IBM Express Advantage April '08 - Business Partner Launch overview

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ibm.com/partnerworld/smb 04/10/23 © 2008 IBM Corporation

IBM EXPRESS ADVANTAGE

Overview for IBM Business Partners/Internal Sellers

April 2008


© 2008 IBM Corporation2 ibm.com/partnerworld/smb 04/10/23

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THE MID-MARKET AND THE IBM STRATEGY FOR CAPTURING OPPORTUNITY

IBM EXPRESS ADVANTAGE OFFERINGS APRIL 2008

IBM RESOURCES AND INVESTMENTS TO HELP YOU SUCCEED IN THE MID-MARKET

THE MID-MARKET CUSTOMER EXPERIENCE: CREATING THE CONDITIONS FOR GROWTH

APPENDIX



THE MID-MARKET AND THE IBM STRATEGY FOR CAPTURING OPPORTUNITY

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IBM EXPRESS ADVANTAGE FOR APRIL 2008 – NEW OFFERINGS AND RESOURCES FOR OUR PARTNERS FOCUSED ON THE MID-MARKET

IBM’s continued focus on helping Business Partners grow and profit

New Express Advantage offerings address high-opportunity, high-growth areas such as security, business continuity, IT optimization, and collaboration.

An improved lead management system helps Business Partners turn high-quality leads into wins.

Simplified 2008 incentives reward Business Partners for winning strategic growth opportunities.

Major investments in marketing programs drive awareness and demand at the city level – US$100m investment in local marketing.

More than 1,500 dedicated resources support Business Partners in the mid-market.

IBM Global Financing, the world’s largest financier, is giving customers strong credit support even in today’s uncertain economic climate. IBM Flexible Credit expansion designed to provide Resellers incremental lines of credit they can use to purchase technology products and services from their suppliers or distributors, including IBM.

A strong and expanding portfolio of Built On Express solutions that combine industry-leading IBM Express offerings with Business Partner expertise. And, new Solution Builder Express Starting Points on Assess and Protect for Server Security and IBM Lotus Complete Collaboration Express Starter Guide to meet mid-market solution needs.



THE GLOBALLY INTEGRATED ECONOMY IS CREATING OPPORTUNITIES IN THE MID-MARKET

The business worldkeeps changing.

Many factors are at work:

Globalization

Universal connectivity

Information overload

Emerging competitors

Rising energy costs

IT skills shortage

Access to capital

Mid-sized companies are responding with increasingly sophisticated business and technology requirements, but have fewer resources to integrate technology into their operations.

More than ever, customers need a partner to help apply technology in new, innovative ways to drive meaningful change… simply.



HOW IBM EXPRESS ADVANTAGE HELPS IBM BUSINESS PARTNERS CAPTURE GROWTH IN KEY SEGMENTS OF THE MID-MARKET

IBM is helping Business Partners succeed through a special focus on current high-opportunity, high-growth areas such as security, IT optimization and business continuity.

The worldwide mid-market opportunity is US$253B and growing at 5 percent year-to-year.

IT security solutions have the highest growth (19 percent) as customers continue to cite security-related issues as a high priority.

IT optimization solutions are a US$12B opportunity as customers cite business priorities of staying nimble (responsiveness, flexibility) and driving process innovation and efficiency.

Business continuity is one of the fastest growing (10 percent) infrastructure solution areas with opportunity at US$4B. Compliance and a growing list of mission-critical applications are driving business continuity solutions.

To learn more about current trends and news on these hot market topics and more, register to receive Forward View, our monthly magazine.



WE’RE FOCUSED ON BUILDING MID-MARKET CAPABILITIES TO HELP CUSTOMERS ACCELERATE THEIR INNOVATION AGENDAS

IBM’s companywide focus shows ongoing commitment to mid-market success…

…delivered via IBM Express Advantage, the platform for local execution in over 45 countries.

Proven, flexible technology solutions and powerful new systems designed and developed with a balance of innovation, experience and energy to help you meet tomorrow’s business challenges.

Affordable, relevant industry-leading technology services, easily accessed through an expert network of trusted advisors.

Innovative software products and solutions that are easy to install, easy to integrate, easy to manage and priced right for the mid-market.

Competitive, simple, single-source financing to help you manage costs while simultaneously funding growth.



IBM EXPRESS ADVANTAGE – WHAT DOES IT MEAN FOR BUSINESS PARTNERS AND CUSTOMERS?

IBM BUSINESS PARTNER PERSPECTIVE

CLIENT PERSPECTIVE

Business Partners combine their expertise

and applications with IBM Express

Advantage offerings to solve client

business challenges.

EXPRESS

ADVANTAGE

OFFERINGS

IBM Express Advantage offerings are

unique in the industry: they follow a

rigorous development process and meet

specific criteria to ensure they address the

needs of mid-sized customers.

PartnerWorld® Express Advantage

provides Business Partners with

simplified access to comprehensive &

SMB-specific benefits, resources and

initiatives to drive and grow profit

potential.

EXPERT

ECOSYSTEM

FOCUSED

ON SMB

Highly skilled, local, trusted advisors who

bring together industry-leading IBM

technology solutions with local applications

and services to solve the client’s business

challenges.

PartnerWorld Contact Services is available

globally to assist partners via telephone

or Web.

SIMPLIFIED

EXPERIENCESimplified access to our local experts and

resources through our telephone concierge

and client-oriented Web portal.



IBM EXPRESS ADVANTAGE IS HOW IBM AND ITS BUSINESS PARTNERS WORK TOGETHER TO SERVE THE MID-MARKET

To drive success in the mid-market, IBM created Express Advantage – a comprehensive, worldwide platform of mid-market offerings, combined with a robust Business Partner ecosystem with enablement tools and resources, and support for a rich customer experience to help you achieve success in this critical market space.

“The IBM Express portfolio is the perfect entry point to technology for mid-sized organizations like the village of Bolingbrook. It’s like a seed we help clients plant that can help them grow their business or solve challenges that may be unique to their company – quickly and for a modest investment.”

– Stephan Moen, director, Business

Development, NetSphere Strategies

“ IBM TotalStorage® technology provides the intelligent, automated capabilities that help us reduce the complexity of managing a variety of different environments. Only IBM enabled us to create an enterprise-class service offering priced for small and medium-sized businesses.”

– Jeffrey Beallor, president, Global Data Vaulting



IBM EXPRESS ADVANTAGE OFFERINGS APRIL 2008

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RECENT STRATEGIC ACQUISITIONS BY IBM ARE HELPING US DELIVER RELEVANT SOLUTIONS TO THE MID-MARKET

Express Advantage offerings represent

a cross-IBM commitment to delivering

industry-leading offerings

Business solutions

Infrastructure solutions

Point products

IBM is committed to enhancing its capabilities in

the areas most important to mid-market clients.

New business and infrastructure solutions

As a result of recent acquisitions, IBM will continue to deliver new solutions that address key mid-sized customer pain points:

– Business Intelligence and Performance Management (Cognos)

– Business Continuity (Arsenal, FilesX)

– Security Management (ISS)

– Collaboration (Net Integration, Inc.)

“ IBM’s recent acquisition of Cognos will benefit all parties involved: IBM will now be able to offer customers a state-of-the-art, end-to-end performance management solution, all from one vendor.”

– Sky IT Group



CUSTOMERS ARE LOOKING FOR SOLUTIONS THAT CAN HELP STRENGTHEN THEIR INFRASTRUCTURE AND PREPARE FOR INNOVATION AND GROWTH

IBM Express Advantage

offerings address key areas

of concern for mid-market

customers, with new

offerings building on IBM’s

comprehensive existing

set of solutions.

IT Security

70 percent of mid-sized businesses plan to invest in security solutions, with network security being the most common capability targeted.

How secure is your customer’s infrastructure?

Business Continuity

Business continuity is vital, and it’s not just about recovering from a disaster… data loss can also mean fines and damage to a company’s reputation.

How well can your customers survive a disruption?

Collaboration

Over 60 percent of mid-sized firms say that collaboration tools are imperative to their business success and growth.

How can you help your customers improve their collaboration with clients, suppliers and employees?

IT Optimization

IT resource optimization is one of top investment areas for mid-sized firms, with two-thirds planning to invest in hardware consolidation.

How do you create a more reliable and fully optimized IT infrastructure for your customers?



ENHANCE IT SECURITY TO PROTECT YOUR CUSTOMERS’ BUSINESSWhy it’s importantWhen it comes to security, mid-sized businesses’ most important goals are to protect privacy; reduce security breaches/incidents; and comply with regulatory standards.How IBM solutions address the challengeIBM Express Advantage offerings provide end-to-end protection that stops both external and internal threats before they impact a business.New and existing IBM Express Advantage offerings

Security products IBM Threat Mitigation Services – network protection – Express multi-function

security bundle – NEW IBM Threat Mitigation Services – endpoint system protection – Express

managed protection services for server – NEW IBM Tivoli® Identity Manager Express v4.6 IBM Rational AppScanManaged security services IBM Threat Mitigation Services – network protection – Express managed

multi-function security bundle – NEW IBM Data Security Services for messaging security – Express managed

e-mail security – REFRESH IBM Threat Mitigation Services – application security – Express managed Web

security – REFRESHProfessional security services IBM Threat Mitigation Services – security enablement and vulnerability

management – Express PCI assessments – NEW IBM Threat Mitigation Services – security enablement and vulnerability

management – Express penetration testing services – NEW IBM Express Vulnerability Assessment

Customer concern: How secure

is my IT infrastructure?



IBM THREAT MITIGATION SERVICES – NETWORK PROTECTION – EXPRESS MULTI-FUNCTION SECURITY BUNDLE

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Offering summary

The Express multi-function security bundle provides comprehensive preemptive security in a single appliance, and at a single price. This bundle offering combines six security modules found in the Proventia Network Multi-Function Security appliance with computer-based training, empowering the user with the necessary equipment and training to control the network environment. The Proventia MFS is a UTM network security solution providing:

State-of-the-art firewall protection.

Industry-leading Intrusion Prevention System (IPS) security.

Virtual Private Network (VPN) capability.

Behavioral and signature antivirus protection.

Anti-spam protection, and URL filtering using the world's largest database.

Additional offerings such as professional security configuration services, and additional years of hardware and software maintenance are also available, allowing for a true all-in-one security offering.

What makes this offering unique?

Base bundle offering that provides all the materials and instructions necessary to develop a do-it-yourself (DIY) secure network for mid-market customers with limited IT resources.

Simply the most threat mitigation services in a single solution.

Financing – US$80/month for 36 months, includes Proventia MX1004 appliance, E-learning module and first year of maintenance

Pricing – List US$1,893

Complete threat mitigation security for DIY networks

Comprehensive preemptive security in a single appliance, and at a single price

Quick facts The most complete threat

mitigation in a single solution Designed for the client that

would rather manage security in-house

IBM Business Partners make money helping clients deploy UTM protection themselves

Available through Express Seller program

More info: www-304.ibm.com/jct09002c/partnerworld/mem/services/us/ofiss.html

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IBM THREAT MITIGATION SERVICES – NETWORK PROTECTION – EXPRESS MANAGED MULTI-FUNCTION SECURITY BUNDLE

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Offering summary

The Express managed multi-function security bundle provides managed preemptive security for any business looking to outsource its security management, or for businesses with limited IT resources. This managed security offering combines the functionality and ownership of an IBM ISS Proventia Network Multi-Function Security appliance with the award-winning capabilities of the IBM ISS Managed Security Service Group. Combining the Proventia Network Multi-Function Security appliance, maintenance for the life of the agreement, and full managed services, this solution gives clients a complete offering at a competitive price. The Proventia Managed MFS is a UTM network security solution providing:

State-of-the-art firewall protection.

Industry-leading Intrusion Prevention System (IPS) security.

Virtual Private Network (VPN) capability.

Behavioral and signature antivirus protection.

Anti-spam protection, and URL filtering using the world's largest database.


Base bundle offering that provides all the materials and instructions necessary to develop secure network with managed contract for 24 months for mid-market customers with limited IT resources.

Simply the most threat mitigation services in a single solution.

Financing – US$482/month for 36 months, includes appliance, 2 years of management and maintenance

Pricing – Starting list US$10,800

Complete threat mitigation security with managed preemptive security

Comprehensive managed preemptive security in a single appliance, and at a single price

Quick facts Simply the most complete threat

mitigation solution in a single package period!

Fully managed for the client so it is easy to stay secure

IBM Business Partners make money while becoming trusted security advisors to their mid-market clients

Available through Express Seller program


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IBM THREAT MITIGATION SERVICES – ENDPOINT SYSTEM PROTECTION – EXPRESS MANAGED PROTECTION SERVICES FOR SERVER N

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Offering summary

IBM Threat Mitigation Services – endpoint system protection – Express managed protection services for server is a turnkey solution of managed security services and IBM Proventia Server IPS/IBM RealSecure® Server Sensor that safeguard servers and help customers meet regulatory compliance. It is the only server security solution that provides the most comprehensive host-based risk mitigation solution on the market.

Unique file integrity monitoring and system activity auditing Broadest OS support: Windows®, Linux®, AIX®, Solaris and HP-UX Helps clients to meet regulatory compliance and protect from insider threats

What makes this offering unique? Fully integrated offering combining software, services and maintenance all in

one package for mid-market customers with 24x7 guaranteed event monitoring and management by IBM.

The most comprehensive combination of security, compliance and management.

Proventia Server IPS and RealSecure Server Sensor use multiple layers of defense to facilitate accurate, preemptive protection against system/network-level, application-level and internal threats.

Combination of an integrated firewall with vulnerability-centric intrusion prevention and comprehensive system auditing in a single agent.

Financing – US$134/month for 24 months, includes software, annual maintenance and updates and MSS

Pricing – List US$3,150

Turnkey, affordable management of security services for server

Management of multiple layers of defense provide accurate, preemptive protection against internal threats at both the system/network and application levels

Quick facts Improves business continuity,

productivity and performance Up to a US$25,000 credit if

SLAs are not met Maintain and improve

regulatory compliance – SOX, GLBA, Basel II, PCI,

HIPAA, etc. Reduces security costs by up

to 55 percent

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IBM DATA SECURITY SERVICES FOR MESSAGING SECURITY – EXPRESS MANAGED E-MAIL SECURITY R

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Offering summary

Express managed e-mail security from IBM is designed to act as a client’s first line of defense by scanning e-mail and eliminating threats before they reach the network. The solution is fully hosted by IBM and requires no hardware or software installation at client sites. The service consists of four independent modules, each of which can be selected individually or in any combination so the solution may be tailored to meet the individual client’s e-mail security needs:

Antivirus provides comprehensive protection against e-mail transmitted viruses; it is especially effective against new and unknown viruses.

Anti-spam does an excellent job of removing spam from the inbox while assuring good e-mails are delivered.

Image control gives the client tools to fight off inappropriate images that are being sent through e-mail.

Content control provides the client with tools to restrict and control inappropriate, confidential and personal information from moving though e-mail.

What makes this offering unique? Hosted solutions that allow internal IT staff to focus on more strategic

initiatives and price scaled to meet any size mid-market client Helps mitigate risks by scanning and quarantining threatening e-mails before

they reach the network Helps provide control over inappropriate images and confidential information Higher-value service, including performance-based SLAs backed by financial

remedy Offers better protection at a lower TCO

Pricing – List US$2,400; $2/user/month, one option for 100 users for 12 months

Eliminate threats from viruses, spam and other invasions

Mitigates risks by quarantining threatening e-mails before they reach your network

Quick facts Fast spam relief Stop threats before they reach

the client’s network No equipment or software to

buy and maintain Helps IBM Business Partners

make money while meeting their mid-market client’s critical security needs


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IBM THREAT MITIGATION SERVICES – APPLICATION SECURITY – EXPRESS MANAGED WEB SECURITY R

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Offering summary

Express managed Web security from IBM is designed to help clients protect their data from unintentional exposure resulting from malware, identity theft and phishing scams. Among its capabilities are protecting IT infrastructure and business continuity by virtually eliminating performance degradation and system crashes, as well as reducing the need for additional hardware and software solutions. It also offers potential improvements in employee productivity by protecting desktop performance, helping prevent access to inappropriate Web sites and helping clients streamline Web security configuration and administration through a Web interface. The service consists of two independent options, they can be selected individually or together so the solution meets the client’s Web security needs:

Antivirus and anti-spyware provides comprehensive protection against viruses and spyware threats that are transmitted while surfing the Web.

URL filtering provides a complete set of tools to empower clients to control what types of Web sites employees may access while at work

What makes this offering unique? Hosted solutions that allow internal IT staff to focus on more strategic

initiatives and price scaled to meet any size mid-market client need Helps mitigate risk of harmful viruses, worms, spyware and other threats from

the Web before they reach the network Helps improve productivity by controlling employees’ ability to surf to non-

business related sites Higher-value service, including performance-based SLAs backed by

financial remedy Offers better protection at a lower TCO

Pricing – List US$300 setup, $2.56/user/mo URL filter for 100 users for 12 months

Eliminate virus and spyware threats; filter URLs employees can visit

Protect data from unintentional exposure resulting from malware, identify theft and phishing scams

Quick facts Stop Web threats in their

tracks outside the client’s network

Simple controls over employee Web surfing

No equipment or software to buy and maintain

Helps IBM Business Partner make money in the rapidly growing security space


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IBM THREAT MITIGATION SERVICES – SECURITY ENABLEMENT AND VULNERABILITY MANAGEMENT – EXPRESS PCI ASSESSMENTS

Offering summary

All merchants and service providers that store, process, use or transmit payment cardholder data must comply with the standard. The standard is enforced by the card companies and their acquirer banks. Express PCI assessments provides remotely delivered network vulnerability scans to satisfy PCI Data Security Standard (DSS) quarterly network scan assessment requirements. The solution offers expert guidance in interrupting the results of the network vulnerability assessments and identifying areas of non-compliance, in addition to validating that remediation actions have properly addressed the issues and meet the compliance standards of PCI DSS.

Recognized by the Payment Card Industry as an approved provider of security assessment services for compliance with the PCI standard

The mid-market offering is a fixed price (US$2,250/remote scan) for up to 40 active IP addresses.


Certified PCI subject matter expertise to walk clients through the entire compliance process

The only vendor with solutions that address all 12 PCI requirements enabling a comprehensive and cohesive PCI strategy for the client

Acts as advocate for client with PCI Standards Board to get compensating controls approved

Pricing – List US$2,250 per scan for up to 40 IP addresses

Financing – US$67/month for 36 monthsN

EW PCI compliance assessments for

merchants processing payment card information

Periodic network vulnerability assessments to validate PCI Data Security Standard compliance for up to 40 IP addresses by an approved ASV

Quick facts Satisfies PCI DSS requirement for

validated quarterly perimeter scans

To be a qualified assessor, both the organization and individual consultants must be certified

IBM ISS is “Globally Certified” to perform PCI services and holds the following designations:

– Qualified Security Assessor (QSA)

– Approved Scanning Vendor (ASV)

– Qualified Payment Application Security Company (QPASC)

– Qualified Incident Response Company (QIRC)

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IBM THREAT MITIGATION SERVICES – SECURITY ENABLEMENT AND VULNERABILITY MANAGEMENT – EXPRESS PENETRATION TESTING SERVICES

Offering summary

Express penetration testing services demonstrate, via real world exploitation scenarios, how attackers can significantly impact your business. During controlled exercises, IBM Professional Security Services consultants attempt to penetrate network perimeter defenses, gain access to internal systems and provide evidence that critical systems and data can be compromised. Identified gaps in the client’s security are documented along with recommended solutions designed to close those gaps. These consultants are highly trained, experienced security professionals who are able to leverage security intelligence from the IBM X-Force® research and development team.

Assesses perimeter security posture and identifies weaknesses that can lead to compromise

Encourages executive support on direction of security strategy and resources Supports efforts to achieve compliance with government and industry

regulatory guidelines Fixed price (US$15,000) for a remote penetration test of up to 5 external IP

addresses (for onsite delivery; travel and living expenses additional)

What makes this offering unique? IBM Professional Security Services consultants are 100 percent security

focused and utilize proven consulting methods, based on International Organization for Standardization (ISO) 17799 Security Standard best practices.

Team consists of certified security experts with leadership, consulting, investigative, law enforcement and research and development backgrounds

Pricing – List US$15,000 for base services includes up to 5 external IP Addresses

Financing – US$446/month for 36 monthsN

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Identifies network vulnerabilities by simulating covert and hostile techniques typically used by malicious attackers to gain remote access to sensitive data

Quick facts Provides a “hackers-eye” view of

the client’s network Demonstrates the impact of

vulnerabilities in practice rather than highlighting theoretical weaknesses

Provides a compelling event to help mid-market customer prioritize security among other IT initiatives

Collaboration with IBM X-Force research and development team ensures that service methodology is updated according to the latest techniques and trends

Demonstration of perimeter network security weaknesses that can lead to system and data compromise

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SAFEGUARD VITAL DATA FROM LOSS TO MAINTAIN BUSINESS CONTINUITYWhy it’s important

The loss of critical data can bring a company to its knees. Not only is there the potential for an interruption in business that causes lost revenue, failure to protect data can lead to regulatory action and fines, and cause irreparable damage to a company’s reputation in the marketplace.

How IBM solutions address the challenge

For April 2008, Express Advantage has new Information Protection Services offerings that leverage IBM expertise and leading technology to ensure the protection and recoverability of data.

New and existing IBM Express Advantage offerings IBM Information Protection Services – Remote Data Protection

Express – NEW IBM Information Protection Services – Data Retention and Archival – E-mail

Management Express – NEW IBM Disaster Recovery Services for Data Center Recovery – Recovery Express IBM Data Backup Express Tivoli Storage Manager Express IBM DB2 Express V9.5.1 IBM Informix Dynamic Server Express Edition v11.50 IBM System Storage DS3400 Express IBM System Storage TS2230 Tape Drive Express Model

Customer concern: How well

will we survive a disruption?



IBM INFORMATION PROTECTION SERVICES – REMOTE DATA PROTECTION EXPRESS N

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Offering summary

IBM Information Protection Services – Remote Data Protection Express is an automatic, security-rich and offsite data backup and recovery service for your Windows servers and PCs. This turnkey service, focusing on distributed/remote environments, includes the hardware, software, monitoring and management necessary to implement an effective data protection strategy.

For mid-market companies with limited IT resources and budgets that face a growth of distributed data and regulatory pressures.

Reduces backup windows by using automated, de-duplication technologies.

A pay-as-you-use pricing model helps ensure predictable monthly costs and requires no up-front capital investment.

IBM has more than 40 years of experience providing business continuity and disaster recovery capabilities, a reputation for excellent service in this area and a successful disaster recovery track record with its clients.


Predictable monthly expense via pay-as-you-use model with flexible options to fit any mid-market client’s backup needs

Skilled IBM storage specialists worldwide who provide 24x7 monitoring and management

Pricing – List TBD per GB per month includes automatic, secure and reliable backups for customers up to 1,000 seats

Automatic offsite data backup & recovery service

Turnkey remote data backup and recovery services with pay-as-you-use pricing and automated de-duplication technologies

Quick facts Pay-as-you-use pricing model

offers customers predictable backup expense

Quicker, more reliable and potentially less costly than tape backups

Unique data de-duplication algorithm helps minimize customers’ backup storage usage

Secure solution can be part of a larger data protection strategy

More Info: Click here

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IBM INFORMATION PROTECTION SERVICES – DATA RETENTION AND ARCHIVAL – E-MAIL MANAGEMENT EXPRESS N

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Offering summary

With E-mail Management Express from IBM, you can choose from a newly expanded portfolio including e-mail continuity and e-mail archiving, both with special features and options that can be combined to help support your diverse e-mail management needs hosted by IBM. With the e-mail continuity service you can gain an on demand backup e-mail system designed to provide consistent and reliable access to your vital e-mail communications no matter what. Even when your primary e-mail system goes down, your e-mail access can be restored within 60 seconds. Our services are built on years of experience, technical expertise and proven technology to help provide you with a comprehensive solution that can be as sophisticated and reliable as it is cost-effective.

Support both IBM Lotus Notes® and Microsoft® Exchange software running on a variety of operating systems and in a wide range of IT environments.

What makes this offering unique? With fixed per user pricing scaling up to 1,000 users, this IBM-hosted service

is ideal for any mid-market customer requiring reliable and consistent e-mail service.

Help end users find critical e-mails quickly by providing detailed search functionality and access to the archive as well as lost message recovery.

Increase storage efficiency by storing e-mails in a security-rich, offsite facility based on your specific e-mail retention policies

Comprehensive outage protection, helping to ensure that the archive is available at virtually all times.

Virtually eliminate the data loss window typically associated with tape-based backup solutions.

Pricing – From list US$ .91 per user per month, up to 1,000 users

Provide constant access to vital e-mail communications

IBM hosted e-mail management and archival ensures uninterrupted access to critical e-mail tools and data

Quick facts Quick and easy service Can combine services to meet

each customer’s needs For all size customers in all

industries Easy pricing and

implementation handled by IBM and MessageOne

Secure solution can be part of a larger data protection strategy

More Info: www.ibm-1.com/partnerworld/pwhome.nsf/weblook/pub_strategies_smb_express.html

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WORKING SMARTER THROUGH IMPROVED COLLABORATION WITH CLIENTS, SUPPLIERS AND EMPLOYEES

Why it’s important

Collaboration is a top-of-mind issue for mid-sized companies. Over 60 percent of mid-sized firms say that collaboration tools are imperative to their business success and growth. Nearly 70 percent of mid-sized companies indicate that employee productivity is one of their top challenges to growth and profitability. And, approximately three in four mid-sized firms are either implementing or planning to implement new collaboration tools.


IBM announces a significant expansion to its mid-market software portfolio with IBM Lotus Foundations, a family of small business software servers, services and other offerings to help make better use of business intelligence and improve collaboration with clients, suppliers and employees.

New and existing IBM Express Advantage offerings

IBM Lotus Foundations – NEW Lotus Complete Collaboration Express Starter Pack Lotus Complete Messaging Express Starter Pack IBM System i™ IP Telephony Express IBM WebSphere Portal Express V6 IBM Lotus Domino Collaboration Express v8 IBM Lotus Domino Messaging Express v8 IBM Lotus Domino Utility Server Express v8 Lotus Quickr Lotus Sametime

Customer concern: How can I

make better use of business

intelligence and improve my

collaboration with customers,

suppliers and employees?



IBM LOTUS FOUNDATIONS NE

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Offering summary

Coming soon, IBM will provide a complete IT solution for businesses under 500 employees who have limited or no in-house technical resources and want to focus on running their business rather than worrying about IT. Lotus Foundations is a family of small business software servers, installed on-premise, that will be offered through IBM Business Partners.

The first offering – IBM Lotus Foundations Start – will include the following: Lotus Notes & Domino mail and collaboration platform, file management, directory services, firewall, back-up and recovery, and office productivity tools in the form of Lotus Symphony.

Lotus Foundations gives system integrators and independent software vendors the opportunity to integrate their new or existing applications into the Lotus Foundations platform with minimal effort.


Optimized for businesses with limited or no in-house technical resources

Ease of use and management

Self-managing and self-healing systems; self-discovery of problems and automatic resolution

Integrated backup and disaster recovery

Optional SMB-ready integrated business applications

Availability in 2Q 2008 in English with additional languages following later in the year.

Empowering the small business

Flexible, affordable complete IT solution for small companies to run their businesses.

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Quick facts:Features

Backup and disaster recovery

Print and fax server

Remote access (secure VPN)

Firewall

E-mail and collaboration

Mobile access to e-mail

Office productivity applications

Antivirus and Antispam



OPTIMIZE IT FOR LOWER COST AND BETTER USE OF RESOURCESWhy it’s important

Achieving growth and competitive advantage requires an IT environment that supports the better use of resources. This not only helps the bottom line through lower capital and operating expenditures, it also helps companies address sustainability concerns.


Robust IBM Express infrastructure solutions and systems help simplify and automate resource, application and IT process management, while creating an optimal operating environment.

New and existing IBM Express Advantage offerings IBM SurePOS™ 100 Express – NEW IBM BladeCenter® JS12 Express – NEW IBM Power 520/550 Express – NEW IBM System Storage N3300/N3600 Express – NEW IBM Express Asset Recovery Solutions IBM BladeCenter Business Express IBM BladeCenter S Express IBM Tivoli Monitoring Express IBM Rational Build Forge Express Edition V7.0.2 IBM Express IT Strategy Assessment IBM Express Web Effectiveness Assessment

Customer concern: How do I

create a more reliable and

fully optimized IT infrastructure

that helps support my “green”

IT strategy?



IBM SurePOS 100 EXPRESS NE

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Offering summary

The IBM SurePOS 100 Express is a fully integrated POS system engineered for small to mid-sized retailers that need the same reliability and performance as large, global organizations and demand exceptional value. The space-saving POS processor provides the power to run today’s off-the-shelf and customized software applications for front-end and back-office functions, including checkout and inventory control. Yet, the energy-efficient processor helps reduce power consumption to help lower total cost of ownership.

Helps speed checkout by enabling faster transactions

Energy-efficient processor and chipset reduce power consumption

Enhances customer service (transaction accuracy, price lookup)


Energy-efficient Via C7 2 GHz processor draws only 20W maximum power

All-in-one design and flexibility to connect new and existing peripherals and create a cost-effective configuration without putting together unproven solutions from multiple vendors

Retail-hardened construction helps extend service life to seven or more years

Financing – US$31/month for 36 months

Pricing – Starting at US$1,300 per unit

True green POS solution for mid-sized retailers

The power to run today’s front-end and back office POS functions yet with energy efficiency to lower total cost of ownership

IBM Retail Green Initiative

Product stewardship that helps the environment and your client’s bottom line.

The use of recycled materials and energy-efficient processor technology positions IBM as a leader in today’s eco-conscious retail environment. Learn more.

Retail hardened

IBM retail hardening helps ensure system reliability in a variety of environments. Retail-hardened construction helps extend service life to seven or more years. Learn more. Retail hardened whitepaper

Lower cost of ownership

Unlike many PC-based POS systems, the SurePOS 100 Express has an extended marketing life of at least 24 months, which helps simplify servicing and upgrading

Assess your POS total cost of ownership

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IBM BLADECENTER JS12 EXPRESS NE

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Offering summary

If you’re looking for a great alternative to a traditional AIX, IBM System i™ or Linux server then look no further. The powerful IBM BladeCenter JS12 blade combined with a BladeCenter S chassis provides exceptional flexibility in an extremely efficient design – making it the right choice for your new server.

The JS12 is a preconfigured blade optimized with storage and memory at an attractive price.

Combines deployment flexibility of BladeCenter with ease of management and maintenance to better manage IT assets.

Includes built-in IBM PowerVM™ virtualization to increase utilization while decreasing costs.

Supports AIX, IBM System i and Linux operating systems providing a huge portfolio of over 15,000 native POWER™ applications to select from.


IBM POWER6™ processor-based server that brings the muscle and scalability of mainframes to blades

Supports AIX, IBM System i and Linux Cut costs and consolidate workloads with PowerVM virtualization Leverage EnergyScale™ Technology capabilities to customize the power

consumption of Power6 processor based servers


Pricing – List US$4,228 per blade server

Improve virtualization and energy savings

Combining the efficiencies of BladeCenter with the scalability of Power while supporting AIX, Linux and IBM i operating systems

Quick facts Proven BladeCenter technology

and blade leadership Power, flexibility, availability

and built-in virtualization at a great price

POWER6 processor running two 64-bit cores at 3.8 GHz

Up to 64 GB of memory through eight DIMM slots

Two integrated SAS hard drives giving you up to 293 GB of storage on the blade itself.

Support for AIX, IBM i and Linux operating systems

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IBM POWER 520/550 EXPRESS NE

W

Offering summary

For small and medium-size clients UNIX®, IBM System i and Linux clients, who need easy-to-use, easy-to-manage, flexible, and efficient platforms. The Power 520 and 550 Express servers utilize POWER6 processors with attractively configured offerings that include innovative availability features, outstanding price/performance and energy efficiency. Unlike Windows-based servers, the System i editions allow businesses to manage risk and grow by offering a system which delivers security, scalability and trusted technology.

For ERP and CRM application servers, the Power 520 and 550 deliver the outstanding performance of the POWER6 processor – the world’s fastest chip.

The performance and virtualization capabilities make it possible for single or multiple applications to run faster and be more responsive.

The Power 520 and 550 Express servers provide tremendous configuration flexibility to meet most capacity and growth requirements.

What makes this offering unique? Leverage EnergyScale Technology capabilities to customize the power

consumption of Power6 processor-based servers. Cut costs and consolidate workloads with PowerVM virtualization. Improve performance per watt with Power 520 and 550 Express servers – with

2X HP rx6600 and 2.5X Sun SPARC Enterprise M4000. Choice and flexibility

– AIX, System i and Linux editions are attractively priced, easy to order– Portfolio of over 15,000 industry-proven solutions


Pricing – List US$5,576 per server

The world’s fastest chip

Flexible entry servers providing outstanding performance while supporting AIX, i and Linux operating systems

Quick facts

Power 520 Express: 1, 2, or 4 core - 4.2 GHz

POWER6 processors Up to 64 GB of memory

Power 550 Express: 2, 4, 6, or 8 - 3.5 GHz or 4.2

GHz POWER6 processors Up to 256 GB of memory

Power 520/550 Express: AIX, i and Linux editions PowerVM editions SAS & PCIe support

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IBM SYSTEM STORAGE N3300/N3600 EXPRESS N

EW

Offering summary

IBM N3000 Express systems offer versatility via unified file and block storage – CIFS, NFS, iSCSI and FC protocols are supported – and can be used as primary or secondary storage. These systems are designed to address storage consolidation challenges as well as application server virtualization projects. With Data ONTAP, the N3000 Express systems offer the ability to use storage efficiently by helping increase utilization through thin provisioning (FlexVol and FlexClone) and reduce storage space requirements with SNAP/SHOT® technology.

Versatile, integrated system designed to support concurrent block I/O and file serving over Ethernet and Fibre Channel SAN infrastructures.

Management simplicity with FlexVol’s on-the-fly thin provisioning allows applications and users to get more storage space dynamically and non-disruptively without IT staff intervention.

Rapid backup and recovery with file or application-level recovery in seconds with SNAP/SHOTand SnapRestore software.

What makes this offering unique? N3000 Express wizard allows setup in 15 minutes and with minimum IT

intervention making this an ideal storage solution for mid-market customers Supports Fibre Channel, iSCSI, NFS, CIFS, HTTP and FTP protocols. Can unify SAN and NAS storage needs onto a single system supporting

primary, secondary, near-line, archive and data retention applications. Application-aware software, data protection, replication, backup, recovery and

management technologies of the N3000 Express series provide compelling value over competitive products


Pricing – System list prices starting at US$8,000

Storage consolidation with rapid backup and recovery

Mid-sized clients can unify SAN and NAS storage to a single platform featuring SAS, FC and SATA drive support for primary, secondary, block and file I/O.

Quick facts 2008 iF product design

award-winning storage systems

Designed for a 15-minute setup using the N3000 Express easy start wizard

Thin provisioning for dynamic volume changes without IT staff intervention

SnapManager software provides application-aware, data protection and disaster recovery automation for Exchange, VMware, SharePoint, SQL Server, Oracle and SAP environments

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IBM FINANCING ADVANTAGE: AFFORDABLE, SIMPLE, ACCESSIBLE, COMPLETE FINANCING OPTIONS FOR YOUR FIRM

IBM Financing Advantage is designed to help you capture the high-growth, mid-market opportunity with accessible, simple

processes and complete financing options. You can leverage it to close more business and gain better margins. Financing IT

and solution acquisitions can help your clients by deferring upfront investment costs, conserving cash for higher-yielding

investments and protecting against technology obsolescence.

Simplifies budgeting and planning:

– Combine IBM hardware, software, services and other non-IBM products in a single contract with a single monthly payment.

Fast and simple financing

– Rapid online financing, a Web-based tool, simplifies and accelerates the finance process, delivering credit, price and contract in under ONE hour.

Complete solutions for IBM and non-IBM

– Client financing for HW/SW/services on transactions as small as US$1K.

– IBM Flexible Credit for Resellers.

Enhanced software and services financing

– Unlike many other vendors, IBM does not require HW content in most instances.

IBM Express Asset Recovery Solutions

– A safe, secure and environmentally friendly way to dispose of your clients’ old equipment.

IBM Financing Advantage helps you in many ways

Build loyal clients

Increase follow-on sales opportunities

Decrease discounting by making payments more affordable

Reduce Days Sales Outstanding, improving Business Partner cash flow

Earn fees for selling financing to customers



ENHANCED VALUE FOR MID-SIZED CUSTOMERSIBM AND IBM BUSINESS PARTNERS– A POWERFUL TEAM

IBM Business Partners Customer Value

Unique value-add The best of all worlds

Comprehensive IBM Express Advantage offering portfolio for mid-sized businesses

Enhanced Business Partner enablement tools all through PartnerWorld Express Advantage

Easy assess to IBM and IBM BP resources

Simple multivendor financing

Award-winning technical support and tools

Over 100,000 IBM Business Partners worldwide

Local client support

Application software

Partner ecosystem

Implementation services

Systems integration expertise

Industry and solution expertise

Application design

Over 2,500 ISV applications produced and enabled for IBM Express Advantage

More than 1400 dedicated Built On IBM Express Portfolio offerings

Complete, best-of-breed solutions that combine IBM offerings with IBM Business Partner value-add to address specific mid-market business challenges



IBM RESOURCES AND INVESTMENTS TO HELP YOU SUCCEED IN THE MID-MARKET

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GROW PROFIT, SIMPLY, WITH IBM EXPRESS OFFERINGS, INCENTIVES, FINANCING, SALES ENABLEMENT RESOURCES AND MORE

Grow

Focus on high-opportunity/high-growth areas such as security, collaboration, business continuity and IT optimization, supported by IBM’s US$100M marketing engine.

Profit

Drive higher margins by offering differentiated solutions and financing, and take advantage of IBM incentives that allow you to retain as much as 40 percent additional margins.

Simply

Do business easily with IBM by taking advantage of an improved lead management system, simplified incentives and dedicated resources to support Business Partners in the mid-market.

We’re focused on making the mid-market a win-win for Business Partners and IBM



A FOCUS ON HIGH OPPORTUNITY AREAS AND MAJOR MARKETING INVESTMENTS WILL HELP YOU GROW IN 2008

Grow

Focus on high-opportunity/high-growth areas like security, collaboration, business continuity and IT optimization, supported by IBM’s US$100M marketing engine.

New IBM Express Advantage Offerings focus on three key areas for 2008: IT security, business continuity and IT optimization, and offer Business Partners an opportunity to sell high-growth infrastructure solutions.

– ITO: US$10.6B worldwide opportunity, 9.6% CAGR

– IT Security: US$4.6B worldwide opportunity, 18.7% CAGR

– Business Continuity: US$3.9B worldwide opportunity, 11% CAGR

IBM provides easy-to-use tools to help you map out a path to grow profitably.

– GTS Product Affinity Guides – help you quickly identify services aligned with server and storage platforms

– The Grow Your Business with IBM Software tool allows you to explore the top cross-brand sell scenarios – spanning all five IBM SWG Brands – plus IBM hardware - based on your skill sets and customer install base

IBM Global Technology Services recent acquisitions in security and business continuity allows IBM to provide our channel partners with new opportunities to provide managed services in these high growth IT solution markets.

In 2008, IBM is making major investments in marketing programs to drive awareness and demand at the city level – a US$100M investment in local marketing.

– Co-marketing and demand generation programs and Campaign Designer tools help Business Partners create demand



ACHIEVE HIGHER PROFITS WITH FINANCING AND TOOLS TO HELP DIFFERENTIATE SOLUTIONS

Profit

Drive higher margins by offering differentiated solutions and financing, and take advantage of IBM incentives that allow you to retain as much as 40 percent additional margins.

Business Partners can achieve higher margins by differentiating solutions with resources from IBM including:

– Solutions Builder Express speeds the creation and delivery of solutions by reducing time of

implementation by 50 percent, improving quality and increasing operational efficiency.

– The Built on IBM Express program, with over 1,400 solutions, enables Business Partners to build

solutions specifically designed for the mid-market, then helps to market them via a broad range of IBM

communications and a Built on Express logo to signify the collaboration between IBM and the Business

Partner.

– IBM Global Financing: With over US$3B in SMB customer financing, IBM Financing Advantage allows

you to close the deal with smart options for managing your customers costs and one-hour contract

turnaround. IBM Flexible Credit floor financing program, designed to provide Resellers incremental lines

of credit to purchase technology products and services from their suppliers or distributors, including IBM.

IBM offers incentives that allow its Business Partners to retain additional margins and invest in the growth of

their firms. A Simplified 2008 incentive portfolio rewards Business Partners for winning strategic growth

opportunities linked to partner investments in:

– Closing mid-market business, especially new and competitive wins; selling specified industry and

infrastructure solutions; and increasing the amount of IBM storage attached to IBM servers.

“With the use

of Solution

Starting Points,

we have

accelerated

solution design,

planning and

implementation,

improving

customer

satisfaction.”

–Ernesto Fernandez, product manager, Aktio



DOING BUSINESS WITH IBM HAS NEVER BEEN SIMPLER FOR BUSINESS PARTNERS

Simply

Do business easily with IBM by taking advantage of an improved lead management system, simplified incentives and dedicated resources to support Business Partners in the mid-market.

An improved lead management system helps Business Partners turn high-quality leads into wins.

– Business Partners are our preferred route to market in the mid-market. Now, 100 percent of all STG mid-market leads will be sent to the business partner identified as the most skilled at meeting the client requirements. Powered by new, crisper lead passing guidelines, a new tool will help ibm.com sellers quickly select the most appropriate business partner to pass the lead to-- the partner with highest odds of closing the deal.

– More than 1,500 dedicated resources to support Business Partners in the mid-market (ibm.com, CRBPs, MM TSRs)

– Business Partners should work closely with their CRBPs on lead progression and utilize the latest tools like GPP which is a key element of the new lead management system.

An investment of over US$100M in demand generation and advertising in the mid-market.

Quickly and easily access information, expertise and skills you need through the PartnerWorld Express Advantage (PWEA) Web site, providing free, comprehensive resources with simplified access to mid-market benefits within IBM PartnerWorld.



EMPOWERING THE BUSINESS PARTNER ECOSYSTEM

PartnerWorld Express Advantage provides simplified access to SMB-specific benefits within PartnerWorld designed to drive sales and profit potential

End-to-end support for Business Partners focused on SMB

Understand the market

Educate and enable

Developproduct or solution

Generate awareness and leads

Team and win deals

Publicize successes

Express Seller

Helps accelerate sales of IBM product offerings to SMB clients via advertising and customizable materials Business Partners can use to generate leads.

Built on IBM Express Advantage Offerings

Distinguishes and promotes IBM Business Partner mid-market solutions with additional go-to-market resources.

Business Continuity Specialty

Recognizes IBM Business Partners who successfully develop and implement infrastructure solutions for SMB clients and provides additional marketing benefits

PartnerWorld Industry Networks — Industry Optimized

Recognizes Business Partners for their expertise in delivering industry specific business solutions and provides incremental marketing resources

Product and solution component strategy

Integrated business and infrastructure solutions strategy



END-TO-END SUPPORT FOR BUSINESS PARTNERS FOCUSED ON SMB

Understand the market

Industry Insights

Infrastructure Solutions Insights

Market and Industry Intelligence

PartnerWorld University

SMB College

Competitive Advisor

Educate and enable

Know Your IBM

Grow your Business

IBM Software Express Buying

and Selling guide

PartnerWorld Industry Networks

Virtual Innovation Center

Sales and Technical Certifications

Developproduct or solution

Solutions Builder Express

Solutions Consultant Express Tool

IBM Express Managed Services

Tech Line

IBM Innovation Center

Generate awareness and leads

Marketing Center

IBM Campaign Designer™

Lead Management Tool

SMB Incentives

Application Showcase

Sales Plays Dashboards

Team and win deals

SMB Teaming Toolkit

Express Seller Toolkit

Partner Plan

Business Partner Connections

Attach Connector

Publicize successes

Global Solutions Directory

Built on IBM Express Offerings

Client Reference Submission

Advantage in Action

Forward View



GROW YOUR BUSINESS WITH IBM SOFTWARE BY LEVERAGING CROSS-SELLING OPPORTUNITIES

Explore over 300 cross-brand sell scenarios and 100 products across all five IBM software brands – plus IBM hardware. Based on your existing skills and selected to meet most

pressing customer needs (product to product scenarios) Links to specific IBM sales, marketing and training, materials

and estimated return on investment Integrates with top IBM Business Partner programs,

including the Business Partner Profitability Tool, Software Value Incentive, Virtual Innovation Center, Value Packages, Partner Connections and more

Sharpen your competitive edge by adding additional solutions and services. New release of an expanded

portfolio – April 30, 2008 IBM Express and mid-

market solutions added! Translated versions Desktop version

If you sell.. Lotus Notes WebSphere Application Server System x, p, i, BladeCenter

X-sell CommonStore for Lotus Domino Rational Application Developer Tivoli Storage Manager Express

Which provides… Comprehensive e-mail archiving Accelerated application development for WAS environment

Centralized, automated data protection

ibm.com/partnerworld/growyourbusiness Back



KEY SOFTWARE MARKETING/SALES RESOURCES, NEWLY RELEASED AND REFRESHED WITH THE LATEST OFFERINGS

Two of the most popular, respected and downloaded IBM software assets

Express Software Buying and Selling Guide

Express software portfolio – easy to read

Software value messages – why buy

Offering comparison tables

Supported operating systems listed

Customer stories/links to Case Study Guide

Download the Software Express Buying and Selling Guide here

Express Advantage 100 Software Case Study Guide

Real customer and Business Partner Express success stories

Sorted by industry, geography, IBM brand

Download the Software Case Study Guide here

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SOLUTIONS BUILDER EXPRESS HELPS YOU CREATE WINNING SOLUTIONS, QUICKLY AND EASILY

“… SBE has allowed my company to expand

beyond being primarily a Lotus software reseller

to selling more of the IBM software portfolio and

even hardware. We have multiple deals in our

pipeline that we would never have had due to

our involvement in Solutions Builder Express.”

– Carol Schreiber, president, Workgroup Connections Inc.

SBE is one of four key technical benefits on IBM PartnerWorld - a rich technical resource to help Business Partners develop and deliver value-added solutions built with IBM Express portfolio content.

Two NEW Starting Points

(1) Assess and Protect for Server Security

(2) IBM Lotus Complete Collaboration Express Starter Guide

NEW Solutions Consultant Express Tool v2.5 helps reduce solution design time by 25% .

Value to partners:

– Reduces risk

– Increases operational efficiency

– Simplification

Get Started:

Visit ibm.com/partnerworld/solutionsbuilder/

Click on the “Get Started” tab

Use SBE to build your solution, then

nominate your solution as a Built on

IBM Express Advantage Offering

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CAMPAIGN DESIGNER GIVES YOU ACCESS TO A WIDE VARIETY OF MARKETING COLLATERAL THAT HELPS TO ENHANCE YOUR IMAGE

With Campaign Designer, you

can clearly link your business to

IBM and leverage IBM’s

marketing investments.

Campaign Designer lets you

create compelling

E-mails

Postcards

Flyers

Self-mailers

Invitations

PLUS have access to

valuable downloads and print

ad guidance!



IBM BELIEVES THE STRENGTH OF ITS VAST BUSINESS PARTNER NETWORK LIES IN THE ABILITY TO WORK TOGETHER TO DELIVER RICHER SOLUTIONS TO CLIENTS

IBM Business Partners have successfully implemented over 1,400 Built on IBM Express advantage solutions to their mid-sized customers

The Built on IBM Express Advantage Offerings (BOE) mark signifies that IBM and the Business Partner have worked together to provide mid-sized customers a solution that is:

Designed to give your customers a competitive business advantage

Proven in the marketplace with successful implementation in a mid-sized customer environment

Based on at least one IBM Express Advantage offering (servers, storage, software or services)

Get started by registering your BOE solution:

PartnerWorld BOE solution registration

Benefits for you – our IBM Business Partner:

Provides differentiation and gives more visibility through marketing collateral and inclusion in mid-market Web portals

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NORTEL PROVIDES A SIMPLE, RELIABLE, COST-EFFECTIVE UNIFIED COMMUNICATION AND COLLABORATION SOLUTION FOR A GROWING SOFTWARE COMPANY

BOE Business Partner: Nortel Networks

Client: PFW Systems Corporation

Business challenge: PFW Systems Corporation, a leading provider of management software for equipment dealerships throughout North America, sought to improve employee communications while simplifying IT and telephony infrastructures.

Built on Express Solution

Nortel’s Software Communication Server, a Unified Communications and Collaboration Server designed from the ground up for businesses with fewer than 1,000 employees

Express content includes Power 520 Express, and features integration with Lotus® Sametime, Lotus Domino, and Microsoft® Exchange

Solution Benefits…the Impact of Innovation

Provided a unified experience to allow people to communicate how they want, wherever they want, using whatever device they want

Deployment of system within days and not weeks or months

Reduced need for costly moves adds and changes of the telephony systems



SYNERGY PLUS HELPS AN AUSTRALIAN AUTO CLUB SERVE ITS MEMBERS BETTER WITH IMPROVED CONTENT MANAGEMENT

BOE Business Partner: Synergy Plus

Client: Royal Automobile Club of Victoria (RACV)

Business challenge: RACV needed a way to keep the content available on its extensive intranet organized and updated promptly and efficiently.


A new, decentralized content management model that leverages out-of-the-box IBM Express capabilities to shorten time-to-value.

Express content includes WebSphere Portal Express and Lotus Forms Express.

Solution Benefits…The Impact of Innovation

Gave responsibility for content management to individual departments, improving freshness of information and yielding business agility.

Non-IT staff able to publish and maintain content with a minimum of training.

Consistent navigation and page layout eases use.

Three-month delivery, on time and within budget.



FRONTLINE CONSULTANCY LEVERAGES IBM TECHNOLOGY TO DELIVER COLLABORATIVE SOLUTIONS THAT HELP A LIGHTING COMPANY WORK SMARTER

BOE Business Partner: Frontline Consultancy

Client: Ring Lighting

Business challenge: Ring Lighting, a provider of customized lighting solutions to retail and wholesale clients, needed to get its geographically dispersed design team to work more closely together.


Kudos CMS, a powerful application designed to manage intranet and Web site design, creates electronic forms and builds dynamic workflows quickly and easily.

Express content includes Lotus Utility Server Express running on IBM System x™ industry- leading server technology


Improved collaboration between the design project team who resides in multiple locations

Improved workflow and project management

Collaborative design environment

Higher productivity and better teaming from the same number of employees



PRAGMATIX PROVIDES A SECURE, MANAGED HOSTING SOLUTION TO A FAST-MOVING HEALTHCARE STARTUP

BOE Business Partner: Pragmatix

Client: Helix Health

Business challenge: Helix Health needed secure and mobile business applications to provide secure communication of sensitive medical data, but lacked the budget and technical expertise to deploy a solution on its own.


Pragmatix Gold, a flexible managed hosting solution that can handle all of the client’s technology needs now and in the future, offering collaboration tools, file sharing, e-mail, database and Web server, packaged together.

Express content includes IBM xSeries® servers, IBM Express Managed Services (Online Backup, E-mail Continuity, E-mail Security).


Ability to enter new markets with minimal investment

Reduced operating cost

Improved security

Improved technology service levels

Reduced technical expertise requirement within the customer organization



NINE PREMIER BUSINESS PARTNERS BAND TOGETHER TO CREATE AN ENVIRONMENTALLY RESPONSIBLE VIRTUALIZED INFRASTRUCTURE SOLUTION

BOE Business Partners: InterAccess, SLTN, Imtech Brocom, E-Storage, Qurius, Tectrade, BP Solutions, Extravar, Promax (grouped as Bewust Ondernemen)

Client: Multiple clients worldwide

Business challenge: Customers seeking to do business in a more responsible way are looking for infrastructure solutions that provide time efficiency, security, optimum use of resources and low environmental impact.


Three-in-a-box combines IBM servers with VMware virtualization software, Netapp storage and supporting education and integration/deployment services.

Express content includes IBM System x/BladeCenter Express


Provides a high degree of flexibility, scalability and reliability.

Meets Bewust Ondernemen’s fundamental criteria of optimizing time, security, space, growth and energy consumption.



THE MID-MARKET CUSTOMER EXPERIENCE: CREATING THE CONDITIONS FOR GROWTH

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IBM HAS ENHANCED CUSTOMER PORTALS AND CUSTOMER SUPPORT FOR MID-SIZED BUSINESSES AROUND THE WORLD

The Express Advantage Concierge is focused on providing a superior and differentiating client service.

– Our skilled agents respond to customer needs and connect callers with the right people and information resources…and then follow up to make sure needs are met.

23 percent of Concierge interactions are converted into validated leads*

35 percent of Concierge open validated leads were for Business Partners*

38 percent of Concierge win revenue was closed by Business Partners*

Web-based customer resources are now more extensive and accessible than ever, with easy-to-find links from the Express Advantage Web site and more SMB Software Web sites worldwide – now in 36 countries and 16 languages.

* U.S. only

A SIMPLE FACT:

The quicker you respond to opportunity, the more you stand to gain. Contact us with any questions you may have and we’ll get you answers – fast.



LEARN MORE ABOUT EXPRESS ADVANTAGE AND HOW IBM WILL HELP YOU GROW PROFIT, SIMPLY, IN THE MID-MARKET

Visit PartnerWorld Express Advantage today to learn how to:

Build, promote and sell high-value, differentiated solutions with Built on

Express

Leverage new infrastructure and industry insights to better understand your

new opportunities in the mid-market

Use new sales plays based on critical customer needs

Participate in Value Nets and team with other Business Partners, ISVs and

RSIs to enter new solution areas

Leverage the IBM Marketing Center and Campaign Designer to generate

demand and control your in-house marketing costs

Read how other Business Partners are succeeding with IBM in the

Express Buying & Selling Guide and the

Express Advantage 100 Software Case Study

Enhance your industry and business skills with the many educational and

certification programs available through PartnerWorld, including Industry

Insights, Value Nets and Sales Plays

Offer your customers IBM financing options to defer upfront investment costs

and conserve cash for higher-yielding investments

To learn more about IBM

Partner World Express

Advantage go to:

ibm.com/partnerworld/smb



APPENDIX

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THANKS TO CONTINUOUS CHANGE, THERE ARE NEW OPPORTUNITIES FOR IBM BUSINESS PARTNERS FOCUSED ON THE MID-MARKET

Redefining your role in the

mid-market

The role of Business Partners has

evolved – in a flat world, true

partnership comes from complementary

expertise and collaborative innovation.

You are our primary channel

to mid-market

IBM + Business Partners = A Winning Combination

Our scale + your local presence

Our technology + your applications, solutions and skills

Our support + your industry knowledge

MID-MARKET OPPORTUNITY IS US$253B

AND GROWING 5 percent YTY



SOLUTIONS BUILDER EXPRESS TARGETS KEY AREAS OF INTEREST TO MID-SIZED CUSTOMERS

IT Security

Managing User Accounts Inside Your

IT Infrastructure

Assess and Protect for

Server security

Business Continuity

Managing Data Backup

Storage Management

Managing the Health and Availability

of Your IT Infrastructure

Easy Implementation of Real-time

Continuous Backup

eMail Archiving and Records

Compliance Foundation

Collaboration

Collaborative Portal

Automating Business Processes with

eForms

IBM Lotus Complete Collaboration

Express

Starter Guide

IT Optimization

Managing the Health and Availability

of your IT Infrastructure

Managing Systems Inventory and

Software Distribution

Integrated Server and Virtual Storage

Management

IBM Tivoli Provisioning Manager for

OS Deployment

SBE portfolio has 20+ essential infrastructure solutions

– Common user scenarios

– Solution architecture

– Bill of material

– Project planner

– Implementation instructions

– Reusable services assets All content is packaged by

Solution Starting Point or Technical Reference

SBE portfolio has a Solutions Consultant Express Tool

– Design solutions

– Training



MARKET SAVINGS THROUGH CAMPAIGN DESIGNER INTEGRATED MARKETING TOOLS

Campaign Designer makes it easy to bring your solutions to market, with a comprehensive set of tools and assistance from IBM.

With Campaign Designer, you have access to everything you need to do marketing with IBM, from funding to lead generation to planning, and much more.

Typical Demand Gen Costs to Market

IN HOUSE IBM

Creative development US$900 US$0

Copy development 500 0

Image development 3,000 0

Graphic design 600 0

Printing 1,000 0

TOTAL US$7,000 US$0

Campaign Designer components

Learn more about Campaign Designer

Campaign tools, playbooks and kits

Campaign components

Co-marketing funding

IBM magazines IBM current campaigns

Marketing vendors

Marketing training Leads and opportunities

Marketing intelligence and planning

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IBM Express Advantage April '08 - Business Partner Launch overview

Business

Transcript of IBM Express Advantage April '08 - Business Partner Launch overview