P artner W orld C ontact S ervices… We’re here to Help

1. PartnerWorld Contact Services… We’re here to Help ibm.com/partnerworld PartnerWorldProgram

2. PartnerWorld & PWCS: WHAT IS PARTNERWORLD? • PartnerWorld is the IBM Business Partner program • For all partners: Reseller, Solution Provider, System Integrators, Distributors and ISVs. • It offers wide range of sales and marketing tools, skill-building courses, technical support and collaborative opportunities to support your business. • PartnerWorld gives easy access to the offerings needed to innovate for competitive advantage, grow business and drive increased profit. ibm.com/partnerworld PartnerWorld Program

3. PartnerWorld & PWCS: WHAT IS PARTNERWORLD? PartnerWorld Level Joint marketing planning Special benefits HIgh investmentby Business Partners 25 points, incl. 6 for certifications, 2 technical, 2 sales. Approved PartnerPlan. Premier ExpandedMarketing- andSales Support Expanded Skills andtechnical enablement Medium investmentby Business Partners 7 points, incl. 3 for IBM certifications, 1 technical, 1 sales are required Advanced General Support Introduction to the IBM Portfolio PartnerWorldResources Member ibm.com/partnerworld PartnerWorld Program

4. PartnerWorld & PWCS: WHAT IS PARTNERWORLD? PartnerWorld Benefits... ibm.com/partnerworld PartnerWorld Program

5. IBM Value Package: Purchase this optional comprehensive benefits package and receive critical resources to help you more effectively develop and sell IBM software. The Value Package includes access to IBM software, reimbursement for IBM education leading to certification, IBM software technical support, and more! US$2000 A discount of 200US$ is available if a VP has been purchased and is renewed within 30 days before the expiry date. IBM Software Access Option: Purchase of the Software Access Option entitles your company use of the Software Access Catalog. The Software Access Catalog includes access to a wide variety of IBM software products by download (or on CD for an additional fee). US$795 PartnerWorld & PWCS: WHAT IS PARTNERWORLD? ibm.com/partnerworld PartnerWorld Program

6. PartnerWorld & PWCS: WHAT IS PARTNERWORLD? Value Packet (VP) & Software Access Option (SAO) Benefits https://www-304.ibm.com/jct09002c/partnerworld/mem/valuepack/index.html ibm.com/partnerworld PartnerWorld Program

7. PartnerWorld & PWCS: WHAT IS PARTNERWORLD? IBM Hardware Mall • The systems listed in the IBM Hardware Mall are available for : • Developing, upgrading, evaluating, porting, migrating, modernizing, optimizing, demonstrating, maintaining and marketing your programs and solutions. • Products: • Power Systems - IBM i • Power Systems - AIX • System z • Storage • Point of Sale • Power Systems software • Link: • https://www-304.ibm.com/jct01005c/isv/welcome/hwmall.html ibm.com/partnerworld PartnerWorld Program

8. PartnerWorld & PWCS: WHAT IS PARTNERWORLD? Techline • Presales HW Support for all Advanced + Premier BPs and Member BPs with the Value Package. • http://www.ibm.com/partnerworld/techline To request a pin code - select Phone access ibm.com/partnerworld PartnerWorld Program

9. Benefits for you: Web syndication is available at no cost to you! Leverage IBM's Web content within your own site with minimal effort. Customized for your Web site to include only the IBM products and services that you carry. Content is updated regularly. Set up is simple and generally takes less than an hour. No ongoing maintenance necessary How Web Syndication can benefit your company: Transform your Web site into a powerful tool your sales team can use in presentations with prospects and existing clients. Enable your team to send prospects to your Web site for in-depth product and service information. Free up people and resources for other strategic projects. Demonstrate your expertise and the depth of your relationship with IBM Services, Software, and Systems. Retain customers and prospects on your Web site for all the information they need. PartnerWorld & PWCS: WHAT IS PARTNERWORLD? Web Syndication Web Syndication is a free of charge program for IBM Business Partners. The program enables you to add IBM's Web content to your own site with minimal effort. The System offers ready made information about : Services, Software* and Systems for your own website. How to enroll Link: http://www.ibm.com/partnerworld/syndication Choose your product group and fill out the short online registration form. Within 1-2 weeks you will receive: a link to your showcase(s) for review a script source which you will add to your Web page documentation to assist you with integration and optimization of the script source for your showcase(s) ibm.com/partnerworld PartnerWorld Program *content are only available in US English

10. PartnerWorld & PWCS: WHAT IS PARTNERWORLD? IBM Campaign Designer • Campaign Designer is a Web-based application that makes it fast, simple and affordable to create customized, end-to -end marketing campaigns as well as your emailing marketing campaigns, in less than one hour. • Campaign Designer Benefits • Fast and simple application • Cost effective • Different language options • What can you create? • Postcards • Flyers • Self mailers • Event invitations • E-mailing Interested? Register for free: http://www.ibm.com/partnerworld/campaigndesigner ibm.com/partnerworld PartnerWorld Program

11. PartnerWorld & PWCS: WHAT IS PARTNERWORLD? Know your IBM • The idea behind KYI • Know your IBM (KYI) is the loyalty and skills program of IBM PartnerWorld • It rewards Business Partners employees for their sales achievements • and successfully completed online training modules • As easy as collecting airmiles! The attendees will be rewarded points which they can exchange for products within the Reward Catalogue • Anything from iPods to your dream holiday or a prepaid credit card • And if you are lucky you can win a place at the IBM study tour • Register now! www.ibm.com/partnerworld/knowyouribm • To redeem your prices... • http://www.KYIRewards.net ibm.com/partnerworld PartnerWorld Program

12. PartnerWorld & PWCS: WHAT IS PARTNERWORLD? Virtual Innovation Center • On demand access point • Personalized assistance • Virtual mentoring via live chat and e-mail in eight languages • On-line education, porting and migration assistance to build skills & complete projects • Connection to deep, hands-on support provided by the IBM Innovation Centres http://www.ibm.com/partnerworld/vic Need access? Contact vicsup@us.ibm.com ibm.com/partnerworld PartnerWorld Program

13. PartnerWorld & PWCS: WHAT IS PARTNERWORLD? IBM Innovation Center • Helping Business Partners around the world design, develop, port and test applications • Architectural design and implementation consulting • Porting, migration and testing services in secure labs • Multi-product integration activities including: Proofs of concept, validations, and scalability testing • Latest hardware, software and development tools • Workshops and seminars • Face-to-face and remote http://www.ibm.com/partnerworld/iic ibm.com/partnerworld PartnerWorld Program

14. PartnerWorld & PWCS: WHAT IS PARTNERWORLD? IBM Logos for Business Partner IBM is offering a selection of Logos which can be used by qualified IBM Business Partners. The logos are intended for the following purposes To show the connection between IBM and the business partner To highlight a qualification or certification Identification of education and innovation centres https://www-304.ibm.com/jct01005c/partnerworld/mem/mkt/mkt_emblem.html ibm.com/partnerworld PartnerWorld Program

15. PartnerWorld & PWCS: WHAT IS PARTNERWORLD? Join at no charge! IBM PartnerWorld IBM PartnerWorld supports Resellers • Consultants & Integrators • ISVs Base benefits • Marketing • Selling • Technical • Training • Collaboration Value Package benefits • Access to sales and marketing centers • Access to IBM Software • Presales technical support • Tuition reimbursement Targeted initiatives and offerings for IBM Business Partners • Virtual Innovation Center • IBM Innovation Center • Techline • Systems Subject Matter Expert Program • PartnerWorld Industrie Networks • and much more Benefits are tiered by Premier, Advanced and Member membership levels www.ibm.com/partnerworld ibm.com/partnerworld PartnerWorld Program

16. PartnerWorld & PWCS: WHO ARE PWCS? PartnerWorld Contact Services ibm.com/partnerworld PartnerWorld Program

17. PartnerWorld & PWCS: WHO ARE PWCS? • PartnerWorld Contact Services is the Team dedicated to supporting Partners in PW Program enabling them to maximise the benefits and offerings available to them. • As a support team we are on hand to help with all PW Program related queries, large or small. • PWCS offers more than just the traditional inbound support team structure, reacting quickly to Partners & IBMers needs • We deliver proactive activity in direct conjunction with the in-country needs • Supporting recruitment drives / participating in IBM/BP Events / promoting new tools, systems or processes / Driving awareness of programs and benefits • PWCS Structure: • Dedicated support team of 50 FTE for EMEA Business Partners • Fully blended team; all agents cross-skilled in all PW areas & contact media (Phone, email, chat) • Support for BPs in over 100 different countries • 22 native languages • Based in Greenock, Scotland • also locations in Bratislava, Istanbul and Israel • Volumes average monthly: • >4k Inbound Calls, >1.5k Outbound Calls, >3.4k emails. >0.5k chats ibm.com/partnerworld PartnerWorld Program

18. PartnerWorld & PWCS: WHAT CAN PWCS DO FOR YOU? • Centre of Competence for the PartnerWorld Programme • not just for BPs, but for IBMers too • First point of contact for BPs for all issues, not just PartnerWorld specific • Single point of access to many of the services offered to IBM Business Partners • eg SW downloads, demo kit etc. • Diverse & expanding portfolio of support (VIC, Web, CMT) • Proactive activity • eg Value Package calls, Datascrub calls, Promotion calls, Telemarketing calls, Education calls • What can we help with? • Administration: Passwords & IDS, PPS Database, Profile Maintenance • Marketing & Selling: information on & access to a range of tools & resources to help you sell • Training & Certification: help you understand the requirements, take advantage of the opportunities • Technical Resources & Support: explain the various types of support at your disposal • Products & Services: guide you to the sources of help and information that make your job easily • What value do we bring? • High FAR (First time fix – first access resolution) • Expertise PW Web Navigation • The provision of BP training, remote & F2F • Promote new events and support client in registration process • Advise clients on new entitlements and benefits available to them & encouraging the usage • Verify client contact details to ensure accuracy of communication • Advertise service to prospective clients to recruit new clients ibm.com/partnerworld PartnerWorld Program

19. PWCS EMEA Activities Phone Inbound Phone Outbound Reactive Web Chat Proactive Web Chat Sametime Chat email INBOUND Training & Certification PW Benefits Marketing & Selling Resources Products & Services Technical Resources PPS Maintenance & Updates BP Registration Approvals First Access Resolution Web support & Development Drive 2 Web Event Promotion & Registration High Volume Incentives Welcome / Advanced welcome Telemarketing BP Onboarding Co Marketing Recruitment Partnergrowth Datascrubs Education OUTBOUND Countries supported : Austria, Germany, Switzerland, Belgium, France, Netherlands, UK, Denmark, Finland, Norway, Sweden, Italy, Spain, Portugal, Greece, Czech Republic, Hungary, Slovenia, Poland, Romania, Russia ibm.com/partnerworld PartnerWorld Program

20. PartnerWorld Contact Services - How to find usPhone, email, or chat live with us now…….. The team is available Monday to Friday from 8am - 5.30pm ibm.com/partnerworld PartnerWorld Program