarks, and other company, product, or service names may be trademarks or service marks of International Business Machines Corporation in the United States, other countries, or both. A current list of IBM trademarks is available on the Web at “Copyright and trademark information” at ibm.com/legal/copytrade.shtml  Other company, product, and service names may be trademarks or service marks of others.  References in this publication to IBM products or services do not imply that IBM intends to make them available in all countries in which IBM operates.  IBM and IBM Credit LLC do not, nor intend to, offer or provide accounting, tax or legal advice to clients. Clients should consult with their own financial, tax and legal advisors. Any tax or accounting treatment decisions made by or on behalf of the client are the sole responsibility of the customer.  IBM Global Financing offerings are provided through IBM Credit LLC in the United States, IBM Canada Ltd. in Canada, and other IBM subsidiaries and divisions worldwide to qualified commercial and government clients. Rates and availability are based on a client’s credit rating, financing terms, offering type, equipment type and options, and may vary by country. Some offerings are not available in certain countries. Other restrictions may apply. Rates and offerings are subject to change, extension or withdrawal without notice.  IBM Global Financing offerings are provided through IBM Credit LLC in the United States and other IBM subsidiaries and divisions worldwide to qualified commercial and government clients.  Rates and availability are based on a client’s credit rating, financing terms, offering type, equipment and product type and options, and may vary by country. Non-hardware items must be one-time, non-recurring charges and are financed by means of loans. Other restrictions may apply. Rates and offerings are subject to change, extension or withdrawal without notice and may not be available in all countries.

15. © 2014 IBM Corporation15 Backup

16. © 2014 IBM Corporation My clients have the cash, they don’t need financing Their ‘cash’ is actually working capital, a bank line of credit, etc. … which is “financing”. Introducing financing will delay my sale If you waited until they 'have the cash‘, yes they may pause … to decide what MORE they can buy! Clients never ask me about financing Maybe they would, if they knew you offered it I don't know enough about financing Just introduce the 0% loan and try the app. You don’t have to be a financing expert. Financing only makes sense for hardware, not software ANY upfront charge must be paid - somehow. Financing is only for big dealsWe’ll finance as little as $5,000 USD You won't credit approve my client Try us. Take a few minutes to enter a deal in the Rapid Financing app and submit your client for credit approval. It’s easier to drop my price than offer financing Easier to devalue your solution by discounting, but smarter to add value with financing. I don't get paid for selling financing In a way, you do… including financing can help increase your probability to win, help your clients afford to buy more and mitigate discounting for higher profit.increase your probability to win Financing isn’t a priority for me It may be for your client – remember, they can’t buy anything, without a way to pay for it. Click here Click here for more information BPs who don’t offer financing may want to re-consider 16

17. © 2014 IBM Corporation IBM's Geographical Structure and where IBM Global Financing has clients North America Canada United States Japan Middle East & Africa Bahrain Egypt Kuwait Morocco Oman Qatar Pakistan Saudi Arabia South Africa Turkey United Arab Emirates Latin America Argentina Brazil Chile Colombia Ecuador Mexico Peru Uruguay Venezuela Greater China Group China Hong Kong Macau Taiwan Asia Pacific Australia India Korea Malaysia N. Zealand Philippines Singapore Thailand * 2013 IBM Annual Report p. 73 Europe Austria Barbados Belgium Bulgaria Croatia Europe Czech Denmark Finland France Germany Greenland Hungary Ireland Israel Italy Europe Jamaica Luxembourg Netherlands Norway Poland Europe Portugal Romania Serbia Slovakia Slovenia Europe Spain Sweden Switzerland Europe Trinidad/ Tobago UK IBM Global Financing, the world's largest IT captive financier, has a total asset base of $40 billion*, and has clients in over 60 countries, spanning over 20 industries. Latin America Japan EuropeNorth AmericaGreater China Group Middle East & Africa Asia Pacific 18

18. © 2014 IBM Corporation18 IBM Global Financing: enabling clients to acquire the IT solutions they need to succeed 18 The world’s #1 IT captive financier, has a total asset base of $40 billion operates in more than 60 countries and spans 20 industries More than 30 years of experience financing IT solutions Decades of IT financing expertise, with a thorough understanding of credit and technology risk Serves the majority of the Fortune Global 100 companies including small businesses RangeExperienceExpertise Client base