© 2009 IBM Corporation

2009 Q4 Business Partner Sales Plays

Target SUCCESS in 4Q09

Jean Karich – BP Channel Marketing & Enablement Manager

October 7, 2009

© 2009 IBM Corporation

2009 Q4 Business Partner Sales Plays – 10/7/09

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President Obama honors IBM's Blue Gene with National Medal of Technology and Innovation

All 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.

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Intel show New IBM Bladecenter with next Xeon processor

IBM Uncloaks Eight CorePower7 Processor – 8/26/09Twitter - 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

IBM … always an industry leader ... on T.V., in print, on the web and in the blog-o-sphere

Linked.in - IBM and BP Blog GroupLinked.in - IBM Express Advantage LinkLinked.in – IBM Smarter Healthcare

Facebook - IBM Express Advantage LinkFacebook – IBM Software Newsletter

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You.Tube – Cloud Computing: Why Choose IBM

You.Tube - IBM Study: TheNew Voice of the CIO

You.Tube –IBM Cognos Express

You.Tube –IBM TV on Smarter Planet

Communities

© 2009 IBM Corporation

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IBM's Midmarket Clients have told us they wantaccess to: •   IBM and 3rd party Subject Matter Experts, including BPs, analysts and customers, at no charge•   Industry trends •   Relevant information to solve business problems and address challenges •   Other CIOs from mid-sized businesses

Drawing on the advice and insights midmarket clients have shared with IBM"s senior leaders in recent months, we launched infoBOOM!!!, a jointpartnership between IBM and CIO.com. targeted toMidmarket CIOs and Senior IT Leaders.

How you can leverage infoBOOM!!!

There are three primary ways for Business Partners to get involved:

Promote: Help drive awareness of the experience as a valuable tool among your customers

Participate: Contribute perspective and interact with Subject Matter Experts (SMEs) and community members

Become a SME: Allocate time and expertise to be a featured Subject Matter Expert

Check out infoBOOM!!! at: http://theinfoboom.com

Must-know people, ideas and opinions for mid-sized business

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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 Discounting CC0908-253

Attend Key EventsAttend Pre-announce Education via the

10/13 Dynamic Infrastructure Virtual Education for Business PartnersAttend Storage Networking World, October 12-15, Phoenix, AZAttend IBM Information on Demand 2009, October 25-30, Las VegasAttend 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 ActionSpend your co-marketing dollars NOW to drive demand for your

virtualization solutions by using Just Push Go templatesGet 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

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Conversations Along Two Dimensions •Smart Work

•New Intelligence•Green & Beyond•Dynamic Infrastructure

Key Themes•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

Consumption Choices

Context

IBM Value Proposition

Client Needs

Your best partner on a smarter planet

The world is getting flatter, smaller and smarter

More AgilityDoing More With Less

Making Better Decisions

Responding To New Behaviors

IBM Smarter Planet Messaging Map

Cloud, Managed Business Process DELIVERY Outsourcing, Traditional client-led

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What’s NEW! For October 20

Prepare for the announcement:

Invite clients to the 10/20 Dynamic Infrastructure Announcement WebcastKeep up-to-date with the DI Sales Portal on PartnerWorld , and the Systems Widget for Business Partners, over 1,700 users and growingRegister 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.

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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

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October 20, 2009 Announcement

New - OctExisting

Smart Business on the IBM Cloud

Smart Business Cloud

Smart Business Systems

Standardized services on the IBM Cloud

Pre-integrated, workload optimized systems

Private cloud services, behind your firewall, built and/or

managed by IBM

Lotus Live

IBM CloudBurst

Smart Business Test Cloud

Smart Business Desktop Cloud

Smart Business Storage on the

IBM Cloud

Smart Business

Storage Cloud

Analytics Collaboration Development and Test

Desktop and Devices

InfrastructureStorage

Smart Analytics System

Smart Business for SMB (backed

by the IBM cloud)

InfrastructureCompute

Compute on

Demand

Information Protection Services

(enhancement – Smart Business Backup Svcs)

Business Services

BPM Blueworks (Design tools)

Smart Business End User Support on the IBM Cloud

Smart Business Desktop on the

IBM Cloud

IBM Information Archive

IBM Smart Business

Analytics Cloud for System z

NEW - LotusLive iNotes

Smart Business Expense

Reporting on the IBM Cloud

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Smarter Planet Cloud Advertising, TV, Videos and Landing Page

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1 Dynamic Infrastructure Cross Brand Plays chart 12

2 Cross Sell Solutions Sales Play chart 18

3 Cross Brand Competitive Sales Plays chart 19

4 Mid-Market Infrastructure Solutions chart 24

5 Global Technology Services chart 28

6 IBM Software Sales Plays chart 31

7 IBM ISV / IDR Quarterly Checklists chart 34

8 Industry Systems Retail Sector Plays chart 36

9 IBM Global Financing chart 40

10 Express Seller Updates chart 42

11 PartnerWorld Updates chart 45

contents

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16 accredited Dynamic Infrastructure Business Partners!IBM BP Specialty

LevelBPIC B/R EE V&C II Geography

HQ-coverage

Sirius Elite 4 TX - Nationwide

Mainline Elite 2 FL- Nationwide and Canada

Micro Strategies

Elite 1 NJ Nationwide

Vicom Computer Services

Elite 1 NY Nationwide

Agilysys Specialist 1 OH - Nationwide and Canada

DSS (Direct Systems Support)

Specialist 1 CA - Southern CA – East Coast / West Coast

LRS Specialist 1 IL – Midwest, Southeast,

Logicalis Specialist 1 IL – Nationwide

Meridian IT Specialist 1 IL - Nationwide

MSI Specialist 3 NE – Nationwide

Sycomp Specialist 1 Northern CA- California

GlassHouse Specialist ON – N.A. except Quebec

CIBER Specialist 1 CO - Nationwide

Essex Techn Specialist 1 NJ - Northeast

Mapsys Specialist OH – Ohio, Indiana, Michigan

thinkASG Specialist 1 CA - Southern California

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

……. FederalBPIC ……. # of BPIC locationsB/R ……… Business ResilienceEE ………. Energy EfficiencyV&C……… Virtualization & ConsolidationII………….. Information Infrastructure

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Q4 IBM Dynamic Infrastructure Cross Brand Sales Play Sales Play Value Proposition Enablement, Promotions & Incentives Call to Action

DI: Cloud Computing – Gain Access from Anywhere With Cloud

New!

Cross Brand

Brand: Power, System x, System z, Storage, GTS, SWG, IGF

BP: Cloud Computing provides access to new customer sales and services opportunities, and generates additional revenues, in the integration and distribution of business information.

Client: Cloud and Service Management Offers provide fully integrated solutions that install and configure easily and quickly with minimal human interaction and IT staff required to install or maintain.

EnablementSmart Business Announcement including Cloud – 10/20/09 BP Education on IBM Cloud Strategy on the BP Newsline agenda for 11/4/09 callCloud Computing: A down to earth view – Learn more about the marketing opportunity, strategy, and offerings on October 6 - 9 - Business Partner enablement seriesIBM Smart Business Storage Cloud - #609-057

–Scale Out File ServicesCloud Computing Sales Kit, seller & customer education, deliverables, white papers

Cloud Burst Sales Kit for BPsCloud IBM TV AdsCloud Customer SiteSmart Analytics EducationCloud Connect Community BlogDemand Generation: “Lotus Knows”

Promotions & IncentivesComputing On Demand Test Drive OfferLotusLive Engage 30 day TrialSoftware Certification – offers & promotions

Account PlanningTarget customers with on-premise development environments and budget challenges and consisting of 50+ servers being used for test / development. (Test/Dev Private Cloud)Target clients in all industries that have 1,000 or more end user clients and face significant and growing IT complexity and costs. (Desktop offer)Target enterprises that have a need to collaborate inside and outside their firewall in order to innovate and execute ideas quickly.

Call to Action Attend all Cloud Computing education and use materials to develop a Cloud sales strategy for your firm.Validate hardware, software and services re-sales qualifications to ensure you are authorized to sell the components that match your sales strategy.Interact with IBM Field Sales personnel to develop a joint Cloud marketing plan.

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Sales Play Value Proposition Enablement, Promotions & Incentives Call to Action

Green Infrastructure

Refreshed!

Cross Brand

Brand: Power, System x, System z, Storage, Tivoli, GTS,

BP: Increase your lead generation potential with a wide range of offerings designed to help BPs sell solutions and service offerings.

Client: Reduce datacenter costs by reducing your physical IT infrastructure through consolidation and virtualization, lowering power and cooling requirements.

Enablement New! DI Simulation Game Sales Enablement for BP sellers: Dashboard (decision trees, conversation starters , education, success stories, etc.)Play Education:

Financial Selling Module for Energy Efficiency"How to Sell" Energy Efficiency & Sales Play Over

viewIT Efficiency Play Scenario Web Lecture Energy Management Play Scenario Web Lecture

Green Storage Webcast

Promotions & IncentivesFree 60 day Trial of Tivoli for Energy ManagementDynamic Infrastructure Specialty certification announcement, 509-896, provides benefits ($25K/ $100K) DI Certified BP can offer Energy Efficiency assessments with new IT Optimization tools.IBM Power Rewards, Customers moving from competitive systems to IBM could earn points toward eligible Software and Services..SCON incentive program, earn up to $11K, expires 12/1/2009.

Account PlanningTarget CEOs, Site & Facilities, and IT Managers with solutions to reduce cost, improve utilization, and do more with less.

Call To ActionPrepare with Sales Play Education, and use client presentation to explain cost savings benefits to clients. Understand the Suite of Alinean tools, and how to use them.

Offer no-charge Energy Efficiency Assessments or offer your own services.Drive clients to the Energy Efficiency briefings.

Check out the latest on ‘Green & Beyond’ deliverables

Q4 IBM Dynamic Infrastructure Cross Brand Sales Plays

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Sales Play Value Proposition Enablement, Promotions & Offerings Call to ActionReduce Cost through Virtualization

Refreshed!

Cross Brand

Brand: Power, System x, Storage, ISS, Software (Tivoli, Websphere), GTS, IGF

BP: Identify virtualization opportunities in the mid-market and large enterprise space by leveraging virtualization and consolidation solutions and offerings.

Client: Simplify, virtualize and consolidate your IT environment while reducing operational costs up to 50% and energy costs up to 40% a year.

Mid-Market EnablementNew! Just Push Go templates for email and webcast marketing Review sales play Quick Reference Guide New! Softek Enablement Roadmap (CC0809-241)New! Quick & Custom Return On Investment (ROI) tools for data migration – generates client presentationData Mobility Services – SoftekIBM Data Migration Services - Softek 2, 5, 10 TB bundles for SMB (US: 509-823 & 609-017)GTS ServicePac offerings for Implementation Services & MaintenanceLarge Enterprise EnablementNew! Campaign Designer – Virtualization Business ValueReduce Cost through Virtualization BP Dashboard includes quick reference guide, training, case studies, references

Promotions & Incentives Earn up to $10,250 IBM System x and IBM System Storage 2009 Business Partner new customer incentive (509-518)•Data Mobility Services – Softek TTL incentive (US 509-521) – 5% quarterly rebateIBM Power Systems New Customer BP Incentive

Client offersPower Rewards for migration to IBMBladeCenter Clearance CornerPartnerWorld Migration/SCON Assessment (pre-approval needed) Softek TDMF flash demo – keep this is still in place Green IT Primary Research Study IBM/Infotech Study 2009

Account Planning IT decision makers in mid-sized & LE companies ( >100 employees) with > 10 servers, especially competitive clients.Target Industries: All Industries, particularly Banking, Wholesale, Industrial Products and Retail. Typical Sponsors: IT Decision Makers, C-level, IT Executives, Chief StrategistMid-Market Call to ActionPurchase ROI Green assessment tool Use Just Push Go marketing roadmaps to create email or webcast tactics Conduct a seminar using Dynamic Infrastructure Seminar in a Box Send clients a free copy of: Energy Efficient Data Center White Paper Use Getting Started Guides to understand Softek value, product positioning, and available resources for: Data Migration & Data ProtectionLarge Enterprise Call-to-ActionTake 15 minutes to use the Systems Consolidation Evaluation Tool to ID opportunity for server/storage consolidation, and provide quick ROI analysis.Nominate accounts for cross-platform assessments – performed by STG Lab or Migration Factory.Drive clients to Virtualization Webcasts and Events

Q4 Dynamic Infrastructure Cross-Brand Plays

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Sales Play Value Proposition Enablement, Promotions & Incentives Call to Action

Securing Data with High End Disk and Tape

New!

Cross Brand

Brands: Storage (DS8000, TS1100 TS3500, LTO), Tivoli Key Lifecycle Management and GTS

BP: Increase your ability to compete for storage business with security solutions that include high end disk and tape. This will allow you to increase the overall opportunity profit.

Client: Securely share information across the enterprise.

EnablementOctober 13th Virtual Launch Education: Dynamic Infrastructure Announcements October 20th highlighting new DS8000 enhancements. Watch the Widget for specificsOctober 16th IBM Virtualization Engine Update

Protecting your Data with Confidence WebcastApply for Information Infrastructure Solution Specialty under Dynamic Infrastructure Specialty and gain access to the Storage Security Assessment. Review the Information Infrastructure Security Sales Kit

Promotions & OfferingsIBM Internet Security Systems Services IBM Information Security Assessment IBM Information Protection ServicesIBM Implementation Services for tape systems – tape encryption and key management (607-061)IBM System Storage Information Infrastructure - Information Security with Encryption Solution Offering 509-514. Leverage special financing rates for both the hardware and the software with the IIS Storage Solution Bundle IGF offer

Account Planning

Target CFO, CIO, VP of IT of large enterprise customers that are looking to improve security of data on storage media while enabling secure sharing of information.

Call to ActionInvite your customers to an Information Infrastructure Storage Optimization Study or Workshop (STG) Take your customer through the Storage Optimization Self-Assessment.

Invite your customer to High End Tape and Disk Executive Briefings in Tucson. 4th Quarter events TBA.

Q4 IBM Information Infrastructure Cross Brand Sales Plays

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Sales Play Value Proposition Enablement, Promotions & Incentives Call to Action

Protect More., Store Less With Information Infrastructure Solutions

Refreshed!

Cross Brand

Brand: XIV, ProtecTIER and SVC

BP: Grow your customer base, revenue and profit margins by penetrating accounts where you may not have been successful in the past.

Client: IBM has cutting edge, highly differentiated storage offerings that lower customer costs and improve efficiency.

EnablementProtect More. Store Less. Quick Reference GuideWhen selling XIV, leverage the XIV TCO Tool or IBM XIV Novus ROI ToolWhen selling ProtecTIER, leverage the ProtecTIER TCO Tool Use SVC Alinean Tool with new SVC contentTake sales education: How to Sell IIS

Promotions & OfferingsNew! List price configurations of the IBM ProtecTIER appliance were reduced 33% to 47% 309-811 and 309-812New! IBM Business Partner discounts for selected IBM Storage Area Network (SAN) products increased by 11% 509-1048New! XIV Implementation Services (609-056) IBM System Storage Information Infrastructure - Information Availability with Virtualization Solution Offering 509-418. Leverage special financing rates for both the hardware and the software with the IIS Storage Solution Bundle IGF offer

Account PlanningTarget CFO, CIO, VP of IT of large enterprise customers who are concerned over tight processing windows for backup (30TB’s per night of data backups).Target enterprises with 30TB or more of disk storage and multiple vendors, open environments (non-mainframe) with little or no existing IBM disk storage.

Call to ActionReview and utilize the XIV Sales Kit, ProtecTIER Sales Kit, SVC Sales Kit, IBM ProtecTIER De-Duplication Sales KitSuccessfully complete the IBM XIV Technical CertificationLeverage XIV Event in a Box on Campaign DesignerInvite your customers to an Information Infrastructure Storage Optimization Study or Workshop.Invite your customer to Accelerating SVC implementations with Softek TDMF Web lectureInvite your customer to Open Systems Executive Briefing in Tucson

. 4th Quarter dates TBA.

Q4 IBM Information Infrastructure Cross Brand Sales Plays

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Sales Play Value Proposition Enablement, Promotions & Incentives Call to ActionMove up to DS5000

New!

Brand: DS5000, GTS, IGF

BP: Grow your customer base, revenue and profit margins by upgrading your current install base and attaching to all server sales.Client: IBM has cutting edge, differentiated storage offerings that lower customer costs and improve efficiency.

EnablementNew! 20 City Future of Storage - DS5020 Roadshow – US, Can, LANew! August 25th announcement DS5020

New! Economic Justification ToolkitRefreshed! Leverage the MidRange Storage Portal•Know Your IBM for BPs

DS5100: 2800 points / $700DS5300: 4000 points / $1000

Promotions & OfferingsNew! IBM Midrange Storage Product Pricing and Discounting CC0908-253IBM Implementation Services for DS5000 disk systems (608-055)Leverage special financing rates for both the hardware and the software with the IIS Storage Solution Bundle IGF offer

Account PlanningTarget CFO, CIO, VP of IT customers that have DS3200,DS3300, DS3400 or DS4800s for 2+ years or multiple DS4400s, DS4500s or DS4700s.

Call to ActionTouch all of your DS3000 and DS4000 installs to discuss the benefits of this new announcement

Q4 IBM Information Infrastructure Cross Brand Sales Plays

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Sales Play Value Proposition Enablement, Promotions & Incentives Call to Action

IBM Comprehensive Data Protection Solution

Refreshed!

Cross Brand

Brand: IBM Tivoli FastBack, System x, Storage (DS3000 and DS4000), GTS, IGF

BP: Sell hardware and software together to improve your overall margins and provide a competitive edge.

Client: A solution that provides easy to use back up and data restore functions.

EnablementNew! CDP Event in a Box in Campaign Designer Refreshed! Comprehensive Data Protection Solution Sales Kit

Additional Enablement:Refreshed! MidRange Storage PortalKYI module on Comprehensive Data Protection Solution Learn and EarnFastBack Collateral Links TSM FastBack Web SiteIBM System x3550Implementation Services for disk system – ServicePac

Promotions & IncentivesServicePac Rebate 509-411 up to $30 eachRemote Technical Support ServicePacs up to $300 each 508-657 Leverage special financing rates for both the hardware and the software with the IIS Storage Solution Bundle IGF offer KYI 509-484. Earn 40 – 300 sell and earn points on System x and DS3000 products.Earn up to $10K with the System Storage/Tivoli information infrastructure Business Partner Incentive - 508-621

Account PlanningTarget mid-sized customers that are looking for a backup and restore solution.Target enterprise customers looking for Windows based server-side CDP in data centers or Branch offices.

Call to ActionAttend the CDP training replay of the Everything Channel Net SeminarPlan a campaign with the CDP Event in a Box in Campaign Designer Invite customers to Tivoli Fastback Live Demo Ask top customers about their disaster recovery plan.

Are they compliant?Do they have a growing demand for storage capacity?

Q4 IBM Dynamic Infrastructure Cross Brand Sales Plays

CROSS SELL SOLUTIONS

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Q4 IBM Cross Brand Competitive Sales PlaySales Play Value Proposition Enablement, Promotions & Incentives Call to Action

Competitive Migration: Winning with IBM Systems & Storage

Refreshed!

Cross Brand

Brand: Power, System x, Storage

BP: Help your customers build smarter businesses that can be more efficient, green, flexible, intelligent and global. Increase your cross brand customer install base and earn money by utilizing migration and SCON assessments.

Client: IBM Systems and Storage can help you reduce costs by simplifying your IT environment, reducing power consumption, consolidating server sprawl better than HP, Dell, SUN and EMC

Enablement Three Sales Enablement areas: Winning with IBM Systems and Storage: New! Must

download - STG Sales Play Activation Guide – Your guide to competing against Dell, EMC, HP, and Sun. Including elevator pitch and quick reference guide.

Sales Play Dashboard New!

Competitive Virtualization with Power and System x Sales Kit

New! Sun Tape Take-out Competitive Sales Play kit: Show Sun-Oracle customers how IBM can reduce risk and reduce cost in their tape investment!

IBM Systems Consolidation Evaluation Tool (aka Alinean TCO tool) for Power Systems, System x / BladeCenter and Storage: Tool and Sales Kit

Migration Factory Migration Case Studies BP Co-marketing available via Campaign Designer:

HP, Dell, Sun and EMC Consolidation and Virtualization Assessments

Promotions & Incentives New! Migration Assurance package New! IIS Storage Solution Bundle IGF offer New! IBM storage products no-charge removal

program 309-526 IBM Power Systems New Customer BP incentive (

509-470, 509-471) IBM Power Systems, System i and IBM System p

incentive for Gen Bus (509-472, 509-473) Power Systems trade-in program IBM Power Rewards Sales Kit, customer deliverable

and external promotions website IBM Global Financing for MM and LE customers

Account PlanningTarget HP, Dell, Sun and EMC customers who are challenged with aging infrastructure, server sprawl & high TCO (due to high space, power and cooling expenses).

Call to ActionUtilize Campaign Designer to target HP, Sun, Dell and EMC customers.Use IBM Systems Consolidation Evaluation Tool to run a quick TCO analysis.Leverage no-charge Consolidation and Virtualization assessments and services to progress leads.Utilize IBM Global Financing, Competitive Technology Briefings, and promotions and incentives to help close opportunity.

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Q4 IBM Cross Brand Competitive Sales PlaySales Play Value Proposition Enablement, Promotions & Incentives Call to Action

Competitive Migration: Scale Up Your Applications with IBM Systems

Refreshed!

Cross Brand

Brand: Power, System x, System z, Storage

BP: Drive IBM systems solutions in Sun and HP accounts and identify new opportunities as well as develop annuity streams for services and support.

Client: The superior performance, scalability resiliency of IBM Systems help customers who are challenged by declining application performance, rising software licensing costs, and demanding service level agreements with their business-critical database and application workloads (i.e. SAP, Oracle, DB2, Microsoft SQL).

Enablement New! Must download Sales Guides:

STG Competitive Scale Up Your Applications Sales Guide

Oracle Sales GuideSAP Sales Guide

Customer Deliverables: New! Migration Assurance package

Manage GrowthDo More with LessReduce RiskIAP Web Portal

IBM Migration Factory Migration Case Studies IBM Migration Services for Tape Systems Competitive Financial Selling Module Assessments, Tools and Services:

IBM Systems Makeover Analysis for SAP Environments

IBM Systems Makeover Analysis for Oracle Environments

STG Lab ServicesIBM Insight Tool for SAP (Unique IBM Capability)

Promotions & Incentives IBM Power Systems New Customer BP incentive (

509-470, 509-471) IBM Power Rewards Sales Kit, customer deliverable

and external promotions website for competitive installations

IBM Global Financing• IBM Power systems Rebate Offering, (NA only)• IBM z Rewards Program for competitive installations

Account PlanningTarget customers who plan to upgrade to a new version of their application/ database, plan to add new workloads or have old and inefficient systems who cannot effectively scale their current workloads.

Call to ActionIdentify 3 customers with SAP, Oracle, MSFT SQL installed on Sun and HP hardware. Use IBM Systems Consolidation Evaluation Tool to run a quick TCO analysis.Leverage one of the Consolidation and Virtualization assessments and services to progress leads.Utilize IBM Global Financing, Competitive Technology Briefings, and promotions and incentives to help close opportunity.

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IBM Cloud Computing- Quarterly ChecklistMajor Events

Pulse Comes To You : Pulse brings the excitement, education, and experience of our global conference - Pulse 2009, to your city! Service Management Executive Summits: contact - Chris BenedettoInformation on Demand - Las Vegas, October 25-29, 2009

Join us in Las Vegas to learn how IBM can help you turn your information into a strategic driver of innovation, business optimization and competitive differentiation.

Cloud Computing for Software Venders ’09 Conference: San Jose, CA - December 7-8, 2009Local Events: For local Cloud and Dynamic Infrastructure events, contact your local IMT marketing managerBusiness Partner Advantage Newsline Call: November 4, 2009 - Cloud Computing

Marketing & Enablement ActionsOctober 13: Dynamic Infrastructure Virtual Education Event: Required EducationFor IBM Sellers and IBM Business Partners:This role-based education event will provide you everything you need to know about the October 20 launch, and is a "must see" for all IBM sellers, IBM Business Partners and IBM marketing and communication teams.October 20: Dynamic infrastructure Client Webcast"Responding to Today's Demands with a Dynamic InfrastructureLearn about IBM Smart Business & Cloud ComputingRegistration LinkIBM Cloud Computing: Reduce Costs, Improve services delivery and Enable Business innovationWhat is Cloud really, and why IBM: Cloud Awareness for IBM SellersLearn how to present the IBM PoV on Cloud and introduce Smart Business Services & Cloudburst

Cloud Computing Sales Kit, seller & customer education, deliverables, white papers

Cloud Burst Sales Kit for BPsCloud IBM TV AdsCloud Customer SiteSmart Analytics Education

Click for Podcasts & Webcasts

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IBM STG - Quarterly ChecklistMajor Customer Events

Storage Networking World, October 12-15, Phoenix, AZ

Virtual Events10/20 Dynamic Infrastructure Launch WebcastLink to All Dynamic Infrastructure Webcasts, upcoming and on-demandTivoli Fastback Live DemoProtecting your Data with Confidence Webcast

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 /iDataplexDriving High Performance Computing with IBM System x iDataPlex and BladeCenter

Marketing Actions Education ActionsTake advantage of the new updated Dynamic Infrastructure Specialty program, 509-896, and leverage business development funding, assessment tools, and special designation.Use the Dynamic Infrastructure Event in a Box Use IBM Systems Consolidation Evaluation Tool to progress opportunitiesSubscribe to the Dynamic Infrastructure Journal, external newsletter.Execute a competitive demand generation activity by leveraging the HP, Dell, EMC and Sun campaign templates available in Campaign Designer. Promote current offers. Use the CDP Event in a Box in Campaign DesignerIncrease storage attach rate with all customers by utilizing current offers.

10/13 Dynamic Infrastructure Education Event Attend IBM Comprehensive Data Protection Solution Everything Channel Net Seminar.Are you a Dynamic Infrastructure business partner? Contact cmlow@us.ibm.com to get on the DI distribution list.New! DI Top Gun Class for business partners, registerNew! DI Simulation Game – teaches consultative selling skillsNew! White-boarding training teaches IT transformation thought-leadership skills. Coming 10/20

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Major Customer EventsIBM STG - Quarterly Checklist

* Events are in the planning stages and subject to change.

Third Party Events IBM Proprietary Events IBM Executive Briefings – nomination link

IBM Competitive Briefingsnomination link

Dynamic InfrastructureGartner Data Center Las Vegas, December 1 – 4th Contact: Sharon Feller

Information InfrastructureStorage Networking WorldPhoenix, October 12 – 15thContact: Paula Koziol

System x/DeepSEG 2009Houston, October 25thContact: Sue DeSimone

SC09: Supercomputing Portland,November 14 – 20th Contact: Lisa Gates

Approx 70 IMT Mgr led Events IMT Event contactsSuzanne Burdon – CanadaErin Jefferies – SoutheastCarla Fleming – Federal/Northeast Craig Ideno – West

For more information, email contacts above, or see Public Events site.

System zMainframe New WorkloadPoughkeepsie, October 7th &November 4thContact: Keith OneEnergy Efficiency Think Green, Data Center Design & BuildBoulder, October 6th

Raleigh, November 4thContact: Sharon Feller

Information InfrastructureOpen Storage TechnologiesTucson, October 8th-9thContact: Kent Perry

XIV Customer WorkshopGaithersburg, October 7th-8thContact: Kent Perry

DS8000 Adv Func WorkshopGaithersburg, October 13 -14Contact: Kent PerryVirtualizationPower BriefingAustin, October 29thContact: Lisa GatesSystems ManagementPower BriefingAustin, November 12thContact: Lisa Gates

POWER Power BriefingAustin, October 14th & November 5thContact: Mindy Douglas

System xSystem x, BladeCenter and Storage Competitive BriefingsRaleigh, October 13, November 17

Competitive Virtualization Sys XKirkland, November 3rdContact: Sue DeSimone

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Sales Play Value Proposition Enablement, Promotions & Offerings Call to ActionComplete Collaboration Solution for mid-market customers

Refreshed!

Cross Brand

Brand: Software (Lotus), System x, GTS, IGF

BP: Help increase employee productivity and efficiency through the use of collaboration solutions. Develop a niche in a fast growing cross-brand opportunity area to meet needs of on-premise and cloud-based opportunities.

Client: Reduce costs while increasing efficiency and innovation to remain successful while boosting productivity for users and administrators.

Enablement New! Free Software Test Days - Everything you need to prepare for Growth Thru Skills Early Readiness Offer EXPIRES 10/31/09New! LotusLive Cloud Advantage Sales Kit New! Complete Collaboration Solution Quick Reference Guide New! Lotus BP Progression Kit Lotus Live Engage video demo Collaborative Innovation Resources - Key industries, target contacts, drivers with client needs. (includes SW, HW, Services Solutions)Complete the 7 min Collaborate to Innovate Micro-course to learn how to address client challenges Demo: Collaborate to Innovate - Business on the Rise

Promotions & IncentivesLotusLive Engage 30 day TrialLotus Domino and Lotus iNotes Trial

Account Planning Target clients who need to collaborate with employees, suppliers, and partners inside and outside of the firewall to innovate, execute ideas quickly, manage projects across dispersed teams and quickly locate expertise. Target IT managers, Line of Business, C-level Executives Call to ActionNew! Replay Lotus Knows to coordinate marketing/media plans and join the Vanguard ProgramWatch the video demo of Lotus Live EngageUtilize Financing: Funding your growth offersUtilize the Collaboration Decision Tree to target existing and new accounts who could benefit from solutions in their organizations.Utilize Demand Gen materials in Campaign Designer to develop marketing materials, customized with your firm's identity/solution message

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Sales Play Value Proposition Enablement, Promotions & Offerings Call to Action

Web Application Security: How safe is your business?

New!

Cross Brand

Brands: Software (Rational, Tivoli), ISS, GTS, IGF

BP: Help clients reduce cost and complexity of security, minimize the risk of escalating web application threats and drive add'l revenue with industry-leading, software and services web application security solutions.

Client: IBM provides an integrated end-to-end web application security solution that delivers secure, real-time, protection of web applications ensuring ongoing vulnerability management of web apps, real-time blocking of attacks, dedicated security for Web services and access management.

EnablementNew! IBM ISS Technical Workshops (CN0909-417)New! Healthcare & Retail IBM ISS Industry sector solutions Financial and Government also availableNew! X-Force resource materials

–IBM X-Force Security Report: Breaking the News to your CIO Webinar Replay

New! Technical and Sales Enablement Roadmaps for AppscanNew! Web App security sales kitRational Appscan Playbook for GTM materialsIBM ISS Professional Certification with no charge courseware (509-937)IBM ISS Web content syndication (CC0906-178)Updated! IBM ISS in e-Config tool. Tier 2 support coming in 4Q09. (CC0909-288)Rational Just Push Go templates for Appscan Addressing Web Application Security With Limited Resources Podcast

Managing A Growing Threat: An Executive’s Guide To Web Application Security Security Assessment Tool

Promotions & IncentivesKnow Your IBM Sell & Earn for IBM ISS up to 8,500 points per productIBM ISS Deal Registration discount (509-961)IBM ISS Proventia Network IPS for Crossbeam (US 509-543) ends 12/31/09IBM ISS Proventia selected GX and MFS hardware products (509-555) ends 12/31/09

Account Planning Target industries include banking, wholesale, insurance, healthcare, retail, and manufacturing.Target CEOs, CIOs, IT Directors, Chief risk officers, IT decision makers, security and compliance executives.

Call to ActionNew! Use the Rational Just Push Go roadmaps to execute marketing tacticsRefreshed! Utilize IBM ISS Sales Kits and Campaign Designer templates themes include: Reduce Cost While Increasing Security, Compliance and Data Security, Managing Application and End User, Endpoint Visibility and ControlTake ISS Certification Courseware to develop skills and prepare for exams.Use no charge vouchers for IBM ISS Certification exams and assessments - ends 12/31/09Attend Monthly IBM ISS Business Partner Seller Calls

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IBM Mid-Market - Quarterly ChecklistMajor Customer Events

Attend monthly WW IBM ISS BP Seller callsGain sales and marketing knowledge using Technical and Sales Enablement Roadmaps for AppscanListen to the Lotus Knows call and join the Vanguard ProgramReal life virtualization stories – Business Execs share how they saved time and money View the Collaboration Objection Handling VideosComplete 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 10/31/09Top Gun Training

Just Push Go to deliver virtualization email and webcast tactics to your clientsPromote 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 MaintenanceEnter new opportunities for IBM ISS in Global Partner Portal (GPP) to receive Deal Registration discount 509-961

Gartner Data Center Conference, 12/1-4, Las Vegas, NVPulse comes to you, 10/8 Albany, NY, 10/20 Lansing, MIIBM Information on Demand 2009, 10/25-29, Las VegasWorldwide Tivoli Foundations Virtual Launch Event 10/14Get Smart Roadshows

Chicago 10/6NYC 10/22San Francisco 11/5

IBM Portal Excellence Conference 2009 San Diego 10/12-10/15Lotusphere 2010 January 17- 21, 2010 in Orlando

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

Marketing Actions Education Actions

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Large Enterprise and Mid Market Plays and STG

Sales Tactics 4Q09

Business Partner Plays

Power Tactics System x Tactics Storage TacticsCom

petitive Advantage - U

sing Power to D

efeat SUN

/HP

POW

ER A

doption - Eliminate H

P/SUN

Sprawl w

ith Power

iLoyalty (iCare) – System

i Install Base Tactic

Win w

ith POW

ER and W

ebsphere

BladeC

enter – No C

omprom

ise

BladeC

enter S DataC

enter Under your D

esk

eX4 Xperience IT

HPC

Com

pute Intensive Workloads

Move U

p to DS5000

LTO Tape Loyalty Play

DS8000 Loyalty Play

Sun Tape Takeout (LE)

Take Back C

ontrol with SVC

Cloud Computing – Gain Access from Anywhere with Cloud

Green Infrastructure X X xReduce Cost through Virtualization X X X X XSecuring Data with High End Disk

and Tape X X X

Protect More., Store Less With Information Infrastructure Solutions. X

IBM Comprehensive Data Protection Solution X X

Competitive Migration: Winning with IBM Systems & Storage X X X X X

Competitive Migration: Scale Up Your Applications IBM Systems X X X X X

MM - Complete Collaboration Solution for mid-market customers

MM – Web Application Security

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Q4 IBM Global Technology Services Sales Plays Sales Play Value Proposition Enablement, Promotions & Incentives Call to Action

Maintenance & Technical Support

Attach and Renew

Refreshed!

Brand: GTS

BP: Offset shrinking margins for hardware with annuity revenue

Client: Best in class service in the industry by highly skilled professionals

EnablementNew! Price decreases on OEM maintenance for HP/Compaq & Dell (309-823)New! Pricing methodology for Enhanced Technical Support/Custom Technical Support for Storage to per device (CC0908-260)New! Client View Growth Initiative identifies accounts with low opportunity close rate (CC0908-259) Refreshed! Know Your IBM Learn & Earn modules (3) – Updated module for Software Support ServicesMaintenance & Technical Support offering information & collateral on PartnerWorldApproaches to defend against competition ServicePac Product Selector tool – flash, xlsWeb content syndication (CC0906-178)Maintenance Management Services for SMB VAE 509-903 (US)Maintenance Contract Lifecycle Management (MCLM) tool. Canada deployment in 4Q09Promotions & IncentivesServicePac rebate (up to $35 per) – US 509-411Double Whammy incentive on Remote Technical Support ServicePacs

(up to $300 per) - US 508-657ServiceElite incentives for Power Systems, System i, p, x - US 509-529, WSU on System i, p, x & Storage - US 509-530, System z - US 509-409Client OffersIBM Global Financing alternative payment schedule for prepaid offerings (CC0609-194)

Account PlanningBundle all customer proposals with IBM maintenance and software support services quotations. Use warranty exits and renewals as a “reason to call.”

Call to ActionNew! Listen to replay of 8/25 Maintenance & Technical Support call. Topics include: Defending Against Third Party Maintainers and IBM Software Support Services UpdateGet trained on MCLM and use the tool to identify sales opportunities Sell maintenance AND software support services on all machines at time of new product sale.Present clients with extended term (36 & 60 month) maintenance proposalsExecute marketing tactics to installed customers to drive upsell of Software Support Services

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Q4 IBM Global Technology Services Sales Plays Sales Play Value Proposition Enablement, Promotions & Incentives Call to Action

Data Mobility and Data Protection Services – Softek

Refreshed!

Brand: GTS

BP: Additional revenue, high margin, value add services opportunity

Client: Cut costs by accelerating data migration supporting new storage technology, consolidation, relocation and optimization of the storage infrastructure.

EnablementNew! Softek Enablement Roadmap (CC0908-241)New! Quick/Custom Return On Investment (ROI) tools – generates client presentationNew! Investment/Break-even Calculator: estimate how many Transactional Terabyte Licenses (TTLs) to recoup Business Partner firm investments New! Softek Triple Play (CC0908-265)New! Win Flashes PartnerWorld Data Mobility Services - Softek solutions Landing page at www.ibm.com/partnerworld/datamobilityKnow Your IBM Learn & Earn moduleWeb content syndication (CC0906-178)Maximizing Revenue & Profit from Data Migration PodcastSoftek TTL pricing informationTechline presales support CC0902-048

Promotions & IncentivesData Mobility Services – Softek TTL incentive (US 509-521) – 5% quarterly rebate TDMF and zDMF Demo/Evaluation Licenses at no charge - 509-822 US, 509-784 Canada

Client OffersFlash demo: TDMF, zDMF & Replicator (New)Data Mobility Self AssessmentClient Podcast: Migrating your data without a migraineWhite paper: Hidden Costs of Data Migration

Account PlanningTarget opportunities from current clients based on Storage consolidation/ virtualization, infrastructure optimization, technology refresh/lease expirations or relocations. Look for situations where data is moved. Target clients or applications that have a high availability requirement – financial, healthcare, Web applications

Call to ActionUse Getting Started Guides to understand Softek value, product positioning, and available resources for: Data Migration & Data Protection Leverage no charge demo/evaluation licenses to progress sales opportunitiesExecute marketing campaign using Data Mobility Services – Softek Campaign Designer templatesRefreshed! Attend Softek delivery training at no charge to Business Partners. Classes to be held week of 10/12 (Chicago), week of 11/2 (NYC) Registration: Open Systems or Mainframe

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Major Customer EventsStorage Networking World, 10/12-15, PhoenixThink Green: Data Center Design and Build Briefing - Data Center Actions for Uncertain Times, 11/4, Raleigh, NC. Customer nomination formGartner Data Center Conference, 12/1-4, Las Vegas, NV

Pulse comes to you, 10/8 Albany, NY, 10/20 Lansing, MIIBM Information on Demand 2009, 10/25-29, Las VegasCIO Dinner and Executive Briefing: Data Center Cost Take-out in Econ

omic Uncertain Times, 11/3-4, BoulderCompete Through Service Symposium, 11/4-6, Phoenix

Marketing Actions Education ActionsUse IBM Services Advisor for simple and quick identification of GTS offerings that Business Partners can sellSign up for Services Web content syndication Reference Dynamic Infrastructure materials for GTS – updates coming for October 20 launchAggressively present IBM Maintenance value to win using Approaches to defend against competition for Maintenance Use flyer to promote Storage Services technical support attach on DS6000/DS8000 (BP version, client version)Use e-Config for quick and accurate IBM ISS quotes to attach to server sales (CC0909-288). Tier 2 watch for deployment of tool in 4Q09.Enter new opportunities for IBM ISS in Global Partner Portal (GPP) to receive Deal Registration discount 509-961 Use Quick/Custom Return On Investment (ROI) tools for Softek to generate client presentation for cost justificationLeverage expanded Novus portfolio enablement to drive Storage Optimization solutions Become familiar with Express Remote Managed Infrastructure Services

Listen to Maintenance & Technical Support August 25 BP call replayAttend monthly WW IBM ISS BP Seller callsComplete courseware available to prepare for IBM ISS Certifications. No charge vouchers expire on 12/31/09.Use Softek Enablement Roadmap to lay out education planSet up individual Softek training contact U.S. East; Ken Copas, kcopas@us.ibm.com; U.S. West: John Campbell, jwcampbe@us.ibm.com; CA: Tony Aziz, taziz@ca.ibm.comSoftek Delivery training at no charge for Business Partners. Classes week of 10/12 (Chicago) and 11/2 (NYC). Register at: Open Systems or Mainframe BCRS PartnerWorld University Web lectures for remote data protection express & e-mail management express Take Know Your IBM (KYI) Learn modulesReview PartnerWorld University Services College lectures for OI educationGTS Education Catalog for Business Partners

IBM Global Technology Services - Quarterly Checklist

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Sales Play Value Proposition Enablement, Promotions & Incentives

Call to Action

Reduce your application connectivity costs

Refreshed!

Brand: WebSphere

BP: Take advantage of MQ’s #1 Market Share position. Use MQ to replace expensive point to point connections and build off your current install base of MQ with Message Broker, EBS, or Data power.

Client: The cost of integration and data movement is reduced because customers' existing investments of applications and data can be accessed and reused easily.

EnablementMQ Quick Start Sales Play (Sales Kits, Training Materials, Demos, White Papers, Customer References, Value Assessment, etc.)Review Strategies for Extending your IT Budget

: Talking points and sample prospecting letters. Use the Quick Reference Guide: qualify new MQ opportunities Use the IBM Connectivity Wizard: Talking points for lowering overall integration costs

Account Planning If No MQ Installed: Target Customers: Companies with more then 100 employees Needs to exchange information between applications Needs to reuse legacy applicationsIf MQ Installed: Target customers: With high Maintenance costs Companies looking for Standardization and Stability Companies Looking for cost effective integration

Call to Action If NO MQ … Leverage MQ as an “entry point” or foundation to initiate sales opportunities/discussions. MQ Quick Start Sales PlayIf MQ Installed … Leverage MQ FTE, EBS, MB, DP Target existing MQ install base – opportunity to 10,000+ customers. Connectivity and IntegrationDownload 90 day Trial CodePropose and Close: Contact your Channels Representative for Special Bid

PLEASE NOTE: There are additional cross-brand plays that include Lotus and Rational/Tivoli listed on the IBM Infrastructure Solutions Mid-market Sales Plays Chart. A Tivoli Fastback play is included on the IBM Cross Sell Solution Sales Play Chart.

Q4 2009 IBM Software Sales Plays

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Sales Play Value Proposition Enablement, Promotions & Incentives

Call to Action

InfoSphere Balanced Warehouse

Refreshed!

Brand: Information Management, Power, System x, Storage, Services, Financing

BP: Comprehensive and fully integrated warehousing solution that simplifies the deployment and maintenance of an intelligent data warehouse.

Client: Dynamic Warehousing allows clients to be more responsive to the market, identify and act on opportunities faster, and manage resources better, requiring the ability to more effectively leverage info.

EnablementNew! Information on Demand Campaign in a BoxReady-To-Go Balanced Warehouse Partner Playbook

Teaming With Business Partners Portal

Promotions & IncentivesIBM InfoSphere Balanced Warehouse Business Partner Incentive

(expires 12/02/09)Financing Promotions

Account PlanningTarget organizations with:

Silos of info stored in flat files, spreadsheets or relational data servers, Small Oracle accounts (especially those with ERP systems) and no separate BI system, SQL Server clients deploying BI solutions that require high performance/more reporting or are looking to an open solution for lower IT costs.

Call to ActionFamiliarize yourself with sales and marketing support materials available and use them to call prospects and discuss needs/uncover opportunities.

PLEASE NOTE: There are additional cross-brand plays that include Lotus and Rational/Tivoli listed on the IBM Infrastructure Solutions Mid-market Sales Plays Chart. A Tivoli Fastback play is included on the IBM Cross Sell Solution Sales Play Chart.

Q4 2009 IBM Software Sales Plays

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Major Customer Events IBM Information on Demand 2009 (October 25-30, Las Vegas) Lotusphere 2010 (January 17- 21, 2010 in Orlando) Pulse 2010 (February 21-24, 2010 in Las Vegas) PartnerWorld Event Finder

Marketing Actions Education Actions New! Use the IBM Software Business Partner Widget to access

information on key sales, marketing and technical content to help you drive sales and growth.

Execute IBM solution-oriented campaigns with Software Co-funded Marketing.

Generate demand with marketing tactic materials from Campaign Designer.

Leverage the Internet Marketing set of benefits to generate leads and drive sales.

Augment your Web site with complete, compelling IBM marketing assets designed to help your company generate leads/drive sales with Web Content Syndication.

Use the Grow your Business with IBM Software Tool to quickly identify and evaluate cross-software sell scenarios, so you can expand your customer install base and reach new prospects.

Leverage training to develop your skills! New! Free Software Test Days - Everything you need to prepare for

Growth through Skills. Special Early Readiness Offer through Oct 31, 2009!

IM: Participate in IOD Comes to You events (Refreshed), Other IM Training Lotus: Lotus Training Rational: Rational Monthly Sales Enablement Call, Rational Boot Camps,

Other Rational Training Tivoli: Attend Pulse Comes to You Events (Refreshed), Take the

Know Your IBM (KYI) TSM Fastback module to increase solution sales, Other Tivoli Training

Websphere: Attend Impact Comes to You Events (Refreshed), Websphere Training (including No-Charge Technical Education), Other WebSphere Education,

Take advantage of "We Pay" offerings (You pass, we pay) IBM training reimbursement.

Virtual Innovation Center

Top Gun Training (general software or by brand) Participate in Think!Thursday Sales Conference Call Series.

IBM Software - Quarterly Checklist

Register by November

15 and save $500!

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IBM Global ISV Alliances - Quarterly ChecklistMajor Customer Events

Oracle: OpenWorld, San Francisco, 10/11-15, IBM Booth 733

Oracle: Federal Forum, Washington, DC, 10/21SAP: TechEd '09 Conference, Phoenix,10/13-16 SAP: TechEd ’09 IBM i & SAP Solution update, Phoenix, Oct 12SAP: SAP Business Objects User Conference, Dallas, 10/18-21SAP: SAP World Tour, New York City, 10/20-21 SAP: SAP Retail Conference, Las Vegas, 10/13-10/14

SAP: East Tennessee University ASUG event 10/30

Infor: Infor Virtual Inforum, 10/20-21

Infor and Lawson: HR Executive's Tech Conference, Chicago, 9/30-10/2

Manhattan: Cross Channel Retail Exec Summit, Charleston, SC, 9/30-10/2

Manhattan: IFDA Event, Baltimore, 10/19 – 10/21Manhattan: AMR RIS News Event, San Francisco, 10/27Manhattan: Supply Chain & Logistics Summit, Dallas, 12/3-12/4

Marketing & Enablement ActionsIBM Virtual University 2009 for SAP SAP: IBM Insight for SAP Utility- Free HW Workload Analysis for SAP SAP: Business Warehouse Accelerator VideosSAP: “Achieving Mfg Clarity, Agility & Efficiency: Featuring PepsiCo”Perfect Plant WebcastIBM Virtual University 2009 for OracleOracle JDE Upgrade ROI Tool - BP and Client Marketing InitiativeOracle Ziff Davis State of the Data Center: Virtualization WebcastOracle Ziff Davis Web Seminar - Rightsizing Drives Infrastructure EfficiencyOracle and IBM Whitepaper--How to talk to your CFO about an OracleInfrastructure upgradeOracle EBS ROI Tool-BP and Client Marketing Initiative Oracle and IBM Productivity Tool for Oracle Solutions

Infor Power Systems Virtual Conference on demand

Lawson SHCM Workforce Effectiveness – Insurance & Technology WebinarManhattan Webinar - Totes>>ISOTONER Shares Success StoryIBM Power System and ISV Solution Rebates

Leverage IBM and SAP Alliance website Leverage SAP Sapphire 2009 e-literature from IBM Leverage SAP Tech Ed 2009 e-literature from IBM Leverage IBM and SAP Alliance PartnerWorld siteLeverage IBM and Oracle Alliance website

Leverage Infor and IBM ERP Solution Demos Leverage Infor Recorded Webcast Library

Leverage IBM and Lawson Alliance website Leverage Lawson Recorded Webcast Library Leverage IBM and Manhattan Alliance website Leverage Manhattan White Paper Library

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Major Customer Events Introduction to SaaS, Multi-Tenancy, and Cloud Computing seminar. Implement multi-tenancy and deliver your solutions in a SaaS model. Learn how the Amazon EC2 environment can help meet your development and deployment needs. Contact: Jennifer Pessetto – pessetto@us.ibm.comConnect To Win. An executive partner event that drives sales through networking and technology integration. Contact: Shari Chiara – sharichiara@us.ibm.com

Smarter Planet Events. An overview of the IBM smarter planet strategy and key resources. Contact: Ronnie Todd – rltodd@us.ibm.comSmarter Cities Event in Boston. Premier event in Boston for 4Q. C-level clients and partners will be invited to attend. The IIC is working with GB Sales on this event. Contact: Ronnie Todd – rltodd@us.ibm.com

Marketing Actions Education Actions Increase your reach in the midmarket customer segment by completing an available specialty (SOA Specialty, IOD Specialty, SaaS Specialty, BC Specialty, Dynamic Infrastructure). Contact: Asker Ahmed – aaahmed@us.ibm.com Campaign Support Funding pilot. 50+ campaigns launched to drive additional VLR & win revenue into the MM. Contact: Bill Stark – bstark@us.ibm.com RSI Special Offer. 3 tiered offering designed to assist RSIs with successfully completing certifications and receiving demand / lead generation benefits. Contact: Amanda Reidy – adreidy@us.ibm.com Smart Business Special Offer. Co-marketing activities with ISVs enabled on the Smart Business Platform and VARs who are authorized to sell Intuit’s QuickBooks Enterprise Solutions & IBM Smart Cube. Contact: Bill Stark – bstark@us.ibm.com Product Launch in a Box using Client Events Package and IDR IBM Innovation Centers. Contact: Ronnie Todd – rltodd@us.ibm.com

Maximize Your Relationship with IBM. Learn how to reduce your development costs, get to market faster, and shorten your sales cycle. Contact: Gloria Powell – gpowell@us.ibm.comdeveloperWorks Briefings. Briefings to build skills on open standards/open source technologies. Contact: Ronnie Todd – rltodd@us.ibm.comCloud Computing for Developers. Cloud computing virtual event for developers and ISV’s who are looking to jump start their cloud skills and initiatives to build software-as-a-service offerings. October 1st.Contact: Jennifer Pessetto – pessetto@us.ibm.com

Dynamic Infrastructure Partner Program. Combine Dynamic Infrastructure Specialty program for Resellers and the Technology Partner program to a single unified program. Invite ISVs to extend the program to be for all partner types across five dimensions. Dimensions incorporate criteria to achieve specialty marks and benefits based on partner type. October 20th. Contact: Teri Austin –taaustin@us.ibm.com

ISV Developer Relations - Quarterly Checklist

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Q4 IBM Industry Systems Retail Sector Sales PlaySales Play Value Proposition Target Audience Actions for

SellersRetail Store Solutions and the Dynamic Infrastructure

IBM Business Partners have a unique advantage over competitors to leverage the IBM “Smarter Planet” conversation to help retailers create “smarter stores”.

Retail: SMB to Large enterprise. All retail segments

Utilize DI messaging and get customers excited about Smarter Planet.

IBM Store Transformation: POS & Self-Service

Help retailers meet the needs of today’s new type of shopper – the “Shifter”.

Grocery, Specialty, Food Service, PCCD vs. POS, Hospitality

Leverage reference materials and Quick Reference Guides

Touch Solutions for POS

IBM provides infra-red touch screen solutions that that lead to smart work by employees, and increased customer satisfaction.

Retailers focusing on grocery and general merchandise, running 4690 OS, any size

Contact IBM 4690 POS and non-touch clients, know the “Value of Touch”

Power Advantage IBM has a significant advantage over competitors with industry-leading power management features.

Small to mid-size in grocery, mass merchant, specialty

Target competitively installed accounts

Printer Replacement IBM SureMark printers beat competitive printers in speed, accuracy and “green” features.

Large to MM retailers: specialty, grocery, food service, hospitality

Use TCO tool to justify replacement cost. Convince to switch or upgrade.

Software Migration IBM customers with SA, GSA and CDSA POS applications are looking for more powerful capabilities at the POS and within the store.

Retailers using SA, GSA or CDSA, targeted for supermarket, hypermarket, club and chain drug retailers.

Communicate how the ACE solution: 4690, ACE, SI, SI GUI and DIF—deliver TCO/ROI

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IBM Retail Store Solutions - Quarterly ChecklistMajor Customer Events

Retail Executive Briefing: Innovative Solutions for Mid-Market Retailers. October 6-7, 2009. Seats are limited. Contact Gail Stremlo to register.

–The New Economy Retail Industry Trends & Directions: Focus on Value – Do More with Less – Act with Speed –Store Innovation (including IBM point of sale, self-service technology, mobile

devices) –Cross-Channel Retailing –Business Intelligence –Back Office Optimization (with IBM server technology)

Web Seminar: IBM SurePOS 500 Point-of-Sale Solutions for Retail, October 13, 2009. Contact Nancy Greene for details.

Web Seminar: Retail Business Intelligence and Performance Management. Available 24 hours. Click here for details.

Web Seminar Replay: IBM in conjunction with Retail Customer Experience presents “Implementing self service to gain a competitive advantage in today’s down economy.” Click here to view replay.

Webcast: Responding to Today’s Demands with a Dynamic Infrastructure, October 20, 2009. Click here for details.

Marketing Actions Education ActionsAttend Monthly IBM Retail Store Solutions Business Partner Conference calls. Every 3rd Tuesday at 2:00 PM ET. Third quarter call schedule:

October 20November 27December 15

Learn more about the IBM Retail User Group, an association just for IBM retail clients, and Business Partners offering point-of-sale and self-service solutions to the retail industry. Visit www.ibmstoresystemsug.org.

Contact Nancy Greene if you would like to increase your visibility and leverage your customer wins with IBM.

New Total Cost of Ownership and Return on Investment tool available to Business Partners approved to market IBM Retail Store Solutions products. Contact Nancy Greene for details and a copy of this new TCO/ROI tool.

New courses available from IBM Retail Store Solutions on www.ibm.com/services/weblectures/dlv/smartzone

RE1095S: IBM 4690 V6: A Smart Platform for RetailRE5101: IBM Retail Store Solutions SurePOS Hardware OverviewRE4852S: Selling the IBM SurePOS 500 Series Models 526 and 566RE4852T: Supporting the IBM SurePOS 500 Series Models 526 and 566RE4855C: Introducing the IBM AnyPlace Checkout

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IBM Retail Sector Promotions & IncentivesProgram Description Timeframe AnnounceIBM Retail Store Solutions 2009 Rewards Incentive

Eligible IBM® Retail Store Solutions Business Partners can receive incentive payments that are based on the IBM Point of Sale (POS) revenue they generate during each calendar quarter of the 2009 calendar year.Visit the Point-of-sale and Self-service pages in PartnerWorld for details.

Jan. 1, 2009 – Dec. 31, 2009

509-407January 9, 2009

IBM Retail Store Solutions 2009 Tradeshow Support Incentive

Participating Business Partners should submit all claims no later than November 13, 2009.Visit the Point-of-sale and Self-service pages in PartnerWorld for details.

Claim deadline: November 13, 2009

CC0901-003January 9, 2009

IBM Retail Store Solutions 2009 Dollar-for-Dollar Incentive

Participating Business Partners should submit all claims no later than November 13, 2009.Visit the Point-of-sale and Self-service pages in PartnerWorld for details.

Claim deadline: November 13, 2009

CC0901-002January 9, 2009

National Retail Services Center Lead Pass Fee

IBM Business Partners who pass a lead to the IBM NRSC may receive a 6% lead pass fee (up to $30,000 per opportunity) for all NRSC business closed as a result of the lead.

Ongoing 505-070

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3939

Client Scenario IBM Global Financing ProvidesNeed to implement a technology solution now, but won’t be receiving stimulus funds until a later date

A funding approach to accelerate the implementation of projects now by providing a budget outlay based on contributed funds and anticipated future funding. Several IBM Global Financing offerings listed below can contribute to this.

Need to implement a technology solution now but stimulus funds will not cover 100 percent of the project requirements

A gap funding approach for required components not covered with Economic Stimulus funding. The offerings listed below can contribute to this.

Need to manage the funding of a complex long term engagement with a structured line of credit

An IT Financing Facility with a focus on flexibility, funds and reporting, it’s ideal for customers who need a tailored IT financing facility with emphasis on Technology Life Cycle and Total Cost of Ownership.

Need a cost effective way to acquire my IT assets JumpStart Rates and Low Rate Financing provides flexible payment structures and low market rates.

Need to fund a complex IT project and help in aligning costs to anticipated benefits

IBM Project Financing, enabling customized structures for complex project plans that can facilitate.

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 monthsGFP03068-USEN-00

IBM Global Financing: What’s Hot?

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4040

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 OpportunitiesAccelerate projects with future anticipated funding Fund components not covered by stimulus fundsProvide customized structures and line of credit for planning, oversight, and transparency of complex projects

IBM Global Financing – Flexible and Customized Offerings

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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 Acquisition

IBM 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.

IBM Global Financing – Key Incentives and Dates

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Express Seller Updates

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Drive Recovery with No Charge Demand Generation

Express Seller Toolkit Images, Copy blocks, Flyers, Brochures, BP

Emblems and more. Visit the Toolkit

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.

Campaign Designer New! - Co-marketing web banners available on

Campaign Designer for System x Express and Storage Express Product and stock images, templates and more

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

IBM Express Seller Flash IBM Express Seller Flash offers new, easy-to-

use marketing templates every month Up to 2000 postcards offered at no charge -

IBM pays for printing and postage Subscribe today!

NEW – Express Advertising New look and feel for print and interactive

advertising to launch in Q4

Sample Web Banner through Campaign Designer

New Express Web Banner Advertising

Sample customizable postcard offered via the IBM Express Seller Flash

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Increase Sales with Effective Tools

Quick and Easy Education Learn online and achieve IBM certifications

through IBM Systems Connect eXpert . New! - Earn 150 KYI points for enrolling & taking the overview module

Must Have Resources Program and Promotions Summary Guide PartnerWorld and ibm.com

Web Navigation Cheat Sheet and Express Portfolio Guides for US and CA

IBM Express Selector Plus Tool

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.

Configure and Sell with Confidence Every Time 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 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.

Systems Consolidation Evaluation Tool

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PartnerWorld Updates

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PartnerWorld University Financial Selling Roadmap

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

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.

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Harness the Power of A 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 of Google explain how to benefit from Search Engine Marketing and best practices for social media marketing.

Find out how you can: Engage the power of SearchEmbrace the world of Social mediaPromote 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: 3163634Presentations will also be posted on day of call at www.ibm.com/partnerworld/marketingforum

Contact Claire Colle at ccolle@ca.ibm.com

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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 in PartnerRewards 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

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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

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Keep In Touch and Stay Informed with IBM Business Partner Communications

What is it? How does it help me? When is it available? Where do I get it?

Business Partner Weekly Update e-mail*

Contents tailored to your interest areas, defined by you in the PartnerWorld Profile System (PPS). Contains key Hardware and Software news published on PartnerWorld during the previous week – includes Channel Communication Letter notification.

Each Monday Sent from IBM PartnerWorld North America.(Be sure to unblock mail from pwcs@us.ibm.com) and update your profile in PPS.

Quarterly Sales Playbook

-and -

Speed Sheets

Provides a cross-brand detailed compilation of marketing programs and advertising campaigns, announcements, education, Web sites, tools, and upcoming events.

Complements the Quarterly Sales Plays with new and modified incentives, offers and promotions.

Quarterly

Bi-weekly

BP Advantage Newsline Call – 1st call of each quarter.Business Partner Weekly Update e-mail notification provides links to the Quarterly Sales Play and Speed Sheets in PartnerWorld

BP Advantage Newsline Call

Presents product and program content to help you drive sales.

Monthly –1st Wednesday Business Partner Weekly Update e-mail notification

BP Marketing Forum Calls

Presents marketing tools and programs/plays.

Periodic. Prior call materials and replays available on the web site.

Business Partner Weekly Update e-mail notification – sent to those who select “marketing” as their interest area.

*e-mail addresses for the Business Partner Weekly Update are pulled from the PartnerWorld Profiling System (PPS)

Four communications vehicles you need to know about:

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Receive resources geared to your interests

Your profile in IBM's PartnerWorld Profiling System (PPS) determines:

– What customized news IBM PartnerWorld North America sends to you.

– Your company's eligibility to receive leads from IBM; and

– Your access to entitled IBM benefits and resources on PartnerWorld

Receive less mail from IBM. Update your PartnerWorld profile today.

PartnerWorld

As an IBM Business Partner, it is important for you to have an accurate profile in IBM's PartnerWorld Profiling System ...

Pop-up reminder on IBM PartnerWorld web site*

9 months since last update w/ option to suppress for 1 week12 months since last update

*Projected implementation 1Q2010

E-mail reminder9 months since last updateE-mail sent from IBM PartnerWorld North America

NEW: Reminders from PartnerWorld will help you keep your profile current.

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Update your Personal PartnerWorld Profile Receive pertinent Business Partner communications from IBM and have the appropriate leads passed on to you. Go to the PartnerWorld Profiling System (PPS)*.

– Access your profile under “Employee Profile”, “Update your personal information”

– Under “General information”, select at least one job function– Under "Communications preferences" choose "yes" to opt in to receive e-

mail from IBM; and • Under "Interest areas and newsletter subscription preferences",

select your areas of interest. Be sure to select the IBM brands that you sell or support.

– Under “Skills and certifications” be sure to update your skills, industry and product expertise. Updating this information will help the IBM sales teams pass appropriate leads to you.

For assistance, contact PartnerWorld Contact Services at 1-800-426-9990.

*Hotlink to PPS works in “slide show view” or copy and paste the following url to your browser:

https://www-304.ibm.com/jct01004c/partnerworld/partnertools/profiles.wssTOC