© 2012 IBM Corporation

October Announcements Call

David Wilson VP, WW WebSphere Business Partners, General Business & Enablement

Kristen Lauria VP Marketing, IBM Mobile Enterprise and Application and Integration Middleware

© 2012 IBM Corporation 2

AGENDA

Welcome & Opening Remarks - Year to Date Review October Announcements Enablement & Marketing Closing Remarks - 4th Quarter Priorities

© 2012 IBM Corporation 3

AGENDA

Welcome & Opening Remarks - Year To Date Review October Announcements Enablement & Marketing Support Updates Closing Remarks - 4th Quarter Priorities

© 2012 IBM Corporation 4

Year To Date Review Thank You for your commitment and hard work

Number of Authorized Business Partners increased 10% YTY

Generated 18% YTY growth in Validated Lead Revenue through Comarketing

Produced 21% YTY growth in BP GB transactional revenue

More than 2x YTY growth in leads passed through the lead passing program

Drove 74% YTY Growth in Application Specific License (ASL) business

© 2012 IBM Corporation 5

AGENDA

Welcome & Opening Remarks - Year To Date Review October Announcements Enablement & Marketing Closing Remarks - 4th Quarter Priorities

© 2012 IBM Corporation 6

AIM’s Focus on Three Key Announcements

Key Tactics InterConnect and IOD Conference Broadcast/Virtual Event Boston Anchor Event and

Broadcast PureSystems Post Launch

Roadshow Events Third Party events

– VMworld, Gartner Symposium / IT Expo

IBM PureSystems Launch

Key Tactics InterConnect, IOD and WebSphere

Technical Conference Worldwide Announcement

Broadcast Mobile On Demand Virtual Event Mobile Enterprise 100+ Touchpoint Mobile Symposium

(Sales/Marketing Lead) Third Party events

– CTIA, SIBOS

IBM Mobile Activities IBM SmartCloud Activities

Key Tactics InterConnect; IBM Cloud Innovation

Forum, Oct 16-17, NYC; Smarter Computing Summit, Oct 4-6, Pinehurst; IOD

Third Party events – VMworld Europe, Gartner IT

Symposium

INTERCONNECT EVENT (Oct 9 – 11); Announcements include Mobile, Cloud, PureSystems

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Date: Oct 9th Focus Solidify IBM’s leadership in the

Mobile Enterprise space with: - New Mobile Branded Category - New Mobile Services Offerings - New Mobile Ecosystem Plays and Partnerships - Supporting Mobile Capabilities

Focus Announce continued advances in

IBM’s enterprise class, open standards SmartCloud platform New cloud services to enable

business growth and innovation

Reinventing the role of enterprise application development

Delivering the next generation of cloud enabled storage for the enterprise

Advances in Cloud management and Security

Launch Focus New offerings and capabilities within

the PureSystems family: Sparta, a new PureSystem for managing Data for transactions & analytics

New Patterns from IBM & Partners Ecosystem momentum beyond ISV’s – SI’s, Resellers

Date: Oct 9th

Date: Oct 9th

For IBM Internal and Business Partner Enablement Use Only until October 9, 2012

© 2012 IBM Corporation 7

Our marketplace is changing, technology is more pervasive than ever before

4.5 Million Transactions

exchanged through B2B cloud daily

85% Of enterprises use

external cloud services

534 billion Dollars in mobile

transactions by 2015

M-commerce Payment transactions expected to outpace e-commerce by 2020

By 2014 Cloud-based mobile

Apps will surpass native ones

50% Of global consumers

use 2 or more devices to shop

© 2012 IBM Corporation 8

But many organizations are unprepared to leverage technology

are underprepared to leverage Cloud

82% are underprepared to

take advantage of interconnected systems

79% are underprepared to

take advantage of mobile device proliferation

82%

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IBM capabilities allow customers to embrace technology making it possible for the business to

Optimize Transact Extend

applications, processes , and services in multiple channels to

reach new customers and markets

with integrity, scale, and speed regardless of location, device,

platform, or protocol

business performance in a dynamic, unpredictable world

• The IBM Mobile Foundation • IBM Worklight

• IBM CICS Transaction Server • IBM WebSphere eXtreme Scale • IBM MQ Advanced Edition

• IBM Patterns for PureApplication System

New from IBM

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Building solutions that differentiate leading organizations

• 5x improvement to database response time during peak periods

• 20% increase in processing capacity

• Deploy in 8 minutes instead of 3 weeks

• Stabilized system for application delivery

• Use of real-time analytics to provide the right offer at the right time

• Trigger interactions delivered through text messaging

Optimize Transact Extend

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For customers who need to build, connect, and transform mobile applications……

What’s New

IBM Mobile Foundation V5.0.5 IBM Worklight V5.0.5

• Improved, production-ready private app store and high availability support. Integrated with IBM Endpoint Manager for Mobile Devices for automated application deployment from IBM Worklight.

• Server-triggered security challenges • Ability to maintain larger offline data sets on

mobile devices with robust encryption and advanced synchronization.

Native, web or hybrid mobile app development "We are already seeing anywhere between a 10 percent to 15 percent jump in our retail sales through this kind of transparent relationship with our consumers." - Steven Smith, senior vice president and chief information officer, TBC Corporation

Extend. Transact. Optimize.

• Optimize the user experience across multiple devices

• Reduce time to market for new apps • Simply management of app distribution across

the enterprise

Client Benefits

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Extend. Transact. Optimize.

For customers who need critical applications in a private cloud environment……

What’s New

Client Benefits

CICS Transaction Server V5.1

• Operational efficiency • Greater capacity and managed operations • Increased availability

• Service agility • First-class applications, first-class platforms • Modern interfaces and foundation

enhancements • CICS tools supporting CICS Transaction Server V5.1

from Day One

• Easily extend CICS applications and robust transaction processing to the cloud

• Reduce operating costs and increase performance of CICS environments

“Upgrading to the new version of CICS allowed us to realize a 10 to 15 percent CPU cost-savings immediately. What surprised us was that our throughput response time was suddenly reduced by 30 percent as well, which means that most transactions now run significantly faster.” —Information technology specialist, US energy company

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For customers who need infinite scalability in public or private clouds….

What’s New

Client Benefits

WebSphere eXtreme Scale V8.6

• Powerful In Memory Data Grid capabilities for the next generation of cloud and mobile applications

• Native support for Java and .NET applications – allowing them to interact with the same data in the same grid

• Tighter integration across the IBM portfolio with greater support for Message Broker, and DataPower

• Improve customer service with extremely fast application response times

• Provide consistent and predictable performance for business-critical applications

• Create a true enterprise wide data grid across multiple application environments

• Reduced response time by 90 percent, from 60 milliseconds to just 6 milliseconds

• Speeds data access, processing transactions with virtually no latency in the user experience

----A sports website

Extend. Transact. Optimize.

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For customers who want to get serious about real integration but still demand a simplified package…

What’s New

Client Benefits

IBM WebSphere MQ Advanced V7.5

• Messaging layer integrated with advanced message security and managed file transfer solution

• Single pricing for all server based functionality • All enabled projects get immediate access to

all capabilities

• Quickly and cost-effectively address integration requirements from new technologies

• Increase infrastructure agility and rapidly pursue new market opportunities

Extend. Transact. Optimize.

Convenience of a single, integrated offering

For IBM Internal and Business Partner Enablement Use Only until October 9, 2012

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For customers who like fast deployment of packaged expertise that is affordable for all….

What’s New

Client Benefits

• IBM Business Process Manager Pattern on Red Hat Enterprise Linux • IBM Operational Decision Manager Pattern on Red Hat Enterprise Linux • IBM SOA Policy Pattern • IBM SOA Policy Gateway Pattern • IBM Messaging Extension for Web Application Pattern • IBM WebSphere MQ Hypervisor Edition for Red Hat Enterprise Linux Server

• Rapid scaling of business process applications • Simplified policy definition, management, and

enforcement capabilities • Consistent provisioning and deployment of resources • Easily deploy tested and optimized messaging

solutions in a private cloud

• Accelerate middleware deployment by reusing industry best practices

• Optimize IT resources and costs for applications and middleware deployments Patterns combine flexibility,

elasticity and simplicity

Extend. Transact. Optimize.

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2012 AIM Fall Product Announcements

EXTEND • IBM Mobile Foundation V5.0.5 • IBM Worklight V5.0.5 WebSphere Services • IBM Software Services for Mobile Foundation TRANSACT • CICS Transaction Server 5.1 • CICS Transaction Server Developer Trial Edition V5.1 • CICS Interdependency Analyzer V5.1 • CICS Performance Analyzer V5.1 • CICS Deployment Assistant V5.1 • CICS Configuration Manager V5.1 • CICS VSAM Recovery V5.1 • IBM Session Manager V3.2 • CICS Transaction Gateway V9.0 • IBM WebSphere Extreme Scale, V8.6 • IBM WebSphere MQ Advanced V7.5 • IBM WebSphere Message Broker V8.0.0.1 WebSphere Services • IBM Discovery Workshop for Connectivity and

Integration • IBM Software Services for CICS • IBM Software Services for Cloud

Extend. Transact. Optimize.

OPTIMIZE •IBM Messaging Extension for Web Application Pattern •IBM WebSphere MQ Hypervisor Edition for Red Hat Enterprise Linux Server •IBM SOA Policy Pattern for PureApplication System •IBM SOA Policy Gateway Pattern for PureApplication System •IBM Business Process Manager Advanced Pattern on Red Hat Enterprise Linux Server •IBM Operational Decision Manager Pattern on Red Hat Enterprise Linux Server •IBM Operational Decision Manager V8.0.1 •IBM Operational Decision Manager for z/OS V8.0.1 •IBM Business Process Manager V8.0.1 •IBM Business Process Manager for z/OS V8.0.1 •IBM Blueworks Live •IBM Business Monitor V8.0.1 •IBM Business Rules for z/OS V8.0.1 WebSphere Services •IBM Migration Assessment BPM and ODM •IBM Enablement Services for BPM and ODM •ISSW Solution Implementation Standard (ISIS) Methodology Support Services GBS Services •Business Value Accelerator – BPM/ODM

For IBM Internal and Business Partner Enablement Use Only until October 9, 2012

© 2012 IBM Corporation 17

AGENDA

Welcome & Opening Remarks - Year To Date Review October Announcements Enablement & Marketing Closing Remarks - 4th Quarter Priorities

© 2012 IBM Corporation 18

Make the Most of the Available Resources Business Partner Enablement & Marketing

Leverage Marketing Programs Create Demand and Progress Leads

Close Deals Continue using sales plays Utilize all contract methods

Build Skills Understand how new announcements apply to your solutions

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Sales Mastery & Technical Sales Mastery tests available to certify as Worklight V5.0 Authorized Reseller. Educate your Sales and Delivery Teams & become *SVP Authorized to resell Mobile offerings through comprehensive training and certification provided by IBM.

Building Worklight Technical skills: • VW501 Introduction to IBM Worklight V5 for Mobile Application

Development & Deployment (self-paced) • WU-VU503 Mobile Application Development and Deployment with IBM

Worklight V5 (Instructor-led) • ZU503 Mobile Application Development and Deployment with IBM

Worklight V5 (5-days self-paced) • ZU370 Introduction to HTML5 and JavaScript Programming • ZU371 Developing Mobile Web Applications with Dojo • Advanced Worklight 5.0 Worklight Hands-On Enablement Workshop for

Business Partners

• Become an Authorized Reseller via Certification: • Sales : IBM Mobile Worklight Sales Mastery v1 M660 - or - WebSphere

Sales Mastery v5 • Technical: IBM Mobile Worklight Technical Mastery v1 N31 - or – Any of

these Software/WebSphere Core technical test • Tips & Techniques to pass Mastery test: WebSphere Sales Mastery v5 -

tips and techniques for success (PartnerWorld Id Required)

Get Certified and Authorized to Sell Worklight

72% of CIO’s plan for mobile to increase their competitiveness. (2011 The Essential CIO, IBM IBV)

Build Skills

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IBM Business Partner Success Story freedomone mobile Collaboration with IBM to develop Retail Banking demo

The Solution: The aim of freedomone is to provide multi-channel capabilities to an application, whether via SMS or email. The freedomone value prop is a back end engine that correlates many channels, with only one customer view. freedomone needed tools to build applications using the back end engine. The Retail Banking app was built in Worklight Studio, uses the Worklight runtime to execute, and connects to freedomone platform via the Worklight server.

The Results: Completed Worklight-freedomone Retail Banking Live Demo with IBM WW

Channel Technical team Worklight provides time to value savings in developing the mobile banking app Provides a context aware cross-channel experience for clients

Solution Components: IBM Worklight – Enterprise

license for unlimited use

“I'd like to officially confirm our commitment to integrate our technology, freedomone with the IBM Mobile Foundation platform. We are ready to work collaboratively on a Retail Banking Live Demo.” Pierre Paul Samson Chief Technology Officer

freedomone mobile Business Partner Profile: Founded in 2011, freedomone mobile is a spin off from Montreal based IT Solutions firm, Sourcevolution (founded in 2003). Freedomone mobile’s team of experts and external advisors such as IBM, resulted in the three year development of freedomone™, a context aware, multi-channel mobile communication platform which transforms the user experience. freedomone mobile platform built on WebSphere

Build Skills

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New SVP Authorization Product Group – “Expert Integrated Systems” –Same Requirements: One (1) Sales Mastery Exam and Two (2) Technical Sales Mastery Exams

PureApplication System Authorization Roadmap

PureApplication

Top 3 PureApplication System sales and technical enablement sites

– PureSystems main page for Presentations, videos, overviews, etc.

– PureApplication System Sales Kit on PartnerWorld for partner Sales and Technical enablement

– PureApplication System on DeveloperWorks for developer content, videos, evals, etc.

Build Skills

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PureApplication System – Tieto Corporation

PureApplication

Build Skills

“Tieto is interested in PureSystems because it has a good match for our overall technology strategy. It is designed to build the necessary capacity and platforms in a smooth, easy, fast agile way.” Antti Ritvos, CTO, Tieto Corporation

Tieto Business Partner Profile: Tieto is the leading IT service company in Northern Europe providing IT and product engineering services to customers in virtually every sector of business . Their highly specialized IT solutions and services complemented by a strong technology platform provide their local and global customers tangible business benefits.

Customer Needs: • Cut operational costs • Ensure reliability, scalability and business continuity • Improve time to market

Tieto Needs: • Agile development of new application solutions • Take advantage of repeatability • Ability to efficiently manage and adapt to customer requirements

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Business Process and Operational Decision Management

Don’t miss our Upcoming Enablement sessions. Register and Attend live

– October 9 Technical Enablement: BPM v8.0 Pattern

Build Skills

Learn at your own pace – Webcast Series: Profit and Grow, Opportunity

Identification, Competitive – Learning Module: Business Process Improvement

with BPM whiteboard learning – 6 Weeks Program: Accelerate productivity – A

guide for the new WebSphere seller

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Business Partner Locator Tool

Grow Your Business Tool

Web Content Syndication

Success Story in a Box

Co-Marketing

Midmarket Self-Assessment Tool

Getting Started with Social Media

Global Business Partner Sales Playbook

Ready To Execute Campaigns

Leverage Marketing Programs

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A new model of campaign delivery Campaign & plan developed by

IBM worldwide marketing teams Assets and offers translated into

local languages Delivered as a complete, self-

service package to build pipeline

Ready to Execute Campaigns Leverage Marketing Programs

We’re providing to you: The same campaigns Simple, pre-packaged, with

instructions Same materials and offers Customizable Translated

How can IBM Business Partners participate?

Simplicity – fast and efficient

execution Help with driving effective

pipeline generation Consistent messaging The elements you’ve asked for, all

at no charge

Benefits What is “Ready to Execute”?

Take the next Step: Get started WebSphere Campaigns 1. Review the campaign descriptions on the

PartnerWorld Ready to Execute page 2. Select a campaign and note its search words 3. Go to the Co-Marketing Center: www.aas.com/ibm

1. Login with your PartnerWorld ID and password 2. Choose Create & Design 3. Use Search Words to find your campaign

4. Download the campaign materials 5. Use your own contact list, or acquire one 6. Start generating new opportunities today!

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Software Co-marketing successfully driving leads!

Providing funds to Business Partners to generate demand and drive leads and revenue worldwide

Proven engine: utilized by 1,000+ Business Partners • Enables Business Partners to extend their reach in the

marketplace

How it works • Business Partners and IBM match investment • Choices / options:

BP in-house Marketing Department BP choice of Agency IBM 3rd Party Marketing Agencies VAD marketing services

Leverage Marketing Programs

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Leverage and promote plays and campaigns: 4Q BP Sales Plays

Build, Connect, Manage and Secure a Smarter Mobile Enterprise

Increase your Customer Business Agility and Capture New Opportunities with Business Process and Operational Decision Management

Expand the Reach & Value of Your Customer’s Applications with WebSphere

Reduce Costs and Accelerate integration across organizations of all sizes with WebSphere MQ and WebSphere Message Broker Express New versions of IBM Message Broker v8 and IBM WebSphere MQ v7.5, including a lower cost IBM Message Broker Express provides new functionality and integration to help customers reduce costs,& enhance business agility .

Organizations require innovative application solutions that are extensible, secure, and manageable; WebSphere Application Server (WAS) v8.5 provides the application services to address this need and removes complexity by using integrated management and development tools delivering greater administrator and developer efficiency.

Using Business Process and Operational Decision Management offerings from IBM, businesses can take a smarter approach to process and decisions. With a well-considered strategy, business agility is not only possible—it can occur within three months.

IBM delivers the most comprehensive end-to-end mobile solutions for the enterprise in the market and is well positioned as a leader to enable clients to build, connect, manage, secure, extend and transform their business

Close Deals

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Close Deals Application Specific Licensing (ASL)

Find more information on ASL here

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Welcome & Opening Remarks - Year To Date Review October Announcements Enablement & Marketing Closing Remarks - 4th Quarter Priorities

AGENDA

© 2012 IBM Corporation 30

Closing Remarks Call to Action

Build Skills and Understand how new announcements apply to you solutions

Leverage Partner Marketing resources to create demand and progress leads Close Deals and Finish the Year Strong

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