IBM 1Q 2018 Earnings

April 17, 2018

ibm.com/investor
Forward Looking Statements and Non-GAAP Information 2

Certain comments made in this presentation may be In an effort to provide additional and useful information
characterized as forward looking under the Private regarding the company’s financial results and other
Securities Litigation Reform Act of 1995. Forward-looking financial information as determined by generally accepted
statements are based on the company’s current accounting principles (GAAP), the company also
assumptions regarding future business and financial discusses, in its earnings press release and earnings
performance. Those statements by their nature address presentation materials, certain non-GAAP information
matters that are uncertain to different degrees. Those including “operating earnings” and other “operating”
statements involve a number of factors that could cause financial measures. The rationale for management’s use
actual results to differ materially. Additional information of this non-GAAP information is included as Exhibit 99.2 to
concerning these factors is contained in the Company’s the company’s Form 8-K submitted to the SEC on April 17,
filings with the SEC. Copies are available from the SEC, 2018. The reconciliation of non-GAAP information to
from the IBM web site, or from IBM Investor Relations. GAAP is included on the slides entitled “Non-GAAP
Any forward-looking statement made during this Supplemental Materials” in this presentation. For other
presentation speaks only as of the date on which it is related information please visit the Company’s investor
made. The company assumes no obligation to update or relations web site at:
revise any forward-looking statements. These charts and
http://www.ibm.com/investor/events/earnings/1q18.html
the associated remarks and comments are integrally
related, and are intended to be presented and understood
together.
Overview 3

1Q18 $19.1B $2.45 $13.3B

Revenue Operating EPS Free Cash Flow
Last 12 Months

 Revenue up 5% yr/yr; nominal revenue growth at constant currency

− Strategic imperatives revenue up 15% yr/yr (10% @CC), led by cloud and security
− Over last twelve months strategic imperatives revenue of $37.7B; cloud revenue of $17.7B, up 22%

 Gross margin reflects broad-based improvement in yr/yr performance vs. 4Q17

 Operating earnings per share growth, driven by revenue performance and operating leverage

 Results include actions to continue to reposition the business and tax discrete items
− Yr/yr headwind to profit and earnings per share growth

 Maintaining full-year expectations for operating earnings per share and free cash flow
Operating Earnings per Share Drivers – 1Q17 to 1Q18 4

0.05 (0.05)
0.04 (0.02)
0.10 2.45

2.35 Operating Leverage

(Excluding significant items*)

1Q17 Revenue Growth Pre-Tax Annual Shares Significant 1Q18

@Actual Margin Tax Rate Items
(Expansion) (Headwind) (Headwind)
B/(W) EPS
Underlying Dynamics: Significant Items* 1Q18 Yr/Yr Yr/Yr
• Nominal revenue growth @CC Actions to continue to
reposition business (pre-tax) ($613M) ($446M) ($0.41)
• Gross margin trajectory improving
• Operating PTI margin expansion Discrete tax benefits (tax) $810M $315M $0.35
• High-single digit operating EPS growth

Sum of the components may not add due to the use of rounded numbers
Key Financial Metrics 5

B/(W) Yr/Yr Impact of Last 12

P&L Highlights 1Q18 Yr/Yr Significant Items Cash Highlights 1Q18 Months
Revenue $19.1 Flat Free Cash Flow
$1.3 $13.3
(excl. GF Receivables)
Expense - Operating $6.6 (9%) (6 pts)
Share Repurchase (Gross) $0.8 $3.8
PTI - Operating $1.7 (14%) (21 pts)
Dividends $1.4 $5.6
NI - Operating $2.3 2% (4 pts)
Cash Balance @ March 31 $13.2
EPS - Operating $2.45 4% (4 pts)

P&L Ratios (Operating)

• P&L metrics impacted by significant items
GP Margin 43.7% (0.7 pts) (0.4 pts)
• Gross margin yr/yr trajectory improved, driven by mix
Expense E/R 34.6% (1.4 pts) (1.9 pts) and productivity led by services
PTI Margin 9.1% (2.1 pts) (2.3 pts) • Expense yr/yr increase driven by currency and actions
to continue to reposition the business
Tax Rate (30.5%) 21.1 pts 22.2 pts
• Tax rate in the quarter reflects 16% underlying annual rate
NI Margin 11.9% (0.3 pts) (0.4 pts)

Revenue growth rates @CC, $ in billions except for EPS

Yr/Yr Impact of Significant Items included in B/(W) Yr/Yr
Cognitive Solutions Segment 6

Yr/Yr Impact of
Segment Results 1Q18 Yr/Yr Significant Items Segment Revenue Elements
Revenue (External) $4.3 2%
PTI $1.3 5% (7 pts) Solutions
Software
PTI Margin 26.2% (0.3 pts) (1.8 pts) +2% Yr/Yr Transaction
Processing
Software
+1% Yr/Yr

Highlights Strategic Imperatives Revenue

1Q18 Yr/Yr
• Solutions Software growth led by analytics and security within Cognitive Solutions
Strategic Imperatives $2.8 2%
• Transaction Processing Software growth reflects
clients’ long-term commitment to our platform Cloud $0.6 4%
• Margin reflects strong transactional performance, as-a-Service annual run rate $2.0
mitigated by mix and investment

Revenue growth rates @CC, $ in billions except for EPS

Yr/Yr Impact of Significant Items included in Yr/Yr
Global Business Services Segment 7

Yr/Yr Impact of
Segment Results 1Q18 Yr/Yr Significant Items Segment Revenue Elements
Consulting
Revenue (External) $4.2 (1%)
Flat Yr/Yr
Gross Margin (External) 23.3% (0.1 pts) Application
Management
Global Process
PTI $0.1 (49%) (30 pts) (2%) Yr/Yr
Services
(6%) Yr/Yr
PTI Margin 3.4% (3.5 pts) (1.9 pts)

Highlights Strategic Imperatives Revenue

1Q18 Yr/Yr
within Global Business Services
• Modest improvement in yr/yr revenue performance
compared to 4Q17 Strategic Imperatives $2.5 6%
• Third consecutive quarter of growth in Consulting, Cloud $1.0 12%
driven by digital offerings as-a-Service annual run rate $1.2
• Gross margin yr/yr performance improved 2 pts
from 4Q17, driven by productivity and revenue mix

Revenue growth rates @CC, $ in billions except for EPS

Yr/Yr Impact of Significant Items included in Yr/Yr
Technology Services and Cloud Platforms Segment 8

Yr/Yr Impact of
Segment Results 1Q18 Yr/Yr Significant Items Segment Revenue Elements
Infrastructure
Revenue (External) $8.6 (1%) Services
Flat Yr/Yr
Gross Margin (External) 38.2% (0.6 pts)
Integration
PTI $0.4 (35%) (28 pts) Technical
Software
Support Services
PTI Margin 5.0% (3.1 pts) (2.0 pts) +1% Yr/Yr
(4%) Yr/Yr

Highlights Strategic Imperatives Revenue

1Q18 Yr/Yr
• Double-digit growth in Infrastructure Services signings, within Technology Svcs & Cloud Platforms
driven by cloud Strategic Imperatives $3.0 19%
• Three point improvement in yr/yr revenue performance Cloud $2.1 20%
compared to 4Q17
as-a-Service annual run rate $7.4
• Gross margin yr/yr performance improved 1.4 pts from
4Q17, reflects productivity and scaling

Revenue growth rates @CC, $ in billions except for EPS

Yr/Yr Impact of Significant Items included in Yr/Yr
Systems Segment 9

Yr/Yr Impact of
Segment Results 1Q18 Yr/Yr Significant Items Segment Revenue Elements
Revenue (External) $1.5 4%
Systems
Gross Margin (External) 43.7% (3.8 pts) (4.9 pts) Hardware Operating
+6% Yr/Yr Systems
PTI ($0.2) (8%) (53 pts)
Software
PTI Margin (12.3%) (0.2 pts) (5.3 pts) (1%) Yr/Yr

Highlights Strategic Imperatives Revenue

1Q18 Yr/Yr
within Systems
• Strong IBM Z performance driven by z14, new workloads
growing faster than traditional MIPS Strategic Imperatives $0.7 24%

• Power grew for second consecutive quarter Cloud $0.5 12%

• Storage declined after four consecutive quarters of growth
• Margin dynamics reflect improving mix, mitigated by
impact of significant items

Revenue growth rates @CC, $ in billions except for EPS

Yr/Yr Impact of Significant Items included in Yr/Yr
Cash Flow and Balance Sheet Highlights 10

Last 12
Cash Flow 1Q18 Yr/Yr Months Balance Sheet Mar 18 Dec 17 Mar 17
Net Cash from Operations* $2.2 $0.3 $16.6 Cash & Marketable Securities*** $13.2 $12.8 $10.9
Free Cash Flow* $1.3 $0.3 $13.3
Total Debt $46.4 $46.8 $42.8
Selected Uses of Cash Global Financing Debt $31.7 $31.4 $28.5
Net Capital Expenditures $0.9 $3.4 Global Financing Leverage 9.0 9.0 9.0
Acquisitions $0.1 $0.5 Non-GF Debt $14.7 $15.4 $14.3
Dividends/Share Repurchase $2.2 $9.4

• Free cash flow reflects solid working capital performance, • Positioned to support business over the longer term
mitigated by higher cash taxes and capex
• Free cash flow realization ~120%** over last 12 months

$ in billions
*Excludes Global Financing receivables
**Adjusted for the charges associated with enactment of U.S. tax reform
***Reflects adoption of the FASB guidance on restricted cash, Dec 17 and Mar 17 recast
Summary 11

● Differentiated value proposition is driven by innovative technologies,

industry expertise, trust and security, delivered through an integrated model

● Revenue up yr/yr, with improved trajectory across several areas

● Gross margin reflects broad-based improvement in yr/yr performance vs. 4Q17

● Continued to invest at a high level while driving productivity in spend base

● Maintaining full-year expectations of at least $13.80 of operating EPS and

$12 billon of free cash flow
 12

ibm.com/investor
Supplemental Materials 13

• Currency – Impact on Revenue Growth

• Strategic Imperatives Revenue
• Geographic Revenue
• Segment Revenue & Gross Profit
• Additional Revenue & Backlog Information
• Expense Summary
• Balance Sheet Summary
• Cash Flow Summary
• Cash Flow (ASC 230)
• Non-GAAP Supplemental Materials

Some columns and rows in these materials, including the supplemental exhibits, may not add due to rounding
Currency – Impact on Revenue Growth 14

4/16/18
Quarterly Averages per US $ 1Q18 Yr/Yr Spot 2Q18 3Q18 4Q18 FY18
Euro 0.81 13% 0.81 11% 5% 5% 9%
Pound 0.72 11% 0.70 11% 9% 7% 9%
Yen 108 5% 107 3% 3% 5% 4%

Revenue Impact, Future @ 4/16/18 Spot 5.0 pts 4 pts ~2 pts ~2 pts ~3 pts
with FX movements @ 1Std Deviation +/- 2 pts +/- 3 pts +/- 4 pts +/- 2pts
IBM Revenue Impact @
~4 pts ~2 pts 1-2 pts ~3 pts
5 Yr Historical Average FX

US$B Yr/Yr
Revenue As Reported $19.1 5.1%
Currency Impact $0.9 5.0 pts
Revenue @ CC $18.2 Flat

Supplemental Materials
Strategic Imperatives Revenue 15

Strategic Imperatives Revenue 1Q18 Yr/Yr • Strategic Imperatives revenue of $37.7B

Total $9.0 10% over last 12 months, 47% of IBM revenue

Analytics $4.8 4% • Cloud revenue of $17.7B over last 12 months,

Cloud $4.2 14% up 22% at actual rates, 22% of IBM revenue

aaS annual run rate $10.7 20% • Double-digit growth in 1Q18, led by strong
Mobile $1.2 14% as-a-Service performance

Security $0.8 60%

Social $0.2 (22%)

Revenue growth rates @CC, $ in billions

Overlap in Strategic Imperatives revenue primarily reflects solutions delivered via cloud
Supplemental Materials
Geographic Revenue 16

Geography Revenue 1Q18 Yr/Yr • Americas reflects growth in Canada and

Latin America, decline in US (-2%)
Americas $8.7 Flat
Europe/ME/Africa $6.2 1% • E/ME/A up 1% led by growth in France, Spain and
Middle East/Africa; UK, Germany improving though
Asia Pacific $4.2 Flat still declined

• Asia Pacific improved yr/yr performance from 4Q17,

Japan modest decline (-1%)

Revenue growth rates @CC, $ in billions

Supplemental Materials
Segment Revenue & Gross Profit 17

1Q18 1Q18
Segment Revenue & Gross Profit Metrics - 1Q18 Revenue Yr/Yr GP% Yr/Yr
Cognitive Solutions $4.3 2% 76.3% (1.0) pts
Solutions Software $3.0 2%
Transaction Processing Software $1.3 1%
Global Business Services $4.2 (1%) 23.3% (0.1) pts
Consulting $1.9 Flat
Global Process Services $0.3 (6%)
Application Management $2.0 (2%)
Technology Services & Cloud Platforms $8.6 (1%) 38.2% (0.6) pts
Global Technology Services $7.6 (1%) 32.6% (0.8) pts
Infrastructure Services $5.8 Flat
Technical Support Services $1.8 (4%)
Integration Software $1.0 1% 80.0% 0.7 pts
Systems $1.5 4% 43.7% (3.8) pts
Systems Hardware $1.1 6% 28.5% (3.4) pts
Operating Systems Software $0.4 (1%) 84.3% (2.6) pts
Global Financing $0.4 (4%) 34.4% 2.6 pts

Revenue growth rates @CC, $ in billions

Supplemental Materials
Additional Revenue & Backlog Information 18

1Q18 Yr/Yr 1Q18 Yr/Yr

Systems Hardware Revenue $1.1 6% Signings $9.3 10%
IBM Z 54% Services Backlog $121 (2%)
Power 3% Backlog Yr/Yr@Actual 4%
Storage (15%)

Growth rates @CC, $ in billions, Services Backlog calculated using March 31 currency spot rates
Supplemental Materials
Expense Summary 19

B/(W)
Expense Metrics 1Q18 Yr/Yr Currency Acq.* Base**
SG&A – Operating $5.3 (9%) (4 pts) 0 pts (5 pts)
RD&E – Operating $1.4 5% (2 pts) 0 pts 8 pts
IP and Custom Development Income ($0.3) (29%)
Other (Income)/Expense $0.0 NM
Interest Expense $0.2 (22%)
Operating Expense & Other Income $6.6 (9%) (5 pts) 0 pts (5 pts)
Yr/Yr Impact of Significant Items (6 pts)

• Expense yr/yr increase driven by currency, higher level workforce transformation charge (up ~$375M yr/yr) and
lower level of IP income (down ~ $130M yr/yr)

$ in billions
*includes acquisitions made in the last twelve months, net of non-operating acquisition-related charges
**represents the percentage change after excluding the impact of currency and acquisitions
Supplemental Materials
Balance Sheet Summary 20

Mar 18 Dec 17 Mar 17

Cash & Marketable Securities* $13.2 $12.8 $10.9
Non-GF Assets*, ** $75.6 $74.2 $74.6
Global Financing Assets* $36.6 $38.3 $32.0
Total Assets $125.3 $125.4 $117.5

Other Liabilities $60.6 $60.8 $56.3

Non-GF Debt** $14.7 $15.4 $14.3
Global Financing Debt $31.7 $31.4 $28.5
Total Debt $46.4 $46.8 $42.8
Total Liabilities $107.0 $107.6 $99.0
Equity $18.3 $17.7 $18.4

Global Financing Leverage 9.0 9.0 9.0

$ in billions
*Reflects adoption of the FASB guidance on restricted cash, Dec 17 and Mar 17 recast
**includes eliminations of inter-company activity
Supplemental Materials
Cash Flow Summary 21

B/(W)
1Q18 Yr/Yr FY17
Net Cash from Operations $4.6 $0.6 $16.7
Less: Global Financing Receivables $2.4 $0.3 $0.4
Net Cash from Operations (excluding GF Receivables) $2.2 $0.3 $16.3
Net Capital Expenditures ($0.9) ($0.1) ($3.3)
Free Cash Flow (excluding GF Receivables) $1.3 $0.3 $13.0
Acquisitions ($0.1) $0.0 ($0.5)
Divestitures $0.0 $0.0 ($0.2)
Dividends ($1.4) ($0.1) ($5.5)
Share Repurchases (Gross) ($0.8) $0.5 ($4.3)
Non-GF Debt ($0.5) ($0.8) $1.1
Other (includes GF Net A/R & GF Debt)* $1.7 ($1.8) $0.6
Change in Cash & Marketable Securities* $0.3 ($1.8) $4.1

$ in billions
*Reflects adoption of the FASB guidance on restricted cash, FY17 recast
Supplemental Materials
 Cash Flow (ASC 230) 22

1Q18 1Q17
Net Income from Operations $1.7 $1.8
Depreciation / Amortization of Intangibles $1.1 $1.1
Stock-based Compensation $0.1 $0.1
Working Capital / Other ($0.7) ($1.1)
Global Financing A/R $2.4 $2.0
Net Cash provided by Operating Activities $4.6 $4.0
Capital Expenditures, net of payments & proceeds ($0.9) ($0.8)
Divestitures, net of cash transferred $0.0 ($0.0)
Acquisitions, net of cash acquired ($0.1) ($0.1)
Marketable Securities / Other Investments, net* ($0.8) $1.2
Net Cash used in Investing Activities* ($1.8) $0.3
Debt, net of payments & proceeds ($0.7) $0.5
Dividends ($1.4) ($1.3)
Common Stock Repurchases ($0.8) ($1.3)
Common Stock Transactions - Other ($0.0) $0.0
Net Cash used in Financing Activities ($2.9) ($2.1)
Effect of Exchange Rate changes on Cash $0.1 $0.1
Net Change in Cash & Cash Equivalents* $0.0 $2.2
$ in billions
*Reflects adoption of the FASB guidance on restricted cash, 1Q17 recast
Supplemental Materials
Non-GAAP Supplemental Materials 23

Reconciliation of Operating Earnings Per Share

2018
Expectations
GAAP Diluted EPS at least $11.58
Operating EPS (Non-GAAP) at least $13.80

Adjustments
Acquisition-Related Charges* $0.78
Non-Operating Retirement-Related Items $1.32
Tax Reform One-time Charge Adjustment $0.12

*Includes acquisitions as of March 31, 2018

The above reconciles the Non-GAAP financial information contained in the “Summary” discussions in the company’s earnings presentation. See
Exhibit 99.2 included in the Company’s Form 8-K dated April 17, 2018 for additional information on the use of these Non-GAAP financial
measures.
Supplemental Materials
Non-GAAP Supplemental Materials 24

Reconciliation of Revenue Growth - 1Q 2018

1Q18 Yr/Yr
GAAP @CC
Americas Flat Flat
Europe/ME/Africa 14% 1%
Asia Pacific 5% Flat
U.S. (2%) (2%)
Japan 4% (1%)
UK 10% (2%)
Germany 12% (3%)

The above reconciles the Non-GAAP financial information contained in the “Geographic Revenue” discussion in the company’s earnings presentation. See
Exhibit 99.2 included in the Company’s Form 8-K dated April 17, 2018 for additional information on the use of these Non-GAAP financial measures.

Supplemental Materials
Non-GAAP Supplemental Materials 25

Reconciliation of Revenue Growth - 1Q 2018

1Q18 Yr/Yr
GAAP @CC
Strategic Imperatives 15% 10%
Analytics 9% 4%
Cloud 20% 14%
aaS annual run rate 25% 20%
Mobile 19% 14%
Security 65% 60%
Social (18%) (22%)

The above reconciles the Non-GAAP financial information contained in the “Strategic Imperatives Revenue” discussion in the company’s earnings
presentation. See Exhibit 99.2 included in the Company’s Form 8-K dated April 17, 2018 for additional information on the use of these Non-GAAP
financial measures.

Supplemental Materials
Non-GAAP Supplemental Materials 26

Reconciliation of Revenue Growth - 1Q 2018

1Q18 Yr/Yr 1Q18 Yr/Yr
GAAP @CC GAAP @CC
Cognitive Solutions 6% 2% Tech Svcs & Cloud Platforms 5% (1%)
Solutions Software 6% 2% Global Technology Services 5% (1%)
Transaction Processing Software 6% 1% Infrastructure Services 6% Flat
Strategic Imperatives 6% 2% Technical Support Services 1% (4%)
Cloud 6% 4% Integration Software 5% 1%
Global Business Services 4% (1%) Strategic Imperatives 24% 19%
Consulting 6% Flat Cloud 26% 20%
Global Process Services (3%) (6%) Systems 8% 4%
Application Management 4% (2%) Systems Hardware 9% 6%
Strategic Imperatives 12% 6% z Systems 59% 54%
Cloud 19% 12% Power 6% 3%
Storage (12%) (15%)
Operating Systems Software 3% (1%)
Strategic Imperatives 28% 24%
Cloud 16% 12%
Global Financing Flat (4%)

The above reconciles the Non-GAAP financial information contained in the “Segment Revenue & Gross Profit”, “Additional Revenue & Backlog Information”,
“Cognitive Solutions Segment”, “Global Business Services Segment”, “Technology Services & Cloud Platforms Segment”, and “Systems Segment”
discussions in the company’s earnings presentation. See Exhibit 99.2 included in the Company’s Form 8-K dated April 17, 2018 for additional information
on the use of these Non-GAAP financial measures.
Supplemental Materials
Non-GAAP Supplemental Materials 27

Reconciliation of Expense Summary - 1Q 2018

Non-GAAP Operating
GAAP Adjustments (Non-GAAP)
SG&A
Currency (4 pts) 0 pts (4 pts)
Acquisitions 0 pts 0 pts 0 pts
Base * (4 pts) (1 pts) (5 pts)
RD&E
Currency (2 pts) 0 pts (2 pts)
Acquisitions 0 pts 0 pts 0 pts
Base * 8 pts 0 pts 8 pts
Operating Expense & Other Income
Currency (5 pts) 0 pts (5 pts)
Acquisitions 0 pts 0 pts 0 pts
Base* (4 pts) 0 pts (5 pts)

The above reconciles the Non-GAAP financial information contained in the “Expense Summary” discussion in the company’s earnings presentation. See
Exhibit 99.2 included in the Company’s Form 8-K dated April 17, 2018 for additional information on the use of these Non-GAAP financial measures.
*Represents the percentage change after excluding the impact of currency and acquisitions.
Supplemental Materials
Non-GAAP Supplemental Materials 28

Reconciliation of Free Cash Flow-Last 12 Months

12 Months
Ended
Mar 2018

Net Cash from Operating Activities per GAAP: $17.4

Less: the change in Global Financing (GF) Receivables $0.7

Net Cash from Operating Activities (Excluding GF Receivables) $16.6

Capital Expenditures, Net $3.4

Free Cash Flow (Excluding GF Receivables) $13.3

$ in billions
The above reconciles the Non-GAAP financial information contained in the “Overview”, “Key Financial Metrics” and “Cash Flow and Balance Sheet
Highlights” discussions in the company’s earnings presentation. See Exhibit 99.2 included in the Company’s Form 8-K dated April 17, 2018 for additional
information on the use of these Non-GAAP financial measures.
Supplemental Materials
Non-GAAP Supplemental Materials 29

Reconciliation of Free Cash Flow Realization-Last 12 Months

LTM Excluding
LTM Tax Reform*
Free Cash Flow Realization 233% ~120%

The above reconciles the Non-GAAP financial information contained in the “Cash Flow and Balance Sheet Highlights” discussions in the company’s earnings
presentation. See Exhibit 99.2 included in the Company’s Form 8-K dated April 17, 2018 for additional information on the use of these Non-GAAP financial
measures.
* Adjusted for the charges associated with enactment of U.S. tax reform

Supplemental Materials
 30

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