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People Productivity Lunch & Learn

Welcome

• Kristi Schaffner, WW Channel Marketing

2004 Marketing Programs

• Scott Cooper, Vice President of WW Channel Marketing

People Productivity Business Partner Opportunity

• Chris Spaight, Integration Program Manager

Lunch and Learn Schedule

Question / Answer Panel

®

IBM Software Group

© 2003 IBM Corporation

Business Partner 2004 Marketing Programs

Scott Cooper

Vice President, WW Channel Marketing

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Turn e-business on demand into Customer Demand

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BP participation in “Big Play” programs

“Big Play” Sales & Mktg Materials

•Executive Assessment

•Campaign Designer

Participation in local “Big Play” co-mktg events & campaigns:

• Shared co-mktg funds available to qualified BPs

• Agency assistance avail

• Lead mgmt

Participation in “Big Play” fast start quick pipe builders

• Shared co-mktg funds available to qualified BPs

• Agency assistance avail

PWS Value Pack Partner Plan Certifications, Mktg Results

BP

Des

ired

Lev

el o

f P

arti

cip

atio

n

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Plan your move - build a PartnerPlan

Where you want to play

How much you want to sell

How much you want to earn

Brand specialties, skills

Solution & industry focus

Co-marketing participation

Resources, milestones & performance tracking

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Integration in an on demand world

Chris Spaight

Marketing Manager

IBM Integration Program

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Agenda

Integration and On Demand – What is it?

Integration capabilities and mapping products to those capabilities

Introduction of the Integration marketing program

Integration marketing tactics

Sales tools

Next steps

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On demand business and IT

Flexible Financial & Delivery Options

ENTRY

ENTRYBusinessTransformation

On DemandOperating

Environment

Business P

rocesses

• Increasing flexibility is the key—business models, processes and infrastructure • Technology acts as an enabler instead of a barrier

You can start

anywhere

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Optimizing your infrastructure

Flexible Financial & Delivery Options

On DemandOperating

Environment

Business P

rocesses

BusinessTransformation

• Leverages existing assets

• Enables integration

• Infrastructure design matches business design

• Modular• Built for change• Standards-based

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Integration capabilities Business Modeling enables the graphical

depiction and simulation of a business process including task descriptions, resources required and decision points

Process Transformation enables existing applications and information to be reused in new ways

Access extends data and information to new classes of devices and methods of interaction regardless of connection type

Collaboration allows users to interact in a personalized way with dynamic information, applications, processes and people

Application & Information Integration enables multiple information sources and business applications to be combined

Business Process Management allows you to model, deploy and analyze processes with the goal of managing the end-to-end business process.

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Business integration qualities from IBMSimple, integrated development Common tools platform

Re-use and unification of assets

Secure and scalable deployment Common and flexible

deployment environment

Flexible management and security infrastructure

Standards leadership Interoperability

Investment protection

Freedom of choice

Proven experience Augmented with best practices

Improved time to value

Risk mitigation

Service Oriented Architecture (SOA) enablement

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Integration offerings for operating environment

Products & Services Products & Services Product BundlesInfrastructure

Solutions

IBM WebSphere Application Server

IBM WebSphere Portal

IBM WebSphere Business Integration Tools

IBM WebSphere Business Integration Modeler

IBM WebSphere Everyplace Access

IBM DB2 Information Integrator

IBM DB2 Content Management

IBM DB2 UDB

IBM DB2 Common Store

IBM DB2 Records Manager

IBM DB2 Document Manager

IBM DB2 Everyplace

IBM DB2 Information Integrator for Content

IBM DB2 DataPropagator

IBM DB2 Content Manager for Data Retention Compliance

IBM DB2 Content Manager for Research Compliance

IBM Business Intelligence for Basel II

IBM DB2 DataWarehouse Edition

IBM Lotus Workplace

IBM Tivoli Business Services Management

Lotus Workplace Web Content Management

IBM Collaboration Portal Offering

IBM Business Integration Offering

IBM Information Integration Offering

IBM Enterprise Transformation

IBM Middleware Solution for Enterprise Content Mgt.

IBM WebSphere Portal for Multi-platforms

IBM WebSphere Commerce Partner Portal

IBM Lotus Workplace Team Collaboration

IBM WebSphere Digital Media Enabler

IBM Middleware Solution for Business Intelligence

IBM Compliance Portfolio Framework

TBA 2004

Spectrum of Value for mid-market clients

Products & Services Product BundlesSolution

Building BlocksInfrastructure

Solutions

IBM Business Integration Express

IBM Workforce Mobility Offering

IBM WebSphere Business Integration Connect Express

IBM DB2 Information Integrator

IBM DB2 UDB Express

IBM DB2 Content Manger Express

IBM WebSphere Business Integration for Item Synchronization

PLM Express Solutions from IBM

IBM WebSphere Portal – Express Plus

IBM Domino Utility Server Express

IBM Domino Collaboration Express

IBM Mobile Office Entry Jumpstart Offering

Spectrum of Value for larger clients

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Introducing the 2004 Integration marketing program

What is the program?

Integration = the efficient and flexible combination of resources to optimize operations across and beyond the enterprise

Connects people with each other and the business

Connects business processes to streamline operations

Integrates information to provide a consolidated view of data — wherever it resides

Integration is an IBM sweet spot

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The drumbeat: Three core Integration sub-themes

People Workplace productivity

Process Connecting and managing end-to-end

business processes

Information Data and application optimization

End-customers will hear these themes throughout the year

Process

People

Information

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Here’s the overarching marketing strategy

Strategy

Tactics

Goal Reach new prospects and the existing install base customers

Build awareness, create interest, spawn desire and action with programs geared to target audiences

Direct mail

E-mail

Outbound telemarketing

Advertising

PR

Analyst relations

Events

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Generate marketplace demand

Awareness ActionInterest Desire

“Middleware is Everywhere”

Advertising•Integration

•People Productivity•Automation

Integration Intro theme

Follow-up(Telemarketing)

Process integrationTheme/offering

People integration Theme/offeringInformation

integration Theme/offering

Execute demand-generation tactics for each of the three integration program sub-themes

direct mail e-mail telemarketing

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Let’s take a closer look

Marketing tactics

Sales tools and resources

How to get started

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First task—build marketplace awareness

17 magazine placements in Q1:

INC ComputerWorld Information Week InfoWorld Fast Company Wall Street Journal CIO

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Step two—generate marketplace demand

Generating leads through our direct mail and e-mail Integration messaging

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Integration introduction brochure

Key benefits and differentiators

Cross-brand case study provides proof

Cross-brand leadership offerings overview

Cross-brand offer driving audience to Web or

phone

Informs prospects about the Integration program before you ever make that first call

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Entices prospects to register with IBM

Helps qualify the leads that we share with you

As leads hit our Web landing page…

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PartnerWorld® Web site has everything you need

https://www-100.ibm.com/partnerworld/software/pwswpub1.nsf

Training and certification

Co-marketing materials to build awareness

Sales tools for 1:1 discussion• Executive assessment tool

• Return on investment tool

• Total cost of ownership business integration calculator and demo

IBM marketing materials• White papers, case studies

• Brand-specific information

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Lunch and Learn Calls

Big Play Introduction Call

Fast Start Co-Marketing

Co-Marketing Templates

Business Integration 101/201 Education

Integration Pipeline Building Kits

Enablement Roadmaps

2HJunMayAprMarFebJanActivity

Projected AvailabilityCompleted/Available

We’re here for you throughout the year

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Visit PWSW Integration Site

Marketing resources divided into specific areas

View by program and by products and skills that match your capabilities

Easy-to-follow navigation that will educated you and make you successful in the integration solution space

https://www-100.ibm.com/partnerworld/software/pwswzone.nsf/docs/DGSH-5UANQQ?opendocument

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http://www-100.ibm.com/partnerworld/software/pwswzone.nsf/web/LMCK-55VV7F?OpenDocument

Get your foot in the door

Executive assessment tool

Walk through your desired integration goals and develop next steps

Return on investment tool

Showcase the savings your customers can realize through integration

Total cost of ownership (TCO) business integration calculator and demo

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Determine the skills you need

Roadmap for skills needed in selling Integration solution

Structured to address specific integration themes

Process integration

People integration

Information integration

Courses build upon previous education modules

Add complimentary brand skills and integration opportunities expand

https://www-100.ibm.com/partnerworld/software/pwswzone.nsf/web/

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URL: http://www-100.ibm.com/partnerworld/software/pwswzone.nsf/web/LMCK-55VV7F?OpenDocument

Drive outbound lead generation

Direct Mail downloads

Download stencils for demand generation activities

Tailor your message for your own particular area of expertise

Seminar invitations

Welcome letters

Web landing pages

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URL: http://www-100.ibm.com/partnerworld/software/pwswzone.nsf/web/LMCK-55VV7F?OpenDocument

Access telemarketing resources

Detailed calling guides to help you promote the right solution and products based on customer needs.

Probing questions and recommendations based on “best of breed” solutions

Decision tree support and next step recommendations to make your call successful the very first time

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http://www-306.ibm.com/software/info/openenvironment/

Learn about On demand

Getting started guides that explain on demand from a business level view

Recommendations on how to transform your business into an on demand business

Overview of Integration and Infrastructure Management from a primer level

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White papers and case studies

IBM Redbooks™ On demand Operating Environment Integration

Point of View Six how-to’s for integration

Industry-oriented information Integration case studies Information kits—executive briefs, quick reference guides, brochures

Brand-specific collateral DB2 Information Integration white paper Lotus Workplace white paper, Lotus TCO assessment paper WebSphere Business Integration white paper WebSphere, DB2, Informix®, Content Manager, DB2/MQ white papers

Pass along marketing materials to your prospects

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Where to find additional sales information

Information on the Web www.ibm.com/partnerworld

www.ibm.com/ondemand/integration

www.ibm.com/software/websphere

www.ibm.com/software/data

www.ibm.com/software/lotus

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We’re ready. Are you?

3. Questions? Concerns? Contact

1. Get connected. Go to the IBM PartnerWorld® for Software Web site: https://www-100.ibm.com/partnerworld/software/pwswpub1.nsf

Click on How to join

2. Already a member? Access the PartnerWorld Business Partner Zone by visiting https://www-100.ibm.com/partnerworld/software/pwswzone.nsf/docs/DGSH

-5UANQQ?opendocument

It’s your move

Christopher Spaight: cspaight@us.ibm.com, 401-851-4343Darla Alvarez: dalvarez@us.ibm.com, 512-358-8673

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Lunch and Learn Series: 25 March – Automation Presentation & audio replay available on the

BP Zone –> Events -> Teleconferences•Marketing Lunch & Learn teleconferences

8 April – People Productivity Presentation & audio replay available on the

BP Zone –> Events -> Teleconferences•Marketing Lunch & Learn teleconferences

22 April – Integration + Think Thursday Presentation & audio replay available by 4/24

on the BP Zone –> Events -> Teleconferences•Marketing Lunch & Learn teleconferences

6 May - Small-Medium Business (SMB) + Think Thursday

11:00am – 12:30pm Eastern Toll free within the US: 800-231-9012 Direct dial: 1-719-457-2617 Passcode: 740259

20 May - Software Development Platform

11:00am – 12:00pm Eastern Toll free within the US: 800-946-0712 Direct dial: 1-719-457-2641 Passcode: 124242

3 June - Install Base + Think Thursday 11:00am – 12:30pm Eastern Toll free within the US: 800-231-9012 Direct dial: 1-719-457-2617 Passcode: 704247

The entire series will be available on CD from IBM Publication Ordering Early Q2“Program In a Box”

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Introducing Think Thursday When

Thursday 22 April 2004 at 11:00 a.m. EST/4:00 p.m. GMT in conjunction with the Integration Lunch & Learn

Agenda

Presentation “Making Money with Integration” will cover:

Comprehensive overview of WebSphere capabilities and qualities

Current market dynamics

Proof points showing the WebSphere value proposition and business value for Business Partners

Speaker

Sunil Soares, Business Unit Executive, WebSphere Worldwide SMB &Channel Sales

Logistics

Call in info: US/Canada 800-946-0705, Toll International: 719-457-2637 Passcode: 626434

For additional program information

For more information on this event or future calls, visit the Virtual Information Center at www.ibm.com/partnerworld/vic. Detailed Think Thursday program information will be included in the Sales and Marketing section under Sales Enablement -> Events.

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Calling All SMB Business Partner Customer References

Highlight your Success via the IBM Customer Reference Program

Submit yours today!

Available on the BPZone home page (in shortcuts list)

Benefits to you:

Increased credibility with your existing and prospective customers

Opportunity for various joint IBM press and marketing opportunities

Benefits to your customer:

Opportunity to be seen as an industry leader.

Potential to drive more business

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Questions & Answers