1. © 2012 IBM Corporation Click here for Table of Contents This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. 11 Rational Business Partner Guide Value Propositions

2. © 2012 IBM Corporation Click here for Table of Contents This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. 22 Enabling product and service innovation $14B Overall Market Opportunity Security  Application and process Design, Development and Deployment  Architecture and design  Application development  Build and deploy  Real-time, embedded systems and software development  Compilers Enterprise Modernization  Application modernization  Application portfolio management  Multi-platform development Application Lifecycle Management  Design management  Build and deploy management  Quality management  Requirements management  SW change and configuration management Complex and Embedded Systems  Systems engineering  Systems of systems engineering  Product line engineering  Real-time and embedded software development Business Planning and Alignment  IT portfolio management  Enterprise and business architecture  Product portfolio management  Delivery and performance management Market opportunity Amounts reflect IBM internal estimates, are provided for illustrative purposes only and are not meant to represent or guarantee opportunity in any business segment.

3. © 2012 IBM Corporation Click here for Table of Contents This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. 33 Rational Brand Value Proposition: Transform software and systems delivery to more effectively turn market requirements into innovative and profitable products and services, faster than the competition Innovation is increasingly being driven by software Realities can stall software-driven innovation Transforming software and systems delivery brings about dramatic business results Three key actions of transforming software and systems delivery Software-driven innovation with IBM Rational Achieve break through benefits with IBM Jazz provides open collaboration across the software and systems lifecycle IBM has set the bar for software and systems engineering platforms Portfolio overview

4. © 2012 IBM Corporation Click here for Table of Contents This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. 44 Cloud Rational Cross-IBM initiatives Rational leads product and service innovation  Integrated Product Management (IPM) Rational-led  Integrated Service Management (ISM) Tivoli-led Rational plays a key role in:  Cloud Planning, Security, Develop and Test  Smarter Computing Enterprise Modernization  Business Agility Business Planning and Alignment  Security (cross-framework) IBM Secure by Design 2011 IBM Simplified Commercial Framework x86 Systems Capabilities / What IBM Sells Competitive Business Agility Social Business Product and Service Innovation Smarter Computing BAO Value Propositions

5. © 2012 IBM Corporation Click here for Table of Contents This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. 55  Premier IBM Rational Business Partner, ISV, Reseller, Systems Integrator, Education Provider  Authorized across all Rational Brand products and covering all market segments within the United Kingdom & Ireland  IBM Software Platinum Achievement “Rising Star” Award at the IBM Software Partner CollegeAward  TraceLine for DOORS listed in Global Solutions Directory and Ready for IBM Rational Software, Two VAP approved solutions. SVI and SVP Approved.Global Solutions Directory  Case Study: Network Rail, - DOORS, UK Ministry of Defence - TraceLine™ for DOORSNetwork Rail UK Ministry of Defence Reference “From a standing start, Integrate has achieved impressive sales growth…enabling many new customers to adopt and gain benefit from Rational products and has worked hard with… IBM to deliver the Rational systems sales strategy. They are a great bunch of people to work with!” …A Satisfed IBM Value Added Distributor

6. © 2012 IBM Corporation Click here for Table of Contents This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. 66 Rational: Reseller Business Partner Profile Partner Profile Profile of traditional Reseller:  Software License sales and/or Hosting Service as part of their business model  Professional sales staff (customer facing) –Customer Facing –Telesales/Outbound calling  Marketing resource  Pre / Post Sales Technical resources –Ability to work with customers to understand their business/technical problem and to provide solutions based on IBM offerings –Specialized domain/industry knowledge  Commitment to obtaining certification and maintaining skills in Rational solutions  Willingness to collaborate with IBM Lab Services teams  Multiple offices or willingness to travel to support sales Profile of high volume Reseller:  100% focused on IBM Solutions  Cross Brand sales capability  Unique solutions that leverage IBM Rational technology (and differentiate them from the stand alone IBM offerings)  Industry recognized certifications  Growth objectives: –Acquisitions –Multi-national  Resources (financial and staff) to invest in new/developing technologies

7. © 2012 IBM Corporation Click here for Table of Contents This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. 77 5 Quick Steps to Get Started Visit the Rational PartnerWorld Site to access Business Partner sales and marketing tools and materials and trainingRational PartnerWorld Site CompleteComplete your Rational Business Partner profile Plan to maximize your profitability & your team’s education path by reviewing the Software Value Plus (SVP) &Software Value Plus (SVP) Software Value Incentive (SVI) criteria & product categories.Software Value Incentive (SVI) Educate your Sales and Delivery Teams & become SVP Authorized to resell Rational through Training & Certification.Training & Certification Develop a Marketing plan and take advantage of IBM’s programs and drive demand with IBM Co-MarketingIBM Co-Marketing 1 2 3 4 5 Resources Join PartnerWorld Join PartnerWorld to become an IBM Business Partner, then…

8. © 2012 IBM Corporation Click here for Table of Contents This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. 88 Resources - Rational  Ready for Rational:  Stephen Lauzon Stephen Lauzon  Rational Business Partner Development & Sales Manager WW  Chris Mowry Chris Mowry  Rational Channels: North America Lead  Mark Briggs Mark Briggs  Rational Channels: Latin America Lead  Jose Ramon Pena Toro Jose Ramon Pena Toro  Rational Channels: North Eastern Europe Lead:  Anat Samra Raunio Anat Samra Raunio  Rational Channels: South Western Europe Lead:  Olivier Roubine Olivier Roubine  Rational Channels: Asia Pacific Lead:  Jaya Mahadevan Jaya Mahadevan  Rational Channels: Japan Lead:  Tomotaka Yoshikawa Tomotaka Yoshikawa  Rational Business Partner Marketing: Mark Masercola World Wide LeadMark Masercola Resources