1. ® © 2008 IBM Corporation Lotus OEM Opportunities Building Better Business Outcomes Glenn Newlove WW OEM Sales Lotus Software IBM Software Group Glenn_Newlove@US.IBM.com Byron Lawson Director CEEMEA Lotus Software IBM Software Group BLAWSON@ae.ibm.com

2. IBM Software Group | Lotus software © 2008 IBM Corporation 2 Agenda  Lotus Strategy Overview  Brief Lotus Channel Update  Top Lotus ASL OEM Products  OEM Customer Examples  Summary  Any Questions…..Any Time Q/A

3. IBM Software Group | Lotus software © 2008 IBM Corporation 3 Virtualization Generational Impacts Situational Applications Technology & Culture Are Evolving The Way We Work

4. IBM Software Group | Lotus software © 2008 IBM Corporation 4 4 Information Skills Expertise Maximizing Organizational Potential Collaboration in Context

5. IBM Software Group | Lotus software © 2008 IBM Corporation 5

6. IBM Software Group | Lotus software © 2008 IBM Corporation 6 6 Digital Collaborative Infrastructure Collaboration Foundation Web 2.0 Enterprise 2.0 Beyond Office Building The Digital Infrastructure

7. IBM Software Group | Lotus software © 2008 IBM Corporation 7 Collaboration as an application People are accessing collaborative services in many ways Collaboration “Inside” DesktopMobile Appliance Web Business Applications Middleware Collaboration as a Service Hosted SaaS

8. IBM Software Group | Lotus software © 2008 IBM Corporation 8 Delivering Collaborative Services Contact Information, Skills, Expertise Communities, Discussions Blogs/Wikis Shared Documents Shared Bookmarking Activities/ Project Management Instant Messaging, Web Conferencing E-mail, Calendar, Contacts Scorecards, Business Intelligence Telephony, Video, VOIP Documents, Presentations, Spreadsheets Composite Applications Business Mashups Electronic forms Notes/DominoSymphonySametime / UC2 Quickr eForms WebSphere Portal Lotus Connections Mashups / Expeditor

9. IBM Software Group | Lotus software © 2008 IBM Corporation 9 Collaboration & Content Management InformationBusiness process Interaction and client services (online or offline) Rich ClientsPortalBrowserMobile Content Feeds IBM Lotus Collaboration Strategy Applications & Integration Communications & Social Software Task Specific Applications On Premise and/or Web As A Platform (SaaS)

10. IBM Software Group | Lotus software © 2008 IBM Corporation 10 Lotus Channels and GB Lotus Channels BP Participation 68% BP O/I Growth QTQ BP O/O Growth QTQ OEM Growth overall 18% YOY Lotus OEM 4yrs of continued double digit growth Lotus GB BP GB Participation +90% 9 th Consecutive Qtr Growth Outperformed I/A Segment

11. IBM Software Group | Lotus software © 2008 IBM Corporation 11 Connect Collaborate Innovate Messaging & Collaboration Email, calendaring and contacts Collaborative applications Office productivity tools Enable people to share information and work more productively, all on open and efficient platforms

12. IBM Software Group | Lotus software © 2008 IBM Corporation 1212 Other Enhancements UI and Design Excellence Leadership in App Dev Innovation in Collaboration Conversation threads, Collaboration history, Integration with Sametime, Connections TCO and Time to Value Simple upgrade, Same API’s, Same infrastructure Documents Spreadsheets Presentations

13. ® © 2008 IBM Corporation $ 369$140 $0 Vista Client, basic Office Standard 2007 Communicator Linux Synaptic SMS OpenOffice Firefox Firewall Multimedia... Lotus Notes 8 - Messaging & Calendaring - Instant Messaging - Lotus Symphony (Office) ‏ - Quickr Personal Edition - Document Management - Web2 Note: All prices are approximate RRP prices in US$ from MS public List Price based on Open Business prices, see chart and disclaimer before $ 31 Cost matters Open Collab Client Comm CAL $ 31 $ 144 Windows Vista Business OEM Win CAL SMS CAL Exchange CAL $ 29 $ 41 $ 67

14. ® © 2008 IBM Corporation Be Free. Work Smart. Introducing www.ibm.com/software/lotus/symphony  No charge with online support  Fee for full IBM support  Documents  Spreadsheets  Presentations ODF-Compatible Editors in Beta Today! IBM Lotus Symphony

15. IBM Software Group | Lotus software © 2008 IBM Corporation 1515 Collaboration in an Appliance: IBM Lotus Foundations Start is an all-in-one software appliance for every small business ■ Email and collaboration ■ Choice of email clients: Notes, Webmail and support for MS Outlook ■ Office tools: spreadsheets, presentations, documents ■ Network infrastructure ■ File management ■ Firewall, VPN, secure remote access ■ Backup, Disaster Recovery ■ AntiVirus and AntiSpam ■ Complete operating system: Self- managing, self-healing and self- configuring

16. IBM Software Group | Lotus software © 2008 IBM Corporation 1616 LotusLive Family LotusLive Meetings (Sametime Unyte Meeting) Full-featured Web conferencing service includes polling, hand raising, record & playback. LotusLive Events (Sametime Unyte Events) Internet-based event capabilities. Provides tools to create & manage webinars. LotusLive Connections An integrated suite of Web collaboration and business networking solutions including:- LotusLive Notes (Lotus Notes Hosted Messaging) Full-featured, dedicated hosted Email service. (rich or Web client access) LotusLive Engage (Bluehouse) An integrated suite of Web collaboration and business networking solutions including:- LotusLive iNotes Web-based Email service with group calendar & shared contacts. Available Today Available Q3 ‘09 Available Today Available Q2 ‘09 Files Activities Profiles and Contacts Instant Messaging On line Meetings Files Instant Messaging Activities Survey Forms Charts Profiles and Contacts The information on the new products is intended to outline our general product direction and it should not be relied on in making a purchasing decision. The information on the new product is for informational purposes only and may not be incorporated into any contract. The information on the new product is not a commitment, promise, or legal obligation to deliver any material, ode or functionality. The development, release, and timing of any features or functionality described for our products remains at our sole discretion. Web Conferencing Collaboration eMail Available Q2‘09

17. IBM Software Group | Lotus software © 2008 IBM Corporation 1717 What's different about our SaaS Approach? LotusLive is built from the ground up around a Web 2.0-based social computing paradigm. The result is an integrated set of services with state-of-the-art collaboration features for sharing ideas, contacts and data, meeting colleagues and partners, and building a network of connected businesses Differentiators LotusLive uniquely integrates with current and future investments through Open Standards Familiar Web 2.0 user interface increases adoption for improved productivity with minimal training Robust Capabilities with little to no start up time No mining of customer data for advertising or other purposes Security-rich infrastructure with Global Access and scalable, rapid deployment

18. IBM Software Group | Lotus software © 2008 IBM Corporation 18 LotusLive: Offering Capabilities and Pricing Web Conferencing Collaboration Email LotusLive Meeting LotusLive Engage LotusLive Connections LotusLive Notes LotusLive iNotes Price (per subscriber) Features Trial No Charge Engage Paid Subscriber Connections Paid Subscriber Guest Available w/paid Subscription Notes Paid Subscriber iNotes Paid Subscriber Meetings Paid Subscriber Note: Prices are reflective of 12-mo term paid-upfront

19. IBM Software Group | Lotus software © 2008 IBM Corporation 19 LotusLive - How Business Partners Make Money with SaaS Standard Perpetual License Resell SaaS Services Building an Annuity Stream of Revenues Plus Integration Services Partner Incentives (apply to new licenses Only) Partner Revenues Partner Incentives (apply to new licenses Only) Partner Revenues Fulfillment - 10% SVI - 5% - 15% VAP - 5% - 15% Renewal 10% Fulfillment - 10% SVI - 5% - 15% Fulfillment - 10% Revenue New Incr License Rev Revenue Full Reocurring SaaS Rev Full Reocurring SaaS Rev New Incr SaaS Rev New Incr SaaS Revenue SaaS Integration Services SaaS Integration Services SaaS Integration Services Partner Solutions Revenue Partner Solutions Revenue Partner Solutions Revenue Partner Solutions Revenue Partner Solutions Revenue Partner Solutions Revenue Renewal 10% Year 1Year 2Year 3 SVI - 5% - 15% VAP - 5% - 15% Fulfillment - 10% SVI - 5% - 15% Fulfillment - 10% SVI - 5% - 15%

20. IBM Software Group | Lotus software © 2008 IBM Corporation 20 Inset is a small, venture-backed start up with only 16 employees Only 5 people are based in the same office in NJ, our field staff and investigators are spread across the US and our manufacturing is done outside Boston. With the bulk of people working in the field around the US, they needed an easy, web-based way to share information and collaborate on a whole host of office documents. Needed centralized, web-based productivity tools Clinical field staff were struggling to access the internal shared drive via VPN – in fact, most days they were unable to access it. Building our infrastructure in the cloud made complete sense. LotusLive had the answers they needed – easy online meetings, simple document upload and collaboration as well as sharing contacts LotusLive gave us…. …robust web meetings, contact sharing, file collaboration and chat configuration and deployment challenges. ….an easy intuitive web 2.0 interface that was simple enough for field folks with limited computer training to adopt and the multiple training modules help them to answer their own questions …..the ability to share contacts and notes about contacts as they are so spread without any extraneous elements or extensive out and often speak with the same people. Maureen Shaffer Vice President of Marketing

21. IBM Software Group | Lotus software © 2008 IBM Corporation 21 Unified Communications Instant messaging Web conferencing Telephony, voice and video Help people connect and collaborate more effectively in real time Connect Collaborate Innovate

22. ® © 2008 IBM Corporation22

23. IBM Software Group | Lotus software © 2008 IBM Corporation 23 Sametime Benefits to ISV’s: Embedded presence awareness and conferencing within existing applications ISV’s can use Sametime to automate helpdesks Leverage open platform into the largest of applications and solutions Ease of development with established open API’s Access to a large pool of developer talent (Eclipse) Benefits to ISV’s Customers: Gartner estimates Instant Messaging can reduce long distance call by 30%, can reduce email usage by 40% and lead to 15% reduction in voicemail usage. Pricing For 100 users £3,886/ $5,675/ € 5,756 Sametime 8.01 provides Unified Communication and Collaboration a secure, extensible platform for real-time collaboration Uses presence, instant messaging and web conferencing to provide people with more effective and more cost-efficient ways of communicating and working together A proven and successful solution with 17m corporate users- with 25 companies in excess of 100K users+

24. IBM Software Group | Lotus software © 2008 IBM Corporation 24 Sametime CapabilityPartners developing or shipping solutions: Click to Call, Click to conference Aggregated Telephony Presence Call Management Multipoint video integration Softphone integration Web conferencing audio integration Web conferencing audio/meeting scheduling Unified Messaging for Notes and Domino Unified Messaging for Sametime

25. IBM Software Group | Lotus software © 2008 IBM Corporation 25 Content Management Team store and share Electronic forms Web content management Unlock valuable information by making it easier for people to find, share, and create content Web Content Management Connect Collaborate Innovate

26. IBM Software Group | Lotus software © 2008 IBM Corporation 26 Forms Benefits to ISV’s Customers Improved employee productivity Lower application deployment costs Increased user acceptance L Helps organizations to rapidly reduce the time, costs, and problems inherent to paper based forms processes, by unleashing the information trapped in paper making Information is instantly available to anyone at any time and anywhere - helping speed business transactions and increase responsiveness with intelligent easy to use dynamic forms that reduce or eliminate error at the point of entry. Benefits to ISV’s Increases the re-use of assets Lowers the risk of projects and delivery time Provides a better client platform coverage Reduces skills acquisition costs Pricing (based on customer size 500-1000): IBM Workplace Forms Viewer, Server and Designer packages range in price from $10K up to $100K+ depending on the no. of forms and server licenses Viewer- for 100 users £46K ($67K / €68K) Server- for 100 PVU £27K ($40K/ €41K) Designer- for 100 users £7.9K ($11.5K / €11.7K)

27. IBM Software Group | Lotus software © 2008 IBM Corporation 2727 Waste Management Solution  Problem: –German Ministry Environment will replace all paper documents to digital for management of waste and transport in 2010.  Solution: –Lotus Forms Secure Performance Background Integration (40 Different Repositories) –Integrated into FuM's eANVportal (registered) solution –Strategic Partnership w/ Deutsche Post Com

28. IBM Software Group | Lotus software © 2008 IBM Corporation 28 Social Computing Contacts and communities Blogs and wikis Bookmarks Activities Empower people to discover expertise, interact, and build relationships through communities. Connect Collaborate Innovate

29. IBM Software Group | Lotus software © 2008 IBM Corporation 2929

30. IBM Software Group | Lotus software © 2008 IBM Corporation 30 Situational Applications & Integration Role-based access Accelerators Application integration Mashups Dashboards Client-side middleware Dynamic development tools Allow people to quickly solve business problems through a rich, integrated user experience. Connect Collaborate Innovate

31. IBM Software Group | Lotus software © 2008 IBM Corporation 31 Health Care Portal Solution  Problem: –Inability to have the right data at the right time in the right place destroys the vital link between physicians and information they need to make life- changing decisions—locked in applications that don't speak to one another, mired behind multiple logins, and presented in ways that aren't efficient, intuitive or effective.  Solution: –FusionFX integrated w/Portal Single sign in Collaboration of disparate information systems Customizable interfaces for individual needs CEO, CFO, Doctor, Compliance Officer, and Patient

32. ® © 2008 IBM Corporation Thank You

33. IBM Software Group | Lotus software © 2008 IBM Corporation 3333 Day in the Life – Collaboration Profiles Presence Awareness Management Structure Contact Information Tags Searchable Text Experience Tabs

34. IBM Software Group | Lotus software © 2008 IBM Corporation 3434 Linux Market is (still) on Fire! Industry Linux Server Revenue Growth Continues to Outpace all Platforms 7 years of server revenue growth outpacing all other operating systems

35. IBM Software Group | Lotus software © 2008 IBM Corporation 35 Lotus portfolio on linux iNotes 8.x browser based collaboration Lotus Connections Profiles Activities Blogs Bookmarks Communities Lotus Expeditor client middleware for app development Lotus Quickr via browser Websphere Portal Accelaerators Lotus Forms browser based suse linux enterprise desktop 10 redhat enterprise desktop 5 ubuntu 8.04 Lotus Notes 8.x Lotus Domino 8.x Lotus Symphony d ocs, spreadsheets, presentations Lotus Foundations small medium business server Lotus Mobile Connect

36. Potential OEM Candidates  Deep Embed  Lotus Sametime  Lotus Foundations  Lotus Sametime Unyte  Lotus Bluehouse  Examine Ancilliary OEM Business  J9 JVM  Lotus Expeditor/Components  Possible  Lotus Domino Utility Server  Lotus Connections  Lotus Forms  Lotus Mashups

37. Potential ASL Candidates  Lotus Sametime  Lotus Foundations  Lotus Sametime Unyte  Lotus Live (Bluehouse)  Lotus Connections  Lotus Forms  Lotus Notes/Domino

38. IBM Software Group | Lotus software © 2008 IBM Corporation 38

39. IBM Software Group | Lotus software © 2008 IBM Corporation 39 Expeditor Benefits to ISV’s Increases the re-use of assets Lowers the risk of projects and delivery time Provides a better client platform coverage Reduces skills acquisition costs Benefits to ISV’s Customers Improved employee productivity Lower application deployment costs Increased user acceptance Lower dependence on client technology Pricing: Average deal size Expeditor + Lotus Mobile connect= $100K (£65K/ € 72K) Sever for 100 PVUs £41K/ $60K (PVU) i.e. $60K/processor (or £411/ €609) Starter Server $30 VPU (£20.54/ €30.43) Client $98.75/authorised user (or £67.62/ €100) IBM Lotus Expeditor software is IBM's universal managed client software to extend composite application to laptops, desktops, kiosks and mobile devises. It can be used to extend your IBM Lotus and WebSphere software An alternative to Microsoft.NE client software, Expeditor provides the flexibility that comes from service orientated architecture (SOA) and a standard-based programming model from the OSG /Alliance and Eclipse Foundation.

40. IBM Software Group | Lotus software © 2008 IBM Corporation 4040 Bookmarks Activities Instant messaging Contact Information LOB Applications Document Spreadsheets Presentations Communities Content FlexibleAdaptableOpen Collaborative Capabilities: Where And When You Need Them Intuitive

41. IBM Software Group | Lotus software © 2008 IBM Corporation 41 Windows in Collapsing says Gartner Client Alternatives: Market trends embracing Linux and open standards as alternatives to Microsoft desktops... April 10, 2008 (Computerworld) Calling the situation "untenable" and describing Windows as "collapsing," a pair of Gartner analysts yesterday said Microsoft Corp. must make radical changes to its operating system or risk becoming a has-been. In a presentation at a Gartner-sponsored conference in Las Vegas, analysts Michael Silver and Neil MacDonald said Microsoft has not responded to the market, is overburdened by nearly two decades of legacy code and decisions, and faces serious competition on a whole host of fronts that will make Windows moot unless the software developer acts. LINUX OPERATING SYSTEM Linux moves into the personal computing mainstream By Brian Bergstein ASSOCIATED PRESS Monday, April 07, 2008 BOSTON — The free Linux operating system handles big tasks such as running supercomputers and ATMs. Now, Linux has a chance to loosen Microsoft Corp.'s hold on computing's most visible domain — mainstream PCs — because of the rise of innovative, inexpensive machines. Prognosticators perennially say Linux is on the verge. It gets high marks for security and stability and is widely used behind the scenes in corporate servers, making it a natural candidate to steal desktop thunder from Microsoft's dominant Windows system. Market Buzz: Windows to Linux Microsoft reported in their SEC filings in July 2008 : "Client faces strong competition from well- established companies with differing approaches to the PC market," according to the SEC filing. Listed competitors: Apple, Hewlett-Packard, IBM and Sun. As usual, Microsoft calls out Linux, which has "gained some acceptance as competitive pressures lead PC OEMs to reduce costs and new, lower price PC form factors gain adoption." Best Buy Best Buy & Amazon are selling Ubuntu. Amazon also offers SuSE Linux Enterprise Desktop from Novell. All top Microsoft hardware partners are shipping Linux on the desktop for business customers... Amazon

42. IBM Software Group | Lotus software © 2008 IBM Corporation 4242  Innovation  Innovation thru Collaboration – Enterprise of the Future CEO study  Paradigm shift in collaboration: from document centric to community centric, services oriented  Enterprise adaptability  Leverage Open Source  Cost Reduction  Software, Support costs – Lower TCO  Move away from Microsoft Enterprise Agreements  Green benefits  Lower the cost of desktop refresh  Flexibility and Choice  Overcome Vista/Office challenges  Leverage Open Standards, ODF  Productivity Editors, Applications  Connected/disconnected, Virtual  Access Devices – rich/thin/mobile  Investment Protection  Integrate existing applications  Avoid Operating System downgrades  User segmentation driven migration strategies Why are Customers are looking for Microsoft free alternatives?

43. IBM Software Group | Lotus software © 2008 IBM Corporation 4343 Profiles in Microsoft Office