MMI Webinar: Understanding the IBM Revenue Identification Program, and Helping You Uncover New Opportunities in Your IBM ServiceElite

Contracts in 2012

Presented by: Claire Millsap, Channel Development Executive Managed Maintenance, Inc.

$44,000,000MMI Identified Opportunity

$34,800,000Pending Opportunity

6Months

$9,200,000Booked Revenue

81Accounts

2Regions

Insurance Company $443,00092 items identified for SWMA for AIX

76 items identified for SWMA for PowerVM ENT

31 items identified for SWMA for PowerVM STD

Accounting Company $238,10726 items identified for Hardware Maintenance

50 items identified for SWMA for AIX

Insurance Company $40,535327 items identified for Hardware Maintenance

Recent IBM / MMI WINS from the

Revenue Identification Program

Founded in 2007, MMI is headquartered in Boca Raton, FL.

MMI Is NOT a Business Partner.

We are Expert Consultants in IBM Maintenance Sales.

MMI has a suite of solutions to help enable technology manufacturers,

distributors, and channel partners maximize service contracts, software

agreements and equipment replacement revenues, while helping end user

organizations ensure uninterrupted maintenance and support coverage.

MMI’s unique ONEview web portal application provides a consolidated and

informational real-time view of all assets, warranty and service contracts, and

software license agreements to facilitate the contract management process

and identify revenue potential across the supply chain.

As a fast growing company, MMI now has more than $500 million in

maintenance business under management for a wide variety of technology

products, and is #1 in IBM Maintenance Renewals.

Increase End-User

satisfaction

Increase services

revenues

Client Ready Reports

Become your clients’ “Trusted Advisor” with an all-inclusive view providing:

- Comprehensive Renewal opportunities - SWMA Gap Analysis

- Recap of all potential opportunity - All machines not set for post warranty maintenance

- A complete listing of recommended services

Decrease

opportunity

identification costs

The objective of the Revenue Identification Program is to assist IBM in increasing

annual services revenues by providing actionable data around their customers’

enterprise inventory, while decreasing the time spent by sales and support teams

chasing maintenance opportunities.

Become your clients’

trusted advisor

IBM CorporationEnterprise Presentation

Prepared Exclusively for:

CUSTOMER NAME

Enterprise Inventory - Hardware Contract Recap

Prepared Date: 2/29/2012

CHIS Contract

Number

Customer Abbreviated

Name

Contract Term

Start Date Contract Term End Date Channel Code Contract Length

Billing

Frequen

cy

Auto

Renew

Number of

Items

A6H0B4 Customer Abb Name 3/5/2011 3/4/2012 IBM Inside Sales 1 year Quarterly Y 1

A648K4 Customer Abb Name 4/3/2010 4/2/2012 Tier 2 (Distributor) 2 years Prepay N 1

AW4NC7 Customer Abb Name 5/18/2009 5/17/2012 Tier 2 (Distributor) 3 years Prepay Y 2

A87MHX Customer Abb Name 9/1/2009 8/31/2012 Tier 2 (Distributor) 3 years Prepay Y 3

AG77HC Customer Abb Name 12/7/2011 12/6/2012 Tier 2 (Distributor) 1 year Prepay Y 1

ATBXGK Customer Abb Name 12/27/2011 12/26/2012 Tier 2 (Distributor) 1 year Prepay Y 2

A8B3MQ Customer Abb Name 12/31/2011 12/30/2012 Tier 2 (Distributor) 1 year Prepay N 32

AY19B4 Customer Abb Name 2/22/2012 2/21/2013 Tier 2 (Distributor) 1 year Prepay Y 1

ADC100 Customer Abb Name 3/1/2009 2/28/2013 IBM Direct 4 years Prepay N 10

AJ4TK1 Customer Abb Name 5/18/2011 5/17/2013 Tier 2 (Distributor) 2 years Prepay N 2

AB2BGD Customer Abb Name 3/3/2011 3/2/2014 Tier 2 (Distributor) 3 years Prepay Y 4

AY5MFT Customer Abb Name 7/1/2008 6/30/2014 IBM Direct 6 years Quarterly Y 2

AC7SGD Customer Abb Name 8/29/2011 8/28/2014 Tier 2 (Distributor) 3 years Prepay Y 1

A67XPT Customer Abb Name 9/29/2009 9/28/2014 Tier (Remarketed) 5 years Prepay Y 3

AN9W9C Customer Abb Name 12/1/2011 11/30/2014 Tier 2 (Distributor) 3 years Prepay Y 4

AHBGNP Customer Abb Name 11/19/2010 11/18/2015 IBM Direct 5 years Annual Y 1

AY1CFV Customer Abb Name 1/1/2011 12/31/2015 IBM Direct 5 years Monthly Y 873

Total Number of Contracts Coverage Gap Analysis

Sales Channel

# of

ContractsItems on Warranty - "

Not tagged for a Contract " 201 items

BladeCenters, Cisco Switch,

Power 7 Servers, xSeries

IBM Direct 5Items on Per Call -

Warranty expired 236 items

BladeCenters, Storage &

Series

Tier 1 BP - Direct w/IBM 1SWMA purchased via

AAS/Configurator 40 services

SMWA for AIX, Director,

PowerVm, GPFS, PowerHA &

XIV; RTSS for Linux

Tier 2 BP thru

Distributor 11 SWMA "Exposed"

533 services

(148 expired in 2012 &

2011)

SMWA for AIX, Director,

PowerVm, GPFS, PowerHA, &

XIV; RTSS for Linux

Contract Total 17 Items on Per Call > 2 years 306 items

Revenue

Generators

Today =

Basic IBM MA

Offering

Tomorrow =

IBM MA Plus

Revenue

Identification

Outcome =

SUCCESS!

Warranty Capture Reactively happens

at “true-up” time

prior to annual

billing – IF IT

HAPPENS

MMI Provides a look at

all machines coming off

warranty in the next 2

years and having no

future contract

More revenue

added to the

contract faster

SWS Capture Reactively happens

at “true-up” time

prior to annual

billing – IF IT

HAPPENS

MMI Provides a look at

all machines in the next

(2 years??) that were

sold with SWMA or LPPs

associated. DON”T GET

THIS ONE?????

More revenue

added to the

contract faster

Actionable Data IBM responsible for

mining and

compiling data

MMI provides actionable

data to IBM from across

the enterprise of the

customer

More revenue

added to the

contract faster

Reporting Multiple Reports

needed to compile

actionable data

MMI provides

customer-ready,

consolidated report

More revenue

added to the

contract faster

Frustration with

service call denials

Frustration dealing with

maze of personnel

OPPORTUNITYProblems reconciling

assets for compliance

Difficulty tracking

inventory

Inability to accurately

budget for maintenance

Difficulty managing

multiple services

Difficulty reconciling invoices

Lack of visibility

into key asset data

Inability to

Mine Data

Lack of single

point of contact

Revenue

Customer

Satisfaction

Opportunity

Identification

IBM Awareness

PROFIT

Turnover Time to

Revenue

Contract

Management

Complexity

Service Call

Denials

IBM Cost of

Delivery

Invoice

Resolution and

Dispute

Questions?

For more information about our IBM Revenue Identification

Program, or to schedule a time with an MMI representative,

please contact us at www.managedmaint.com/content/contact-us

or reach out to us directly at:

cmillsap@managedmaint.com

jlebowitz@managedmaint.com