Sales Presentation March 04

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How to Build A Successful Partnership with
IBM Mainsofts Perspective, Yaacov Cohen
CEO
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Agenda

• Who is Mainsoft?
• What does our partnership with IBM look like?
• Go-To-Market
• Technical Enablement
• Lessons learned from the trenches
• What does it take to build a successful
  partnership with IBM?

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Who Is Mainsoft?

• Founded 1993
• Business Leader in .NET-J2EE
  Interoperability
• Vision Move to Open Systems preserve
  Microsoft investments
• Clients IBM Rational, CA, Accenture, Deutsche
  Bank, European Union, ESRI, Seagate, Siebel, etc
• Awards

Best option for rehosting .NET apps on J2EE
servers
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Mixed .Net-Java Environment
Visual Studio .NET
Eclipse
Development
Production
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Unified Production Model Mainsofts Solution
Visual Studio .NET
Eclipse
Development
IBM WebSphere Software w/.NET extensions
Production
Any OS
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Solution Benefits for IT Customers

• Preserve Microsoft Investments
• Port existing .NET applications to Linux Java,
  without having to rewrite your applications.
• Enable your .NET developers to easily maintain
  applications running on WebSphere, develop
  additional applications cross-platform.
• Extend the value of IBM WebSphere to .NET apps
• .NET components become equal citizens on
  WebSphere Portal, behaving like any native Java
  application
• End-users enjoy a consistent, fully interactive
  experience across .NET and Java applications
• Simplify IT production environment
• Customers can standardize production on WebSphere
  rather than on a complex, mixed environment

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IBM-Mainsoft PartnershipGo-To-Market

• In 2002, Mainsoft decided to develop a solution
  that addresses the .NET-Java divide directly,
  without having to build a complex
  interoperability layer such as a bridge.
• We embraced the open-source model and open
  standards, incl. Java and Linux.
• First release shipped in 2004. Mainsoft began
  working with IBM Global Technology Unit and IBM
  sales teams in NY in early 2005 and we build a
  joint go-to-market strategy.
• IBM GTU introduced Mainsoft to IBM key
  executives Buell Duncan, GM IDR Scott Handy, VP
  WW Linux Bob Guidotti WW Sales WebSphere.

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IBM-Mainsoft PartnershipGo-To-Market 2

• In Q305, Mainsoft enabled IBM to close a 4
  million sale with St. Paul Travelers, a Fortune
  100 insurance company
• In Q405, with the help of the GTU, IBM and
  Mainsoft signed a teaming agreement with a joint
  marketing fund
• In 2006, Mainsoft announced its partnership with
  IBM and promoted success stories
• Mainsoft ported Pacific Edge Softwares IT
  governance solution to J2EE Linux. Customer
  reports saving US 5 million over a
  rewrite.

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IBM-Mainsoft PartnershipThe Portal Opportunity

• Based on meetings with the Portal sales teams and
  the St Paul Travelers deal, Mainsoft made the
  decision to invest 1M in RD into a WebSphere
  Portal edition.
• The market sees WebSphere Portal as the leading
  J2EE portal provider, however, it is missing .NET
  support
• IBM sales reps call Mainsoft to help them beat
  Microsoft and compete more effectively against
  BEA, Microsoft, SAP
• Between June 06 and November 06, Mainsoft
  participated in meetings with 22 portal customers
  and built a strong pipeline 10 portal customers
  are expected to close within six months.

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IBM-Mainsoft PartnershipTechnical Enablement

• Mainsoft optimized its cross-compilation product
  in 2005. Validated software
• In 2006, IBM GTU certified Mainsofts Portal
  edition
• This summer, Mainsoft worked with the IBM Chicago
  Innovation Lab to validate that Above All
  Softwares SOA platform, consisting of 260,000
  lines of C code, delivers equivalent performance
  running on WebSphere software/ Linux as the
  native application performs on .NET.
• IBM improved Java VM to optimize .NET performance
  on WebSphere.

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IBM PartnershipBenefits

• Opportunity to operate within IBM eco-system
• Participated in 17 IBM Portal Live! roadshow
  events with IBM customers in US, Canada, Europe
  and Israel
• Presented joint Web seminars to Portal customers
• Ability to work with IBM sales teams
• IBM has the strongest presence in IT market
  world-wide
• Getting solid prospects from IBM sales reps
• Helping IBM sales teams beat BEA, Microsoft, SAP
• Opportunity to be part of a larger IBM solution
• IT customers wants to buy from large software
  supplier
• Mainsoft adds significant value to IBM WebSphere
  platform .NET support

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Lessons from the trenchesWhat it takes to build
a successful partnership?

• Time money
• It takes about 18 months from the time you first
  engage IBM to achieving the first deal.
• Dedicate resources to develop the IBM
  relationship Business Development, Sales
  Marketing.
• Validate/optimize products on IBM middleware.
• Enroll in IBMs back-end systems to track your
  contributions.

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Lessons from the trenchesWhat it takes to build
a successful partnership? 2

• Clear consistent strategy
• How do you contribute to IBM product portfolio?
  What is your value-add for the customer?
• Prepare concise, persistent communications with
  IBM sales teams how can you help him/her make
  money?
• Communicate your value-add to IBM executives how
  you impact IBMs bottom line?
• IBM GTU makes a difference

• Field Execution
• Focus on the first sale.
• Send your best people to joint customer meetings.
• Bring leads to the IBM sales team.
• Develop your own relationships with IBM
  customers.

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How to Build A Successful Partnership with
IBM Mainsofts Perspective