IBM and Business Partners Serving midsize companies

IBM and Business Partners Serving midsize companies
Overview for IBM Business Partners/Internal Sellers Fall 2009 IBM and Business Partners Serving midsize companies

Agenda How to capitalize on the IBM smarter planet initiative
New offerings to help you capture opportunity Tools, resources and incentives for Business Partners 2

The smarter planet agenda and our Business Partners
Dittrich and Partner Consulting, an IBM Business Partner, helped implement a solution that dynamically and rapidly generates new statistical information for sports statistics provider IMPIRE AG. How can you help turn information into intelligence? 3

We are all helping to build a smarter planet. Are you ready?
We’ve been talking about the IBM view of a smarter planet for several months; today, those conversations are bearing fruit. You and your customers are not only at the center of the smarter planet, you’re helping to create it. It’s a tangible reality and it’s happening now. Are you ready to help build a smarter planet? Turn the idea of a smarter planet into results with: New resources and tools that help drive sales in today’s marketplace. Fresh insight and thought leadership. New offerings focused on what your customers need – business intelligence, smarter processes, new delivery models and more. We live on a smarter planet. A planet that is becoming more interconnected, instrumented, and intelligent. It’s a fundamental shift in the way we all live, work and do business. It means a new world view – and new possibilities for progress. Can midsize companies become more competitive, grow or even survive in this climate? Economic conditions are coinciding with a rapidly evolving business and technology environment, creating both threats and opportunities. midsize companies can succeed by leveraging technology to work smarter, driving new value and new efficiencies for themselves and their customers.

NEW resources for Business Partners
Action you should take Offerings New and refreshed Express offerings Click to see the new offerings for Fall 2009 Enablement New advertising campaign info Leverage assets to spark new client conversations New/refreshed sales kits for new offerings For Cognos kits, go to Cognos Express (Software ValueNet Partners for Cognos only. To become a SV Partner click here) ROI calculator for virtualization/green Capture client information to help target proposals Smarter Planet midmarket reference guide Prove to your clients that these solutions work to make a difference for midsize companies Incentives New BP and SWG sales incentives Continue to drive awareness and build your pipeline Thought Leadership New insight for midsize companies and smarter planet Download Inside the Midmarket: A 2009 Perspective and the 2009 CIO Study to learn about midsize decision drivers PartnerWorld Communities Midmarket Business Partner blog Get insights from the IBM team and PWEA resources that drive new opportunities Education Updated industry profiles for Healthcare and Industrial Learn about industry purchase drivers and where stimulus dollars are going Updated profiles for collaboration, SOA, info mgmt, security and business continuity Learn about industry spend, get qualifying telemarketing questions, discover how to overcome objections

New IBM market intelligence, driven by our unique insight
The IBM 2009 Global CIO Study (download here) showcases our latest insight: Business intelligence leads the list of technology priorities Nearly two-thirds of all midsize companies are looking for new and better ways to use information 58 percent of midsize company CIOs are focused on turning that data into insight and actionable information Over the next five years, 70 percent of midsize company CIOs expect to implement emerging technologies, such as cloud computing and SaaS According to Inside the Midmarket: A 2009 Perspective (download here), well over half of midsize businesses say they need a business partner who can: Help them work smarter Build an infrastructure to support their growing business Identify ways to use the information they have to make better business decisions

Building a smarter planet takes a special kind of capability
For midsize businesses to succeed, they need the ability to: Turn information into insight Deploy smarter processes Become more flexible and agile We can provide all this and more. For Fall 2009, we have many important new offerings that leverage the idea of a smarter planet to help drive your sales. Here are two that speak to the need for intelligence and smarter processes: IBM Cognos Express is the first and only integrated, one-stop business intelligence and planning solution purpose-built to meet the needs of midsize companies. IBM Mashup Center makes it easy for midsize businesses to combine information from diverse sources in entirely new ways to unlock new business value. For sellers, smarter planet is best described as an alignment of IBM offerings for midsize companies that address the big opportunities in today’s dynamic market. It’s a way for BPs to position their solutions and services to better identify customer pain points and create new sales engagements. With smarter planet, Business Partners can differentiate themselves, initiating conversations and play a consultative role Smarter Planet expands IBM leadership in marketplace & protects your investment in IBM technologies It creates new business opportunities by establishing “new dialogue” about “new business approaches” with your customers Discover pain points your customers don’t even know they have yet! It differentiates you from competitors – your services, solutions and expertise are an integral part of the “smart planet” In short, we believe the Smarter Planet approach will enable Business Partners to not only survive during the economic downturn, but actually thrive by enabling them to uncover Smarter Planet opportunities. Business Partners can capitalize on the rapid changes happening in the marketplace if they act now and engage with IBM, because IBM can help uncover the opportunities in today's environment Leverage PartnerWorld Express Advantage and the PartnerWorld program to keep run smarter businesses themselves Embrace and communicate The IBM Smarter Planet value proposition, the related Express Advantage offerings, to create new selling opportunities with new and existing customers We are building on this capability to develop local and global programs for our Business Partners that bring together business, technology and industry experts, and complementary business partners to help you tap new ideas and connections to increase your differentiation and accelerate growth. To learn about all of our new and refreshed offerings for Fall 2009, visit the Offerings section.

The smarter planet idea is gaining traction
With your help, our joint customers are becoming the engines of a smarter planet. Engagements like these are proof of how the smarter planet initiative is paying off for Business Partners. To see more evidence of smarter midsize businesses, go to ibm.com/engines Protecting the public with a smarter supply chain IBM Business Partner: Direct Systems Support – provided the IBM System x® servers for the solution Customer: Golden State Medical Supply Solution: A sophisticated RFID- and barcode-based, track-and-trace system to follow pharmaceuticals throughout the entire supply chain in compliance with California law Benefit: Improves public safety by preventing counterfeit drugs from entering the supply chain Passing along the savings IBM Business Partner: APC – provided its InfraStruXure architecture to create an energy- and space-efficient solution Customer: Bryant University Solution: IBM Scalable Modular Data Center that optimizes energy efficiency through standardization, consolidation and virtualization Benefit: Cooling costs cut by almost half; savings redirected to student education

Express Advantage Offerings Fall 2009
IBM Business Partner Brookstone Technologies designed a workforce management solution for utilities service provider Alinta that manages and shares valuable business knowledge. How can you find ways to work smarter?

The capabilities you need for a smarter planet
New Intelligence The challenge: Get a handle on the exploding volume of information and turn it into insight that can help optimize performance and drive smarter business outcomes.. Why you need it: Making better informed, real-time decisions accelerates innovation, business optimization and sustained competitive differentiation. Smart Work The challenge: Midsize companies face new business and process requirements, and ever- more demanding customers. Smart work increases business productivity and makes business processes more predictive, agile and collaborative. Why you need it: Building an agile business optimized for change can help drive better business outcomes, delivering value more quickly and improving competitiveness. Dynamic Infrastructure The challenge: Connect IT and business goals, and deliver superior business and IT services with agility and speed – all while reducing costs. Why you need it: An optimized, flexible, advanced and dynamic infrastructure forms the foundation of initiatives that allows midsize businesses to thrive on a smarter planet. Green and Beyond The challenge: Environmental costs are already high and bound to rise further. Efficiency – in terms of both environmental impact and the cost of business – has never been more important. Why you need it: Green is not a fad. It is a business imperative. Not only is going green the responsible thing to do, it carries significant cost benefits that impact the bottom line.

Making a smarter planet
New Intelligence and Smart Work New Intelligence gives you insight. Smart Work uses insight to increase business productivity. Dynamic Infrastructure and New Intelligence Dynamic Infrastructure helps you create and integrate information. New Intelligence turns information into understanding. Green and Beyond and Dynamic Infrastructure Green and Beyond adds cost effectiveness and efficiency. Dynamic Infrastructure optimizes utilization. Dynamic Infrastructure and Smart Work Dynamic Infrastructure adds flexibility and agility. Smart Work leverages it to drive business value.

New Intelligence + Smart Work: Insight that drives results
New Intelligence gives you insight Smart Work uses insight to increase business productivity. IBM helps you transform raw information into actionable intelligence New Intelligence: Why act now? Make smarter business decisions Information management is your top priority* Gain insight and create value faster Differentiate yourself from the competition Drive revenue and save money New Intelligence offerings for September 2009: IBM Cognos Express Reporter IBM Cognos Express Advisor IBM Cognos Express Xcelerator IBM helps you work smarter, supported by flexible and dynamic processes Smart Work: Why act now? Make the best use of resources Midsize companies are focused on: Efficiency Connecting with customers Improving decision-making Anticipating/responding to market trends* Smart Work offerings for September 2009: IBM LotusLive Engage IBM Mashup Center *IBM Midmarket Thought Leadership Survey, June 2009 12

Putting new sources of information to work
IBM Business Partner: Applied Analytix – provided key knowledge transfer to enable the customer to make better use of its IBM Cognos investment Customer: Fresh fruit and vegetable producer Sun World International Solution: Expansion of existing Cognos system to include Web reporting and a very informative portal to analyze key operational details Benefit: Sun World is now able to look at the operating efficiency of harvesting and crops, and do more detailed cost analysis much faster and more easily. Raw data is loaded from general ledger systems directly into IBM Cognos with the click of a button. Compared to the former method of using Microsoft® Excel®, the new solution represents a major reduction in reporting effort – from a full day’s work for three people to mere minutes. New Intelligence Smart Work

New Intelligence + Dynamic Infrastructure: Integration and insight
Dynamic Infrastructure integrates information New Intelligence turns information into understanding IBM helps you transform raw information into actionable intelligence New Intelligence: Why act now? Make smarter business decisions Information management is your top priority* Gain insight and create value faster IBM helps with an infrastructure portfolio that improves utilization and reduces core costs Dynamic Infrastructure: Why act now? Midsize companies have server utilization rates under 15 percent** and spend 80 percent of IT budgets on keeping infrastructure up and running*** Offerings for September 2009: IBM Storage Optimization and Integration Services – transformation strategy – rapid IBM System Storage DS5020 IBM SurePOS 500 Express (refresh) This drill-down shows how Dynamic Infrastructure solutions can help to enable the creation of New Intelligence. Note also that some products span themes. Note that this is just an example of how two themes interact. It is not necessary to purchase offerings from both themes to realize business value. *IBM Midmarket Thought Leadership Survey, June **Aberdeen Group, 2009 ***IBM study, June 2008 14

Gathering new information about customer behavior
IBM Business Partner: it-werke Technology GmbH – provided the biometric technology for the solution Customer: German clothing retailer Gewandhaus Gruber Solution: A fast and efficient system that enables customers to make payments using fingerprint readers based on it-werke’s digiPROOF technology, deployed on IBM Anyplace kiosks Benefit: By making the shopping experience easier, faster and more appealing, Gewandhaus Gruber encourages use of the new, flexible infrastructure solution and its associated loyalty program. Automated tracking of customer purchases and buying behavior generates new business intelligence for the retailer, enabling it to create new, more targeted marketing programs. New Intelligence Dynamic Infrastructure

Dynamic Infrastructure + Green and Beyond: Agility and efficiency
Dynamic Infrastructure adds flexibility and agility Green and Beyond adds efficiency IBM helps with an infrastructure portfolio that improves utilization and reduces core costs Dynamic Infrastructure: Why act now? Midsize companies have server utilization rates under 15 percent* and spend 80 percent of IT budgets on keeping infrastructure up and running** Dynamic Infrastructure offerings for October 2009: IBM Software Support Services – Enhanced Technical Support – Gateway IBM Tivoli® Provisioning Manager for OS Deployment and Images IBM Tivoli Foundations Application Manager IBM Tivoli Foundations Service Manager IBM Rational® AppScan OnDemand (SaaS) IBM System StorageTM DS3950 Express IBM Comprehensive Data Protection Solution (refresh) IBM System x3200 M3 Express (refresh) IBM System x3250 M3 Express (refresh) IBM System Storage N3300 Express / N3600 Express (refresh) IBM System Storage SAN Volume Controller Entry Edition (refresh) IBM helps you find the value in green with insight and technology Green and Beyond: Why act now? Going green can yield real and immediate cost savings Societal and regulatory shifts are mandating efficiency The trend towards sustainability will drive the emergence of new business opportunities This drill-down shows how efficiency plays into infrastructure solutions. Note that this is just an example of how two themes interact. *Aberdeen Group, 2009 **IBM study, June 2008 16

Energy efficiency combined with new agility
IBM Business Partner: Getronics – helped implement and integrate the energy-efficient BladeCenter®/IBM TotalStorage® infrastructure solution Customer: Fullerton Hotel Singapore Solution: Replacement of aging IT infrastructure with a more robust, highly scalable, reliable and energy-efficient infrastructure Benefit: A drop of at least 30 percent in the power and cooling costs of its data centers is helping Fullerton Hotel make its mark in going green and caring for the environment. Leading edge technology will also enable the staff to enhance efficiency and better serve guests. The new infrastructure gives Fullerton the flexibility needed to simplify its IT and reduce unnecessary costs, while providing the platform to explore smarter and more innovative new customer service strategies. Dynamic Infrastructure Green and Beyond

IBM Cognos Express Why buy this: Cognos Express is the first and only integrated reporting, analysis, planning, budgeting and forecasting solution purpose-built and priced for midsize companies. Offering Summary A one-stop business intelligence and planning solution purpose-built for midsize companies. Delivers all essential reporting, analysis, dashboard, scorecard and planning capabilities that midsize companies need at a price they can afford. Users can analyze data in a business context and quickly gain insight into company performance and trends. Provides consistent, reliable information for better, faster decision-making to manage costs, drive profitability and increase growth. What makes this offering unique? Contains everything needed in one preconfigured solution. Can be deployed in a matter of minutes and plugs into existing infrastructure with minimal impact – requires no additional software. Easy-to-use, self-service access to empower business users. Business users can get the reports and analysis they need without relying on the IT staff. Easy to buy; rapid ROI. Get started with just one or two capabilities to realize immediate value, then add others according to project needs, resources and budget. Client Profile: GB midsize companies that primarily use Excel or Crystal Reports and don’t have a data warehouse or company-wide BI strategy. This segment has a lower penetration of BI and the highest growth rates. Also appropriate for departments, divisions or subsidiaries of larger enterprises that share the same characteristics and needs as midsize companies. Pain Points Business users don’t have access to the information they need to make better decisions Backlog of reporting and information access requests into IT Limited IT resources, BI expertise and budgets According to a recent Accenture survey: • 47 percent of users don't have confidence in their information • 59 percent say they missed information they should have used • 42 percent of managers use wrong information at least once a week Pricing/Typical Project: With special promotional financing rates you can now get Cognos Express for less than US$25 per user/month, subject to IBM Global Financing approval Typical project = 20 reporting seats = US$22,000; or 10 reporting seats and 5 planning seats = US$32,000 Entry level pricing = starting at US$12,500 (US$12,000 plus US$500 per named user for reporting) Availability: English, French, Spanish, Portuguese, Italian, German, Japanese, Chinese (Traditional), Chinese (Simplified), Korean Key CFO Message Build the BI and planning capabilities you need according to your project needs, resources and budget – and realize immediate business value. Cognos customers report 100-1,800 percent payback in just 1-7 months. Conversation Starters Do your employees have accurate information to make business-critical decisions? Is there a backlog of IT information requests? Can you consistently answer: How are we doing? Why? What should we be doing? Do you worry about the risk of using Excel as your only tool for planning and analysis? Quick Facts Provides essential reporting, analysis and planning Purpose-built and priced for midsize companies Easy to install, use and buy Try and Buy available For more information on Cognos Express visit Customer ROI examples from midsize Cognos customers: Blue Mountain Ski Resorts - ROI 1,822 percent, Payback 1 month: Envision Credit Union - ROI 178 percent, Payback 7 months: Do your employees have accurate information needed to make business critical decisions? Is there a backlog of information requests into IT? Can you consistently answer: How are we doing? Why? What should we be doing? Do you worry about the risk of using Excel only for planning and analysis? • Are you constantly relying on IT for access to critical business information? • Do you have access to the information you need when you need it? • Do you have a single place to get your needed information on a daily basis? • How do you know the data you receive is accurate and consistent? • Is the information you need siloed in multiple spreadsheets? And can you trust that this information is accurate? • If you do get the information you asked for are you able to do the analysis you need to? • How do you do planning and budgeting? Would the ability to write back to the data be helpful? Do you find that plans, budgets and forecasts are designed and assembled by a handful of “power users” all across your functional units. Is key financial data and budgets are stored on a variety of two-dimensional spreadsheet files using unreliable links and complicated macros? In planning, do your business and financial users collaborate via , sending an endless stream of spreadsheets attached to crossing, conflicting, often outdated and frequently unread s? How about version control—how do you manage iterations of those plans, budgets, forecasts, reports and analyses? IT • Do you have a difficult time meeting the needs around information requests? • Are you often asked by business users for extracts of data? How do you manage that process? • Do business users require access to different data sources? Are you able to get access to all of the data across your organization? • Is the user adoption for your existing BI tools as high as you expect them to be? 18

LotusLive Engage Why buy this: Tap into the potential of social networking with a secure, business-oriented platform. Offering Summary An integrated suite of cloud-based collaboration tools that combine social networking with Web conferencing and collaboration capabilities delivered as Software as a Service (SaaS). Lets clients build an online social network around the Web meeting experience. What makes this offering unique? Cloud-based service means no software to install, manage or support. Optimized for businesses with limited or no in-house technical resources. Helps to dramatically cut bottom-line costs associated with travel. Client Profile: Midsize companies that desire a project-based environment with dispersed teams – inside and outside their firewall – and who need to quickly locate and team with colleagues who have the right background and expertise. Additionally, those companies seeking to minimize their IT resource expense or to expand their existing on-premise solutions by utilizing a Software as a Service offering. Pain Points Collaboration beyond the firewall – effectively collaborating with customers, partners and vendors outside of your organization Lack of internal resources to deploy and manage collaboration infrastructure, need to support globalization and boundary workers Having incorrect/outdated information when engaging with customers, partners or teammates, too much time looking for the right person or content Pricing/Typical Project: Midsize customers – 300 US$29.55/seat/user, yielding US$106,380/ yr.; midsize customers – 30 US$49/seat/user yielding US$17,640/year. $46/user/mo. based on paid-up-front, 12 month min. term. Additional volume discounts may apply. Availability: Worldwide in English now, UK English, Spanish, Brazilian Portuguese, German, French, Italian, Japanese and Korean. Simplified Chinese versions of the service are scheduled to be available in October. Key CFO Message Delivered as a service, LotusLive Engage can replace fixed costs with variable expense and greatly lower upfront investment while lowering your company’s travel costs. Conversation Starters Does your company have a high need for collaboration in the extranet? What tools do you use for team collaboration and content sharing? What happens when your project or department teams have a hard time finding the latest information? Does your company need secure global access to projects and files inside and outside the firewall? Quick Facts Store and share your files with world-class security. Use a web browser to access your files from anywhere. Host a Web meeting via a personalized, always ready, on-demand meeting room. Break out of your inbox to streamline your work with others and start your 30-day trial TODAY! For more information on LotusLive Express, visit Start your 30 day trial Today:

IBM Mashup Center Why buy this: Make more efficient use of information by combining it in new ways. Offering Summary: Provides an enterprise mashup builder that provides rich data and Web page assembly without coding effort. Allows end users to work smarter by creating ad hoc business applications to respond quickly to business needs. What makes this offering unique? Provides means to browse, unlock and transform internal and external data and quickly surface that data to a rich, dynamic Web 2.0 application with security, reliability, governance and performance. Enables mashups to be built in record time. Client Profile: CIO, CTO, VP/Director of IT interested in reducing the IT application request backlog and who wants to help lines of business make more innovative, accurate and timely tactical and strategic decisions. Pain Points Economic slowdown is resulting in greater demands on lines of business to make better, faster, innovative decisions Existing ad-hoc spreadsheet analysis in combination with data pulls from business apps need to be replaced with contextual IT applications that can bring all departmental and enterprise data together for more innovative and faster decisions Pricing/Typical Project: IBM Mashup Center Per 20 Authorized Users US$2,600 or IBM Mashup Center Per Value Unit US$440 Availability: Worldwide now (as of the September release) in English, UK English, Spanish, Brazilian Portuguese, German, French, Italian, Japanese, Korean, Simplified Chinese Key CFO Message Customers can derive 100 percent ROI within three months Conversation Starters How is the slowing economy affecting your corporate IT spending and IT budget? What is the size of your IT application request backlog and how do you intend to address this problem? Given lowered IT budgets, what metrics and methodology do you use to manage and prioritize the IT application request backlog? Quick Facts IBM Mashup Center White Paper It’s that easy! See the demos Wiki containing Technical Resources 20

IBM Storage Optimization and Integration – transformation strategy – rapid
Why buy this: Transformation strategy – rapid can ensure your valuable information is readily available in an optimized way. Offering Summary Provides midsize companies with a detailed remediation roadmap to help them identify the roots of their complexity and cost. Uses 8 key metrics to measure the efficiency and effectiveness of a customer's interconnected IT and storage environments. Recommends opportunities for operational improvements across your complex IT environment, and helps improve service levels with your available staff, at reduced costs. What makes this offering unique? IBM provides vendor-neutral analysis, not biased toward one particular vendor. Deep multi-vendor storage knowledge. Provides a roadmap on how to increase storage efficiency. Client Profile: Designed for midsize businesses across virtually all industries who are experiencing explosive growth in the amount of information they are dealing with. They are looking to reduce or more efficiently maintain their information and thereby manage storage, operating and capital costs. Pain Points Information is exploding – data volume is growing at 57 percent CAGR through 2010 Inconsistent and overlapping information storage policies and procedures Excessive spend on storage to deliver on business commitments Lack of interoperability among heterogeneous storage devices Limited IT resources, storage expertise and budgets Pricing/Typical Project: Two-week engagement at US$37,500 Availability: English, French, Spanish, Brazilian, Portuguese, Italian, German Key CFO Message Let IBM help build a plan to achieve a best practice state for storage and backup environments in order to drive savings or avoid cost for staffing, storage, backup, file systems, and power and cooling. Conversation Starters What challenges do you have maintaining business commitments regarding information storage? What are you doing to keep up with the quick pace of information growth? How do you manage information stored on disparate, complex heterogeneous environments? Quick Facts Helps address the ongoing management of high levels of information growth and complex storage environments. Identifies inefficiencies and develops a remediation roadmap. Helps assess costs and staffing issues associated with managing information.

IBM System Storage DS5020 Why buy this: Business intelligence and analytics require robust, reliable, high-performance data storage. Offering Summary IBM System Storage™ DS5020 – next generation mid-tier disk system with industry-leading 8 Gbps FC host connect for infrastructure simplification. What makes this offering unique? Performance and efficiency enhancements reduce TCO. Self-encrypting drives secure data throughout your drive’s lifecycle. Next-gen 8 Gb FC interfaces enable infrastructure simplification and future proofing Mixed host interfaces support (FC/iSCSI) enables SAN tiering. Balanced performance well-suited for virtualization/consolidation, reducing the cost of consolidation. Built-in efficiencies lower acquisition and operational costs – lower TCO. Support for intermixing FC/FDE/SATA drives enables tiered storage within the disk system to lower acquisition costs. Trusted storage that protects and delivers your data when needed. Feature-rich management software maximizes utilization and minimizes TCO. Designed to support future product enhancements. Key application certifications ensure operational confidence in customer environment. Client Profile: Customers with a VMware environment who need mixed workload performance and/or who need to upgrade for cost/consolidation reasons. Pain Points Previous generation disk systems carry high infrastructure and management costs High storage total cost of acquisition Pricing/Typical Project: Pricing starts from US$22,500; average solution size is US$40,000 Availability: General availability September 4, 2009 Key CFO Messages Reduce costs up to 45 percent with up to 60 percent performance improvement. Up to 64 percent decrease in power and cooling requirements. Up to 62 percent reduction in rack space needed. Conversation Starters How do you manage your many disk systems? Are your costs getting out of control? Do you have a VMware environment with many applications deployed? Quick Facts TCONow! Link Compete Line: America Compete Center: EMEA & AP PartnerWorld: Midmarket DS5000 SSI: DS5000 vs. DS4000 vs. EMC Training: Classroom, eLearning

IBM SurePOS 500 Express (refresh)
Why buy this: Retailers need real-time visibility to information so they can respond quickly to changes with reduced cost. Offering Summary The new IBM SurePOS 500 Express solution enables retailers to capture new insights at the POS that drive effective customer service initiatives and help insure the right merchandise is in stock at the right time. By providing employees access to product and customer information at the POS, retailers deliver better customer service, improve employee productivity and promote a smarter business outcome. What makes this offering unique? Data is available and secure from all touchpoints through an integrated retail. environment, enabling staff to easily obtain sales and inventory data while increasing profits. Easy access to customer information helps employees sell more effectively while saving over US$200,000 per year cashier productivity.1 Power-saving technology greatly reduces POS energy cost. Enable with deep sleep automation and IBM Remote Management Agent and save an additional 47 percent1 With the SureMark printer alone, retailers can save up to US$446 in operating expenses – including employee labor costs – by printing receipts with the fastest-ever IBM receipt printer.4 A retailer with 20 stores, 240 POS systems and Remote Management Agent can see an annual business savings.2 Client Profile: Target midsize retailers in the specialty, gas/convenience and food service/hospitality business who need to deliver a smarter shopping experience with greater efficiency and reduced costs. Pain Points Reliability of POS systems, the cost and complexity of service and system management, and high energy requirements Pricing/Typical Project: US$2,062 Software Updates – US$100/store, 4 updates = US$8,000, Asset Tracking – 14 hours/store = US$4,000 Availability: Worldwide Key CFO Messages Delivering a satisfying store experience helps create advocates who have increased their spending 19 percent more than non-advocates over the last two years.2 Win customers with fast, accurate checkouts – six more customers per hour than with a PC cash drawer system.3 Conversation Starters Is your POS system: Rock solid and reliable? Easy to service and manage? Energy efficient? Quick Facts Product sales kits Fun Facts and Figures from IBM RSS Sparklers Celebrity Ventures keeps the ball moving with fast transactions 1 IDC Global Insights, 2 IBM IBV “Shopper advocacy” study IDC POS vs. PCCD TCO Study IBM Comparative Analysis

IBM Software Support Services – Enhanced Technical Support – Gateway
Why buy this: Enhanced Technical Support – Gateway can immediately reduce system downtime. Offering Summary: A superior and affordable proactive service to help clients maximize IT infrastructure availability on IBM Power System, System i®, System p® and related operating systems (i5/OS®, AIX® and Linux®) through access to information regarding maintenance, security, and performance. The information is specifically analyzed and personalized for the client's machine and operating system, and a designated remote Account Advocate Team is available to assist with report interpretation and related recommendations. What makes this offering unique? Proactively and efficiently prevents outages and serious problems before they occur. Uses the best experts who have unparalleled expertise with IBM systems. Offers timely access to the expertise and global knowledge pool of IBM. Client Profile: Designed for midsize companies across virtually all industries which have a low-to-medium IT complexity; limited budget for IT maintenance; limited in-house technical resources; and require a proactive service and support level. The typical sponsors are Director of IT and C-Level executives. Pain Points High support costs for ensuring an adequate service level and availability System downtime and resolution time in case of problems Lack of in-house resources and skills Pricing/Typical Project: Starting at US$1,400 per system, per year. Average Deal Size = US$5,000 Availability: : English, French, Spanish, Brazilian Portuguese, Italian, German, Russian Key CFO Messages Productivity improvements and savings on in-house staff hours of at least 25 hours annually. Significant and immediate savings by avoiding costly hours of downtime (the average cost of a single hour of downtime is about $45,000). ETS Gateway reduces system-down situations and prevents critical problems from occurring – thus resulting in ROI at less than 6 months. Conversation Starters What are the availability requirements for your IT infrastructure? How much expertise do you have in-house to meet your service needs? Are you concerned about disruptions and serious problems that could have been prevented? Quick Facts Proactive approach to ensure high availability for vital IT services. Rapid response to critical threats and situations. Integrated Support Service.

Tivoli Provisioning Manager for OS Deployment and Images V7.1.1
Why buy this: Manage all of your server images in a single interface. Offering Summary IBM Tivoli Provisioning Manager for OS Deployment V7.1.1 and the broader Tivoli Provisioning Manager for Images V7.1.1 deliver unified physical and virtual image management, as an integrated heterogeneous systems management offering. Both integrate with the IBM Tivoli Provisioning Manager family for advanced systems management. The extensible architecture helps organizations reduce change management complexity. It also provides flexible alternatives for quickly creating and managing operating systems, cloned or scripted installs such as dynamic image management, single instance storage, encrypted mass-deployments and bandwidth optimization. What makes this offering unique? TPM for OSD provides a highly scalable, automated operating system deployment and hardware-independent imaging foundation. TPM for Images (an optional, chargeable component) provides a superset of function and creates a holistic management tool that supports both physical and virtual hypervisor environments from a single web console. Accelerate and optimize the use of hardware in your development-to-production lifecycle by automatically converting either physical images to virtual images, or between virtual image formats. A proven, repeatable and reliable method for accelerated and automated OS and software application image deployments. Delivers an easy-to-use, security-rich interface for remote configuration, simultaneous deployments, updates and restorations of Linux, AIX, Sun Solaris, and Microsoft Windows in networks large and small. Client Profile: Existing customers looking for improved corporate asset distribution for servers, desktops and laptops. New customers looking for easy-to-use, security-rich interface for remote configuration, simultaneous deployments. Pain Points Loss of revenue when PCs and servers are offline for OS maintenance or deployment High maintenance cost of heterogeneous OS deployments Pricing/Typical Project: Average deal price point: US$17,500 Small Enterprise Config: - 9 servers, 300 clients – US$10,000 Medium Enterprise Config: - 38 servers, 1050 clients – US$35,000 Availability: Available today worldwide Key CFO Messages Single deployment solution with increased efficiency – significant time and support cost savings, and fewer desk-side visits. Fast refreshing and updating of systems from bare metal to fully functional. Conversation Starters How do you currently manage OS upgrades in your enterprise? What challenges do you have to overcome when managing large- scale OS deployments in your heterogeneous environment? Do you have a need for a single solution to manage OS images? Quick Facts IBM Tivoli Provisioning Manager for OS Deployment Partner Playbook Trial Code: Tivoli Provisioning Manager for OS Deployment – 60-day trial site with no-charge to download

IBM Tivoli Foundations Application Manager
Why buy this: Works as soon as it is connected to the network and provides instant feedback. Offering Summary: Software appliance that quickly and comprehensively monitors, alerts and reports on the performance and availability of your key IT infrastructure What makes this offering unique? Provides the most comprehensive monitoring capabilities in a very consumable solution: simple, easy to install, one vendor interface for the entire solution. This is a pre-integrated application management package that can simply be deployed and maintained with less IT skills. Client Profile: Growing midsize companies ( employees) that are looking for strong functionality coupled in a consumable and cost-effective offering. Pain Points No centralized visibility of IT environment, thus monitoring the performance and utilization of systems and servers is usually done machine by machine – time consuming and costly. Over-utilization can be an issue because availability and performance are not tracked effectively, thus affecting service quality. A combination of open source and in-house code are often used to monitor system performance. Configuration and integration often takes more time when new machines are introduced and/or replaced. Pricing/Typical Project: Estimated average deal size: US$18,700 + partner specific support services Availability: General availability August 14 Key CFO Message No traditional service management competitor offers appliance-based entry points into their service management portfolio. Conversation Starters Do you have trouble keeping your servers, applications and network infrastructure operating when you need them? Have you had an outage that caused you to lose business? Quick Facts Trial code is available to partners! Send note to Tivoli Foundations Sales Kit on PW IT Optimization Sales Play on PW Think Thursday Education for BPs Virtual Launch Event Oct 15, 2009 What partners are saying “The use of appliances in the midmarket and General Business segments is a great idea. For Business Partners it is a great opportunity for quick sales that lead to higher revenue and happy customers. A win-win situation for everybody.” – Dan Kawer, GBM Corporation

IBM Tivoli Foundations Service Manager
Why buy this: Augments monitoring with self-service and quicker problem resolution from the internal knowledge base. Offering Summary: Provides SMB-focused service desk capabilities through ITIL V3.0 aligned service request, incident and problem management processes. What makes this offering unique? This is a pre-integrated service management package that can simply be deployed and maintained with less IT skills Tivoli Foundations Service Manager delivers quick TTV and better user experience with IT support by providing pre-installed and preconfigured basic service desk capabilities (incident, problem and change management). Workflows and other features are provided that help SMB customers’ consumability. Client Profile: Growing midsize companies( employees) are looking for strong functionality coupled in a consumable and cost-effective offering. Pain Points Typical customer has nothing more than a hotline for a service desk, backed up by a spreadsheet to allocate and record incident numbers – a tedious and error prone process. Others are downloading open source tools that are often more complicated to configure and manage, thus not worth the lower price. Smaller and midsize organizations that have issues with customer satisfaction due to inability to accept, log, track and resolve issues in timely fashion. Most service support solutions for midsize companies lack self-service and knowledge management modules, propagating dependency on constant IT support which is not cost effective for SMB companies. Pricing/Typical Project: Average size deal US$12,000 + add on support service Availability: General availability August 14 Key CFO Messages No traditional service management competitor offers appliance-based entry points into their service management portfolio. Conversation Starters Are you able to handle all of your help desk calls, log those calls, track the incidents and resolve the incidents while maintaining end user satisfaction? Quick Facts Trial code is available to partners! Send note to Tivoli Foundations Sales Kit on PW IT Optimization Sales Play on PW Think Thursday Education for BPs Virtual Launch Event Oct 15, 2009 What partners are saying “The approach offers the capability to supplement IT staff and detach them from being at consoles constantly, or even allowing a consultant to remotely monitor/maintain the appliance environment.” – Bill Steadman, Sirius Computer Solutions

IBM Rational AppScan OnDemand (SaaS)
Why buy this: Combines industry-leading security software with IBM expertise in a cost-effective package. Offering Summary A Software as a Service (SaaS) subscription offering that offers a quick, fast and economical way to manage Web site security for your clients. Clients have full access to the hosted AppScan software, and the subscription provides monthly application security scanning, data consolidation and reporting, remediation guidance, executive dashboards, and compliance reporting for Web applications in the QA, security test and production phases of the lifecycle. What makes this offering unique? Enables you to immediately provide value managing clients’ Web application security without their need for in-house expertise or infrastructure. Provides a security-rich outsourced Web application testing solution with cost-effective startup, rapid time-to-value and low TCO. Maps scan results to key industry and regulatory compliance standards; includes more than 40 predefined reports. Leverages proven expertise and processes of IBM security and compliance product experts for a specified number of hours per month. Client Profile: Companies who may lack in-house security expertise, accept credit cards for online payment, need to protect sensitive customer and company data from hacker attack, are subject to federal or state regulations, or whose security personnel are already overloaded. Pain Points Increased business processes on Web require cost effective strategy for securing data and maintaining regulatory compliance Manual security audits and ensuring regulatory compliance across all applications is laborious, expensive and not effective for already strapped security officers. Web application security and compliance typically requires capital expenditure and changes to the business process to implement. SaaS can be a quick and effective alternative providing third-party validation, expertise and accountability. Pricing/Typical Project: Starts at US$3,000/month. A typical sale is measured and compensated on Total Contract Value, or first-year TCV of a SaaS subscription which are a combination of AppScan software, secure hosting, and Rational’s Solution Management services. AppScan OnDemand can be sold as Passport Advantage part number. Average first-year TCV up to US$70,000. Availability: Available today worldwide Key CFO Message Security breaches are costly! More than US$200 per record stolen – that’s what your company could potentially spend to clean up the aftermath of data theft. -- Thomas Claburn, “Data Loss Costing Companies $6.6 Million Per Breach,” InformationWeek, 2/3/09 Conversation Starters Do you have a security strategy? Do you lack the bandwidth or skills to ensure and drive security and compliance? Are you spending many hours manually checking security and compliance? Are you subject to federal or state legislative regulations or industry compliance standards? Quick Facts Become a security advisor to your customers or new prospects: Decrease risk and cost: security and compliance best practices playbook

IBM System Storage DS3950 Express
Why buy this: Next-generation storage system positions your company for future developments. Offering Summary: Next-generation mid-tier disk system with industry-leading 8 Gbps FC interface designed for data-intensive applications that demand increased connectivity. What makes this offering unique? Performance and efficiency enhancements reduce TCO. 8 Gb FC interfaces enable infrastructure simplification and future-proofing. Mixed host interfaces support (FC/iSCSI) enables SAN tiering. Balanced performance well-suited for virtualization/consolidation. Support for intermixing FC/SATA drives enables tiered storage within the disk system to lower acquisition costs. Feature-rich management software maximizes utilization and minimizes TCO. Designed to support future product enhancements. Key application certifications ensure operational confidence. Designed to work together with System x® servers and competitive equivalents. Client Profile: Customers with a VMware environment who need mixed workload performance. Customers with previous generation disk systems that want to reduce infrastructure and management costs by consolidating their storage. Customers who want to reduce their storage total cost of acquisition Pain Points High total cost of acquisition for storage, high management costs Poor performance in mixed workload environments Pricing/Typical Project: Starts at less than US$22,500; average solution size is US$40,000 (TBD) Availability: General availability December 4, 2009 Key CFO Messages Reduce infrastructure costs up to 45 percent with up to 60 percent performance improvement. Up to 64 percent decrease in power/ cooling requirements. Up to 62 percent reduction in rack space. Conversation Starters How do you manage your many disk systems? Are your costs getting out of control? Do you have a VMware environment with many applications deployed? Quick Facts Optional 1 Gbps iSCSI interface for less demanding applications and lower cost implementation TCONow! Link Compete Line: America Compete Center: EMEA & AP PartnerWorld: MidMarket DS5000 SSI: DS5000 vs DS4000 vs EMC Training: Classroom, eLearning

IBM Comprehensive Data Protection Solution (refresh)
Why buy this: Simply the most comprehensive data protection solution to safeguard your critical data. Offering Summary: The Comprehensive Data Protection Solution includes hardware and software that midsize companies need to enhance data protection capabilities in a Windows environment. This solution helps clients restore access to , files and databases within seconds, rather than the hours or days it takes to restore using traditional backup solutions. What makes this offering unique? Base bundle offering provides near instant recovery capability that enables high application availability. SVC storage pooling can help share capacity among servers improving the return on storage investment. Enables changes to the storage infrastructure without disruption to applications. Client Profile: Install base running critical applications on Windows platform (SQL, Exchange, DB2, Oracle etc) Midsize companies with single or remote branch locations (MM=1-999) Industries (Top 5) - Financial Services, Retail, Manufacturing, Government, Education Pain Points Need to protect against data loss or business disruption Meeting service level objectives and providing continuous availability of valuable files, including and mission-critical application data Pricing/Typical Project: US$35,000. IBM Global Financing: US$650/month 36 mo. Offers/Specials: US Promo In place – low-end config for US$9,899 or US$298/mo. Key CFO Message Centralized/simplified management can help improve storage administrator productivity. Customers have seen productivity double. Conversation Starters How is your office currently managing backup and recovery efforts? With that process in place, what kind of backup windows are you looking at? In case of a disaster, how long until you can recover the files and s that you were working on? Quick Facts Fully tested end-to-end IBM solution w/Tivoli Storage Manager FastBack, System x servers and DS3000 storage If more storage is needed, sell Express/DS4000 or Express/DS5000 series disk systems [Optional]: IBM GTS ServicePac for Remote Technical Support [Optional]: IBM GTS Implementation Services for Disk System ServicePac Sales Kit contains customer presentation, configurations, references, Quick Reference Guide, Selling Focus Guide, econtact information

IBM System x3200 M3 Express (refresh)
Why buy this: Meets the needs of midsize businesses in an affordable, easy-to-manage package. Offering Summary: The IBM System x3200 M3 offers enhanced features and performance to help customers take on the dynamic challenges of running IT with an emphasis on security, simplicity, efficiency and reliability – delivered at the right price in a single-socket tower server. What makes this offering unique? The latest processors and vast memory in a compact 1U footprint. Flexible storage subsystem. Power-efficient design helps save on energy costs (optional high efficiency PSU). Client Profile: Small to midsize businesses as well as large, distributed organizations seeking ways to thrive in increasingly dynamic IT environments while focusing on cost and space considerations as well as energy consumption concerns. Pain Points Customers looking to enhance performance of single socket tower server Focus on supporting/managing future growth, technology innovation and cost effectively Application/server downtime is impacting company revenue, business operations, sales and customer satisfaction Pricing/Typical Project: Average deal size US$999 (TBD). Financing: USD $70/month for 21 months (5 percent of total x3200M3 revenue) Availability: The express model is a special offering to the AG market Key CFO Messages Benefit from new high-performance capabilities, vast memory and expanded storage capacity. Achieve energy savings with built-in power management tools and optional high efficiency power supply. Improve manageability and security, minimize risks with trouble-free serviceability and system management tools. Conversation Starters Do you want to improve your single socket system with latest technology at right price? Do you want maximum flexibility in your tower server? Are you looking for an easy, office environment-friendly deployment system? Quick Facts Integrated tools support easy deployment and management. IBM tested and certified for high standard quality and reliability. Rich security features to meet today’s critical IT requirements.

IBM System x3250 M3 Express (refresh)
Why buy this: Meets the needs of midsize businesses in an affordable, easy-to-manage package. Offering summary: The IBM System x3250 M3 is a single-socket server that offers new levels of performance and flexibility to help you respond quickly to changing business demands. Cost-effective and compact, it is well-suited to small to midsize businesses as well as large enterprises, whether for general-purposes workloads or specialized applications. What makes this offering unique? Innovative technology provides the latest processors and vast memory in a compact 1U footprint. Standard 2x2GB RDIMM memory, up to 6 DIMMs support. Client Profile: Customers looking for an economical price point, small form factor, efficient server to support specialized applications, branch office general-purpose applications, OEM appliance solutions and a wide range of other uses. Pain Points Customers looking to reduce IT costs replacing their legacy environment Difficulty supporting/managing future growth and technology innovation easily and cost effectively Application/server downtime is impacting company revenue, business operations, sales and customer satisfaction Pricing/Typical Project: Average deal size US$899 (TBD). Financing: US$75/month for 21 months (5 percent of total x3250M3 revenue) Availability: The express model is a special offering to the AG market Key CFO Messages Maximize performance with the latest Intel® technology in a robust, flexible platform. Achieve energy savings with built-in power management tools. Minimize risks with trouble-free serviceability and maintenance. Conversation Starters Do you want to improve your single socket system with latest technology at the right price? Are you looking to add more single-socket servers to a datacenter or high-density server environment? Are operational costs, including power and cooling, important to you? Do you have a core set of applications that require easy management, hardware flexibility to support future growth? Quick Facts Flexible storage subsystem Right price point and total cost of ownership Integrated tools support easy deployment and management IBM tested and certified for quality and reliability Rich security features to meet today’s critical IT requirements

IBM System Storage N3300 Express / N3600 Express (refresh)
Why buy this: New technology provides greater space and power efficiency at lower cost. Offering Summary: Enhanced storage solutions designed for midsize businesses What makes this offering unique? New IBM System Storage N series Software Packs offering great value at a 50 percent lower TCO. New IBM System Storage EXN3000 expansion disks offer greater capability and resiliency density with a revolutionary SAS technology. Increased power efficiency up to 80 percent. 22 percent better rack space efficiency due to its 4U form factor, allowing storing more disks in fewer shelves. Available for N3600 series only, new Fiber Channel over Ethernet technology: unified infrastructure for maximum flexibility N series is the first IBM storage product line to offer Fiber Channel over Ethernet technology. Reduce significantly the number of adapters and cables required in the infrastructure, enabling cost reductions in energy, management and maintenance. Client Profile: Growing midsize companies( employees) that are looking for strong functionality coupled in a consumable and cost effective offering. Pain Points Increase investment protection Consolidate multiple architectures, system management, operating systems Reduce power consumption, cooling, space at a low TCO Increase storage utilization and data consolidation Pricing/Typical Project: Pricing starts from US$6,040; average solution size is US$10,135 Availability: General availability September 4, 2009 Key CFO Messages Reduce software costs up to 50 percent. Up to 80 percent higher power efficiency. Up to 22 percent reduction in rack space. Conversation Starters How do you manage your storage infrastructure? Are your costs getting out of control? Are you looking to increase performance and capacity for your infrastructure? Do you have an environment with many applications deployed? Quick Facts PartnerWorld: N series sales kit for Business Partners SSI: N series sales kit Training: Vportal BP Compete Line: America Compete Center: EMEA & AP

IBM System Storage SAN Volume Controller Entry Edition (refresh)
Why buy this: Combines storage capacity from multiple disk systems into a reservoir of capacity that can be managed more efficiently. Offering Summary: A storage virtualization system designed to help customers reduce storage costs and improve efficiency. New SVC software Version 5 adds support for ISCSI host attachment and improved replication functions. What makes this offering unique? Helps reduce storage cost and improve utilization. Designed to improve application availability by practically eliminating storage-related causes of application downtime. Enable customers to use iSCSI to attach servers to SVC, which helps lower costs and offers greater flexibility. Improved remote mirror functions support use of a single consolidated data center for multi-site disaster recovery, which helps reduce DR costs. New Reverse FlashCopy function enables almost instant recovery from disk backups. Client Profile: SVC is targeted at customers in all industries and with at least two disk systems and 8 TB or more. SVC Entry Edition is targeted at SMB customers with up to 60 disk drives (regardless of drive size). Pain Points Need to reduce storage cost/control growth/improve utilization Poor application availability Difficulty deploying tiered storage/Inability to share storage among servers Shortage of skilled administrators Lack of storage vendor flexibility Unbalanced load on storage systems Pricing/Typical Project: Average solution size is US$35,000. Availability: : General availability September Availability for iSCSI support December, 2009. Key CFO Messages Enables greater flexibility in storage acquisitions. SVC customers have seen: Improvements of up to 30 percent in storage utilization Reduces storage growth by up to 20 percent Productivity improvements up to 2x. Conversation Starters How fast is your storage environment growing? Is this a concern? Are you concerned about how well utilized your storage is? Do you find that limitations imposed by your storage are controlling how you deploy new applications? What is the availability of your applications? Is storage impacting this availability? Why? Quick Facts SVC Case Studies CompeteCenter SVC EE Sales Kit: SSI , Partnerworld Selling SVC and Disk -Sales Kit: SSI, Partnerworld

Resources IBM Business Partner Tardis Services provided an IBM storage solution to Geoscience Australia that helps the oil exploration data archiver manage information and accelerate discovery. How can you speed performance with a new infrastructure?

IBM Financing Advantage: More important than ever
Clients are feeling pressure to do more with less and get more value from their infrastructure investments. They need to invest in a way that helps them meet budget and cash flow objectives in a capital-constrained environment. IBM Financing Advantage provides our clients with a complete end-to-end lifecycle funding approach for the acquisition of IT assets and technology investments – from simple loans and leases to the reutilization of pre-owned equipment, buyback, disposal and secure overwrite services. Payments become predictable and manageable over planned periods of time Financing terms can match payments to business needs Capital and lines of credit can be preserved for core business investments Lower the price point on technology equipment acquisition with IBM Certified Pre-owned Equipment instead of (or with) new Mid-lease upgrades and end-of-lease options ease decision-making for the IT department Access to funding is a major impediment to realizing a solution’s post-implementation benefits. Costs are heaviest at the front end of a project, while benefits do not fully accrue until a project is well under way. This makes financial justification difficult. With IBM Financing Advantage, you can help customers overcome this challenge Financing allows costs and benefits to be tracked more closely. IBM Financing Advantage can help to reduce up-front costs and structure your client’s monthly payments to anticipated benefits This can help ease the decision to invest in solutions that have longer payback periods Regardless of the state of the economy, clients and business partners must plan, invest, manage and eventually retire their IT solutions if they want to compete and survive over the long-haul. While market and credit conditions are evolving, IBM Global Financing continues to lend to well-qualified customers. IBM Financing Advantage offers a comprehensive portfolio of financing solutions to help address the requirements of the SMB marketplace to fund their IT agendas, maximize working capital, recover technology value and manage risk. For small and mid-size clients, IBM Financing Advantage provides smart financing options ranging from simple leases and loans to customized transactions for IT acquisitions, worldwide, including IBM and non-IBM hardware, software and services. For Business Partners, IBM Financing Advantage offers a rich, comprehensive set of financial offerings, tools and services partners can offer their clients to increase win rate and grow sales. A 2008 IBM Marketing Intelligence analysis* showed that IGF involvement caused a 36% increase in the Odds to Win Business Partner owned Server & Storage sales opportunities in the USA. IBM Market Insights used a statistical technique to determine the “causal effect” of IGF on the Odds to Win. After controlling for the effects of all the visible factors that might affect win rates, IGF involvement stood alone as the cause of the increases in Odds to Win certain types of sales leads. Specifically, for Business Partner owned opportunities worth more than $100K that contained IBM Server/Storage components, when IGF Sales was engaged in pursuing the opportunity, the IGF involvement was found to actually cause the Odds to Win to increase by 36%. Our Rapid Online Financing tool, enables IBM Business Partners or Financing Associates to provide instant financing quotes, request credit approval and generate financing contracts --- all from a web browser, in under an hour without having to contact IBM. Today RoF is deployed in 32 countries and in 17 languages with almost 3500 IBM Business Partner companies and some 8000 users actively enabled on the platform. With Competitive Rates; Buyback, Disposal and Security services along with Tools and Education, Business Partners can build customer loyalty by getting the right solution to their clients faster, and position their business for future growth by bundling their software and services with any transaction. While many lenders have curtailed credit availability in the current economic environment that we're in, IBM Global Financing — backed by IBM’s unmatched resources and our prudent approach to risk — can support your technology investment needs and mitigate your financial risk. Because of the history that we've had, we have the ability to continue in the marketplace and to be more selective and supportive of what our Business Partners need. IBM Global Financing is a trusted partner, with assets of $36B billion worldwide, and 125,000 Clients in more than 55 countries worldwide offering a full complement of financing offerings and asset management services, all designed for small and mid-size businesses to manage your customer’s manage their cash flow, reduce large upfront investments and lower their total cost of ownership to compete, survive and thrive in a capital constrained environment. Right now we have some very interesting things coming out of Global Financing. They have just started offering 0% financing on Software for 12 months. To give you an idea of what we mean by low rate, for standard terms with a "best credit" customer in the US, the rate on hardware is in the range of 1.5% . In the UK and Germany, the rate could be as low as 0% on a full payout lease. (This comes right from our Low Rate Financing Page There has been a lot of press surrounding IGF Stimulus Funding announcement of $5 billion worldwide. Yes, this does apply to General Business Customers. In fact, some of the earliest users of this financing facility are GB customers doing things like Broadband over Power and Smart Grid. A lot of the financing in these deals goes to devices that you may not traditionally look at a being IT such as meters and specialized control devices. The range of projects eligible for this type of financing runs across the full range of offerings for a Smarter Planet. A press release on September 9 features International Broadband Electric Communications, Inc. (IBEC) ( and one of its leading integrated chip (IC) suppliers, Valencia, Spain-based DS2 ( 36

Jumpstart your Smarter IT Now! No payment until 2010!
IBM Global Financing is offering no payments for 90 days to help clients get projects started now For clients acquiring IBM and non-IBM hardware (including IBM Certified Pre-Owned equipment), software and services from IBM or through IBM Business Partners. The 90 days are followed by a 36-month fair market value or full payout lease, or software/services financing with competitive rates to qualified clients. Accelerate or jumpstart opportunities in your pipeline Earns you money IBM sellers earn a 15% uplift on revenue and profit IBM Business Partners earn fees on every deal Enables you to sell more, turning large upfront costs into affordable monthly payments Strengthens your proposal by helping accelerate client ROI payback Helps decrease discounting and facilitates closing deals sooner Differentiates your solution from the competition Changes the client conversation from “what can you afford” to “what does your company need” Financial selling expertise that can help you build the business case and close the deal Regardless of the state of the economy, clients and business partners must plan, invest, manage and eventually retire their IT solutions if they want to compete and survive over the long-haul. While market and credit conditions are evolving, IBM Global Financing continues to lend to well-qualified customers. IBM Financing Advantage offers a comprehensive portfolio of financing solutions to help address the requirements of the SMB marketplace to fund their IT agendas, maximize working capital, recover technology value and manage risk. For small and mid-size clients, IBM Financing Advantage provides smart financing options ranging from simple leases and loans to customized transactions for IT acquisitions, worldwide, including IBM and non-IBM hardware, software and services. For Business Partners, IBM Financing Advantage offers a rich, comprehensive set of financial offerings, tools and services partners can offer their clients to increase win rate and grow sales. A 2008 IBM Marketing Intelligence analysis* showed that IGF involvement caused a 36% increase in the Odds to Win Business Partner owned Server & Storage sales opportunities in the USA. IBM Market Insights used a statistical technique to determine the “causal effect” of IGF on the Odds to Win. After controlling for the effects of all the visible factors that might affect win rates, IGF involvement stood alone as the cause of the increases in Odds to Win certain types of sales leads. Specifically, for Business Partner owned opportunities worth more than $100K that contained IBM Server/Storage components, when IGF Sales was engaged in pursuing the opportunity, the IGF involvement was found to actually cause the Odds to Win to increase by 36%. Our Rapid Online Financing tool, enables IBM Business Partners or Financing Associates to provide instant financing quotes, request credit approval and generate financing contracts --- all from a web browser, in under an hour without having to contact IBM. Today RoF is deployed in 32 countries and in 17 languages with almost 3500 IBM Business Partner companies and some 8000 users actively enabled on the platform. With Competitive Rates; Buyback, Disposal and Security services along with Tools and Education, Business Partners can build customer loyalty by getting the right solution to their clients faster, and position their business for future growth by bundling their software and services with any transaction. While many lenders have curtailed credit availability in the current economic environment that we're in, IBM Global Financing — backed by IBM’s unmatched resources and our prudent approach to risk — can support your technology investment needs and mitigate your financial risk. Because of the history that we've had, we have the ability to continue in the marketplace and to be more selective and supportive of what our Business Partners need. IBM Global Financing is a trusted partner, with assets of $36B billion worldwide, and 125,000 Clients in more than 55 countries worldwide offering a full complement of financing offerings and asset management services, all designed for small and mid-size businesses to manage your customer’s manage their cash flow, reduce large upfront investments and lower their total cost of ownership to compete, survive and thrive in a capital constrained environment. Right now we have some very interesting things coming out of Global Financing. They have just started offering 0% financing on Software for 12 months. To give you an idea of what we mean by low rate, for standard terms with a "best credit" customer in the US, the rate on hardware is in the range of 1.5% . In the UK and Germany, the rate could be as low as 0% on a full payout lease. (This comes right from our Low Rate Financing Page There has been a lot of press surrounding IGF Stimulus Funding announcement of $5 billion worldwide. Yes, this does apply to General Business Customers. In fact, some of the earliest users of this financing facility are GB customers doing things like Broadband over Power and Smart Grid. A lot of the financing in these deals goes to devices that you may not traditionally look at a being IT such as meters and specialized control devices. The range of projects eligible for this type of financing runs across the full range of offerings for a Smarter Planet. A press release on September 9 features International Broadband Electric Communications, Inc. (IBEC) ( and one of its leading integrated chip (IC) suppliers, Valencia, Spain-based DS2 ( The financing structure is a 36-month fair market value or full payout lease, or software/services financing. Clients installing the new solution under the promotion terms make no payments for 90 days, and then make 36 monthly payments. Clients must be credit qualified and finance the eligible components of the solution with IBM Global Financing. Terms and conditions may vary by country. See your local IBM or IBM Global Financing representative for details. 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 customers. Rates are based on a customer's credit rating, financing terms, offering type, equipment type and options, and may vary by country. Other restrictions may apply. Rates and offerings are subject to change, extension or withdrawal without notice. 37

IBM PartnerWorld Express Advantage: Your go-to-market toolkit
NEW: Redesigned PWEA Web site Gives you easier access to midsize customer- specific resources aligned to the IBM midmarket strategy Through the resources you’ll find on PWEA, IBM helps you: Understand the market, your customers and how IBM can help you serve them Develop and market solutions Collaborate and team with other Business Partners and IBM itself Generate and share leads Benefit from financing and incentive programs that make doing business with IBM a real profit center To learn more about IBM Partner World Express Advantage go to: ibm.com/partnerworld/smb

Learn more about Express Advantage and how simple it is for IBM to help you grow profit in today’s market Visit PartnerWorld Express Advantage today to learn how to: Take advantage of key sales plays to help you win with solutions and offerings that target today's most difficult business problems. Utilize Infrastructure and Industry Insights to discover solution opportunities and use our new offering sales plays to expand client spend. Offer your customers IBM financing options to defer upfront investment costs and conserve cash for higher-yielding investments. Expand your network by joining our Value Nets and team with other Business Partners, ISVs and RSIs to open new doors. Leverage the IBM Marketing Center and Campaign Designer to generate demand and control your in-house marketing costs. Use our many educational and certification programs to increase your competitive advantage. To learn more about IBM Partner World Express Advantage go to: ibm.com/partnerworld/smb

IBM Express Advantage: Dedicated to midsize customers
Live, skilled agents via IBM-ACCESS Concierge agents specialized in the needs of midsize companies are available to your customers via one toll-free number, text chat and . IBM Express Advantage Advisor (U.S. only) This simple online tool helps customers sort through our extensive Express Advantage portfolio for the best recommendations, and receive a customized report that can be ed, saved, printed and shared. Access to IBM Business Partners You can team with other IBM Business Partners to build solutions that offer greater value to your customers – this is your local connection backed by IBM. Incentives for customers and Business Partners Power Rewards lets customers earn points for services. BPs can take advantage of SWG incentives. IT Security Assessment and Diagnostic Tool Complimentary Web-based tool to help customers identify the IT security strategies, capabilities and technologies used by companies with best-in-class performance. IBM Financing Advantage Easy access to complete financing solutions. Visit the IBM Express Advantage Web site.

Appendix IBM Business Partner Aphalogix created an electronic forms application for Sukut Construction that more efficiently manages its rigorous field reporting and documentation requirements. How can you facilitate smarter processes?

Additional PWEA toolkit resources that help make your job simpler
IBM devotes considerable resources to make it easier for you to do business with us. Resource managers – One-on-one support from specialists who can guide you to the IBM marketing resources you need, and help you build a plan to grow your business. Other resources include PartnerWorld Contact Services and Tech Line. Attach Connector – A reference tool designed to supersize your sales by helping you sell more IBM hardware, software and services with each sales opportunity. Rapid Online Financing – A self-service online tool to provide customers with instant financing quotes, allowing them to request credit approvals and generate financing contracts. Flexible Financing Solutions – Leverage the power of your inventory and cash flow to obtain low-cost working capital for your business. Grow Your Business – Gives you hundreds of cross-selling and up-selling scenarios involving the full range of IBM products to increase IBM content in your offerings. Now refreshed with new offerings and available in four languages with more to come. IBM Midmarket Software Buying and Selling guide – Refreshed guide offers value propositions, comparison tables and high-impact case studies. Winning In Midmarket software case study guide – An enhanced e-version has been refreshed with 100+ midsize companies achieving success, increased ROI and enhanced productivity with IBM. SWG incentives – Click here. IGF Sales Enablement kit featuring the Rapid On-Line Financing Tool – use industry analyst reports to prepare: Creative Financing Can Solve New Business Requirements and Constraints, RFG Lease Versus Purchase: More Than a Numbers Decision, IDC Leverage the IGF Rapid Online Financing tool to create instant financing quotes, request credit approval and contracts Business Partners are our preferred STG route to market in the midmarket and, undoubtedly, a renewed emphasis on improving/refining our end-to-end STG lead management process in 2008 will benefit our business partners (e.g. by providing higher quality leads sooner). We ask that our business partners actively participate by working closely with their CRBPs on lead progression, and utilizing the latest tools available, like GPP, which is a key element of our new lead management system. In 2008, IBM Implemented a global framework for incentives, with goals of reducing the numbers of incentives, making incentives easier to obtain, and making incentives more consistent around the world. We’ve reduced the number of sales/performance targets by about 50% WW for both resellers and Distributors, to make it easier for Business Partners to work with us. We understand that Channel Partners make significant sales and pre-sales investments in selling and deploying solutions, and in winning business in new accounts. Also, we know it’s sometimes more challenging for Business Partners to close the IBM storage business at the time of the IBM server sale. So we’ve delivered a common incentive portfolio that rewards these critical investments being made by our Channel Partners.

Check out Express Advantage advertising running in your city
In selected countries, Business Partners can access the advertising calendar and media assets that will run by quarter in support of Express Advantage. Find Web and print assets along with advertising schedules at PartnerWorld Express Advantage. Our Smarter Planet for midsize companies advertising began rolling out this Summer in the US and will be released throughout the Fall in Canada*, Brazil*, UK, Germany, France*, Italy, Poland, China and Japan. *New this year

Cost savings through Campaign Designer integrated marketing tools
Typical demand gen costs to market In house IBM Creative development US$900 US$0 Copy development 500 Image development 3,000 Graphic design 600 Printing 1,000 Total US$7,000 Campaign Designer makes it easy to bring your solutions to market with a comprehensive set of tools and assistance from IBM. With Campaign Designer, you have access to everything you need to do marketing with IBM, from funding to lead generation to planning, and much more. Learn more about Campaign Designer Campaign Designer components Campaign tools, playbooks and kits Campaign components Co-marketing funding IBM magazines IBM current campaigns Marketing vendors Marketing training Leads and opportunities Marketing intelligence and planning 44

Software incentives and key offers by brand
Cognos Express products Try and Buy available September 29 – pre-register for a copy Check out the replay of our virtual event – featuring keynote speakers, eight breakout sessions, white papers and more Click here for incentive details IBM Mashup Center Visit the Greenhouse site to participate in Mashup blogs, test the creation of Mashup pages and view free training and education videos Register at the Greenhouse site LotusLive Engage Get a 30-day free trial that includes a full suite of cloud-delivered collaboration tools and services, unlimited Web meetings for up to 15 people, the ability to invite 99 additional users into your account and 1.0 GB of file storage Visit LotusLive.com to register for a free trial, watch online demos, join a live demo or participate in free education and training Webinars Get your free trial of LotusLive Engage Rational AppScan Download a complimentary e-Kit containing white papers, demos, podcasts and additional information on the benefits of testing Web applications Download your Rational AppScan e-Kit here Tivoli Foundations View a replay of the Tivoli Foundations Virtual Launch Day, October 15, 2009, with a celebrity speaker keynote, virtual booths and more Check out the replay here Tivoli Provisioning Manager (TPM) for OSD and TPM for Images Try and Buy offer View offer here

Server and storage incentives
IBM PartnerWorld 2006IBM PartnerWorld 2006 1/19/2020 2:25:04 PM Server and storage incentives IBM Power Systems™, System p™ New Customer Business Partner incentive Receive additional discount for 24 months for NEW system sales to new FIE accounts with an additional percent when the account is a qualifying SMB customer. Ongoing IBM Power Systems, System i™ & IBM System p incentive for GB Receive up to 6 percent additional discount for sales to General Business Mid-Market or General Business Large Enterprise customers. Ends 12/31/2009 IBM System Storage™ information infrastructure Eligible IBM Business Partners can acquire, for an end-user, selected eligible new IBM System Storage virtualization solutions at total offering prices that reflect offering discounts. IBM System x® and IBM System Storage™ 2009 Business Partner new customer incentive Eligible IBM Business Partners can receive incentive payments for EDI or Web-based reported sales of eligible new IBM System x products once they have reached a specified minimum sales revenue target. IBM System x and System Storage 2009 Business Partner growth incentives Eligible IBM Business Partners who are approved to remarket IBM System x, BladeCenter® and System Storage products can receive quarterly System x and/or System Storage incentive payments. Server and storage offers for customers Special customer offers for System x and BladeCenter, storage and Power Systems. Or, get a free evaluation on the savings possible by migrating or upgrading to System x or BladeCenter. IBM Retail Store Solutions 2009 Business Partner growth incentives Eligible IBM Business Partners who are approved to remarket IBM Retail Store Solutions products can receive quarterly incentive payments. 300 General Session Day 3 PROMPTER - FINAL.ppt4:3 Aspect Ratio

Global Services incentives
Internet security systems IBM Express Multi-Function Security Bundle IBM Express Managed Multi-Function Security Bundle Incentives vary by offering and Business Partner relationship. Contact your Distributor or IBM Representative for additional details. IBM Express Managed Protection Services for Server IBM Security Enablement and Vulnerability Management – Express PCI Assessment IBM system services IBM Express Remote Managed Infrastructure Services IBM Migration Services for data for open systems attached to System Storage disk systems Managed technology services IBM HW Maintenance – Total Microcode Support Business continuity recovery services IBM Information Protection Services – remote data protection express IBM Global Financing Associate Fee Plans Discover how fees will be paid to you for the Financing Volumes achieved by selling financing solutions to your clients Click here for details Take advantage of Business Partner Remarketer Discounts, Know Your IBM Learn and Earn, Know Your IBM Sell and Earn and/or Incentive Rebates which can increase your profitability. Incentives vary by offering and Business Partner relationship. Contact your Distributor or IBM Representative for additional details.

IBM and Business Partners Serving midsize companies

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IBM and Business Partners Serving midsize companies

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