1. PartnerWorldJesper Slot RohrMarketing Managerjrohr@dk.ibm.com+45 2880 4284IBM Business Partner Organisation, Nordic [short edition]

2. AGENDA • What is PartnerWorld ? • Know Your IBM Business Partner Locator WebSyndication Business Partner Communication News

3. www.ibm.com/partnerworld/wps/servlet/ContentHandler/pw_com_mkt_mrt_bp_markswww.ibm.com/partnerworld/wps/servlet/ContentHandler/pw_com_mkt_mrt_bp_marks

4. PartnerWorld Level • Demonstration of significant achievements • Delivers 3 unique exclusive benefits • Requires 30 point attainment PREMIER • Specialties • Specialized skills • Unique benefits • Recognition for achievement • Delivers 15 unique enhanced benefits • Requires 10 point attainment ADVANCED • Introduction to the IBM portfolio • Simple to join, no fee required • 50 benefits across 5 categories: Marketing, Selling, Technical, Training, and Collaboration • Authorization required for resale of some products MEMBER

5. High Value Benefits announced in May 2010 Enhanced PartnerWorld Contact Services (All members) Expanded support with membership, marketing, selling, training, technical support and collaboration topics By telephone, live chat, and email in local language IBM Market Insights (Advanced and Premier members) • Access to Market Insight reports on strategic business topics • Examples include: Customer buying behaviors, industry insights, technology and solution trends Assigned relationship executive (Premier members) • Senior IBM leader assigned to each Premier Business Partner who opts in • IBM advocate to build a stronger business relationship

6. PartnerWorld Web site – public version • www.ibm.com/partnerworld (no IBM ID and password required) • Available in English, French, German, Italian, Russian, Spanish and Turkish

7. PartnerWorld Web site – entitled version • IBM ID and password required (if you need an IBM ID please apply at www.ibm.com/account/profileand ask your profile administrator to add it to your company profile in PPS) • Available in Danish, English, Finnish, French, German, Italian, Norwegian, Russian, Spanish, Swedish and Turkish

8. Web Syndication • Leverage selected IBM Web content on your website at no cost to you • Lead capture capabilities for greater sales opportunities • Brand showcases feature valuable brand assets to capture more prospects with a new Dashboard feature to manage response! • Simple steps performed by your Webmaster or Marketing lead • No ongoing maintenance required

9. https://www-304.ibm.com/partnerworld/wps/bplocator/search.jsphttps://www-304.ibm.com/partnerworld/wps/bplocator/search.jsp

11. www.ibm.com/PartnerWorld www.ibm.com/PartnerWorld/KnowYourIBM JOIN THE IT INDUSTRY’S LEADING REWARD PROGRAM

12. Know Your IBM KYI is an online interactive sales enablement program that is designed to foster IBM presence and brand loyalty Two primary rewards-based components: 1. Learn & Earn:Successfully complete education modules 2. Sell & Earn: Close sales to end-user customers and report into KYI KYI is targeted to Reps from all IBM Business partners Distributors can take part in the Education rewards

13. Know Your IBM – the Introduction Page

14. Know Your IBM – the Learn Page

15. Know Your IBM – the Sale Page Invoice Number from BP to Client

16. Know Your IBM – the Reward Page

17. Know Your IBM Web Site – the Reward Page

18. Simple steps to start today • Register at IBM PartnerWorld • www.ibm.com/PartnerWorld • Log in to Know Your IBM • www.ibm.com/PartnerWorld/KnowYourIBM • Start earning rewards •  Learning Modules (Min. 4 different) •  Sales Claims www.KYIRewards.net

19. Business Partner Communication www.ibm.com/PartnerWorld Local PW websites BPO leader Activities News Important links like Tools Events Communication NewsFlash WW content + Local imput for Newsletters Add Hoc, Bi-Weekly and Monthly Data: PPS

20. PartnerWorld Contact Service Local Online Support for Business Partners • Danmark: 4523 3277 • Mandag-Fredag kl. 8.00 – 17.00 • emeapw@uk.ibm.com

21. Tak for opmærksomheden

22. 2011 Key Business Partner Enablement Activities - Nordics Sweden Finland Denmark Norway 1Q 2Q 3Q 4Q Including Test Certifications Including Voucher Funding

23. Business Partner University Targeting 130 x Selected BP’s cross Nordic Brands: System x, Storage, MTS and Techline Running both 1Q + 3Q 2 day’s training incl. Hand-on from STG truck Test certification with Proctor from IBM Training Website for registration, presentations ect. www.businesspartneruniversity.com http://www.youtube.com/watch?v=tecR6mm8zWE Storwize Technical Training Targeting 48 x Selected BP Cross Nordic Local normination for T2’s Mission: To Increase numbers of Pre-Sales for Storrwize V7000 (and Certicied) Teaming with Arrows as Training Partner Develop 2-days Course with IBM Training Spend Mid-Marked Benefit Pack for funding Key Activities