1. IBM Global Expense Reporting Solutions June 2012
This deck targets the larger enterprise.
IBM Global Expense Reporting Solutions June 2012
Name
Contact Info 1

2. Agenda Introduction Business challenges
Value proposition, features & advantages
Today, we’d like to talk about how IBM Global Expense Reporting Solutions (GERS) can help your business save money, not only through immediate cost savings, but also over the long term through improved compliance and control. Even if you already have an expense reporting solution in place, IBM GERS offers your business several distinct advantages that we’ll explore today.
Why IBM GERS: Proof points
Learn more

3. Introduction
Who we are
Our team embraces IBM’s mission statement with these core values:
Dedication to every client’s success
Innovation that matters
Trust, dedication and integrity in all relationships
Our solutions are backed by the power of IBM innovation:
Leadership in cloud computing technology
IBM Research: $6 billion annual R&D investment *
Strong focus on acquisition and development of leading-edge analytics
19 consecutive years as top US patent recipient *
250,000 technical experts around the world *
Our world-class global infrastructure with multinational language, legal and fiscal capabilities
[Notes to presenter: Be aware that audience participants may ask about how IBM Research efforts directly affects GERS and their business. The main point here is that when you work with IBM GERS you gain access to our Research—including the team that built the analytics in Watson.]
IBM GERS has directly used IBM Research for multiple engagements: OCR technology, mobile technology, InSight audit capabilities, and others)
Let me take a moment to introduce our solution and tell you a little bit about who we are and what we believe in.
As part of IBM, first, we passionately believe in building and investing in win-win relationships that stand the test of time was IBM’s centennial year—we believe our longevity is in part due to our focus on strong client relationships and having the resources in place to support them over the long term.
Our solutions are backed by IBM which has the resources, the investment, and the innovation to offer you flexible expense management solutions, whether you’re large or mid-sized that are designed to easily expand as your business grows. And we aren’t going anywhere—we’re here to stand by you as a trusted partner. *
* Source: ibm.com/ibm/licensing/

4. Introduction
Global Expense Reporting Solutions (GERS) is IBM’s integrated expense management solution
From paper-based, people-driven processes, manual audits and routing – all prone to delays and human error
To online, anytime / anywhere, mobile devices, payments and analytics that drive compliance
20-year
evolution
IBM Cloud
GERS has driven sustainable savings for clients for more than two decades.
Existing assets and continuous investment in technology enable IBM to deliver innovative solutions. 4

5. Introduction
Created to improve IBM’s processes around travel, GERS is now offered commercially
The world’s largest corporate traveler *
IBM needed a solution to address its own high costs and inefficient processes around global travel so GERS was born and is now offered commercially to our clients.
When it comes to expense management, our team has been doing this for IBM since the early 1990s - for more than two decades. In fact, we now have more enterprise clients in this space than any other.
(Our competition counts every individual user as a “client” whereas IBM clients are at the enterprise level and can comprise thousands of users.)
Proof points:
In fact, as one of the world’s largest traveling organizations with air volume at 545B for 2011*, IBM manages about $48.3 billion internally and $2.5** billion of travel spend with suppliers around the globe and 15 million expense reports annually.
* Source: BTN’s 2011 Corp Travel Resource Guide; Top 100 Corp Travelers (p 12, Sept 2011) Presenter: This is also the source for the statement on the slide.
BTN URL: (PDF reprint also available)
** Source: IBM 2011 managed spend
In other words, our expense management solution is backed by a company that has been around for a century and has extensive experience in managing the travel reporting process from end to end. In addition, we continue to invest our considerable resources in technology to provide continuous process innovation and better performance for your business. Specifically, we offer next-generation automation and leading-edge analytics technology that help you gain competitive advantage.
Early 2010s
1987
Early 1990s
Mid 1990s
Late 1990s
Early 2000s
Mid 2000s
Late 2000s
IBM reengineers
IBM internal deployment
First external GERS clients
-based technology
Mainframe technology
Cross-platform support
eFolio
Multilingual
Web-based Java technology
Global support
ASP delivery model
Hosting support
Business Transform. Outsourcing
InSight Analytics
Enhanced Web reporting
Compliance benchmarking
Mobility platform support
HTML-based technology complementing Java technology

6. Introduction
What we do
The GERS team works with clients of every size and industry to:
Assess and understand critical business needs and goals
Deliver the optimal expense management solution
We have an experienced solution team who can help you assess your current situation and identify best practices to drive more productivity and cost effectiveness for your business, whatever your size. We work hard to earn your trust and demonstrate the sustainable value we can deliver to your organization.
The GERS value proposition:
IBM offers this comprehensive solution to help you improve and better manage your travel and expense processes and spend from start to finish.
Building on decades of experience, IBM’s industry-leading Global Expense Reporting Solution (GERS) helps clients like you reduce costs and related spend associated with travel and expense processing, backed by IBM’s commitment to achieving these outcomes. By leveraging global opportunities, innovative technology, standardization and granular measurement, IBM can help you optimize your end-to-end processes and reduce your total operating costs from 60-75% from the baseline*
* During the first phase of solution deployment
IBM wants to collaborate with you to become a trusted, strategic adviser.

7. How effective is your travel and expense (T&E) process?
Business challenges
How effective is your travel and expense (T&E) process?
Many organizations face:
High travel expenses from manual or inefficient, disparate processes
Lack of visibility and adherence to travel policies
Lack of compliance and control
We offer a T&E solution that helps:
Automate time-consuming and error-prone manual expense management processes
Integrate the end-to-end process
Gain better insight into the expense management process
Reduce risk of small-scale fraud and potentially significant losses
[Note to seller/presenter: If so desired, you can change/customize the pain points show in the ping box depending on your prospect’s unique situation.]
How do you know whether you have an effective travel policy in place?
Many clients tell us they have higher overall costs with longer reimbursement time and little visibility into the end-to-end process. Many clients also have trouble managing their separate expense reporting and travel booking processes.
What are your current and most pressing needs? 7

8. GERS helps meet your business challenges with these benefits
GERS advantages
GERS helps meet your business challenges with these benefits
Immediate cost savings
Ongoing cost efficiencies
Greater visibility into employee expense process
Eliminate noncompliant employee travel
Faster and flexible reimbursement
Flexible and global capabilities
Stronger audit capabilities
[Note to presenters: Invite the client to share their needs and use this slide as an opportunity to do needs analysis. You can populate the boxes with the client’s specific needs.]
Thriving in today’s marketplace means you have to do more and do it with less resources…it means being leaner and yet more efficient in every area, including getting the most value from your expense management process.
Whether you have an external or in-house solution, GERS provides a solution that drives business value now and over the long term.
Did you know:
An average of 4 to 7%* of operational budget is spent on employee reimbursable expenses? Small and consistent T&E related cost reductions can add up to big savings for your organizations.
*Source: 2011 Aberdeen Research T&E report (PDF available upon request)
Deliver business value organization-wide
To gain the most cost reduction, you need to go beyond simply tracking and understand your reimbursable expense process. 8

9. GERS delivers long-term value
GERS value proposition
GERS delivers long-term value
Technology leadership
Focus on client success
One-stop shop
Agnostic positioning
Client support
Business intelligence & analytics
A single version of the solution for multinational clients on a worldwide basis
Software as a Service (SaaS) delivery which ERP providers do not typically offer
Multifaceted relationships, technology, capabilities & interests beyond expense management
Our services are provided in-house by IBM
The leadership team & solution architects have been constant through GERS’ 20-year evolution
All expense management services from a single source
A single product designed, developed and managed by a single team—not different products patched together
Open platform that integrates with virtually every:
Corp card
Front-end online booking tool
Travel mgmt corp (including multiple ones concurrently)
Access to call centers & helpdesks for superior support & service
Proven delivery & referenceable clients
100+ Fortune 1,000 clients & 400 mid-market clients
Strong client retention
InSight Analytics engine enables you to control spend and detect potential fraudulent activity
IBM focuses on driving continuous savings for clients 9

10. GERS value proposition
GERS optimizes the expense management process to deliver more than short-term cost reductions
GERS application Back-Office Expense Reporting processing
Travel Sourcing
(Agency)
Create / Submit
Expense Report
Approve / Audit
Provide Accounting Support
Travel Management Reporting
Reimburse
Employees
Post-trip Audit, Receipt & Analytics
Strategic
Sourcing
Travel Policy
Management
[Note to presenter: THIS IS OPTION 1. Next slide is more detailed. Use one or the other but probably not both]
GERS helps you connect three separate processes into a fully integrated expense reporting process. We can do this because our solution is vendor agnostic; so you are able to work with your own provider or you can use our travel booking tool. (In fact, we have now extended our solution with the recently acquisition of GetThere as our online booking tool.)
If you use our integrated solution, it includes level 1 support so the benefit there is you have a single provider for any issues.
Provide
Travel Services
Book and
Purchase Travel
Decide and
Plan Travel
Trip
Travel /
Incur
Expenses
Travel Reservation & Booking
Corporate Card integration

11. GERS capabilities and benefits
GERS optimizes the expense management process to deliver more than short-term cost reductions
Travel Policy
Travel Sourcing & Mgmt
Travel Reservation & Travel Support
(Pre-Trip, In-Trip)
Expense Reporting & Processing
GERS Application – Receipt, Audit & Analytics
(Post-Trip)
Travel
Mgmt
Reporting
Reimburse
Employees
Approve /
Audit
Expense
Report
Enforce
Policy
Create
Trip
Travel /
Incur
Expenses
Provide
Services
Book and
Purchase
Decide and
Plan Travel
Strategic
Sourcing
Pre-trip
approval
Receipts from Providers, Cards
Reimbursement
[Note to presenter: This slide is from GPS marketing. The fact that we use “open platform” is a competitive differentiator in that Concur makes you purchase, or they provide it free, their CliqBooks booking tool, which has to be installed and integrated with your system.]
GERS helps you connect three separate processes into a fully integrated expense reporting process. We can do this because our solution is vendor agnostic; so you are able to work with your own provider or you can use our travel booking tool. (In fact, we have now extended our solution with the recently acquisition of GetThere as our online booking tool.)
(Note to sellers: This is a competitive differentiator in that Concur makes you purchase, or they provide it free, their CliqBooks booking tool, which has to be installed and integrated with your system.
If you use our integrated solution, it includes level 1 support so the benefit there is you have a SPOC for any issues.
Expense
Report
Receipt Match
Policy Compliance
Approval
Spend Analytics
Compliance Analytics
IBM
Sourcing
IBM
GERS
Other
Provider
GERS Function
Standard Data Feeds

12. Interface File Process
GERS value proposition
Our end-to-end solution standardizes, automates and integrates expense report processing
User
Book travel
GERS
Agency
Booking
Policy Rules Engine
Data
Staging
Receipt Management
Corporate
Card
Travel spend
Interface File Process
Back Office Audit
Policy & Receipt
Audit
Analytics
Policy Compliance Analytics
Sourcing
Strategic Sourcing
InSight Business Analytics +
expense travel / administration
Table Maintenance
support
Call Center
Argentina
visibility
Dashboard
Data
Repository
[Note to presenter: You can change the savings/benefits to read: “up to 75%” and “up to 8%” as you see fit. The existing figures are inserted to show a range of typical savings. The operational savings refer to the typical savings a client can achieve on year 1 with a GERS solution if they have no automated solution in place and have a 3-year agreement in place. Also, please note the GPS value prop slide is shown in two versions in the backup slides section; one is the original circle chart and the other is the modified one by our team. This slide has much of the same information and you probably don’t want to include both this slide and the value prop slide. If you do use the larger value prop slide, be sure the benefits percentages are up to date and align.]
GERS (or Global Expense Reporting Solutions) is another example of “wrap around” technology. Our expense management service allows clients to take advantage of cloud technology to automate and standardize travel booking processes, reporting and other reimbursable expenses. This is a Web-based application hosted by IBM that eliminates manual and paper-based steps from the expense reporting process, so clients see a reduction in errors and speedier reimbursement time.
An automated policy-based engine ensures that employees use only approved vendors and helps clients more easily meet compliance requirements. The “subscription” or “pay-as-you-use” setup of cloud computing allows clients to easily scale up or down as their needs change while getting all the advantages of a hosted solution at a cost-effective price. This solution also provides access to automated analytics tools that are housed “in the cloud.”
Background / Definitions:
Software as a service (SaaS, typically pronounced “sass”) is a model of software deployment over a network, typically the Internet. With SaaS, a provider licenses an application to customers for use as a service on demand, either through a time subscription or a “pay-as-you-go” model. Rather than purchase the hardware and software to run an application, customers need only a computer or a server to download the application and Internet access to run the software.
Cloud computing is Internet-based computing, whereby shared resources, software and information are provided to computers and other devices on demand, like a public utility. The term cloud is used as a metaphor for the Internet and references the supporting technology infrastructure ("in the cloud").
Automate Policy Compliance
Outsource Auditing
Optimize Policy
Optimize Sourcing
GERS also delivers policy compliance analytics and visibility into travel sourcing spend.
Features:
Full end-to-end integration
Highly standardized business model in an open architecture
Multi-tenant SaaS platform
Flexible client adoption points
Benefits:
Operational productivity savings of 60-75%
Compliance spend savings of 6-8%
Sourcing spend savings of 8-12%
Low-cost automation and process standardization
Increased insight into travel spend
Increased visibility and management control

13. GERS capabilities and benefits
GERS uses InSight behavioral analytics to integrate disparate sources of data to drive stronger controls
Current process
Integrated process
Procurement
Procurement / Finance
Corporate & employee options
Increased adoption rates
Corporate Card
Travel
Reservations
Travel
reservation
Data
InSight Analytics
Expense
Reporting
Corporate
cards
Business
Controls
Expense
reporting
The GERS database includes InSight analytics, which provides highly detailed information about user behaviors and identifies noncompliant patterns that helps you better enforce travel and expense reimbursement policies.
[Seller: Consider mentioning the proof point about the flagging of parking ticket noncompliant reimbursements here.]
Anecdotal savings story: One client discovered that employees were accepting $12 maximum reimbursements for all travel parking receipt, when the actual cost could be much less. Our analytics tool helped identify and flag this noncompliant behavior. Ended up saving the company a significant amount of money.]
Data
Business
controls
Ability to scale globally
Finance / HR
Procurement / Finance / Audit / HR
Improved controls 13

14. Integrated, Continuous Approach
GERS capabilities and benefits
GERS advantages: InSight analytics engine enables outcomes-based commitment for compliance-driven reduction in spend
GERS InSight analytics
GERS approach
Integrated, Continuous Approach
Business Rules
Web Reporting
Statistical Analysis
Sophisticated statistical analysis performed at granular levels
Abnormal behaviour patterns and predictive modeling
Configurable business rules to prompt employees
Policy exceptions prioritized for audit
Recommended policy updates to reduce potential fraud
Improved audit, compliance, business controls through our InSight Analytics & reporting
Benefits
Audits guided by sophisticated statistical analysis versus manual review of data
Audit review goes beyond preset target list & auditor experience
Built-in ability to continuously improve the audit selection process
Increased visibility and management control
Improved audit, compliance and business controls yielding 2 to 4% reduction in spend
[Note to presenters: Use this for now but please note that we are going to update this page with the GERS one pager on analytics. TO COME.]
IBM GERS positions clients to obtain a consolidated view of travel patterns and behaviors to be used to monitor and enforce compliance.
GERS Analytics identifies and evaluates abnormal behavior patterns at various levels of granularity based on robust characterizations of expected behavior. 14

15. GERS offers enhanced reporting capabilities
GERS capabilities and benefits
GERS offers enhanced reporting capabilities
InSight analytics delivers actionable business intelligence through:
Enhanced reporting capability
Standard Reports (61 types)
Management Reports
Reporting Dashboards
Historical Tracking Reports
DETAILS:
Enhanced Reporting: 61 standard reports
Ad-hoc Query: 15 query data tables
Management Reports: Monthly report “pushed” to all managers
Dashboard Reports: Dashboards targeted to roles with key metrics to quickly analyze operations and impacts of policy changes [under development]
InSight Analytics: 18 reports focused on expense report policy and compliance
InSight Audit Service: Quarterly or Semi-Annual analytic service that drills deeper into your data to drive significant savings from your travel and expense process
Tap into the power of IBM’s continued investment in Smarter Analytics

16. GERS capabilities and benefits
These reports collect information from multiple sources to easily identify noncompliance or profit leakage
Travel reports
Policy review reports
Booked vs. Actual (Hotel)
Top Five Employees Just Under Receipt Limit
(Within 95% of Receipt Limit, Parking Expense, Past Two Years)
Strategic sourcing reports
Business controls reports
YTD Air Carrier Spend
This shows representation of the information you can gain from these reports.
InSight analytics creates reports that bring together all four areas, formerly operating on their own but now with consolidated data
Top Three Employees Cash Reimbursements for Business Meals
(Previous Two Years, Ranked by Number of Cash Expenses)
* All examples are illustrative.

17. Create and submit your expenses Send photo of receipt for approval
GERS capabilities and benefits
GERS new integrated mobility spans Android, iPhone and all tablets for optimal performance
[Note to presenter: You may want to use the term “tablet compatible” instead of “integrated tablet strategy”]
GERS has an easy-to-use interface and enables easy expense and receipt capture and submission via any smart phone, android or tablet.
Create and submit your expenses
Send photo of receipt for approval 17

18. GERS capabilities and benefits
Our travel & expense management solution offers a full range of end-to-end services
GERS benefits
Easy to use
Faster reimbursement
Web-based solution with virtually no downtime
Reporting (standard, management and ad hoc)
InSight analytics for compliance savings
GERS offers a comprehensive suite of additional back-office services
Audit services for policy and compliance
Receipt tracking and verification audits
Advanced Help Desk support
Records management
Corporate card administration
System administration
Extension into travel sourcing and fulfillment (with HR / AP services)
Support to identify opportunities to reclaim domestic and foreign VAT
GERS features
Secure, cost-efficient SaaS- based service
Help Desk support
Global availability and support
Flexible options
Disaster recovery
Enhanced business process service options available for specific back office processes:
Policy & Compliance Audits
GERS is a global solution supporting more than 30 languages in more than 85 countries.

19. GERS capabilities and benefits
Today’s marketplace demands a global solution—with global capabilities—for effective expense management
IBM’s evolving global footprint is comprised of more than 20 centers across 60 countries, and supports over 30 languages.
IBM GERS delivers:
Support for multiple languages
Support for legal, tax and other fiscal considerations worldwide
Multiple, established global centers of excellence
Around-the-clock monitoring and Help Desk support

20. GERS advantages: A comprehensive expense management solution
GERS capabilities and benefits
GERS advantages: A comprehensive expense management solution
Travel Sourcing and Management
IBM’s established global relationships and the power of our advanced analytics enable us to deliver these services:
Travel agency selection and management
Analyzing travel spend data to identify gaps in current vendor contracts and policies
Negotiating and maintaining supplier contracts with air, car and hotel partners
Combined with compliance discipline, IBM GERS can deliver 6 to 8 % in annual spend savings.
* IBM 2008 managed spend

21. GERS SaaS-based delivery model
GERS capabilities and benefits
GERS offers flexible models delivered through cost-efficient cloud technology from IBM
GERS SaaS-based delivery model
Cloud delivered access:
Web-based user interface
Web-based system administration
Web-based financial & travel analysis reporting
Single Sign-On Integration
Shared & dedicated options
Flexible options:
InSight analysis reporting
Scan and attach receipts
Pre-trip approval
Standard interface for SAP HR and ERP
Travel booking integration
[GERS sellers: If potential client wants details about the cloud price-per-claim billing model, please let them know they do have to commit to a minimum amount of monthly transactions. Our existing SaaS-based service enables an integrated solution—GERS runs on top of a client’s existing technology. SaaS delivery is not offered by the majority of our competitors.]
With GERS, we offer you flexible delivery options depending on the needs of your business. We can do a cost-effective transaction-based model delivered through our secure SaaS cloud technology.
24x7 access
Options include fully managed, end-to-end travel sourcing, procurement and management services 21

22. Source: 2012 Expense Management Report by Aberdeen Research
Proof points
T&E solutions delivered through cloud technology enables faster processing with fewer errors
Research* shows cloud-based expense management systems have contributed to:
52% higher increase in billing speed than organizations using on-premise expense management solutions
*According to Aberdeen research (2012 expense management report):
Cloud-based end-to-end expense management automation includes a speed aspect that helps service organizations project time and billing to reduce DSO and streamline process related to customer billing. An executive at a services firm, using a cloud-based expense management system, can accurately pull together expense information, compile this data into billing processes, and significantly improve the pace of billing clients for project work.
26% higher increase in payment speed
21% more employees using the expense management system to create and submit project expenses
Source: 2012 Expense Management Report by Aberdeen Research 22 22 22

23. What does success look like?
How we deliver
IBM’s best-in-class team quickly deploys GERS to help you realize rapid return on investment
Project Timeline
Month 1
Month 2
Month 3
Month 4
Go Live
Plan and Define
Construct
[Note to presenters regarding this slide, which will be different for larger enterprise level companies:
IBM has versatile (GBS) solution experts who implement GERS; this is an advantage in that they can provide a more strategic, holistic approach compared to Concur—our client solution executives can help identify other opportunities for clients to improve their finance processes, including procurement. This is part of IBM’s advantage; we can become an authentic business partner to help our clients beyond just T&E.
Major steps in this process for all clients:
Requirements gathering
Process documentation
Enable IT infrastructure, connectivity, applications
Training
Steady state processing
Critical KPI measurement
Stabilization
Process optimization
Test
Project Close
Sustain
Illustrative timeline
What does success look like?
Savings within one month of go live
Contractual commitment to expected partnership outcomes
Referenceable clients
Highly experienced teams & reduced project risk 23 23

24. Proof points
Why IBM: GERS is a global solution, supporting travelers in over 85 countries
Countries Supported
Languages Supported
Algeria
Argentina
Aruba
Australia
Austria
Bahamas
Bahrain
Barbados
Belarus
Belgium
Bosnia & Herzegovina
Brazil
Bulgaria
Cambodia
Canada
Cayman Islands
Chile
China
Colombia
Costa Rica
Croatia
Cyprus
Czech Rep.
Denmark
Dominican Rep.
Ecuador
Egypt
El Salvador
Estonia
Finland
France
Germany
Greece
Honduras
Hong Kong
Hungary
India
Indonesia
Iraq
Ireland
Israel
Italy
Jamaica
Japan
Jordan
Korea (N)
Kuwait
Latvia
Lebanon
Lithuania
Malaysia
Mexico
Moldavia
Netherlands
New Zealand
Nigeria
Norway
Oman
Pakistan
Panama
Peru
Philippines
Poland
Portugal
Puerto Rico
Qatar
Romania
Russia
Saudi Arabia
Serbia & Montenegro
Singapore
Slovakia
Slovenia
South Africa
Spain
St Kitts
Sweden
Switzerland
Taiwan
Thailand
Trinidad & Tobago
Turkey
Ukraine
United Arab Emirates
United Kingdom
United States
Venezuela
Vietnam
Bulgarian
Czech
Danish
Dutch
English - US
English - UK
Estonian
Finnish
French
French Canadian
German
Greek
Hungarian
Italian
Japanese
Korean
Norwegian
Polish
Portuguese
Romanian
Russian
Slovak
Spanish
Swedish
Simplified Chinese
Thai
Traditional Chinese
Turkish
Vietnamese
GERS is a single code base supporting multiple companies, languages, countries, currencies and corporate cards.
Features include:
Scalable architecture
Manages distributed or centralized processing
Flexible architecture to support the intricacy of global requirements (country tax, legal, and fiscal)
Leverages ibm.com translation capabilities for language support
Enables corporate view of country-specific travel policies and practices

25. Proof points
Why IBM: GERS has deep industry expertise with a vast portfolio of Fortune 1000 and middle market clients
Georgia Pacific (Koch)
Great Lakes Dredge & Dock
Harman International
HealthNet
Herman Miller
Hilton
HJ Heinz
IBM
International Paper
Jacobs Engineering
Jeppesen
Johns Manville
Johnson & Johnson
KBR
Kelley Services
Lockheed Martin
ATMI
AXA Financial
BP International
Brown Shoe Co.
CBS
Chevron Corp
Cooper Tire
Delta Airlines
Dow Chemical
Doosan Infracore
Eli Lilly & Co
Energizer
Federal Mogul
Fedex Office
Foster Wheeler
Fujitsu
General Motors
Macy’s Dept. Stores
Marriott International
MeadWestvaco
Nissan North America
NiSource
Owens-Corning
Owens Illinois
Panasonic Automotive
Parker Hannifin
Par Pharmaceuticals
Patriot Coal
Procter & Gamble
Publicis Groupe
Rolls Royce
Ryder
Simon Property Group
Snap On, Inc.
Sonoco
St. John’s University
State of California
Stride Rite
Tellabs
Toyota
Unilever
United Launch Alliance
VF Services, Inc.
Viacom
Volvo Construction Equip.
WellPoint
Xerox

26. GERS value proposition
GERS delivers stronger business outcomes and speed to benefit—beyond operational cost savings
Total Service Value: GERS
Consolidation
Optimization
IT Integration
Globalization scale & expertise
Automation
Other enterprise business benefits:
Accelerating integration readiness
Revenue enhancement
Cost avoidance
Improved risk, controls & compliance
Improved customer experience
Data access, quality and integrity
Governance-driven predictability
Travel Spend Compliance
1 - 4%
(annual reduction in total travel spend)
Travel Sourcing Improvement:
6 - 8%
Annualized Functional Run Rate Savings
Range % from Baseline
45-
50%
10-
15%
LIFECYCLE
Functional Cost Improvement
Enterprise Business Outcomes
INCREMENTAL VALUE
Standardization 5-
10%
[Note to presenter: This is the GERS team modified GPS value prop slide and refers to clients who start with us and have no automated expense reporting system in place.

27. Case study: Global pharmaceutical company
Proof points
Case study: Global pharmaceutical company
The need:
This large US-based pharmaceutical company needed a single expense management platform to support its global operations in North America, Europe, and Asia. The company sought a consolidated solution that enabled expense reimbursement pre-approval, healthcare tracking and compliance reporting while easily integrating with existing systems.
The solution:
IBM provided a cost-effective, comprehensive expense management solution that supported employees regardless of location, and met its diverse language, tax, fiscal and country-specific requirements. This solution also included the GERS healthcare reporting compliance module to enable tracking of physician / prescriber information.
The benefits:
40 to 50% reduction in full-time employees (FTEs) for significant operational savings
10% spend savings on hotel accommodations, 15% on telecom, and 5% on other (air savings already realized through travel program) for reduced travel spend
20% improvement on corporate card incentives and compliance worldwide
100% increase in value-added tax (VAT) recoveries globally
50%+ reduction in client held days
2 to 3 times improvement in processing efficiency per FTE from GERS automation of manual steps
35% reduction in corporate card delinquencies using data and compliance policies within GERS
This pharmaceutical company with a multibillion dollar annual revenue was able to simplify expense reporting processing, reduce related costs, and better manage its regulatory compliance initiatives using IBM Global Expense Reporting Solutions (GERS).
Johnson& Johnson
Solution components:
Comprehensive business process outsourcing (BPO) solution
GERS application + healthcare module
Services and support 27

28. Case study: Global chemicals and petroleum company
Proof points
Case study: Global chemicals and petroleum company
The need:
This large UK-based company needed to quickly simplify its expense reporting process and lower related costs. The goal was to reduce processing and approval time and improve fiscal compliance with a global, web-based solution that integrated its corporate travel policies companywide.
The solution:
Using proven analytics-driven technology, workflow automation and advanced delivery capabilities, IBM implemented—on time and on budget—a centralized, unified travel and expense reporting solution across this company to support its employees and multibillion revenue base.
The benefits:
Elimination of back-office staff and back-office accounting centers, with significant cost savings
Significant increase in tax recoveries globally, including value-added tax (VAT) and goods and services taxes (GST)
Centralization of corporate card program to a single global vendor, for procurement benefits
Consistent expense reporting platform across the entire global enterprise (with offline options), facilitating easier audit and compliance management
Exchange rates available companywide
IBM Global Expense Reporting Solutions (GERS) provided an end-to-end expense management solution based on leading-edge, low-risk technology and worldwide delivery capabilities tailored to meet this company’s business goals.
BP International
Comprehensive business process outsourcing (BPO) solution
GERS application + healthcare module
Outsourcing services
IT support
Solution components:
GERS tools and technology (including InSight Analytics)
Services and support 28

29. Case study: Global industrial sector client
Proof points
Case study: Global industrial sector client
The need:
This large US-based document services and solutions company sought a single, simplified travel and expense (T&E) management solution. It wanted to drive efficiencies, better enforce compliance, and gain significant cost advantages with a web-based, self-service approach.
The solution:
IBM implemented its analytics-based and policy-based T&E management solution to help this company reduce its travel spend. Cross-country approvals combined with tighter policy controls across multiple business units improved audit capabilities. Fully integrated corporate card enabled the company to leverage procurement spending with global suppliers.
The benefits:
250,000 transactions per year
Drove $1.1M in annual savings in processing costs
Pre-approval capabilities drove $5M to $18M annual savings for travel and auto expenses
45% reduction in receipt packages
89% improvement in employee satisfaction for ease of use and improved visibility
Reduced cycle time from 34 to an average of 10 days
Improved corporate card management; significant reduction in credit losses; improved “client held” days
100% Sarbanes-Oxley (SOX) compliance by the system against business rules (with 15% reviewed)
IBM Global Expense Reporting Solutions (GERS) provided a cost-effective solution and authentic business partnership to help this company save approximately $150 million in travel and auto expenses over a 10-year period while improving compliance and extending its global reach.
Xerox
Solution components:
GERS tools and technology (including InSight Analytics)
Services and support 29

30. Learn more
The GERS advantage: Learn more about how GERS can help improve your bottom line—now and into the future
View a demo now:
ibm.com/services/us/igs/gers/gers_demo_popup.html
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Find GERS demos on YouTube:
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Visit our website at:

31. Tap into the power of IBM
Learn more
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IBM’s strong 2011 performance in the New York Times:
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32. Thank you for your time!

33. BACKUP SLIDES 33

34. GERS capabilities and benefits
GERS integrates your entire expense management process through a single global platform
Travel Portal
GDS / Agency / OLB
Corporate Card
Transaction and Remit Files
Pre-Trip Planning
Travel Agency
Online Booking
Reservation Data
Client activities
Back Office Services (optional)
Receipts, Audit, Help Desk, System Administration, Card Administration
Client Files
Server
Database
[Note to presenter: You may need this slide if you are presenting to an IT audience.]
This slide shows how GERS integrates the entire end-to-end expense management process and easily runs alongside your existing or third-party technology. Our longstanding relationships with sourcing and booking tool providers helps us drive lower costs.
Human Resources
Approver
GERS InSight Analytics Reporting Suite
Accounting
GERS Output Files
Output / Payment Files
Exchange Rate
General Ledger
Accounts Payable
Employee Payment
Card Payment
Third-party vendor

35. GERS capabilities enable us to commit to expected business outcomes and help you achieve significant cost savings
Associates & Approvers
Auditors & Receipt Processors
Payment Processing & Reporting
49% reduction in associate processing time
19% reduction in approver processing time
31% increase in policy compliance
36% increase in use of preferred suppliers
Approval on Exception only can reduce approver workload by over 68%
77% reduction in Accounts Payable processing time
67% reduction in overall cycle time
1.3% reduction in fraud
53% ability to eliminate FTEs & 33% ability to redeploy workers
15% reduction in error processing rate
Utilizing electronic card data reduces receipt processing costs by 56% and storage costs by 31%
Shift spend from personal cards and out-of-pocket an average of 10%
Reduce client held days by and reduce credit losses by over 50% as well as increase card rebates
13% reduction in travel spend due to increased procurement leverage from data analysis
Would remove if talking to a company who already has a tool but if not, keep this slide.
Corporate Card Data + IBM Global Expense Report Data = Travel Sourcing Efficiencies 35

36. GERS capabilities and benefits
GERS optimizes the expense management process to deliver more than short-term cost reductions
Travel Sourcing
(Agency)
Strategic
Sourcing
Travel Policy
Management
GERS application Back-Office Expense Reporting processing
Create / Submit
Expense Report
Approve / Audit
Provide
Accounting Support
Travel Management Reporting
Reimburse
Employees
Post-trip Audit, Receipt & Analytics
Travel Reservation & Booking
Corporate Card integration
Provide
Travel
Services
Book and
Purchase
Decide and
Plan Travel
[Note to presenter: This is a competitive differentiator in that Concur makes you purchase, or they provide it free, their CliqBooks booking tool, which has to be installed and integrated with your system.]
GERS helps you connect three separate processes into a fully integrated expense reporting process. We can do this because our solution is vendor agnostic; so you are able to work with your own provider or you can use our travel booking tool. (In fact, we have now extended our solution with the recently acquisition of GetThere as our online booking tool.)
If you use our integrated solution, it includes level 1 support so the benefit there is you have a single provider for any issues.
Trip
Travel /
Incur
Expenses

37. GERS features and capabilities at a glance
Web-based submission, approval, and audit
Cloud-based option for application and hosting services
Fully managed options including application, hosting and back-office functions (such as audit recovery)
Mobile report submission approval process via integrated tablet and smart phone (including iPhone) capabilities
InSight Analytics to identify noncompliance
Offline preparation capability
Automated validation of cost codes and policies
Travel reservation integration
Cost center / Project charging functionality
Integrated posting of corporate card transactions
Automated payment to card providers / employees
Management web reporting
Fraud detection capability
Audit module
Receipt imaging (Fax / Scan & Attach / Multifunction device)
Commitment to expected business outcomes
Back up slide 37

38. Detailed GERS workflow
Employee
Submission
Approval
Audit
Reporting
Pre-Trip Report
Expense Report
General Information
Charge Allocation (% or line item accounting)
Travel Reservation Data
Corporate Card Data
Out-of-Pocket Expense Entry
Spreadsheet View / List View
Business Rules
Receipt Handling (Scan & Attach, Fax, Mobile Device Upload)
Submission (Routing)
Notifications
Report Summary
Business Policy Exception Summary / Rule Priorities
Expense Drill-Down Visibility
Receipt Review
Accounting Modification
Additional Expense Report Routing
Expense Report Approval / Rejection
Mobile Approval
Work Pooling / Business Unit Segregation
Employee History / Comments / Notes
Fetch Report
Business Policy Exception Summary
Audit Steps / Verification
Attachment Support
Expense Report Hold / Release Functions
Templates / Notices
Sixty (60) Standard Reports
Compliance / Policy
Card Data / Out-of- Pocket
Procurement (Air, Car, Hotel)
Approval Summary
Employee History
Ad-Hoc Query Capabilities
InSight Analytics

39. Proof points
Why IBM: GERS currently serves a wide variety of companies around the world and across multiple industries
Client Results
GERS was built on a foundation of business process and reengineering activities and has been in use since 1991.
About $2.5B in annual travel spend
400,000+ travelers in about 85 countries
Over 34 million expense reports processed annually
Card payment reduced from greater than 30 to an average of 5 days (client-held days avg)
45 card programs consolidated to a single global credit card program
30-day average cycle time reduced to 7 days
Daily reimbursements to employees improved user satisfaction by 98%
72% reduction in receipt storage and handling costs
Significant sourcing / procurement transformation
GERS serves approximately over 5 million users annually
GERS processes over 30 million expense reports per year
GERS clients have deployed across 90+ countries
GERS clients range in size from 50 employees to over 380,000 employees
GERS set a new daily performance record* in 2011:
Supporting more than 58,000 users
Processing 32,000 submitted expense reports
Processing 18,000 approvals
Delivering 34,000 report statuses
Global slide (OPTION 2)
* Note: These numbers reflect one client on one platform.

40. As part of IBM Global Process Services, we can support your business growth with a broad scope of finance and accounting BPO solutions
Transaction processing
Record to report
Cash disbursements, revenue cycle & general accounting
Project & cost accounting, financial and external reporting
Source to pay
Accounts payable
Travel & expense
Order capture
Credit & collections
Billing & invoicing
Disputes & deductions
Accounts receivable
Revenue accounting
General ledger
Acct policies
Acct reconciliation
Fixed assets
Tax accounting
Project accounting
Cost accounting
Inventory accounting
Financial consolidation
BU financial statements
Statement prep
SEC filings
Performance mgmt & decision support
Capital platform management
Business performance management Planning - Budgeting - Forecasting
Cash management, tax planning & compliance
This will be a standalone “one pager.”
Cost management
Customer product profitability
New product evaluation
Life cycle costing
Performance management
Continuous improvement
Periodic budget prep
Periodic forecast prep
Cash management
Treasury management
Risk management
Compliance management
Tax management
IBM offers a comprehensive suite of finance & accounting services designed to drive innovation across your business.

41. as high as 7% of a company’s total expenditures
For most companies, the three largest controllable expenses are:
1. Compensation & benefits
Travel spend can be
as high as 7% of a company’s total expenditures
Siloed T&E Value Chain
2. Travel
Reservation
& Booking
Travel & Expense
Management
1. Travel Sourcing & Management
3. Back-office
Expense
Reporting
4. Analytics
2. Travel & entertainment
3. Other operating expenses (maintenance etc)
Travel and expense management operating within silos contributes to excessive spend in Travel & Entertainment 41