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People Productivity Lunch & Learn

Welcome– Kristi Schaffner WW Channel Marketing

2004 Marketing Programs– Scott Cooper Vice President, WW Channel

Marketing People Productivity Business Partner Opportunity

– Colleen Campbell Program Manager, People Productivity

Lunch and Learn Schedule Question / Answer Panel

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© 2002 IBM Corporation

Business Partner 2004 Marketing Programs

Scott CooperVice 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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© 2002 IBM Corporation

Market Opportunities for People Productivity

Colleen CampbellManager, People Productivity Program

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Why Is People Productivity Important?

Why Is People Productivity Important?– Key part of IBM On Demand Strategy

– Customer Requirements

– Growing Marketplace

– Market-leading Products Your Role Details on People Productivity Program Get on Board

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A Simple view of on demand Integration

The efficient and flexible combination of resources to optimize operations across

and beyond the enterprise

People Processes Information+ +

People Productivity Program

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What is People Productivity?

People Productivity simplifies access to content, applications, people, and processes. It includes a security-rich enterprise-wide collaborative portal and content management system that is designed to enable people to do their work from virtually anywhere, at virtually anytime, faster and more effectively. The result is a personalized workplace tailored specifically to each person’s role.

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We are positioned to solve customers’ key business pains

Geog. Disbursed Teams

Decrease Redundancy

Improve Access To Information

Improve Productivity

Better Project Management

More Responsive To Customers

Faster Decisions

Make Better Decisions

Improve Specific Business Aspects

Control Costs

Supply Chain Integration

Get The Input of Many People

Customers Required It

Increase Competence

Capture Intellectual Capital

Reduce Cycle Time

Improve productivity

Connect dispersed teams

Improve responsiveness

Source: IBM Profiling Research, 10-02

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Partners and IBM help solve those painsImprove Productivity

– Instant access to information and experts to save $200k

Sofor Oy, IBM Business Partner– Estimate $50M/Yr saved in reduced development costs & improved information exchange

PureEdge, IBM Business Partner

Improve Responsiveness– Reduced turnaround time of HR processes by 40% Pre-emptive Systems, IBM Business Partner – Creates customer workplaces in 1 minute vs. 48 hours Incentric Solutions, IBM Business Partner

Connect Dispersed Teams– Web-based collaboration reduces TCO by 30% SteelEye Technology, IBM Business partner– Online eLearning courses resulted in 1200% ROI in first year

Berbee Information Networks, IBM Business Partner

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A fast growing market

Growth Rate

0% 2% 4% 6% 8% 10% 12% 14%

SWGComposite

Workplace andPortal

Content Mgmt

2003-2007 CAGR (2H03 GMV)

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A fast growing … multi billion market

0

1,000

2,000

3,000

4,000

5,000

6,000

7,000

2003 2004 2005

Portal

Workplace

Contentmanagement

15

Competitive Landscape

Messaging

Application server

SMB

Content Management and Collaboration

Portal

Database

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Messaging

Application server

SMB

Content Management and Collaboration

Portal

Database

Competitive Landscape

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Messaging

Application server

SMB

Content Management and Collaboration

Portal

Database

Competitive Landscape

IBM

People Productivity Solutions

Customized links to

favorite apps

Virtual teaming

Awareness

Document library

Personalized content Messaging

and calendar

E-meetings

Personalized employee services

People locator

E-learning

The Reality of People Productivity

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People Productivity: Integrated Environment

Workplace is about People

and Collaboration

Portal is about integration of

information and business processes

Content Management is about leveraging any type of information–

where and when it is needed

Customized links to favorite

appsh

Virtual teaming

Awareness

Document library

Personalized content

Messaging and calendar

E-meetings

Personalized employee services

People locator

E-learning

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Products and Offerings

Lotus Workplace 1.1Lotus Notes/Domino 6.5

Workplace is about People and Collaboration

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Products and Offerings

Lotus Workplace 1.1Lotus Notes/Domino 6.5

Workplace is about People and Collaboration

WebSphere Portal 5.0WebSphere Commerce 5.5WebSphere Everyplace AccessWebSphere Enterprise TransformationTivoli Security & Management

Portal is about integration of information and business processes

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Products and Offerings

Lotus Workplace 1.1Lotus Notes/Domino 6.5

Workplace is about People and Collaboration

WebSphere Portal 5.0WebSphere Commerce 5.5WebSphere Everyplace AccessWebSphere Enterprise TransformationTivoli Security & Management

Portal is about integration of information and business processes

DB2 Content ManagerDB2 Content Manager OnDemandDB2 Document ManagerLotus Workplace Web Content ManagementLotus Domino Document Manager

Content Management is about leveraging any type of information

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2003: We achieved market leadership

Source: IBM Analysis based on Industry Reports/Market Research

Collaboration

#1 market share in collaboration category 46% of Integrated Collaborative Environments 73% market share of enterprise instant messaging #1 collaboration software on Linux

Portal

#1 market revenue share in portal category 39% growth in new license revenue YTY 3Q02-3Q03 Voted “Best Enterprise Portal Platform” (2003 Codie Awards) Won best “Enterprise Information Integration Platforms & Portals”

in Intelligent Enterprise’s annual Readers’ Choice awards

Content Management

#1 market share in Content and Document Management 10,000+ customers with a 34% growth rate Digital Content Management Company of the Year 2003

—Frost & Sullivan

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Gartner Magic Quadrants: IBM in the Leaders Quadrant

IBM in the leaders quadrant Messaging Smart Enterprise Suite (as of 3/4/2003

Application Integration Vendor (as of 5/2003)

Enterprise Application Server (as of 5/2003)

Horizontal Portal Product (as of 3/2003)

Web Services Major Vendor Influence (as of 9/2003)

Legacy Modernization (as of 2/2003)

Programmatic Integration Server (as of 3/2003)

Presentation Integration Server (as of 3/2003)

Sell-Side E-Commerce (as of 10/2002)

Integrated Document Management (as of 6/10/2003)

IBM

Ability toexecute

Completeness of vision

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Why Is People Productivity Important?– Key part of IBM On Demand Strategy

– Customer Requirements

– Growing Marketplace

– Market-leading Products Your Role Details on People Productivity Program Get on Board

Your Role

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A Compelling Opportunity across all of our Business Partners

Open Platform to integrate Value-added capabilities and extensions

A Platform for repeatable, cross-industry, scaleable from mid-market to enterprise

Rapid Time-to-Market for profitable engagements and satisfied customers

In the fastest growing multi-billion dollar market

SystemIntegrators

SoftwareVendors

SolutionProviders

Hosting Service

Providers

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What’s in it for your customers?IT managers

– Enables a highly responsive, productive workforce to compete in a dynamic marketplace

– Secures enterprise-wide cohesion and collaboration through an integrated, adaptive and flexible infrastructure

– Increases operational efficiencies and saves costs by eliminating IT redundancies and complexity

Line of business (LOB) managers– Enables the organization to respond more dynamically to customer needs and

the marketplace while controlling costs

– Creates a high-performing workplace that helps employees gain faster access to information and interact more effectively with customers, suppliers, partners and colleagues

– Offers true connectivity and collaboration anytime, anywhere and from any device

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Details on People Productivity Program

Why Is People Productivity Important?– Key part of IBM On Demand Strategy

– Customer Requirements

– Growing Marketplace

– Market-leading Products Your Role Details on People Productivity Program Get on Board

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What is a program?

A program is an end-to-end integrated set of marketing activities that address strategic intent and provide a compelling solution to customer needs and differentiates IBM from the competition

A program integrates all appropriate marketing mix elements, including:

Advertising

PR

AR

References

Launches

Events

Demand Generation

Partners

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How Marketing will contribute to your success

Advertising

PR

AR

References

Launches

Lotusphere

Demand Generation

Competition

Partners

Providing the air cover you need

Advertising

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Advertising

PR

AR

References

Launches

Events

Demand Generation

Partners

On-Going Product Announcements

How Marketing will contribute to your success

Launches

May October

• Launch 1• WW Launch Events

• Launch 2• WW Launch Events

• Lotus Workplace Collaborative platform 2.0

• Notes/Domino 6.5.1 • WebSphere Portal 5.02

• Lotus Workplace products 2.5

• Lotus Notes and Domino 7.0• WebSphere Portal 5.1

Advertising

• Participation with us in events• Leverage event materials • Generate Demand

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Advertising

PR

AR

References

Launches

Events

Demand Generation

Competition

Partners

A dedicated program– Addressing IT and LOB

– With lead generating actions

MailE-mailEventsTelemarketingWeb Pages

Demand Generation

How Marketing will contribute to your success

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2004 SWG People Productivity Demand Generation

“Middleware is Everywhere”

AdvertisingPeople

Productivity

People Productivity Intro Theme

Follow-up

(TeleMarket)

PortalTheme/offering

Content Management Theme/offering

Collaboration Theme/offering

Awareness ActionInterest Desire

Leads passed to qualified

partners

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Business Partner Zone

Program Overview

Marketing materials

By subtheme

Co-marketing

Enablement maps and information

www.ibm.com/partnerworld/software

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Get on board….

• Make sure your profile is up to date with PartnerWorld for Software

• Build Partner Plan including marketing activities

• Utilize roadmaps to build additional skills

• Leverage our marketing materials to create demand for your business

• Register for Virtual Innovation Center

• http://www.ibm.com/partnerworld/vic• Submit your customer references at the BPZone home page

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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 by 4/12

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

22 April – Integration + Think Thursday 11:00am – 12:30pm Eastern Toll free within the US: 800-946-0705; Direct dial: 1-719-457-2637 Passcode: 626434

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 qualitiesCurrent market dynamicsProof 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