IBM Express Advantage April Announcement

1. IBM EXPRESS ADVANTAGE Overview for IBM Business Partners/Internal Sellers April 2008

2. Back THE MID-MARKET AND THE IBM STRATEGY FOR CAPTURING OPPORTUNITY IBM EXPRESS ADVANTAGE OFFERINGS APRIL 2008 IBM RESOURCES AND INVESTMENTS TO HELP YOU SUCCEED IN THE MID-MARKET THE MID-MARKET CUSTOMER EXPERIENCE: CREATING THE CONDITIONS FOR GROWTH APPENDIX

3. THE MID-MARKET AND THE IBM STRATEGY FOR CAPTURING OPPORTUNITY Back

8. IBM EXPRESS ADVANTAGE – WHAT DOES IT MEAN FOR BUSINESS PARTNERS AND CUSTOMERS? CLIENT PERSPECTIVE IBM BUSINESS PARTNER PERSPECTIVE Simplified access to our local experts and resources through our telephone concierge and client-oriented Web portal. SIMPLIFIED EXPERIENCE PartnerWorld Contact Services is available globally to assist partners via telephone or Web. Highly skilled, local, trusted advisors who bring together industry-leading IBM technology solutions with local applications and services to solve the client’s business challenges. EXPERT ECOSYSTEM FOCUSED ON SMB PartnerWorld ® Express Advantage provides Business Partners with simplified access to comprehensive & SMB-specific benefits, resources and initiatives to drive and grow profit potential. IBM Express Advantage offerings are unique in the industry: they follow a rigorous development process and meet specific criteria to ensure they address the needs of mid-sized customers. EXPRESS ADVANTAGE OFFERINGS Business Partners combine their expertise and applications with IBM Express Advantage offerings to solve client business challenges.

9. IBM EXPRESS ADVANTAGE IS HOW IBM AND ITS BUSINESS PARTNERS WORK TOGETHER TO SERVE THE MID-MARKET To drive success in the mid-market, IBM created Express Advantage – a comprehensive, worldwide platform of mid-market offerings, combined with a robust Business Partner ecosystem with enablement tools and resources, and support for a rich customer experience to help you achieve success in this critical market space. “ The IBM Express portfolio is the perfect entry point to technology for mid-sized organizations like the village of Bolingbrook. It’s like a seed we help clients plant that can help them grow their business or solve challenges that may be unique to their company – quickly and for a modest investment.” – Stephan Moen, director, Business Development, NetSphere Strategies “ IBM TotalStorage ® technology provides the intelligent, automated capabilities that help us reduce the complexity of managing a variety of different environments. Only IBM enabled us to create an enterprise-class service offering priced for small and medium-sized businesses.” – Jeffrey Beallor, president, Global Data Vaulting

10. IBM EXPRESS ADVANTAGE OFFERINGS APRIL 2008 Back

12. CUSTOMERS ARE LOOKING FOR SOLUTIONS THAT CAN HELP STRENGTHEN THEIR INFRASTRUCTURE AND PREPARE FOR INNOVATION AND GROWTH IBM Express Advantage offerings address key areas of concern for mid-market customers, with new offerings building on IBM’s comprehensive existing set of solutions. IT Security 70 percent of mid-sized businesses plan to invest in security solutions, with network security being the most common capability targeted. How secure is your customer’s infrastructure? Business Continuity Business continuity is vital, and it’s not just about recovering from a disaster… data loss can also mean fines and damage to a company’s reputation. How well can your customers survive a disruption? Collaboration Over 60 percent of mid-sized firms say that collaboration tools are imperative to their business success and growth. How can you help your customers improve their collaboration with clients, suppliers and employees? IT Optimization IT resource optimization is one of top investment areas for mid-sized firms, with two-thirds planning to invest in hardware consolidation. How do you create a more reliable and fully optimized IT infrastructure for your customers?

33. IBM RESOURCES AND INVESTMENTS TO HELP YOU SUCCEED IN THE MID-MARKET Back

34. GROW PROFIT, SIMPLY, WITH IBM EXPRESS OFFERINGS, INCENTIVES, FINANCING, SALES ENABLEMENT RESOURCES AND MORE Grow Focus on high-opportunity/high-growth areas such as security, collaboration, business continuity and IT optimization, supported by IBM’s US$100M marketing engine. Profit Drive higher margins by offering differentiated solutions and financing, and take advantage of IBM incentives that allow you to retain as much as 40 percent additional margins. Simply Do business easily with IBM by taking advantage of an improved lead management system, simplified incentives and dedicated resources to support Business Partners in the mid-market. We’re focused on making the mid-market a win-win for Business Partners and IBM

38. EMPOWERING THE BUSINESS PARTNER ECOSYSTEM PartnerWorld Express Advantage provides simplified access to SMB-specific benefits within PartnerWorld designed to drive sales and profit potential End-to-end support for Business Partners focused on SMB Understand the market Educate and enable Develop product or solution Generate awareness and leads Team and win deals Publicize successes Integrated business and infrastructure solutions strategy Product and solution component strategy PartnerWorld Industry Networks — Industry Optimized Recognizes Business Partners for their expertise in delivering industry specific business solutions and provides incremental marketing resources Business Continuity Specialty Recognizes IBM Business Partners who successfully develop and implement infrastructure solutions for SMB clients and provides additional marketing benefits Built on IBM Express Advantage Offerings Distinguishes and promotes IBM Business Partner mid-market solutions with additional go-to-market resources. Express Seller Helps accelerate sales of IBM product offerings to SMB clients via advertising and customizable materials Business Partners can use to generate leads.

39. END-TO-END SUPPORT FOR BUSINESS PARTNERS FOCUSED ON SMB Understand the market Industry Insights Infrastructure Solutions Insights Market and Industry Intelligence PartnerWorld University SMB College Competitive Advisor Educate and enable Know Your IBM Grow your Business IBM Software Express Buying and Selling guide PartnerWorld Industry Networks Virtual Innovation Center Sales and Technical Certifications Develop product or solution Solutions Builder Express Solutions Consultant Express Tool IBM Express Managed Services Tech Line IBM Innovation Center Generate awareness and leads Marketing Center IBM Campaign Designer ™ Lead Management Tool SMB Incentives Application Showcase Sales Plays Dashboards Team and win deals SMB Teaming Toolkit Express Seller Toolkit Partner Plan Business Partner Connections Attach Connector Publicize successes Global Solutions Directory Built on IBM Express Offerings Client Reference Submission Advantage in Action Forward View

50. THE MID-MARKET CUSTOMER EXPERIENCE: CREATING THE CONDITIONS FOR GROWTH Back

53. APPENDIX Back

56. MARKET SAVINGS THROUGH CAMPAIGN DESIGNER INTEGRATED MARKETING TOOLS Campaign Designer makes it easy to bring your solutions to market, with a comprehensive set of tools and assistance from IBM. With Campaign Designer, you have access to everything you need to do marketing with IBM, from funding to lead generation to planning, and much more. Campaign Designer components Learn more about Campaign Designer Typical Demand Gen Costs to Market IN HOUSE IBM Creative development US$900 US$0 Copy development 500 0 Image development 3,000 0 Graphic design 600 0 Printing 1,000 0 TOTAL US$7,000 US$0 Marketing intelligence and planning Leads and opportunities Marketing training Marketing vendors IBM current campaigns IBM magazines Co-marketing funding Campaign components Campaign tools, playbooks and kits Back