Oct 25, 2013 Technology Team Meeting Theme: CloudFirst!

Oct 25, 2013 Technology Team Meeting Theme: CloudFirst! Ecosystems and Marketplace Creation Kickoff Community (Contact Moises Galvan for access) : https://ibm.biz/BdDjyn

Agenda • Kick-off Sandy Carter 15 Mins • Executive Summary • TT Background & Agenda 5 Mins • Topic Overview 5 Mins • Team • Deliverables Expected • Tips on delivering an effective TT presentation • Key Dates and Milestones 5 Mins • Ecosystem Segmentation Overview 5 Mins • Actions for next meeting 5 Mins • DRAFT Outline 10 Mins

Executive Summary On Oct 25th The IBM Technology Team (TT) will meet to discuss “CloudFirst!”. Executive sponsors have called together this team of experts to lead the topic of “Cloud and the API economy.” This team will be responsible for mapping out the key players within the ecosystem, their motivators, business arrangements, how we market to and for them, and other business issues that tie to the IBM underlying technology. The TT team will want to see our analysis of the gaps between our current and planned capabilities and the needs of the ecosystem.

IBM Confidential 2013 Technology Team Members Robert LeBlanc SVP SMG, TT Chair Ginni Rometty Chairman, President and CEO Ponani Gopalakrishnan VP, Corporate Technology CHQ John Kelly SVP & Director Research Erich Clementi SVP GTS Tom Rosamilia SVP STG Laura Sanders GM, Delivery Technology & Engineering GTS David McQueeney VP, SW Research Jeanette Horan VP and CIO, EOD CHQ Ted Hoff HR VP - Global Sales and Sales Incentives S&D Arvind Krishna GM, Development & Manufacturing STG Andy Ho GM GMU STG Richard Patterson GM, SO Delivery, Cross Competency Mgmt, GTS Alistair Rennie GM, Collaboration Solutions SSG Martin Schroeter GM, IBM Global Financing Nancy Thomas VP, GMU AMS Leader GBS Deepak Advani GM, Tivoli Software SSG Katie Kean VP, Architecture and Technical,Solution Design GTS Jim Comfort GM, Cloud Development and Delivery, IBM Smart Cloud Platform,GTS http://w3-03.ibm.com/chq/technology/technologyteammembers.html 5

Oct 25th TT – CloudFirst! (Page 1 of 3) TT Sponsors: Jim Comfort, Danny Sabbah, Deepak Advani DRAFT

IBM Confidential CloudFirst! Ecosystems and Marketplace Creation Topic Team Facilitator(s): Moises Galvan TT Sponsors: Jim Comfort Danny Sabbah Deepak Advani • Working Group: • Alan Manuel • Dirk Nicol • Marc Dietz • Stephen Kenna • Tom Doucher • IDR Team: • Luis H Rodriguez (Lead) • Hope Ruiz (Lead) • Mark Webber • Sherwood Yao 10

Oct 25th TT Deliverables (for each topic) (1) Presentation deck See TT presentation template in community for other guidance and best practices. About 15 charts per hour. Must include Corporate Milestones chart (next steps and owners). Milestones are tracked by TT. Must be reviewed by sponsors and next step owners. (2) One page synopsis Abstract of TT presentation. Facilitators will help with this. TT Template:https://ibm.biz/BdDjym Due COB US ET on Monday, Oct 21st Set in stone; charts have to be sent to the CEO and the TT shortly after.

Effective TT Presentation: Content Definition & Best Practices Content Definition and Flow Objective • Objective of a TT study is to inspireanddrive discussion during the TT meeting. • Presentations should have strong point of view to spark conversation amongst TT members. IBM Confidential 12

Effective TT Presentation: Content Definition & Best Practices FAQs • Market Opportunity • How fast is the market growing? • How fast are our competitors growing in the market? • How fast is IBM growing and what should be our market share to be a leader in the market? • “Outside In” View of Strengths and Gaps • What are the market expectations and requirements? • What are our current strengths and gaps? Provide client use cases to show wins and loses • What are our competitors doing to address these gaps? • Differentiated Value of IBM Technology • How does IBM’s technology stack up and provide differentiated value in competitive landscape? • What technology gaps have we addressed in delivering a solution and are these solutions incrementally better or new/different? • Is adding capability to our existing product the right way to go? • Roadmap and Recommendations • What is the roadmap for long term technology strategy to win in marketplace? • What can we do to accelerate time to market and growth in this area? • What are our “Go To Market” plans including ecosystem? IBM Confidential 13

Effective TT Presentation: Content Definition & Best Practices Best Practices • Start with an executive summary • Feedback from executive reviews must be included in the content • Presentation should firmly focus on actions, deliverables and recommendations • Not too many slides: target 15-17 slides in 1 hr pitch • Keep the slides simple. Not too many words per slide. You can verbally bring up points that are not written down. (see next few slides for examples) • Presentation pitch should include time for discussion (in addition to the key messages) • Content should be aligned/consistent with other topics under monthly theme. • Focus on “value” • Client scenario’s to illustrate requirements and gaps • GMU considerations (cultural priorities, resource constraints, competitive approaches) • Consider implications of the TT topic on IBM Services Organizations • Include next steps and recommendations chart. • Include Corporate Technical Milestones chart (see next few slides for details and examples) IBM Confidential 14

October TT Key Dates and Milestones + Working Sessions (up to Oct 1) • Sept 16 (2:45PM -3:30 PM ET) Kick-off Working Group • Sept 17(TBD) Working Group – Actions • Sept 19 (TBD) Working Group – Actions (S. Carter Update) • Sept 24 (TBD) Working Group – Actions • Sept 26 (TBD) Working Group – Actions (S. Carter Update) • Sept 30 (TBD) Group – Review slides for Oct 1 (S. Carter Update) • Oct 1st(10:30AM-12:30PM ET) Mid-term review with Danny Sabbah, Deepak Advani, Jim Comfort, P. Gopalakrishnan and Lori Larson • Oct 2nd (TBD) Working Group – Debrief & Revision Planning (S. Carter) • Oct 7th - Oct 11th*(to be confirmed) Review with Deepak Advani, TT members and stakeholders • Oct 8th (TBD) Working Group - Revision Actions (S. Carter Update) • Oct 10th (TBD) Working Group - Revision Actions • Oct 14th(09:30AM-12:30PM ET) Final review with Danny Sabbah and Jim Comfort • Oct 15th (TBD) Working Group - Debrief & Revision Planning (S. Carter) • Oct 17th (TBD) Working Group - Revision Actions • Oct 18th (TBD) Working Group - Revision Actions(S. Carter) • Oct 21st*(trying to move to previous week) Final review with Robert LeBlanc and P. Gopalakrishnan • Oct 24th(12:00PM-06:00PM ET) TT Rehearsal Meeting in Somers • Oct 25th (08:00AM-01:00PM ET) Day of TT Meeting DRAFT

Future Ecosystem Segmentation Market with New Partner Types Academia Smarter Commerce Marketing Security DevOps Start-ups Mobile Analytics CMO CHRO CFO CPO Cloud Social Security VP Apps CIO Role / Industry Core Runtime Platform (Power, Z) Influencers Big Data EIS IT Professionals Growth Initiative Base Technologies Market to Born on Cloud Partners Business Partners Ecosystem 18

Actions for next meeting (Sept 18th) • Accept invitations for working meetings, notify team of exceptions • Share resources and education on Ecosystem partners • Review TT Template (https://ibm.biz/BdDjym) • Pre-filled examples for Corporate Technical Milestones • Scoping questions for content creation • Answer questions in team forum posts: • What is BlueMix? • What is the API Economy? • Who are the ecosystem partners? • With which ecosystem partners do our technologies fit well? • With which ecosystem partners do we need to drive changes in our technology?...and why? • DRAFT outline - Collaborate here: https://ibm.biz/BdDjyn • Define the ecosystem members • Who are they? • What is their role? • How do they relate to each other? • Fit with IBM business model & Technology value

Oct 25, 2013 Technology Team Meeting Theme: CloudFirst!