IBM is investing in the development and enablement of ecosystem partners (ISV’s, SI’s, MSP’s).

1. A partner Ecosystem That Brings Value To Clients
Marawan Megawer
VP Global Business Partners Middle East & Africa
UBGroup Cloud Event
May 19th

2. © 2015 IBM Corporation
ONE IBM Channel Team – Dedicated to Business Partner Growth
One Channel Team Consolidates Business Partners with Hardware & Software channel
resources to accelerate ecosystem shift and recruitment
One Strategy Accelerates Business Partner transformation to higher value
One Coverage Model Reduces overlaps and dedicating resources on recruitment
One Management System Assesses progress on capacity and capabilities
One Marketing Team Leverages strengths and improves consistencies across
hardware and software
Growth Focus
Improved solutions
capabilities and Enterprise
engagement
Drive more simplicity
Reduced cross brand
duplication, clear channel
team roles, improved
transaction management
Enhance Synergies
Improved consistency in
marketing, programs and
Incentives
One Channel..One Mission
5/19/20152

3. © 2015 IBM Corporation
BLUE CORE
STRATEGIC
Accommodate
Size of business with IBM
LevelofCAMSSfocus&skills
Transform
& Grow
High
Focus
GROWTH
OPPORTUNISTIC
Recruit, Activate
& Grow
Segmentation to determine what actions to take
Strategic Integrate complex solutions built
on IBM technology to address clients’
critical agendas
Blue Core Leverage infrastructure expertise while
building skills and gaining experience in
strategic growth areas like Cloud and
Analytics
Growth Attract new Business Partners to our
platforms and expand reach to new clients
and solutions
Opportunistic Rapidly respond to clients’ technology and
infrastructure requirements
Addressing diverse MEA market needs with solution centric approach
by fostering a value BP channel to capture growth
5/19/20153

4. © 2015 IBM Corporation 4
Our BPs network contributes to
40% of total IBM MEA
revenue
67 countries with
local presence in 28
+200 enablement sessions
and 51% growth in product
certifications
$4.5M Co-marketing investment
in 2014 to drive the execution of
260 campaigns in MEA
ETHIOPIA
CENTRAL
AFRICAN REPUBLIC
GABON
BURUNDIBURUNDI
ETHIOPIA
BURUNDI
EGYPT
LIBYA
NIGERMAURITANIA
MALI
CHAD
ANGOLA
SOUTH
AFRICA
BOTSWANA
GUINEA
TANZANIA
BURKINA
ZAMBIA
ZIMBABWE
EGYPT
LIBYA
NAMIBIA
Iran
SYRIA
Egypt
1205 Business Partners in
MEA contributed to 7% of our
growth
A Strong Partner Ecosystem Built For Growth…
2014 In Numbers
5/19/2015

5. © 2015 IBM Corporation
IBM is investing in the development of its Ecosystem
IBM is investing in the development and enablement of ecosystem partners (ISV’s, SI’s, MSP’s)
to add value to our joint customers
Examples of IBM Investments
 Funding for customer briefing events
 Technical Enablement
 Lab Services
 ISV Porting Support
 PoC / Demo Infrastructure
 Access to IBM CAMSS Experts
 Support in designing reference architectures
 Optimization/tuning/benchmarking of joint solutions
 Assessments to generate TCO/ROI for customers
5/19/20155

6. © 2015 IBM Corporation
IBM MEA Investments for Channel & Clients
Syria
Jordan
Afghanistan
Pakistan
Iraq
Kuwait
Qatar
Yemen
Iran
Egypt
Libya
Algeria
Morocco
Mali
South Africa
Namibia
Botswana
Zimbabwe
Mozambique
Madagascar
Mauritius
Seychelles
Comoros
Tanzania
Kenya
SomaliaEthiopia
Angola
Zambia
Chad
North Sudan
South
Sudan
Nigeria
Ghana
Western
Sahara
Mauritania
Senegal
Guinea
Sierra Leone
Liberia
Cote
Divoire
Togo
Benin
Burkina
Faso
Niger
Tunisia
CAR
Cameroon
Equatorial
GuineaGabonCongo
DRC
Uganda
Rwanda
Burundi
Malawi
Eritrea
Djibouti
Saudi Arabia
Swaziland
Lesotho
Riyadh
Abuja
Lebanon
Jordan
The Gambia
Guinea
Bissau
Abu
Dhabi
Syria
Turkey
6 Innovation Centres
• ISV Porting Support
• POC Demo Infrastructure
• ROI / TCO Assessment
Local Access to Lab Services
in 12 countries
Planned network ‘point of
presence’ in Dubai (2016)
Local country cloud initiative
launched - 10 countries over 3
years
5/19/20156

7. © 2015 IBM Corporation
Thank You
5/19/20157