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® Tivoli Storage Manager (TSM) April Solution Prospecting Seminar Michael Gunzelmann April 11, 2007 ® Tivoli Storage Manager (TSM) April Solution Prospecting Seminar Michael Gunzelmann April 11, 2007 Partner Smart. ™ Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 000000_1

IBM’s Point of View: Business Continuity is the MOST Critical IT Strategy Trigger Questio IBM’s Point of View: Business Continuity is the MOST Critical IT Strategy Trigger Questio n: Which three of the following statements best describe the most critical IT TRIGGERS driving your IT infrastructure and IT management software strategies? 40% Disruptions to Critical IT Services 61% Business Continuity / Security Requirements 53% 59% 43% Strategic IT “Triggers” Business Application Availability / Performance 53% 40% IT Ops & Support Too Expensive 40% Improve Internal IT Staff Productivity 30% 29% 18% Integrate New IT Resources form M&A 20% 22% Pressure to Outsource to Third Party Source: IT Infrastructure and IT Management, North American Adoption, Drivers and Triggers Survey IT Infrastructure Strategy 35% High IT Cap Investment Requirements Other IT Management Strategy 34% 17% 8% 4% 0% 10% 20% 30% 40% 50% 60% 70% Percentage Based on Actual Respondent Count Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 000000_2

Why Sell TSM? Storage-related expenditures as a % of IT budgets 25 20 Percentage Why Sell TSM? Storage-related expenditures as a % of IT budgets 25 20 Percentage (%) =Volume of Data and Rising Storage Costs Storage-related expenditures 15 =Variety of Information and Its Effective 10 70% of 2005 CIO Customers budget is labor Employees Transactions Use 5 Source: IBM Commissioned IDC Study 1 Q 05 =Velocity of Change and Its Effect on Labor Costs Partners Products Organizations Financials 0 1996 2002 2007 Web E-mails content Databases Reports Media Documents Discuss with customers to identify pains Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 000000_3 ® 3

Tivoli Storage Manager (TSM) SAN Integrated Solution Console E-Mail TSM for SAN ERP TSM Tivoli Storage Manager (TSM) SAN Integrated Solution Console E-Mail TSM for SAN ERP TSM for Mail TSM File Backup & Restore Databas es TSM for Database TSM for ERP Apps 7 x 24 Services WAS HSM TSM for Copy Services TSM for Application Servers HSM for Windows Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 000000_4 ® 4

Features that set TSM Apart 1. A better backup method – – “Full” nightly Features that set TSM Apart 1. A better backup method – – “Full” nightly backups are not required Just backup the changed data (Progressive Backup) TSM creates a “full” backup from the “changed” data Dramatically reduces backup times Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 000000_5 ® 5

Features that set TSM Apart con’t 2. Disk and tape are a single resource Features that set TSM Apart con’t 2. Disk and tape are a single resource – Data is written to disk, automatically overflows to tape – No extra work to: w Copy data to tape w Delete original data on disk – Flexible w Can choose to use only disk w Only tape w A combination of both Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 000000_6 ® 6

Features that set TSM Apart con’t 3. Faster Restores – – Designed to minimize Features that set TSM Apart con’t 3. Faster Restores – – Designed to minimize restore times Features that simplify disaster recovery Bare Metal Recovery (Christie) Customizable to fit any customer’s restore needs Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 000000_7 ® 7

Features that set TSM Apart con’t 4. Inherently secure data – – Tapes alone Features that set TSM Apart con’t 4. Inherently secure data – – Tapes alone do not reveal the data Must have tapes and the TSM database to read data Can also be encrypted (56 or 128 bit) Automatically recycles media to insure data reliability Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 000000_8 ® 8

TSM Elevator Pitch =Are your Disaster Recovery Plans current? =Are your data retention policies TSM Elevator Pitch =Are your Disaster Recovery Plans current? =Are your data retention policies meeting your current business requirements? =Are you consistently meeting your backup windows? =Are you following “best practices” in your data management policies? Who to Target: Database Admins, IT Managers, System Architects One liner: IBM Tivoli has a solution for backup and retrieval of critical data to comply with corporate and government regulations and to ensure business continuity in the event of natural disasters or human error. Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 000000_9 ® 9

The Play for TSM (Std & Ext) What is it? TSM – Provide automated, The Play for TSM (Std & Ext) What is it? TSM – Provide automated, scaleable data protection through backup, archive, space management and bare-metal restore. What does it cost? TSM Extended - $640/100 VU’s TSM (Standard) - $360/100 VU’s Avg. deal size is $10, 000 in software revenue Successful sales cycle averages 2 months Target Audience Upper SMB customers with heterogeneous IT environments Mid-Market customers with basic data storage needs Partner Profile & Qualifications: Existing Storage partners Resellers with Database experience Regional / local VARs Partners focused in regulated accounts (Healthcare, Finance, Government etc. ) Competency in backup and recovery solutions Who are the key competitors? EMC, Comm. Vault, Symantec, HP, CA Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 000000_10 ® 10

The Play for TSM Express What is it? TSM Express – Provide an easy The Play for TSM Express What is it? TSM Express – Provide an easy to use and cost effective data protection tool for SMB Windows users. Disk based backups with automated offsite tape functions. What does it cost? TSM Express - $201/100 VU’s Target Audience SMB customers with 5 – 20 Windows servers without an easy-to-use, small footprint, backup solution Businesses that store critical data but maintain small IT departments Partner Profile & Qualifications: Existing Storage partners Resellers with Database experience Regional / local VARs Avg. deal size is $1000 in software revenue Competency in backup and recovery solutions Successful sales cycle averages 2 months Who are the key competitors? Symantec, HP, CA, Yosemite Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 000000_11 ® 11

Why Clients should buy TSM Complete data recovery and management = Backup, restore & Why Clients should buy TSM Complete data recovery and management = Backup, restore & archive data = Built on superior relational database technology = Database and application protection = Hierarchical Space Management = Bare Metal Recovery (Christie) Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 000000_12 ® 12

Why Partners should sell TSM Good Revenue Opportunity = Storage is an ever increasing Why Partners should sell TSM Good Revenue Opportunity = Storage is an ever increasing requirement for policy and regulatory compliance = Relatively inexpensive solution with strong services opportunities. = Storage is a fundamental requirement for businesses – allowing the opportunity to up-sell and cross-sell additional solutions. ie security and monitoring. (get your foot in the door) Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 000000_13 ® 13

Backup: Client Pain Points =Shrinking backup windows =Media reliability and integrity issues – Unrecoverable Backup: Client Pain Points =Shrinking backup windows =Media reliability and integrity issues – Unrecoverable data on tape media – Unable to identify offsite media for restores =Too many backup applications – One solution for Windows environments – Separate one for Linux =Need for a cost effective DR strategy Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 000000_14 ® 14

Value Statement for TSM =Drastically reduces backup windows =Media reliability and integrity issues – Value Statement for TSM =Drastically reduces backup windows =Media reliability and integrity issues – Constant verification identifies tape errors – Offsite media indexed for quick access =A single end to end backup solution – AIX, HP-UX, Linux, Solaris or Windows =Cost Effective Disaster Recovery – – – Existing tape resources also used for DR Less expensive and complicated than other solutions Fully automated DR process Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 000000_15 ® 15

TSM Opportunity: WAS Customers =Web. Sphere Application Server (WAS) – Runs mission critical applications TSM Opportunity: WAS Customers =Web. Sphere Application Server (WAS) – Runs mission critical applications – Investment in application development (. ear/. war files) =TSM for Application Servers – – – Backs up. ear and. war files while open Competition uses less reliable open file technology Complete DR support for your WAS environment Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 000000_16 ® 16

TSM Up Sell Opportunities =TSM for Databases – – – Oracle MS SQL Free TSM Up Sell Opportunities =TSM for Databases – – – Oracle MS SQL Free for DB 2 and Informix v 10 =TSM for Mail – MS Exchange – Lotus Domino =Tivoli Storage Manager HSM for Windows =TSM for Enterprise Resource Planning (ERP) =TSM for System Backup and Recovery (Sysback) Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 000000_17 ® 17

Opportunity Identification – Q’s =If you have a disaster, how long will it take Opportunity Identification – Q’s =If you have a disaster, how long will it take you to recover? =Would your IT staff benefit from a more efficient and effective backup solution? =When was the last time you performed a test recovery? Did it work? ? =Are you having problems getting enough time to complete backup operations? =Do you have data security concerns and/or regulations to meet? Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 000000_18 ® 18

Target Audience =Cross industry appeal, sweet spots: – Banking, finance, life sciences, and insurance Target Audience =Cross industry appeal, sweet spots: – Banking, finance, life sciences, and insurance = Industries where: – Data is a critical asset – Data retention regulations apply =Accounts with: – – More than a dozen servers More than 100 workstations, desktops or laptops At least two different operating systems 24 x 365 uptime needs Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 000000_19 ® 19

TSM: Pricing and Packaging =Three versions – TSM Express w Entry level, Windows only TSM: Pricing and Packaging =Three versions – TSM Express w Entry level, Windows only (2003, XP, Exchange & MS SQL) – TSM (Standard) w Limited to a 3 drive library with up to 40 tape cartridges w Includes open file support, data encryption, mgmt console w Options ($$) § § Mail (Exchange & Domino) Database (MS SQL & Oracle but DB 2 & Informix are free) ERP (SAP & my. SAP) HSM (Windows) or Space Management (UNIX) Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 000000_20 ® 20

TSM: Pricing and Packaging con’t =Three versions con’t – TSM Extended w Unlimited library TSM: Pricing and Packaging con’t =Three versions con’t – TSM Extended w Unlimited library capabilities w Included features § Automated DR planning module, Library sharing, NDMP (Net. App) support w Options ($$) § § § Mail (Exchange & Domino) Database (MS SQL & Oracle but DB 2 & Informix are free) ERP (SAP & my. SAP) HSM (Windows) or Space Management (UNIX) TSM for SANs Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 000000_21 ® 21

TSM: Pricing and Packaging con’t =All versions licensed by Value Units (VU) – – TSM: Pricing and Packaging con’t =All versions licensed by Value Units (VU) – – Single or dual core Intel CPU equals 100 VU Quad core Intel requires 200 VU All other processors vary (30 to 100 VU per core) Online calculator is available at: https: //www-112. ibm. com/software/howtobuy/passportadvantage/ valueunitcalculator/vucalc. wss? jade. Action=GUIDE_TREE#achor =List price per 100 VU – TSM Express = $201 w w w TSM Express for MS SQL = $412 TSM Express For Exchange = $412 TSM Workstation client = Free Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 000000_22 ® 22

TSM: Pricing and Packaging con’t =List price per 100 VU con’t – – – TSM: Pricing and Packaging con’t =List price per 100 VU con’t – – – – TSM (Standard) = $356 TSM Extended = $639 TSM for Mail = $1260 TSM for Databases = $1260 TSM for Application Servers = $1260 TSM for SAN = $1260 TSM for Space Management = $1530 =TSM non-VU licenses – TSM Workstation license = $67 / node – TSM for HSM (Windows) = $1240 / TB Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 000000_23 ® 23

Sales & Marketing Enablement =Synchronicity Program – Incentive! Fully-funded, demand-gen campaign – Eligibility: Pass Sales & Marketing Enablement =Synchronicity Program – Incentive! Fully-funded, demand-gen campaign – Eligibility: Pass all 3 assessments w Software, hardware and Sales Assessment – Register at http: //knowledge. elementk. com w Questions? Contact Jennifer Willman at (800) 456 -6783 ext. 67109 =Agency Express End-User TSM Postcards – Postcards will be available in Q 2 =Outcall campaign program Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 000000_24 ® 24

TSM Opens the Vault TSM for Mail E-Mail TSM Common. Store E-Mail Archiving • TSM Opens the Vault TSM for Mail E-Mail TSM Common. Store E-Mail Archiving • Better mail performance • Regulation requirements • Litigation driven Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 000000_25 ® 25

TSM Opens the Vault TSM for Application Servers WAS TSM SOA! Systems Management • TSM Opens the Vault TSM for Application Servers WAS TSM SOA! Systems Management • Composite App Mgr • Tivoli Provision • Tivoli Config Mgr Integration • Portal • Enterprise Service Bus • Modeler Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 000000_26 ® 26

Useful Links =www. ibm. com/software – Plain language site – Outline the brands and Useful Links =www. ibm. com/software – Plain language site – Outline the brands and their focus =https: //www-304. ibm. com/jct 09002 c/partnerworld/ mem/support/trs_index_technical_refguide. html – Link for the latest version of the software cross sell guide – Covers all five brands Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 000000_27 ® 27

Growing your Revenue: Strategies =TSM Health Check – Service offering for partners to audit Growing your Revenue: Strategies =TSM Health Check – Service offering for partners to audit customer’s TSM environment – Uncover IBM Storage software and hardware opportunities – Sales cycle is very short – 25 to 60 days – you are not selling the customer TSM!!! – Suggested price: $10, 000, 5 -day engagement, partners set their own prices http: //www-306. ibm. com/software/tivoli/partners/ secure. jsp? tab=playbook&content=tsmhealthcheck Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 000000_28 ® 28

Growing your Revenue con’t =Review customer install base – Installs of Web. Sphere Application Growing your Revenue con’t =Review customer install base – Installs of Web. Sphere Application Server (WAS) – Other applications (databases, email, etc. ) =Look for the upsell to TSM and related options =Engage your resources to help with opportunities – – Ingram Micro TSE’s Volume License Desk Ingram Micro Market Development IBM resources (Darren Watts, [email protected] ibm. com) Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 000000_29 ® 29

Ingram Micro Resources: Technology Solutions Engineers (TSE) =Presales consultative/technical assistance that enables sales =Sales/technical Ingram Micro Resources: Technology Solutions Engineers (TSE) =Presales consultative/technical assistance that enables sales =Sales/technical training =Identify opportunities =Customer visits, conference calls, meetings, and events =Engineers available for storage, security, wireless, networking and IBM Software Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 000000_30 ® 30

Ingram Micro Resources: Market Dev & Licensing Support =Volume License Specialists (VLS) – Parts, Ingram Micro Resources: Market Dev & Licensing Support =Volume License Specialists (VLS) – Parts, Pricing, and Quotes – 800 -456 -6783 x 66043 =Market Development Specialists (MDS) – Get you started with IBM – Help you with IBM programs (VAP, SVI) that increase your margins =Market Development Manager (MDM) – Marketing assistance – Strategic initiatives and top-level issues Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 000000_31 ® 31

Ingram Micro Resources: IBM Software Market Development East West Central MDM – Cindy Ferron Ingram Micro Resources: IBM Software Market Development East West Central MDM – Cindy Ferron MDM – Kim Alexander MDM – Jim Coleman MDS – Jennifer Willman MDS – Raffaele Di. Prado MDM = Market Development Manager MDS = Market Development Specialist Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 000000_32 ® 32

® Partner Smart. ™ Confidential and proprietary information of Ingram Micro Inc. — Do ® Partner Smart. ™ Confidential and proprietary information of Ingram Micro Inc. — Do not distribute or duplicate without Ingram Micro's express written permission. 000000_33