Cloud computing is a rapidly growing market opportunity expected to more than double from $68.3 billion in 2010 to $148.8 billion in 2014, according to industry analysts. The IBM Cloud Computing Specialty is designed to help our Business Partners engage more closely with each other and with IBM in this key growth area. This new IBM Business

Partner initiative creates a single program that covers the full breadth of IBM’s cloud capabilities, including software, systems and services. The IBM Cloud Computing Specialty supports five types of Business Partners that demonstrate their expertise and client success in cloud computing:

• Cloudapplicationproviders,who deliver applications through the cloud, such as with Software as a Service (SaaS)

• Cloudbuilders, who engage in consultative and solution selling of multiple IBM offerings, and want to more fully participate in cloud opportunities to win higher value, higher margin deals

• Cloudinfrastructureproviders, who provide a public cloud service on which application vendors and companies can host their solution

• Cloudservicessolutionproviders, who have an established practice, leveraging one or more IBM Cloud offerings and providing end-to-end cloud solutions to their clients

• Cloudtechnologyproviders, who provide the tools, services and technologies that help other IBM Business Partners and enterprise clients use the cloud more effectively

IBM Cloud Computing SpecialtySpecialize to gain enhanced benefits and take advantage of the rapidly growing cloud opportunity

Benefit Cloud application providers

Cloud builders Cloud infrastructure providers

Cloud services solution providers

Cloud technology providers

Marketing

IBM Cloud Computing Specialty mark P P P P P

IBM confidential updates on the IBM cloud strategy and roadmap P P P P P

Access to an IBM relationship representative P - P - P

Business development funds P P P P -

Business development workshop P - P - -

Market your IBM Cloud Computing Specialty sales enablement kit - - - - P

Selling

Cloud assessment tools - P - P -

Cloud mentoring vouchers - P - - -

Collaboration

Expanded use of LotusLive™ P P P P P

Networking opportunities within the specialty ecosystem P P P P P

Note: The benefits shown in this figure represent the current offerings of the IBM Cloud Computing Specialty. These benefits are subject to change by IBM at any time.

cloud solutions. The website also includes information about the requirements your organization needs to meet in order to qualify. After you have reviewed these requirements, contact your IBM representative, or send an email to saas@us.ibm.com.

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BenefitsNo matter which path is right for your company, the IBM Cloud Computing Specialty will provide you with the unique capabilities you need to establish a cloud solution that is smart, secure and ready for business.

The IBM Cloud Computing Specialty can help IBM Business Partners in a variety of different areas, including their marketing, technical, training and collaboration efforts:

Getting StartedOnce you have found the path that best matches your company’s cloud business objectives, visit ibm.com/cloud/partner to learn important program details, including the IBM cloud products and services that qualifying Business Partners can use in their

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