2009 Q4 Business Partner Sales Plays Target SUCCESS in 4Q09

1. Jean Karich – BP Channel Marketing & Enablement Manager October 7, 2009 2009 Q4 Business Partner Sales PlaysTarget SUCCESS in 4Q09

2. TOC President Obama honors IBM's Blue Gene with National Medal of Technology and InnovationAll of IBM's key business lines - hardware, software and services, and the researchers who conceived and invented Blue Gene - along with IBMers everywhere, can share in this honor and recognition. - Sam Palmisano President Obama will personally bestow the award at a special White House ceremony on October 7, 2009.

3. TOC Communities You.Tube –IBM Cognos Express You.Tube – Cloud Computing: Why Choose IBM You.Tube - IBM Study: The New Voice of the CIO Linked.in - IBM and BP Blog Group Linked.in - IBM Express Advantage Link Linked.in – IBM Smarter Healthcare Twitter - Check out Twitter for cool information like Do’s and Don’ts on Social Media Sandy Carter’s SOA Tweet Up events , System x / Blade, System Storage and Lotus Domino Exchange Intel show New IBM Bladecenter with next Xeon processor You.Tube –IBM TV on Smarter Planet Facebook - IBM Express Advantage Link Facebook – IBM Software Newsletter IBM Uncloaks Eight Core Power7 Processor – 8/26/09 IBM … always an industry leader ... on T.V., in print, on the web and in the blog-o-sphere

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5. TOC 2009 Q4 Executive Summary • Generate Q4 Momentum • Attend the Webcast “Responding to Today’s Demands with a Dynamic Infrastructure” on Tuesday, October 20, 11:00 am ET • Leverage the New! IBM Midrange Storage Product Pricing and DiscountingCC0908-253 • Attend Key Events • Attend Pre-announce Education via the10/13 Dynamic Infrastructure Virtual Educationfor Business Partners • Attend Storage Networking World, October 12-15, Phoenix, AZ • Attend IBM Information on Demand 2009, October 25-30, Las Vegas • Attend Monthly Brand Kick-Off Calls: Power , System x, Storage (web address changes monthly) • Keep in touch with upcoming IBM events, and schedule your own, at your local IBM Innovation Center. Locations • Call to Action • Spend your co-marketing dollars NOW to drive demand for your virtualization solutions by using Just Push Go templates • Get prepared for IBM ISS Professional Certifications with Courseware on PartnerWorld. One (1) no charge test voucher available per person, per exam through 12/31/09. (509-937) • Complete STG Financial Selling Modules for the New Economic Environment in 2H09 Education Modules • Bookmark out the General Business BP Essential Play Catalog for play updates • Download the New!IBM Software Business Partner Widget today! Stay up-to-date on promotions and incentives with bi-weekly cross-brand Speedsheets

6. TOC • Smart Work • New Intelligence • Green & Beyond • Dynamic Infrastructure Key Themes IBM Smarter Planet Messaging Map The world is getting flatter, smaller and smarter Context Responding To New Behaviors Making Better Decisions Doing More With Less More Agility Client Needs IBM Value Proposition Your best partner on a smarter planet • Smarter Grids (E&U) • Smarter Oil and Gas (C&P) • Smarter Transport’n (T&T) • Smarter Risk Mgt (Bkg / FM) • Smarter Healthcare ------------------------------------------ • Telecommunications • Government • Insurance Smarter Industries Conversations Along Two Dimensions Cloud, Managed Business Process DELIVERY Outsourcing, Traditional client-led Consumption Choices

7. TOC What’sNEW!For October 20 • Attend the 4Q09 Pre-Announce Virtual Education Event and learn about hardware, software and services announcements • Agenda: • October LAUNCH ESSENTIALS: "What You Need To Know!" • NET IT OUT! Fast-paced synopsis of our 3rd integrated Dynamic Infrastructure launch of 2009. • Offering Overview webcast • Dynamic Infrastructure: Anatomy of a Deal for Business Partners • Listen and learn from your peers how to effectively sell Dynamic Infrastructure! • Dynamic Infrastructure Partner Program update for ISVs • New! Dynamic Infrastructure program for Business Partners. • Optional follow-on breakout sessions • New and Improved delivery portal features: • Interactive opportunities to engage with Subject Matter Experts • Live moderated chat rooms available during event • Ask Techline a question Prepare for the announcement: • Invite clients to the 10/20 Dynamic Infrastructure Announcement Webcast • Keep up-to-date with the DI Sales Portal on PartnerWorld , and the Systems Widget for Business Partners, over 1,700 users and growing • Register for 10/26-29 Dynamic Infrastructure Top Gun Class in Potomac, MD. first come, first serve! Certification Testing Lab to be provided. • Play the DI Simulator Game – available now! Fine tune your consultative selling skills targeting C-level executives.

8. TOC October 20, 2009 Announcement Business Services Analytics Collaboration Development and Test Desktop and Devices Infrastructure Compute Infrastructure Storage Smart Business Desktop on the IBM Cloud Smart Business on the IBM Cloud Standardized services on the IBM Cloud Smart Business Expense Reporting on the IBM Cloud Smart Business End User Support on the IBM Cloud Compute on Demand Smart Business Storage on the IBM Cloud Information Protection Services (enhancement – Smart Business Backup Svcs) BPM Blueworks (Design tools) Lotus Live NEW - LotusLive iNotes Smart Business Cloud Private cloud services, behind your firewall, built and/or managed by IBM IBM Smart Business Analytics Cloud for System z Smart Business Storage Cloud Smart Business Test Cloud Smart Business Desktop Cloud Smart Business Systems Pre-integrated, workload optimized systems Smart Business for SMB (backed by the IBM cloud) IBM Information Archive Smart Analytics System IBM CloudBurst Existing New - Oct

9. TOC Smarter Planet Cloud Advertising, TV, Videos and Landing Page Click On Pictures for Hyperlink

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11. TOC 16 accredited Dynamic Infrastructure Business Partners! Program Criteria • Partner resells broad IBM portfolio (hardware, software, services) • Demonstrable infrastructure sales & technical skills • Extensive skill certifications • Customer references in specialty area Partners are provided tools to perform assessments • IT Strategy Workshop (Elite) • Business Resilience Assessments • IT Optimization & Energy Efficiency Assessment • Information Infrastructure Assessment Link to DI Announcement Letter ……. Federal BPIC ……. # of BPIC locations B/R ……… Business Resilience EE ………. Energy Efficiency V&C……… Virtualization & Consolidation II………….. Information Infrastructure

12. TOC D I Q4 IBM Dynamic Infrastructure Cross Brand Sales Play

13. TOC D I Q4 IBM Dynamic Infrastructure Cross Brand Sales Plays

14. TOC D I Q4 Dynamic Infrastructure Cross-Brand Plays

15. TOC D I Q4 IBM Information Infrastructure Cross Brand Sales Plays

16. TOC D I Q4 IBM Information Infrastructure Cross Brand Sales Plays

17. TOC D I Q4 IBM Information Infrastructure Cross Brand Sales Plays

18. TOC CROSS SELL SOLUTIONS Q4 IBM Dynamic Infrastructure Cross Brand Sales Plays

19. TOC Q4 IBM Cross Brand Competitive Sales Play

20. TOC Q4 IBM Cross Brand Competitive Sales Play

21. TOC Learn about Cloud Computing and the IBM Difference Click for Podcasts & Webcasts IBM Cloud Computing- Quarterly Checklist

22. TOC IBM STG - Quarterly Checklist

23. TOC IBM STG - Quarterly Checklist * Events are in the planning stages and subject to change.

24. TOC Q4 IBM Infrastructure Solutions Sales Plays for Mid-Market

25. TOC Q4 IBM Infrastructure Solutions Sales Plays for Mid-Market

26. TOC IBM Mid-Market - Quarterly Checklist Major Customer Events • BPIC /BSSC 2H Event Topics (run through November 2009) • 2H BPICs -hosted Infrastructure events for midmarket. • Right Tools, Right Time, Right Place: Boost Productivity and Profits • Leveraging a Dynamic Infrastructure for Real Cost Savings • Reduce risk of downtime in an economic downturn • Secure Vulnerabilities - A challenging economy is not the time to let down your guard • Data Access Mgmt - Limiting data exposure in an exposed economy • 2H STG-hosted BPIC/BSSC events for midmarket • Building Your Dynamic Infrastructure with IBM Systems Power • Dynamic Infrastructure with IBM Systems Storage • Dynamic Infrastructure with New Generation of IBM Servers • High Performance Computing with IBM System x /iDataplex • Driving High Performance Computing with IBM System x iDataPlex and BladeCenter Gartner Data Center Conference, 12/1-4, Las Vegas, NV • Pulse comes to you, 10/8 Albany, NY, 10/20 Lansing, MI • IBM Information on Demand 2009, 10/25-29, Las Vegas • Worldwide Tivoli Foundations Virtual Launch Event 10/14 • Get Smart Roadshows • Chicago 10/6 • NYC 10/22 • San Francisco 11/5 • IBM Portal Excellence Conference 2009 San Diego 10/12-10/15 • Lotusphere 2010 January 17- 21, 2010 in Orlando • Just Push Go to deliver virtualization email and webcast tactics to your clients • Promote the Midmarket Security Assessment Tool , the Green ROI Assessment tool and the IBM Blade Assessment tool • Aggressively present IBM Maintenance value to win using Approaches to defend against competition for Maintenance • Enter new opportunities for IBM ISS in Global Partner Portal (GPP) to receive Deal Registration discount 509-961 • Attend monthly WW IBM ISS BP Seller calls • Gain sales and marketing knowledge using Technical and Sales Enablement Roadmaps for Appscan • Listen to the Lotus Knows call and join the Vanguard Program • Real life virtualization stories – Business Execs share how they saved time and money • View the Collaboration Objection Handling Videos • Complete Know Your IBM (KYI) learning modules. • Lotus Training • Rational Monthly Sales Boot Camp training • Free Software Test Days - Everything you need to prepare for Growth Thru Skills Early Readiness Offer EXPIRES 10/31/09 • Top Gun Training

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28. TOC Q4 IBM Global Technology Services Sales Plays

29. TOC Q4 IBM Global Technology Services Sales Plays

30. TOC IBM Global Technology Services - Quarterly Checklist

31. TOC Q4 2009 IBM Software Sales Plays

32. TOC Q4 2009 IBM Software Sales Plays

33. TOC IBM Software - Quarterly Checklist Register by November 15 and save $500!

34. TOC IBM Global ISV Alliances - Quarterly Checklist

35. TOC ISV Developer Relations - Quarterly Checklist

36. TOC Q4 IBM Industry Systems Retail Sector Sales Play

37. TOC IBM Retail Store Solutions - Quarterly Checklist

38. TOC IBM Retail Sector Promotions & Incentives Note: Promotions/Incentives are for US and Canada unless otherwise notated

39. TOC IBM Global Financing:What’s Hot? Economic Stimulus Portfolio $2B for United States and Canada JumpStart Rates – Expires on Dec 31. Enhanced low financing and flexible payment options on hardware Low Rate Financing – Simplify budgeting and planning by combining IBM hardware, software and services into a single contract with a single monthly statement Deferred Payment Plan – No payments on GBS solutions for up to one year. Clients can use GBS Deferred Payment Plan (DPP) to delay payments and provide interest free borrowing for six months. IBM Project Financing – Customized, all-inclusive financial package for services, infrastructure solutions and business transformation projects, making it easier to manage both upfront investments and ongoing operating costs System P Deferral – Clients can acquire select System p today no payments and no interest for six months GFP03068-USEN-00 39 39

40. TOC IBM Global Financing – Flexible and Customized Offerings Hardware financing • Low Rate Financing • Jumpstart Rates (US only) Software financing • Rates as low as 0% IBM Certified Used (ICUE) • Complement the sale of new IBM products and services • Ideal for credit-challenged clients Services financing • Deferred Payment Plan (DPP) • Project Financing • IT Financing Facility Financing for Economic Stimulus Opportunities • Accelerate projects with future anticipated funding • Fund components not covered by stimulus funds • Provide customized structures and line of credit for planning, oversight, and transparency of complex projects 40 40

41. Simplified Midmarket Financing – New! Available in the United States and Canada Transaction size $5K<$25K Easy to use and understand Full Payout Offering (FPO) only offer. Simple terms -12, 24 and 36 mo. no interim rent and no partial invoices. Best and Std credit are eligible IGF North America Services Solutions – New! Flexible financing services options allow IBM clients to track costs much more closely to benefits as convert large expenses into affordable fixed monthly payments. Plan Your IT AcquisitionIBM Global Financing can help your end-user clients develop and implement a financial plan the entire lifecycle of their technology. Acquire Your IT SolutionReduce the initial financial risk and budget impact on an IT acquisition. Leverage our competitive rates and customized funding solutions to lower the overall cost of technology acquisition as your client implements key services solutions. Manage Your IT Help your clients stay on top of their IT infrastructure Know Your IBM Finance and Earn Incentive – Double Points! When an IBM Business Partner sells and leases qualifying System x product, they receive 200 KYI reward pts. IBM Global Financing announced last week, that it is DOUBLING its points to 400 pts per supplement See IBM North America IBM Announcement Letter # 509-513 for additional details. TOC IBM Global Financing – Key Incentives and Dates 41

42. TOC Express Seller Updates

43. TOC Drive Recovery with No Charge Demand Generation IBM Express Seller Flash • IBM Express Seller Flash offers new, easy-to-use marketing templates every month • Up to 2000 postcards offered atno charge- IBM pays for printing and postage • Subscribe today! Sample customizable postcard offered via the IBM Express Seller Flash Just Push Go for Virtualization • New!website has everything you need to effectively plan and execute a single or multi-touch marketing campaign for mid-market New Express Web Banner Advertising Sample Web Banner through Campaign Designer Web Content Syndication • Easily improve IBM Web content at no charge • Seamlessly download IBM System x, BladeCenter, Storage and ServicePac product information and deliver it via your Web site. Express Seller Toolkit • Images, Copy blocks, Flyers, Brochures, BP Emblems and more. Visit the Toolkit Campaign Designer NEW – Express Advertising • New look and feel for print and interactive advertising to launch in Q4 • New! - Co-marketing web banners available on Campaign Designer for System x Express and Storage Express • Product and stock images, templates and more

44. TOC Increase Sales with Effective Tools Systems Consolidation Evaluation Tool IBM Express Selector Plus Tool What’s the ROI?Show clients in 10 minutes how to recoup their hardware investment in 3 months and reduce overall IT costs by half Configure and Sell with Confidence Every Time • View product specifications and price, featuring Sell More Blue Grid pricing – your best competitive price • Find and build a validated system by family, business use, competitive comparison or technical specification • Check Distributor stock availability. • View comparisons with HP and Dell products. • Obtain the latest on promotions and incentives. • Get Started: Simply visit the Express Selector Plus website where you can quickly apply for access to the tool. • Provides quick demonstrations of potential savings • Demonstrates quantifiable savings on areas such as HW costs, SW costs, power, and facilities. • Allows you to quickly calculate Return on Investment • Customer reports are available providing views on all adjustable variables and corresponding results. • Get Started: Visit https://roianalyst.alinean.com/stg/to register for the System x & BladeCenter version of the tool. Must Have Resources • Program and Promotions Summary Guide • PartnerWorld and ibm.com Web Navigation Cheat Sheet and Express Portfolio Guides for US and CA Quick and Easy Education • Learn online and achieve IBM certifications throughIBM Systems Connect eXpert . New! - Earn 150 KYI points for enrolling & taking the overview module

45. TOC PartnerWorld Updates

46. TOC Selling to the CFO Education • In today’s rocky economy, business partners need to quickly learn to speak the language of the CFO (chief financial officer). • IBM's Financial Selling Education Roadmap teaches vital financial sales skills • Courses include: • Mid-Market Made Simple – Selling to CFO’s Video. • Client Value Overview for Business Partners • Selling to the CFO. A stronger selling approach for remarkable times. • Financial Acumen: Basic Finance for Client Business Value PartnerWorld University Financial Selling Roadmap Are you a sales professional enrolled in Know Your IBM? Then you can earn additional rewards for Completing the Selling to the CFO Education. Go to www.ibm.com/partnerworld/knowyouribm to learn more.

47. Harness the Power ofA Business Partner Marketing Forum webcast on October 27 It's no wonder the verb "to google" was voted the most useful word of 2002 by the American Dialect Society. The question is: how can your firm harness the power of the world's hottest search engine ? Join the Business Partner Marketing Forum webcast on October 27, 2009 to hear guest speaker Dennis Cardoso ofGoogleexplain how to benefit from Search Engine Marketing and best practices for social media marketing. Find out how you can: • Engage the power of Search • Embrace the world of Social media • Promote your firm in areas like Twitter, YouTube and professional forums Tuesday, October 27, 2009 at noon ET. No registration required. Audio dial-in: (800) 475-4945 or (773) 799-3307. Passcode: Google Join the Web conference at www.sametimeunyte.com . Select "Join a Meeting". Complete the "Meeting Login". Conference id: 3163634 Presentations will also be posted on day of call at www.ibm.com/partnerworld/marketingforum Contact Claire Colle at ccolle@ca.ibm.com

48. TOC Act now to leverage PartnerRewards before time runs out! Many business partners still have marketing funds available! 2009 Application Deadline: November 13, 2009 • Up to $3K inPartnerRewards funding can now be used for Marketing planning and consultation services • Great use of PartnerRewards funding after November… KICKSTART 2010 by building a solid marketing plan! • Tie into IBM Q4 Sales Plays to execute Powerful Multi-tactic, Multi-touch Campaigns • Dynamic Infrastructure Sales Play- Leverage Sales Portal/Quick Proposal/ Sales Education • (Need help? Anne Peck apeck@us.ibm.com) • Leverage IBM Approved Marketing Agency successes with PartnerRewards • Covente Vis-a-Byte campaigns • Telemarketing campaigns to boost event registrations • Better leverage your website with Search Engine Optimization • Extend your BPIC events with PartnerRewards funding • Leverage existing IBM Programs • Leverage Campaign Designer to simplify, speed marketing execution and extend your overall marketing funds • Couple your campaign tactics with High Volume Express Seller Contact: Kim Johnson, 630-568-7070, kajohns@us.ibm.com IBM Channel Communications Letter #: CC0901-008 Check your funds availability and submit your application: http://www.ibm.com/partnerworld/cofundedmarketing

49. TOC Get Your Message Out with Co-Marketing offers from IBM • STG PartnerRewards Marketing Funding - $10K in marketing funding available (no matching funds required) (expires Nov 13, 2009) • NEW for 2009: $3K can be used for Marketing planning and consulting services • Eligibility based on qualifying Q42007-Q32008 revenue attainment for Power Systems (i, p), System x and Storage revenue of $100K or more. • Contact Kim Johnson 630-568-7070, kajohns@us.ibm.com • IBM Announcement Letter # CC0901-008 http://www.ibm.com/partnerworld/cofundedmarketing • STG PartnerRewards Entry Level Marketing Funding – $5K in marketing funding available (no matching funds required) (expires 11/13/09) • $3K can be used for Marketing planning and consulting services • Eligibility based on qualifying Q42007-Q32008 revenue attainment of $25K - $100K • Contact Kim Johnson 630-568-7070, kajohns@us.ibm.com • IBM Announcement Letter # CC0901-008 http://www.ibm.com/partnerworld/cofundedmarketing • SWG Co-Funded Marketing - Earn up to $10K – matching BP funds required (quarterly application deadline: 12/4/09) • SWG nominates Business Partners who meet specific criteria based on SWG sales results, strength of the proposed marketing plan and past performance on marketing activities • Top performing BP’s who act early, show results and have a solid plan to do more may be granted additional funds on a first com first served basis. • Contact Lyndsay Dowd 781-620-1249, lyndsay_dowd@us.ibm.com • http://www.ibm.com/partnerworld/cofundedmarketing • Campaign Designer Express Seller Flash Co-Marketing Incentive (Re-announced monthly. May be withdrawn at any time.) • Order 50 – 2,000 of the monthly Express Seller Offer Templates AT NO CHARGE to you! • https://www-304.ibm.com/jct01005c/partnerworld/mem/mkt/customize.html

50. TOC Keep In Touch and Stay Informed with IBM Business Partner Communications Four communications vehicles you need to know about: *e-mail addresses for the Business Partner Weekly Update are pulled from the PartnerWorld Profiling System (PPS)