Tivoli Business Partner Guide Value Propositions Click here

Tivoli Business Partner Guide Value Propositions Click here for Table of Contents 1 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation

Market opportunity Did You Know? § 5000+ Tivoli partners worldwide § >30% of all Tivoli sales are through our Business Partners § >50% of Tivoli storage sales are through our Business Partners § >67% of our General Business sales are through Business Partners § Overall Tivoli market opportunity in 2015 should be over $35 B Total market opportunity over $35 B by 2015 Source: IBM Internal. Amounts reflect IBM internal estimates, are provided for illustrative purposes only and are not meant to represent or guarantee opportunity in any business segment. Click here for Table of Contents 2 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation

Faster Delivery Market opportunity 90% Mastering technology is the key to rethinking IT and reinventing business view cloud as critical to their plans* Improved Reach 1 Billion Smartphones and 1. 2 billion mobile employees by 2014* Responsive Operations Factors impacting organizations: 1. Technology factors 2. People skills 3. Market factors 4. Macro-economic factors 5. Regulatory concerns 6. Globalization 7. Socio-economic factors 20 B+ Intelligent business assets* New Insights 2. 7 ZB of digital content in 2012, a 50% increase from 2011* 8. Environmental issues 9. Geopolitical factors 3 * Data sources noted in speaker notes Click here for Table of Contents This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation

Portfolio Overview IBM is helping organizations embrace bold strategies to Rethink IT, and Reinvent Business services, processes, and relationships… Optimize with Cloud Extend to Mobile Devices Speeding service delivery from 45 days to 20 minutes Increasing sales with new promotions from 15% to 75% Source: Tivoli Client Reference Database, various client references 4 Deploy Smarter Physical Infrastructures Recognizing & repairing over 50% of issues before operations impact Protect & Manage Data Reducing the time it takes to backup critical data by 80% Click here for Table of Contents This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation

Portfolio Overview IBM’s integrated service delivery & management platform offers the proven capabilities and best practices needed for success. Optimize with Cloud Extend to Mobile Devices Protect & Manage Data Deploy Smarter Physical Infrastructures Service Delivery & Management Capabilities 5 Click here for Table of Contents This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation

Value Propositions - Tivoli ENABLE ENGAGE EARN § Best Service Delivery Products § Skills: Tivoli Virtual Sales Academy § Comprehensive Sales Plays § Access to Experts: Tivoli Accreditation § Increased Lead Passing: LPDE, PAS, NLLB § Small Deals and Cost Buster solutions § More Incentives - SVI § Multiple Options - SVP § Simplified Processes § Leverage IBM Aircover – POE § Plays for Your Success info boom Purchased by IBM CNBC Sponsored by IBM Created by Fans Linked in § Tools to Grow Your Business facebook § Web Marketing twitter You Tube Click here for Table of Contents 6 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation

Reference Winning isn't everything, it is the only thing! Reference slide STORServer At Bellin Health Front-safe at al dente IBM products and Sales Support, STORServer’s Channel Sales Organization and Meridian IT, the IBM and STORServer business partner engaged in a sales effort to solve a customer data protection problem at Bellin Health. The leading provider of business critical software for the dentist market in Denmark. Secure the dentist IT infrastructure with TSM Cloud Backup. § § STORServer Channel Management STORServer’s IBM ASL representatives Tivoli Brand folks Meridian IT Reseller Challenge: Bellin Health was facing a data management problem not unlike many health care providers are experiencing. Rapid growth in data was starting to tax the current infrastructure, including their old Backup. Exec system. Objective: To replace a legacy system tied to the facility’s old electronic medical record system. Solution: STORServer Backup Appliance Challenge: Administration of a large number of small customers who easily absorb all available resources at al dente. Solution: TSM deliver a high quality and very stable technical platform for protecting data and this platform demands very little daily support from al dente. The Frontsafe TSM Portal on top of this solution makes the client side deployment and administration a very easy task and allow al dente to install and support the client backup remotely and also automate everything around billing. Competitive advantage: No other competitors are able to deliver a strong enterprise solution as TSM into our market of small dentist customers. Click here for Table of Contents 7 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation

Partner Profile Tivoli Business Partner Profile of traditional Reseller Profile of high volume Reseller § Value driven, implementationoriented; offers value added expertise, including: § Velocity driven, transaction-oriented – Education – Services (cloud, installation, configuration, migration, etc) – Offerings Built on Tivoli (cloud, automation, asset management, security, storage) § Manage complex project engagements well, including competitive take-out situations § Run Co-marketing engagements to generate opportunities § Engages with IBM Marketing activities § Focuses on the midmarket ready offerings and other Tivoli offerings identified as key drivers for small deals § Generate leads by prospecting new customers § Strives to maintain digital marketing tactics § Takes advantage of IBM’s Comarketing and conference benefits to generate opportunities § Leverages IBM Marketing resources § Understands lead competitors: EMC, CA, HP, etc. Click here for Table of Contents 8 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation

Resources 5 Quick Steps to Get Started Join Partner. World to become an IBM Business Partner, then… 1 2 3 4 5 Visit the Tivoli Partner. World Site to access Business Partner sales and marketing tools and materials and training Complete your Tivoli Business Partner profile Plan to maximize your profitability & your team’s education path by reviewing the Software Value Plus (SVP) & Software Value Incentive (SVI) criteria & product categories. Educate your Sales and Delivery Teams & become SVP Authorized to resell Tivoli through Training & Certification. Develop a Marketing plan and take advantage of IBM’s programs and drive demand with IBM Co-Marketing Click here for Table of Contents 9 This document is for IBM and IBM Business Partner use only. It is not intended for client distribution or use with clients. © 2012 IBM Corporation