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Slide 1: Go to market with IBM Driving IBM Business Partner success in the midmarket Empowering growth and market leadership through secure, resilient and efficient technology and business solutions PartnerWorld ® Express Advantage TM ibm.com/partnerworld/smb
Slide 2: Grow profit, simply, with IBM IBM is focused on making the midmarket a win-win for IBM and our Business Partners. By leveraging IBM thought leadership, technology, business solutions, and enablement tools and resources, you can gain a real competitive edge in the midmarket segment you serve. Grow IBM can help you gain new customers and expand your install base. We give you the right offerings for the midmarket, targeting high-opportunity/high-growth solution areas that are of greatest concern to your mid-sized clients. We help you develop solutions that combine IBM Express Advantage TM Profit IBM wants you to capture more profit. We can help you evolve your business model to deliver profitable, differentiated solutions with services. We offer comprehensive financing for your solutions, even for non-IBM products, to help drive win rates as high as 80 percent. And IBM sales incentives allow you to retain as much as 40 percent additional margins. Simply IBM helps you get what you need to go to market, faster and easier. Whether you need technical, marketing or sales support, we provide you easy-to-use tools and resources tailored for IBM Business Partners focused on the midmarket. We’re taking steps to make it even easier to do business with IBM. IBM is much more than a technology vendor. We’re a true partner, standing side-by-side with you, working together to capture and serve the large and growing midmarket opportunity. offerings with your own unique value-add to create high-value offerings for your midmarket customers. And, we facilitate the creation of new opportunities with our US$100 million marketing engine and by helping you find the right Business Partners to team with for growth. “ Pragmatix has gotten a tremendous amount of value out of teaming with IBM in the midmarket. In the first place, it has actually brought us net new opportunities that we would not have found otherwise.” – Bill Abraham, Pragmatix 2
Slide 3: What’s new for Fall 2008 For Fall 2008, IBM is continuing to develop and refine both its Express Advantage midmarket offerings and its rich portfolio of Business Partner enablement tools and resources. IBM product development is proactive, not reactive, to help you stay ahead of the market. We’ve used our unparalleled market intelligence, understanding and insight, driven in part by our third and latest Global CEO Study with its midmarket POV, to target current top-of-mind issues for midmarket executives worldwide. This has enabled us to deliver the offerings they need, when they need them – now – in areas such as IT Security, Business Continuity, IT Optimization, and Maximizing Business Value and Performance. We’ve introduced new and enhanced resources for Business Partner enablement, including compelling new incentive programs for educating yourself about IBM offerings and for co-marketing with IBM. These new resources complement our strong existing incentives for marketing, sales of servers and storage, services and software. We’re making it easier to go to market. We’ve updated our demand-generation tools with new marketing assets for IT Security, Green IT and Collaborate to Innovate solutions. New opportunity management capabilities offer more convenience for updating opportunities, and enable you to obtain information about IBM Global Financing from within an opportunity. IBM is also making it easier to collaborate with other Business Partners, as well as making it easier to interact with IBM itself, through new networking and collaboration resources, such as the Voice of the Business Partner program and Value Net Connections. New for customers are incentive programs like Power Rewards, where customers can earn points towards valuable migration services and other offerings designed to encourage them to adopt new IBM server technology. There’s also a new, complementary Web-based IT Security Assessment and diagnostic tool to help customers identify the security strategies, capabilities and technologies used by companies with best-in-class performance and measure their readiness against those standards. All of these new offerings, tools and resources are available to you through PartnerWorld® Express Advantage – your gateway to midmarket resources from across all of IBM. 3
Slide 4: PartnerWorld Express Advantage – your complete go-to-market toolkit New and notable PartnerWorld Express Advantage resources • Enterprise of the Future Study – The third IBM Global CEO Study features a point-of-view addressing how midmarket businesses must evolve to compete in the future. • IBM Campaign Designer – Flexible assets for IT Security, Power Systems and Green IT coupled with an IBM Express Advantage limited time, co-marketing offer for eligible members of PartnerWorld. • Solutions Builder Express – Updated with a refreshed Solutions Consultant Tool that helps shorten sales cycle and deployment phases by up to 50 percent and reduces solution cost. • IBM Software Assembly Toolkit – Offers a simple and intuitive approach to deploy your application. • Incentive programs – Notable incentive programs include Power Rewards, where customers can earn points for valuable services; the Software Value Incentive program, demonstrating positive sales activity in the midmarket; and Know Your IBM Superhero rewards, for learning about and reporting sales of designated products. Plus a wide variety of incentive programs built around marketing, servers and storage, services and software. • Web Content Syndication – Helps transform your Web site into a powerful sales and marketing tool with free, up-to-date content on the IBM products and services that you sell. • Global Solutions Directory – Enhanced search features to make it easier to locate what you need for your collaborative solution, along with more solution information to increase your visibility. • Built on IBM Express Advantage – Now with over 1,600 BOE solutions worldwide. For a limited time only, includes an additional 100 outbound telemarketing calls at no additional charge (approximate value: US$1,000). • Voice of the Business Partner – An online community where you can connect to IBM and make your voice heard. • Business Partner Value Net Connections – Helps you quickly and accurately identify the most suitable Business Partners to team with. Additional tools worth your notice • IBM Midmarket Software Buying and Selling Guide and Winning in the Midmarket Software case study guide – Refreshed reference works, with value propositions, comparison tables and high-impact case studies. • Education and Certification programs – Resources to increase and capitalize on your knowledge of IBM, including the IBM Business Continuity Specialty accreditation program that gives you access to enhanced PartnerWorld benefits. • Attach Connector – A reference tool designed to super-size your sales by helping you sell more IBM hardware, software and services with each sales opportunity. • Rapid Online Financing – A self-service online tool to provide customers with instant financing quotes, lets them request credit approvals and generates financing contracts. • IBM Flexible Credit Financing – A powerful program designed to provide Resellers incremental lines of credit to purchase technology products and services from their suppliers or distributors, including IBM. • Grow Your Business – Gives you hundreds of cross-selling and up-selling scenarios involving the full range of IBM products, to increase IBM content in your offerings. 4
Slide 5: What’s going on in the midmarket? The midmarket is a shifting landscape, constantly changing in response to new market pressures, customer demands and competitive threats. Not only are there new areas of focus and concern for these customers, but the way they view IT and make decisions about IT spending is changing as well. We’ve learned that midmarket buyers are an increasingly diverse group, focused more and more on strategic business results. Midmarket executives’ overarching strategic concern has long been, and remains, the need to find trusted advisors who understand their industry and have experience implementing the solutions they need. But, the profile of buyers has changed. The influence of non-IT executives in IT project initiation has increased markedly. IBM research shows that projects initiated by non-IT execs increased from 35 percent to 45 percent in 2007, surpassing IT-only initiated projects. During the same period, 20 percent of projects are initiated by both IT and non-IT execs. What this means for you is that you need to market to a new audience in addition to IT executives – line-of-business executives and senior management who are primarily interested in business results. This stands in contrast to IT executives, who tend to focus on optimizing IT processes. This shift in IT buyers and influencers is driven by an increasing reliance by midmarket line-of-business and non-IT, C-level execs on IT to help them achieve their company’s business objectives. Line-of-business execs have a high propensity to initiate workforce effectiveness and go-to-market projects, such as collaboration and CRM. C-level execs are more involved in business and process efficiencies, such as decision support and systems management. Understanding these changes and concerns is the first step to capturing midmarket opportunity. IBM devotes considerable resources to market intelligence and developing thought leadership, in order to gain this understanding. We’ve recently completed the 2008 Global CEO Study (available at ibm.com), which contains a dedicated POV for the midmarket. Executives worldwide have told us what they’re most concerned with, and we’ve listened...and developed new insight that has helped us identify the most important customer needs. Midmarket findings from the study reflect the rise of the information omnivore, global integration and the rise of the socially minded consumer. The research is part of our ongoing efforts to understand midmarket buyers and better align our solutions and coverage strategy to meet their demands. Our market intelligence efforts have shown that, today, there are three, key midmarket customer needs. These focus areas have driven our new product introductions and refreshes for Fall 2008: • Security and Business Continuity • IT Optimization • Maximized Business Performance and Value 5
Slide 6: Solution focus areas for Fall 2008 “ The Express Managed Security Services offering enabled us to effectively solve our spam problem without having to invest in hardware or software.” – SUMA IBM is making a number of product and services announcements that focus on critical midmarket customer needs: Security and Business Continuity, IT Optimization, and Maximized Business Performance and Value. Customer need: Security and Business Continuity Why this matters • SMBs spend almost twice as much of their IT budgets on security as large enterprises (5 percent to 10 percent vs. 3 percent to 6 percent for large enterprises). They are concerned with data security, business continuity and application security. • For the first time, Protecting Business Assets has surpassed IT Optimization in importance. • Protecting Business Assets drives control and visibility of business process and information for protection against, and efficient response to, regulatory standards, security threats and catastrophic events. Customer capability requirements • Protects IT investment and productivity from Web-based threats • Provides the ability to monitor and meet regulatory compliance requirements New and refreshed IT Security and Business Continuity offerings • NEW IBM Rational AppScan Express Edition: Helps smaller organizations meet security compliance requirements and identify Web application vulnerabilities to mitigate the risk of a security breach. For organizations that have experienced a security breach, it minimizes their risk of a future breach and helps demonstrate that they are serious about addressing the problem, while ensuring compliance with regulatory and corporate requirements. • IBM Threat Mitigation Services – Network Protection – Express Multi-Function Security Bundle: Provides comprehensive preemptive security in a single appliance, and at a single price. • IBM Threat Mitigation Services – Network Protection – Express Managed Multi-Function Security Bundle: Provides managed, preemptive security for any business looking to outsource its security management, or for businesses with limited IT resources. • Secure IT infrastructure to prevent breaches • Integrate security and IT systems to manage the risks of new Web applications; monitor and act on security exposures • Find resources, knowledge, time and expertise needed to build a sound information security program • NEW IBM Threat Mitigation Services – Security Enablement and Vulnerability Management – Express PCI Assessments: Provides remotely delivered network vulnerability scans to satisfy Payment Card Industry (PCI) Data Security Standard (DSS) quarterly network scan assessment requirements. IBM is the only company that can provide hardware and software products and services for each of the 12 PCI requirements. • Meet compliance standards fully and consistently Value to the customer • Prevents security problems before they occur in an affordable and comprehensive way • Enables business growth by ensuring customers confidential and financial information is protected • Lowers operational costs by reducing the amount of time it takes to manage and monitor IT security 6
Slide 7: • IBM Threat Mitigation Services – Endpoint System Protection – Express Managed Protection Services for Server: A turnkey solution of managed security services and IBM Proventia Server IPS/IBM RealSecure Server ® ® • IBM Threat Mitigation Services application security – Express Managed Web Security • IBM Threat Mitigation Services – endpoint protection – Express managed protection services for server Sensor that safeguards servers and helps customers meet regulatory compliance. • IBM Threat Mitigation Services – security enablement – Express penetration testing services Software • IBM Data Security Services – Messaging Security – Express Managed e-Mail Security: Designed to act as a client’s first line of defense by scanning e-mail and eliminating threats before they reach the network. The solution is fully hosted by IBM and requires no hardware or software installation at client sites. Additional IBM midmarket Business Continuity offerings Services • IBM Tivoli Monitoring Express • IBM Tivoli Identity Manager Express ® • IBM Threat Mitigation Services – Application Security – Express Managed Web Security: Designed to help clients protect their data from unintentional exposure resulting from malware, identity theft and phishing scams. • IBM Disaster Recovery Services for data center recovery – Recovery Express • IBM Threat Mitigation Services – Security Enablement And Vulnerability Management – Express Penetration Testing Services: Demonstrates, via real world exploitation scenarios in which IBM Professional Security Services consultants attempt to penetrate network perimeter defenses, how attackers can significantly impact your business. Additional IBM midmarket Security offerings Services • IBM Information Protection Services – data retention and archival – e-mail management express • IBM Information Protection Services – remote data protection express Hardware • IBM Express Vulnerability Assessment • IBM Information Protection Services – data retention and archival – e-mail management express • IBM BladeCenter Express Offerings (HS, JS & LS) • IBM Power 520 Express • IBM Power 550 Express • IBM System Storage Offerings • IBM System x Express Models ® TM TM Software • IBM Data Security Services for messaging security – Express managed e-mail Security • IBM DB2 Express Edition • IBM Informix Dynamic Server Express Edition • IBM Tivoli Monitoring Express • IBM Tivoli Storage Manager FastBack ® ® 7
Slide 8: Customer need: IT Optimization Why this matters • As the business climate becomes more challenging, mid-sized organizations are responding with increasingly sophisticated business and technology requirements, but have fewer resources to integrate technology into their operations. • The midmarket (100-999 employees) is forecasted to be a US$250 billion IT opportunity in 2008 with a 4.9 percent annual growth rate, and small businesses (<100 employees) are a US$280 billion opportunity with a 5 percent growth rate. Both of these rates outpace growth in large enterprises, forecasted to be at 3.4 percent. Customer capability requirements • Simplification of IT management and resource allocation • Use of open standards to improve business outcomes and ensure long-term viability • Reduce costs while maintaining high security, business continuity, availability and resiliency • Rapid response to changing priorities • Ease of integration of new applications Value to the customer • IT solutions that are built on an open architecture that optimizes computing resources, simplifies and automates the management of resources, applications, IT processes and services while reducing costs and complexity • Virtualization capabilities to reduce the number and types of servers, storage and network equipment resulting in more efficient allocation of computing capacity • Speeds implementation and integration of new resources • Reduces complexity of the IT environment New and refreshed IT Optimization offerings • NEW IBM Power 560 Express: Delivers the performance and scalability to run applications faster, and the virtualization and availability features needed to consolidate workloads to be more efficient and reduce infrastructure costs. • NEW IBM BladeCenter LS22 & LS42 Express: Provides a fully integrated hardware platform with powerful processing capacity in an energy-efficient design. • NEW IBM System Storage TS2900 Tape Autoloader Express: The latest generation LTO tape drive in an HH factor capable of data encryption; the first entry automation solution designed for small- to midmarket tape environments. • NEW IBM System Storage 7214 Tape & DVD Enclosure Express: For owners of an IBM Power SystemTM who need backup/restore tape or DVD storage, increased tape capacity, LTO or DAT tape technology or data encryption. • IBM WebSphere ® Application Server Express V7: An affordable, ready-to-go solution for developing, running and managing dynamic Web sites and applications. 8
Slide 9: Additional IBM midmarket IT Optimization offerings Services Additional IBM midmarket Information Management offerings Services • IBM Express IT Strategy Assessment protection express Hardware • IBM Express Web Effectiveness Assessment • IBM Information Protection Services – remote data • IBM Express Implementation Services for storage consolidation Hardware • IBM BladeCenter Business Express • i Edition Express for the BladeCenter S • IBM Power 520 Express • IBM Power 550 Express Software • IBM BladeCenter Express Offerings (HS, JS & LS) • IBM Power 520 Express • IBM Power 550 Express • IBM System Storage Express Offerings • IBM System x Express Models Software • IBM Informix Dynamic Server Express Edition • IBM Rational Build Forge Express Edition • IBM Tivoli Monitoring Express • IBM Tivoli Provisioning Manager Express • IBM WebSphere Portal Express ® ® • IBM DB2 Express Edition • IBM Informix Dynamic Server Express Edition • IBM Tivoli Storage Manager FastBack • Cognos TM1 Midmarket Edition • Cognos BI Midmarket Reporting Packages “ With WebSphere Application Server, we can keep using our RPG applications while reducing transaction costs and improving customer service through automated, Web-based systems.” – Paul Jarrett, Aon Warranty Group, U.K. 9
Slide 10: “ With the IBM SAP All-in-One Solution, we can take advantage of the same tools that larger companies use, helping us to make the most of our potential for growth and profitability.” –Mary Alice Betts, IC Intracom Customer need: Maximized Business Performance and Value Why this matters • Workforce effectiveness and go-to-market effectiveness have consistently been the top two market drivers in the midmarket • The desired business value for Workforce effectiveness is to improve employee productivity and satisfaction through collaboration, content management and mobile access. • The desired business value to be derived from go-to-market effectiveness is increasing revenues and profit margins with more efficient management of customer-related information and processes. • In 2008, nearly a quarter of SMBs plan to spend on Enterprise Resource Planning (ERP) and Customer Relationship Management (CRM) applications. Customer capability requirements • Align IT better with the needs of the business • Improve access to information at the right time, in a variety of contexts • Reduce errors, cost and time related to cumbersome manual processes • Connect and integrate information and data securely across multiple stakeholders Value to the customer • Dynamic, cost-effective information infrastructure that leverages current investments, boosts collaboration and drives more value from information. • Access to the right information, at the right time, in context • Enables communication, collaboration and information sharing with key individuals, groups or departments using familiar formats and methods • Increases productivity and employee communications by providing an easier, faster, security-rich and cost-effective way to access resources and information New and refreshed Business Solutions and Collaboration offerings • NEW IBM Rational Quality Manager Express Edition: Provides a collaborative, customizable environment for test planning, construction, deployment and execution; workflow control; and quantifiable metrics for project tracking and decisionmaking to ensure that the business objectives and outcomes of the release have been met. • NEW IBM SAP Engineering Construction & Operations Solution, a qualified SAP Business All-in-One Solution: Provides the collective industry experience of IBM Global Business Services and SAP’s successful business suite – right out of the box. • NEW IBM SAP Consumer Products Solution, a qualified SAP Business All-in-One Solution: This pre-configured solution addresses the manufacturing and distribution needs of clients in the Consumer Products industry. 10
Slide 11: Additional IBM midmarket Business Solution offerings Additional IBM midmarket Collaboration offerings Hardware • Qualified SAP All-in-One solutions: • IBM Express Chemical Solution • IBM Express Fabrication and Assembly Solution • IBM Express Life Sciences Solution • IBM Express Supply Chain Solution • IBM Express Wholesale Distribution Solution • IBM Food and Beverage Express Services Solution • IBM Express Fashion and Apparel Solution for Lawson M3 • IBM Express Food and Beverage Solution for Lawson M3 • IBM Express Food and Beverage Solution for Oracle's JD Edwards EnterpriseOne • IBM BladeCenter Express Offerings (HS, JS & LS) • IBM Power 520 Express • IBM Power 550 Express • IBM System x Express Models Software • IBM Express Industrial Manufacturing Solution for Oracle E-Business Suite • IBM Express Services for Inventory Management • IBM Express Spend Management Solution • IBM Express Supply Chain Diagnostic Solution • Lotus Complete Collaboration Express Starter Pack • Lotus Complete Messaging Express Starter Pack • IBM Rational Team Concert Express Edition • IBM WebSphere Portal Express • IBM Lotus Sametime Unyte Meeting • IBM Lotus Foundations ® ® ® 11
Slide 12: Financing that helps close deals In a time of economic uncertainty and tight cash flows, the ability to afford new purchases is highly dependent on ready access to credit at attractive rates and on good terms. IBM Global Financing (IGF) is well positioned to address this important requirement and help you close the deal. IGF is the world’s largest financier, with an asset base of nearly US$34 billion, and 125,000 customers in more than 50 countries. In 2006, IGF made US$42.3 billion available to clients and Business Partners. It is also expanding as a key tool worldwide: Rapid Online Financing is deployed in 32 countries and 17 languages, with nearly 3,500 IBM Business Partners actively participating. IBM Financing Advantage is designed to help you capture the high-growth, midmarket opportunity with accessible, simple processes and complete financing options. You can leverage financing to close more business and gain better margins, and attractive IBM financing options can increase your chances of closing the deal. IBM analysis shows that the odds of a successful sale increase by 36 percent when IBM financing is included in Business Partner opportunities larger than US$100,000. For opportunities in excess of US$8 million, the chances more than double. IBM Global Financing has developed a broad portfolio of programs and tools to assist you in navigating the different phases of the IT lifecycle, from planning to disposal: • Fast and simple financing: Rapid Online Financing simplifies and accelerates the finance process, delivering credit, price and contract in less than one hour. • Complete solutions for IBM and non-IBM purchases: IBM offers client financing for hardware, software and services on transactions as small as US$1,000. Also, the IBM Flexible Credit for Resellers program helps make it much easier to include IBM content in your solutions. • Simplifies budgeting and planning: Combine IBM hardware, software, services and other non-IBM products in a single contract with a single monthly payment. • Enhanced software and services financing: Unlike many other vendors, IBM does not require hardware content in most instances. • IBM Express Asset Recovery Solutions: A safe, secure and environmentally compliant way to dispose of your clients’ old equipment. • Sale and Lease Back: Helps clients solve liquidity issues while still meeting business goals. 12
Slide 13: Going to market with IBM Express Advantage High-value, targeted offerings, Business Partner enablement tools and compelling financing are all important to your midmarket success, but they’re only part of the picture. A winning strategy also has to include something more: teamwork. IBM recognized the value of working together with our Business Partners to capture the midmarket opportunity years ago, and made them the centerpiece of our go-to-market strategy for this vital market segment. To help turn this strategy into reality, we created IBM Express Advantage, an end-toend platform of specially designed offerings, Business Partner enablement and direct customer interaction, designed to drive growth and profit for Business Partners and IBM alike. IBM Express Advantage is rich, ever-changing and varied, but it comes down to a simple idea – working together to deliver innovation to customers worldwide. Everything we’ve done with Express Advantage is based on this idea, whether it’s solution development and marketing assistance through Built on Express, marketing investments that increase your visibility, the Concierge service that drives customers to you or Value Net Connections that help you find others to collaborate with. It’s all about teamwork. Together, we can offer a value proposition that neither of us could alone. The depth, global reach, expertise and industryleading technology of IBM, combined with the local presence and knowledge, and unique value add of thousands of Business Partners, make an unbeatable combination. And it’s IBM Express Advantage that makes it possible. 13
Slide 14: IBM is the differentiator The midmarket segment that you serve is a challenging, highly competitive environment, with customers that are under constant pressure to do more with less, buffeted by economic uncertainty and the forces of globalization and market dynamics. Understanding current and future midmarket realities, and being able to target your offerings to meet the real needs of your customers, is essential to gaining and maintaining an edge in the marketplace. You need to differentiate your company and position yourself as a thought leader, trusted advisor and technology partner that can deliver the right solutions at the right time. IBM can be the source of that differentiation. We provide industry-leading technology and services, but we’re more than just a technology provider. We’re here to stand beside you and support you as you go to market, with marketing, financing, demand generation, incentives, education and much more, all accessible to you through PartnerWorld Express Advantage. IBM is the only technology provider that combines offerings and services formulated specifically for the midmarket – deep insight, understanding and market intelligence, comprehensive partner enablement, marketing support and direct customer interaction. Our goal is to help you grow profit, simply, by giving you what you need to win. “ PartnerWorld Express Advantage allows MESA Technology’s developers to go in and find the tools that they need to develop the solutions that we provide.” – Bernie Leung, MESA Technology 14
Slide 15: Get started with IBM PartnerWorld Express Advantage today IBM Express Advantage offerings, along with the extensive and robust sales support and midmarket initiatives that IBM offers through PartnerWorld Express Advantage, are a powerful combination that can help you tap into the lucrative midmarket opportunity. Visit PartnerWorld Express Advantage to learn how to: • Build, promote and sell high-value, differentiated solutions with Built on Express • Leverage new infrastructure and industry insights to better understand your new opportunities in the midmarket • Use new sales plays based on critical customer needs • Participate in Value Nets and team with other Business Partners, ISVs and RSIs to enter new solution areas • Leverage the IBM Marketing Center and Campaign Designer to generate demand and control your in-house marketing costs • Read how other Business Partners are succeeding with IBM in the Midmarket Software Buying & Selling Guide and the Winning In Midmarket Software Case Study Guide • Enhance your industry and business skills with the many educational and certification programs available through PartnerWorld, including Industry Insights, Value Nets and Sales Plays • Offer your customers IBM financing options to defer upfront investment costs and conserve cash for higheryielding investments Get started! To learn more about IBM Partner World Express Advantage go to: ibm.com/partnerworld/smb 15
Slide 16: © Copyright IBM Corporation 2008 IBM Corporation 1 New Orchard Rd. Armonk, NY 10504 U.S.A. Produced in the United States of America 9-08 All Rights Reserved IBM, the IBM logo and ibm.com, BladeCenter, Build Forge, DB2, Express Advantage, Informix, Lotus, PartnerWorld, Power System, Proventia, Rational, RealSecure, Sametime, System Storage, System x, Tivoli, Unyte and WebSphere are trademarks or registered trademarks of International Business Machines Corporation in the United States, other countries, or both. These and other IBM trademarked terms are marked on their first occurrence in this information with the appropriate symbol (® or TM), indicating U.S. registered or common law trademarks owned by IBM at the time this information was published. Such trademarks may also be registered or common law trademarks in other countries. A current list of IBM trademarks is available on the Web at ibm.com/legal/copytrade.shtml Other company, product, or service names may be trademarks or service marks of others. References in this publication to IBM products, programs, or services do not imply that IBM intends to make them available to all countries in which IBM operates. G000-0000-00