IBM Channel Enablement Speed Sheet SOFTWARE Manager Channel

IBM Channel Enablement Speed Sheet – SOFTWARE Manager, Channel Marketing: Martha Tacy Channel Marketing Manager: Kelley Stoy Sales Executive: Bob Finnecy Date: 01/14/10 TOP ACTIONS Name Description Date Announce New! 2010 IBM Software Business Partner Kick-off Virtual Event Delivering Value in the New Decade – We will celebrate the kickoff of the Software Value Plus (SVP) implementation, and highlight several key announcements. Host: Sandy Carter, VP, IBM Software Channels 01/25/10 11 am et Register New! Announcing. . . the NEW IBM Support Portal As part of the IBM CIO transformation initiative IBM has developed a best in class online technical Support Portal that helps differentiates IBM products in the marketplace and is a no charge value add to our clients and business partners. Ongoing Click Here New! 1 Q Software Channel marketing/sales play call REPLAY A call for our Business Partners to review the key software marketing and sales plays and focus areas. Learn about the plays that can be leveraged to ensure a successful quarter and gain a competitive advantage in the marketplace. All software brands will be presented. Held 01/13/10 Replay BUSINESS PARTNER INCENTIVES IBM Portal Now Business Partner incentive Eligible Business Partners attending an eligible Getting Started with Web. Sphere Portal Now 2 -day training course, and sell to an End User, selected eligible new IBM Web. Sphere Portal Express, Server, Enable and/or Extend software license(s), and/or selected eligible new IBM Web. Sphere Content Management license(s), can receive US$5, 000. Ongoing 509 -537 IBM System Storage and Tivoli Information Infrastructure Business Partner sales incentive Eligible IBM Business Partners can receive an incentive payment if their End User acquires a solution that includes a qualifying new IBM storage product and one or more eligible new Tivoli storage software licenses. Ongoing 508 -621 END-USER PROMOTIONS New! IBM Rational Quality Management Portfolio Competitive Trade Up discount promotion For a limited time, the commercial Passport Advantage RSVP and Passport Advantage Express SRP for selected eligible Rational Quality Management portfolio competitive trade-up licenses will be reduced by 33%. 06/30/10 310 -103 510 -109 IBM Web. Sphere e-Learning Self. Paced Virtual class promo For a limited time, End Users who enroll in an eligible Web. Sphere Self. Paced virtual class will receive $250 off the public price of the course. 01/29/10 309 -572 IBM Web. Sphere e-Learning Self. Paced Virtual Class promotion Customers can receive US$250 off the public price of selected eligible IBM Web. Sphere self-paced virtual classes. Employees of IBM and IBM Business Partners are not eligible to participate. Expires 03/05/10 309 -578 IBM Web. Sphere University Expert Arenas promotion For a limited time, you can receive 20% off the public price of selected eligible IBM Web. Sphere University Expert Arenas. Employees of IBM and IBM Business Partners are not eligible to participate. Expires 03/31/10 309 -579 IBM Power 550/560 Express servers with IBM Web. Sphere rebate offering End-user customers can receive a rebate from IBM when they purchase an eligible Power Server and eligible Web. Sphere software. Ongoing 309 -562 509 -553 CROSS-BRAND Replay: Responding to Today’s Demands with a Dynamic Infrastructure In this special 45 -minute webcast, hear from IBM executives and clients about a host of new offerings that deliver and support a dynamic infrastructure. Ongoing Click Here IBM Business Partner social media guide now online Simple tips for using social media and Twitter. Use the guide for new, costeffective ways to use social communities to get your marketing messages and promotions out into the marketplace. Ongoing Click Here Learn how to sell to CFOs Partner. World University Web Lecture, Financial Acumen: Basic Finance for Client Business Value (CBV) Key Measurements Ongoing Click Here Grow Your Business tool enhanced with 260 new sales scenarios In support of Software Value Plus, this tool includes 162 new products and 260 new sales scenarios across IBM software brands to help identify new opportunities and close more sales. Ongoing Click Here Global Partner Portal Opportunity Management B 2 B More efficiently enter and update multiple IBM opportunities in Global Partner Portal - OM. By exchanging data with your own CRM system (if you have one), all B 2 B options can reduce the rekeying of information. Ongoing Click Here FAQs

IBM Channel Enablement Speed Sheet – SOFTWARE ENABLEMENT DEPLOYMENT Name Description Date More Info MIDMARKET New! Winning in Midmarket 2010 Case Study Guide This year's guide is full of best practices from established companies with up to 1, 000 employees. Each have implemented solutions from the five IBM software brands with the help of IBM Business Partners. Ongoing Click Here Just Push Go marketing support for collaboration solutions Introducing Midmarket Just Push Go, a set of roadmaps to help you plan, deliver and execute a multitouch marketing campaign including e-mail, webcasts, and telemarketing. Ongoing Click Here Dynamic Infrastructure podcast Hear about the new portfolio of offerings to help midsize businesses reduce cost, improve service and manage risk while building the IT infrastructure needed to thrive in today's business climate. Ongoing Click Here Enhanced earnings and profit potential in the Midmarket IBM Software Group has increased Business Partner margins for selling in Midmarket. This incentive aligns Business Partner rewards with the market and increases incentives by up to 10% exclusively in Midmarket. Effective 04/01/09 Click here INFORMATION MANAGEMENT New! Information Management exhibits and sessions at Lotusphere Make sure your customers who are attending Lotusphere visit the Information Management exhibits and sessions to help progress and close deals. IM has a significant presence at this year's conference with three pedestals and eight sessions. 01/17/10 – 01/21/10 Orlando Register New! IBM Filenet P 8 API Workshop Covers P 8 development concepts and integration options, as well as several P 8 APIs for Content Manager and Business Process Manager. In addition, hands-on lab exercises provide you with programming opportunities to use the APIs. 01/19/10 – 01/21/10 Register New! “Breaking Away With Business Analytics” virtual leadership exchange Invite your C-level and senior Lo. B/IT clients. Similar to the Leadership Exchange held at IOD, we will share the importance of information and analytics to support business optimization. Sharing this vision can help progress and expand deals. 01/28/10 11 am et Register New! IBM Content Collector System Admin Workshop In this 3 -day workshop you will learn about the features in IBM Content Collector for File Systems and IBM Content Collector for Email, and discuss how to implement a compliance-based solution using IBM Classification Module, Records Manager, e. Discovery Manager, and e. Discovery Analyzer. 02/02/10 – 02/04/10 Waltham Register New! Cognos Training Resources • Training paths by product and role • Online courses • Cognos certifications • Courses by location Ongoing See links under Description New! Q 1 2010 IOD Comes To You Roadshow Series At these events, you’ll learn about how information can be transformed into a strategic asset to optimize business performance. 4 Planned for March 2010 in San Fran, Dallas, Toronto, (4 th tbd). 1 Q 10 Contact Chuck Sicard New! Information Agenda Catalog - a Directory of Key Solutions Offers a single view of the repeatable solutions that are available across Information Management -- which makes finding the "right solution" for customers easier than ever. Ongoing Click Here New! Join Partner Exchange Do you want to increase your revenue in 2010? Join Partner Exchange Network to begin sharing ideas, solutions, and resources with other Business Partners. If you are currently working together and would like to create a success story, please contact Kim Lund. Ongoing Click Here IOD 2009: Executive podcasts available Information On Demand 2009 recently concluded, but it's not too late to relive the action. Access key podcasts featuring Steve Mills, Rob Thomas and other IBM executives. Ongoing Click Here New Portal: IBM Learner Portal for Information Management Access workshops on the new IBM Learner Portal for Information Management -- a comprehensive educational resource for IBM Business Partners. Ongoing Click Here Campaign Designer: Engines for a smarter planet - Info. Sphere Portfolio New marketing campaign focused on Trusted Information (Info. Sphere), utilizes the Engines for a smarter planet new intelligence theme. Consists of sample e-mail and two direct mail options with smarter planet messaging related to Info. Sphere. Ongoing Click Here

IBM Channel Enablement Speed Sheet – SOFTWARE ENABLEMENT DEPLOYMENT Name Description Date More Info LOTUS New! Lotus. Live “Best Cloud Application for 2009” Computer Reseller News has named Lotus. Live “Best Cloud Application for 2009” in its annual look back at the year’s best products. Ongoing Click Here Lotusphere 2010 - Orlando. The power of community. Celebrating 17 years as a leading industry conference. 01/17/10 – 01/21/10 Register New! Lotus Technical Support Chat Live IBM recently introduced IBM Technical Support Chat as another way IBM Lotus Accelerated Value and Passport Advantage customers can communicate with their assigned IBM technical support engineer when opening a Problem Management Record (PMR) or working with IBM support on an existing PMR. Effective 01/04/10 Click Here New! 1 Q Lotus Sales and Marketing Plays §Reduce Costs through Customer Self Service Web Sites and e. Forms §Reduce Costs by Upgrading to Lotus Notes/Domino 8. 5 and Up-Sell 1 Q 10 See links to left. Advanced Collaboration §Position for Growth – Optimize Delivery Models Lotus Notes and Domino competitive selling resources Review the list of available and planned resources that can help you in competitive selling situations with IBM Lotus Notes and Domino. These assets can help in competitive sales against Microsoft. Ongoing Click Here Lotus Knows campaign tools Set of campaign assets you can use in your own marketing activities. Ongoing Click here Lotus and Web. Sphere Portal e-mail templates Take advantage of our professionally developed, ready-to-use, customizable e-mail templates. Use these e-mails to drive your customers to local events, or to simply follow up with responding customers. Ongoing Click here Get rewarded with Know Your IBM (KYI) for learning Lotus Foundations Access the Lotus Foundations module on the KYI site. Select appropriate KYI program (e. g. ASEAN, Americas). Select "Learn" from the navigation bar. Find Lotus Foundations Start module under "Cross-Brand" courses. Ongoing Click here RATIONAL New! Rational has an exciting presence at Pulse 2010 this year If you're interested in Service Delivery Lifecycle Management stream, then you will want to make plans to attend the Tivoli Pulse 2010 conference, There will be Rational speaking slots, exhibits and networking opportunities. You can visit Rational in the Pulse solution center, the CIO Summit and hear Rational executive speakers. 02/21/10 – 02/24/10 Las Vegas Click Here Rational Software Conference 2010 Join your peers in building the software solutions needed to create a greener, cleaner, safer, smarter planet at this year’s conference! Early Bird Rate through 02/26/10! 06/06/10 – 06/10/10 Orlando Register New! Cost buster tools to help you sell Learn more about how IBM Rational can help you do more with less. We're all doing more with less, facing business challenges on a scale we hadn't imagined, wondering how to reduce costs, yet how to outshine the competition. Ongoing Click Here New! 1 Q Key Sales Kits • App. Scan Sales Kit • Smarter Products • Rational Automation Framework for Web. Sphere 1 Q 10 See links to left. IBM Rational Software Talks to You webcast series This series of webcasts is about all that Jazz including agile, systems and requirements-driven development. Additional programs cover enterprise modernization and cloud computing. Ongoing Access Rational Monthly Sales Enablement calls This series of 75 -minute calls covers worldwide Rational sales announcements and other key updates designed to help our IBM and Business Partner sellers stay informed and sell. Monthly Register Rational Think!Thursday webcasts Series of one-hour, monthly Web conferences designed to provide IBM Business Partners with pertinent Rational software sales enablement. Monthly Register Rational Sales and Training Roadmaps We have developed new sales and technical roadmaps to direct you to materials that a Rational Business Partner should learn to accelerate their effectiveness with clients with a specific product in the Rational portfolio. Ongoing Click here Just Push Go: Everything is packaged for you Just Push Go is the latest Rational software program that provides everything you need to plan, deliver and execute a marketing campaign. It provides decision-based, step-by-step guidance. Ongoing Click here

IBM Channel Enablement Speed Sheet – SOFTWARE ENABLEMENT DEPLOYMENT Name Description Date More Info TIVOLI New! Service Management Resource Center Where IT and operations executives can access a wide range of resources to improve their performance and effectiveness. Content has been compiled and is continually fed from a wide range of sources and served by key business role and need. Ongoing Click Here New! Q 1 Channel Sales Plays Maintain the balance of spending and service quality – 10 mo ROI A holistic approach to security & compliance mgmt. – 9 mo ROI Data Reduction & Storage Mgmt. Transformation – 3 mo ROI 1 Q 10 See links to left. New! Pre-Pulse Tivoli Sales Academy If you're coming to Pulse, consider coming early to knock out some early learning. Join your channel and direct sales teams from Friday 2/19 to Saturday 2/20. Sessions will include Level 2 white boarding (solutions specific), executing sales plays, using the IBM Business Value Analyst Tool for Tivoli and other interactive modules. 02/19/10 – 02/20/10 Register IBM Tivoli Business Partner Summit 2010 Held in conjunction with Pulse 2010 preceding the start of the conference. This pre-conference event includes many sessions designed to help you maximize performance and solidify how you and IBM can go to market together to drive business results. 02/21/10 Register Pulse 2010 – Las Vegas, NV Invite your clients to join you and IBM at Pulse to find out how a smarter planet requires a dynamic infrastructure based on IBM Service Management capabilities. Early Bird Discount saves your client $500! 02/21/10 – 02/24/10 Register Service Management testimonial videos View these testimonials on You. Tube and leverage with your clients. Ongoing Click Here Make the most of your Co-marketing funds with Just Push Go "Just Push Go" for Comprehensive Data Protection Solution Express provides step-by-step guidance to create and execute a campaign, as well as progress leads and report opportunities for the CDPS Express. Ongoing Click Here Comprehensive Data Protection Solution from IBM Targeted for midsized businesses that need to enhance data protection capabilities in a Windows environment. This new solution includes hardware and software, including TSM Fast. Back. Ongoing Click here Tivoli Sales Kits on Partner. World Like the older generation Partner Playbooks, the newer Sales Kits contain a collection of sales, marketing, technical and training resources around a specific Tivoli product or solution and are aligned by sales cycle. Ongoing Click here WEBSPHERE Updated! Impact 2010 Las Vegas - Discover how to drive higher business performance and productivity in the workplace and work smarter! Business Partner Discount until May 1 - IBM Business Partners receive 15% discount off standard registration fees for a cost of $1, 828. 05/02/10 – 05/07/10 Register New! Business Agility Events IBM can put you on a path to working smarter by leveraging an instrumented, interconnected, intelligent world to drive agility throughout your dynamic business network with flexible processes and IT systems. Get started by viewing the Videocast or join us at an interactive seminar coming to a city near you! Ongoing Click Here New! Web. Sphere Industry Learning Focus for Q 1 Learn where the Web. Sphere Products you are currently selling solve specific industry problems. IBM's Industry Frameworks combine the power of award winning IBM software with industry-specific assets, and best practices specifically configured to meet an industry's specific challenges and needs. Ongoing Healthcare Assets New! New Assets for Close the door on Open source Sales Play New Assets are available for Close the door on Open source. . check out these Video discussions for Developers and Operations. Ongoing Developers Operations New! Other 1 Q Sales and Marketing Plays • Smarter Commerce • Service Visibility & Governance • Departmental Business Process Management 1 Q 10 See links to left. Progress Data. Power deals with new one-page, customer-facing information sheets If you are wondering how to best position the two newest members of the Data. Power portfolio, a new use cases and scenarios presentation is available to help you. Ongoing Info Sheets Presentation Smarter Planet with Web. Sphere - Smart Work Sales Kit available As part of the Smart Work Mandate, a comprehensive set of Smart Work deliverables is now available for your use with customers. Ongoing Click here Retail Assets