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New for 2011 IBM 10x4 Programme for Tier 2 Business Partners

New for 2011 IBM 10x4 Programme for Tier 2 Business Partners. For IBM and Business Partner use. – Please refer to the PLET for Terms & Conditions. Agenda – Slides order. Tier 2 Business Partner & All IBM audiences What is the programme Who in the Business Partner should register?

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New for 2011 IBM 10x4 Programme for Tier 2 Business Partners

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  1. New for 2011IBM 10x4 Programme for Tier 2 Business Partners For IBM and Business Partner use. – Please refer to the PLET for Terms & Conditions.

  2. Agenda – Slides order • Tier 2 Business Partner & All IBM audiences • What is the programme • Who in the Business Partner should register? • The person responsible for the commercial relationship & driving the IBM portfolio within the business. • How to register? • What to expect to see? • Who to speak to? • Distributor & Distributor CRBP Specific • Why should I be interested. • What information will be available to my business? • How can I view this? • Tier 2 CRBP Specific • What can the T2 CRBP see? • How do I get access?

  3. Help drive self sufficient partners by enabling planned growth with IBM Drive Knowledge based success with customers Improve access to earning potential Simpler, easier and predictable method Simplify engagement with IBM Q1 -- Announcing IBM 10x4 Programme. New way for IBM to engage business partners when planning our joint business. New Web based Performance Bonus Systems automatically offers a base target Allowing BP to choose a stretch target BP to monitor progress IBM to offer in QTR incentives over performance reward for skills investment Provides consistent feedback on performance during the quarter. Our mission :Bring the Totality of IBM offerings to assist your business

  4. All Business Partners wishing to participate must: Must not be a Directly Targeted Business Partner by IBM. Must be registered in PartnerWorld with a valid IBM CE- ID(Partnerworld Company ID). This is required to validate entry to the target registration site. Must register in the 10x4 portal Registration is permitted only once Nominate the preferred Distributor for payment. Terms & Conditions have to be accepted to activate the target From Q2 2011 Membership to System x Connect Certifications will be required to earn additional higher than entry level. This is not required in Q1. Starting at $5k for Entry level or $10k for extra earnings.. Grow by 10% over your average last 4 quarters with IBM Earn up to 10% rebate Average $10k payout* 4 Key brands to help youSystem x, Storage, Services and IBM Financing. * Earning potential is average per business partner within country What does a business Partner need to do? Simply Join & be a member of Partner World. Register for the 10x4 programme Skill up to earn higher rewards. then… Work with their Distributor & IBM Representative to develop appropriate actions to help drive the business. What is the 10x4 programme Prerequisites

  5. http://www.ibm.com/partnerworld/page/pw_com_smr_10x4 We will use a vanity URL www.partnerworld\10x4 5 3 1 www.10x4.biz Complete the details You will be given a username via email with further information on how to set Password. Please check SPAM filters. 2 4 Click Map or Flag to choose your country First Time Business Partners ONLY Click Registration Confirm you have a CE-ID How to register for the first time. Germany: http://de.10x4.biz UK: http://uk.10x4.biz DK: http://dk.10x4.biz etc etc etc

  6. Enter Username & Password Then click login 1 2 3 Once registered with Username & Password allow entry How to set up targets .. • Example shown is forEurozone Country • Non-Eurozone Countries will see: • IBM Dollar Target • Converted target to local Currency based upon PLET Conversion rate • Business Partner must: • Select Target for each Brand – default standard is the entry level • Choose a Distributor – who should act as payment agent. • Accept the terms & ConditionsBy brand Terms & Conditions are issued in PLETs on Partnerworld & included in the tool • Once terms & condition are accepted, this window will close for the quarter.

  7. Sales withIBM confirmed Sales Data vs the targets. • Note: Non Euro-zone Countries with see both IBM $dollar & the converted currency, using the exchange rates shown in the PLET.Note: These are set for the Quarter. • Sales Data will be loaded weekly • Tuesday PM / Wednesday AM. • Allowing for Bank Holidays. • Data feeds are received from Authorised Distributors ONLY. What else can a Business Partner see? • Campaigns/Activities • includes information about valid accelerators • Account Information shows • Business Partner loaded information • IBM Account Manager & contact details. • All Partner User Interfaces • Login Page • Sales Targets Configuration page • Agreed targets & chosen distributor (Read Only) • Maintenance Page for login dataChange of Password/Business Partner Data • Information page – Special Activities currently running. • LogoutCommunications • Automatic Email 8th Monday of Quarter regarding Performance • Emails to BP contacts with Links for data maintenance

  8. Focus Brand are System x and Storage: Existing BP entry target calculated on average revenue of the previous 4 Quarters + growthNew Reseller entry target = 5.000 € (= 10%Backend) Uncapped to the target level chosen. Overchieve to the maximum the Entry/Middle & Top will allow. ServicePac Up to 20.000 € target = Average revenue of the previous 2 Quarters + growth Earning are capped at Band chosen +2 higher. Payout from IBM via Distributor of choice. 3 levels: ENTRY, MIDDLE, TOP Registration periods Top-Level: within the first month of a quarter Middle-Level: until the end of second month of a quarter Entry-Level: over the entire period From Q2 2011 certification is expected for Top/Midde levels Requires registration of Sales /Technical teams to For System x in Q2-2011 Certifications needed to enroll in higher Levels (1.Test 152: IBM Certified Specialist - System x Technical Fundamentals V10 2.Test 153: IBM Certified Specialist - System x Sales V6 For Storage in Q2-2011 Certification is planned for Q2/2011, course details to be confirmed. Things to note

  9. The Grids for Q1 2011 Servicepacs Select one of the 3 targets offered Earn up to 2 bands higher if successful System x & Storage • Note: BPs need to sign up to • Top Level – BY Feb 18th • Middle Level – BY Feb 28th • Entry Level up to end of March. Once you sign up to a target you cannot change. If you overachieve you will be rewarded at the banding that the final revenue meets. For example. • BP signs up to System x target of $12k • What could they earn if he achieved $20k • Manual Targets are only set to BPs whose Average is greater than $500k

  10. How does this work End of Month 3 End of QTR Beginning of QTR End of Month 1 End of Month 2 BP Deadline for Top Level Signup BP Deadline for Middle Level Signup BP Deadline for Entry Level Signup IBM opens tool for Registrations & Target Signup BP signing up for targets IBM loads weekly Sales data as reported by authorised distributors Automatic Email 8th Monday on current Status System confirms closing sales data IBM make audit, then payments sent to Distributors as per terms & conditions stated in the PLETs* • Distributors & IBM Sales support Business Partners with • Sales Enablement & Skills Support • ExpressSeller Offerings & Competitive Price Offerings • PreSales Advisor Tools - Configuration & Product Information, Local promotions • Fast Stock & Delivery. • Education & Training • Marketing Campaigns. Speak to your account manager about building a plan to deliver more revenue & margins with IBM for the next Quarter * PLET – is the official announcement of the programme, there is one for each brand.

  11. Who do can I speak to? • PartnerWorld Contact Services are availabe to assist with: • PartnerWorld Setup, and support • Via Live Chat • Via Email, telephone. • Your IBM Account Manager • Your Local Distributor IBM Teams.

  12. Backup

  13. Proposition will be delivered in 3 pillars upon brand foundations Relationship Programme Driving revenue & margin OpportunityIBM/BP Planmarket opportunity driven scaled w/ Skills investment Skills Sales & TechnicalScaled expectations by BP Type & Status Enablement Tools Stackable tools needed to assist BP Plan at the pace the BP wants. IBM Brands – STG, SWG, Services, IGF Consistent - 4Ps approach & contact

  14. Distribution Relationship Programme Enablement Skills Bespoke BDP Top Partners Partner Development Programme – 10x4 Growth Partners Express programmes Growth Programs Development Partners New/Trading Partners BP - Value Proposition will be built into a roadmap for BPs Scaled expectations Sales & Technical Sell 2Win System x Connect BSSC/SSSC Speciality Program Stackable tools Sales & Marketing Tools w/ Partner World Pre-Sales Advisor T2/EU portals Seller Incentives On Channel Co Marketing Lead Passing Lead Protection BP Locator IBM Brands – STG, SWG, Services, IGF Consistent - 4Ps approach & contact Note : 2 space bar click to complete chart

  15. & Mid Blue Relationship Programme Enablement Skills • To earn more BP needs to be SystemsConnect Registered • Completed Product Sales & Base Technical • Step 1 towards Speciality. • Clear Roadmap visible. • Target based Commercial Programme • Stackable on Light programmes • Predictable earnings • Overachievement Margin Opportunity with BP Skills Investment: • Self Adjusting Target vs IBM Growth. • Distributor Assisted • Must be Partnerworld Member (CEI) • Marketing PULLCo-marketing w/Disti or IBM • Clarity on pipeline & ability to quote • EU portal via PSAT tool Partner Development Programme Relationship Programme Enablement Skills • No Revenue Commitment • Ready to go NOW. • Price Performance • Express • Pre-approved Bundles • Margin Opportunity • % off Months • Small transaction Tickets • End User Promotions • No learning investment if sold with Servicepac • Distributor lead product • Marketing PULL (EU & Trade Drumbeat) • KYI points for Sellers • Featured products in PSAT • Sales aids • Monthly Price guides • Customer catalogues • Partner Catalogues • Express Marketing • Solutions based. • Minimal needed if Servicepac for installation & Warranty sold upfront • Base Level Product Training • Base level understanding on SOL Warranty. Express Based Price Promo/Box Bonus Shades of Blue : Light Blue IBM Confidential : Internal Use only Note : 2 space bar clicks to complete chart

  16. & Deep Blue • Commitment to growth Plans removing from local plans with BP upfront investment • By invitation ONLY. • Base line BDF • PEP Exec • IBM Plan bespoke to BP • IBM Advocate – FLM • FTSS Aligned. • Min 2 x Technical experts • Min 2 x Level Sales Experts • Driving Speciality or PW Premier Status. Bespoke BDP • Stackable on light/medium Blue • By nomination & Approval with agreed Business Plan • Competitive/Market Based Growth Incentive (5%), capped at 200% of target. • Powernet Programme (White Space Customers) • HVEC Growth Programme • CHW –T2 programme • Co-marketing • Education vouchers • Skills4Growth / Funded Heads • Co-Marketing • Deal Registration • 36 hours Training certify & registered within 6 months of programme start • 1x Registered Product Specialist • 1x Technical Specialist Private Programs or By Invitation Shades of Blue : Dark Blue Relationship Programme Enablement Skills IBM Confidential : Internal Use only Note : 2 space bar clicks to complete chart

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