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. 1 Industry Solutions Software Enterprise Content Management 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. 2 What Is Enterprise Content Management? “Enterprise Content Management (ECM) is the technologies used to capture, manage, store, preserve, and deliver content and documents related to organizational processes. ECM tools and strategies allow the management of an organization's unstructured information, wherever that information exists.” Market Opportunity

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 Market Opportunity - The Continued Explosion of Information 80% of new information growth is unstructured content – 90% of that unmanaged 1990200020102020 Source: IDC, The Digital Universe Decade – Are You Ready?, May 2010 2009 800,000 petabytes 2020 35 zettabytes  ECM is a Huge Market Opportunity  Half of our 2010 revenue was partner driven  4 Billion Dollar Market opportunity Market Opportunity

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. 4 ECM Opportunity Basics Paper is still an important source of documentation. Can your customer easily access the right files? Electronic content must be controlled. Can your customer find the right version? Business processes are built around unstructured information. Does your customer have the right information in context? Regulatory and legal requirements are increasing. Is your customer consistently enforcing corporate policies without over burdening the worker? Decisions are not made in a void. Can your customer effectively work with colleagues both inside and outside the business? Market Opportunity

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 Document imaging & capture  Document capture automation  Production imaging  Enterprise report Management The path to value lies along one or more specific business solution entry points Advanced case management  Comprehensive case management  Integrated collaboration and rules  Case analytics  Content-centric BPM Social content management  Office document management  Social content & collaboration  Platform standardization & consolidation Content analytics  Enterprise search  Content assessment  Master content Information lifecycle governance  Smart archive  Records management  eDiscovery  Disposition & governance Enterprise Content Management Portfolio Overview Portfolio Overview

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 To optimize business outcomes Smarter organizations manage content for value SMART IS … EMPOWER WORKERS TO OPTIMIZE OUTCOMES Castilla y León has automated routine processes to focus on exceptions. SMART IS … GOVERNING AND DEFENSIBLY DISPOSING OF INFORMATION Thomas Miller meets its e-mail archiving, retention and compliance requirements. SMART IS … DIGITIZING PAPER Citi cuts application processing time from over 2 weeks to just 2 days. SMART IS … RAPIDLY DERIVING CONTENT INSIGHTS A German police department uses analytics to help solve crimes. SMART IS … TEAMING WITH CUSTOMERS/PARTNERS Sennheiser uses global collaboration platform for content Portfolio Overview

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. 7 Value Proposition for partnering with IBM ECM 7 Value Propositions Why should I lead with IBM Enterprise Content Management?  According to Gartner and Forrester – IBM ECM is a leader in the marketplace with broadest set of capabilities  A modular unified environment engineered for rapid deployment of both IBM and partner applications  Access to ECM channel technology specialists to provide enablement and solution development guidance  Strong ECM Channel organization with dedicated partner management  Co-operative marketing opportunity  Outstanding SVP partner program rewarding Partners as they invest  Strong demand by clients for partners to solve rapidly growing content challenges with innovative solutions Why should I team with IBM Enterprise Content Management?

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. 8 Business Partner Profile 8 Partner Profile  Project driven or opportunistic integrator  Moderate ECM skills | regional  Drive smaller deals  Core ECM and/or Capture centric  Smaller organizations  3-5 deals a year  Service to Software ratio 1-3 to 1  Resale and some SVI  Small sales force Profile of ECM VAR Profile of ECM Solution Provider  Strategic – marketing | solution oriented  Line of Business and/or Industry expertise  Strong ECM skills | national  Drive large repeatable deals  Core ECM; Case Manager; ILG; Analytics; Capture  larger organizations  2-4 deals a year  Service to Software ratio 3-5 to 1  Resale; SVI; support provider; authorizations  moderate to large sales force w/marketing

9. © 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. 9 Business Partner Reference 9 Reference  IBM Premier Level Partner in Partner World  SVP Authorized in all five IBM software brands  Track record of 200+ certifications, 500 + implementations, and a world-class Support Services organization with over 200 long-term customers  Recipient of multiple IBM excellence awards: o 2009 IBM Most Distinguished Achievement Award o 2008 CTO Innovation Award http://www.enchoice.com

10. © 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. 5 Quick Steps to Get Started Visit the Enterprise Content Management PartnerWorld Site to access Business Partner sales and marketing tools and materials and trainingEnterprise Content Management PartnerWorld Site CompleteComplete your Enterprise Content Management Business Partner profile Plan to maximize your profitability & your team’s education path by reviewing the Software Value Plus (SVP) & Software Value Incentive (SVI) criteria & product categories.Software Value Plus (SVP) Software Value Incentive (SVI) Educate your Sales and Delivery Teams & become SVP Authorized to resell Enterprise Content Management 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 10 1 2 3 4 5 Resources Join PartnerWorld Join PartnerWorld to become an IBM Business Partner, then…

11. © 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 Resources – IBM Enterprise Content Management 11 Resources Key People: Bob Rudis - N. A. ECM Channel Sales Manager CONTACT: 978-409-1414 rrudis@us.ibm.com Kevin Mooney, NA ECM Business Partner Development Representative CONTACT: 1-714-327-3987 kmooney1@us.ibm.com Key Places:  Become a Business Partner:  Join PartnerWorld Here Join PartnerWorld Here  Visit the ECM Home Page on Partner World  Start your journey here Start your journey here  Check out the ECM Enablement Roadmaps  Start your journey hereStart your journey here  Learn how Watson is influencing ECM  at ibm.comibm.com