Quarterly Content Management Business Partner Call

October 9, 2002

IBM Software Group

Welcome!

Replay number: 1-888-203-1112 and enter the passcode 699799

Contact:

Shawn K James
Email: skjames@us.ibm.com
Direct: 415-545-4251

Agenda

Bruce Weed, Content Management Channels Manager
Cathy Billingsley, Content Management Channels Sales Manager
Ted Lewis, WW Channel Campaign Manager for Content Manager and EIP
Razy Martin & William Snow, Global Marketing Manager IBM SW & SVC Financing
Shawn James, Channel Marketing Manager, Data

Bruce Weed

IBM Content Manager Hands-On Lab Workshop

For those who didn't have a chance to take the Content Manager Version 8 Hands-On Test Drive at CMTC
Location: IBM Solution Partnership Center in Waltham, Massachusetts
Date: October 30-31
Cost: free
Seats are filling up fast
More seminars are planned for 1Q 2003
To sign up, visit the website: www.developer.ibm.com/spc/events/index.htm
Questions? Call Brenda Brown (408) 463-3311

Content Management Certification Exams

440 Content Manager OnDemand for Multiplatforms - Now Available
441 Content Manager OnDemand for Iseries - Now Available
442 Content Manager Version 8.1 for Multiplatforms - Now Available
For more information, visit the website: www.ibm.com/software/certify
Exam cost is reimbursable though Partner World for Software, You Pass, We Pay Program
Partners who successfully pass a certification exam will receive a IBM Content Manager Certified Jacket (while supplies last)
A Study Guide has been developed to help people prepare for the 442 exam
Available for download in PDF format the week of October 15
Ask your partner representative, or visit the CM Business Partner newsletter website to download a copy

Content Management Business Partner Newsletter

For up to date information about Content Management Business Partner Activities, visit: www.ibm.com/software/cmnews

Special Announcement

Cathy Billingsley

CM BP Sales Tips for Success

Presenter: C. Billingsley, Mgr., IBM CM Channel Sales
Email: cbillin@us.ibm.com
Date: 10/9/02

Current CM Business Environment

Size of CM BP pipeline size growing
Quality of CM pipeline ??????
Everyone working hard, but not necessarily focused on right deals
- Allow others to set their priorities, agendas and activities
Some CM leads come from within IBM
- Get "brought to deals" rather than "create opportunities"
Customer contacts are usually IT folks/technologists
- Want to talk technology rather than solutions
- Don't fully understand business pain much less how to quantify value of solving business problems
Don't consistently use SSM or ask basic "qualifying" questions
- Don't follow up with "So what" question

Key CM Qualification Questions/Issues

Qualifying questions/issues
- What is the business pain/problem?
- How important/valuable is solving the problem to the customer?
Are we dealing with someone in the account who has a vested interest in solving the business pain?
- Job, pay, career advancement at stake
Is the project funded?
- How much?
- Whose budget?
What is decision process?
- Decision criteria
- Individuals/organizations involved
- RFI/RFP required
Do we have competition?
- Who/how long have they been engaged/why are they engaged?
- Any current installs of competitor in account?
- Is there anyone in the account who has competitive leanings?
What's the potential size of this deal?
- Initially and long-term
Is opportunity being driven by IT or end user organization?
- Why is that group driving deal?

Opportunity "Roadsigns"

Nature of customer/IBM relationship
- Views IBM as valued partner, vendor or adversary
Strength of client rep (and SAM) relationships
- Breadth & depth of customer contacts
  - IT, end user, and/or executive contacts
  - Willingness to engage in qualification efforts/sales activities
What is customer's financial/business health?
- Poor customers must have SPECIFIC reasons and quantifiable ROI to spend money
Portfolio of installed strategic IBM software
- DB2, Websphere, LOTUS, Tivoli
History of customer SW evaluation process
- "Surfing" for technology or evaluating business solutions
- Kicks tires or makes purchases

2 CM Fundamental Truths

Closing any large CM deal requires a well-qualified opportunity and a well thought-out, precisely executed sales strategy.
As a team working together, we have the best chance to win the solution sale and showcase our partners' knowledge, skills, and experience to perform services.

Ted Lewis

IBM and Lotus Beacon Awards Overview

Recognition of PWSW & PWD Business Partners worldwide who have excelled in providing quality e-business solutions and services to customers.
IBM's most significant way to recognize the breadth of Business Partner expertise, their reach to extended markets, and the value they bring to our customers.
Awards are judged by a team of leading industry press and analysts along with IBM and Lotus Executives.
IBM and Lotus are separate award programs for 2003, link to the nomination databases from homepage of: www.ibm.com/partnerwold/software
Nominations open Monday, Sept. 9th to Thursday, Oct. 31st.
Lotus Award winners announced at Lotusphere (BD Day), January 26th, 2003 in Orlando.
IBM Award winners/finalists announced at PartnerWorld 2003 in February 2003, New Orleans.

IBM and Lotus Beacon Awards Eligibility and Recognition

Eligibility

IBM Awards - must be PWSW or PWD Business Partners to be eligible.
Lotus Awards - must be PWSW or PWD Business Partners to be eligible.
IBMers/Business Partners/Customers can enter a nomination.
Lotus Beacon Awards are specific to Lotus technologies.
IBM Beacon Awards include all brands plus developers: DB2, Lotus, Tivoli and WebSphere, however Lotus specific/Lotus 'only' solutions should be entered in Lotus Beacon Awards Program.
Nominations require one mandatory customer reference.

Recognition

Winners featured on PWSW Web site.
Winners receive coveted 'crystal trophy' at Beacon Gala.
Winners promoted in advertising and PR, use of Beacon logo.
Winners/Finalists featured in success stories.
Winners names on hanging banners at PW and future SWG events.

IBM Beacon Award Categories

Category Winners Selected

By Geo Sales Execs for PWSW & by Developer Relations Execs for PWD
Four Geographic Distinguished Achievement Awards: AP, EMEA, LA and NA.

Lotus Beacon Award Categories

Category winners selected

By Geography Sales Executives
Four Geographic Distinguished Achievement Awards: AP, EMEA, LA and NA.

Beacon Award Call to Action

Visit www.ibm.com/partnerworld/software and review the Lotus and IBM Beacon nomination databases.
Promote the Beacon Awards to your Partners.
Communicate the recognition your Partner will receive if they are a Beacon Award winner or finalist.
Help your Partner select a solution to nominate.
Help your Partner choose the best category for their nomination.
Help your Partner enter their nomination.
IBM Beacon Awards contact - Ed Walzer - ewalzer@us.ibm.com or 919-486-1627 tl 526.
Lotus Beacon Awards contact - Kada Sigl - kada_sigl@us.ibm.com or 617-693-1070 tl 474-9956.

Razy Martin & William Snow

IBM Global Financing

IBM GLOBAL FINANCING for Business Partners

WHO WE ARE

IBM Global Financing is the world's premier single-source provider for multi-vendor I/T financing solutions.
Our financing solutions include:
- Hardware, software, services (including installation, maintenance, training) financing - IBM, Non-IBM and BP Services
- Commercial financing for working capital
Operate In 42 countries.
$42 billion in worldwide assets.
Over 125,000 customers.
Provider of leasing and financing to businesses selling or acquiring I/T and I/T related products and services.
Website: www.ibm.com/financing/partners

Software Financing Programs

SuccessLease TM - Targeted for Small Business (managed by 3rd party)

Available to end-customers with 1-99 employees.
Rapid credit decisions offering flexible payment options.

ValuePlan Lease - Targeted for Medium Business

Available to end-customers with 100 - 999 employees.
Competitive monthly payments with flexible payment options.

TLMA (Term Lease Master Agreement) - Targeted for Large Enterprise

Available to end-customers with 1000+ employees.
Customized contract terms and conditions.
One contract, one invoice for simplicity.

Our Financing Solutions include HW, SW, BP Services (IBM and Non-IBM)

Website: www.ibm.com/financing/partners

Software Financing -- Business Partner Benefits

Sales

Sell more product up front - Increase customer buying power.
Close bigger deals faster - Translate large up-front capital costs into monthly billing.
Close more follow on business.
Influence customer behavior via promotions.
Financing helps to protect the street price by minimizing discounting.
Portfolio Management - financed accounts grow faster then accounts that purchase.

Business Operations

Cash flow management through reduced A/R.
Minimize credit risk.
Greater revenue stream.