IBM Software Update - Ingram Micro

IBM Software Update - Ingram Micro

An Opportunity for Growth and Profit with IBM Michael Connolly IBM Client Director [email protected] Confidential and proprietary information of Ingram Micro Inc. Do not distribute or duplicate without Ingram Micro's express written permission. 070502_1 Thank You VTN MEMBERS Confidential and proprietary information of Ingram Micro Inc. Do not distribute or duplicate without Ingram Micro's express written permission. 070502_2 AGENDA Opportunity for Growth Grow with IBM and Ingram and Profit NOW, Next Year and Future Years!

Testimonial Jim Veraldi Executive Vice President Microstrategies Angelica Horaitis IBM Vice President Contest !! Confidential and proprietary information of Ingram Micro Inc. Do not distribute or duplicate without Ingram Micro's express written permission. 070502_3 IBM Ingram Advantage Helping our partners DO Business Planning VAR skill building Inside and Field technical and sales support to work with you from identifying to installing Effective Demand Generation Its a long term partnership Confidential and proprietary information of Ingram Micro Inc. Do not distribute or duplicate without Ingram Micro's express written permission.

070502_4 A Wealth of Partner Support Industry Leading Products Best-of-Breed Incentives World Class Enablement & Technical Support Significant Sales Investments Proven Go-to-Market Programs Confidential and proprietary information of Ingram Micro Inc. Do not distribute or duplicate without Ingram Micro's express written permission. 070502_5 The IBM Business Partner Proposition PARTNERWORLD -- Join at no Charge! Training and Certification You Pass We Pay Subject Matter Expert Worldwide Marketing Programs Professional service reselling

Sales Connections IGF Financing and Leasing Value Package Software Value Incentive Virtual Innovation Center Value Advantage Plus Business Partner Innovation Centers Co-Marketing Development funds & Support Funds Campaign Designer Marketing Intelligence & Planning PartnerWorld Industry Networks Increase Revenues and much more!

Improve Cash Flow All Focused to: Confidential and proprietary information of Ingram Micro Inc. Do not distribute or duplicate without Ingram Micro's express written permission. Decrease Expenses 070502_6 IBM Business Partner Jim A. Veraldi Executive Vice President Micro Strategies Inc. Confidential and proprietary information of Ingram Micro Inc. Do not distribute or duplicate without Ingram Micro's express written permission. 070502_7 IBM Portfolio provides integration opportunity Servers

#1 in worldwide server sales - $22B in 2006 New Express Offerings for SMB Storage World leader in total storage and tape sales New entry leadership products New Express Offering for SMB Software World leader in middleware, 2nd overall Growth through partners was 11% in 2006 Services ServicePac, Implementation services, RTS Tools to help renewals, packaging Financing Working Capital for Growth Inventory, Receivables, Payables, and more New Speed and Simplicity - $500,000 credit in minutes

Flex pay, 24/7 access, client pre-approval Confidential and proprietary information of Ingram Micro Inc. Do not distribute or duplicate without Ingram Micro's express written permission. 070502_8 IBM BladeCenter S Ann: Sept 25 All-in-one gets you up and running fast GA: Dec 18 Integrated business-in-a box foundation with configurable shared storage Big IT results even from the smallest IT staffs to deliver big IT results Easy with select-and-click configurability Office-friendly 110v power Grows with your business Optimized for small office environments Podcast: BladeCenter S 9 Confidential and proprietary information of Ingram Micro Inc. Do not distribute or duplicate without Ingram Micro's express written permission.

070502_9 $torage Million$ Mania Checkli$t Incentives New Sell More Blue grid with improved discounts Express Seller Storage pays you a 2% rebate SMB First-in-Enterprise Incentive offers up to 9.7% rebate Storage Co-Marketing Use Partner Rewards Co-marketing dollars $5 K for Member partners, $8 K for Advanced partners, $12 K for Premier Premier partners can get $10K for DS4000 marketing Seller Enablement Sales kits and proposal inserts to build opportunities Loaners or trial units Confidential and proprietary information of Ingram Micro Inc. Do not distribute or duplicate without Ingram Micro's express written permission. 070502_10 Introducing IBM BladeCenter and Storage Solution Centers

Join the team of IBM Business Partner leaders on the technological forefront of IBM BladeCenter and storage solutions A new program to enable leading business partners to work with IBM to establish targeted centers to showcase blade and storage technology for small and medium business clients Exclusive skill building, leasing equipment acquisition programs and marketing and sales support to drive Center success and revenue ibm.com/partnerworld/bssc Partner Commitment: Blade & Storage Skill Certifications

Onsite Equipment Demo Capability Program Benefits: Recognition as an IBM Blades Leader Quarterly Bonus for to offset Center Investment Equipment Lease Programs Community Support Demand Generation Support Confidential and proprietary information of Ingram Micro Inc. Do not distribute or duplicate without Ingram Micro's express written permission. 070502_11 IBM Energy Efficiency (Green) Offerings Diagnose Build Optimized Airflow Assessment for Cabling GTS Scalable Modular Data Center-GTS Integrated Rack Solution -GTS Data Center Global Consolidation, Relocation Enablement, Green-Facilities Services-GTS IBM BladeCenter-STG IBM System Storage STG

IBM System x - STG IBM System i -STG IBM System p -STG IBM System z -STG IBM Blue Gene -STG Energy Efficiency Project Financing - IGF Networking SPL - GTS Strategy & Architecture SPL - GTS Diagnose Manage & Measure Build Green Data Center Virtualize Virtualiz Virtualization e on IBM Systems and IBM System StorageSTG IBM Emerging Server Technology Services - VMware -GTS Cool

Data Center Energy Efficiency AssessmentGTS Data Center Thermal Analysis and Optimization Facilities Integration-GTS IBM Optimization and Integration Services: Server Consolidation-GTS Accelerator for Rationalization -GTS IT Systems Energy Efficiency AssessmentSTG Data Center Health Audit for IT-STG Server and Storage Power/Cooling Trends and Data Center Best Practices-STG Manage & Measure IBM Systems Director - PowerExecutive & Power Configurator STG Tivoli Provisioning, Monitoring, Usage & Accounting Mgr SWG Environmental compilant, secure disposalIGF Cool Rear Door Heat Exchanger- STG Data Center Stored Cooling Solution- GTS Installation Rear Door Heat Exchange Installation- STG LBS

Confidential and proprietary information of Ingram Micro Inc. Do not distribute or duplicate without Ingram Micro's express written permission. 070502_12 Infrastructure Technology Solutions Division The field resources necessary to make resellers successful in the high-revenue Enterprise market. - Field-based Business Development Managers - Field-based Vendor Channel Managers - Filed-based Solutions Engineers (Vendor specific) - Extensive Inside Sales teams (Vendor specific) Confidential and proprietary information of Ingram Micro Inc. Do not distribute or duplicate without Ingram Micro's express written permission. 070502_13 IBM High Volume Strategy Angelica Horaitis Vice President IBM High Volume Sales Confidential and proprietary information of Ingram Micro Inc. Do not distribute or duplicate without Ingram Micro's express written permission.

070502_14 3 Key Points . 1. Why we do it -- the market 2. How we do it -- people, products, processes 3. What you can do -- call to action; call to profit Confidential and proprietary information of Ingram Micro Inc. Do not distribute or duplicate without Ingram Micro's express written permission. 070502_15 The Market is HUGE and Exploding !! Americas Mid-market x86 Growth 2004 $4.9B

The Worldwide Mid-market x86 opportunity for 2007 is $32.0B The Americas Mid-market x86 opportunity is $6.7B 2007 2010 $6.7B Plus Americas Mid-market Storage opportunity is $4.5B $7.9B Note: This report is based on analysis done by an IBM Market Intelligence Department. This document is not meant to be a statement of direction by IBM nor is IBM committing to any particular technology or solution. This document has been prepared for the IBM Sales channels, including IBM Business Partners. Confidential and proprietary information of Ingram Micro Inc. Do not distribute or duplicate without Ingram Micro's express written permission. 070502_16 Our 2007 Mission::

Customer Wants and Buying Behavior Volume Volume Accelerating Accelerating SMB SMB Growth Growth thru thru High High Small Quantity Purchases Easy to Buy, Install and Manage Competitive Price Investments For Growth Simple

Competitive Express Seller Offerings Fast Delivery Available Business Partner or TeleWeb Confidential and proprietary information of Ingram Micro Inc. Do not distribute or duplicate without Ingram Micro's express written permission. 070502_17 Continued Investments in the Express Seller Strategy Key Business Partners Portfolio Marketing Managem ent System

Coverage Incentives 18 Barrons : IBM investors may soon be smiling like CEO Palmisano, as Wall Street comes to realize that Big Blues reinvention as a software giant gives it a steadier, more profitable business. Business Week : Software is not only the fastest-growing but the most entrepreneurial and the most profitable part of IBM. . Confidential and proprietary information of Ingram Micro Inc. Do not distribute or duplicate without Ingram Micro's express written permission. 070502_19 Business Partner Profitability Tool A downloadable cross brand business planning tool that helps IBM Software Business Partners analyze incremental

investment and return when investing in IBM Software solutions. What is it? A key tool to help in business planning and expanding your business with IBM Software How will it help me? It will provide very quick estimates on incremental costs and potential return on over 40 IBM cross brand software solutions Tool includes likely configurations, average software price, sales cycle and service drag, as well as recommended minimum enablement roadmaps Very easy to customize and navigation is straightforward Where can I find it? ww.ibm.com/partnerworld/profitability_tool or www.ingrammicro.com/ibm Confidential and proprietary information of Ingram Micro Inc. Do not distribute or duplicate without Ingram Micro's express written permission. 070502_20 JUST ANNOUNCED THIS MORNING -Grow Your Business with IBM Software In 2007, 75-85% of Grow profitability by expanding your presence at your

Based on your existing skills & selected to meet most revenue generated by Partners will come from their installed base (source: CHANNELCORP) pressing customer needs (product to product scenarios) Customers are more Tool provides ability to: Identify Best Scenario, Gauge likely to buy (and buy more) from a vendor they already know. clients Investment, Get Started with Training, Sales Tools 60 cross-brand sell scenarios

If you sell: Lotus Notes WebSphere Application Server WebSphere Portal Content Manager System X, P, I Workplace Forms X-Sell to: Commonstore for Lotus Domino ITCAM for WebSphere

TAMeSSO OmniFind Tivoli Storage Manager Content Manager Which Does.. E-Mail Archiving Manages all applications running on WAS Enterprise Single Sign on

Enterprise Search across multiple repositories Manage all your storage devices Common repository for all types of content Confidential and proprietary information of Ingram Micro Inc. Do not distribute or duplicate without Ingram Micro's express written permission. 070502_21 Software is Profitable Software tools on-line BP Profitability Tool available online & at www.ingrammicro.com/ibm Grow your business tool announced today Earn & retain high profit margins

Leveraging the right tool & programs you can earn up to 40% Well show you how! Ingram/IBM should be your partner of choice Over 30 people dedicated to IBM software Integrated IBM SW and HW team Confidential and proprietary information of Ingram Micro Inc. Do not distribute or duplicate without Ingram Micro's express written permission. 070502_22 Ingram Micro & IBM Partnership Identify your Ingram Micro & IBM contacts Leverage this team to grow your business Get a PartnerWorld ID www.ibm.com/partnerworld/quickregistration Up to date information on programs, events, etc. Become IBM enabled Leverage education and world class support (KYI) Make money with IBM Leverage the incentives and programs Make money with Ingram Micro Leverage everything they provide www.ingrammicro.com/ibm

Confidential and proprietary information of Ingram Micro Inc. Do not distribute or duplicate without Ingram Micro's express written permission. 070502_23 Executive Summary IBM is Committed to SMB and to our PARTNERS Growing your business is the highest priority of the IBM and INGRAM team IBM has the largest solution and product portfolio in the industry Confidential and proprietary information of Ingram Micro Inc. Do not distribute or duplicate without Ingram Micro's express written permission. 070502_24 CHAPTER CONTEST ALL IN WITH IBM - Chapter that grows revenue most over revenue Target - Ten Thousand Dollars : $10,000 !!!! - Fourth Quarter - One Chapter will win

- Money will be shared within the chapter - Ingram will set targets and Money will go thru VTN board Confidential and proprietary information of Ingram Micro Inc. Do not distribute or duplicate without Ingram Micro's express written permission. 070502_25 Further Questions? Contact: Michael Connolly ([email protected]) Barbara Dell ([email protected]) Candace LaVoy ([email protected]) [email protected] www.ingrammicro.com/ibm Confidential and proprietary information of Ingram Micro Inc. Do not distribute or duplicate without Ingram Micro's express written permission. 070502_26

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