1. IBM SoftwareAccelerated Value Program Accelerating our Client's Business Success Presenter's Name Presenter's TitleDD Month Year

2. IBM Software Accelerated Value Program Mission: To unlock the value of your IBM software investment by delivering enhanced technical advisory offerings to maximize your ROI.

Overview of Presentation:

• • • Offering Overview.

• • • Identifying client needs.

• • • Examining basics of Accelerated Value.

• • • Building a relationship with our clients.

• • • Sharing what our clients value.

• • • Presenting new delivery items.

• • • Discussing our services portfolio.

Bridging the Gap: Client Needs and Software Services 3. How We Interact and Create Value

AVP delivers a proactive, cost-reducing, and productivity-enhancing advisory service.

The program pairs clients with an AVP team ,who builds a foundational understanding of the client's overall environment. The AVP team and client partnership facilitates faster deployment, lifecycle leadership, risk mitigation, andmore.

Each contract is customized to specifically meet the client's needs and price point by creating a combination ofservices, including remote or on-site assistance, best practice sharing, skill building activities, and diagnostic coaching.

Ultimately, AVP allows clients to derive maximum business value from their successfully deployed IBM software with proven, quantifiable results.

The Accelerated Value Program (AVP) is the bridge between the client and IBM. 4.

Integration plans for emerging technologies and successful deployments

Expert recommendations

Project plan management

Guidance from expert IBM staff with deployment experience

Expedited and interruption- free deployments

Maximized product and feature utilization

Accelerated time-to-value

Reduced Costs by increasingproductivity (ROI)

New features and growth management

Performance analyses

Proactive problem avoidance

Enhanced problem panagement

Smarter systems for a smarter planet

System readiness

Minimal upgrade interruptions

Guidance from a team who knows your environment

Potential interruption prevention andresolution plan

Identifying Client Needs What Do You Need to Maximize Software ROI? 5. How the Accelerated Value Program Addresses Client Needs

Proactive Support

• Planning, deployment, upgrades, and migration

• Deployment planning and progress management

• Potential problem identification and prevention

• Early notification of potential critical situations

• Best practice sharing

• Researches and communicates new technotes, skills, products, features applicable to the client

Knowledge and Skill Sharing

• On-site technical activities

• Staff coaching, workshops, and guidance

• Invitations to remote briefings and summits

Problem Management

• Assistance coordinating technical issue solutions

• Reporting on support issues and trends

• Escalation management

We give you the time to focus on your business, while we focus on your IT environment by delivering: 6. The People Behind the Offering

Accelerated Value Leader Dedicated or shared, remote or onsite, providing:

• Relationship management

• Proactive advice and best practice sharing

• Research and guidance

• Escalation assistance

• PMR Monitoring, reporting, and trending

Accelerated Value Specialist Dedicated or shared, remote or onsite, providing:

• Deep technical skills

• Risk mitigation planning

• Advice on critical fixes

• Active role in problem determination

Our customized contracts allow clients to select the level of support that fits their business need. Based on their choices, clients are paired with AVLs and AVSs, who interact with the client as trusted partners and advisors throughout software lifecycle. * Note that in some cases, a single resource might deliver a combined AVL/AVS role. 7.

Accelerated Value Leader helps with planning, proactive support, strategic advising, situation management, and reporting.

Accelerated Value Specialist provides deep technical skills, risk mitigation, fix advice, and diagnostic coaching.

On-site assistance can include best practice reviews, performance optimization, deployment, migration, or upgrade assistance.

Emergency on-site assistancein the event of a critical (sev 1) issue. IBM makes every effort to dispatch an engineer within an expedited time period.

Executive Sponsor is a senior member of IBMs worldwide support team assigned to assist you to receive the highest ROI.

Certification Exam Voucher provided (1) per named caller.

Knowledge Sharing Calls e xclusively for our AVP Clients.

First Access to Technical Contentthat is relevant to you environment.

Delivery Planis ashared document between the client and AVP that articulates the clients priorities and needs for the coming year.

Quarterly Report is areport, prepared by the AVL, that shares the value/benefits the client derived via AVP during the previous quarter.

Depending on the level of coverage you purchase, you may benefit from some of the following:New Accelerated Value Delivery Items 8.

Benefits that Clients Value Most

• Partnership and Relationship with IBM

• Deployment excellence

• Problem Prevention andFaster Time to Resolution

How We Know

• Industry Research

• Quarterly Reviews

• Client Interviews and Feedback

"The program has enabled the City and County of San Francisco to not only save money through proactive activities. The true value is in our relationship with IBM, maximizing our software investment.Our deployment of IBM software could not have been more successful without our [Accelerated Value Program]* Agreement."- Scott Melendez, CCSF Project Manager, May 2009 Why Our Clients Value the Accelerated Value Program * Note that quote was given in regards to Premium Support, the AVP legacy offering. 9. Total Cost of Ownership Study Results (Premium Support, 2008)

Demonstrated that the clients annual returns from [Accelerated Value]participation for all brands:

• Range from 1.07 - 2.67 times cost.

• Average 1.68 times cost.

• Notes a higher return than most IT investments.

Demonstrates additional gains from risk avoidance, including fewer outages & disruptions due to:

• Reduced frequency & severity of software problems.

• Faster resolution of software problems.

• Proactive alerts & actions.

* Note that study was complete with data for the Premium Support program, the AVP legacy offering.

Calculations were developed independently by ITG. The cost and returns study data is based on:

• - Client & IBM account team input.

• - Analysis of PMR records.

10. Comparing AVP and Software Services Offerings