© 2011 IBM Corporation1 © 2011 IBM Corporation

Nicole Huggenberger

Channel Lead SWG für Alps

Education Sessionfor IBM Business Analytics

April, 20th

© 2011 IBM Corporation2

Wachstumsmärkte – $29 billion opportunity 1

Analytics – $20 billion opportunity 1

Cloud Angebote – $181 billion opportunity 2

Smarter Planet – $66 billion opportunity 3

IBM’s Growth Strategy – Ausrichtung bis 2015

1. Source: IBM Market Insights GMV 2H10

2. Source: IBM Market Insights Cloud Opportunity Phase 2 Assessment, Sept 2010

3. Source: IBM Investor Day, May 2010

Software wird bis ins Jahr 2015

50 % des Gewinns der IBM ausmachen

© 2011 IBM Corporation3

Increase Industry &

Solution Focus

Client demand:Customers are willingto pay a premium for a vendor with industry-specific expertise 1

Investing in High Growth Initiatives

(Examples: Business Analytics, BPM, Master Data Management,

Information Integration, Cloud, Social Business)

Accelerate Future

Acquisition Integration

IBM expects to invest $20B in the next 5 years as part of the Acquisition

strategy2

SWG PrioritiesSWG Priorities

1. Source: IDC, “2009 Vendor Report Card: Customers Grade Vendors on Industry-Specific Expertise” 02/10, Doc # 219783

2. Source: Sam Palmisano at 2010 New York Stockholders Meeting

IBM’s Software Group Strategy

Software Will Help Deliver The 2015 Roadmap

Neu im 2011 Div. Industry Zertifizierungen

Neu im 2011 Div. CapabilitiesZertifizierungen

Akquisitionen seit 2001

TivoliTivoli

WebSphereWebSphere

RationalRational

Information ManagementInformation Management

Lotus

RationalInformation LabsSystemCorpBuildForgeWatchfireTelelogic ABOunce Labs

Informix AscentialTarian DWLCrossAccess iPhraseGreen Pastures LASTrigo UnicornAlphablox FileNetVenetica SRD

DataMirror Princeton

Cognos SoftechSolid Infor- SPSSmation Tech ExerosGuardium Initiate

Metamerge

TrelliSoft

Access360

Think Dynamics

Candle

Cyanea Systems

Isogon

Collation

CIMS Labs

Ubiquity

CrossWorlds

Holosofx

Gluecode

DataPower

Webify

AptSoft

InfoDyne

ILOG

Lombardi

Cast Iron

Systems

Aptrix

PureEdge

Bowstreet

WebDialogs

Net Integration Tech

Outblaze Ltd.

© 2011 IBM Corporation5

Accelerating into SVP and SVI

Information all in one place

� Business Partner acquisition portal

ibm.com/partnerworld/acquisitions

Q1 Examples

Value Proposition

Appliances: Cloud, virtual & physical pre-configured out of box solutions

Appliance built on System X, lowest total cost of ownership, fast query performance

Real-time control of globally distributed desktop, mobile and server PC infrastructures

Call to Action

Leverage existing WebSphere skills; get certified on Cast Iron

Develop complementary IM and BA skills, certs

Get certified on BigFixand Tivoli

How to Get Started

Cast Iron Sales Kit Contact your IM rep for transition program details

BigFix partner sales kit

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Enhanced Capabilities in Key Growth Areas

© 2011 IBM Corporation6

Expand and Sell these Appliances!Skills in

WebSphere core � Cast Iron

Tivoli Storage� IBM Information Archive

InfoSphere or Cognos

� StoreWIZ Storage

Content Management

� Netezza

IBM Power Hardware

� IBM Information Archive

� Rational Power Appliances

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Appliances & Workload Optimized SystemsExpand Skills to Sell

Appliances are forecasted to grow at 36% CAGR from 2010 – 2015

led by Netezza/Smart Analytics1

1. Source: SWG MI, IDC World wide Software Appliance 2010-2014

© 2011 IBM Corporation7

PrimarilyMidmarketSolutions

© 2011 IBM Corporation7

Software ValueNet wird in SVP integriert im Mai 2011

Authorized PortfolioOpen Portfolio

Product

Software Value Plus

NEW Lotus Messaging and

Collaboration in Authorized

InfoSphere & OptimProduct Groups now part

of SVP Authorized

Solutions� Industry� Capability

SVP Compliance review begins March, 2011

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Software Value Plus

© 2011 IBM Corporation8

$123B Market Opportunity 1

© 2011 IBM Corporation

SVP Industry Authorization

8

Initiative for highly industry skilled software resellers & integrators

1. Source: IBM Market Insights, 2H10 GMV Industry Fcst: Constant Currency IMF 09FX; Served SWG MWNote : Available in countries where SVP Authorization has been implemented

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Momentum – 4X increase in industry mastery tests passed

Act now for fast start in 2011!

SVP Industry AuthorizationBenefits

Industry Framework Assets & Training

Marketing

Incremental Financial Incentive

Requirements

Board Review

Industry Solutions

Skills

Cross Capabilities

© 2011 IBM Corporation9 © 2011 IBM Corporation91. Source: Market Intelligence, SWG Market Analysis, 2H10 GSV2. Source: IDC, “Determining the Value of Social Business ROI: Myths, Facts, and Potentially High Returns,” Nov 2010 Doc # 225497

• Business Process Management• Information Integration• Master Data Management

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Security Authorization

$23B Security opportunity by 20151

Capability Authorization Benefits

$181B market $181B market

opportunityopportunity$2B Social Business

software market size in 20142

Private CloudAuthorization

Social BusinessAuthorization

� Authorization Mark� Additional SVI incentives� Lead passing priority

Additional Capability Authorizations under consideration

• Business Analytics• Enterprise Content Management• Specific announcements when available

© 2011 IBM Corporation10 © 2011 IBM Corporation

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10

40% Increase in Co-marketing investment

Business Partner Locator Tool

Smarter Planet Investment

Small Deal Lead Passing30% im Q1 done via BPs

Marketing Support

Partnerfinder

© 2011 IBM Corporation12

A new end-to-end model to drive small deal opportunities

� 35 Offerings WW

� Enablement

� Incentives

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Project V

� BA – Focus auf Cognos Express

1. Source: EIW, SWG Market Insights Pipeline Analysis

© 2011 IBM Corporation13

Thank you!