IBM Channel Marketing External Speed Sheet - SMB

Marketing Program Manager: Sandra Jolla SMB Sales Executive: Pierre Montminy Date: 11/27/07

4Q ‘07 ENABLEMENT DEPLOYMENT

Name Description Date

Sales Dashboard

UPDATED 4Q Quarterly Sales PlaysEach quarter, IBM creates targeted sales plays across all our product lines that specifically address mid-market customer's most burning pain points. Look for these plays on the Business Partner Sales Dashboards.

PartnerWorld Express Advantage SMB Business Partner Sales Dashboard

https://www-304.ibm.com/jct09002c/partnerworld/mem/strategy/smb_mktsell_dashboard.html

New 4Q Plays Quarterly

SMB INCENTIVES

Name Description Date Announcement Ltr #

IBM System i, System p, incentives for SMB

Eligible Business Partners can receive an incentive when they purchase new System i, System p products for end users identified as SMB. Modification ANNCLTR #507-526, #507-527

Ongoing ANNCLTR:

507-526; 507-527

IBM System i, System p incentives for Public Sector

Eligible IBM Business Partners can receive 5% additional discount off IBM list price when they acquire, for an End User* identified as a qualifying Public Sector Enterprise*, eligible new IBM System i™ and system p products for installation as a new system, or upgrade or feature addition to an existing system.

Ongoing ANNCLTR # 507-526

507-528

2007 SWG SMB Incentive The IBM Cash to Close Program provides funding for an activity or event to help progress or close a current Business Partner-identified SMB opportunity, not previously forecasted to close in the 3Q. Opportunities must by nominated by a Business Partner's IBM sales rep or IBM marketing manager. For detailed program guidelines and to obtain a nomination form, contact Doug Fiesel at dfiesel@us.ibm.com.

On-going Nominations

IBM System p New Customer Business Partner Program

Business Partners can receive an additional discount for new FIE sales with an additional percent when the account is a qualifying SMB customer. Once approved, the Business Partner can receive the additional discount on all sales for 24 months from approval date. This program IS combinable with #506-056 below.

On-going

507-601

507-599

Incentive: IBM System x SMB New Customer

IBM System x 2007 Business Partner SMB new customer incentive Eligible IBM Business Partners can receive incentive payments for EDI or Web- based reported sales of eligible new System x, BladeCenter, and IntelliStation products, once they have reached a minimum sales revenue target.

07/03/07 ANNCLTR #507592

2007 First-in-Enterprise/SMB Business Partner Storage incentive

IBM System Storage 2007 First-in-Enterprise/SMB Business Partner incentive Eligible IBM Business Partners can receive an incentive payment for one qualifying sale of eligible new IBM storage product(s) in a storage product category to an End User who is an IBM-approved First-in-Enterprise

Effective 06/19/07

Announcement letters 507-570 .

2007 ServiceElite Hardware Maint. Incentives

-System i & System p rebate program with SMB accelerator payment.

-Warranty Service Upgrade sold on System p and System Storage.

Ends

12/31/07

ANNCLTR 507-643

507-644

Business Continuity Specialty Co-marketing

Specialty Business Partners earn $3K email/telenurturing package for lead generation; and a host of enablement roadmaps and solutions design assistance through the Business Continuity Specialty Zone on the VIC.http://www-304.ibm.com/jct09002c/isv/pw_solutions/bus_continuity/benefits.html

Ongoing

Lead Pass Program Firms may earn lead pass fees (5%, $50K maximum) on opportunities identified and passed to IGS that close for: ITS, BCS, ebHS, ITES, BCRS, & SO SMB. The hardware maintenance Lead Pass fee payment was modified to include System i used features. Also eligible, machines submitted as opportunities that are prepaid, annual or multi-year contracts, sold at time of hardware sale.

Ongoing CC0511-275Nov 16, 2005506-330

Dec 19, 2006

Channel Marketing Speed Sheet – SMBSMB Program Manager: Sandra Jolla Date: October 9, 2007

Enablement Deployment

Name Description Date Status

IBM PartnerWorld Express Advantage

PartnerWorld Express Advantage provides IBM Business Partners who sell in the high-growth mid-market the offerings, tools, education, incentives, and resources they need to effectively sell products, solutions and services.

IBM Express Advantage Guide

Ongoing •www.ibm.com/partnerworld/smb

http://www-1.ibm.com/partnerworld/pwhome.nsf/weblook/pub_strategies_smb_about.html

One stop access to SMB targeted sales and marketing resources and tools to use with your clients during each phase of the sales cycle.

Ongoing https://www-304.ibm.com/jct09002c/partnerworld/mem/strategy/smb_mktsell_dashboard.html

New to the PWEA portal - Sales enablement and education for the area of Resiliency and Security

Ongoing http://www.ibm.com/partnerworld/smb/infrastructure

SMB MI Marketplace Assessments

Americas Small and Medium Business Market Assessment Predicts that the Americas SMB market will spend an estimated $187 billion on IT-related products and services in 2007, growing at a rate of 6.3% over 2006.

Ongoing https://www-304.ibm.com/jct09002c/partnerworld/mem/strategy/smb_mktsell_mpa.html

“Go To" resource for industry based market information, and detailed explanations of industry-wide business challenges specific for SMB

Ongoing •https://www-304.ibm.com/jct09002c/partnerworld/mem/strategy/smb_offerings_ind.html

IBM Express Advantage Offerings

To increase IBM’s consideration, preference and revenue in the Mid-Market customer set. Leveraging the Express Portfolio of Offerings as building blocks in On Demand Solutions.

Ongoing http://www-1.ibm.com/partnerworld/pwhome.nsf/weblook/pub_strategies_smb_express.html

SMB College Enhance Business Partner knowledge of SMB, the marketplace and solutions

Ongoing http://www-304.ibm.com/jct03004c/services/weblectures/dlv/Gate.wss?handler=Default&sequence=1&customer=partnerworld&offering=pw2&action=toc&itemCode=pw_smb_col&curriculum=pw_smb_col&category=

Built On IBM Express Advantage

Offerings

New mark that is available to IBM Business Partners that include IBM Express Portfolio offerings in their qualified solutions/services http://www.advantage.showmail.tv/boe/

CC LTR # 0504-094

http://www-1.ibm.com/partnerworld/pwhome.nsf/weblook/pub_strategies_smb_express_built.html

Advantage In Action (AiA) A rich media newsletter to highlight the benefits of leading with IBM in the SMB marketplace.

Distributed QRTLY

ibm.com/partnerworld/smb/advantageinaction FALL ISSUE

IBM Solution Builder Express

A portfolio of Starting Points, developed and tested with IBM Partners, IBM Solutions Builder Express packages planning, implementation and deployment resources to help you expand your midmarket customer base and sell more, faster.

http://www-1.ibm.com/partnerworld/pwhome.nsf/weblook/pub_strategies_smb_sbe.html

Client Facing -- Enablement & Awareness

SMB Concierge A dedicated service exclusively for mid-sized businesses that quickly and easily connects callers with the right people and information resources to answer questions or solve problems… and then follows up to make sure needs are met.

Ongoing •1-877-IBM-ACCEss•Available in North America only

SMB Portal Easier navigation and new features and tools means customers get simpler than ever access to resources they need – resulting in an online experience that drives more qualified opportunities for IBM Business Partners

Ongoing www,ibm.com/expressadvantage