®

IBM Software Group

© IBM Corporation

May 8 SalesTalk: The easiest ways to sell Lotus Connections

Chris Lamb, Offering Manager

Martha Mealy, Marketing

Curtis Ryan, WW Sales Manager

IBM Software Group

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The press and analyst reaction to Lotus Connections has been white hot; customers are calling us asking for meetings

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New publicity since Lotusphere

Analyst coverage

The inclusion of social bookmarks and tagging in the initial release represents another smart design decision. These social software applications have a high "value-to-effort" ratio, as is evidenced by the popularity (and value) of consumer space equivalents. Through 2008, these capabilities will give IBM a significant competitive edge over mainstream competitors that still lack them. Gartner, IBM Bets on Social Software for Business, 26 January 2007

"From email and document management software, to blogs and social networks, there’s plenty of opportunity that’s yet untapped: Enterprises need to support the "consumer" movement and make the technology platform on consumer level part of the architecture they use. There’s already some action among vendors on this front. IBM, for instance, has announced a product around social networking called Lotus Connections, and others are also following suit. Peter Sondergaard, Gartner, The Economic Times, " POWER SHIFT", March, 2007

“The initiatives represent an ambitious bid by IBM to become a leader in importing social networking into the workplace. There are a lot of viral sites out there, and many of the people who use MySpace or Facebook live in those worlds. Technologies like Lotus Connections are going to be very important in bringing these technologies into the enterprise.“ Jackie Fenn, Gartner, Boston Globe, "Big Blue lightens up," By Robert Weisman, April 11, 2007

Press coverage

165 original articles after LotusphereNY Times, Reuters, Business Week, Wall Street Journal, Bloomberg

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PartnerWorld 2007 Highlights and Lotus Connections for Partners

PartnerWorld 2007

SJP’s keynote – Lotus Connections was the only product mentioned by name

Sam Palmisano also named Web 2.0 as an emerging space where partners should get their toes wet. In June, IBM is rolling out Lotus Connections, a Web 2.0-like software suite aimed at businesses. It will enable social networking technology that today's users find in consumer phenomena such as the YouTube, MySpace and FaceBook sites on the Web. "This collaborative need we have as consumers is the same need that corporations have to work together," Palmisano said. "It's the same fundamental concept." –VARBusiness

Jeff Schick, vice president social computing software at IBM, said: “Lotus Connections is the first social platform for business. All partners will be able to connect, have profiles and collaborate across the platform. There will be blogs, real time communications and file sharing too. We’re connecting people to people and people to information.” -- CRN

IBM Launches new Partner-to-Partner Initiatives and Technologies: Will Partners Catch the Social Networking Wave? - IDC Link May 03, 2007, by Stephen Graham

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Today we want to share some insights on how to turn the buzz into opportunities and revenue

Who should you target?

What customer issues / pains should you focus on?

What are early customers doing with Lotus Connections?

What are the upcoming marketing events you can leverage?

What is the product fine print?

Packaging / Pricing

Platforms

Timeline

IBM Software Group

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Who Are You Selling To?

Line of Business (LOB) CxO, VPs, Directors, LOB IT Leads Find a business area struggling with challenges on previous slide (Human

Resources, Marketing, Operations, Customer Support) Find the business owner(s) of their employee portal or customer facing website Communicate how businesses are working with IBM to address their

challenges with a ‘business ready’ social software suite (leveraging reference stories of Sprint, Duetsche Bank, etc.)

Information Technology (IT) CIO, CTO, IT Director, etc. Someone (or some group) in every customer is looking for what new technologies are available to

solve their business issues – find that group Find the IT owner(s) of their employee portal or customer website Communicate how IBM is the technology leader in bringing “business ready” social software

technologies to market that can be easily integrated into their existing IT infrastructure

IBM Software Group

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IT Interest Generation Questions

Audience Potential Interest Questions Lotus Connections Value Points

CTO Which web2.0 technologies are you currently evaluating for your enterprise?

Are you interested in ‘business ready’ versions of web2.0 tools such as social bookmarking, blogs, and communities?

Integrated suite of services for Profiles, Blogs, Communities, Social Bookmarking, and Activities

Designed leverage and integrated with existing enterprise infrastructure such as multiple LDAP directories

CIO Are you interested in a suite of social software tools from a major vendor versus 1-off tools for capabilities such as managing people’s profiles, blogs, communities and bookmarks

Forrester: 61% of CIOs want web2.0 as suite from major vendor

Is it difficult for you to manage, update or extend your internal ‘whitepages’ employee directory? Would you be interested in a package solution to this issue?

Can easily install, administer, and upgrade Lotus Connections as a single application suite versus multiple ‘moving parts’ with 1-off tools

Profiles contains tools to integrate and virtualize profile information from multiple LDAPs plus any other applications such as PeopleSoft or SAP where profile data may reside

Enterprise Architect or Architecture Board

Are you planning to be proactive in evaluating social software technologies at the enterprise level versus waiting for users to bring in 1-off internet tools?

Are you interested in having easy integration between social software services such as people’s profiles, blogs, communities, and bookmarks and also simple integration with your existing applications such as PeopleSoft, SAP, or Microsoft?

Lotus Connections is an integrated suite of WebSphere Application Server based apps

Doesn’t require Portal, Notes/Domino, or Sametime however, can be easily surfaced within all those UIs plus other web apps, Microsoft Office, etc.

Provides the technical benefits of underlying WAS

Uses REST-style APIs that allow the services to be easily integrated with other applications for ‘mashups’ and innovative IT offerings

IBM Software Group

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LOB Interest Generation Questions Audience Potential Interest Questions Lotus Connections Value Points

Marketing LOB

Are you interested in tapping into customer feedback and creating closer communities with your customers via your external websites?

Do your teams struggle to stay up-to-date with market news, competitive news, and other external information?

Provides a simple way to deploy customer facing capabilities such as blogs, communities, etc.

Employee use of social bookmarking, blogs, and communities helps teams know the latest about the marketplace without duplicate research efforts or sending constant “did you see this?” emails

Operations LOB

Do you struggle to communicate and connect across organizational boundaries, such as departments or locations, to solve problems in an interdisciplinary way?

Do you need a more efficient, yet adhoc way for small groups within your organization and supply chain to collaborate and problem solve (outside of e-mail)?

Lotus Connections helps surface people, information, and communication at the enterprise level to break down silos and organizational barriers to collaboration

Activites service provides the ability to quickly deliver adhoc tasks and capture templates to be re-used the next time

Customer Support LOB

Do your people spend too much time tracking down the current experts on topics within your organization?

Are there mechanisms for communication up and down the reporting chain and cross-functionally within your organization to resolve customer issues?

Profiles and Social Bookmarking help surface the experts on topics across organizational boundaries

Lotus Connections can enable the Level 3 experts to bookmark and surface the key content proactively before Level 1/2 come looking for it

Human Resources LOB

Are you worried about losing critical expertise as key staff retires or move on to other opportunities?

Are you looking for way to attract and retain younger talent?

Blogs and Social Bookmarking help employees ‘look over the shoulder’ of experts without having to be directly mentored

Younger workers have always had these services at home; they expect to have them at the office too

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We have started to see some common Sales Scenarios

Employee White Pages

Employee Portal

Notes 8 Enterprise 2.0 / web2.0

Customer Portal / Website

Customer Pain

No common directory across the company

Want higher value for existing portal investment

Want more employee portal adoption & use

Difficulty coordinating tasks across the organization

Architecture plan to adopt Web 2.0. Employees already using it from questionable sources.

Poor customer satisfaction

Lack of customer insight into preferences and needs

Value Proposition

Easily find people so you can get your work done

Social Software benefits that fits into existing infrastructure

Tasks get completed faster with few mistakes

Enterprise ready: security, audit, compliance, scalability and integration with existing systems

Growth from improved customer loyalty and innovative products

Target Customer

Large global enterprises

Recent Merger / Acquisition

WS Portal business & IT sponsors

Notes 8 beta customers

CIO, CTO, IT Architect

Customer Support and Marketing Managers

Sales Offering

Connections Profiles including Directory integration

Connections Suite with Blogs, Social Bookmarking and Communities to drive employee portal use

Notes 8 and Connections Activities to improve productivity

Connections Suite integrated with other IBM (Quickr / ST / ND) or non-IBM tools as a web2.0 suite

Connections social SW tools as part of B2C website to improve customer interaction and insights

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In order to grow the business faster, they needed a faster way to develop and evaluate new services concepts and business models

Challenge

Increase the number of new services using communities of customers and partners

Accelerate the evaluation of new service concepts and therefore be faster to market

Grow market share and revenue through differentiated services and business models

Business Value

Deployed a Innovation Factory portal application that utilized the social software services of Lotus Connections to include communities of employees, customers and partners in the development and evaluation of new Telcom services.

Solution

Lotus Connections Drives Innovative Product Development

Global Telcom Firm

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No easy way to find, learn from and work with experts across the company

Challenge

Improving the efficiency of key revenue generating employees

Increase customer satisfaction with faster service

Raising the reach and impact of their subject-matter experts

Business Value

Corporate white pages directory that allows employees to quickly find expertise in different markets, technology and financial services. Blogs, bookmarks and communities services are used so employees can share knowledge and get feedback from experts. Also, employees are using Activities to execute key deliverables faster as part of Notes 8 beta.

Solution

Lotus Connections Helps Firms Deliver Expertise To Customers

Global Financial Services Firm

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Additional Customer Deployments

Organization Solution Business Value

Networking equipment vendor

Using shared bookmarks for information between call center and engineering

Faster response to customers

Audit, Tax and Accounting Firm

Knowledge transfer for incoming interns

Attract top talent while leveraging experienced staff

NY Department of Education

Portal application using Connections for teachers

Improve and individualize instruction for students

Film Foundation Using Activities to execute tasks with outside org

Faster execution with limited resources

Lotus Connections for Partners

B2B solution so partners can work together

Increase channel effectiveness

Network Industry Consortium

Support communities of practice across firms

Execute quickly to meet immediate challengesMore stories and details will be posted on XL and ibm.com

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Need for structured doc sharing, team

work

Lotus® Connections and Lotus Quickr: natural complements

Shared Conte

nt

TeamWorkspaces

Workflow

Anywhere

Anytime

WikisTeam Blogs

Business

templates

Quickr content stores

communication & collaboration with theOrganization/Community/Network

document sharing & collaboration with the Organization/Team

People-centric Document-centric

Need for expertise & knowledge location

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Positioning Lotus Connections & Lotus Quickr

is social software that enables you to build dynamic professional networks & communities with coworkers, partners and customers. It is designed to facilitate the exchange of information and knowledge across your networks, to help you to find subject matter experts & information faster, and to execute on deliverables more effectively.

Profiles, Community Management, Social Bookmarking, Activities, Enterprise blogs

Lotus Connections …Lotus Connections …

Lotus Connections and Lotus Quickr are complementary offerings designed to solve different collaborative needs that many companies face. When used together they provide companies with unique value to address requirements which span from formal, role-based team workspaces to informal community-driven social networks.

Lotus Quickr …Lotus Quickr …

is collaborative content software to help you to easily share your published content across your organization & collaborate with your extended teams. It also provides more formal secure, role-based team workspaces to facilitate communication and collaboration within the team. It includes extensible components that can be customized and combined into collaborative applications.

Content libraries, Team workspaces, Team Wikis, Team blogs

IBM Software Group | Lotus software

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Establish Lotus as market leader in social software for business

Drive awareness of the business value of Lotus Connections for Domino, Portal and white space customers

Build Pipeline for Lotus Connections!

Lotusphere Comes To You!

Lotus Greenhouse open for customers

Ziff Davis – Jeff Schick webcast

CIO Executive Brief: “Social Software for Business”

Sales and Marketing Kit

O’Reilly’s Web 2.0 Expo (San Fran) Apr 15

Marketing Activities: Lotus Connections

eGA: June 29, 2007

22QQ

PartnerWorld 2007 (St Louis) Apr 29

Product Ann: May 15, 2007

Enterprise 2.0 (Boston) June 18

RIM WES Conf (Orlando) May 8

ADMIN2007 (Boston) June 4-6

Lotus Connections for Partners open for business partners

Gartner Itxpo (San Fran)) Apr 23

CIO Executive Summit May 9Lotus Connections Product Brochure

Flash Demo available on Demonet

Burton Group Telebriefing (June 5)

LCTY Online: Lotus Connection Webcast (May 23)

IBM Software Group | Lotus software

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Coming Soon: Burton Group Tele-briefing followed by Mike Rhodin and executives Mid-Year update

Speaker Topic

Ed Brill Introduction

Michael RhodinResponse to Burton Group Brief on Lotus Strategy -- half way through 2007, delivered on Lotusphere promises and much more to come

Ken BiscontiQuick overview on ND8 and Quickr Announcements and how they relate to the Burtons Group Brief

Jeff Schick (to be confirmed)

Quick overview on Social Software and Connections Announcements and how it relates to the Burtons Group Brief

Ed Brill led -- Mike, Ken & Jeff

Q&A -- Questions submitted ad supplied BEFORE the session

Mike Wrap

Ed Brill Close

Stay Tuned here: http://www-142.ibm.com/software/sw-lotus/lotus/general.nsf/wdocs/agenda

May 30 – June 4th: access to Burton Group tele-briefing for registered attendees

"Understanding IBM Lotus Plans for 2007 and Beyond" IBM addressed a number of strategic and competitive challenges at Lotusphere 2007, greatly pleasing its installed base and business partners, and also subtly shifting the competitive landscape. IBM reinforced its dedication to its communication and collaboration platforms, and also introduced products and strategies that, if successful, will demonstrate that IBM remains a major player in the enterprise communication and collaboration markets. In this TeleBriefing, CCS Analyst Karen Hobert, Principal Analyst Mike Gotta, and Research Director Peter O’Kelly highlight IBM Lotus news for 2007 and discuss IBM customer and competitor implications.

June 5th: Lotus Executive Panel Session: Join Mike Rhodin, Lotus GM and other Lotus Executive for a Mid Year 2007 Update (pre-meeting suggested viewing Burton Group Tele-Briefing "Understanding IBM Lotus Plans for 2007 and Beyond")

Agenda for Exec Panel Discussion – June 5

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Pricing and Licensing

Authorized User licenses for Intranet Use – four options

Lotus Connections (all five components) = 110 USD / user

Lotus Connections activities = 55 USD / user

Lotus Connections profiles = 55 USD / user

A trade-up from activities and profiles to full Lotus Connections = 66 USD / user

Value Unit license for Extranet Use

Lotus Connections (all five components) = 450 USD/ processor value unit

All Lotus Connections licenses will include restricted licenses of

WebSphere Application Server V6.1

DB2 Restricted Enterprise Edition V9.1

Tivoli Directory Integrator V6.0

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Supported Software

Server side operating system

Red Hat Enterprise Linux Enterprise Server V4.0 on x86-32

Microsoft Windows 2003 Server - Standard

Microsoft Windows 2003 Server - Enterprise

Web browser support

Microsoft Internet Explorer 6.x, 7.x

Mozilla Firefox 2.0 (Microsoft Windows and Linux)

Application server

IBM WebSphere Application Server V6.1.0.3

HTTP Server

IBM HTTP Server from WebSphere Application Server V6.1.0.3 (IHS)

LDAP Directory

IBM Tivoli Directory Server (ITDS) 6.0.0.3

Microsoft Active Directory 2003 Service Pack 2

Database

IBM DB2 V9.1 Fix Pack 2

Oracle 10g 10.2.0.3

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Lotus Connections Timeline

Version 1.0 Announcement May 15

Version 1.0 eGA (English only) June 29

1H 2007 1H 20082H 2007

Version 1.0.1 eGA (Group 1 Language Support)August 30

2H 2008

Version 1.0.2 eGA (Platform Expansion)AIX & SUSE Linux Entreprise ServerLDAP support Domino 7.0 and Sun ONE Directory 54Q07

Version 2.0 eGA (G1 and G2 Language Support)

Version 2.0 Managed Beta

= Proposed and not committed plan

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The secret to selling Lotus Connections: “use what you sell” and tell customers your personal use cases with passion

IBM Bluepages = Profiles (coming to TAP soon)

You all use bluepages, think how it has helped you as an employee and tell those stories

Example ideas: faster reaction to customer requests, better linkage to experts, getting up to speed in a new job role, etc.)

IBM Blogcentral on TAP = Blogs

You should be reading and subscribed to key blogs to get information, product updates, competitive updates, and market information (start your own blog if you are the talkative type)

When you do a w3 search, click on the ‘blogs, forums, wiki’ tab to see results from blogs – you’ll probably find the answer, and the expert who knows it

IBM Dogear on TAP = Dogear / Social Bookmarking

Start saving you bookmarks online in Dogear (and import your existing bookmarks from your browser) so you colleagues can share in the knowledge

Subscribe to key experts’ bookmarks to be up to date with what they think is important

Notice the ‘other people have dogeared’ portlet when you search w3

IBM Communities on TAP = Communities

Joint the Lotus Connections Sales Community as a single place to find content and people you need for your Connections opportunities

IBM Activities on TAP = Activities

Start using Activities to complete adhoc tasks and collaboration ‘outside the inbox’

Best practice: Show your customer how you used Activities with your IBM account team to prepare for their customer briefing, RFP response, etc.

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Call to Action

Use What You Sell – create your personal stories of productivity & innovation

Use the IT/LOB questions and value props to get customer appointments

Win as a team: this product resonates with Client Teams, GBS, BPs

Know how to present the Lotus Connections Executive Summary and Overview Presentation and review sales assets on Connections XL Homepage

Enter the opportunity in Siebel using the correct codes

Product Category= SW/LCON Brand Code= LCON

Identify Customer Sponsor and establish a documented win plan (use the Template in Activities)

Executive Meeting / Briefing (leverage Sales Leaders, Prod Mgmt, and Executives)

Tech Sales Product Demos

Greenhouse

Proof of Technology (POT)

Scope, price, and close the deal

Lotus Connections will be ‘net new’ revenue (target all ELAs and renewals)

Reference the Lotus Connection FAQ for specifics on packaging & pricing

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PeopleWW Lotus Connections Points of Contact

Name Notes Email Geo Region/IMT Role

Curtis Ryan WW Sales Leader cmryan@us.ibm.com WW WW WW Sales LeaderCorey Simpson WW Tech Sales coreysim@us.ibm.com WW WW WW Tech Sales

AMG

Randy Frink (geo sales lead) randy_frink@us.ibm.com AMG AMG WW Sales, Americas BueGia Lyons (geo tech lead) gia_lyons@us.ibm.com AMG AMG AMG Tech PreSalesAnn-Marie Darrough annmarie_darrough@us.ibm.com AMG AMG Manager, WPLC, TechWorksGene Leo gene_leo@us.ibm.com AMG AMG SENIOR I /T SPECIALIST

AP

Tim Birdsall (geo sales lead) tim.birdsall@au1.ibm.com AP AP AP Sales ManagerMatthew Tan (geo tech lead) tanma@sg.ibm.com AP AP AP Advanced Tech Sales SpecialistKenjiro Yoshida KENJIROY@jp.ibm.com AP JP Lotus Brand ManagerKy Young Kim kkim@kr.ibm.com AP KR IT Specialist - Workplace,

Cheen Sing (Simon) Lee Simon_Lee@my.ibm.com AP ASEAN WPLC Competitive SWAT Liu Xiao Ping liuxp@cn.ibm.com AP GCG SENIOR I /T SPECIALISTKathy Staples kathy.staples@au1.ibm.com AP ANZ Systems EngineerStuart Duguid sduguid@au1.ibm.com AP AP AP Advanced Tech Sales Specialist

SWIOT

Gianguido Balzini (geo sales lead) gianguido.balzini@it.ibm.com SWIOT SWIOT IOT SouthWest Europe - Lotus - Portal/Workplace SalesStefano Pogliani (geo tech lead) stefano.pogliani@fr.ibm.com SWIOT SWIOT Tech PreSalesDanny Buls danny_buls@be.ibm.com SWIOT BENE Consulting IT Specialist -

Laurent Boes laurent_boes@be.ibm.com SWIOT BENE Lotus Brand Leader Belgium

Alessandro Chinnici alessandro_chinnici@it.ibm.com SWIOT ITALY WPLC SpecialistOlivier Elluin olivier.elluin@fr.ibm.com SWIOT FR SWG WPLC ConsultantDaniel Olmo daniel.olmo@es.ibm.com SWIOT SPAIN Lotus Sales Specialist

NEIOT

Jens-Uwe Fimmen (geo sales lead) jensuwefimmen@de.ibm.com NEIOT NEIOT Sales Leader for Social Computing, Composite, SOA

Karin Fuhry-Piskay (geo tech lead) fuhry-piskay@de.ibm.com NEIOT NEIOT Tech Sales Leader

Manfred Stadler manfred_stadler@at.ibm.com NEIOT CEMAAS IMT CEMAAS Sales Leader

Peter Schuett SCHU@de.ibm.com NEIOT GER Leader Knowledge Mgmt Helge Aarvik helge.aarvik@no.ibm.com NEIOT NOR Lotus SSRDarren Adams darren.adams@uk.ibm.com NEIOT UKISA Messaging & Collaboration Sales Leader

Brendan Tutt brendan.tutt@uk.ibm.com NEIOT UKISA Business Development Mgr

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Additional Links

Lotus Connections Sales Community

ibm.com article w/references: The Business Case for Lotus Connections

Tech Talk Replay: “Lotus Connections – How it Works”

Lotus Connections XL Page

Lotus Connections Internal FAQ

Lotus Connections Customer Facing Executive Summary

Lotus Connections Sales Blog (C Ryan’s MyIris)

Lotus Connections Marketing Blog (S Londergan’s log)

Lotus Connections AMG Tech Sales Blog (G Lyons Connected)

IBM.com page for Lotus Connections (www.ibm.com/lotus/connections)