IBM Systems Technology Group Virtualization Solutions IBM Virtualization

IBM Systems & Technology Group: Virtualization Solutions IBM Virtualization Forum: Is there an IBM ecosystem in place to support my virtualization sales efforts? February 2006 Rich Lechner, VP, Virtualization © 2004 IBM Corporation

IBM Systems & Technology Group: Virtualization Solutions Is there an IBM ecosystem in place to support my virtualization sales efforts? A Panel Discussion: Host: Rich Lechner Participants: IBM Services, Proof of Concept/Design Center, IBM SWG, Guest IBM Business Partner Rich Lechner IBM Systems & Technology Group Vice President, Virtualization 2 © 2003 IBM Corporation

IBM Systems & Technology Group: Virtualization Solutions Navigating through the ecosystem can be complex 3 © 2003 IBM Corporation

IBM Systems & Technology Group: Virtualization Solutions Understanding how each organization provides specific value across the sales cycle simplifies the navigation Solution Engineering Capacity Offering Developing Executing Sales - ETSS or ITS if it is a part of an Infrastructure Solution (IS) Assist clients through the sales cycle & close sale Deep Computing Capacity On Demand P&L CPU’s by the Hour Design & Proof of Concept Centers Solution Development – First of a Kind Solutions ATS/FTSS Pre-sales Support Hi. PODS & High Availability Centers of Competency Technical support e. g. briefings, architectural reviews, Development Center for Solution Integration (CSI) Solution Offering Architecture and Integration Driving Value, Influencing Clients STG Performance Marketing e. Server & Total. Storage Benchmark Planning & Marketing Innovation Centers (BPICs, ICs) Specialized centers for BPs (SIs/ISVs) to showcase IBM products & svcs ITS/STG Lab Svcs/BCS/SWG Specialized service offerings for IS & VE Systems Integrators (GSI/RSI) Specialized BP service offerings for IS & VE 4 © 2003 IBM Corporation

IBM Systems & Technology Group: Virtualization Solutions As well as knowing who to contact in your region/IOT to help you pursue your virtualization opportunities § AG: – East: Brent Hoffman, Innovations & Infrastructure Solutions Sales Manager, bbhoffma@us. ibm. com, Phone: 1 -704 -595 -3330 (T/L: 795 -3330); Mobile: 1 -704 -907 -9264 – West: Craig Sukenic, Innovations & Infrastructure Solutions Sales Manager, csukenic@us. ibm. com, Phone: 1 -972 -280 -2348 (T/L: 287 -1891); Mobile: 1 -214 -500 -8262; Pager: 1 -214 -500 -8262 – Central: Judy Kelly, Business Development Executive, jakelly@us. ibm. com, Phone: 1 -248 -552 -4636 (T/L: 896 -4636); Mobile: 1 -248 -953 -0235 – North: Chris Pratt, Manager e. Server Strategic Initiatives, prattcd@ca. ibm. com, Phone: 1 -905 -316 -2710 (T/L: 886 -2710); Mobile: 1 -416 -209 -6838 – South: Marcelo Braunstein, Latin America Linux Sales Manager, marcelol@br. ibm. com, Phone: 55 -21 -2132 -3500 (T/L: 831 -3500); Mobile: 55 -21 -9222 -3500; marcelol@br. ibm. com § Europe: – NE IOT: Thomas Rueter, STG Infrastructure Sales Leader, TRUETER@de. ibm. com, Phone: 49 -7031 684410 (T/L: 111 -2313); ITN: 39112313; Mobile: 49 -171 9787586 – SW IOT: Jean-Marc Ferre, STG Virtualization & Grid Business Development, jeanmarc_ferre@fr. ibm. com, 33 -1. 4905. 9761 (T/L: 33 -9761); ITN: 38339761; Mobile: 33 -6. 8984. 0644 § AP: – Sook. Bang Lee, STG IS Sales Executive, sblee@kr. ibm. com, Phone: (822) 3781 -6322 (T/L: 6322) 5 © 2003 IBM Corporation

IBM Market Intelligence Given the depth of our ecosystem, we are uniquely positioned to increase our implementation skills and demonstrate to customers that IBM has a clear vision/roadmap for Virtualization % of sites had no plans for virtualization Barriers to Adoption 6 1. 2. 3. 4. 5. 6. No identified need for virtualization Lack of skills Ability to quantify value of virtualization No clear vision or implementation roadmap from vendors Organizational barriers or issues Chargeback issues, or difficulty in billing end users for only those resources which they or their application use. 7. Product availability 8. Other What does “Org. Barriers” Mean? 1 “Departments not want to share their server with others. ” “What’s in it for me? ” What does “No Need” Mean? 1 “No other resources can do the job” “Not have a major crisis that virtualization is the solution for. ” Systems Directions, Fall 2005 Virtualization Report IBM Confidential © 2006 IBM Corporation

IBM Market Intelligence In addition, we can do more than just implement hardware virtualization solutions – we can move our clients to more complex, multi-platform solutions that go beyond server consolidation % of sites implementing/planning to virtualization within 12 months Virtualization Deployment is Mostly Hardware Focused Summary Chart % Implemented/planning in the Next 12 months n=136 Column Sub total n=119 n=73 n=86 n=27 n=22 n=11 59% 22% 19% Q 66 AA Thinking about the platforms involved in your virtualization plans for the coming year, please indicate what single type or mixtures of platforms you are involving in your virtualization solutions. [Select all that apply] Q 66 B. What is your status for the deployment of the following Virtualization options? 7 Systems Directions, Fall 2005 Virtualization Report IBM Confidential © 2006 IBM Corporation

IBM Systems & Technology Group: Virtualization Solutions Working together, such as through the Design Center community, we can significantly grow the number of services engagements § By leveraging our work across the Design Centers, Development Center for Solution Integration, High Availability Centers of Competency, Benchmark Centers, Proof of Concept Centers, and Deep Computing facilities, we have unmatched hardware / software and implementation skills to deploy virtualization solutions Web. Sphere Blue Gene GRID DB 2 AIX z/OS IBM Total. Storage i 5/OS i. Series 8 x. Series 1, 000+ Engagements Open. Power Blade. Center SAP 773+ Engagements z. Series p. Series Oracle Linux Cluster 4, 000+ CPU’s 1. 5 Petabytes Storage 15 Locations WW High Availability z/OS IT Architects Virtualization i 5/OS AIX HPC SAP DB 2 Middleware Tivoli Cisco Security Database Administration Linux Project Managers WAS Networking Windows IT Specialists Oracle System Administration © 2003 IBM Corporation

IBM Systems & Technology Group: Virtualization Solutions For example, in 2005, we had several complex Design Center engagements for Grid and Virtualization 9 © 2003 IBM Corporation

IBM Systems & Technology Group: Virtualization Solutions So what kind of services do customers want? § Customers want to understand where they have inefficiencies in their current environment § Customers are interested in: – Having specialized engagements tailored to their virtualization needs (e. g. , ITS Readiness Engagement; STG Lab Services – VE Customization Services) – Developing their Service Oriented Infrastructure based on a well-defined virtualization implementation roadmap – Implementing virtualization pilots/proof of concepts with consulting services to assist with installation and management at each progression level (single systems, extended enterprise) 10 © 2003 IBM Corporation

IBM Systems & Technology Group: Virtualization Solutions Where can the ecosystem help? Gain Proof Points For IBM’s Technologies Produce Collateral for use With Similar Projects Enable BP capabilities Via education / workshops FOAK Engagement w/ Early Adopter (Design Center) Engagements based on pre-defined service offerings (STG Lab Svcs, ITS, BPs) Develop Patterns for Repeatable Engagements Client References Leverage lab services, ITS to move clients to production Implement established technologies (STG Lab Svcs, ITS, BPs) * FOAK = First of a Kind 11 © 2003 IBM Corporation

IBM Systems & Technology Group: Virtualization Solutions How can virtualization deliver greater client value via our services engagements? While customers recognize the value of virtualization, most of them don’t have the skills to undertake such an implementation. Therefore, there is a significant opportunity for our services team to assist customers in developing their own roadmap and implementation plan, and then to implement their virtualization strategies. Virtualization is not about a single technology, but rather an approach to the IT infrastructure. To have an effective approach, it requires a well thoughtout strategy and implementation plan, and the skills to make it happen. Our services teams are uniquely positioned to provide this value to our clients. 12 Al Bunshaft IBM Systems & Technology Group Vice President, Infrastructure Solutions Sales © 2003 IBM Corporation

IBM Systems & Technology Group: Virtualization Solutions IBM Virtualization Forum: Virtualization Ecosystem Overviews January 2006 Darrell Hawkins © 2004 IBM Corporation

IBM Systems & Technology Group: Virtualization Solutions Infrastructure Solutions (ITRO, ITSM, SOA, ILM, BC) § Mission: Solution value propositions supported by IP, code, consulting practices, selling skills, pre-integration, technical roadmaps, cross-brand product development, etc. ; Infrastructure Solutions are offerings that help customers deploy IBM’s On Demand Operating Environment and as such are based on the ODOE • Support Infrastructure Services Layer of ODOE • Support Application Services Layer of ODOE to extent aligned with ITS – Market Opportunity – Alignment to ITS Business Strategy – Short Term Return (Projected Deal Size, Quantity of Projected Deals by Country/IMT) – Industry Solution Boards’ requests – Geography input – Ability to Execute – ITS capability; quantity of resources in aligned and consistent offerings – Sales ability to identify and close opportunity – Marketing and Development resources – Investment by Industry Solution Boards in Industry-unique Infrastructure Solutions § SSM Sales Cycle: noticing, identifying, validating, qualifying, conditionally agreeing, and winning § Business Development Objective: embed the Virtualization Engine Platform into specific Infrastructure Solutions; make sure ITS and STG Lab Services are aligned to each solution area and providing the rights skills for implementation services § Contacts: – IT Resource Optimization (ITRO): Joanne Senn, jsenn@us. ibm. com Phone: 1 -512 -286 -3227 (T/L: 966 -3227); Mobile: 1 -512 -563 -6852 – IT Service Management (ITSM): Kimberley Schafer, kbschaf@us. ibm. com, Phone: 1 -206 -686 -9934 (T/L: 349 -0507); Mobile: 1 -917 -913 -1373 – Service Oriented Architecture Infrastructure (SOA): Kimberley Schafer, kbschaf@us. ibm. com, Phone: 1 -206 -686 -9934 (T/L: 349 -0507); Mobile: 1 -917 -913 -1373 – Information Lifecycle Management (ILM): Errol Denger, denger@us. ibm. com; Phone: 1 -303 -773 -5321 (T/L: 656 -5321); Mobile: 1 -303 -520 -9417 – Business Continuity (BC): Margaret Lyon, lyonm@us. ibm. com; Phone: 1 -914 -766 -1533 (T/L: 826 -1533) § Website: http: //w 3 -03. ibm. com/sales/support/skp. Pub/infrastructure. html 14 © 2003 IBM Corporation

IBM Systems & Technology Group: Virtualization Solutions ITS – Virtualization Practice for On Demand Infrastructure § Mission: e-business on demand is forcing enterprises to focus on their IT infrastructure, on how to manage the increasing complexity of systems and at the same time achieve the necessary integration of IT and business processes. In this environment, the speed and flexibility with which ebusiness infrastructure solutions can be deployed create real business value for our customers - and this is the strength of Integrated Technology Services (ITS). ITS creates the framework and entry points for on demand opportunities for in-house solutions. ITS, in cooperation with Application Management Services, builds the in-house operating environment to support and enable the industry -specific, on demand roadmaps and business transformations. ITS can assess, design, develop, optimize and support on demand infrastructures that are integrated, virtualized and autonomic and are built on open standards. § SSM Sales Cycle: validating, qualifying, conditionally agreeing, winning, implementing, and executing § Business Development Objective: The ITS Virtualization Practice will be the implementation handoff for Sales (ETSS), Hi. PODS/High Availability Centers, and the Design Centers; ITS will work with STG Lab Services to obtain specific virtualization technical skill training as well as partner with SWG Services (ISSW, ISST, XIS Program) on Web. Sphere/Tivoli and SOA-related technologies; we need the ITS Virtualization Practice to drive virtualization-related services engagements that utilize the Virtualization Engine platform § Contacts: Brennan Preine, Virtualization Solution Leader, brennan. preine@us. ibm. com, Phone: 1 -215 -836 -1510 (T/L: 873 -2683); Mobile: 1 -215 -518 -5910 § Website: http: //www-1. ibm. com/services/us/index. wss/itservice_services/its/a 1000415 15 © 2003 IBM Corporation

IBM Systems & Technology Group: Virtualization Solutions ITS Offerings: § On Demand Innovation Workshops § Infrastructure Services Readiness Engagements § Infrastructure Services Architecture and Design § IT Infrastructure Implementation for On Demand Business – Server Virtualization § Automated Test Facility Engagements § Grid Infrastructure Enablement § IBM Accelerator for IT Service Management for Orchestration and Provisioning § Infrastructure Services for Services Oriented Architecture § IBM Dynamic Infrastructure for my. SAP Business Suite 16 © 2003 IBM Corporation

IBM Systems & Technology Group: Virtualization Solutions STG Lab Services § Objective: – Virtualization is complex solution that fits services-lead value proposition – Deliver high –value services across complete brand services portfolio – Collaborate with ITS on delivery and ultimately transition to mainstream services § Priorities for Virtualization: – Lead the Delivery of initial proof points via POC with early adopter of Virtualization Technology – Lead the GTM of STG high value service offerings for the Infrastructure Solutions that leverage VE components and IBM Systems as solutions building blocks – Specifically support new services as requested/defined by EWLM, RDS and Director PDTs § Value Add Offerings 1. Bring to market the Value Added Offerings in support of Infrastructure Solutions 2. Integration into appropriate sales and delivery channels 3. Optimize market coverage and awareness through sales channels enablement, targeted customer events and collateral support (Brand target Industries) SSM Sales Cycle: validating, qualifying, conditionally agreeing, winning, implementing, and executing § § Business Development Objective: Drive virtualization services/implementation engagement through STG Lab Services; starburst consolidation assessments into virtualization engagements (15); align with the Hi. PODS/High Availability Centers and Design Centers; provide technical training to Sales and SWG Services (e. WLM/TIO integration) as needed; assist in POC development; deliver virtualization engagements across the brands (x, i, p, z, TS) and Infrastructure Solutions; develop joint virtualization engagement models with ITS 17 § Contacts: – Bridget Spellman, Program Director, STG Consulting Services, spellman@us. ibm. com; Phone: 1 -877 -729 -1821 – Moe Nikbakhshian, BDE STG Services, mnikbakh@us. ibm. com, Phone: 1 -703 -448 -2158 (T/L: 432 -2158); Mobile: 1 -703 -597 -5407 § Website: http: //www-03. ibm. com/servers/eserver/services/index. html © 2003 IBM Corporation

IBM Systems & Technology Group: Virtualization Solutions A 14 year track record…proven methods & techniques, worldwide results STG Lab Services Opportunity Managers: i. Series Mark Even, (WW, AG) (507) 253 -1313, even@us. ibm. com Pete Cornell, Total. Storage Kevin Bogart, (507) 253 -4955, pcornell@us. ibm. com (WW, AG) (919) 543 -7919, kbogart@us. ibm. com Ken Pinkney, Optimization Studies Marlin Maddy, (919) 486 -2242, kpinkney@us. ibm. com (WW, AG) (877) 598 -9675, mmaddy@us. ibm. com p. Series Stephen Brandenburg, Moe Nikbakhshian, (WW, AG) (301) 803 -6199, sbranden@us. ibm. com Infrastructure Solutions & Virtualization Ken Pinkey Greg Mallare, (727) 593 -2228, gmallare@us. ibm. com x. Series Michael Karchov, (WW, AG) (919) 342 -6619, michael. karchov@us. ibm. com (WW, AG) AP (WW, AG) (336) 643 -7963, hjd@us. ibm. com AG, System Sales Implementation Svcs Mark Benny, (919) 877 -4949, mbenny@us. ibm. com Jenny Chen, Jin-Ming Liu, (425) 803 -5901, siglm@us. ibm. com Heather Johnson-Dunnings, (919) 486 -2242 kpinkney@us. ibm. com 886 -2 -8170 -6895, jenychen@tw. ibm. com Mike Sigl, z. Series (301) 803 -2947, mnikbakh@us. ibm. com (507) 253 -0391, jliu@us. ibm. com Europe Francois-Etienne Rey. SWE & NEE IOT’s 33 -4 9211. 5248, ferey@fr. ibm. com Gerard Barneaud. 33 -4 9211. 4231, barneaud@fr. ibm. com 18 © 2003 IBM Corporation

IBM Systems and Technology Group STG Lab Services: Virtualization Offerings by Brand Virtualization Offering (s) § § § Advance Power Virtualization implementation offering. Virtualization Engine (Customizable) Capacity on Demand Linux on POWER Offering Cluster Offerings § IBM Technology Assessment and Consulting Z § § § “Premium Support” Offering for large systems and parallel sysplex customers Infrastructure Readiness Assessment for new Z workloads On Demand Performance Tuning Offerings e. WLM implementation and services for 2006 Performance Assessment Toolkit for all Middleware on z. Series § § I § § § § § LPAR Toolkit Application/System Performance Review Performance Assessment and Tools Training Backup and Recovery Review BRMS HABP Planning and Design HABP Role-Swap and Verification Test i. Series Copy Services for the IBM Total. Storage Enterprise Storage Server (ESS) Application Resiliency X § IBM Director 2 Day Jumpstart § VMware Virtual Infrastructure § IBM x. Series High Performance Servers Jumpstart § § § P Storage § Virtualization - SAN Volume Controller Installation & Configuration § IT Optimization - Storage HW - DS 4000, 6000, 8000 § IT Optimization - Storage SW - Total. Storage Productivity Center, Tivoli Storage Manager § Business Continuity / High Availability offering 19 IBM Confidential § § § Services Performance Tuning Consulting on Infrastructure Design Systems Management Practices High Availability Cluster Implementation Offerings Sys Admin Functions High Availability Assessments HA solution implementations on system z 9 System z 9 Tech Check Services Infrastructure Simplification/ IT Optimization Studies (Scorpion) § On the Road to Infrastructure Simplification Playbook Offering Availability Assessment Availability Workshop Low-level Design and Implementation Journal Review HMC / LPAR Configuration Server Consolidation (SCON) Cross-site Mirroring (XSM) i. ASP Migration Clustering configuration Capacity Planning Clustering with Microsoft® Datacenter™ IBM x. Series Server Consolidation Study § Virtualization - SAN File System Installation & § § Configuration IT Optimization - Piper Migration - Open Systems IT Optimization - FDRPAS Data Migration IT Optimization - SAN Volume Controller IT Optimization - LVM Data Migration

IBM Systems and Technology Group STG Lab Services: Introduction to Virtualization Offering § § § Delivery : ISS/ITS / STG Sales/STG Lab Services Duration: 2 -4 hours Fee or free Goal: Educate client on VE, with technical details Offering details: • • Virtualization Engine Overview Component Overviews, Value Propositions and What it can do. ü ü ü • 20 VE Console Director e. WLM RDS Grid Toolbox Compare and Contrast Value of Components IBM Confidential

IBM Systems and Technology Group STG Lab Services: Virtualization Assessment and Planning Offering § Delivery : ITS / STG Lab Services § Duration: 1 – 2 days § Goal: Assess client’s environment and recommend incorporation of appropriate virtualization technologies § Offering details: • • • 21 Discussion of client’s business goals and current infrastructure environment (Assume some client familiarity). Discuss relevance and value proposition of each VE component to client. Recommend future infrastructure environment (long-term) and determine which one (1) VE component for phase 1 (short-term). Planning session for phase 1 (short-term). ü Depends on the component chosen. ü Goal is to help client prepare for future installation engagement. ü Identify client-specific challenges including firewall, middleware, … ü VE features to install and configure (short and long term). Document client-specific observations and recommendations. IBM Confidential

IBM Systems and Technology Group STG Lab Services: VE Installation & Customization Services Installation Services Ø Ø Delivery: ITS / STG Lab Services Duration : 1 week Goal: Install one VE component (plus VE Console) and basic configuration Offering details : • • • Follow-on to Assessment and Planning service offering, or client install. Install one VE component ü IBM Director (plus VEC) ü Enterprise Workload Manager (plus VE Console) ü Resource Discovery Service (plus VE Console) ü Storage Virtualization Basic (not extensive) customization of VE component. Basic education of how to use the VE component. Leave the client with a working install. Customization Services Ø Ø Delivery: ITS / STG Lab Services Duration: Flexible Goal: More extensive customization of client’s environment Offering details: • • • 22 Fee-based service to customize to each client’s unique requirements. After proving virtualization is valuable in their environment, client may need or desire further customization. Possible topics: ü Director: Customized monitors, action plans, … ü EWLM: Custom domain policies, firewall configurations, … ü EWLM ARM: Help client ARM instrument their application. (multiple weeks) ü RDS: custom report writing, web services, data federation, … ü Storage IBM Confidential

IBM Systems & Technology Group: Virtualization Solutions SWG Services (ISSW, ISST, XIS Program) and Business Consulting Services (BCS) – Application Services (AIS) § Mission: The e. Xtreme Innovation Services (XIS) program is a worldwide, cross brand rotational initiative whereby technical consultants from AIS/BCS join the IBM Software Group lab services organization for a period of 9 to 12 months. XIS is currently in place for US, Canadian, EMEA and Latin America employees. During the rotational assignment, the consultants are focused on deepening their SWG cross brand technology skills through education, mentoring and deployments. They become part of the SWG community to share in best practices, intellectual capital creation and reuse, and on-going learning opportunities. Upon their return to AIS/BCS, practitioners are prepared to leverage their deep technical knowledge and enhanced networks in SWG with the larger BCS team for added downstream value and technical delivery excellence to our clients. The XIS program offers various training tracks (SOA, Systems Management, etc. ); highly specialized consulting services are also available by brand – IBM Software Services for Web. Sphere /Tivoli) § SSM Sales Cycle: validating, qualifying, conditionally agreeing, winning, implementing, and executing § Business Development Objective: leverage the XIS Program to educate SWG and BCS on the Virtualization Engine Platform; embed our virtualization training and education into their program; with the assistance of STG Lab Services (and ITS), partner with ISSW and ISST on specific virtualization engagement offerings (WAS + e. WLM; e. WLM + TIO); the XIS Program can assist us in selling SOArelated engagements that pull through a Services Oriented Infrastructure (SOI) § Contacts: – Primary contact Darrell Hawkins, darrell. hawkins@us. ibm. com, Phone: 1 -503 -578 -2533 (T/L: 775 -2533); – Sandy Henry Mc. Norton, SWG Lab Servcies Practice Manager, henrys@us. ibm. com; Phone: 1 -972 -267 -6999; Mobile: 1 -972 -567 -5355) § § 23 Websites: XIS: http: //instawiki. webahead. ibm. com/pilot/wiki/Wiki. jsp? page=XIS&wiki=ASBCSx. Brand. Services ISSW: http: //www-128. ibm. com/developerworks/websphere/services/ ISST: http: //w 3 -03. ibm. com/software/tivoli/home. nsf/salestools/area 1$tivoli$services © 2003 IBM Corporation

IBM Systems & Technology Group: Virtualization Solutions Sales (ETSS) – Emerging Technology Solution Specialist § Mission: Sell Linux, Grid, and Virtualization solutions § SSM Sales Cycle: noticing, identifying, validating, qualifying, conditionally agreeing, and winning § Business Development Objective: the sales force drives virtualization-related opportunities to closure; conducts whiteboarding sessions; nominates customers to work with the various technical centers; works closely with ITS and/or STG Lab Services when appropriate to close a services and hardware sale § Contacts: § AG: – East: Brent Hoffman, Innovations & Infrastructure Solutions Sales Manager, bbhoffma@us. ibm. com, Phone: 1 -704 -595 -3330 (T/L: 795 -3330); Mobile: 1 -704 -907 -9264 – West: Craig Sukenic, Innovations & Infrastructure Solutions Sales Manager, csukenic@us. ibm. com, Phone: 1 -972 -280 -2348 (T/L: 287 -1891); Mobile: 1 -214 -500 -8262; Pager: 1 -214 -500 -8262 – Central: Judy Kelly, Business Development Executive, jakelly@us. ibm. com, Phone: 1 -248 -552 -4636 (T/L: 896 -4636); Mobile: 1 -248 -953 -0235 – North: Chris Pratt, Manager e. Server Strategic Initiatives, prattcd@ca. ibm. com, Phone: 1 -905 -316 -2710 (T/L: 886 -2710); Mobile: 1 -416 -209 -6838 – South: Marcelo Braunstein, Latin America Linux Sales Manager, marcelol@br. ibm. com, Phone: 55 -21 -2132 -3500 (T/L: 831 -3500); Mobile: 55 -21 -9222 -3500; marcelol@br. ibm. com § Europe: – NE IOT: Thomas Rueter, STG Infrastructure Sales Leader, TRUETER@de. ibm. com, Phone: 49 -7031 684410 (T/L: 111 -2313); ITN: 39112313; Mobile: 49 -171 9787586 – SW IOT: Jean-Marc Ferre, STG Virtualization & Grid Business Development, jeanmarc_ferre@fr. ibm. com, 33 -1. 4905. 9761 (T/L: 33 -9761); ITN: 38339761; Mobile: 33 -6. 8984. 0644 § AP: – Sook. Bang Lee, STG IS Sales Executive, sblee@kr. ibm. com, Phone: (822)3781 -6322 (T/L: 6322) 24 © 2003 IBM Corporation

IBM Systems & Technology Group: Virtualization Solutions GSIs/RSIs § Mission: Systems Integrators use IBM products (s/w and h/w) to solve customer infrastructure and integration problems § SSM Sales Cycle: conditionally agreeing, winning, implementing, and executing § Business Development Objective: Identify the top 2 or 3 RSIs per geography and train the SIs through the Design Centers on how to conduct RGS (requirements gathering sessions) and Design Workshops for their customers needing virtualization solutions; work with our virtualization ISV partners to provided added value to SIs selling packaged application implementation services; link the SIs with our IBM Innovation Centers (and BPICs as needed) to showcase our ISV enablement on the Virtualization Engine platform; work with GSIs to assist with enabling their service offerings § AG candidates: Prolifics, Headstrong, Novus, i. Gate § AP candidates: Toshiba Solutions, Hitachi Soft, NSS, Rikei, PSTC, and Sumisho § EMEA candidates: still tracking down § Contacts: – Darrell Hawkins, darrell. hawkins@us. ibm. com; Phone: 1 -503 -578 -2533 (T/L: 775 -2533) – Suzanne Battenfeld, suzanneb@us. ibm. com; Phone: 1 -845 -758 -2439 25 © 2003 IBM Corporation

IBM Systems & Technology Group: Virtualization Solutions Development Center for Solution Integration (CSI) § Mission: The Center for Solution Integration (CSI) was established in late 2004 to expand the existing STG management system to introduce a "Solutions" approach that will consist of hardware, software and services. The CSI team provides architectural, Proof of Concept (Po. C) and component integration support for Industry, SMB and STG Strategic Leadership Initiative Solution Offerings. This enables the team to develop and design STG offerings that complement offerings from other IBM Business Units, ensures STG technologies such as Virtualization Engine, On-Demand Constructs, GRID, and Autonomic Capability are being exploited, and a robust infrastructure is developed that addresses security, availability, scalability, and reliability. All solutions are prioritized using the Solutions Portfolio Management Team (PMT) and the Integrated Product Development (IPD)-based Offering Solutions Development Plan (SODP) process to manage solutions so all solutions are approved and prioritized and each solution has a marketing offering manager. § SSM Sales Cycle: developing, noticing § Business Development Objective: create simple to complex virtualization demos, accessible by customers, sales, and business partners; work with the Design Center to test bed the technologies in advance of customer-related POCs § Contacts: – Manager: Chris Algozzine, algozine@us. ibm. com, Phone: 845 -433 -9371 (T/L: 293 -9371) – Project Manager: George Dillard, gdillard@us. ibm. com, Phone 845 -435 -5895 (T/L: 295 -5895) § Website: http: //w 3 -03. ibm. com/systemstechnology/csi/ 26 © 2003 IBM Corporation

IBM Systems & Technology Group: Virtualization Solutions Design Centers / Proof of Concept Centers § Mission: The IBM Design Centers are here to help customers worldwide design and prototype infrastructure § § solutions. The Design Centers are hands-on facilities with the latest hardware and software products staffed by highly skilled IBM professionals who work with customers to design and prove infrastructure solutions capable of handling the inherent complexities of e-transaction processing. Customers are nominated by their IBM representative based upon their current infrastructure plans and capabilities. After a technical and business review, qualified customers come to a Design Center for sessions that range from two day assessments, to one week design workshops, to 2 -8 week proof-of-concept residencies. SSM Sales Cycle: validating, qualifying, and assist with winning Business Development Objective: a qualified customer needs to meet at least one of these criterion: revenue potential, reference potential, and serve as a solution proof point; aided by the ETSS salesforce virtualization whiteboarding sessions to peak customer interest, the Design Center will help us by conducting RGS sessions and Design Workshops for customers and as well as train Business Partners with the goal of providing implementation hand-offs to IGS/ITS and STG Lab Services. The Design Center is focused on early adopters who seek new technologies that simplify complex and integrated infrastructures. The Design Center will work closely with the Center for Solution Integration (CSI) to prove out the virtualization technology solutions (from simple server and storage virtualization to complex extended enterprise environments) Locations: Poughkeepsie, New York, USA: Americas Montpellier, France: Europe, Middle East, Africa (EMEA) Makuhari, Japan: Asia/Pacific Contacts: – AG: design@us. ibm. com • Manager: Dave Weber, dweber@us. ibm. com, Phone: 1 -845 -435 -6278 (T/L: 295 -6278); Mobile: 1 -914 -216 -2383 • Project Manager: Dawn Hamilton, dlh@us. ibm. com, Phone: 1 -845 -435 -7712 (T/L: 295 -7712); Mobile: 1 -845 -926 -6208 – EMEA: design. center@fr. ibm. com • Herve Sabrie, Manager, Europe Design Center & Solution Centers, herve_sabrie@fr. ibm. com, Phone: 33 -4. 6734. 4517 (T/L: 38 -4517); ITN: 38384517; Mobile: 33 -6. 8805. 8858 – AP: design@jp. ibm. com • Masa Takahashi, Manager, AP Design Center for On Demand Business, MASAAKIT@jp. ibm. com, Phone: 81 -43 -297 -5637 (T/L: 18045637) § Website: www. ibm. com/servers/eserver/design_center/ 27 © 2003 IBM Corporation

IBM Systems & Technology Group: Virtualization Solutions High Availability Centers of Competency (HACo. C) § High Availability Centers of Competency Mission: IBM has two centers in Poughkeepsie and Rochester to make the complex simpler for clients who are developing high availability IT infrastructures needed by On Demand Businesses. High-availability solutions for clients requires products and skills from across IBM including industry expertise, systems- and storage-networking skills, and knowledge of middleware, applications, security, and disaster recovery. The centers are being integrated into existing system center sites where many of needed capabilities already exist, such as the Poughkeepsie Design and Benchmark Centers where clients spend weeks or even months designing, building and testing large-scale systems that support key business processes. IBM already operates Hi. PODS, the High Performance On Demand Solutions Center, at Silicon Valley Lab in San Jose, Calif. , that uses a similar client engagement model. The centers also complement IGS high availability offerings. § SSM Sales Cycle: qualifying, conditionally agreeing, winning, and implementation § Business Development Objective: Leverage the High Availability Centers to prove out high performance virtualization solutions and hand-off longer-term POC-to-Production engagements to the ITS Virtualization practice or STG Lab Services (or even BCS) for customer implementation. § Contacts: – HACo. C: – Tim Kane, Program Director, HACo. C, kanetj@us. ibm. com, Phone: 1 -845 -433 -7852 (T/L: 293 -7852) – Harriet Morrill, Project Manager/Consultant, HACo. C, hmorrill@us. ibm. com, Phone: 1 -845 -433 -3595 (T/L: 293 -3595); Mobile: 1 -860 -921 -8733 § Website: – HACo. C: http: //www-03. ibm. com/servers/eserver/highavailabilitycenter/ 31 © 2003 IBM Corporation

IBM Systems & Technology Group: Virtualization Solutions High Performance On Demand Solutions (Hi. PODS) § Hi. PODS Mission: Software Group’s High Performance On Demand Solutions (Hi. PODS) team engages directly with IBM's strategic customers to solve key business challenges as they move towards an on demand operating environment. The Hi. PODS team has built strong partnerships across SWG, STG, IGS, Research, and the CIO's office to be able to deliver powerful solutions to its customers. The team has also generated numerous wins and references with customers like e. Bay, NYSE, Charles Schwab, Kaiser Permanente, Ford, and CIGNA. While Hi. PODS is based at the Silicon Valley Lab in San Jose, the worldwide team has members across the US, EMEA and AP lead by Dr. Willy Chiu. The Hi. PODS team is widely recognized as a solution development and delivery team that creates and reuses assets, and transfers knowledge gained within IBM. While each geographic Hi. PODS team tailors solutions for specific customer needs, the Hi. PODS core team in SVL focuses on infrastructure on demand, virtualization, business applications on demand, collaboration, performance/scalability, and high availability solutions. § SSM Sales Cycle: qualifying, conditionally agreeing, winning, and implementation § Business Development Objective: Leverage Hi. PODS to prove out high performance virtualization solutions and hand-off longer-term POC-to-Production engagements to the ITS Virtualization practice or STG Lab Services (or even BCS) for customer implementation. § Contacts: – Hi. PODS: Kai Young, Manager, ODOE Solutions, kaiyoung@us. ibm. com, Phone: 1 -408 -463 -5101 (T/L: 543 -5101); Mobile: 1 -408 -416 -8740 § Website: – Hi. PODS: http: //w 3. svl. ibm. com/communications/stories/Hi. PODS_2005/ES_Cwt. C_Hi. PODS. 2005. htm 32 © 2003 IBM Corporation

IBM Systems & Technology Group: Virtualization Solutions Benchmarking Centers § Mission: As customers evaluate IBM solutions, they frequently ask for proof that a particular configuration can support their IT business objectives. Often this proof is all that is needed to move a reluctant customer to a decision to buy. IBM benchmark centers around the world can provide proofs-of-concept and benchmarks that will meet your customer's requirements. If your customer wants more than what we publish in industry standard and application specific benchmarks, the IBM benchmark centers are for you. IBM benchmark centers can: – Help resolve performance and scalability questions interfering with closing the deal. – Run your customer applications on requested configurations. – Allow your customers to work with people who have world class certified skills. § SSM Sales Cycle: qualifying, conditionally agreeing, winning § Business Development Objective: work with the brands (x, i, p, z, TS) to provide specific brand virtualization-related benchmarks that will support sales and services implementation; the benchmarking center will work closely with the Design Center § Contacts: Karl Duvalsaint, Program Director, WW STG Customer Benchmarking Centers, duvalsai@us. ibm. com, Phone: 1 -845 -435 -7449 (T/L: 295 -7449) § Website: http: //pokgsa. ibm. com/home/c/l/clarisse/web/public/benchmark/Customer_POC. html 33 © 2003 IBM Corporation

IBM Systems & Technology Group: Virtualization Solutions Benchmarking Centers (cont. ) – Virtualization Performance § § § p. Series – POWER 5 Virtualization Whitepapers (link is not working) – IBM e. Server p 5 Virtualization Performance Considerations – Intro to Adv POWER Virtualization on p 5 Servers – IBM e. Server p 5 Introduction to the Virtual I/O Server Whitepaper – IBM e. Server POWER 5 Virtual SCSI Performance Study – POWER 5 Virtual SCSI Throughput Analysis – p 5 SAP Workload Testing in a Simultaneous Multi-Threading and Advanced Power Virtualization Environment New (link is not working) i. Series – i 5/OS LPAR Performance on POWER 4 and POWER 5 Systems – Virtualization Grand Slam Benchmark – Three-in-One Benchmark – SAP on i. Series - a virtualization and consolidation study New z. Series – Mettle Test (Customer Link) x. Series – VMware Storage – SAN Volume Controller Benchmark – IBM e. Server p 5 Virtualization Performance Considerations – Intro to Adv POWER Virtualization on p 5 Servers Management – IBM Virtualization Engine Suite Performance Reference which contains all the following articles: • • • – – – 34 Install Timing of the IBM Virtualization Engine Suite EWLM Domain Manager Resource Requirements EWLM Domain Manager Load Stress Testing for i 5 OS VE Console initial sizing and tuning techniques Management Central vs. IBM Director Multiplatform EWLM Managed Server Performance and Functional Analysis IBM Grid Toolbox for Multiplatforms V 3 Performance and Tuning IBM Confidential IBM Director Multiplatform Performance Comparison with i. Series Management Central © 2003 IBM Corporation

IBM Systems & Technology Group: Virtualization Solutions BPICs – Business Partner Innovation Centers § Mission: IBM Business Partner Innovation Centers (BPICs) are physical centers owned and operated by IBM Premier Business Partners – over 60 BPIC locations worldwide and growing; BPICs invest in IBM hardware, software, technical certifications, and lab and seminar space; BPICs showcase solutions for On Demand Business and industry-focused solutions; access to these world-class centers with multi-functional lab space can help accelerate sales; these facilities provide you and your Business Partners with a venue to introduce and promote new products, an opportunity to leverage highly skilled and certified resources in multiple IBM brands, and a place to showcase and demo SMB and industry solutions built on IBM technologies, the opportunity to do proof-of-concepts, and a place to hold client events § SSM Sales Cycle: validating, qualifying, conditionally agreeing, and winning § Business Development Objective: Leverage our business partners’ (GSIs/RSIs) innovation centers to promote our virtualization engine platform; train the Systems Integrators in the Design Centers on how to conduct their own RGS (requirements gathering sessions) and Design Workshops with customers to promote virtualization services engagements; leverage the SI relationships with STG brands (x, i, p, z, TS) to showcase server and storage virtualization solutions; in addition, provide BPICs with access to virtualization demos § Contacts: – AG: Vicky Webster, BPIC Program Manager, vwebster@us. ibm. com; Phone: 1 -972 -546 -3823 (T/L: 364 -6373) – EMEA: Paul Garry, S&D Business Partners, Volume Distribution Sales Mgr, paul_garry@uk. ibm. com, Phone: 44 -20 -8818 -4636 (T/L: 364636); ITN: 37364636; Mobile: 44 -7802 -917968 (273229) – AP: Amy Shui, S&D Business Partners, Marketing Manager, shuiamy@hk 1. ibm. com; Phone: 852 -2825 -7713 (T/L: 851 -7713) § Website: www. ibm. com/partnerworld/bpic 35 © 2003 IBM Corporation

IBM Systems & Technology Group: Virtualization Solutions IBM Innovation Centers - leveraged by VE ISV Recruitment § Mission: The worldwide IBM Innovation Centers provide our Business Partners with easy access to IBM skills and equipment, to help them migrate, test and optimize their applications for an on demand world. This group of 31 centers includes the Developer Technical Support Center in Dallas, the Web. Sphere Competency Center in Pittsburgh, the e-business Solution Center in La Gaude, the former Solution Partnership Centers and the Austin Competency Center. The IBM Innovation Centers are also supported by the network of IBM briefing, benchmark, design centers, and services support which provide additional capabilities across the IBM and Total. Storage product lines. Our centers help our Business Partners get to market faster, while reducing their development costs. The IBM Innovation Centers provide Business Partners with the skills and services to help capture emerging technologies ahead of the competition: secure porting labs, expert technical assistance, latest h/w & s/w, s/w development tools, onsite & remote VPN access, and workshops/seminars § SSM Sales Cycle: validating, qualifying, conditionally agreeing, and winning § Business Development Objective: leverage the ISV relationships for the VE platform to entice ISVs/SIs to develop services around the packaged application implementation of VE components (e. g. , defining business policies for e. WLM, etc. ); similar to what was done for Grid, we can host a series of "Think Virtualization" workshops to show Business Partners how virtualization allows them to increase the business value to existing application deployments by sharing compute and information resources. Business Partners can then use IBM Innovation Center resources to deliver their virtualization-enabled solutions to customers faster and without the up-front cost of building their own testing infrastructure. – Provide Business Partners with easier access to IBM EWLM Technology, – Reduce Business Partners EWLM integration costs, reduce time to market by offering technical consulting, support and training for ISV Business Partners – Support the “Ready for Virtualization” Program § Contacts: – Barry Nusbaum, Developer Relations for Grid Infrastructure, Linux (Red. Hat, Su. SE) across e. Server and Virtualization (VE), barrynus@us. ibm. com, Phone: 1 -781 -895 -1276 (T/L: 362 -1276) – Mike Sheets, Developer Relations, Program Manager, IBM Innovation Center - Waltham Grid & SQA Tools, dmsheets@us. ibm. com, Phone: 1 -781 -895 -2984 (T/L: 362 -2984); Mobile: 1 -802 -238 -3181 – (Lynn) Robert L Richard, Virtualization Solutions Marketing, robrich@us. ibm. com, Phone: 1 -812 -465 -1532 (T/L: 554 -1532); Mobile: 1 -812 -760 -9617 § Website: http: //www. ibm. com/partnerworld/iic 36 © 2003 IBM Corporation

IBM Systems & Technology Group: Virtualization Solutions ISVs for Virtualization § Mission: The ISV recruitment program is designed to increase IBM Virtualization Solutions content in application sales. In addition, the SI and hardware program will help increase IBM Virtualization Solutions in third party SI and hardware sales. Through the ISV process, we leverage STG Product Lines, Partner. World, IBM Innovation Centers, and other “Ready For” programs § SSM Sales Cycle: qualifying, conditionally agreeing, winning, and implementation § Business Development Objective: ISVs generally lack full-scale consulting services and the services they do provide are usually limited to implementation of the packaged applications; however, there is a value add provided to a SI who sees value in their relationship with an ISV who is “Ready for Virtualization”; promoting the “Ready for Virtualization” program to SIs can improve the services ecosystem (e. g. , doing a services engagement around defining the business policies needed to execute within e. WLM) § Contacts: (Lynn) Robert L Richard, Virtualization Solutions Marketing, robrich@us. ibm. com, Phone: 1 -812 -465 -1532 (T/L: 554 -1532); Mobile: 1 -812 -760 -9617 § Website: http: //www. developer. ibm. com/isv/tech/validation/virtualization/index. html 37 © 2003 IBM Corporation

IBM Systems & Technology Group: Virtualization Solutions What is IBM “Ready For Virtualization Engine? ” Grid Computing Virtualization Engine § Overview: § Launched October 11, 2005, § Grid and VE have their own value propositions, messaging, and validation workflow. § Will include p 5 virtualization and Total. Storage virtualization as components in Ready for Virtualization Engine: Launch date: Feb 1, 2006 § Other Series to follow in 2006 § 22 ISV’s were EWLM tested and proven in 2005 § Customer marketing program highlighting IBM Virtualization Solutions technologies with Partners § Qualified Virtualization Technologies § EWLM § Director MP § p. Series Power 5 Virtualization (to be launched in 14 -21 days) § Resource Dependency Service (2006) § Include Total. Storage Virtualization (2006) § Include other Series in 2006 ISV recruitment program to increase IBM Virtualization Solutions content in application sales SI and hardware program to increase IBM Virtualization Solutions in third party SI and hardware sales Leverages STG Product Lines, Partner. World, IBM Innovation Centers, and other “Ready For” programs § § § 38 © 2003 IBM Corporation

IBM Systems & Technology Group: Virtualization Solutions We currently have 13 Active EWLM ISVs with 16 ISVs in the pipeline for 2006 ISV 39 Status Platform Application Chordiant Active p. Series AIX Chordiant Enterprise - business process management Market. Soft Active p. Series AIX Demand. More - sales lead management Peregrine Active Windows and AIX Fidelity Active p. Series AIX Ne. FSS - Next Evolution in Financial Services Systems Cognos Active p. Series AIX Report. Net – business reporting S 1 Active p. Series AIX Enterprise Teller – advanced teller application Cisco Active Router Test of EWLM Influencing Router Nortel Active Router Test of EWLM Influencing Router F 5 Active Router Test of EWLM Influencing Router Adaptik Active x. Series Windows e. Replenishment Active i. Series OS 400 Stream. Serve Active x. Series Windows Stream. Serve – enterprise document management Pega. Systems Active x. Series Windows Pega. RULES – business process management Service. Center – IT help desk Policy. Writer - insurance policy administration Enterprise Replenishment – inventory management © 2003 IBM Corporation

IBM Systems & Technology Group: Virtualization Solutions STG Brands (x, i, p, z, TS) § Mission: To help speed implementation, the IBM Virtualization Engine™ leverages leading IBM technologies. These technologies are integrated and delivered with certain IBM Systems, including System p 5 and p. Series® , i. Series™ and System z 9 and z. Series®. The technologies include: – Hypervisor: Supports partitioning and dynamic resource movement across multiple operating system environments – Virtual Ethernet: Helps provide network virtualization capabilities that allow you to prioritize traffic on shared networks – Virtual I/O: Helps provide the ability to dedicate I/O adaptors and devices to a virtual server, allowing the on demand allocation and management of I/O devices § To facilitate similar virtualization capabilities and functions in IBM x. Series® and Blade. Center™ systems, you can use products from third-party vendors, such as VMware® and Microsoft® Virtual Server. § Reduce the complexity and costs of managing SAN-based storage. The IBM Total. Storage® solutions combine the power of IBM storage virtualization software and IBM Tivoli® storage management software to help you improve the management of storage area network (SAN)-based storage and data. § SSM Sales Cycle: noticing, identifying, validating, qualifying, conditionally agreeing, winning, and implementation § Business Development Objective: work with brands to spur interest in co-funding brand-related demos with CSI (or others as appropriate) as well as leverage the brands’ relationship with RSIs/ISVs to bring select business partners into the ecosystem (Design Center training, etc. ); assist e. SMs and Brand Specialists with virtualization opportunities 40 © 2003 IBM Corporation