2014 LENOVO INTERNAL. ALL RIGHTS RESERVED. · 9 •Lenovo reach will open up new markets and product opportunities •Storage opportunities will be open •Leadership IBM service/support

2014 LENOVO INTERNAL. ALL RIGHTS RESERVED.


3 2013 LENOVO INTERNAL. ALL RIGHTS RESERVED.

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Scale

Complementary ThinkServer portfolio

Scale in Channel and Supply Chain

Vast Global Account Relationships

Strong SMB Presence

Leading x86 Innovation with Enterprise X-Architecture

Workload Optimized Solutions in Cloud, Analytics, HPC

Deep Technical x86 Skills

Best-in-Class Service and Support

Ease of doing business Significant Presence in Large Enterprise

1+1=3

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Strategy

GROWTH Drive

INNOVATION Leverage

SCALE PROTECT

Client Base ATTACK

Opportunities

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Attack Plays

1. Attack Fastest Growing Segments

- Hyperscale, HPC, Converged Systems

2. Expand in Growth Markets

- UKI/MEA / Russia

3. Storage Solutions Attach

- Comprehensive portfolio leveraging key partners

4. Leverage Industry Ecosystem

- Deep engagement with key ISVs, SIs, OEMs

5. Capitalize on Lenovo Channel / Client Base

- Channel integration and expansion into existing PC accounts

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• Channel is “the” route to market

• Value channel is our core today and critical for tomorrow

• Lenovo channel network key to expand our reach - especially in SMB space

• Lenovo channel "best practices" will improve speed, ease of doing business

• Goal is growth and making more money!

Channel Principles

Business Partner

SUCCESS

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Investments Made EMEA 4Q Investments

Channel Investments

• Enhanced growth programs to fight competition

• Double reward increases run rate inventory turns

• 150% reward on tier 2 reseller loyalty program

• 20+ road shows, continuing advertising, co-

marketing and demand generation

• Building the volume engine for ThinkServer and

System x servers and storage solutions

• “Revenue Growth Fund” to help fight the

competition

• 60+ road shows in EMEA

• $50M+ for advertising, co-marketing to drive

demand at WW level

• Rewards for loyalty and support to win during

the Lenovo transition

9

• Lenovo reach will open up new markets and

product opportunities

• Storage opportunities will be open

• Leadership IBM service/support

• Sales coverage continuity

• PartnerWorld availability for education and

enablement

What You Can Expect Where We Need Your Help

Channel Expectations

• Continued focus on selling System x, especially

in high-value space.

• IBM Storage and System x are a natural fit – sell

them together

• Sell Maintenance with every server; continue to

focus on renewals

• Confidence in System x – building on the best

product line in Intel Servers

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Gold 127 BPs

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• Channel is “the” route to market • Channel Led services model without threat or competition

• Value channel is our core today and critical for tomorrow

• Continue to invest in product and solution skills

• Access to broad product & services portfolio

• Deep engagement with key ISVs, SIs and OEM partners

• Channel network key to expand our reach

• Growth in SMB and fastest growing segments (HPC, Integrated Systems, C/MSP

Business Partner

SUCCESS

OEM /

ODM

Integrated

Systems

Database &

Analytics

Cloud

Computing

Storage &

Networking HPC


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Winning together


18 2014 LENOVO. ALL RIGHTS RESERVED.

Win as One Team Leverage Know How of teams

Profitable

Programs

December 1

19

4 Easy Steps to benefit with the new X Factor!


Register today for our

BP communication

Sell2Win

Vibe

Value Partner community

Slides10 - 12

Start earning rebates

through 10x4 Program

Sell and Earn pages 4 & 5

Skill up –

become a Speciality Partner!

Acquire valuable Skills and

Certifications and redeem

vouchers and extra margin

Slide 6 & 7

Leverage our

Co Marketing program

Access to Co marketing

support for our Partners

Slide 8 & 9

20

System x is offering a fast start BP rebate program for partners who are achieving a revenue of at least 5.000 USD Revenue per quarter.

The maximum rebate percentage to earn is 10 % of your quarterly revenue.

Depending on the skills level BPs can increase their payout rates.

3 Steps to go:

1. New Business partners need to register at the Partnerworld website for the 10x4 program

2. Once registered quarterly revenue targets are proposed to the Partner.Upon accepting one of these targets any sold System x unit reported to the Distributor qualifies for target achievement.

3. Accept supplementary skill target to leverage your payout rate.

Sell and Earn – 10x4 BP Program


21

Specialty Program: Business Partners Benefits

•System x Specialty Mark: Use this mark to raise the visibility of your company's capabilities

and solutions in the marketplace once you have met the specialty criteria.

•Business development funds or rebate: Financial rewards vary by geography. Contact your

local IBM representative or refer to your local announcement.

•Business Partner pre-sales support: Access the Business Partner pre-sales support hub

without having to adhere to any revenue limits. The Business Partner pre-sales support hub

provides a single point of contact who is available to manage pre-sales work across channel-

aligned IBM resources.

•Education and certification vouchers: Receive three additional education vouchers and two

additional certification vouchers per year per Business Partner firm. Within 30 days of specialty

accreditation, vouchers will be sent by email to the APA registered for your firm.

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Specialty Program

2014 LENOVO INTERNAL. ALL RIGHTS RESERVED

Skills Requirement

LEAP Modules

x86 Sales Module

Member Premium Gold

x86 Technical Modules

Networking

Virtualization

Operating System

High Performance Computing

Flex Systems

Microsoft Technologies

SAP Technologies

IBM Technologies

Data Center Services

Security

x86 Products

x86 Solutions

x86 Services

Member

Premium

Gold

Collaboration

23

Co-Marketing Eligible Partners & Activities

System x Co Marketing funds are available to Distributors, Top BPs and Speciality BPs in EMEA

Demand Generation

Advertising

Integrated Marketing Campaigns

Events

Digital Marketing

Sponsorship

Telemarketing

Channel Development & Enablement

Education cards

Channel certification

Product briefings and updates

Advisory councils

Solution Trainings

Certification testing fees

Course development fee

Event with Product Onsite

Targeted Audience Event

Sponsorships

Digital Media Ads

Sales Training

Online Sales Training

White Paper

Telemarketing

Product Demonstrations

Demo Unit Reimbursement

Proof of Concept

Competitive Migration

TV

Press (Newspaper and Magazine)

Out of Home (billboard etc.)

3rd Party Online (Banners)

3rd Party Online Video

Salespartner.com (Banners)

Inserts, Flyers, Catalogues, Brochures


Value Partner Community

The Value Partner Community is a free and easily accessible enablement and

incentive program designed for Resellers that focus their daily operations on

selling solutions based on x86 High End offerings.

Product Focus: System x high-end, Flex System, BladeCenter, NeXtScale &

System Networking

What’s in it for me?

Direct and consolidated engagement from the System x team with regular newsletters direct to your inbox

with the latest local messages, resources, product information and announcements

Delivered in local language**

Updates include product, promotion and tools & news on local events

Free and easy mechanism for Partners to receive and source information

An exciting opportunity for Top Performing Resellers, based on sales of eligible

products to win a place on regular Study Tours*

Includes education session with updates from key System x experts

Recent destinations include: Istanbul, Nice, London, Madrid and many more

EMEA x86 & PureSystem Social Media platforms - an opportunity to network and connect to other Business Partners

A dedicated Value Partner Community Program Manager who is committed to assisting you with your questions and

concerns every step of the way

*based on 2H 2014 criteria **limitations apply


Vibe (renaming in process)

Vibe is a real-time, localized communication vehicle designed to equip

Resellers with the latest information on product offers, channel incentives

available in the local area and update on the relevant sales support resources.

Product Focus: All System x and Storage Run Rate products

What’s in it for me?

Regular newsletters direct to your inbox with the latest products, promotions,

events and stock inventory at a local level sent in your local language*

Updates include:

Product information

Channel promotion, offers or sales play

Local events

Stock inventory

Enablement and education tools

Free and easy mechanism for Partners to receive and source information

Opportunities to win prizes for your sales of System x with Vibe Sales Boosters**

EMEA x86 & PureSystem Social Media platforms - an opportunity to network and connect to other Business Partners

*limitations apply ** based on 2H 2014 criteria and subject to availability



Day 1: New Day for Data Center Innovation Campaign

Objective

Drive Awareness of Lenovo

acquiring System x and our

capability in Enterprise Data

Center

Tactics

New System x advertising

(New Day for Data Center

Innovation) advertising

Print and Digital

Launch by DEC 1

Print Ad

Web Banner

Overhead Banner

28

Flyer


Infrastructure M5 Campaign Objective

Reinforce Security message of

System x servers at Lenovo

(featuring the M5 servers and

System x Trusted Platform

Assurance)

Tactics

Advertising

o Print, Web Banner, LP,

Paid Search.

o Non Advertising countries

deploy Banners and other

DG assets.

Demand Generation

o Flex Asset w/templates for

email, poster, post card,

Flyer.

o Release to geos

November 15th.

Mobile Banner

Print Ad

Landing

Page

Web Banner

eMail

Available on Demand for EMEA


Campaigns Available from September Grantley launch: M5 Launch message

Objective

Execute M5 Launch,

delivering message through

multiple channels

Tactics

Webcast, Events

Webcast in execution

Day 1: in execution

Events: start Oct 15th

Note: This campaign was

released in August in

advance of Day 1

Drive to webcast

eMail

Videos

Analyst White Papers

BP ERK

Available on Demand for EMEA

Documents

2014 LENOVO INTERNAL. ALL RIGHTS RESERVED. · 9 •Lenovo reach will open up new markets and product opportunities •Storage opportunities will be open •Leadership IBM service/support