IBM Value Advantage PlusOptional Worksheet

IBM Software Group

MAXIMIZE BUSINESS PROFITABILITY.

INCREASE FINANCIAL FLEXIBILITY.

ACHIEVE GREATER ROI.

Value Advantage Plus Optional Worksheet

Value Advantage Plus Optional WorksheetWhen completing the online application, it is recommended that your Authorized Profile Administrator print and complete this Value Advantage Plus Initiative worksheet prior to accessing the Value Advantage Plus online application. This will ensure a seamless online experience since all of your answers will be readily available.

The worksheet is divided into three (3) sections:

Business Model and Company BackgroundSolution or Services Value-addCustomer References

•••

* In order to participate in IBM Value Advantage Plus, you must be an approved member in IBM PartnerWorld. If you would like to learn more about becomingan IBM Business Partner and the affiliated membership benefits, please visit us at: ibm.com/partnerworld

Value Advantage Plus is all about enabling trusted Business Partners, like you, to increase business profitability and financial flexibility for greater ROI.

Getting Started with Value Advantage Plus

Select total company revenue for most current year. (US Dollar equiva-lent, full twelve (12) months).

Please select one (1) of the following:

Less than 1 Million

1 Million - 3 Million

3 Million - 10 Million

10 Million - 25 Million

25 Million - 75 Million

75 Million - 100 Million

When answering this question:Consider the time frame between January 1 and December 31.

If the revenue amount appears in 2 categories, please choose the higher category. For example, if your revenue was 3 Million, choose 3 – 10 Million

Select revenue % of most current year from Medium Business. Medi-um business is defined as organizations with 100 to 1,000 employees.

Please select one (1) of the following:

Less than 10%

10% - 25%

26% - 50%

51% - 75%

76% - 99%

100%

When answering this question:Consider the % of revenue (as indicated in answer #3) generated from medium business between January 1 and December 31.

1.

2.

Section 1—Business Model

Getting Started with Value Advantage Plus

Section 1—Business Model

Company revenue distributionPlease indicate what percentage of your revenue was derived from the fol-lowing list. (You will be asked to supply this information for the last two (2) fiscal years. Enter numbers only, no % sign

% from Current

Year 2007

% from Previous

Year 2008

Application customization, design and imple-mentation servicesBusiness or application consultingIT consultingLicense revenue from software applications you develop and sell or software applications you resell from ISVsMaintenance and support for applications you develop and sellRevenue from hardware resaleRevenue from the resell of IBM and Non-IBM operating systems and middlewareService provisioning (application and other host-ing)Software product installation, integration and support servicesOther

TOTAL (must equal 100%) 100 100

If any of the revenue was from “Other,” please provide a brief description (in twenty-five (25) words or less):

Current Year “Other”:

Previous Year “Other”:

3.

Getting Started with Value Advantage Plus

Overall firm value proposition Please describe your company’s value proposition in fifty (50) words or less. This might also include your mission statement.

Who is your designated software distributor? Please select your preferred Value-add distributor from the online list that is provided to you online.

4.

5.

Section 1—Business Model

Getting Started with Value Advantage Plus

The following questions pertain to your value-add whether it is a solution, a service or a combination of the two. These questions will be repeated for each ‘value add’ offering.

Is this value-add an application, services or service practice, or combination of the two?

ApplicationCombination Application & ServicesServices

Please select your primary solution area. Business Integration—Integrate data and applications across and beyond a business

Business Intelligence—Analyze and understand business data for better decisions

Collaboration—Extend and enhance e-business with human interaction

Content Management—Manage and distribute business critical content

e-Commerce—Buy and sell over the Internet

Infrastructure Management—Manage and secure infrastructure assets

Infrastructure—Build and deploy the foundation for e-businessPortal—United point-of-access for personalized business information

Software Development Platform—Application Design and Construction

Software Development Platform—Configuration/Change Management

Software Development Platform—Process/Project Management

Software Development Platform—Rational® Portfolio Management

Software Development Platform—Software Quality

Software Development Platform—Technical Development

Wireless—Connect employees to information they need, anytime, anywhere

Other – describe?

Provide solution name or service practice name

1.

2.

3.

Section 2—Solution or Service Value-add

Getting Started with Value Advantage Plus

Section 2—Solution or Service Value-add

Provide a value-add descriptionPlease tell us in a hundred (100) words or less about this solution and/or service. If there is a requirement to port your application to an IBM mid-dleware brand product (i.e., Lotus®, WebSphere®, Tivoli®, Information Management or Rational), please describe.

Contact name familiar with value-add SolutionPlease tell us the name of the person in your company that is most famil-iar with this Value Add solution and/or service in case there are questions from the IBM Geography Operations Personnel.

Identify the IBM software brands used in the application

IBM Brand Examples Include

Information Management Information Management DB2®, Content Manager, Informix®, Life Sciences and Busi-ness Integration.

Lotus Lotus Knowledge Management, E-Learning, Lotus Notes®/Domino® and Lotus Sametime®

Rational Rational WebSphere® Studio/Application De-veloper Studio, Rational Software Modeler, Rational ADA Developer and Rational Perfor-mance Tester.

Tivoli Tivoli Tivoli Manager, Tivoli Software Dis-tribution, Tivoli Data Protection and Tivoli Resource Manager

WebSphere WebSphere MQ Series®, WebSphere, Busi-ness Connect, E-Commerce, Voice, Tools and CrossWorlds®

Other

4.

5.

6.

Getting Started with Value Advantage Plus

Section 2—Solution or Service Value-add

Average solution cost to end user (excluding hardware)Please enter the average cost in US currency of your solution as sold to an end user. This should be a whole number with no commas or currency symbol.

Do you have personnel with skills on the IBM software you sell with your solution?

If you have someone certified on IBM software, please select all of the IBM brands that apply.

Information Management

Lotus

Rational

Tivoli

WebSphere

If your solution is accepted into the Value Advantage Plus pro-gram, what would you estimate your sales volume to be within the next twelve (12) months?

7.

8.

9.

Getting Started with Value Advantage Plus

You will be required to enter three (3) references for the value-add solution and/or service for which you are applying for approval. IBM Geography Op-erations will be contacting each reference. The reference should be able to speak to your value as a Business Partner and should be able to describe the solution and/or service for which you are applying.

Note:For each additional value-add solution and/or service for which you are ap-plying, you will be required to provide only one (1) customer reference.

Company Name:

Country of the Reference:

Contact Name:

E-Mail Address:

The following fields are optional but would be beneficial:

Title:

Department Name:

Phone Number (with area code and extension):

Section 3—Customer References

Getting Started with Value Advantage Plus

Optional InformationProviding the optional information will shorten the time required to contact the reference and thereby shorten the time to approve your application.

Reference Activity

Date:

Please describe the activity at the reference account, which utilizes your solution or services. This field can also be used to explain why a reference may not know they have installed your solution by name. This may be due to customization of the named solution as required by the reference ac-count.

Getting Started with Value Advantage Plus

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