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Helping IBM Business Partners capture the growing mid-market opportunity with

programs designed to make it easier to sell products, solutions and services to solve

client business challenges.

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Contact information:Jennifer Stowell

jstowell@us.ibm.com404-921-5532

IBM Express Advantage is IBM’s strategy to help IBM Business Partners capture significant opportunity in the high-growth mid-market. The PartnerWorld Express Advantage Web site offers you an easy-to-use view of the offerings, tools, education, incentives and resources you need to effectively sell products, solutions and services.

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Table of Contents

IBM Express Advantage IntroductionIBM Express AdvantageExpress Advantage Business Partner success storiesPartnerWorld Express Advantage

Offerings and ToolsExpress Advantage Offerings IBM Express Managed ServicesInfrastructure and Industry Solutions and InsightsIBM Solution Builder Express

Demand GenerationIBM Marketing CenterBuilt on IBM Express Advantage OfferingsIBM Express Seller

Incentives, Sales Plays and MoreSMB incentivesSales Plays – Business Partner Sales DashboardsAttach Connector cross-selling tool

CommunicationsAdvantage in Action

EducationKnow Your IBMPartnerWorld Express Advantage Training resources

Key Business Partner ResourcesPartnerWorld Industry NetworksResources

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Solutions focus

High-volume focus

All the content in the adjacent Table of Contents supports the mid-market segment and is relevant to your needs. To head directly to one of the topics we’ve earmarked to be of particular interest to your business model, however, you may click on the appropriate page number, below:

To our Business Partners:

Built on IBM Express Advantage

Incentives, Plays and Dashboards

IBM Advantage Offerings

Attach Connector

Infrastructure and Industry Solutions

PartnerWorld Industry Networks

IBM Express Seller

IBM Advantage Offerings

Incentives, Plays and Dashboards

IBM Express Managed Services

Education

IBM Express Managed Services

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IBM Express Advantage What does it offer you?IBM Express Advantage gives you the support you need to help your mid-sized clients solve business problems and innovate to achieve competitive advantage.Express Advantage

Introduces creative ways to engage competitive accounts

Provides offerings built and priced to get client attention

Helps open the door to clients who think IBM is too big and expensive for them

Elevates you to trusted advisor by helping you sell what best meets client business needs

Enables you to lead with Express Advantage to open new account opportunities

Provides Express Advantage Offerings − built to meet client needs

Express Advantage Business Partner success stories

Learn how companies have leveraged Express Advantage to win business, like the Business Partner team of four people serving a community of registered users with a wide array of services.

Or see how one Business Partner uses Solution Builder Express to determine solution possibilities for use in formulating customer development plans and proposals. Then, get your very own customer successes posted online at IBM.

Success stories

With the IBM Express and Built on IBM Express programs, customers

can now benefit in being able to have affordable, easier to use,

easier to manage solutions that will bring them faster ROI. IBM

Business Partners can benefit by expanding and opening new

markets within SMB, expanding their reach and relevancy to the

mid-market client set, and increasing their own profits with

higher volume, repeatable solutions.

− Lakeview Technology

Incorporate IBM Express Advantage in your sales strategy for increased opportunities in which to compete, including:

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PartnerWorld Express Advantage: End-to-end support for your mid-market sales and marketing efforts

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PartnerWorld Express AdvantageiIBM supports you every step of the way with a rich suite of

tools and enablement resources organized in a simple manner on the IBM PartnerWorld Express Advantage Web site.

We created the PartnerWorld Express Advantage Web site to support our Business Partners focused on the mid-market.

PartnerWorld Express Advantage

Close deals and publicize successes

Understand the market

Solution validation

Education

Teaming

Generate awareness and leads

Industry InsightsInfrastructure Insights

Solutions Builder Express

Virtual Innovation Center

SMB CollegeEvents and Webcasts

SMB Teaming ToolkitSMB Territory Manager ListPartner PlanBusiness Partner Connections

Marketing CenterBuilt on IBM Express Advantage OfferingsBusiness Partner Application Showcase

IBM Sales DashboardsSMB Sales IncentivesAttach ConnectorIBM Client Reference Submission

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The only stop you’ll need for everything SMB

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• Security• IBM Express Managed Security Services for e-mail

security• IBM Express Managed Security Services for Web

security• IBM Express Managed Security Services for Firewall

and VPN• Continuity

• IBM Express e-mail continuity solution• IBM Express online backup for distributed servers• IBM Express desktop management services

• IT Optimization• IBM Express desktop management services

To meet your clients’ needs, IBM’s Express Advantage offerings consist of more than 160 hardware, software, services, solution development tools and financing solutions. In addition to being mapped to specific client business challenges, they are designed, developed and priced specifically for the mid-market. Use the Express Advantage offerings to open client dialogue and increase revenue.

Express Advantage Offerings by your client’s business needs are:Improve your clients' experienceImprove responsiveness to customers, suppliers and partnersDrive product and service differentiationImprove employee productivityAnalyze and use information to make better business decisionsIncrease business flexibilityGet the most out of IT investmentsEnhance IT security, dependability and compliance

Express Advantage Offerings IBM Express Managed Services

IBM’s Express Managed Services (IEMS) is a portfolio of managed services offerings designed to assist you in jump-starting your services business or to fuel current mid-market services revenues. The modular solutions focus on:

This portfolio offers you a cost-effective way to expand your services offerings without a large upfront investment and can facilitate the way to build an ongoing revenue stream. Use IEMS to grow market share and increase sales from existing clients and to enhance your role as the advisor with the right solution to meet your client needs.

IBM Express Managed Services

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PartnerWorld Express Advantage Offerings by Brand

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Medium business represents a $224B opportunity in 2007. Solution purchases drive approximately 60 percent of this market and infrastructure solutions are the fastest growing solution area. To better understand how to talk to clients aboutthe infrastructure opportunity, we invite you to visit Infrastructure Insights.

Infrastructure Insights

IBM Solution Builder ExpressIBM Solution Builder Express (SBE) is designed to help you identify new opportunities and quickly put together solutions that include the right products. Use the IBM Solution Builder Express Tool to uncover new opportunities using a simple, interactive Web interview that will help you document a client’sbusiness and IT requirements. The tool also provides a recommended business, software and hardware solution architecture design, as well as guidance on how to sell, build and deliver the solution with links to all the right support resources. The output may be used to deliver customized proposals for clients and document your value-add to qualify for IBM channel incentives.

To help you sell and deliver these solutions, IBM Solutions Builder Express provides Solution Starting Points − a sample solution with recommendations on how you can add your personal customization services.

IBM Solution Builder Express

Infrastructure Solutions

Industry Solutions

IBM’s strategy for the SMB market is to deliver, together with our Business Partners, a complete set of solutions to meet the industry requirements of our customers and prospects. Access the following section to help you learn more about the various SMB industries and understand available solutions.

Industry Insights

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It’s so much easier to go in to see a customer when I know there’s already a

proven process and I have all the fundamental sales aids.

− DATASKILL, USA

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iVisit the IBM Marketing Center and choose from a variety of resources that can help you go to market faster, smarter and more profitably. Get the images, copy and finished pieces you need to create marketing campaigns and sales materials. From here you will find access to market and industry intelligence, funding, vendors, IBM magazines and education.

Be sure to check out the ‘What’s Hot’ section in Marketing Center TV, which spotlights any new postings to the IBM Marketing Center. Whether you’re a reseller, ISV, consultant, integrator or a combination, the IBM Marketing Center offers themarketing support you need to sell more.

Marketing Center

Demand Generation

IBM Marketing Center

Enhance and simplify your client communications with new, pre-approved copy. The downloadable copy makes it easy for you to describe and promote IBM Express Advantage offerings to your clients. The copy covers a range of offerings from our Express Advantage catalog for mid-sized customers. Copy also covers products, services and solutions for Disaster Recovery, Securityand IT Optimization. New focus areas and offerings continue to be added.

To download the no-charge copy, log in to Campaign Designer, select the download you want and apply the copy to your client communications. It’s quick − and it’s simple. First-time Campaign Designer users, please follow the registration process.

Campaign Designer

Complimentary ready-to-use offerings copy

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Built on IBM Express Advantage Offerings is a marketing visibility program designed to help you align with IBM's Expressmarketing investments in the mid-market, as well as to provide more visibility for you and your solution. Nominate your solution − created using IBM Express Advantage hardware, software or services − today and start taking advantage of our new mid-market campaigns.

Built on IBM Express Advantage Offerings

This strategy leverages the awareness that IBM is building in the marketplace around IBM Express Advantage to drive demand for your Built on IBM Express Advantage Solution.

• Allows you to leverage IBM’s investment in the IBM Express Advantage portfolio

• Provides differentiation through the distinctive “Built On IBM Express Advantage” logo

• Gives you more visibility with the development of marketing documents and inclusion in mid-market Web portals.

Benefits:

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Now, when we get a request from an insurance company, we’re able to turn that request around in minutes instead of weeks, so we get paid a lot sooner.

− Nancy Barr, director of Information Systems CMH

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Built on IBM Express Advantage

Built on IBM Express Advantage Business Partner Solutions

Client success story: BluewareBlueware, Inc. − an IBM Premier Business Partner and 2005 Beacon award winner − develops software applications that provide online medical records for hospitals.

Blueware worked with IBM to develop a Wellness Connection Solution – document imaging – that consists of a bar-coding system and electronic form overlay to aid in the rapid indexing of scanned paper documents.

The solution’s success is founded not only on IBM technology, but also the support of PartnerWorld Express Advantage, which contributed Industry Insights (Healthcare), market planning via PartnerPlan, and IBM certifications and education.

Benefiting from the successful partnership, Cheboygan Memorial Hospital (CMH) was able to increase business flexibility, customer value and innovation, including:

On demand, self-service capability for medical records by physicians and nurses improved efficiency and patient care Accounting cycle was shortened dramatically and request processing from insurers decreased from weeks to minutes

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Get the competitive prices, fast delivery and marketing tools you need to grow your business in SMB today by leveraging IBM Express Seller. Express Seller helps you identify opportunities and accelerate sales of a broad portfolio of offerings which include popular servers, storage and printers, as well as software and services.

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IBM Express Seller

Take advantage of an online Express Seller enablement toolkit, where you can access a Business Partner cookbook of product photos, copy and messaging to quickly and easily create your own demand generation campaign.

IBM Express Seller Business Partner cookbook

IBM Express Seller#

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Take advantage of the rich set of incentives now available across IBM's portfolio of hardware, software and services offerings − all designed to help you increase your profit potential in the mid-market. Increase your income potential as you successfully sell solutions, products and services to eithernew or existing clients.

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Incentives and promotions for SMB

Incentives, Sales Plays and MoreSMB incentives

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IBM Sales Plays and Business Partner Sales Dashboards

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Each quarter, IBM pulls together targeted sales plays across all our product lines that specifically address mid-market customer's most burning pain points. These plays are supported with SMB-specific solutions and offerings, as well as enablement to help you drive more business. By addressing customer pains with real solutions, you will increase your relevance and revenue in SMB. Be sure to check Channel Communications for potential incentives around selected plays.

Sales Play Landing Page

IBM Sales Plays for quarterly focus are highlighted within the IBM Business Partner Sales Dashboards, which provide you with easy access to the assets needed to move from identifying an opportunity to closing a sale for selected IBM Sales Plays, solutions and offerings. Aligned to sales cycle stages, the Business Partner Sales Dashboards put Quick Reference Guides, customer references, customer-level presentations, solutions sheets and more at your fingertips.

IBM Business Partner Sales Dashboards

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Attach Connector Cross-Selling ToolThe Attach Connector Cross-Selling Tool is designed to help you sell more IBM hardware, software and services in your solutions. This Web-based tool helps increase attach-rate revenue, guiding you through relevant discussions with your

Articulate product values with sound

bites

Communicate IBM’s competitive advantage

See the most common attachments for IBM

products

Start here with IBM Products and

Solutions

Save client sales sessions and send follow-up notes with this unique feature

Ask clients questions that reveal the bigger

opportunity

clients. Pose questions that can uncover new opportunities or start a discussion that can help you deliver a more complete solution.

Hear from Business Partners how Attach Connector is making a difference to sales.

Search both Attach Connector and

POP/Comp Database

Pass great promotions and discounts on to the

client

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Experience Advantage in Action

• Advantage in Action delivers small and medium business insights and solutions for IBM Business Partners in a rich media, viewer-directed format.

• Published throughout the year, the current edition is located here.

• To receive notification that new content is available, select "SMB" in your PartnerWorld News profile. You will then automatically receive a link to Advantage in Action as part of your monthly PartnerWorld News communications

… for all the latest Express Advantage news

• You can access your PartnerWorld profile and make this update at this location: PartnerWorld profile

• Be sure to scan the PartnerWorld News communications until you find SMB to receive Advantage in Action.

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To keep current with tools, incentives and enablement resources that will help you grow your mid-market share, select "SMB" in your PartnerWorld News profile. You’ll then receive links to each new edition of Advantage in Action. Published throughout the year, it will provide you with a snapshot of what’s new as well as examples of how other IBM Business Partners are leveraging Express Advantage elements to grow their businesses.

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Know Your IBM (KYI) is an online interactive sales enablement program that delivers rewards to sellers for both easy recall entry-level modules and repeated sales successes. The customized modules, designed for quick learning, feature content to help you and your sellers understand the client benefits and value propositions of our products and solutions. The program offers motivating learning incentives as well as reward participation and sales incentives to motivate and reward performance.

Watch our comprehensive demo for all you need to know about KYI.

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PartnerWorld Express Advantage Training ResourcesAccess the training resources section of PartnerWorld Express Advantage to get training from IBM delivered the way you like itbest. Training resources on this page include Webcasts, presentations, and roadmaps for Industry, Solution, Brand or Sales Skills. The training resources site also provides access to Know Your IBM, Virtual Innovation Centers, Business Partner Innovation Centers and other resources to meet your training needs. Training resources

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Key ResourcesPartnerWorld Industry Networks

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At IBM we want you to do more than succeed. We want you to thrive. So we created IBM PartnerWorld Industry Networks—a rich set of marketing and sales benefits, technical and training resources, and collaboration offerings. These benefits are designed to help you increase marketplace awareness, generate leads, close deals and expand your network of IBM Business Partners. By teaming with IBM and leveraging the people, technology, information and resources of PartnerWorld Industry Networks, you can drive growth and inspire innovation across your business.

Learn more about IBM PartnerWorld Industry Networks

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Government Telecom Energy and Utilities

Wholesale Distribution

Education and Learning

Media and Entertainment

Electronics Automotive Insurance

Travel and Transportation

Fabrication and Assembly

Healthcare/Life Sciences

Retail Banking Financial Markets

IBM PartnerWorld Industry Networks serves 15 industries:

From increasing market awareness and generating leads to closing deals and collaborating with peers, IBM PartnerWorld Industry Networks resources can help you during every phase of your business cycle.

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PartnerWorld Business Partner Profile Updates

https://www-304.ibm.com/jct09002c/partnerworld/mem/home/us/index.jspSelect Update my Profile located in the right navigation bar.

Enrollment support for PartnerWorld Lead Management −The PartnerWorld Lead Management (PWLM) application is a tool designed to facilitate uniform lead collection, lead passing and recording of sales lead feedback from IBM's Business Partner sales channels. All Business Partners who want to have the potential to receive mid-market leads must be enabled in PWLM.

Call PartnerWorld Contact Services for enrollment:800-426-9990; press 0 to be connected to the PWLM help desk.

ForwardView is a monthly multimedia e-magazine emphasizing industry relevant trends and technology.

To subscribe to ForwardView, enroll at: http://www-1.ibm.com/businesscenter/cpe/html0/33409.html?mailingid=5070&cid=1

Resources

Advantage In Action is a rich media, electronic newsletter devoted to SMB insights and resources. The current edition is located at: http://www.advantage.showmail.tv

To receive AiA, select "SMB" in your PartnerWorld News profile to automatically receive this as part of your monthly PartnerWorld News communications. You can access your profile and make this update at: http://advantage.showmail.tv/0610/?mailingId=3288&cid=1&edid=1

PartnerWorld Express Advantage provides IBM Business Partners with the sales tools and resources needed to sell profitably and close deals in the small and mid-sized business segment.

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

IBM Techline for Business Partners − Call for presales technical support, competitive support, PartnerWorld questions, IBM Help Desk, certification information and to speak to PartnerWorld contact services.

800-426-9990