Winning Together Driving Success David Cornick Vice President

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Winning Together, Driving Success David Cornick Vice President, Channels Northeast Europe

IBM BUSINESS PARTNER LEADERSHIP CONFERENCE What we’ll cover this morning § IBM’s growth strategy & you – Mike Rhodin § Growth in General Business – Marcelo Lema § Channel implications – David Cornick Followed by § Buffet lunch § Opening session of Leadership Conference © 2007 IBM Corporation

IBM’s Growth Strategy & You Mike Rhodin General Manager Northeast Europe

IBM BUSINESS PARTNER LEADERSHIP CONFERENCE Several years ago, we saw change coming Changes in Information Technology Changes in Client Needs Changes in World Markets A new computing architecture Integration and innovation The rising tide of globalization © 2007 IBM Corporation

IBM BUSINESS PARTNER LEADERSHIP CONFERENCE We made important strategic decisions 1. To focus on open technologies and high-value solutions 2. To deliver integration and innovation to clients 3. To become the premier Globally Integrated Enterprise © 2007 IBM Corporation

IBM BUSINESS PARTNER LEADERSHIP CONFERENCE We remixed our businesses IBM PRE-TAX INCOME 2003 Software 34% 2007 Hardware & Financing Software 25% 40% Services 41% Hardware & Financing 23% Services 37% © 2007 IBM Corporation

IBM BUSINESS PARTNER LEADERSHIP CONFERENCE Today IBM is a Higher-performing Enterprise Record Profit Record Earnings Per Share Margins (From continuing operations) GROSS PROFIT * PRETAX INCOME Source: IBM - *without Printer Gain © 2007 IBM Corporation

IBM BUSINESS PARTNER LEADERSHIP CONFERENCE Our new Long-term financial objectives 2010 Earnings per Share Roadmap 12%-15% CGR 11 Key Drivers § Revenue growth 18% 6. 06 7. 18 10 14%– 16% EPS CGR (2006 -2010) § Margin expansion § Share repurchases § Growth initiatives and future acquisitions § Productivity savings 06 07 08 09 10 © 2007 IBM Corporation

IBM BUSINESS PARTNER LEADERSHIP CONFERENCE We are able to invest in future sources of growth Primary Uses of Cash over the Past Five Years Reinvested $30 billion Acquisition and Capital Expenditures $83 Billion Returned to Shareholders $53 billion Share repurchases and Dividends …while continuing to invest in R&D – more than $29 billion over the past five years © 2007 IBM Corporation

Growth in General Business Marcelo Lema Vice President, General Business IBM North East Europe

IBM BUSINESS PARTNER LEADERSHIP CONFERENCE Agenda § General Business Market Opportunity § Coverage Model, Today and Tomorrow § Enhancing our Large Enterprise Model § Dedicated Mid-Market Focus § Partners are critical for General Business © 2007 IBM Corporation

IBM BUSINESS PARTNER LEADERSHIP CONFERENCE Medium Business is growing fastest, where solutions are key to growth 2008 General Business Opportunity $75 B, 5. 0% Yt. Y Growth Business and Infrastructure Solutions are 72% of mid-market spend (growing 8. 8% in 2008) $21 B Large Enterprise 35, 000 Ent Growth 4. 0% (1000+ employees) Business Solutions $21. 2 B (growing 8. 1%) Medium Business (100 – 999 employees) $31 B 500, 000 Enterprises Growth 5. 5% Small Business (1 -99 employees) $23 B* Millions of Enterprises Growth 5. 4% Other Point Products, Non-IBM Solutions $9. 9 B (declining yty) Source: GMV 1 H 08 GB organizational view @IBM Plan Rates (GBLE at 25% of total LE). SMV 2 H 07 Overlap Removed Served History @ Actual / Forecast @ Constant Currency *excludes SB non-maintenance services Infrastructure Solutions $4. 7 B, (growing 12. 1%) Source: SMV 2 H 07 © 2007 IBM Corporation

IBM BUSINESS PARTNER LEADERSHIP CONFERENCE Capture addressable market opportunity with Industry Ecosystems Specific Industy / country level: one example IT channel landscape Infrastructure Product Solution ISV How Hybrid product/ services SI Services Business Solution Healthcare Ecosystems in Switzerland Core BP Resale Technology Products § Clarity of IBM versus Partner landscape and market opportunity § Focus on key growth GB industies with commited resouces § Investment in focused marketing engine © 2007 IBM Corporation

IBM BUSINESS PARTNER LEADERSHIP CONFERENCE To drive growth in all segments, two distinct business models are defined Large Enterprise Characteristics § 1000+ employees § New IT spending at least $500 K e iv etit mp Co Focus § Complex infrastructure needs § High integration & software potential § Prefer FTF coverage (IBM / Partner) Mid-Market Primary Prospects Characteristics § Typically 100 -1, 000 employees § New external IT spend of $200 K+ § Solution focused – business & infrastructure § Look to local SI Partner as their integrator © 2007 IBM Corporation

IBM BUSINESS PARTNER LEADERSHIP CONFERENCE General Business Coverage Model, Today and Tomorrow 2007 2008 LEPF Focus TSR Primary Activation Prospects Critical Partner role * Focus Competitive i. TSR Primary i. TSR ive etit e tiv eti mp Activation i. TSR Mid-Market Co Primary i. TSR Competitive TSR mp Enterprise Large Enterprise Focus Co Competitive TSR Focus TSR Primary MMPF Mid-Market Prospects i. TSR OI: +38% MM TSR Prospects OO: +55% to +74% * Example: Business Partner STG pipeline as % of total STG pipeline - 2 Q 08 © 2007 IBM Corporation

IBM BUSINESS PARTNER LEADERSHIP CONFERENCE Three key plays to drive growth in GB in 2008 2 Accelerate growth in Emerging 1 Strengthen GB LE focus Countries (South Africa & Russia) erg ing Primary s Establish a dedicated MM model Tele, Partner & Marketing coverage mix Solution focused, Partner led OO trie un Co Mid-Market business model Em Establish a dedicated ive Focus etit mp 3 Co Grow Competitive Accounts Optimize Focus coverage on high value clients Activation Prospects (1)100% of Emerging Countries Overlays LE & MM Growth © 2007 IBM Corporation

IBM BUSINESS PARTNER LEADERSHIP CONFERENCE Growth Play #1: Accelerate Growth in Emerging Countries § Geography Expansion: – Tier 2 cities in Russia FY’ 08 Revenue Growth – Expansion South Africa § Industry Focus: Industryskilled, cross-brand teams § Triple Play: Expand GBS Midmarket play with ISVs § Express Advantage: Continue rollout including portfolio, local advertising, customer service Russia 29% South Africa 26% © 2007 IBM Corporation

IBM BUSINESS PARTNER LEADERSHIP CONFERENCE Growth Play #2: Driving Double Digit Growth in Large Enterprise Focus Accounts ive Focus etit mp Co 3822 accounts Competitive Territory Growth Drivers: § Improve common view of competitive accounts between GB and Brands (alignment) § Increase Seller focus § Increase industry specialization ive etit mp Co Focus 9577 accounts Focus Segment Growth Drivers: § Fewer Accounts / Territory Sales Rep § Solutions-oriented client focus § Increase Seller focus § Increase industry specialization § Industry aligned Territories & TSR Industry Specialization § Stronger services and solution selling skills © 2007 IBM Corporation

IBM BUSINESS PARTNER LEADERSHIP CONFERENCE Growth Play #3: Dedicated Mid-Market Model Primary Accounts Primary 20, 044 accounts Prospects Primary Prospects Territory 120, 000 prospects Primary Segment Growth Drivers: § Differentiated buying behaviour § Role of SI and RSI § Improve Partner Coverage § Leverage alignment of Brand HC in 2008 § Improve our lead creation & passing process § Increase industry & solution specialization Prospects Territory Growth Drivers: § Leverage the Midmarket Program Framework § Improve infrastructure and point product offerings engine through the Integrated Volume teams § Leverage Express Advantage announcements & Midmarket offerings § Improve our channel capacity in the Midmarket § Increase Pi. TSR productivity © 2007 IBM Corporation

IBM BUSINESS PARTNER LEADERSHIP CONFERENCE Decision Point Product Infrastructure Solution 360 o Execution Business Solution Interactive Audience CEO / CFO 1. Business Solutions Events 3. In C sta om ll p LOB CIO / IT IT Buyer 2. Infrastructure Solutions MM Customers Direct Mail Partner Co-Mkg PR 5. Volume Concierge BP / Influencers Outbound Telemarketing Loyalty 4. IBM EXPRESS ADVANTAGE Mid-Market Framework Investment to Drive Demand 6. Market to BPs & Influencers Enablement & Communications § Express Advantage delivers Mid-Market Value Proposition § Fully drive 360 Marketing Approach (advertising in select cities) § 40% yty increase in win revenue § Customized Web Portals for channel enablement § Partner Co-marketing § Mid-Market Sales plays aligned © 2007 IBM Corporation

IBM BUSINESS PARTNER LEADERSHIP CONFERENCE NEON Sales Plays the essential guide for Partners Essential guide to key § Country specific sales priorities and messages § Individual products and solutions Sales Plays § Partner programs and tools § Product sales programs and incentive Key Partner programs & tools Products Sales & Incentive Solutions Sales Plays © 2007 IBM Corporation

IBM BUSINESS PARTNER LEADERSHIP CONFERENCE Territory Business & Quarterly Planning Territory Business Plan Quarterly Action plan Account Plans Education Calls Quarterly Action plan Wk -8/-6 Education Calls Update TBP Wk -8/-6 Quarterly Action plan Wk -8/-6 § § Sales Play Brand Recipes Performance Workshops Wk -8/-6 Sales Play Brand Recipes Performance Workshops Jan Education Calls Performance Workshops Apr July Dec Oct Earlier recognition of opportunity, execution and performance gaps Improved alignment of extended Territory Team under TM leadership Leverage of core assets by Territories (e. g. Brand Recipes, Neon Sales plays) Actions driven at Territory level (rather than IOT/IMT top down) © 2007 IBM Corporation

IBM BUSINESS PARTNER LEADERSHIP CONFERENCE Partners are critical for General Business 1. Enhance your business performance 2. Boost your profitability with programs 3. Generate more leads 4. Increase your sales In collaboration with Business Partners 5. Grow revenue through new partnerships 6. Partner Program that supports your success © 2007 IBM Corporation

Channel Implications David Cornick Vice President, Channels Northeast Europe

IBM BUSINESS PARTNER LEADERSHIP CONFERENCE The trends seen in the wider market are changing the dynamics of the indirect channel Buyer behaviour Changing business models Consolidation Competition Source : IDC, Canalys, IBM MI © 2007 IBM Corporation

IBM BUSINESS PARTNER LEADERSHIP CONFERENCE Confidence remains high - despite negative messages from some quarters In revenue terms, how do you think your business will perform this quarter (January to March) compared with the same quarter one year ago? 24% Up by 20% or more 21% Up 10– 19% 36% Up by less than 10% No growth 12% 3% Down by less than 10% 2% Down by 10– 19% 81% Overall neutral: 12% Overall negative: 2% Overall positive: 7% Down by 20% or more Source: Canalys EMEA Converged Channel Panel, April 2008 (101 respondents) © canalys. com ltd © 2007 IBM Corporation

IBM BUSINESS PARTNER LEADERSHIP CONFERENCE The IBM Portfolio via the channel continues to evolve with increased Software and Services contribution 54% 66% General Business continues to be ~50% of channels business 25% 21% 13% 51% 49% 53% 47% © 2007 IBM Corporation

IBM BUSINESS PARTNER LEADERSHIP CONFERENCE Our Channel Strategy § Grow faster than the market & gain share § Increase revenue & share in General Business especially in mid-market § Build effective & expanded ecosystems with our partners for mutual growth & enhanced coverage § Continue the focus on making IBM easier to do business with © 2007 IBM Corporation

IBM BUSINESS PARTNER LEADERSHIP CONFERENCE A segmented approach to growth Segment Team Enable Invest § Market segmentation and buying behaviour – Integrated Accounts – Aligned Accounts – General Business and Mid-market Accounts – Emerging Markets § Partner Segmentation & Solution Plays – CSI – ISVs – Volume Products © 2007 IBM Corporation

IBM BUSINESS PARTNER LEADERSHIP CONFERENCE Teaming across a broader spectrum Segment Team Enable Invest § Ecosystem development through – Building value nets at industry & territory level – Enabling partners to expand reach & coverage – Working closer with all players: CSIs, ISVs, VARs, SPs § Creating opportunity for our partners in the market through – Industry segmentation & focus – Co-marketing investments – Lead Passing – quicker passing to right partner first time – Go To Market (GTM) clarity © 2007 IBM Corporation

IBM BUSINESS PARTNER LEADERSHIP CONFERENCE Partner. World Value Net Connections – An integrated approach to building client solutions Segment Team Enable Invest § Partner matching Extensive profiling identifies complementary Partners based on skills & business objectives § Solution design & joint-business planning support Assistance with planning & facilitation of solution design § Go-to-market execution Provides support for channel development & demand generation activities © 2007 IBM Corporation

IBM BUSINESS PARTNER LEADERSHIP CONFERENCE GTM clarity around how clients buy Segment Team Enable Invest Further Segmentation of our client sets Value For Money Trusted Technology Supplier Core Customers (Top 200, Where incumbent Reseller IBM or IBM and/or ISV, “Be Bold” & “Do More”) in place then Reseller Integrator (CSI/RSI) leads, leads with IBM assistance Reseller assists with technical and logistics support Non Core Customers (Optimise) Non Core Customers (Examine) LE Customers in BS Mid Market Partnership Player IBM or IBM and/or ISV, Integrator (CSI/RSI) leads, if customer requests then Reseller assists with technical and logistics support ISV and/or Integrator (CSI/RSI) leads, Reseller and /or IBM assists Reseller leads, IBM may OI but Reseller should manage in “destacked” manner Reseller leads, IBM may assist if significant winback opportunity Reseller to lead and/or ISV, Integrator (CSI/RSI), IBM assistance if significant opp Reseller leads, IBM may OI but Reseller should manage in “destacked” manner IBM or Reseller leads with ISV and/or Integrator(CSI/RSI) ISV and/or Integrator (CSI/RSI) leads, IBM assists if significant opp Reseller leads with ISV and/or Integrator (RSI) Limited engagement – Mkt development IBM/Reseller/ISV/Integrator in Saa. S and x. SP markets ISV and/or Integrator (CSI/RSI) leads with Reseller (CSI/RSI) leads, IBM assists if assistance, IBM assistance if significant opp © 2007 IBM Corporation

IBM BUSINESS PARTNER LEADERSHIP CONFERENCE Investment in assets & solutions as part of corporate strategy to drive value into our clients Segment Team Enable Invest § Software & Services acquisitions provide enhanced opportunity for growth – SWG selectively acquire to extend & enhance portfolio – GTS acquisitions & investments enable growth through preconfigured, differentiated products that leverage assets & utilize proprietary IP § STG announcing an evolutionary new model for Efficient Enterprise IT Delivery Addressing a Changing Landscape – NEDC to drive infrastructure transformation – New platform announcements in Mainframe, Power and Modular © 2007 IBM Corporation

IBM BUSINESS PARTNER LEADERSHIP CONFERENCE Acquisitions Added to Enhance the Solutions Segment Team Enable Invest Aptrix Pure. Edge Bowstreet *Web. Dialogs *Net Integration Tech Lotus Rational Information Management Web. Sphere Informix Ascential Tarian DWL Cross. Access i. Phrase Green Pastures Trigo LAS Alphablox Unicorn Venetica File. Net *Data. Mirror SRD *Princeton Softech *Solid Information Tech *Cognos Cross. Worlds Holosofx Gluecode Data. Power Webify *Apt. Soft Tivoli Rational Information Labs System. Corp Build. Forge *Watchfire *Telelogic AB Metamerge Trelli. Soft Access 360 Think Dynamics Candle Cyanea Systems Isogon Collation CIMS Labs Ubiquity Micromuse Rembo MRO *Vallent *Consul Note: Acquisitions since Jan 2001; * 2007/2008 Acquisitions © 2007 IBM Corporation

IBM BUSINESS PARTNER LEADERSHIP CONFERENCE New asset based packaged offerings for the BP channel – Business Continuity, Security, Migration Segment Team Enable Invest Examples 2006 -2008 ISS Integrated solutions Data Migration & Softek Remote Data Protection Selective out-tasking Recovery Express ISS Standardized offerings Recovery Express ISS Data Migration &Softek Remote Data Protection Recovery Express ISS Data Migration & Softek Remote Data Protection Global delivery Asset-based models © 2007 IBM Corporation

IBM BUSINESS PARTNER LEADERSHIP CONFERENCE New Enterprise Data Center Segment Team Enable Invest An Evolutionary New Model for Efficient Enterprise IT Delivery Addressing a Changing Landscape § End-to-end virtualization that delivers new economics, high utilization & energy efficiency § Service management technologies that deliver control & flexible deployment of infrastructure § Dynamic scheduling and provisioning based on business priorities © 2007 IBM Corporation

IBM BUSINESS PARTNER LEADERSHIP CONFERENCE Enablement – continue to enhance our end to end capability Segment Team Enable Invest § Significant Projects underway in many areas – Distribution - enablement & delivery of Pan-EMEA Multicountry capability – Process - continued focus on end-to-end experience in order to drive simplification & improve business management – Earnings – redesign incentive structure to provide predictable earnings, enable growth & investment by/with our partners © 2007 IBM Corporation

IBM BUSINESS PARTNER LEADERSHIP CONFERENCE 2007 Distribution landscape – NE IOT (excluding CEMAAS) Segment Team Enable Invest Nordic 15 Germany 7 UKISA 10 Austria & Switzerland 10 42 Distribution Centers © 2007 IBM Corporation

IBM BUSINESS PARTNER LEADERSHIP CONFERENCE 2008/9 Distribution landscape post Multi-Country distribution (hardware) Segment Team Enable Invest Nordic 0 -2 Germany 2 -4 UKISA 1 -3 Belgium 1 -2 Central Europe 1 -3 Austria & Switzerland 0 -1 5 -12 Distribution Centers location independent © 2007 IBM Corporation

IBM BUSINESS PARTNER LEADERSHIP CONFERENCE Program objectives focus on margin enhancement, investment and continued drive for simplification Driving Up Profit “Pay for Contribution” Expanding The Business “Investment” Driving Efficiency “Simplification” © 2007 IBM Corporation

IBM BUSINESS PARTNER LEADERSHIP CONFERENCE Driving up Profit Segment Team Enable Invest § Enhanced opportunity to earn as we jointly grow the business – Additional incentives for new clients, winbacks, solutions, portfolio attachment & penetration into mid-market – More selectivity in bid process focussed at retaining margin – Selling the IBM portfolio to drive incremental margin – Significant investment in autonomous and low touch business – Reduction in payment & claim cycle times – Supported by investment dollars, targeted marketing programmes, common tools, reduced number of targets & enhanced end-to-end management © 2007 IBM Corporation

IBM BUSINESS PARTNER LEADERSHIP CONFERENCE Our mutual success depends on… Segment Team Enable Invest § Jointly delivering on the strategy § Build closer relationships & drive incremental business § Deliver value to our customers § Effective enablement © 2007 IBM Corporation

IBM BUSINESS PARTNER LEADERSHIP CONFERENCE Business Partner Excellence Award § Annual award § Nominations made by local IBM teams § Judged on specific criteria – Innovation – IBM affinity – Effective teaming – Solutions focus – Brand coverage – Business growth © 2007 IBM Corporation