1. © 2006 IBM Corporation © 2009 IBM Corporation Channels Management – Europe Simplicity. Growth. Profitability. Know-Your-IBM (KYI) Easy and quick reward for selling ServicePac Peter Michalko GTS Channel volume sales manager, GMT CEEMEA

2. Channels Management - Europe Simplicity. Growth. Profitability. 2 $ KYI is a Business Partner loyalty program that rewards you for working with IBM. $ KYI rewards BP sales reps for participation in IBM e-learning modules and selling. $ Each point is equal to $0.25 (i.e. 400 points = $100). $ Points are awarded to the individual BP rep – not the BP firm!!! $ Every sales rep at a firm can participate in Know Your IBM program. $ The more you learn, the more you sell, the more you earn via Know Your IBM!!! Reward Sell Learn Know your IBM

3. Channels Management - Europe Simplicity. Growth. Profitability. 3 KYI - Sell & Earn for ServicePac $ Automatic allocation of KYI points during ServicePac registration. $ When registering ServicePac include your individual details IBM ID “IBM BPs sales person e-mail. $ Earn additional points for recording sales of System x, System Storage and Power Systems. $ Points are assigned per product and are listed on the web site. Example: Products sold:KYI points: 2 System x3550 ->2 x 220 = 440 pts 2 FixPac ->2 x 30 = 60 pts Total: 500 pts 500 points eaqual to 125$ KYI rewards

4. Channels Management - Europe Simplicity. Growth. Profitability. 4 KYI – Learn & Earn $ Earn points for successful completion of e-learning modules. Available 24/7/365. $ STG – System x, Storage, Power $ SWG – IM, Tivoli, Lotus $ IGS $ IGF $ Cross-Sell Solutions $ Designed to take 20 minutes or less to complete. $ Focus of Key Selling messages with links to more in depth education. Complete 3 modules in an hour and earn 150 pts. ($37.50)

5. Channels Management - Europe Simplicity. Growth. Profitability. 5 For Help ask PWCS team: http://www-200.ibm.com/partnerworld/pwhome.nsf/weblook/cpw_index.html KYI – Getting started  Your firm must sign the KYI Agreement, see instruction on the web site: www.ibm.com/partnerworld/knowyouribm.www.ibm.com/partnerworld/knowyouribm  Sign in with your PartnerWorld ID and Password.  Talk with your IBM representative – they can help you start your earning journey and answer any questions you may have.  Lear, sell & earn  Don’t miss out – Start earning TODAY with Know Your IBM.

6. Channels Management - Europe Simplicity. Growth. Profitability. 6