IBM Software Group SUPERSIZE Your 2007 Forms Opportunities

Question: What do the following IBM deals have in common? § BJ Services § Alltel § GAP 2

Answer: IBM Forms business case and deal size increased with Lotus Expeditor and Lotus Mobile Connect! § BJ Services: $250 K: § Alltel: $250 K: § GAP: $250 K: offline forms based application for logistics offline forms for field service technicians offline audit forms 3

Agenda § Offline Forms play § Products Involved § Helpful information § Call to action 4

Sales play: Offline Forms § Value proposition 4 Accelerate business processes through more flexible forms – anytime, anywhere § Example Verticals 4 Government, Insurance, Retail, Banking, Financial Markets…. . § Customer requirement 4 Create, edit, submit forms offline 4 Integrate forms with business processes 4 Use forms in composite apps 4 Create complex forms that require multiple sittings § Products used 4 Lotus Forms: 4 Lotus Expeditor: 4 Lotus Mobile Connect: For Pixel perfect forms For automated submission of offline forms and inclusion of e-forms in composite applications For security-rich connectivity 5

Example scenarios in Government – Social Services & Social Security Sweet Spot 6

Example scenarios in Insurance - Claims, Sales & Customer Service, Policy Administration Sweet Spot Source for Insurance Info: Insurance Industry LOB SOA Presentation 7

Example Scenarios in Banking - Front Office, Customer Relationship Sweet Spot Source: Scenarios from Banking Industry LOB SOA Presentation 8

Customer: Gap § Audit forms submitted offline and then synchronized with enterprise information systems § Expeditor deal size: $100 K Use Case: Compliance with Manufacturing Policy 1. Compliance officer starts day by synchronizing forms and data from server to laptop / tablet 2. Visits manufacturing plant (Offline Access) 3. Fills out forms on laptop / tablet: Stores locally 4. Synchronizes at the end of the day Internal Only 9

Play enabled by Forms + Expeditor Integration Forms + Expeditor = More § Available regardless of connection 4 End users can create, save and edit e. Forms locally, even with unreliable or unavailable networks § Participate in composite apps 4 Seamless “integration-at-the-glass” with web, rich, and/or native applications. § Managed via existing enterprise systems Markup based Forms Pixel perfect paper replacement Forms Digital signatures Forms Composition Expeditor Disconnection Expeditor Managed Expeditor Integration Expeditor e. Form 4 Exploit existing enterprise systems such as relational databases, Domino or host systems to manage e. Forms synchronously or asynchronously § Integrate with IT processes 4 Extract important IT data from e. Forms for integration into automated processes 10

Agenda § Offline Forms play § Products Involved § Helpful information § Call to action 11

Enterprise Access Products in the Play Lotus Expeditor * SOA Based • Server-managed client platform for semi-connected apps role-based u Process driven in context services Lotus Mobile Connect ** • Mobile VPN for secure roaming and access * Lotus Expeditor: new name for Web. Sphere Everyplace Deployment, (Nov ’ 06 release). ** Lotus Mobile Connect: new name for Web. Sphere Everyplace Connection Manager, (Nov ’ 06 release) 12

Forms + Lotus Expeditor + Lotus Mobile Connect = Bigger Market Opportunity, Larger Deal Size Market Opportunity $M 2005 2006 2007 2008 2009 CAGR Forms 361 422 479 539 602 13. 6% Mobile Middleware 682. 4 862. 3 1, 043. 1 1, 219. 7 1389. 8 21% IBM is one of the only 2 vendors with positive rating from Gartner in this market More Customers, Bigger Deal Size § Deal sizes increase by 70% 13

IBM Lotus Expeditor § IBM’s strategic server-managed client platform infrastructure 4 Open standards-based alternative to Microsoft. NET client and Visual Basic § Client integration platform for laptops, desktops, kiosks and mobile 4 Extends composite applications (Portal, Forms, etc) 4 Aggregates a variety of application types in a single client view (eg Portlets, Microsoft Active. X, Host terminal apps, Native, Windows, Swing and others) § Provides anytime/anywhere access in semi-connected environment § Strategic to WPLC as standalone product and as the foundation for: 4 Lotus Sametime 7. 5, Lotus Notes 8 … and more! Rich Client Mobile Clients ERP CRM Customer Service Managed Eclipse / Web-app based client Collaboration Inventory, Logistics Supply Chain Composite Apps 14

Lotus Expeditor: End to end Server Managed Client Expeditor Server SOA Managed Client Platform Back- End Services ~ Semi-Connected Operates Connected or Offline Desktops, Laptops, Kiosk’s, PDA’s* … * Portal Administered Client not available on PDAs Support Think: “Replication” to SOA Managed Client IT Data Center P O R T A L S E R V E R / A P P S E R V E R 15

Lotus Mobile Connect Secure Connectivity Expeditor Secure VPNs Sametime Notes “Hannover” User authentication Browser Data encryption Optimized access § IBM’s security-rich mobile VPN § Seamless cross-network roaming Portlet Factory 4 Secure wireless & wire line roaming to over 40+ networks 4 Proven ROI - least cost routing & data optimization § Security-rich end-to-end connection to corporate intranets 4 Strong authentication and support for RSA Secure ID 4 End-to-end encryption- DES, Triple DES, RC 5 and AES 4 FIPS 140 -2 certification § Scalable and Reliable § Supports gateway clustering, and can distribute across multiple sites Sametime § Used Worldwide today by IBM mobile workers!! 16

Lotus Mobile Connect: Security-rich Mobile VPN (Virtual Private Network) Mobile Connect Client Mobile Connect Server Back- End Services Mobile Connect Clients Security-rich VPN Firewall Desktops, Laptops, Kiosk’s, PDA’s* … to Mobile Connect Clients IT Data Center P O R T A L S E R V E R / A P P S E R V E R 17

Competitive Differentiation vs. Microsoft. NET § Expeditor 4 More sophisticated composite apps -> More responsiveness 4 Aggregate a variety of sources (Active. X, Swing, Eclipse SWT, Host Access and others. . ) 4 Based upon open standards -> No vendor lock in plus reuse of developer skills 4 Support variety of platforms (Linux, Windows Mobile etc) –> More flexible 4 Apps portable between platforms and backward compatible -> Lower maintenance and support cost § Mobile Connect 4 World class encryption (FIPS 140 -2 certification) 4 Seamless Roaming 18

Agenda § Offline Portal play § Products Involved § Helpful information § Call to action 19

Lotus Expeditor 6. 1 Packaging / Pricing § Lotus Expeditor Enterprise Server 6. 1 4 Server Part # D 59 R 7 LL: $600 (VUE) = $60, 000 per processor 4 Provisioning Server / Middleware Gateway 4 No Limitation # clients / server (1000: 1 Recommended) 4 No client licenses includes § Lotus Expeditor Starter Server 6. 1 4 Server Part # D 59 MELL: $30 (VUE) = $3000 per processor 4 Provisioning Server / Middleware Gateway 4 Limitation of 25 authorized users accessing the server § Lotus Expeditor Client 4 Part # D 59 MILL: $98. 75 per authorized user 4 Client Code Runs on Desktop, Laptop, Tablet 4 Includes Toolkit 4 Includes Device Runtime Environment 20

Lotus Mobile Connect 6. 1 Packaging / Pricing § Lotus Mobile Connect Server 6. 1 4 Server Part # D 59 QKLL $50 (VU) = $5, 000 per processor 4 Connection Manager Gateway 4 No Limitation on # of clients / server (1000: 1 Recommended with no usage data) § Lotus Mobile Connect Client 4 Part # D 59 QLLL $85 per authorized user 4 Client Code runs on Desktop, Laptop, Tablet, Mobile devices VU= Value Unit Authorized User: An authorized user is one and only one individual (named or unnamed) within or outside your enterprise 21

Lotus Expeditor Helpful Resources § Fast and easy overview 4 Product Page 4 Sales Talk § Features and benefits 4 Sales and Marketing Kit § Pitch to prospects 4 Offline Portal Customer Presentation 4 Offline Forms Customer Presentation 4 Mobile Access Customer Presentation § Customer education tools 4 Webcast 4 Press Release § Current collateral for sales call 4 Product Page 4 Data Sheet 4 Offline Portal 4 Mobile and Enterprise Access Whitepaper § Competitive resource 4 Competitive Information 22

Lotus Mobile Connect Helpful Resources § Fast and easy overview 4 Product Page 4 Sales Talk § Features and benefits 4 Sales and Marketing Kit § Pitch to prospects 4 Mobile Access Customer Presentation 4 Offline Portal Customer Presentation 4 Offline Forms Customer Presentation § Customer education tools 4 Video 4 Webcast § Current collateral for sales call 4 Product Page 4 Data Sheet 4 Sametime + Mobile Connect Flyer 4 Offline Portal Flyer 4 Mobile and Enterprise Access Whitepaper § Competitive resource 4 Advantage over traditional VPN 23

Sales and FTSS resources Expeditor / Mobile Connect WW Sales Lisa Blalock/Austin/IBM FTSS David Dutcher/Austin/IBM 24

Agenda § Offline Portal play § Products Involved § Helpful information § Call to action 25

Call to Action § Look at your Q 4 pipeline for Forms 4 Sweet spots include Government, Insurance, Retail, Banking, Financial Markets 4 Deal sizes increase by 70% § Ask the following questions 4 Do you have multiple branches, creating and accessing forms that need to be submitted to and integrated with centralized data center? 4 Would you like to increase the response times and as a result end user productivity while creating and accessing forms? 4 Do your employees need to operate in disconnected or poorly connected environment? 4 Do your employees need mobile access to forms? § … and SUPERSIZE Your 2007 Forms Opportunities with Lotus Expeditor and Lotus Mobile Connect 26

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