Global Sales and Distribution

[Pages:38]Global Sales and Distribution

Ginni Rometty

Senior Vice President, Global Sales and Distribution

Bruno Di Leo

General Manager, Growth Markets

Sales and Distribution

Objectives

Drive Profitable Revenue Growth in 170 Global Markets

Identify and Target Strategic Growth Initiatives

Build Industry's Pre-eminent Sales Force Based on Industry Skills

Build Ecosystem of Partners, Influencers and Policy Makers

Key Growth Strategies

Smarter Planet Growth Markets Business Analytics Cloud Computing

Enable Revenue Growth of at Least 5% in the 2015 Roadmap Through Key Growth Strategies

? 2010 International Business Machines Corporation

Smarter Planet

Expect Revenue to reach $10 billion by 2015 ? 25% CAGR

Investments

Repeatable asset-based solutions

Specialized industry skills Research Analytics centers Workload-optimized Systems Cloud Computing

Opportunity for Growth

Accelerated Growth in Priority Industries

?Client productivity

?Client Growth Agendas Margin Growth via Repeatable

Industry Frameworks

? 2010 International Business Machines Corporation

New Normal ? Driving Productivity and Growth

Industry

Healthcare Oil and Gas Energy and Utilities Transportation Telecommunications

Retail Banking Government Electronics

Market CGR* 5.4% 4.2% 4.4% 3.9% 4.6% 4.0% 4.3% 4.0% 3.5%

Productivity

Administration Oil recovery rates Outages Gridlock Single Customer View Food waste Risk Management Crime Management Development Cycle Time

Growth

Collaborative Care Biofuels Electric Vehicles Dynamic Tolling Mobile Broadband Farm-to-fork X-sell/Upsell Smarter Cities Embedded Electronics

? 2010 International Business Machines Corporation

* CGR 2009 through 2015, Source IBM Market Intelligence

What Distinguishes IBM

Industry Thought Leadership/Business

Consulting

Cloud Computing

Coalition/ Standards

Workload Optimized Systems

Client Value

Industry Frameworks/

Software

Analytics

R&D

? 2010 International Business Machines Corporation

Healthcare

Electronic Patient Records

Collaborative Care

Analytics-Based

Clinical Decision Support

? 2010 International Business Machines Corporation

Cloud-Based Delivery System

What Distinguishes IBM in Healthcare

GBS - Electronic Medical Records

Healthlink

60 MDs

ISS Data Security Services Collaborative Care Cloud

Industry Thought Leadership/Business

GBSMedical Home

Policy for 10 healthcare networks

Cloud EHR Services Public Health Cloud

Cloud Computing

Consulting

Coalition/ Standards

Patient Centered Primary Care Collaborative

Medical Archive

BlueBioU

IBM Health Information Exchange

Workload Optimized Systems

Lotus -Clinician/Patient Portal

Client Value

Industry Frameworks/

Analytics

Healthcare Solutions

Lab

R&D

DNA Transistor Blue Gene Lab-on-a-chip

Health Integration Framework Software

600 Patents

ILOG- Patient Monitoring

? 2010 International Business Machines Corporation

CognosMedical Records Analytics

Initiate Systems

Medical Imaging Informatics Innovation Center

What Distinguishes IBM in Healthcare

4,000 Healthcare Industry Experts

Cloud EHR Services, Medical Image

Cloud

Industry Thought Leadership/Business

Consulting

Cloud Computing

Policy Advisor to 10 US State

Medical Home Initiatives

Coalition/ Standards

Power7 for Medical Analytics

Workload Optimized Systems

Client Value

Industry Frameworks/

Software

Analytics

R&D

Health Integration Framework/28 Software

Assets

? 2010 International Business Machines Corporation

Health Analytics Solutions Center ? 100

Specialists

600 Patents

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