1. © Copyright IBM Corporation 2006 Innovation Dialog Worksheet Instructions, Sample, and Blank Worksheet

2. Innovation that matters © Copyright IBM Corporation 2006 Interactive Enablement Proposal via Learning Lighthouse Map an innovation dialogue relevant to your client’s industry and needs - build a call plan directed to a specific outcome that anticipates dependencies and objections Step 1 – Map the Innovation dialogue  Input the name of your client’s enterprise on the top line  Input the area of innovation you plan to focus on in the arrow-box  Develop and input the key messages that you will convey relevant to your client’s situation and specific to the area of innovation  Choose industry appropriate client examples to reference; consider using IBM proof points if appropriate  Identify possible offerings to highlight in the call; consider IBM differentiators to share with your client  Be sure to consider the broad range of offerings and capabilities from IBM and IBM partners – utilize the Sellers Guide to understand the range of offerings and linkage to innovation Step 2: Build the call plan and next steps  Identify and input relevant client pain points and/or client opportunities related to the area of innovation  Formulate and input questions to promote the dialogue; utilize the scenarios, focus questions and other materials as a source of thought starter questions  Identify and log dependencies (i.e. resources required, client relationship to be developed, IBM executive involvement needed)  Determine next steps including: participants in the call, required preparation and anticipated dependencies and objections  Identify and record desired outcome of the call  Use extra sheets for calls on other clients/areas of innovation

3. Innovation that matters © Copyright IBM Corporation 2006 Interactive Enablement Proposal via Learning Lighthouse Innovation Dialogue Map Instructions –‘Enterprise Name’ Key MessagesSupporting Client Examples and IBM Assets Possible Plays Input 2-3 key messages relevant to your client’s interests and industry Input 1-2 references or IBM Assets relevant to your client’s interests and industry eg Industry Labs, Value Creation * Input 1-2 plays or offerings relevant to your client’s interests and industry * Identify 2-3 client pain points or opportunities in support of this area of Innovation: Consider the CEO Study output – what questions drove you to this type of Innovation Formulate 2-3 opening questions to initiate the dialogue with your client: What are the key issues for your client – what are the key phrases they would use to describe the opportunity Identify IBM and Client participants in call & next steps to prepare including owner/timeframe: See Slide 6 for Potential Next Steps & Desired Outcomes How will this align to the BCS deployment of the CEO Study in your account? What relationships need developing / leveraging Identify desired outcome of the call See Slide 6 for Potential Next Steps & Desired Outcomes Input area of innovation Area of Innovation * See Reference Guide for Possible Plays, References and Supporting Assets Dependencies: Identify key dependencies, resources required and inhibitors

4. Innovation that matters © Copyright IBM Corporation 2006 Interactive Enablement Proposal via Learning Lighthouse Innovation Dialogue Map – ________________________ Key MessagesSupporting Client Examples and IBM Assets Possible Plays Client Pain Points or Opportunities: Opening Questions: IBM and Client call participants and next steps to prepare for call (owner/timeframe): Desired outcome of the call: Area of Innovation Dependencies:

5. Innovation that matters © Copyright IBM Corporation 2006 Interactive Enablement Proposal via Learning Lighthouse Sample Next Steps & Desired Outcomes Sample Next Steps to prepareSample Desired Outcomes of call Develop Relationship Plan for C-suite executive if needed to gain access for conversation Review the client’s annual report and website for references to an innovation agenda Identify innovation resources and offerings specific to your region as needed, as well as client success stories Collaborate with your BCS counterpart, Innovation Champion and/or other skilled resources in your industry to plan and participate in the call Review materials available on Innovation that Matters portal Consider and review possible leave behinds for your client including: IBM Innovation Brief Assessment CEO Study 2006 Summary Findings GIO information and GIO Book IBV brochure and white papers Opportunity Identified in call Identified/validated opportunity (initial offering) – engage BCS/appropriate SME to engage with client Interest Generated w/o Opportunity Identification Industry focused briefing at Industry Solution Lab (ISL) Research or ISL Briefing to share IBM PoV on future technology and innovation (GIO/GTO) IBV consultant call on client focused on industry specific issues Further Interest Development Needed Share or leave behind as the basis for a follow-on call: IBM Innovation Brief Assessment CEO Study 2006 Summary Findings Information on GIO, GIO Salons and/or the GIO Book IBV brochure and/or selected industry white papers Invite client to GIO sponsored “Salon” or to CEO/CIO event to hear IBM PoV IBM Partnership Executive to call on client to share Innovation Agenda PoV and IBM Transformation Story