Bill FrancisSeptember 2013

Building a Smarter Planet Together

Greater innovation. Sustained strength. Improved access to a world of opportunity.

The benefits through IBM PartnerWorld

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Agenda

Why team with IBM?

Smarter Planet

PartnerWorld Program

Benefits

Getting Started

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Why team with IBM?

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Why team with IBM?

• Industry-leading technology and vision

– Smarter planet strategy

– $6B in research and development

– Industry-leading systems, software, services and financing offerings for the channel

• Business Partner-led business model for Midmarket

• IBM commitment and strategic investments in 2015 Roadmap

– Business Partner Community

– Business Partner Coverage

– Business Partner Experience

• Industry-leading technology and vision

– Smarter planet strategy

– $6B in research and development

– Industry-leading systems, software, services and financing offerings for the channel

• Business Partner-led business model for Midmarket

• IBM commitment and strategic investments in 2015 Roadmap

– Business Partner Community

– Business Partner Coverage

– Business Partner Experience

Working together is critical to our mutual success.Working together is critical to our mutual success.

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IBM is invested in your success.

• When you do well, clients win.

• We back you with offerings for the midmarket, support, financing, incentives, enablement tools and much more.

Working together is critical to success for both of us

• Committed to making it easy to do business with IBM

Expanded support from local IBM industry experts

Investment in demand generation

Attractive, simplified incentive program

Competitive pricing

Rich support for marketing services execution

Education and skills development to drive increased client value

Extensive technical support

Collaboration resources

We’re making our relationship smarter

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Business Partner Charter: A deep, lasting commitment.

1. IBM Business Partners are vital to IBM’s business.

2. Our relationship is a collaboration of equals.

3. We invest in IBM Business Partners’ success.

4. We strive to provide the industry’s best Business Partner experience, in all respects.

5. We work with our Business Partners to seize the opportunities presented by a smarter planet.

6. We ground our relationships in the core values of IBMers.

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The vision to see and create a smarter planet.

Today, it’s all about building a smarter planet together – leveraging cloud computing, analytics, services, software and more to deliver meaningful value.

Together, we have the visionto see – and create – a smarter future and more intelligent solutions. Together, we are delivering on the promise of a smarter planet in businessesof all sizes.

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What does this all mean to you?

New Markets + New Buyers = Growth

The opportunity is growing: Line of Business buyers want integrated solutions for their industry-specific challenges…on premise or via the cloud

Our clients are turning to technology to solve specific challenges

CFO CMO HR OPS

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What is PartnerWorld?

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What is IBM PartnerWorld?

IBM PartnerWorld is an

award-winning, global program

designed to help our Business

Partners increase demand,

grow their business, and improve

profitability.

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CRN Channel Champs Channel Chiefs 5-Star Partner Program award - IBM PartnerWorld Top 100 Women in the Channel ARC Awards Tech Innovator award CRN Top 100 Executives

Sustained industry recognition.

IBM PartnerWorld has won hundreds of major channel-related industry awards around the world

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Rewarding your investment in IBM.

Premier

Advanced

Member

Significant Investment by the Business Partner Premier Business Partner Emblem Joint Marketing Planning Incentives and Rewards

Moderate Investment Enhanced Marketing and Sales Support

Introduction to the IBM portfolio Extensive information and

enablement benefits

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Benefits tiered by investment & achievement.

IBM delivers valuable support and resources extending across the sales cycle:

• Marketing • Selling • Technical• Training• Collaboration• Solutions

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PartnerWorld Benefits

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How PartnerWorld can help

The IBM PartnerWorldprogram offers:

•Market intelligence

• Co-marketing funding

• Sales support and tools

IBM Specialty programs focused on skills development• Products• Solutions• Industries• New capabilities

Technology boot camps

Capture New Markets Develop New Skills

Incentives

Promotions

Business transformation workshops

IBM Global Financing offerings

Grow Your Profits

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IBM invests more than $2.5 billion a year in support for Business Partners.

Marketing

Access trend data, build plans and campaigns, generate demand.

Selling

Create proposals, access valuable incentives, improve close rates, publicize your success.

Technical

Access tools for product development and support.

Training

Build skills, access certifications Webcasts, workshops and discounts.

Collaboration

Use forums, social media, network with other BPs and IBM.

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Rich resources designed with profitability in mind.

Business Challenge

Learn about PartnerWorld program benefits and stay informed about the latest offerings and benefits

PartnerWorld Benefits

• ibm.com/partnerworld• Personalized Subscription Newsletters• E-mail updates

Marketing• Generate demand

and leads

• Campaign Tactics• Client references• IBM marketing programs

Selling• Sell solutions

• Customer Briefings at IBM Briefing Centers• Business Partner Innovation Centers• BladeCenter and Storage Solution Centers• IBM Global Financing

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Rich resources designed with profitability in mind.

Business Challenge PartnerWorld Benefits

• IBM Innovation Centers• Software Access Catalog• Techline

Training• Develop skills:

Technical, Sales, Marketing, Business

• Know Your IBM (KYI)• PartnerWorld University (PWU)• You Pass We Pay Education Reimbursement

Collaboration• Team with IBM

and with other Business Partners

• Social Media tools • MidMarket Social Networking

Technical• Specify and

support solutions

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Supporting Business Partners with the Right Tools

Virtual Loaner ProgramBusiness Partner Locator Tool Selling with Social

Insights

Web ContentSyndication Success Story in a Box

Midmarket Asset Gallery

Financing a Smarter Planet

Social Media Boot Camp IBM Global Financing

Co- Marketing

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Roadmaps to growth: Setting our sights on the same destination.

By identifying the richest opportunities and

pursuing these growth areas together, we can

deliver solutions where clients need us most,

including:

 

• Big Data and Business Analytics

• Cloud computing

• Industries

• Services

• Social Business

• Software

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A collaborative advantage: Business Partners & IBM

“If you're a new member or you're about to join PartnerWorld, you will soon find out how IBM can help you do more – sell more, cultivate more skills that extend your reach across more markets and into high-growth areas such as cloud, analytics and expert integrated systems.

Today, IBM offers more support and resources than ever to help our Business Partners succeed. When you go to market with IBM, you can tap into the strengths that have made us a leader for more than 100 years. That’s why 120,000-plus firms around the world team with IBM.”

Mark Hennessy

General ManagerIBM Global Business Partners

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The PartnerWorld portal: The entrance to opportunity.

The PartnerWorld website is your

single point of access to a wealth of

resources and benefits available to

you as an IBM Business Partner.

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Enroll in IBM PartnerWorld today.

Let PartnerWorld put the power of IBM behind your business to help you:

• Increase demand for your solutions• Open new markets and create exciting

opportunities• Grow your business• Improve profitability

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Next steps

Update and maintain your individual and firm PartnerWorld profile ibm.com/partnerworld/partnertools

Create a personalized subscription to PartnerWorld News and opt-in to receive tailored e-mail communicationsibm.com/partnerworld News and announcements Newsletters

Familiarize yourself with the many PartnerWorld benefits and resources to find those most relevant to youibm.com/partnerworld

Use the Marketing benefits to generate opportunity ibm.com/partnerworld/marketing

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Learn more about PartnerWorld:

PartnerWorld Web siteibm.com/partnerworld

Not a member? Join PartnerWorldibm.com/partnerworld/partnertools

PartnerWorld Universityibm.com/partnerworld/pwu

Know Your IBM (KYI)ibm.com/partnerworld/knowyouribm

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