International Business Machines Annual Report 2017

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FY2017 Annual Report · International Business Machines

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Let’s put
smart
to work.

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2017
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Dear IBM Investor:

The businesses
of the world are
changing the
way they work.
We have prepared
your company
for this moment.

During the past five years, propelled
by our belief that the phenomenon
of data would reorder technology and
business, we have undertaken one
of the most ambitious reinventions
in IBM’s modern history. This phase
is largely complete. IBM is now a
cognitive solutions and cloud platform
company. IBM now possesses
capabilities that are unmatched in our
industry to address our clients’ most
pressing needs.

In my letter to you this year, I will
describe our performance in 2017,
which reflects the progress we have
made in building these capabilities.
And I will explain why we believe
this moment marks an inflection
point, not just for our company, but
for business and society at large.

The substantial progress we made last year

We achieved operating earnings per share of $13.80, up
2 percent. Our revenue for the year was $79.1 billion, with
operating pre-tax income of $13.9 billion. In the fourth quarter,
we grew revenue 4 percent, 1 percent adjusted for the effects
of currency (as are all other revenue numbers in this letter).

We did so in significant part because our strategic imperatives
reached critical mass. With revenue of $36.5 billion and growing
11 percent, these products and services now contribute
46 percent of IBM’s revenue. And we expect to achieve our
goal of growing these new products and services to $40 billion
in 2018.

Watson strengthened its position as the AI platform for
business. We are embedding AI into more of what we offer—
including security, the Internet of Things, commerce and
verticals, such as Watson Health. Together, these helped IBM’s
Cognitive Solutions business generate more than $18 billion
in revenue in 2017.

We also remained the global leader in cloud for the enterprise.
In 2017, our cloud revenue grew 24 percent, to $17 billion.
Cloud by itself is now more than 21 percent of our total revenue.

Our reinvented systems franchises generated strong growth.
Mainframes enjoyed a very strong fourth quarter, thanks to the
launch of the new z14, the world’s first system that can encrypt
data pervasively without requiring changes to applications
and with no downtime. We expect this breakthrough will drive
significant expansion of the mainframe’s already broad market.

Similarly, we are reinventing our services business. Global
Business Services saw signings growth throughout the year,
as clients engaged with our high-value consulting practices in
areas such as AI, blockchain, and digital strategy and design.

In addition, our Technology Services and Cloud Platform team
is working with clients worldwide to integrate public, private
and managed cloud environments through a single architecture.

IBM is the clear leader in quantum computing. The world’s first
(and only) prototype 50-qubit system, announced in 2017, was
a major step toward systems that can tackle problems beyond
the scope of classical computation. Through IBM Q Experience,
the world’s first publicly available quantum computers, more
than 75,000 users have run more than 2.5 million quantum
experiments. A dozen clients, including partners JPMorgan Chase,
Daimler AG, Samsung and JSR, are now exploring practical
applications on our latest commercial systems.

We have also achieved global leadership in blockchain.
By providing a permissioned and immutable shared ledger,
blockchain is doing for trusted transactions what the Internet
did for information. Hundreds of leading organizations already
have embraced IBM’s blockchain platform. Walmart, Nestlé,
Dole, Kroger and others are applying blockchain to improve
food safety. Early in 2018, we announced a joint venture with
Maersk to apply blockchain to the complex world of international
shipping. We also are working with The Depository Trust &
Clearing Corporation (DTCC) on new blockchain approaches
for complex derivatives, such as credit default swaps.

Finally, 2017 saw a milestone in innovation as IBM, for the
25th year in a row, led the world in U.S. patents earned, setting
a new record of 9,043. Importantly, nearly half of those patents
were in AI, cloud, blockchain, quantum, security and other
technologies that will power our portfolio for years to come.

We did all this while continuing to invest heavily for long-term
competitiveness—$5.6 billion in research and development and
$3.3 billion in net capital expenditures, adding to the capabilities
of our high-growth strategic businesses.

We also returned $9.8 billion to you, our owners, including
dividends of $5.5 billion and $4.3 billion in gross share
repurchases. We raised our dividend for the 22nd consecutive
year—it was IBM’s 102nd straight year of providing one. All of
this is due to the creativity and passion of IBMers. They are the
reason we have reached an inflection point, and they are our
greatest competitive advantage.

Virginia M. Rometty
Chairman, President and
Chief Executive Officer

Today’s IBM: Built
for smarter businesses

For over a century, IBM has reinvented
itself again and again to help its clients
move from one era to the next. Today,
we are witnessing another such transition,
at the dawn of smarter business. All
companies need an enterprise-strength
cloud platform. They need AI capable of
understanding all their data. They need

services grounded in their professions
and industries. And they need a
technology infrastructure infused with
intelligence, protected with advanced
security and future-proofed against the
flow of new breakthroughs and risks.

That is, they need today’s IBM.

IBM Cloud:
The platform for smarter businesses
IBM Cloud uniquely provides a single architecture
that unifies infrastructure and higher-value services,
including AI, IoT, quantum computing and blockchain.

IBM Watson:
AI for the enterprise
Watson offers the fullest spectrum of cognitive
technologies to professionals who are transforming
work and decision-making in healthcare, transportation,
retail, insurance, education and more.

IBM Services:
Business and technology
partners of choice
Teams of global experts in business strategy,
technology and design, with professional experience
across multiple industries, help companies transform
for competitive advantage.

IBM Systems:
The industry’s most
powerful infrastructure
IBM’s mainframe, cognitive systems and storage
offerings provide the world’s most powerful, secure
and flexible foundation for AI and data-intensive
applications and workloads.

IBM Security:
The gold standard for
cyber protection
IBM’s industry-leading enterprise security offerings
have been taken to the next level through AI and
advanced analytics.

IBM Research:
The world’s premier private
research organization
Twelve global research labs bring an unmatched
range of scientific expertise—from AI, to blockchain,
to quantum computing and more—to bear on the
needs of clients and their industries.

58
cloud data centers
across 19 countries

10
of the largest global
banks and 9 of the top
10 retailers use IBM
Cloud-as-a-Service

1,900+
cloud-technology patents
awarded in 2017

100,000+
patients and consumers
touched by Watson Health

70+ percent
growth in organizations
using Watson

1,400+
artificial intelligence
patents awarded in 2017

1,000+
clients served from the
IBM Services Platform
with Watson

Half
of the world’s
telecommunications IT
infrastructure managed
by IBM Services

38 IBM iX studios
where clients co-create
with IBM strategists and
designers

z14
is the only server that
can encrypt all data
pervasively without
requiring application
changes or downtime

87 percent
of all credit card
transactions and nearly
$8 trillion in payments
are supported by
IBM Z systems

POWER9
introduced as the most
advanced servers for
enterprise AI and data-
intensive workloads

60 billion
security events
monitored each day

22 of 25
of the world’s largest
banks protected

X-Force Command
opened as the industry’s
first commercial cyber
range, allowing clients
to experience simulated
cyberattacks

50-qubit
prototype quantum
system debuted

5 nanometer
transistors developed,
which will lead to
high-performance,
low-power chips

MIT-IBM
Watson AI Lab
launched as a large, long-
term collaboration with
MIT for joint research in
AI science and technology

The world’s incumbents own the
most valuable sources of data:
the 80 percent not on the Web.

• Businesses are becoming smarter by making their systems
and processes intelligent—which is why IBM’s services and
solutions are grounded in deep knowledge of our clients’
industries. This has made IBM the partner of choice for
smarter businesses’ digital and cognitive transformation and
IT services. Clients include RBS, Autodesk and Hyundai Card,
as well as the large client bases of our strategic partners,
such as Salesforce, Workday, Apple, SAP and VMware.
This deep industry dimension is also what has allowed us
to establish successful new solutions businesses, such as
Watson Health, Watson IoT and Watson Financial Services.

• Businesses are becoming smarter by embedding AI and data
to change how work is done, equipping themselves for an
era of man + machine. Watson for Oncology is helping doctors
identify treatment options for their patients at more than
150 hospitals around the world, including Gachon University
Gil Medical Center in South Korea, Svet Zdravia in Slovakia
and Taipei Medical University in Taiwan. A year ago, Watson
for Oncology was trained in four types of cancer. Today,
it is trained in multidisciplinary support for 13 cancer types.
Watson is helping tax preparers at H&R Block provide the
best advice to millions of clients. Bankers and customer
service representatives at Crédit Mutuel, Banco Bradesco,
Orange Bank and other financial institutions are reinventing
banking. Woodside Energy chose Watson to help it preserve
the institutional knowledge—and reinvent the work—of
petroleum engineers.

You can read in this report how these and other leaders are
making their companies smarter, in all dimensions. They are
placing big bets on the future to increase their competitiveness
and to reconnect with their company’s true reason for being.

Inflection points

This is not just an inflection point for IBM. It is also an inflection
point for our clients—the enterprises and institutions of
the world.

Until a year or so ago, you would find many who believed
that “digital disruption” was here to stay. They believed that
the world’s incumbent businesses were at risk of being
marginalized.

We had a different point of view. We did not believe the platform
giants alone would dominate a data-centric economy—in large
measure because they lack access to the most valuable sources
of the world’s data: the 80 percent that is not searchable on the
Web. The world’s incumbent businesses and institutions own
and generate this data, coming from their professional expertise,
their industry’s practices and market dynamics, their processes
and operations, their people and cultures. Therefore, we believe
they are positioned to lead.

In this letter and throughout this report, you will find the names
of many of the world’s great enterprises and institutions. This is
not a coincidence. It is a reflection of an important new reality:
The incumbents of the world understand that they can be the
new disruptors, and they are going on offense to seize this
opportunity and to capture this moment.

They are doing so by becoming smarter businesses.

• Businesses are becoming smarter by leveraging intelligent

digital platforms. The IBM Cloud has emerged as the
platform of choice for business—built for all applications,
ready for AI and secure to the core. It is the unifying platform
for IBM’s capabilities, integrated into a single architecture
that spans public and private clouds. Through this powerful
platform, we are delivering to the world’s businesses a
continuous stream of innovative capabilities: computation
and storage, data and Watson services, IoT and blockchain
services, and IBM Q.

IBM patent leadership is building
the future for smarter businesses

IBMers received a record-breaking 9,043 U.S. patents
during 2017—the 25th consecutive year that the company
has led the world.

Even more important, nearly half of IBM’s new patents are
advancing AI, cloud computing, blockchain, quantum
computing, cybersecurity and other technologies that will
change the way the world works—again.

Five 2017 patents that are
shaping the future:

Luring Hackers
U.S. Patent 9,560,075: Cybersecurity
technology that enables AI systems to lure
malicious hackers with email exchanges
and websites that divert their attacks.

Personalizing AI Communication
U.S. Patent 9,601,104: A system that analyzes,
interprets and mirrors a user’s unique speech
and linguistic traits.

Forecasting Cloud Resources
U.S. Patent 9,755,923: A system to predict cloud
computing needs, based on human behaviors and
current events.

Improving Quantum Signal Fidelity
U.S. Patent 9,818,064: A method for improving
a quantum computer’s ability to read signals,
which can lead to efficiency in the system’s
components.

Speeding Trust on Blockchain
U.S. Patent 9,824,031: A method to remove
steps for settling transactions among multiple
parties, even untrusted ones, without involving
a third party.

We also stand at an inflection point for society, everywhere
in the world.

IBM does not believe that the future belongs to the few.
We believe it belongs to all of us—and we translate that belief
into practice and policy.

On data and AI responsibility: As the world’s new natural
resource, unleashed by the maturation of AI, data holds the
potential to generate growth, prosperity and societal progress.
But it will only do so if the world can trust that data is being
collected, managed and analyzed responsibly.

At a time when many are questioning the power and behavior
of some companies, IBM is stepping forward as a responsible
steward of data and AI. We believe that AI’s purpose is to
augment, not replace, human intelligence. We are clear on
the need for transparency—on where AI is used, who trained
it and what data sets were ingested. We also believe that
data and the insights it generates belong to their creators.
No one should have to give up ownership or control of their
data to benefit from AI and cloud computing. We have built
and are deploying Watson accordingly.

Trust also requires the protection of data through strong
encryption and security systems that are constantly tested
and strengthened. The privacy of data must be respected.
Those, too, are core dimensions of the IBM Cloud with Watson.

On jobs: Without question, new technology will eliminate work;
it always has. At the same time, new job categories will emerge.
The challenge, however, is that AI will transform the skills
required for all jobs. There still will be doctors, lawyers,
salespeople, teachers and engineers. But the tasks and tools
they need to perform their work will be different.

For more than a century,
IBMers have earned the world’s
trust. We continue that legacy.

This is why building skills for the jobs of the future—not blue
collar or white collar, but “new collar” jobs—will require
a major reinvention of education. We at IBM are leading that
transformation, in the U.S. and worldwide, through public-private
partnerships to create the revolutionary Pathways in Technology
Early College High Schools (P-TECH) education model,
21st century apprenticeships and retraining programs. This
includes investing $5 billion over 10 years in the continuous
renewal of IBMers and the re-skilling of mid-career
professionals looking to get back into the tech workforce.

On inclusion: Today, we proudly carry forward a global
commitment to inclusion that has defined IBM for more
than a century. We are stepping forward to support the open
exchange of people, information and ideas, as well as to
protect cross-border data flows for international privacy
and security agreements.

IBM is the recognized gold standard for inclusion, reflected
in winning the 2018 Catalyst Award for advancing women in
business. IBM is the first company to win this award four times.
We advocate for fairness and equality—as everyone is, and
always has been, welcome at IBM.

For more than a century, IBMers have earned the world’s
trust by building progress with responsibility. We continue
this legacy today.

Rediscovering IBM

At the deepest level, the most important fact about IBM’s
2017 was not our return to revenue growth in the fourth quarter
or the continued scaling of our new products and services
or our patent achievement. It is our reaffirmation of IBM’s
essential identity.

IBM is an enterprise technology company. We deliver services
with the simplicity, speed and delight of the best consumer
products and services, but we are very clear on whom we serve.
We are dedicated to our clients’ success, and our reinvention
during the past five years has been driven by helping our clients
serve their customers. This unrelenting focus on the client is
a particular source of pride.

We also are clear on the markets we serve. IBM is global
in presence and mind-set.

We earn trust. We take positions—and act—on issues that
matter for our time. Today, that begins with data, AI and
security, and extends to inclusion and trust.

Put it all together, and you have a company that always has been
unique in combining innovative technology with deep industry
expertise, underpinned by security, trust and responsible
stewardship. In helping businesses move from era to era,
we seek to be essential—to our clients and to the world.

Let me close by expressing my gratitude to the treasured clients
we serve, and to the hundreds of thousands of IBMers whose
brilliance and resilience make it possible for us all to achieve
our life’s work at the world’s most essential enterprise.

I never have been more optimistic in my IBM career—optimistic
about our technology, about our clients, about IBM and about
the world we are building together.

Virginia M. Rometty
Chairman, President and Chief Executive Officer

In an effort to provide additional and useful information regarding the company’s
financial results and other financial information, as determined by generally
accepted accounting principles (GAAP), these materials contain certain non-GAAP
financial measures on a continuing operations basis, including revenue at constant
currency, strategic imperatives revenue at constant currency, cloud revenue at
constant currency, operating pre-tax income, operating (non-GAAP) research,
development and engineering and operating earnings per share. The rationale for
management’s use of this non-GAAP information is included on pages 26, 27 and
68 of the company’s 2017 Annual Report, which is Exhibit 13 to the Form 10-K
submitted with the SEC on February 27, 2018. For reconciliation of these non-GAAP
financial measures to GAAP and other information, please refer to pages 28, 43,
49 and 50 of the company’s 2017 Annual Report.

This is smart
at work.

It’s a business remaking itself on
platforms infused with digital intelligence.
An enterprise whose operations and
processes are designed to learn with
intelligent systems. A company of experts
whose knowledge is augmented by
systems that learn.

This is smarter business—a new era,
brought to the world by a new IBM.

IBM Cloud
The platform
for smarter
businesses

Many types of clouds exist, but only the IBM Cloud
is built for the enterprise, is able to handle all kinds
of data and applications, and provides seamless
integration of artificial intelligence, world-leading
security and the ability to evolve over time.

To support innovation, the public cloud allows
businesses to quickly create, deploy and manage
new cloud-native apps; they can also easily
isolate specific computing workloads to ensure
performance and security. IBM’s private cloud
offerings let leading enterprises re-architect
critical applications for the cloud, while
maintaining regulatory compliance and security
on their own premises.

IBMers deliver the IBM Cloud’s
broad array of services and
expertise. They help the world’s
smarter businesses transform
their processes, assimilate new
technologies and capabilities,
and pivot quickly to new
market opportunities.

Left to right:
AI to surface new insights
and augment decision-making
Vivian Lee,
IBM Watson Development

Cloud-based services
to manage IT complexity
and capitalize on the
speed of innovation
Twannia Arnold,
Global Technology Services

Security to help protect all
data and ensure regulatory
compliance
Cameron Will, IBM Security

Data Science Experience
to help data scientists learn,
create and collaborate in
a single workspace
Armand Ruiz Gabernet,
Watson Machine Learning

The Internet of Things
to capture data and insights
from the physical world
Lisa Seacat DeLuca,
IBM Watson IoT

NVIDIA GPUs to boost
artificial intelligence and
deep-learning workloads
Glen Wiedemeier,
IBM Systems

Blockchain to digitize
transactions through a secured,
shared and replicated ledger
Noi Sukaviriya,
IBM Blockchain Solutions

Workday implementation
for workforce insight and HR
management
Mickey Patel,
Global Business Services

Video streaming to deliver
high-quality content to audiences
of any size, anywhere
Arpad Kun, IBM Cloud Video

Quantum computing to tackle
business and scientific problems
that are intractable with classical
computers
Jerry Chow, IBM Research

VMware implementation to
easily deploy workloads from
on-premises to the cloud
Camilla Sharpe,
Global Technology Services

SAP implementation to bring
optimized business operations
to the cloud
Bridget Jones,
Global Business Services

Storage to provide consistent,
highly secure and fast data
delivery
Sam Werner, IBM Systems

Developer tools to rapidly
build, deploy and manage
cloud services
Remko De Knikker,
IBM Industry Platforms

A single, integrated
architecture for all the needs
of smarter businesses

z14 pervasively encrypts data at
scale, all the time. The z14, the
world’s most powerful transaction
system, is the first that can encrypt
every piece of data at the silicon
level, without requiring changes to
applications or downtime. Open and
connected in the cloud, the z14 is
capable of running 12.5 billion fully
encrypted transactions per day.

IBM Cloud is the most flexible and intelligent
cloud for business—a fully managed, unified
platform built on secure containers across
public and private clouds, with 170+ services for
developers to build, deploy and manage cloud-
native applications, as well as the capacity
to easily integrate new products and offerings.

Above:
IBM Cloud Private is a scalable
cloud platform that runs on a
company’s own infrastructure
and behind its firewalls. This
offers the benefits of the public
cloud but gives customers the
power to address proprietary
data, regulatory requirements
and security threats on-premises.

Left:
POWER9 is built for data-
intensive workloads, including
AI and scientific discovery.
POWER9 systems and software
are designed for the compute-
intensive workloads of smarter
businesses. POWER9 systems
cut deep learning training times
by at least 4x, unleashing
mission-critical insights that
would otherwise be trapped in
massive data sets. POWER9
servers with NVIDIA GPUs
substantially boost AI accuracy
and accelerate the performance
of AI frameworks.

Quantum computing will solve
the previously unsolvable.
Quantum computers embody
the most radical new computing
technology in generations.
They encode information in
quantum bits, or qubits, which
can represent tremendous
amounts of data, and can interact
with one another in ways that
are impossible for classical bit-
based computers. As a result,
quantum computers may offer
paths to finding solutions to hard

problems that require exploring
an exponential number of
possibilities—like drug discovery,
alternative fuel design and
financial risk optimization.
Already, the IBM Q Experience,
available via the IBM Cloud, is
being used by more than 75,000
early adopters who are getting
“quantum ready”: learning and
exploring the implications of
quantum computing for science
and business.

IBM Services
and Solutions
Making
smarter real,
industry
by industry

Walmart uses blockchain
to provide traceability from
“farm to fork” and to improve
transparency, efficiency and
food safety.

The leading businesses and institutions of the
world are going on offense, moving from the
disrupted to the disruptors. To do so, they rely
on the deep industry and technology expertise
of IBM Services and solutions professionals
and consultants around the world. These
IBMers—experts in industries ranging from
healthcare, to financial services, to retail and
more—help organizations transform at scale
and become smarter.

Maersk’s blockchain platform
eliminates millions of pieces of
paperwork, reduces fraud
and increases transparency for
global shipping.

CEMEX’s digital transformation
provides its customers with real-
time tracking and analytics that
help them make better decisions
and improve their supply chains.

Japan Airlines’ custom mobile app
frees up engineers’ time, improves its
aircraft quality and on-time arrivals
and has eliminated 3.3 million paper
documents in one year.

London Stock Exchange Group
and the Santiago Stock Exchange
are building blockchain solutions
to take cost and complexity out
of trading and settlement.

The Port of Rotterdam is fully
digitizing—with IoT and artificial
intelligence—to maximize cargo
loads and speed shipping traffic.

Mercedes-Benz Stadium’s
technology infrastructure and
mobile apps create personalized
game-day experiences for fans
in Atlanta.

Goldcorp is using artificial
intelligence to sift through drilling
logs, geological surveys and
other data to pinpoint where
to explore next.

Toronto Western Hospital’s
Movement Disorders Clinic has
reviewed thousands of drugs to
identify medications that might be
repurposed for Parkinson’s disease.

Welgevonden Game Reserve
uses the Internet of Things and
predictive analytics to track
animal movements and protect
endangered rhinos.

ABB applies artificial intelligence
and the Internet of Things on
factory floors to quickly identify
defects not always picked up by
the naked eye.

Plastic Bank’s blockchain-based
system turns trust into sustainability,
as recyclers in developing countries
earn credits, helping to alleviate
poverty and reduce ocean waste.

IBM Watson
Empowering
professionals
with AI

IBM Watson’s enterprise-strength artificial
intelligence is transforming the way people work in
nearly every industry. It helps organizations derive
insight from complex and unstructured information.
And it allows professionals to scale their expertise
and focus their efforts on higher-value work.

Left:
Working with Watson for Cyber
Security allows experts to
identify threats up to 60 times
faster than traditional methods.

Carlos Aguilera,
Security Expert, IBM

Bottom left:
Elementary school instructors
are using Teacher Advisor With
Watson to tailor high-quality
instructional resources to the
specific needs of their students.

Lisnerva Nuez,
Kindergarten Teacher,
New York City

“We trained

Watson
Virtual Agent
in Brazilian
Portuguese
so it can
answer
customers’
questions in
seconds.”

Customer service
representatives at Banco
Bradesco use Watson Virtual
Agent to answer questions
quickly, which boosts
customer satisfaction.

Jacqueline Pessoa Ferreira,
Digital Channels Analyst
and Trainer, Banco Bradesco

Watson helps KONE’s data
scientists provide technicians
with real-time information
from elevators and escalators
around the world, to predict
maintenance issues and
help keep people moving.

Aleksi Seppänen,
Data Scientist, KONE

“Watson

speeds up
how we find
important
patterns—
and ones we
didn’t know
to look for.”

AI, machine learning and analytics
are allowing Kraft Heinz experts
to evaluate thousands of variables
in real time and address previously
unsolvable problems, leading to
reductions in food loss.

Pat Doyle,
Supply Chain Expert,
Kraft Heinz Company

Trained by H&R Block on millions
of customer conversations and
returns, Watson helps tax
pros engage with their clients
in new ways.

Gloria Bridges,
Tax Professional, H&R Block

A smarter
future does not
belong to the
few. It belongs
to all of us.

The coming era offers vast new opportunities to
change the way the world works—but it will take more
than technology and more than business. At IBM
we are working to build new levels of trust and new
forms of collaboration across all sectors of society.

Data and AI: Only an economy where data is
protected will produce a society where data is trusted.
In 2017, IBM issued principles for AI and for Data
Responsibility, ensuring that wherever our cognitive
technology is used, we will be transparent about
how it was trained and clear about who owns its data
and insights.

Jobs: To build the “new collar” skills required for
the future of work, we are pioneering new models
of education, including P-TECH, a six-year high
school and community college program that enables
students to earn an associate degree. From its
roots in 2010 with one school in Brooklyn, New York,
P-TECH is on track to serve more than 60,000
students on four continents, and build upon
partnerships with more than 430 other companies.

Workforce inclusion: New technology can lift
everyone up—and it must. We have led in inclusion
for more than a century, hiring our first women and
African American employees in 1899. And in 2005,
IBM became the first company to protect employees’
genetics privacy. We are committed to extending
that legacy into the future.

Gabriel Rosa, a 2015 graduate
of P-TECH, now works in IBM’s
Digital Business Group, following an
internship guided by Maria Arbusto,
who still acts as his mentor.

Gabriel Rosa (left), Front-End
Engineer, and Maria Arbusto,
Director, Marketing

Financial Highlights
International Business Machines Corporation and Subsidiary Companies

($ in millions except per share amounts)

For the year ended December 31:

Revenue

Net Income

Income from continuing operations

Operating (non-GAAP) earnings**

Earnings per share of common stock

Assuming dilution

Basic

Diluted operating (non-GAAP)**

Net cash provided by operating activities

Capital expenditures, net

Share repurchases

Cash dividends paid on common stock

Per share of common stock

At December 31:

Cash, cash equivalents and marketable securities

Total assets

Working capital

Total debt

Total equity

Common shares outstanding (in millions)

Stock price per common share

Includes a one-time charge of $5.5 billion associated with the enactment of U.S. tax reform in 2017.

** See page 49 for a reconciliation of net income to operating earnings.

***Reclassified to reflect adoption of the FASB guidance on share-based compensation.

2017

2016

$ 79,139

$ 79,919

$ 5,753*

$ 11,872

$ 5,758*

$ 11,881

$ 12,935

$ 13,031

$ 6.14*

$ 12.39

$ 6.17*

$ 12.44

$ 13.80

$ 13.59

$ 16,724

$ 17,084***

$ 3,312

$ 3,726

$ 4,340

$ 3,502

$ 5,506

$ 5,256

$ 5.90

$ 5.50

2017

2016

$ 12,580

$ 8,527

$125,356

$117,470

$ 12,373

$ 7,613

$ 46,824

$ 42,169

$ 17,725

$ 18,392

922

946

$ 153.42

$ 165.99

Report of Financials
International Business Machines Corporation and Subsidiary Companies

MANAGEMENT DISCUSSION
Overview

Forward-Looking and Cautionary Statements

Management Discussion Snapshot

Description of Business

Year in Review

Prior Year in Review

Other Information

Looking Forward

Liquidity and Capital Resources

Critical Accounting Estimates

Currency Rate Fluctuations

Market Risk

Cybersecurity

Employees and Related Workforce

NOTES TO CONSOLIDATED FINANCIAL STATEMENTS
A Significant Accounting Policies

B Accounting Changes

C Acquisitions/Divestitures

D Financial Instruments

Inventories

F Financing Receivables

G Property, Plant and Equipment

H Investments and Sundry Assets

Intangible Assets Including Goodwill

J Borrowings

K Other Liabilities

L Equity Activity

M Contingencies and Commitments

N Taxes

O Research, Development and Engineering

Report of Management

P Earnings Per Share of Common Stock

Report of Independent Registered

Public Accounting Firm

CONSOLIDATED FINANCIAL STATEMENTS
Earnings

Comprehensive Income

Financial Position

Cash Flows

Changes in Equity

Q Rental Expense and Lease Commitments

R Stock-Based Compensation

S Retirement-Related Benefits

T Segment Information

U Subsequent Events

Five-Year Comparison of Selected Financial Data

Selected Quarterly Data

Performance Graphs

Board of Directors and Senior Leadership

Stockholder Information

100

107

111

112

115

116

119

121

124

125

128

142

146

147

148

149

150

151

OVERVIEW
The financial section of the International Business Machines
Corpor ation (IBM or the company) 2017 Annual Report includes
the Management Discussion, the Consolidated Financial
Statements and the Notes to Consolidated Financial State-
ments. This Over view is designed to provide the reader with
some perspective regarding the information contained in the
financial section.

than growth reported at actual exchange rates. See “Currency
Rate Fluctuations” on page 73 for additional information.

•

Within the financial statements and tables in this Annual
Report, certain columns and rows may not add due to
the use of rounded numbers for disclosure purposes.
Percentages reported are calculated from the underlying
whole-dollar numbers.

Organization of Information
•

The Management Discussion is designed to provide readers
with an overview of the business and a narrative on the
company’s financial results and certain factors that may
affect its future prospects from the perspective of the
company’s management. The “Management Discussion
Snap shot,” beginning on page 27, presents an overview of
the key performance drivers in 2017.

•

Beginning with the “Year in Review” on page 35, the
Management Discussion contains the results of operations
for each reportable segment of the business and a
discussion of the company’s financial position and cash
flows. Other key sections within the Management Discussion
include: “Looking Forward” on page 66, and “Liquidity and
Capital Resources” on page 67, which includes a description
of management’s definition and use of free cash flow.

The Consolidated Financial Statements are presented on
pages 78 through 83. These statements provide an overview
of the company’s income and cash flow performance and its
financial position.

The Notes follow the Consolidated Financial Statements.
Among other items, the Notes contain the company’s
accounting policies (pages 84 to 93), acquisitions and
divestitures (pages 96 to 99), detailed information on specific
items within the financial statements, certain contingencies
and commitments (pages 119 to 121) and retirement-
related plans information (pages 128 to 142).

The Consolidated Financial Statements and the Notes have
been prepared in accordance with accounting principles
generally accepted in the United States (GAAP).

On December 22, 2017, the Tax Cuts and Jobs Act (“U.S. tax
reform”) was enacted in the U.S. This Act resulted in the
company recognizing a fourth quarter provisional one-time
charge of $5.5 billion. Refer to note N, “Taxes,” on pages
121 to 124 for additional information.

The references to “adjusted for currency” or “at constant
currency” in the Management Discussion do not include
operational impacts that could result from fluctuations in
foreign currency rates. When the company refers to growth
rates at constant currency or adjusts such growth rates for
currency, it is done so that certain financial results can be
viewed without the impact of fluctuations in foreign
currency exchange rates, thereby facilitating period-to-
period comparisons of its business performance. Financial
results adjusted for currency are calculated by translating
current period activity in local currency using the comparable
prior year period’s currency conversion rate. This approach
is used for countries where the functional currency is the
local currency. Generally, when the dollar either strengthens
or weakens against other currencies, the growth at constant
currency rates or adjusting for currency will be higher or lower

Operating (non-GAAP) Earnings
In an effort to provide better transparency into the operational
results of the business, the company separates business
results into operating and non-operating categories. Operating
earnings from continuing operations is a non-GAAP measure
that excludes the effects of certain acquisition-related charges,
intangible asset amortization expense resulting from basis
differences on equity method investments, retirement-related
costs, discontinued operations and related tax impacts. For
the fourth-quarter and full-year 2017, operating (non-GAAP)
earnings also exclude a one-time charge associated with the
enactment of U.S. tax reform due to its unique and non-recurring
nature. For acquisitions, operating (non-GAAP) earnings exclude
the amortization of purchased intangible assets and acquisition-
related charges such as in-process research and development,
transaction costs, applicable restructuring and related
expenses and tax charges related to acquisition integration.
These charges are excluded as they may be inconsistent in
amount and timing from period to period and are dependent
on the size, type and frequency of the company’s acquisitions.
All other spending for acquired companies is included in both
earnings from continuing operations and in operating (non-
GAAP) earnings. Throughout the Management Discussion and
Analysis, the impact of acquisitions over the prior 12-month
period may be a driver of higher expense year to year. For
retirement-related costs, the company characterizes certain
items as operating and others as non-operating. The company
includes defined benefit plan and nonpension postretirement
benefit plan service cost, amortization of prior service cost and
the cost of defined contribution plans in operating earnings.
Non-operating retirement-related cost includes defined benefit
plan and nonpension postretirement benefit plan interest cost,
expected return on plan assets, amortized actuarial gains/losses,
the impacts of any plan curtailments/settlements and multi-
employer plan costs, pension insolvency costs and other costs.
Non-operating retirement-related costs are primarily related
to changes in pension plan assets and liabilities which are tied
to financial market performance, and the company considers
these costs to be outside of the operational performance of the
business. Effective January 1, 2018, the company adopted the
new Financial Accounting Standards Board (FASB) guidance
on presentation of net periodic pension and nonpension
postretirement benefits costs, and as a result, the company
will align its presentation for operating (non-GAAP) earnings
to conform to the FASB presentation of these costs included in
the Consolidated Statement of Earnings. Operating (non-GAAP)
earnings will no longer include amortization of prior service costs
and will now include multi-employer plan costs. The full-year
2018 operating (non-GAAP) earnings per share expectation has
been calculated under this new definition.

Overall, the company believes that providing investors with a
view of operating earnings as described here provides increased
transparency and clarity into both the operational results of the
business and the performance of the company’s pension plans;

Management Discussion International Business Machines Corporation and Subsidiary Companies27

improves visibility to management decisions and their impacts
on operational performance; enables better comparison to peer
companies; and allows the company to provide a long-term
strategic view of the business going forward. The company’s
reportable segment financial results reflect operating earnings
from continuing operations, consistent with the company’s
management and measurement system.

FORWARD-LOOKING AND CAUTIONARY STATEMENTS
Certain statements contained in this Annual Report may
constitute forward-looking statements within the meaning
of the Private Secur ities Litigation Reform Act of 1995. Any

forward-looking statement in this Annual Report speaks only as of
the date on which it is made; the company assumes no obligation
to update or revise any such statements. Forward-looking
statements are based on the company’s current assumptions
regarding future business and financial performance; these
statements, by their nature, address matters that are uncertain
to different degrees. Forward-looking statements involve a
number of risks, uncertainties and other factors that could cause
actual results to be materially different, as discussed more fully
elsewhere in this Annual Report and in the company’s filings with
the Securities and Exchange Commission (SEC), including the
company’s 2017 Form 10-K filed on February 27, 2018.

MANAGEMENT DISCUSSION SNAPSHOT

($ and shares in millions except per share amounts)

For the year ended December 31:

Revenue

Gross profit margin

Total expense and other (income)

Total expense and other (income)-to-revenue ratio

Income from continuing operations before income taxes

Provision for income taxes from continuing operations

Income from continuing operations

Income from continuing operations margin

Loss from discontinued operations, net of tax

Net income

Earnings per share from continuing operations:

Assuming dilution

Consolidated earnings per share — assuming dilution

Weighted-average shares outstanding

Assuming dilution

Assets+
Liabilities+
Equity+

* (1.3) percent adjusted for currency.

2017

2016

$ 79,139

$ 79,919

45.8%

47.9%

$ 24,827

$ 25,964

31.4%

32.5%

$ 11,400

$ 12,330

$ 5,642**

$ 449

$ 5,758**

$ 11,881

7.3%

14.9%

$ (5)

$ (9)

$ 5,753**

$ 11,872

$ 6.14**

$ 12.39

$ 6.14**

$ 12.38

937.4

958.7

$125,356

$117,470

$107,631

$ 99,078

$ 17,725

$ 18,392

Yr.-to-Yr.
Percent/Margin
Change

(1.0)%*

(2.1) pts.

(4.4)%

(1.1 ) pts.

(7.5)%

(51.5)%

(7.6) pts.

(44.7)%

(51.5)%

(50.4)%

(2.2)%

6.7%

8.6%

(3.6)%

** Includes a one-time charge of $5.5 billion associated with the enactment of U.S. tax reform, or $5.84 of diluted earnings per share in 2017.
+ At December 31

NM — Not meaningful

The following table provides the company’s (non-GAAP) operating earnings for 2017 and 2016.

($ in millions except per share amounts)

For the year ended December 31:

Net income as reported

Loss from discontinued operations, net of tax

Income from continuing operations

Non-operating adjustments (net of tax)

Acquisition-related charges

Non-operating retirement-related costs/(income)

U.S. tax reform one-time charge

Operating (non-GAAP) earnings*

Diluted operating (non-GAAP) earnings per share

2017

2016

$ 5,753**

$11,872

(5)

(9)

$ 5,758**

$11,881

718

983

5,475

$12,935

$ 13.80

735

415

—

$13,031

$ 13.59

Yr.-to-Yr.
Percent Change

(51.5)%

(44.7)

(51.5)%

(2.3)

137.0

(0.7)%

1.5%

* See page 49 for a more detailed reconciliation of net income to operating earnings.

** Includes a one-time charge of $5.5 billion associated with the enactment of U.S. tax reform in 2017.

NM — Not meaningful

Management Discussion International Business Machines Corporation and Subsidiary Companies28

In 2017, the company reported $79.1 billion in revenue and $5.8
billion in income from continuing operations, which includes a
one-time charge of $5.5 billion associated with the enactment
of U.S. tax reform. Operating (non-GAAP) earnings were $12.9
billion, which excludes the one-time charge. Diluted earnings
per share from continuing operations were $6.14 as reported
and $13.80 on an operating (non-GAAP) basis. The company
generated $16.7 billion in cash from operations, $13.0 billion in
free cash flow and delivered shareholder returns of $9.8 billion
in gross common stock repurchases and dividends.

Total consolidated revenue in 2017 decreased 1.0 percent as
reported and 1.3 percent year to year adjusted for currency. The
company returned to revenue growth in the fourth quarter with an
increase of 3.6 percent as reported and 0.9 percent adjusted for
currency. Year-to-year revenue performance improved sequentially
in the second half of 2017 compared to first-half performance.
Contributors to the second-half improvement included:
momentum in cloud and as-a-Service offerings, strong Systems
growth across IBM Z, Power and Storage, improved software
transactional performance and improved growth in Consulting.

In 2017, the company continued to deliver solid revenue growth in
its strategic imperatives which generated $36.5 billion of revenue
and grew 11 percent as reported and adjusted for currency, with
double-digit growth in cloud, security and mobile, as the company
continues to build new products and offerings and continuously
reinvent its platforms. These are not separate businesses, they
are offerings across the segments that address opportunities
in analytics, cloud, security and mobile. The company is
embedding cloud and cognitive capabilities across the business
and the strategic imperatives reflect the progress being made in
helping enterprise clients extract value from data and become
digital businesses. Strategic imperatives growth in 2017 largely
represented organic growth as the acquisitive content leveled
on a year-to-year basis. Total Cloud revenue of $17.0 billion
increased 24 percent as reported and adjusted for currency, with
as-a-Service revenue up 31 percent as reported and adjusted
for currency. The annual exit run rate for as-a-Service revenue
increased to $10.3 billion in 2017 compared to $8.6 billion in
2016. Analytics revenue of $20.6 billion increased 6 percent as
reported and adjusted for currency. Mobile revenue increased
19 percent as reported and adjusted for currency and Security
revenue increased 55 percent (54 percent adjusted for currency),
driven by security software solutions and strong demand for the
pervasive encryption capabilities in the new z14 mainframe.

From a segment perspective, Cognitive Solutions revenue
increased 1.5 percent as reported and 1 percent adjusted for
currency with growth in Solutions Software and Transaction
Processing Software as reported and adjusted for currency.
Solutions Software performance included growth in annuity
revenue, led by as-a-Service solutions. Global Business Services
(GBS) revenue decreased 2.1 percent as reported and 2 percent
adjusted for currency with declines across all lines of business.
However, GBS strategic imperatives revenue increased
10 percent as reported and adjusted for currency year to year.
The GBS business continued to shift resources and move into
the high-value strategic areas of digital, cloud and analytics.
Technology Services & Cloud Platforms revenue decreased
3.0 percent as reported and 3 percent adjusted for currency,
primarily driven by a decline in Infrastructure Services. Within
Technology Services & Cloud Platforms, strategic imperatives
revenue was up 19 percent as reported and 18 percent adjusted
for currency year to year, driven by hybrid cloud services, security
and mobile. Systems revenue increased 6.2 percent as reported
and 5 percent adjusted for currency driven by contributions from
the z14 mainframe in the second half of 2017 and growth in
Storage Systems.

From a geographic perspective, Americas revenue was essentially
flat year to year as reported (decreased 1 percent adjusted for
currency) with the U.S. decline of 1.4 percent, partially offset
by growth in Latin America (5.1 percent as reported, 3 percent
adjusted for currency) and Canada (4.9 percent as reported,
3 percent adjusted for currency). Europe/Middle East/Africa
(EMEA) revenue decreased 1.7 percent (3 percent adjusted for
currency) driven primarily by declines in the UK (11.2 percent
as reported, 7 percent adjusted for currency) and Germany
(3.2 percent as reported, 6 percent adjusted for currency). Asia
Pacific revenue decreased 2.0 percent (1 percent adjusted for
currency) with a decline in China of 10.6 percent (10 percent
adjusted for currency). Japan declined 1.1 percent as reported
(increased 2 percent adjusted for currency) and India grew 8.6
percent (5 percent adjusted for currency).

The consolidated gross margin of 45.8 percent decreased 2.1
points year to year and reflects investments, mix and higher
retirement-related costs, partially offset by benefits from
productivity. The operating (non-GAAP) gross margin of 47.4
percent decreased 1.6 points versus the prior year primarily
driven by the same factors, excluding the impact of higher non-
operational retirement-related costs.

Management Discussion International Business Machines Corporation and Subsidiary Companies29

At December 31, 2017, the balance sheet remains strong, and
with the newly reorganized financing entity, IBM Credit LLC, the
company is better positioned to support the business over the
long term. Cash and marketable securities at December 31, 2017
were $12.6 billion, an increase of $4.1 billion from December 31,
2016. Key drivers in the balance sheet and total cash flows were:

Total assets increased $7.9 billion ($3.0 billion adjusted for
currency) from December 31, 2016 driven by:

•

Increases in cash and marketable securities ($4.1 billion),
total receivables ($2.9 billion), retirement plan assets
($1.6 billion) and goodwill ($0.6 billion); partially offset by

•

Decreases in intangible assets ($0.9 billion).

Total liabilities increased $8.6 billion ($4.0 billion adjusted for
currency) from December 31, 2016 driven by:

•

Increases in total debt ($4.7 billion) and taxes ($3.5 billion).

Total equity of $17.7 billion decreased $0.7 billion from
December 31, 2016 as a result of:

•

Decreases from dividends ($5.5 billion) and share
repurchases ($4.3 billion); partially offset by

Increases from net income ($5.8 billion), retirement-related
benefit plans ($2.3 billion) and equity translation
adjustments ($0.8 billion).

The company generated $16.7 billion in cash flow provided
by operating activities, a decrease of $0.4 billion compared to
2016, driven primarily by performance-related declines within
net income and an increase in cash tax payments, partially
offset by an increase in cash provided by receivables. Net
cash used in investing activities of $7.1 billion was $3.9 billion
lower than the prior year, primarily driven by a decrease in cash
used for acquisitions ($5.2 billion). Net cash used in financing
activities of $6.4 billion increased $0.5 billion compared to
2016, driven primarily by increased gross common share
repurchases ($0.8 billion).

Total expense and other (income) decreased 4.4 percent in
2017 compared to the prior year. The year-to-year decrease
was primarily the result of continued focus on efficiency in
spending and reduced expenses for workforce transformation.
This included a lower level of workforce rebalancing charges
(3 points), lower operational spending (2 points) and a prior-year
charge for real estate actions (1 point). The year-to-year decrease
in expense and other (income) was partially offset by spending
related to acquisitions completed in the prior 12 months (1 point)
and a decline in intellectual property (IP) income (1 point). Total
operating (non-GAAP) expense and other (income) decreased
6.2 percent year to year, driven primarily by the same factors.

Pre-tax income from continuing operations of $11.4 billion
decreased 7.5 percent and the pre-tax margin was 14.4
percent, a decrease of 1.0 points versus 2016. The continuing
operations effective tax rate for 2017 was 49.5 percent, which
includes a one-time charge of $5.5 billion from the enactment
of U.S. tax reform in December 2017, compared to 3.6 percent
in 2016. The charge encompasses several elements, including
taxes on accumulated overseas profits and the revaluation of
certain deferred tax assets and liabilities. The tax rate in 2016
was primarily the result of a refund ($1.0 billion) of previously
paid Japan taxes plus interest in the first quarter of 2016.
Income from continuing operations of $5.8 billion decreased
51.5 percent, impacted by the one-time charge, and the net
income margin was 7.3 percent, a decrease of 7.6 points versus
2016. Losses from discontinued operations, net of tax, were
$5 million in 2017 compared to $9 million in 2016. Net income
of $5.8 billion decreased 51.5 percent year to year. Operating
(non-GAAP) pre-tax income from continuing operations of $13.9
billion decreased 0.5 percent year to year and the operating
(non-GAAP) pre-tax margin from continuing operations was
essentially flat at 17.5 percent. Operating (non-GAAP) income
from continuing operations of $12.9 billion decreased 0.7 percent
with an operating (non-GAAP) income margin from continuing
operations of 16.3 percent, flat year to year. The operating (non-
GAAP) effective tax rate from continuing operations in 2017 was
6.7 percent, which includes the effect of discrete tax benefits in
the first and second quarters of 2017.

Diluted earnings per share from continuing operations of $6.14
in 2017, which includes the one-time charge associated with U.S.
tax reform, decreased 50.4 percent year to year. In 2017, the
company repurchased 27.2 million shares of its common stock at
a cost of $4.3 billion and had $3.8 billion remaining in the current
share repurchase authorization at December 31, 2017. Operating
(non-GAAP) diluted earnings per share of $13.80 increased 1.5
percent versus 2016.

Management Discussion International Business Machines Corporation and Subsidiary Companies30

In January 2018, the company disclosed that it is expecting
GAAP earnings per share from continuing operations of at least
$11.70 and operating (non-GAAP) earnings of at least $13.80 per
diluted share for 2018. The company expects free cash flow to
be approximately $12 billion in 2018. Free cash flow realization
is expected to be in excess of 100 percent of GAAP net income.
Refer to page 68 in the Liquidity and Capital Resources section
for additional information on this non-GAAP measure. Refer to
the Looking Forward section on pages 66 and 67 for additional
information on the company’s expectations.

DESCRIPTION OF BUSINESS
Please refer to IBM’s Annual Report on Form 10-K filed with the
SEC on February 27, 2018 for Item 1A. entitled “Risk Factors.”

The company creates value for clients through integrated solu-
tions and products that leverage: data, information technology,
deep expertise in industries and business processes, and a
broad ecosystem of partners and alliances. IBM solutions
typically create value by enabling new capabilities for clients
that transform their businesses and help them engage with
their customers and employees in new ways. These solutions
draw from an industry-leading portfolio of consulting and IT
implementation services, cloud and cognitive offerings, and
enterprise systems and software which are all bolstered by one
of the world’s leading research organizations.

Strategy
The IBM strategy starts with its clients.

As a uniquely integrated technology and services company, IBM
helps clients change the way the world works by building smarter
businesses.

IBM’s clients include many of the world’s most successful
enterprises. These clients are at an inflection point, facing
tremendous new opportunity and incredible competition. Digital
technologies are unlocking unparalleled insight from previously
inaccessible data. Work processes are being reimagined for
speed and vastly smarter decision-making.

To win in these disruptive times requires that businesses learn —
learn by extracting insights from their data and by applying
those insights to how work is done. Smarter businesses do this
faster and more effectively supported by IBM’s combination of
Innovative Technology, Industry Expertise and Trust and Security.

The company’s capabilities include:

Cloud
Cloud is enabling the emergence of platforms through
standardization, agility and innovation in both IT and business
processes. Enterprise cloud is very different from consumer
cloud: enterprises must bridge together mission-critical assets
from on-premise systems with private cloud and public cloud.
Hybrid cloud technology provides that bridge. All three must
coexist and interoperate as a single platform.

The IBM Cloud is uniquely:

•

Built for all applications: Applications require data. That
data is in on-premise systems, in private clouds and in the
public cloud. The IBM Cloud enables one data platform
that, regardless of data’s location, can run all applications.
IBM’s hybrid cloud capabilities make this single platform
operate seamlessly.

Artificial intelligence (AI)-ready: The IBM Cloud is built
from the ground up to handle the demanding data and
computational requirements of AI.

Secure to the Core: IBM has a long history of helping clients
keep data and transactions secure. Security is even more
important in an increasingly connected world, and IBM has
extended this unparalleled level of security to the cloud.
For example, IBM’s cybersecurity offerings act as a business
immune system, with AI technology at its core, delivered
from the IBM Cloud. These systems help to defend and
respond to cyber-attacks across an organization’s data,
applications, mobile and endpoint devices.

The IBM Cloud is delivered with leading edge technology,
including:

•

Modern infrastructure: IBM’s systems, including servers,
storage and operating system software, have been refreshed
and redesigned for cloud and enterprise AI workloads.
IBM’s new z14 is the world’s first system to offer pervasive
encryption of data without requiring changes to applications,
and with no performance degradation. With IBM’s systems,
clients can build an IT infrastructure that is optimized for
the scalability, reliability and growth that businesses need in
today’s data-driven world.

Future infrastructure: The Q Network on the IBM Cloud enables
clients around the world to explore quantum computing
capabilities. IBM is the leader in quantum computing.
Clients are signing on to explore how to overcome foreseen
constraints in traditional computing models.

AI and Data
Artificial intelligence can help clients extract insight and make
intelligent decisions from data. Like cloud, enterprise AI is very
different from consumer AI. Enterprise applications deal with
more complex use cases that benefit from expert knowledge,
such as in healthcare or in the identification of business risk.
Enterprise AI applications are trained by expert data, through
data sets of all sizes and with more specialization than those in
the general-knowledge consumer world. IBM AI — through the
Watson platform:

•

Learns more from less data: The ability to extract deep
insights from both large and small data sets is essential for
enterprise applications. Watson excels at this and can
produce more insights with less data than other AI systems.
That means clients can get started more quickly and begin
to gain experience deploying AI in the enterprise.

Management Discussion International Business Machines Corporation and Subsidiary Companies31

•

Protects clients’ insights: While Watson builds on cumulative
experience and knowledge, IBM recognizes that data
and insights are clients’ most important assets and a true
competitive advantage. Watson is built to safeguard this
type of information.

Reimagines your workflows: Watson has been built for — and
trained in — areas requiring deep expertise. Watson brings
AI to professionals so that work can be done more efficiently,
and even more importantly, can improve as the systems
learn from the data.

Solutions
Creating smarter businesses requires reimagining a company’s
core processes — for example, in healthcare, managing risk
or optimizing a supply chain. In addition to building solutions
based on IBM’s experience, IBM is also creating a series of AI
solutions — cognitive solutions — that embed artificial intelligence
and data to change how work is done. Examples include:

•

Global Industry Platforms: provides cognitive, analytics,
security and cloud technology in comprehensive industry-
specific platforms to remove much of the cost and complexity
of delivering core business functions. For example: Banking,
wealth management, and insurance are some of the
areas poised for dramatic change by using cognitive and AI
solutions from IBM Watson Financial Services. Watson
Health provides technology and expertise to empower
leaders, advocates and influencers in health to accelerate
discovery, make essential connections and gain confidence
on their path to solving the world’s biggest health challenges.

Blockchain Solutions: IBM is working with clients and
developers across multiple industries to use blockchain to
transform how business is done in areas such as banking
and financial services and supply chain. For example,
blockchain technology can be used to digitize global trade
processes, providing a more efficient and secure method of
moving goods across borders and trading zones.

•

Watson IoT: includes both a cloud-based platform and
industry solutions infused with AI, helping organizations
mine intelligence from billions of connected devices.

Enterprise Services
Through Global Business Services and Global Technology
Services, IBM has helped the world’s most successful enterprises
transition from era to era. Using proven methods, IBM Services
bring globally delivered outcomes using proven methods by
focusing on:

•

Digital Reinvention for growth: a unique framework for
business transformation focused on growth opportunities.

End-to-end Services integration: Global Technology Services
brings the ability to connect previously disconnected
parts of an organization. By embedding Watson into these
mission critical services, new levels of quality, resiliency
and automation are achieved.

•

Pragmatic journey to Cloud and AI: Global Business Services
brings its deep experience when guiding clients through
the journey to cloud and AI. Clients gain from the thorough
understanding of technology and the best ways to utilize it.

As clients reinvent their businesses to be smarter, they need all
of this to work together. This is what they expect from IBM, what
they need from IBM and what sets IBM apart.

Responsible stewardship is an enduring principle that under-
scores all IBM endeavors. While IBM is constantly ushering in
new technology it does so by:

•

Leading in data responsibility, ethics and transparency;

• Preparing workforces of the world;

•

Continuing the company’s century-long commitment to
diversity and inclusion, and

•

Remaining grounded in a set of enduring IBM Values:

• Dedication to every client’s success

•

Innovation that matters — for our company and for
the world

• Trust and personal responsibility in all relationships

IBM has built a reputation and track record of trust with its clients
for more than a century. IBM safeguards a client’s privacy, data
and insights. For example, IBM was one of the first companies to
appoint a Chief Privacy Officer, to develop and publish a genetics
privacy policy, to be certified under the APEC Cross Borders
Privacy Rules system and to sign the EU Data Protection Code of
Conduct for Cloud Service Providers.

This is an era where being faster, more productive and lower
cost is important but frankly not enough. To win, a business
must be smarter: Being smarter means having deeper expertise,
extracting better insights from data and being capable of rapidly
changing the way in which one does work.

This is core to the strategy of IBM’s clients and is at the heart of
the IBM strategy.

Business Model
The company’s business model is built to support two principal
goals: helping enterprise clients to move from one era to the
next by bringing together innovative technology and industry
expertise, and providing long-term value to shareholders. The
business model has been developed over time through strategic
investments in capabilities and technologies that have long-term
growth and profitability prospects based on the value they deliver
to clients.

Management Discussion International Business Machines Corporation and Subsidiary Companies

The company’s global capabilities include services, software,
systems, fundamental research and related financing. The broad
mix of businesses and capabilities are combined to provide
integrated solutions and platforms to the company’s clients.

The business model is dynamic, adapting to the continuously
changing industry and economic environment, including the
company’s transformation into cloud and as-a-Service delivery
models. The company continues to strengthen its position
through strategic organic investments and acquisitions in higher-
value areas, broadening its industry expertise and integrating AI
into more of what the company offers. In addition, the company is
transforming into a more agile enterprise to drive innovation and
speed, as well as helping to drive productivity, which supports
investments for participation in markets with significant long-
term opportunity.

This business model, supported by the company’s financial
model, has enabled the company to deliver strong earnings, cash
flows and returns to shareholders over the long term.

Business Segments and Capabilities
The company’s major operations consist of five business
segments: Cognitive Solutions, Global Business Services,
Technology Services & Cloud Platforms, Systems and Global
Financing.

Cognitive Solutions comprises a broad portfolio of capabilities
that help IBM’s clients to identify actionable new insights and
inform decision-making for competitive advantage. Leveraging
IBM’s research, technology and industry expertise, this business
delivers a full spectrum of capabilities, from descriptive,
predictive and prescriptive analytics to cognitive systems.
Cognitive Solutions includes Watson, the first commercially
available AI platform that has the ability to interact in natural
language, process vast amounts of big data, and learn from
interactions with people and systems. These solutions are
provided through the most contemporary delivery methods
including through cloud environments and “as-a-Service”
models. Cognitive Solutions consists of Solutions Software and
Transaction Processing Software.

Cognitive Solutions Capabilities
Solutions Software: provides the basis for many of the company’s
strategic areas. IBM has established the world’s deepest
portfolio of data and analytics solutions, including analytics
and data management platforms, cloud data services, talent
management solutions, and solutions tailored by industry.
Watson Platform, Watson Health and Watson Internet of Things
(IoT) are certain capabilities included in Solutions Software.
IBM’s world-class security platform delivers integrated security
intelligence across clients’ entire operations, including their
cloud, applications, networks and data, helping them to prevent,
detect and remediate potential threats.

Transaction Processing Software: includes software that
primarily runs mission-critical systems in industries such as
banking, airlines and retail. Most of this software is on-premise
and annuity in nature.

Global Business Services (GBS) provides clients with consulting,
application management services and business process services.
These professional services deliver value and innovation to
clients through solutions which leverage industry, technology
and business strategy and process expertise. GBS is the
digital reinvention partner for IBM clients, combining industry
knowledge, functional expertise, and applications with the power
of business design and cognitive and cloud technologies. The
full portfolio of GBS services is backed by its globally integrated
delivery network and integration with technologies, solutions and
services from IBM units including IBM Watson, IBM Cloud, IBM
Research, and Global Technology Services.

In 2017, GBS deployed a new operating model designed to
address specific client digital transformation imperatives and
take full advantage of IBM and GBS’s competitive differentiators
in industry, cognitive and cloud. The operating model features
Digital Strategy and iX, Cognitive Process Transformation and
Cloud Application Innovation. To bring value at scale to clients
around the world, GBS has implemented global service lines
within each of the three focus areas, which are populated with
new practices staffed by practitioners with deep domain skills
and industry expertise.

GBS Capabilities
Consulting: provides business consulting services focused on
bringing to market solutions that help clients shape their digital
blueprints and customer experiences, define their cognitive
operating models, unlock the potential in all data to improve
decision-making, set their next-generation talent strategies and
create new technology architectures in a cloud-centric world.

Application Management: delivers system integration, application
management, maintenance and support services for packaged
software, as well as custom and legacy applications. Value is
delivered through advanced capabilities in areas such as security
and privacy, application testing and modernization, cloud
application migration and automation.

Global Process Services: delivers finance, procurement, talent
and engagement, and industry-specific business process
outsourcing services. These services deliver improved business
results to clients through our consult-to-operate model which
includes the strategic change and/or operation of the client’s
processes, applications and infrastructure. GBS is redefining
process services for both growth and efficiency through the
application of the power of cognitive technologies like Watson,
as well as the IoT, blockchain and deep analytics.

Technology Services & Cloud Platforms provides compre-
hensive IT infrastructure services creating business value for
clients. By leveraging insights and experience drawn from IBM’s
global scale, skills and technology, with applied innovation from
IBM Research, clients gain access to leading-edge, high-quality
services with improved outcomes in productivity, flexibility
and cost.

Management Discussion International Business Machines Corporation and Subsidiary Companies33

Technology Services & Cloud Platforms Capabilities
Infrastructure Services: delivers a portfolio of cloud, project-
based, outsourcing and other managed services focused on
clients’ enterprise IT infrastructure environments to enable
digital transformation and deliver improved quality, flexibility,
risk management and financial value. The portfolio includes a
comprehensive set of hybrid cloud services and solutions to
assist clients in building and running enterprise IT environments
that utilize public and private clouds and traditional IT. The IBM
Cloud Platform offers leading-edge services to developers and
IBM’s Cloud Infrastructure-as-a-Service covers a wide variety
of workloads with high-quality performance. These offerings
integrate long-standing expertise in service management
and technology with the ability to utilize the power of new
technologies, drawn from across IBM’s businesses and
ecosystem partners. The portfolio is built around a key set of
predictive and proactive solutions addressing systems, mobility,
resiliency, networking, cloud and security. The company’s
capabilities, including IBM Cloud, cognitive computing and hybrid
cloud implementation, provide high-performance, end-to-end
innovation and an improved ability to achieve business objectives.

Technical Support Services: delivers comprehensive support
services to maintain and improve the availability of clients’ IT
infrastructures. These offerings include maintenance for IBM
products and other technology platforms, as well as software
and solution support, drawing on innovative technologies and
leveraging the Watson platform’s predictive capabilities.

Integration Software: delivers industry-leading hybrid cloud
solutions that empower clients to achieve rapid innovation,
hybrid integration, and process transformation with choice
and consistency across public, dedicated and local cloud
environments, leveraging the IBM Platform-as-a-Service
solution. Integration Software offerings and capabilities help
clients address the digital imperatives to create, connect and
optimize their applications, data and infrastructure on their
journey to become cognitive businesses.

Systems provides clients with innovative infrastructure
platforms to help meet the new requirements of hybrid cloud and
cognitive workloads. Approximately half of Systems Hardware’s
server and storage sales transactions are through the company’s
business partners, with the balance direct to end-user clients.
IBM Systems also designs advanced semiconductor and systems
technology in collaboration with IBM Research, primarily for use
in the company’s systems.

Systems Capabilities
Servers: a range of high-performance systems designed to
address computing capacity, security and performance needs
of businesses, hyperscale cloud service providers and scientific
computing organizations. The portfolio includes IBM Z, a trusted
enterprise platform for integrating data, transactions and insight,
and Power Systems, a system designed from the ground up for
big data and analytics, optimized for scale-out cloud and Linux,
and delivering open innovation with OpenPOWER.

Storage: data storage products and solutions that allow clients
to retain and manage rapidly growing, complex volumes of digital
information and to fuel data-centric cognitive applications.
These solutions address critical client requirements for
information retention and archiving, security, compliance and
storage optimization including data deduplication, availability
and virtualization. The portfolio consists of a broad range of
software-defined storage solutions, flash storage, disk and tape
storage solutions.

Operating Systems Software: The company’s z/OS is a security-
rich, scalable, high-performance enterprise operating system for
IBM Z. Power Systems offers a choice of AIX or Linux operating
systems. These operating systems leverage POWER architecture
to deliver secure, reliable and high performing enterprise-class
workloads across a breadth of server offerings.

Global Financing encompasses two primary businesses:
financing, primarily conducted through IBM Credit LLC (IBM
Credit), and remanufacturing and remarketing. In 2017, the
company reorganized its client and commercial financing
business as a wholly owned subsidiary, IBM Credit LLC, and
it began accessing the capital markets directly in September
2017. IBM Credit, through its financing solutions, facilitates IBM
clients’ acquisition of information technology systems, software
and services in the areas where the company has the expertise.
The financing arrangements are predominantly for products or
services that are critical to the end users’ business operations.
The company conducts a comprehensive credit evaluation of its
clients prior to extending financing. As a captive financier, Global
Financing has the benefit of both deep knowledge of its client
base and a clear insight into the products and services financed.
These factors allow the business to effectively manage two of the
major risks associated with financing, credit and residual value,
while generating strong returns on equity. Global Financing also
maintains a long-term partnership with the company’s clients
through various stages of the IT asset life cycle — from initial
purchase and technology upgrades to asset disposition decisions.

Global Financing Capabilities
Client Financing: lease, installment payment plan and loan
financing to end users and internal clients for terms up to seven
years. Assets financed are primarily new and used IT hardware,
software and services where the company has expertise. Internal
financing is predominantly in support of Technology Services &
Cloud Platforms’ long-term client service contracts. All internal
financing arrangements are at arm’s-length rates and are based
upon market conditions.

Commercial Financing: short-term working capital financing to
suppliers, distributors and resellers of IBM and OEM products
and services. This includes internal activity where Global
Financing factors a selected portion of the company’s accounts
receivable primarily for cash management purposes, at arm’s-
length rates.

Management Discussion International Business Machines Corporation and Subsidiary Companies34

Remanufacturing and Remarketing: assets include used
equipment returned from lease transactions, or used and surplus
equipment acquired internally or externally. These assets may
be refurbished or upgraded and sold or leased to new or existing
clients both externally or internally. Externally remarketed
equipment revenue represents sales or leases to clients and
resellers. Internally remarketed equipment revenue primarily
represents used equipment that is sold internally to Systems
and Technology Services & Cloud Platforms. Systems may also
sell the equipment that it purchases from Global Financing to
external clients.

IBM Worldwide Organizations
The following worldwide organizations play key roles in IBM’s
delivery of value to its clients:

• Global Markets

• Research, Development and Intellectual Property

Global Markets
IBM has a global presence, operating in more than 175 countries
with a broad-based geographic distribution of revenue. The
company’s Global Markets organization manages IBM’s global
footprint, working closely with dedicated country-based
operating units to serve clients locally. These country teams
have client relationship managers who lead integrated teams of
consultants, solution specialists and delivery professionals to
enable clients’ growth and innovation.

By complementing local expertise with global experience and
digital capabilities, IBM builds deep and broad-based client
relationships. This local management focus fosters speed
in supporting clients, addressing new markets and making
investments in emerging opportunities. The Global Markets
organization serves clients with expertise in their industry as
well as through the products and services that IBM and partners
supply. IBM is also expanding its reach to new and existing clients
through digital marketplaces, digital sales and local Business
Partner resources.

Research, Development and Intellectual Property
IBM’s research and development (R&D) operations differentiate
the company from its competitors. IBM annually invests 7 to
8 percent of total revenue for R&D, focusing on high-growth,
high-value opportunities. IBM Research works with clients and
the company’s business units through global labs on near-term
and mid-term innovations. It delivers many new technologies to
IBM’s portfolio every year and helps clients address their most
difficult challenges. IBM Research scientists are conducting
pioneering work in artificial intelligence, quantum computing,
blockchain, security, cloud, nanotechnology, silicon and post-
silicon computing architectures and more — applying these
technologies across industries including healthcare, IoT,
education and financial services.

In 2017, for the 25th consecutive year, IBM was awarded more
U.S. patents than any other company. IBM’s 9,043 patents
awarded in 2017 represent a diverse range of inventions in
artificial intelligence, cloud, cybersecurity and other strategic
growth areas for the company.

The company continues to actively seek IP protection for its
innovations, while increasing emphasis on other initiatives
designed to leverage its IP leadership. Some of IBM’s
technological breakthroughs are used exclusively in IBM
products, while others are licensed and may be used in IBM
products and/or the products of the licensee. As part of its
business model, the company licenses certain of its intellectual
property, which is high-value technology, but may be in more
mature markets. The licensee drives the future development of
the IP and ultimately expands the customer base. This would
generate IP income for the company both upon licensing, and
with any ongoing royalty arrangements between it and the
licensee. While the company’s various proprietary IP rights are
important to its success, IBM believes its business as a whole
is not materially dependent on any particular patent or license,
or any particular group of patents or licenses. IBM owns or is
licensed under a number of patents, which vary in duration,
relating to its products.

Management Discussion International Business Machines Corporation and Subsidiary Companies35

YEAR IN REVIEW
Results of Continuing Operations
Segment Details
The following is an analysis of the 2017 versus 2016 reportable segment results. The table below presents each reportable segment’s
external revenue and gross margin results. Segment pre-tax income includes transactions between segments that are intended to
reflect an arm’s-length transfer price and excludes certain unallocated corporate items.

($ in millions)

For the year ended December 31:

2017

2016

Revenue

Cognitive Solutions

Gross margin

Global Business Services

Gross margin

Technology Services & Cloud Platforms

Gross margin

Systems

Gross margin

Global Financing

Gross margin

Other

Gross margin

Yr.-to-Yr.
Percent/
Margin
Change

Yr.-to-Yr.
Percent Change
Adjusted for
Currency

1.5%

(3.2) pts.

(2.1)%

(1.8) pts.

(3.0)%

(1.5) pts.

6.2%

(2.5) pts.

0.3%

(9.4) pts.

1.0%

(1.8)%

(3.4)%

5.4%

(0.7)%

(40.7)%

(41.1)%

$18,453

$18,187

78.6%

81.9%

16,348

16,700

25.2%

27.0%

34,277

35,337

40.4%

8,194

53.2%

1,696

29.3%

171

41.9%

7,714

55.7%

1,692

38.7%

289

(640.3)%

(293.9)%

(346.4) pts.

Total consolidated revenue

$79,139

$79,919

(1.0)%

(1.3)%

Total consolidated gross profit

Total consolidated gross margin

Non-operating adjustments

Amortization of acquired intangible assets

Retirement-related costs/(income)

Operating (non-GAAP) gross profit

Operating (non-GAAP) gross margin

$36,227

$38,294

45.8%

47.9%

(5.4)%

(2.1) pts.

449

799

494

316

$37,475

$39,104

47.4%

48.9%

(9.2)%

153.2%

(4.2)%

(1.6) pts.

Management Discussion International Business Machines Corporation and Subsidiary Companies36

Cognitive Solutions

($ in millions)

For the year ended December 31:

Cognitive Solutions external revenue

Solutions Software

Transaction Processing Software

2017

$18,453

$12,806

5,647

2016

$18,187

$12,589

5,598

Yr.-to-Yr.
Percent
Change

Yr.-to-Yr.
Percent Change
Adjusted for
Currency

1.5%

1.7%

0.9

1.0%

1.3%

0.3

Cognitive Solutions revenue of $18,453 million grew 1.5 percent
as reported and 1 percent adjusted for currency in 2017
compared to the prior year. On an as-reported and constant
currency basis, there was growth in Solutions Software, which
addresses many of the company’s strategic areas, while
Transaction Processing Software was relatively flat year to year.

Cognitive Solutions total strategic imperatives revenue of $12.0
billion grew 2 percent year to year as reported and adjusted
for currency. Cloud revenue of $2.5 billion grew 19 percent as
reported and adjusted for currency, with an as-a-Service exit run
rate of $2.1 billion.

($ in millions)

Solutions Software revenue of $12,806 million grew 1.7 percent
as reported (1 percent adjusted for currency) compared to the
prior year led by key areas including security, industry platforms
and Watson offerings, as the company continued to embed
cognitive into its security offerings and drive vertical solutions.
In 2017, the company continued to expand the market for Watson
Health which had strong double-digit revenue growth as reported
and adjusted for currency compared to the prior year. Most of the
strategic areas within Solutions Software have a Software-as-
a-Service (SaaS) delivery model and the company continues to
build scale in these areas. For the full year, there was year-to-year
growth in annuity revenue as reported and at constant currency
with strong double-digit growth in SaaS revenue as reported and
adjusted for currency.

Transaction Processing Software revenue of $5,647 million
grew 0.9 percent as reported (flat adjusted for currency) in 2017
compared to the prior year. In the second half of 2017, there was
improved revenue performance with growth both sequentially
versus the first half 2017 and year to year as reported and
adjusted for currency reflecting clients’ ongoing long-term
commitment and the value the company’s platform provides
to them. This portfolio predominately runs on-premise mission
critical workloads running on IBM Z in industries such as banking,
airlines and retail.

For the year ended December 31:

2017

2016

Cognitive Solutions

Yr.-to-Yr.
Percent/
Margin
Change

External gross profit

$14,510

$14,890

(2.6)%

External gross profit

margin

Pre-tax income

Pre-tax margin

78.6%

81.9%

(3.2) pts.

$ 6,817

$ 6,352

32.3%

30.5%

7.3%

1.8 pts.

Cognitive Solutions gross profit margin decreased 3.2 points to
78.6 percent in 2017 compared to the prior year. The gross profit
margin decline year to year was driven by continued investment
and an increasing mix toward SaaS which has a different margin
profile than traditional software delivery offerings and is not yet
at scale. Margins were impacted by a higher level of royalty cost
associated with IP licensing agreements in 2017 compared to
the prior year.

Pre-tax income of $6,817 million increased 7.3 percent compared
to the prior year with a pre-tax margin improvement of 1.8 points
to 32.3 percent as the company continues to invest to embed
cognitive into offerings, scale platforms and build high-value
vertical solutions.

Management Discussion International Business Machines Corporation and Subsidiary Companies37

2017

$16,348

$ 7,262

1,265

7,821

2016

$16,700

$ 7,332

1,388

7,980

Yr.-to-Yr.
Percent
Change

Yr.-to-Yr.
Percent Change
Adjusted for
Currency

(2.1)%

(1.0)%

(8.8)

(2.0)

(1.8)%

(0.4)%

(9.0)

(1.9)

($ in millions)

For the year ended December 31:

2017

2016

Global Business Services

Yr.-to-Yr.
Percent/
Margin
Change

External gross profit

$4,112

$4,501

(8.6)%

External gross profit

margin

Pre-tax income

Pre-tax margin

25.2%

27.0%

(1.8) pts.

$1,401

$1,732

(19.1)%

8.4%

10.1%

(1.7) pts.

GBS gross profit margin decreased 1.8 points to 25.2 percent
year to year and pre-tax income of $1,401 million decreased 19.1
percent year to year. The pre-tax margin declined 1.7 points to
8.4 percent. Pre-tax income performance for the year included a
lower level of charges related to workforce rebalancing and real
estate actions as compared to the prior year.

GBS margin has been impacted by investments to drive
transformation and reflects pricing and profit pressure in the
more traditional IT services. The company will continue to focus
on improving productivity with a streamlined practice model and
new project management approaches.

Global Business Services

($ in millions)

For the year ended December 31:

Global Business Services external revenue

Consulting

Global Process Services

Application Management

Global Business Services revenue of $16,348 million decreased
2.1 percent as reported and 2 percent adjusted for currency in
2017 compared to the prior year. The company continues to
transform this business and shift its practices to digital, cognitive
and cloud. GBS signings grew each quarter of the year as reported
and adjusted for currency, and strategic imperatives revenue for
the full year 2017 had strong growth year to year as reported
and adjusted for currency. However, this growth continues to be
more than offset by declines in the more traditional areas that the
company is shifting away from such as large ERP and on-premise
enterprise application implementation.

Consulting revenue of $7,262 million decreased 1.0 percent
year to year as reported (flat adjusted for currency). There was
improved performance in the second half of 2017 with revenue
growth both sequentially versus the first half of 2017 and year
to year as reported and adjusted for currency. The improvement
was driven by the company’s digital strategy and iX platform,
and a return to growth as reported and at constant currency
in the Consulting backlog. Global Process Services (GPS)
revenue of $1,265 million decreased 8.8 percent as reported
(9 percent adjusted for currency) compared to the prior year.
Application Management revenue of $7,821 million decreased
2.0 percent as reported (2 percent adjusted for currency).
The company continues to help clients implement new cloud-
centric architectures in their critical applications. However,
overall revenue performance in Application Management was
impacted by certain areas that are not as differentiated and
are experiencing pricing pressure, as well as the successful
completion of some large contracts.

Within GBS, total strategic imperatives revenue of $9.8 billion
grew 10 percent as reported and adjusted for currency year to
year. Cloud revenue of $4.0 billion grew 34 percent as reported
(35 percent adjusted for currency), with an as-a-Service exit run
rate of $1.3 billion.

Management Discussion International Business Machines Corporation and Subsidiary Companies38

Technology Services & Cloud Platforms

($ in millions)

For the year ended December 31:

Technology Services & Cloud Platforms external revenue

Infrastructure Services

Technical Support Services

Integration Software

Technology Services & Cloud Platforms revenue of $34,277
million decreased 3.0 percent as reported and 3 percent adjusted
for currency in 2017 compared to the prior year. For the full year,
there were declines across all lines of business, however, within
the segment there was strong revenue growth year to year in
cloud, analytics, mobile and security, as reported and adjusted
for currency.

Infrastructure Services revenue of $22,690 million declined 3.6
percent as reported (4 percent adjusted for currency) compared
to the prior year. In Infrastructure Services, the business model
is to deliver productivity to clients and then grow by expanding
the scope of work and adding new clients to the platform. The
revenue decline in 2017 reflects the continued impact associated
with contract conclusions at the end of 2016 and the shift away
from certain lower value work within this business. During
2017, there were some substantial new transactions signed
to implement hybrid cloud environments. Technical Support
Services revenue of $7,196 million decreased 1.0 percent as
reported (2 percent adjusted for currency) year to year. Within
this line of business, the company is focused on growing its
multi-vendor support services which provide clients with a
single source of expertise and visibility across different vendor
solutions. Integration Software full-year revenue of $4,390
million decreased 2.9 percent as reported (3 percent adjusted
for currency) compared to the prior year. While the annuity base
remains relatively stable and there was strong double-digit
growth in SaaS offerings, transactional revenue declined year to
year as more of this portfolio shifts to the IBM Cloud.

Within Technology Services & Cloud Platforms, strategic
imperatives revenue of $10.4 billion grew 19 percent year to year
as reported (18 percent adjusted for currency). Cloud revenue
of $7.1 billion grew 21 percent as reported (20 percent adjusted
for currency), with an as-a-Service exit run rate of $6.9 billion.

2017

$34,277

$22,690

7,196

4,390

2016

$35,337

$23,543

7,272

4,521

Yr.-to-Yr.
Percent
Change

Yr.-to-Yr.
Percent Change
Adjusted for
Currency

(3.0)%

(3.6)%

(1.0)

(2.9)

(3.4)%

(4.1)%

(1.5)

(3.4)

($ in millions)

For the year ended December 31:

2017

2016

Technology Services &
Cloud Platforms

External Technology

Yr.-to-Yr.
Percent/
Margin
Change

Services gross profit

$10,256

$10,969

(6.5)%

External Technology

Services gross profit
margin

External Integration

34.3%

35.6%

(1.3) pts.

Software gross profit

$ 3,587

$ 3,830

(6.4)%

External Integration

Software gross profit
margin

81.7%

84.7%

(3.0) pts.

External total gross profit

$13,842

$14,800

(6.5)%

External total gross
profit margin

Pre-tax income

Pre-tax margin

40.4%

41.9%

(1.5) pts.

$ 4,344

$ 4,707

(7.7)%

12.4%

13.1%

(0.6) pts.

Technology Services & Cloud Platforms gross profit margin
decreased 1.5 points year to year in 2017 to 40.4 percent driven
primarily by large contract conclusions, delays in productivity
improvements, mix from Integration Software and investments
in cloud. The current-year margin reflects savings from the prior-
year workforce transformation action. Pre-tax income of $4,344
million decreased 7.7 percent. The pre-tax margin declined 0.6
points year to year to 12.4 percent. The year-to-year performance
in 2017 compared to the prior year includes a lower level of
charges related to workforce and real estate actions.

The company continues to focus on scaling its platforms,
delivering productivity through automation, infusing AI into
its offerings and investing to expand its cloud infrastructure.
There are approximately 60 cloud centers across 19 countries
providing clients with flexibility in how and where they store
their data. However, these investments to transform the business
continued to impact margins in 2017.

Management Discussion International Business Machines Corporation and Subsidiary Companies39

Services Backlog and Signings

($ in billions)

At December 31:

Total backlog

2017

$121.0

2016

$118.7

Yr.-to-Yr.
Percent
Change

Yr.-to-Yr.
Percent Change
Adjusted for
Currency

1.9%

(3.4)%

The estimated total services backlog at December 31, 2017 was
$121 billion, an increase of 1.9 percent as reported (decrease
of 3 percent adjusted for currency). There was growth in Global
Technology Services backlog as reported, but a decrease year
to year adjusted for currency. GBS backlog decreased year to
year as reported and adjusted for currency compared to the
December 31, 2016 balance.

Services signings are management’s initial estimate of the
value of a client’s commitment under a services contract. There
are no third-party standards or requirements governing the
calculation of signings. The calculation used by management
involves estimates and judgments to gauge the extent of a client’s
commitment, including the type and duration of the agreement,
and the presence of termination charges or wind-down costs.

Total services backlog includes Infrastructure Services,
Consulting, Global Process Services, Application Management
and Technical Support Services. Total backlog is intended to be
a statement of overall work under contract for these businesses
and therefore includes Technical Support Services. It does not
include as-a-Service offerings that have flexibility in contractual
commitment terms. Backlog estimates are subject to change and
are affected by several factors, including terminations, changes
in the scope of contracts, periodic revalidations, adjustments for
revenue not materialized and adjustments for currency.

Signings include Infrastructure Services, Consulting, Global
Process Services and Application Management contracts.
Contract extensions and increases in scope are treated as
signings only to the extent of the incremental new value.
Technical Support Services is not included in signings as the
maintenance contracts tend to be more steady state, where
revenues equal renewals.

Contract portfolios purchased in an acquisition are treated as
positive backlog adjustments provided those contracts meet the
company’s requirements for initial signings. A new signing will be
recognized if a new services agreement is signed incidental or
coincidental to an acquisition or divestiture.

($ in millions)

For the year ended December 31:

Total signings

Systems

($ in millions)

For the year ended December 31:

Systems external revenue

Systems Hardware

IBM Z

Power Systems

Storage Systems

2017

2016

Yr.-to-Yr.
Percent
Change

Yr.-to-Yr.
Percent Change
Adjusted for
Currency

$42,869

$44,645

(4.0)%

(4.4)%

2017

$8,194

$6,494

2016

$7,714

$5,926

Yr.-to-Yr.
Percent
Change

Yr.-to-Yr.
Percent Change
Adjusted for
Currency

6.2%

9.6%

24.0

(3.7)

7.7

(4.9)

5.4%

8.6%

22.3

(4.3)

7.0

(5.3)

Operating Systems Software

1,701

1,788

Systems revenue of $8,194 million grew 6.2 percent year to
year as reported (5 percent adjusted for currency) in 2017
driven by a combination of strong z14 market acceptance and
four consecutive quarters of growth as reported and adjusted
for currency in Storage Systems. Systems Hardware revenue of
$6,494 million grew 9.6 percent as reported (9 percent adjusted
for currency) with growth in IBM Z and Storage Systems partially
offset by a decrease in Power Systems, as reported and adjusted
for currency. Operating Systems Software revenue of $1,701
million decreased 4.9 percent as reported (5 percent adjusted
for currency) compared to the prior year.

Within Systems Hardware, IBM Z revenue grew 24.0 percent as
reported (22 percent adjusted for currency) year to year, driven by
the successful launch of the z14 mainframe in the third quarter of
2017. This success is due to the strong demand for technology that
helps address the growing threat of global data breaches and the
need for clients to operate within regulated environments. With
unprecedented encryption capabilities, there has been strong
demand for the z14 across a mix of industries and geographies
since its introduction. The company’s mainframe is a franchise
that continues to deliver a high value, secure and scalable
platform that clients rely on for their mission critical applications.

Management Discussion International Business Machines Corporation and Subsidiary Companies40

Power Systems revenue decreased 3.7 percent as reported
(4 percent adjusted for currency) year to year with revenue growth
in the company’s high-end portfolio more than offset by declines
in mid-range and low-range products, as reported and adjusted
for currency. Overall performance reflects the company’s
continued shift to a growing Linux market while continuing to
serve a high-value, but declining UNIX market. Linux revenue
grew year to year as reported and adjusted for currency, while
UNIX revenue declined as reported and adjusted for currency
in 2017. In the fourth quarter of 2017, Power Systems revenue
returned to growth as reported and adjusted for currency, and
the company released its next generation POWER9 system in the
low-end Linux portfolio. With the new POWER9 processor, these
systems bring unprecedented speed to AI workloads.

Storage Systems revenue increased by 7.7 percent as reported
(7 percent adjusted for currency) year to year. With the
company’s most competitive storage offerings in some time,
there was growth as reported and adjusted for currency in each
quarter of the year. All-flash array offerings were a catalyst for
Storage Systems growth in 2017 with strong double-digit growth
as reported and adjusted for currency throughout the year.

Within Systems, total strategic imperatives revenue of $4.3 billion
grew 28 percent year to year as reported (26 percent adjusted
for currency). Cloud revenue of $3.4 billion grew 26 percent as
reported (25 percent adjusted for currency).

($ in millions)

For the year ended December 31:

2017

2016

Systems

External Systems

Yr.-to-Yr.
Percent/
Margin
Change

Hardware gross profit

$2,894

$2,720

6.4%

The Systems gross profit margin decreased 2.5 points to 53.2
percent in 2017 compared to the prior year. The overall decrease
year to year was driven by margin declines across all product
lines, partially offset by product mix primarily toward the higher
margin IBM Z, reflecting product cycle dynamics.

Pre-tax income of $1,135 million grew 21.6 percent and pre-tax
margin increased 1.7 points year to year to 12.7 percent driven
by the strong performance in Systems Hardware.

Overall Systems performance in 2017 reflected a successful
repositioning of the business through continuous reinvention of
core platforms and expansion into new workloads.

Global Financing
Global Financing is a reportable segment that is measured as
a stand-alone entity. Global Financing facilitates IBM clients’
acquisition of information technology systems, software and
services by providing financing solutions in the areas where the
company has the expertise, while generating strong returns on
equity. Global Financing also optimizes the recovery of residual
values by selling assets sourced from end of lease, leasing used
equipment to new clients, or extending lease arrangements
with current clients. Sales of equipment include equipment
returned at the end of a lease, surplus internal equipment
and used equipment purchased externally. Residual value is a
risk unique to the financing business and management of this
risk is dependent upon the ability to accurately project future
equipment values at lease inception. Global Financing has
insight into product plans and cycles for the IBM products under
lease. Based upon this product information, Global Financing
continually monitors projections of future equipment values and
compares them with the residual values reflected in the portfolio.

Results of Operations

($ in millions)

External Systems

Hardware gross
profit margin

External Operating

Systems Software
gross profit

External Operating

Systems Software
gross profit margin

External total
gross profit

External total gross
profit margin

Pre-tax income

Pre-tax margin

44.6%

45.9%

(1.3) pts.

For the year ended December 31:

2017

2016

Yr.-to-Yr.
Percent
Change

External revenue

$1,696

$1,692

0.3 %

$1,469

$1,577

(6.9)%

Internal revenue

Total revenue

Pre-tax income

86.4%

88.2%

(1.8) pts.

$4,363

$4,298

1.5%

53.2%

55.7%

(2.5) pts.

$1,135

$ 933

21.6%

12.7%

11.0%

1.7 pts.

1,471

$3,168

$1,279

1,802

(18.4)

$3,494

$1,656

(9.3 )%

(22.7)%

Management Discussion International Business Machines Corporation and Subsidiary Companies41

In 2017, Global Financing delivered external revenue of $1,696
million and total revenue of $3,168 million, with a decline in
gross margin of 6.7 points. Total pre-tax income of $1,279 million
decreased 22.7 percent compared to 2016 and return on equity
increased 2.3 points to 32.9 percent.

Total unguaranteed residual value of leases at December 31,
2017 and 2016 were $724 million and $725 million, respectively.
In addition to the unguaranteed residual value, on a limited basis,
Global Financing will obtain guarantees of the future value of the
equipment to be returned at end of lease.

Global Financing total revenue of $3,168 million decreased 9.3
percent compared to the prior year. This was due to a decline
in internal revenue of 18.4 percent, driven by a decrease in
internal used equipment sales (down 25.2 percent to $1,111
million) partially offset by an increase in internal financing (up
13.9 percent to $360 million). External revenue grew 0.3 percent
due to an increase in external used equipment sales (up 14.9
percent to $530 million), partially offset by a decline in external
financing (down 5.2 percent to $1,167 million).

The decrease in external financing revenue was due to lower
asset yields, partially offset by an increase in average asset
balances. The increase in internal financing revenue was primarily
due to higher average asset balances and higher asset yields.

Global Financing pre-tax income decreased 22.7 percent year to
year in 2017 primarily driven by a decrease in gross profit ($430
million), partially offset by a decline in financing receivables
provisions ($52 million). This decrease was primarily due to lower
reserves in Brazil in the current year. At December 31, 2017 the
overall allowance for credit losses coverage rate was 1.1 percent,
a decrease of 48 basis points year over year primarily due to the
write-off of previously reserved receivables.

The increase in return on equity from 2016 to 2017 was primarily
due to a lower average equity balance. See page 48 for the details
of the after-tax income and return on equity calculations.

Third-party residual value guarantees increase the minimum
lease payments as provided for by accounting standards that
are utilized in determining the classification of a lease as a
sales-type lease, direct financing lease or operating lease. The
aggregate asset values associated with the guarantees of sales-
type leases were $716 million and $329 million for the financing
transactions originated during the years ended December 31,
2017 and December 31, 2016, respectively. In 2017, the residual
value guarantee program resulted in the company recognizing
approximately $452 million of revenue that would otherwise have
been recognized in future periods as operating lease revenue. If
the company had chosen to not participate in a residual value
guarantee program in 2017 and prior years, the 2017 impact
would be substantially mitigated by the effect of prior year
asset values being recognized as operating lease revenue in
the current year. The aggregate asset values associated with
the guarantees of direct financing leases were $154 million and
$169 million for the financing transactions originated during the
years ended December 31, 2017 and 2016, respectively. The
associated aggregate guaranteed future values at the scheduled
end of lease were $45 million and $19 million for the financing
transactions originated during the years ended December 31,
2017 and 2016, respectively. The cost of guarantees was $4
million and $2 million for the years ended December 31, 2017
and 2016, respectively.

Geographic Revenue
In addition to the revenue presentation by reportable segment, the company also measures revenue performance on a geographic
basis. The following geographic, regional and country-specific revenue performance excludes OEM revenue.

($ in millions)

For the year ended December 31:

Total revenue

Geographies

Americas

Europe/Middle East/Africa

Asia Pacific

2017

$79,139

$78,793

37,479

24,345

16,970

2016

$79,919

$79,594

37,513

24,769

17,313

Yr.-to-Yr.
Percent
Change

Yr.-to-Yr.
Percent Change
Adjusted for
Currency

(1.0)%

(0.1)

(1.7)

(2.0)

(1.3)%

(1.4)%

(0.6)

(2.8)

(1.1)

Total geographic revenue of $78,793 million in 2017 decreased 1.0 percent as reported (1 percent adjusted for currency) compared
to the prior year.

Management Discussion International Business Machines Corporation and Subsidiary Companies42

Americas revenue was essentially flat year to year as reported,
but decreased 1 percent adjusted for currency with a decline in
North America partially offset by growth in Latin America, both
as reported and adjusted for currency. Within North America, the
U.S. decreased 1.4 percent and Canada increased 4.9 percent
(3 percent adjusted for currency). In Latin America, Brazil
increased 7.6 percent (1 percent adjusted for currency) and
Mexico increased 9.2 percent (10 percent adjusted for currency).

EMEA revenue decreased 1.7 percent as reported and 3 percent
adjusted for currency. Revenue declined in the UK and Germany,
while there was growth in France and Spain. The UK decreased
11.2 percent (7 percent adjusted for currency) and Germany
decreased 3.2 percent (6 percent adjusted for currency). France
increased 6.3 percent (3 percent adjusted for currency), and
Spain was up 8.3 percent (6 percent adjusted for currency).

Asia Pacific revenue decreased 2.0 percent as reported and
1 percent adjusted for currency. Japan decreased 1.1 percent
as reported, but increased 2 percent adjusted for currency.
India grew 8.6 percent as reported and 5 percent adjusted for
currency. China decreased 10.6 percent (10 percent adjusted
for currency) and Australia decreased 5.8 percent (9 percent
adjusted for currency).

Total Expense and Other (Income)

($ in millions)

For the year ended December 31:

2017

2016

Total consolidated expense

Yr.-to-Yr.
Percent/
Margin
Change

and other (income)

$24,827

$25,964

(4.4)%

Selling, General and Administrative

($ in millions)

For the year ended December 31:

2017

2016

Yr.-to-Yr.
Percent
Change

Selling, general and

administrative expense

Selling, general and

administrative — other

$16,568

$16,971

(2.4)%

Advertising and promotional

expense

1,445

1,327

8.9

Workforce rebalancing

charges

Retirement-related costs

Amortization of acquired

intangible assets

Stock-based compensation

Bad debt expense

Total consolidated

selling, general and
administrative expense

Non-operating adjustments

Amortization of acquired

intangible assets

Acquisition-related charges

Non-operating retirement-
related (costs)/income

Operating (non-GAAP)
selling, general and
administrative expense

NM — Not meaningful

199

959

496

384

1,038

742

503

401

(80.9)

29.3

(1.4)

(4.1)

(36.5)

$20,107

$21,069

(4.6)%

(496)

(13)

(503)

(1.4)

(472)

(253)

86.6

$19,126

$20,315

(5.9)%

Non-operating adjustments

Amortization of acquired

intangible assets

Acquisition-related charges

Non-operating retirement-
related (costs)/income

Operating (non-GAAP)

expense and
other (income)

Total consolidated

(496)

(52)

(503)

(5)

(1.4)

Total selling, general and administrative (SG&A) expense
decreased 4.6 percent in 2017 versus 2016, driven primarily by
the following factors:

• Lower workforce rebalancing charges (4 points); and

(669)

(282)

137.2

•

Lower spending (2 points); partially offset by

$23,609

$25,174

(6.2)%

•

Spending related to acquisitions in the prior 12 months
(1 point); and

• Higher retirement-related costs (1 point).

expense-to-revenue ratio

31.4%

32.5%

(1.1) pts.

Operating (non-GAAP)

expense-to-revenue ratio

29.8%

31.5%

(1.7) pts.

Operating (non-GAAP) expense decreased 5.9 percent year to
year driven primarily by the same factors.

NM — Not meaningful

For additional information regarding total expense and other
(income) for both expense presentations, see the following
analyses by category.

Bad debt expense decreased $32 million in 2017 compared
to 2016. The receivables provision coverage was 1.6 percent
at December 31, 2017, a decrease of 40 basis points from
December 31, 2016.

Management Discussion International Business Machines Corporation and Subsidiary Companies43

Research, Development and Engineering

Other (Income) and Expense

($ in millions)

For the year ended December 31:

2017

2016

Yr.-to-Yr.
Percent
Change

Total consolidated

research, development
and engineering

Non-operating adjustment

Non-operating retirement-
related (costs)/income

Operating (non-GAAP)

research, development
and engineering

$5,787

$5,751

0.6%

(197)

(29)

575.5

$5,590

$5,722

(2.3)%

Research, development and engineering (RD&E) expense was
7.3 percent of revenue in 2017 and 7.2 percent of revenue in 2016.

For the year ended December 31:

2017

2016

Other (income) and expense

Foreign currency transaction

losses/(gains)

$ 405

$(116)

(Gains)/losses on derivative

instruments

Interest income

Net (gains)/losses from

securities and investment
assets

Other

Total consolidated other
(income) and expense

Non-operating adjustment

(341)

(144)

260

(108)

(20)

(116)

$(216)

$ 145

Yr.-to-Yr.
Percent
Change

33.5%

RD&E expense increased 0.6 percent in 2017 versus 2016
primarily driven by:

Acquisition-related

charges

•

The impact of acquisitions completed in the prior 12-month
period (1 point); and

• The effects of currency; partially offset by

•

Lower spending, net of higher retirement-related costs
(1 point).

Operating (non-GAAP) RD&E expense decreased 2.3 percent in
2017 compared to the prior year, driven primarily by the same
factors, excluding higher non-operating retirement-related costs.

Intellectual Property and Custom Development Income

($ in millions)

Operating (non-GAAP) other
(income) and expense

NM — Not meaningful

(39)

(7)

444.6

$(255)

$ 138

Total consolidated other (income) and expense was income of
$216 million in 2017 compared to expense of $145 million in
2016. The decrease in expense of $361 million year over year
was primarily driven by:

•

Real estate capacity charges (reflected in Other in the table
above) in the prior year related to workforce transformation
($328 million);

• Lower net exchange losses ($81 million);

For the year ended December 31:

2017

2016

Licensing of intellectual
property including
royalty-based fees

Custom development income

252

214

17.5

$1,193

$1,390

(14.1)%

•

Higher interest income ($36 million); partially offset by

•

Lower gains on divestitures ($61 million).

Yr.-to-Yr.
Percent
Change

•

Reduced losses from securities and investment assets
($43 million), primarily related to the sale of Lenovo shares
in 2016; and

Sales/other transfers of
intellectual property

Total

(24.2)

Interest Expense

$1,466

$1,631

(10.2)%

($ in millions)

Licensing of intellectual property including royalty-based fees
decreased 14.1 percent in 2017 compared to 2016. The company
entered into new partnership agreements in 2017, which included
three transactions with period income greater than $100 million,
compared to four transactions greater than $100 million in 2016.
The company licenses IP to partners who allocate their skills
to extend the value of assets that are high value, but may be in
mature markets. The timing and amount of licensing, sales or
other transfers of IP may vary significantly from period to period
depending upon the timing of licensing agreements, economic
conditions, industry consolidation and the timing of new patents
and know-how development.

For the year ended December 31:

2017

2016

Yr.-to-Yr.
Percent
Change

Interest expense

Total

$615

$630

(2.3)%

Interest expense decreased $15 million compared to 2016.
Interest expense is presented in cost of financing in the
Consolidated Statement of Earnings only if the related external
borrowings are to support the Global Financing external business.
Overall interest expense (excluding capitalized interest) in 2017
was $1,273 million, an increase of $67 million year to year,
primarily driven by higher average interest rates.

Management Discussion International Business Machines Corporation and Subsidiary Companies44

Stock-Based Compensation
Pre-tax stock-based compensation cost of $534 million
decreased $10 million compared to 2016. This was due
primarily to decreases related to the conversion of stock-based
awards previously issued by acquired entities ($23 million) and
performance share units ($14 million); partially offset by an
increase in restricted stock units ($27 million). Stock-based
compensation cost, and the year-to-year change, was reflected
in the following categories: Cost: $91 million, up $3 million; SG&A
expense: $384 million, down $16 million and RD&E expense: $59
million, up $3 million.

Retirement-Related Plans
The following table provides the total pre-tax cost for all
retirement-related plans. These amounts are included in the
Consolidated Statement of Earnings within the caption (e.g., Cost,
SG&A, RD&E) relating to the job function of the plan participants.

($ in millions)

For the year ended December 31:

2017

2016

Yr.-to-Yr.
Percent
Change

Retirement-related

plans — cost

Service cost

Amortization of prior

$ 429

$ 443

(3.0)%

service costs/(credits)

(88)

(107)

(18.5)

Cost of defined

contribution plans

1,046

1,070

(2.2)

Total operating costs/

(income)

Interest cost

Expected return on

plan assets

Recognized actuarial

losses

2,871

2,751

Curtailments/settlements

Multi-employer plan/other

(36)

(16)

126

4.4

Total non-operating
costs/(income)

Total retirement-related

$ 1,468

$ 598

145.6%

plans — cost

$ 2,857

$ 2,003

42.6%

NM — Not meaningful

Total pre-tax retirement-related plan cost increased by $854
million compared to 2016, primarily driven by lower expected
return on plan assets ($1,217 million) and an increase in
recognized actuarial losses ($120 million); partially offset by
lower interest costs ($339 million) and other costs ($162 million)
primarily due to impacts from pension litigation in both years.

As discussed in the “Operating (non-GAAP) Earnings” section on
pages 26 and 27, the company characterizes certain retirement-
related costs as operating and others as non-operating. Utilizing
this characterization, operating retirement-related costs in 2017
were $1,388 million, a decrease of $17 million compared to
2016, primarily driven by lower defined contribution plans cost
($23 million). Non-operating costs of $1,468 million increased
$871 million in 2017 compared to 2016, driven primarily by lower
expected return on plan assets ($1,217 million) and an increase
in recognized actuarial losses ($120 million); partially offset by
lower interest costs ($339 million) and other costs ($162 million)
primarily due to impacts from pension litigation in both years.
Effective January 1, 2018, the company adopted the new FASB
guidance on presentation of net periodic pension and nonpension
postretirement benefit costs, and as a result, beginning in
2018, the company will align its presentation of operating and
non-operating costs to the FASB presentation. Prior period non-
operating cost/(income) will be recast for comparability.

Income Taxes
The continuing operations effective tax rate for 2017 was
49.5 percent, an increase of 45.8 points versus the prior year. The
fourth quarter charge of $5.5 billion related to the impact of the
enactment of the U.S. Tax Cuts and Jobs Act resulted in an increase
to the effective tax rate of 48.0 points. Without this impact, the
continuing operations tax rate would have been 1.5 percent
compared to a 2016 rate of 3.6 percent, with the remaining
change in the rate year to year driven by the following factors:

•

An increased benefit year to year in the utilization of foreign
tax credits of 5.4 points;

•

A benefit due to the tax write down of an investment in the
fourth quarter of 2017 of 1.7 points; and

A benefit due to the geographic mix of pre-tax earnings in
2017 of 1.0 points; partially offset by

The favorable resolution of the longstanding tax matter in
Japan in 2016 of 9.5 points; and

An increase year to year in tax charges related to
intercompany payments of 1.5 points.

The continuing operations operating (non-GAAP) effective tax
rate was 6.7 percent, an increase of 0.3 points versus 2016,
principally driven by the same factors described above. In
2017, the geographic and product mix of pre-tax earnings were
more favorable than the company expected and there was
increased utilization of foreign tax credits. These impacts drove
the underlying continuing operations operating (non-GAAP)
effective tax rate to approximately 12 percent before discrete
period benefits.

For more information on the Tax Cuts and Jobs Act impact, see
note N, “Taxes,” on pages 121 and 124.

$ 1,388

$ 1,405

(1.2)%

$ 2,961

$ 3,300

(10.3)%

•

A benefit related to an intra-entity asset transfer in the first
quarter of 2017 of 5.1 points;

(4,346)

(5,563)

(21.9)

Management Discussion International Business Machines Corporation and Subsidiary CompaniesEarnings Per Share
Basic earnings per share is computed on the basis of the
weighted-average number of shares of common stock
outstanding during the period. Diluted earnings per share is
computed on the basis of the weighted-average number of
shares of common stock outstanding plus the effect of dilutive
potential common shares outstanding during the period using the
treasury stock method. Dilutive potential common shares include
outstanding stock options and stock awards.

For the year ended December 31:

2017

2016

Earnings per share of

common stock from
continuing operations

Assuming dilution

$ 6.14*

$12.39

$ 6.17

$12.44

Basic

Diluted operating
(non-GAAP)

Weighted-average shares
outstanding (in millions)

$13.80

$13.59

1.5%

Yr.-to-Yr.
Percent
Change

(50.4)%

Assuming dilution

Basic

937.4

932.8

958.7

955.4

(2.2)%

(2.4)%

* Includes a charge of $5.5 billion associated with the enactment of U.S.

tax reform, or $5.84 of diluted earnings per share in 2017.

Consistent with accounting standards, the company remeasured
the funded status of its retirement and postretirement plans at
December 31. At December 31, 2017, the overall net under-
funded position was $12,890 million, a decrease of $1,949
million from December 31, 2016 driven by asset returns, partially
offset by interest cost and a decrease in discount rates. At year
end, the company’s qualified defined benefit plans were well
funded and the cash requirements related to these plans remain
stable going forward at approximately $400 million per year
through 2020. In 2017, the return on the U.S. Personal Pension
Plan assets was 9.6 percent and the plan was 104 percent funded
at December 31. Overall, global asset returns were 8.3 percent
and the qualified defined benefit plans worldwide were 100
percent funded at December 31, 2017.

During 2017, the company generated $16,724 million in cash
from operations, a decrease of $360 million compared to 2016.
In addition, the company generated $12,992 million in free
cash flow, an increase of $1,293 million versus the prior year.
See page 68 for additional information on free cash flow. The
company returned $9,847 million to shareholders in 2017, with
$5,506 million in dividends and $4,340 million in gross share
repurchases. In 2017, the company repurchased 27.2 million
shares and had $3.8 billion remaining in share repurchase
authorization at year end. The company’s cash generation
permits the company to invest and deploy capital to areas with
the most attractive long-term opportunities.

Actual shares outstanding at December 31, 2017 and 2016
were 922.2 million and 945.9 million, respectively. The average
number of common shares outstanding assuming dilution was
21.3 million shares lower in 2017 versus 2016. The decrease was
primarily the result of the common stock repurchase program.

Global Financing Financial Position Key Metrics:

($ in millions)

At December 31:

2017

2016

Cash and cash equivalents

$ 2,696

$ 1,844

Financial Position
Dynamics
At December 31, 2017, the company continued to have the
financial flexibility to support the business over the long term.
Cash and marketable securities at year end were $12,580
million. During the year, the company continued to manage the
investment portfolio to meet its capital preservation and liquidity
objectives.

Total debt of $46,824 million increased $4,655 million from prior
year-end levels. The commercial paper balance at December 31,
2017, was $1,496 million, an increase of $597 million from the
prior year end. Within total debt, $31,434 million is in support
of the Global Financing business which is leveraged at a 9.0 to
1 ratio. The company continues to have substantial flexibility in
the debt markets. During 2017, the company completed bond
issuances totaling $7,986 million, with terms ranging from 2 to
12 years, and interest rates ranging from 0.95 to 3.30 percent
depending on maturity. This includes IBM Credit’s first public
debt issuance of $3,000 million in September 2017. The company
has consistently generated strong cash flow from operations
and continues to have access to additional sources of liquidity
through the capital markets and its Credit Facilities.

Net investment in sales-type
and direct financing leases

Equipment under operating leases —

external clients (1)

Client loans

Total client financing assets

Commercial financing receivables

Intercompany financing receivables (2) (3)

Total assets

Debt

Total equity

7,253

6,893

477

12,450

20,180

11,590

5,056

548

11,478

18,920

9,700

4,959

$41,096

$36,492

31,434

27,859

$ 3,484

$ 3,812

(1) Includes intercompany mark-up, priced on an arm’s-length basis, on
products purchased from the company’s product divisions which is
eliminated in IBM’s consolidated results.

(2) Entire amount eliminated for purposes of IBM’s consolidated results

and therefore does not appear on page 80.

(3) These assets, along with all other financing assets in this table, are
leveraged at the value in the table using Global Financing debt.

Management Discussion International Business Machines Corporation and Subsidiary Companies46

At December 31, 2017, substantially all financing assets were IT
related assets, and approximately 53 percent of the total external
portfolio was with investment-grade clients with no direct
exposure to consumers. The improvement in investment-grade
year to year (1 point) was driven primarily by rating changes within
the existing portfolio, not by changing the company’s approach
to the market. This investment-grade percentage is based on
credit ratings of the companies in the portfolio. Additionally,
the company takes actions to transfer exposure to third parties.
On that basis, the investment-grade content would increase by
17 points to 70 percent, an increase of 5 points year to year.

Receivables and Allowances
Roll Forward of Total IBM Receivables Allowance
for Credit Losses

($ in millions)

January 1,
2017

$776

Additions* Write-offs**

$55

$(199 )

Other+

$37

December 31,
2017

$668

* Additions for Allowance for Credit Losses are charged to expense.

** Refer to note A, “Significant Accounting Policies,” on pages 92 and 93
for additional information regarding Allowance for Credit Loss write-offs.

+ Primarily represents translation adjustments.

The company has a long-standing practice of taking mitigation
actions, in certain circumstances, to transfer credit risk to
third parties, including credit insurance, financial guarantees,
nonrecourse borrowings, transfers of receivables recorded as
true sales in accordance with accounting guidance or sales of
equipment under operating lease.

The total IBM receivables provision coverage was 1.6 percent
at December 31, 2017, a decrease of 40 basis points compared
to December 31, 2016. The majority of the write-offs during
2017 related to Global Financing receivables, which had been
previously reserved.

Global Financing Receivables and Allowances
The following table presents external financing receivables
excluding residual values, and the allowance for credit losses:

($ in millions)

At December 31:

2017

2016

Gross financing receivables

$31,044

$28,043

Specific allowance for credit losses

Unallocated allowance for credit losses

Total allowance for credit losses

258

336

335

103

438

Net financing receivables

$30,709

$27,605

Allowance for credit losses coverage

1.1%

1.6%

The percentage of Global Financing receivables reserved was
1.1 percent at December 31, 2017, compared to 1.6 percent
at December 31, 2016. In 2017, write-offs of $144 million of
receivables previously reserved, primarily in China, resulted in a
23 percent reduction in the specific reserves, from $335 million
at December 31, 2016, to $258 million at December 31, 2017.
See note F, “Financing Receivables,” on page 107 for additional
information. Unallocated reserves decreased 24 percent
from $103 million at December 31, 2016, to $78 million at
December 31, 2017 due to higher general reserve requirements
in Brazil in the prior year.

IBM Working Capital

($ in millions)

At December 31:

Current assets

Current liabilities

Working capital

Current ratio

2017

2016

$49,735

$43,888

37,363

36,275

$12,373

$ 7,613

1.33:1

1.21:1

Working capital increased $4,760 million from the year-end 2016
position. The key changes are described below:

Current assets increased $5,847 million ($3,239 million adjusted
for currency), as a result of:

•

An increase of $4,053 million ($3,105 million adjusted for
currency) in cash and marketable securities; and

An increase of $2,386 million ($993 million adjusted for
currency) in receivables driven by financing receivables;
partially offset by

•

A decrease of $622 million ($841 million adjusted for
currency) in prepaid expenses and other current assets.

Current liabilities increased $1,087 million (a decrease of $542
million adjusted for currency), as a result of:

•

An increase in taxes of $984 million ($849 million adjusted
for currency); and

An increase in deferred income of $517 million driven by
currency-related increases of $583 million; partially offset by

A decrease in short-term debt of $526 million ($537 million
adjusted for currency).

Management Discussion International Business Machines Corporation and Subsidiary Companies47

Roll Forward of Global Financing Receivables Allowance
for Credit Losses (included in Total IBM)

($ in millions)

January 1,
2017

$438

Additions* Write-offs**

$17

$(144 )

Other+

$24

December 31,
2017

$336

* Additions for Allowance for Credit Losses are charged to expense.

** Refer to note A, “Significant Accounting Policies,” on pages 92 and 93
for additional information regarding Allowance for Credit Loss write-offs.

+ Primarily represents translation adjustments.

Global Financing’s bad debt expense was $17 million in 2017,
compared to $69 million in 2016. The year-to-year decrease in
bad debt expense was primarily due to lower general reserve
requirements in Brazil.

Noncurrent Assets and Liabilities

($ in millions)

At December 31:

Noncurrent assets

Long-term debt

2017

2016

$75,621

$73,582

$39,837

$34,655

Noncurrent liabilities (excluding debt)

$30,432

$28,147

The increase in noncurrent assets of $2,039 million (a decrease
of $233 million adjusted for currency) was driven by:

•

An increase in prepaid pension assets of $1,609 million
($1,357 million adjusted for currency) driven by the expected
returns on plan assets partially offset by interest costs.

Long-term debt increased $5,182 million ($4,120 million
adjusted for currency) driven by:

• Bond issuances of $7,986 million; partially offset by

•

Current upcoming maturities of long-term debt of
$5,214 million.

Other noncurrent liabilities, excluding debt, increased $2,285
million ($378 million adjusted for currency) primarily driven by:

•

An increase of $2,488 million ($1,953 million adjusted for
currency) in other liabilities driven by the charge associated
with the enactment of U.S. tax reform.

Debt
The company’s funding requirements are continually monitored
and strategies are executed to manage the overall asset and
liability profile. Additionally, the company maintains sufficient
flexibility to access global funding sources as needed.

($ in millions)

At December 31:

Total company debt

2017

2016

$46,824

$42,169

Total Global Financing segment debt

$31,434

$27,859

Debt to support external clients

27,556

24,034

Debt to support internal clients

3,878

3,825

Non-Global Financing debt

15,390

14,309

Global Financing provides financing predominantly for the
company’s external client assets, as well as for assets under
contract by other IBM units. These assets, primarily for
Technology Services & Cloud Platforms, generate long-term,
stable revenue streams similar to the Global Financing asset
portfolio. Based on their attributes, these Technology Services
& Cloud Platforms assets are leveraged with the balance of the
Global Financing asset base. The increase in debt was consistent
with the company’s expectations in 2017 to increase leverage in
the Global Financing business.

Non-Global Financing debt of $15,390 million was up $1,081
million from prior year-end levels.

Consolidated debt-to-capitalization ratio at December 31, 2017
was 72.5 percent, which includes a 5.7 point impact from the one-
time charge of $5.5 billion associated with the enactment of U.S.
tax reform in 2017, versus 69.6 percent at December 31, 2016.

Given the significant leverage, the company also presents a debt-
to-capitalization ratio which excludes Global Financing debt and
equity as management believes this is more representative of
the company’s core business operations. This ratio can vary
from period to period as the company manages its global
cash and debt positions. “Core” debt-to-capitalization ratio
(excluding Global Financing debt and equity) was 51.9 percent at
December 31, 2017, which includes an 8.1 point impact from the
charge of $5.5 billion associated with the enactment of U.S. tax
reform in 2017, compared to 49.5 percent at December 31, 2016.

At December 31:

Global Financing debt-to-equity ratio

2017

9.0x

2016

7.3x

The debt used to fund Global Financing assets is composed
of intercompany loans and external debt. Total debt changes
generally correspond with the level of client and commercial
financing receivables, the level of cash and cash equivalents,
the change in intercompany and external payables and the
change in intercompany investment from IBM. The terms of
the intercompany loans are set by the company to substantially
match the term, currency and interest rate variability underlying
the financing receivable and are based on arm’s-length pricing.

Management Discussion International Business Machines Corporation and Subsidiary Companies48

Global Financing provides financing predominantly for the
company’s external client assets, as well as for assets under
contract by other IBM units. As previously stated, the company
measures Global Financing as a stand-alone entity, and
accordingly, interest expense relating to debt supporting Global
Financing’s external client and internal business is included in
the “Global Financing Results of Operations” on page 40 and
in note T, “Segment Information,” on pages 142 to 146. In the
company’s Consolidated Statement of Earnings, the external
debt-related interest expense supporting Global Financing’s
internal financing to the company is reclassified from cost of
financing to interest expense.

Equity
Total equity decreased by $667 million from December 31, 2016
as a result of an increase in treasury stock of $4,457 million
mainly due to gross common stock repurchases, partially offset
by lower accumulated other comprehensive losses of $2,806
million primarily due to retirement plan remeasurements, an
increase in common stock of $631 million and an increase in
retained earnings of $368 million.

Cash Flow
The company’s cash flows from operating, investing and
financing activities, as reflected in the Consolidated Statement
of Cash Flows on page 81 are summarized in the table below.
These amounts include the cash flows associated with the Global
Financing business.

Net cash provided by operating activities decreased by $360
million in 2017 driven by the following key factors:

•

Performance-related declines within net income; and

•

An increase in cash income tax payments of $519 million;
partially offset by

• An increase in cash provided by receivables of $585 million.

Net cash used in investing activities decreased $3,881 million
driven by:

•

A decrease in cash used related to acquisitions of $5,184
million, partially offset by an increase of net non-operating
financing receivables of $1,137 million.

Net cash used in financing activities increased $502 million as
compared to the prior year driven by the following factors:

•

An increase of $838 million of cash used for gross common
share repurchases; partially offset by

An increase in net cash sourced from debt transactions
of $683 million driven by a higher level of issuances in the
current year.

Global Financing Return on Equity Calculation

($ in millions)

At December 31:

Numerator

2017

2016

($ in millions)

For the year ended December 31:

Net cash provided by/(used in)

continuing operations

Operating activities

Investing activities

Financing activities

2017

2016

Denominator

Global Financing after-tax income (1) *

$1,116

$1,126

$16,724

$ 17,084*

(7,096)

(10,976)

(6,418)

(5,917)*

Average Global Financing equity (2) **

$3,394

$3,680

Global Financing return on equity (1)/ (2)

32.9%

30.6%

* Calculated based upon an estimated tax rate principally based on

Global Financing’s geographic mix of earnings as IBM’s provision for
income taxes is determined on a consolidated basis.

** Average of the ending equity for Global Financing for the last five

quarters.

Effect of exchange rate changes on

cash and cash equivalents

937

(51)

Net change in cash and cash equivalents $ 4,146

$ 140

* Reclassified to reflect adoption of the FASB guidance on share-based

compensation.

Management Discussion International Business Machines Corporation and Subsidiary Companies49

GAAP Reconciliation
The tables below provide a reconciliation of the company’s income statement results as reported under GAAP to its operating earnings
presentation which is a non-GAAP measure. The company’s calculation of operating (non-GAAP) earnings, as presented, may differ
from similarly titled measures reported by other companies. Please refer to the “Operating (non-GAAP) Earnings” section on pages
26 and 27 for the company’s rationale for presenting operating earnings information.

($ in millions except per share amounts)

For the year ended December 31, 2017:

Gross profit

Gross profit margin

SG&A

RD&E

Other (income) and expense

Total expense and other (income)

Pre-tax income from continuing operations

GAAP

$36,227

Acquisition-
Related
Adjustments

Retirement-
Related
Adjustments

Tax Reform
One-Time

Charge(1)

Operating
(non-GAAP)

$ 449

$ 799

$ —

$37,475

45.8%

0.6 pts.

1.0 pts.

— pts.

47.4%

$20,107

$(509)

$ (472)

$ —

$19,126

5,787

(216)

24,827

11,400

—

(39)

(548)

997

(197)

—

(669)

1,468

—

5,590

(255)

23,609

13,886

Pre-tax margin from continuing operations

14.4%

1.3 pts.

1.9 pts.

— pts.

17.5%

Provision for income taxes*

Effective tax rate

$ 5,642

$ 279

$ 485

$(5,475)

$ 931

49.5%

(1.5) pts.

(1.7) pts.

(39.5) pts.

6.7%

Income from continuing operations

$ 5,758

$ 718

$ 983

$ 5,475

$12,935

Income margin from continuing operations

7.3%

0.9 pts.

1.2 pts.

6.9 pts.

16.3%

Diluted earnings per share from continuing operations

$ 6.14

$0.77

$ 1.05

$ 5.84

$ 13.80

* The tax impact on operating (non-GAAP) pre-tax income is calculated under the same accounting principles applied to the GAAP pre-tax income

which employs an annual effective tax rate method to the results.

(1) Operating (non-GAAP) earnings excludes a charge of $5.5 billion associated with the enactment of U.S. tax reform due to its unique non-recurring nature.

($ in millions except per share amounts)

For the year ended December 31, 2016:

Gross profit

Gross profit margin

SG&A

RD&E

Other (income) and expense

Total expense and other (income)

Pre-tax income from continuing operations

Pre-tax margin from continuing operations

Provision for income taxes*

Effective tax rate

Income from continuing operations

Income margin from continuing operations

GAAP

$38,294

Acquisition-
Related
Adjustments

Retirement-
Related
Adjustments

Operating
(non-GAAP)

$ 494

$ 316

$39,104

47.9%

0.6 pts.

0.4 pts.

48.9%

$21,069

$ (501)

$(253 )

$20,315

5,751

145

25,964

12,330

—

(7)

(508)

1,003

(29)

—

(282)

598

5,722

138

25,174

13,931

15.4%

1.3 pts.

0.7 pts.

17.4%

$ 449

$ 268

$ 183

$ 900

3.6%

1.7 pts.

1.2 pts.

6.5%

$11,881

$ 735

$ 415

$13,031

14.9%

0.9 pts.

0.5 pts.

16.3%

Diluted earnings per share from continuing operations

$ 12.39

$ 0.77

$0.43

$ 13.59

* The tax impact on operating (non-GAAP) pre-tax income is calculated under the same accounting principles applied to the GAAP pre-tax income

which employs an annual effective tax rate method to the results.

Management Discussion International Business Machines Corporation and Subsidiary Companies50

Consolidated Fourth-Quarter Results

($ and shares in millions except per share amounts)

For the fourth quarter:

Revenue

Gross profit margin

Total expense and other (income)

Total expense and other (income)-to-revenue ratio

Income from continuing operations before income taxes

Provision for income taxes from continuing operations

Income/(loss) from continuing operations

Income/(loss) from continuing operations margin

Loss from discontinued operations, net of tax

Net income/(loss)

Earnings/(loss) per share from continuing operations:

Assuming dilution

Consolidated earnings/(loss) per share — assuming dilution

Weighted-average shares outstanding

Assuming dilution

* 0.9 percent adjusted for currency.

2017

2016

$22,543

$21,770

48.2%

50.0%

$ 6,393

$ 5,907

28.4%

27.1%

$ 4,469

$ 5,522**

$ 4,986

480

$ (1,053)**

$ 4,505

(4.7)%

20.7%

$ (1)

$ (1,054)

$ (4)

$ 4,501

$ (1.14)**

$ 4.73

$ (1.14)**

$ 4.72

Yr.-to-Yr.
Percent/
Margin
Change

3.6%*

(1.9) pts.

8.2%

1.2 pts.

(10.4)%

(71.3)%

924.5

952.7

(3.0)%

** Includes a charge of $5.5 billion associated with the enactment of U.S. tax reform, or $5.91 of diluted earnings per share in 2017.

NM — Not meaningful

The following table provides the company’s operating (non-GAAP) earnings for the fourth quarter of 2017 and 2016.

($ in millions except per share amounts)

For the fourth quarter:

Net income/(loss) as reported

Loss from discontinued operations, net of tax

Income/(loss) from continuing operations

Non-operating adjustments (net of tax)

Acquisition-related charges

Non-operating retirement-related costs/(income)

U.S. tax reform one-time charge

Operating (non-GAAP) earnings*

Diluted operating (non-GAAP) earnings per share

2017

2016

$(1,054)**

$4,501

(1)

(4)

(1,053)**

4,505

181

206

5,475

$ 4,809

$ 5.18

193

—

$4,776

$ 5.01

Yr.-to-Yr.
Percent
Change

(71.3)%

(6.6)

168.5

0.7%

3.4%

* See page 55 for a more detailed reconciliation of net income to operating (non-GAAP) earnings.

** Includes a charge of $5.5 billion associated with the enactment of U.S. tax reform in December 2017.

NM — Not meaningful

Snapshot
In the fourth quarter of 2017, the company reported $22.5
billion in revenue and a loss from continuing operations of $1.1
billion, which included a charge of $5.5 billion associated with
the enactment of U.S. tax reform. Fourth-quarter operating
(non-GAAP) earnings was $4.8 billion, which excludes the
one-time charge. Fourth-quarter diluted earnings/(loss) per

share from continuing operations was $(1.14) as reported and
operating (non-GAAP) diluted earnings per share from continuing
operations was $5.18. The company generated $5.7 billion in
cash from operations and $6.8 billion in free cash flow in the
fourth quarter of 2017 and shareholder returns of $2.1 billion in
gross common stock repurchases and dividends.

Management Discussion International Business Machines Corporation and Subsidiary Companies51

In the fourth quarter, the company continued to deliver solid
growth in its strategic imperatives which generated $11.1 billion
of revenue and grew 17 percent as reported and 14 percent
adjusted for currency, led by cloud and security, as the company
continues to embed AI and cloud into its offerings. The strategic
imperatives are not separate businesses, they are offerings
across the segments that address opportunities in analytics,
cloud, security and mobile. Strategic imperatives growth in the
fourth quarter continued to largely represent organic growth as
the acquisitive content has leveled on a year-to-year basis. Total
Cloud revenue of $5.5 billion increased 30 percent as reported
and 27 percent adjusted for currency as the company enables
clients to implement comprehensive cloud solutions. Cloud-as-
a-Service revenue was up 20 percent (18 percent adjusted for
currency) and the annual exit run rate for as-a-Service revenue
increased to $10.3 billion in the fourth quarter of 2017 compared
to $9.4 billion in the third quarter of 2017. Analytics revenue of
$6.1 billion increased 9 percent as reported (6 percent adjusted
for currency). Mobile revenue increased 23 percent (21 percent
adjusted for currency) and Security revenue more than doubled
year to year, reflecting the strong demand for the pervasive
encryption capabilities in IBM Z and good performance in both
managed security services within Technology & Cloud Platforms
and in security software.

From a segment perspective, Cognitive Solutions revenue
increased 2.5 percent as reported, flat adjusted for currency,
led by growth in Transaction Processing Software, driven
by middleware as clients continued to invest and grow their
high-value, mission critical workloads on the IBM Z platform.
Solutions Software revenue increased year to year as reported,
but declined adjusted for currency. Cognitive Solutions
performance in the fourth quarter included growth in annuity
revenue, including double-digit growth in as-a-Service solutions.
Global Business Services (GBS) revenue increased 0.7 percent
as reported, but decreased 2 percent adjusted for currency.
Growth in Consulting, led by the digital offerings was partially
offset by declines in Global Process Services and Application
Management. This was the second consecutive quarter of
revenue growth in Consulting. GBS strategic imperatives revenue
increased 9 percent (7 percent adjusted for currency), led by
the cloud practice, analytics and mobile. Technology Services
& Cloud Platforms revenue decreased 1.2 percent as reported
and 4 percent adjusted for currency, primarily driven by a
decline in Infrastructure Services. However, within Technology
Services & Cloud Platforms, strategic imperatives revenue was
up 15 percent as reported and 12 percent adjusted for currency,
driven by hybrid cloud services, security and mobile. Systems
revenue increased 31.7 percent as reported and 28 percent
adjusted for currency with growth in all three brands — IBM Z,
Power Systems and Storage Systems. This was the first full
quarter of revenue since the announcement of the z14, and with
pervasive encryption and the ability to address new technologies
such as blockchain, the company is adding new clients and new
workloads to the platform.

From a geographic perspective, Americas revenue increased
4.6 percent (4 percent adjusted for currency) year to year, with
growth in the U.S., Latin America and Canada. This represented
sequential improvement of 6.6 points as reported (6 points
adjusted for currency) compared to the year-to-year third quarter
2017 growth rates. EMEA revenue increased 6.3 percent as
reported, but decreased 1 percent adjusted for currency. France
and Spain had growth as reported and adjusted for currency, but
were more than offset by declines in Germany, Italy and the UK,
adjusted for currency. Asia Pacific revenue decreased 2.2 percent
as reported (2 percent adjusted for currency). Within Asia Pacific,
declines in China and Australia were partially offset by growth in
Japan and India, as reported and adjusted for currency.

The consolidated gross profit margin of 48.2 percent decreased
1.9 points year to year. Operating (non-GAAP) gross margin of
49.5 percent decreased 1.4 points compared to the prior year.
The consolidated gross margin and the operating (non-GAAP)
gross margin both improved sequentially compared to the
respective third-quarter 2017 gross margins.

Total expense and other (income) increased 8.2 percent in the
fourth quarter of 2017 compared to the prior year. The year-to-
year increase was primarily driven by the effects of currency
(4 points) and lower intellectual property income (3 points). The
expense dynamics reflect continued efficiency in the underlying
spending, offset by continued investment to build and reinvent
new solutions and platforms. Total operating (non-GAAP)
expense and other (income) increased 6.2 percent year to year
driven primarily by the same factors.

Pre-tax income from continuing operations of $4.5 billion in the
fourth quarter of 2017 decreased 10.4 percent year to year and
the pre-tax margin was 19.8 percent, a decrease of 3.1 points.
The continuing operations effective tax rate for the fourth quarter
of 2017 was 123.6 percent, which included a one-time charge of
$5.5 billion from the enactment of U.S. tax reform. Losses from
continuing operations in the fourth quarter of 2017 were $1.1
billion compared to income from continuing operations of $4.5
billion in the fourth quarter of 2016. Operating (non-GAAP) pre-
tax income from continuing operations of $5.1 billion decreased
5.2 percent year to year. Operating (non-GAAP) pre-tax margin
from continuing operations decreased 2.1 points to 22.7 percent.
Operating (non-GAAP) income from continuing operations of
$4.8 billion increased 0.7 percent and the operating (non-GAAP)
income margin from continuing operations of 21.3 percent
decreased 0.6 points. The operating (non-GAAP) effective tax
rate from continuing operations in the fourth quarter of 2017 was
6.1 percent versus 11.5 percent in the prior year.

Diluted earnings/(loss) per share from continuing operations was
$(1.14) in the fourth quarter of 2017, which included the charge
associated with the enactment of U.S. tax reform, compared
to $4.73 in the prior year. In the fourth quarter of 2017, the
company repurchased 4.4 million shares of its common stock at
a cost of $0.7 billion and had $3.8 billion remaining in the share
repurchase authorization at December 31, 2017. Operating (non-
GAAP) diluted earnings per share of $5.18 increased 3.4 percent
versus the fourth quarter of 2016.

Management Discussion International Business Machines Corporation and Subsidiary Companies52

Results of Continuing Operations
Segment Details
The following is an analysis of the fourth quarter of 2017 versus the fourth quarter of 2016 reportable segment external revenue and
gross margin results. Segment pre-tax income includes transactions between the segments that are intended to reflect an arm’s-
length transfer price and excludes certain unallocated corporate items.

($ in millions)

For the fourth quarter:

Revenue

Cognitive Solutions

Gross margin

Global Business Services

Gross margin

Technology Services & Cloud Platforms

Gross margin

Systems

Gross margin

Global Financing

Gross margin

Other

Gross margin

Total consolidated revenue

Total consolidated gross profit

Total consolidated gross margin

Non-operating adjustments

Amortization of acquired intangible assets

Retirement-related costs/(income)

Operating (non-GAAP) gross profit

Operating (non-GAAP) gross margin

NM — Not meaningful

2017

2016

$ 5,432

$ 5,297

79.2%

4,152

24.8%

9,198

40.9%

3,332

55.7%

450

29.5%

(20)

82.7%

4,121

26.9%

9,308

42.9%

2,530

56.9%

447

36.2%

(1,093.4)%

(289.7)%

$ 22,543

$ 10,862

$21,770

$10,893

Yr.-to-Yr.
Percent/
Margin
Change

Yr.-to-Yr.
Percent Change
Adjusted for
Currency

2.5%

(3.5) pts.

0.7%

(2.1) pts.

(1.2)%

(2.0) pts.

0.0%

(1.5)%

(4.0)%

31.7%

28.5%

(1.2) pts.

0.8%

(6.8) pts.

3.6%

(0.3)%

(1.8)%

0.9%

48.2%

50.0%

(1.9) pts.

209

124

$ 11,170

$11,095

(19.8)%

168.2%

0.7%

49.5%

51.0%

(1.4 ) pts.

Cognitive Solutions
Cognitive Solutions revenue of $5,432 million grew 2.5 percent
as reported and was flat adjusted for currency in the fourth
quarter of 2017 compared to the prior year. These results reflect
growth as reported and adjusted for currency in Transaction
Processing Software. Within Solutions Software, there was strong
performance in the areas the company is shifting to, including
Watson offerings and SaaS.

Solutions Software revenue of $3,791 million grew 1.2 percent as
reported (decreased 1 percent adjusted for currency) compared
to the prior year. Within Solutions Software, the annuity content,
which represents 80 percent of this unit’s revenue on an annual
basis, grew 5.4 percent as reported (3 percent adjusted for
currency) year to year compared to the fourth quarter of 2016.
There was continued double-digit growth in SaaS offerings as
the company continues to invest to build scale in its as-a-Service
businesses. Security contributed to year-to-year growth in the
fourth quarter. There was also continued focus on industry
verticals and strong performance in areas such as Watson
Health and Watson IoT offerings. However, there was weakness
in certain more traditional analytics offerings that drove a
decline in revenue compared to the prior year. With a larger
mix of transactional content in the fourth quarter, this impacted
overall revenue performance for Solutions Software. Transaction

Processing Software revenue of $1,641 million grew 5.8 percent
as reported (3 percent adjusted for currency) compared to the
fourth quarter of 2016 as clients continue to invest and grow their
high-value, mission-critical workloads on the IBM Z platform.
This growth reflects clients’ ongoing long-term commitment and
the value the company’s platform provides to them.

Cognitive Solutions total fourth-quarter strategic imperatives
revenue of $3.5 billion was flat year to year as reported and
decreased 3 percent adjusted for currency. Cloud revenue of
$0.7 billion grew 8 percent as reported and 6 percent adjusted
for currency, with an as-a-Service exit run rate of $2.1 billion.

Cognitive Solutions gross profit margin decreased 3.5 points
to 79.2 percent in the fourth quarter of 2017 compared to the
prior year. In the fourth quarter, pre-tax income of $2,279 million
decreased 1.5 percent compared to the prior year with a pre-tax
margin decline of 1.1 points to 37.5 percent driven by ongoing
investments in strategic areas and a mix of businesses into lower
margin offerings. Although SaaS margins continued to expand,
the company is not yet at scale for these offerings. There was also
lower IP income and an increase in royalty costs associated with
IP licensing agreements in the fourth quarter of 2017 compared
to the prior year contributing to the pre-tax margin decline.

Management Discussion International Business Machines Corporation and Subsidiary Companies53

Global Business Services
Global Business Services revenue of $4,152 million increased
0.7 percent as reported (decreased 2 percent adjusted for
currency) in the fourth quarter of 2017 compared to the prior
year with growth in Consulting partially offset by declines in
Application Management and GPS as reported and at constant
currency. In the fourth quarter of 2017, there was growth in GBS
signings as reported and adjusted for currency, marking the
fourth consecutive quarter of signings growth for the segment.

Consulting revenue of $1,868 million increased 3.0 percent as
reported (1 percent adjusted for currency) led by the company’s
digital strategy and iX platform. This was the second consecutive
quarter of growth in Consulting as reported and adjusted for
currency. The Consulting backlog has grown year to year in the
third and fourth quarters of 2017. GPS revenue of $318 million
decreased 6.5 percent as reported (8 percent adjusted for
currency) compared to the prior year. Application Management
revenue of $1,967 million decreased 0.1 percent as reported
(3 percent adjusted for currency) driven by declines in traditional
ERP managed services and the successful completion in prior
periods of some large contracts. There is continued focus on
offerings that help clients modernize their critical application suites
by implementing cloud-centric architectures and microservices.

GBS strategic imperatives revenue of $2.6 billion grew 9 percent
as reported (7 percent adjusted for currency) year to year. Cloud
revenue of $1.1 billion grew 19 percent as reported (17 percent
adjusted for currency), with an as-a-Service exit run rate of
$1.3 billion.

GBS fourth-quarter gross profit margin decreased 2.1 points
to 24.8 percent year to year. Pre-tax income of $337 million
decreased 35.5 percent year to year. The pre-tax margin declined
4.4 points to 7.9 percent. This decline in margins reflects
fourth-quarter impacts from currency, continuing investment in
skills to transform the GBS business, and continued price and
profit pressure in some more traditional areas in Application
Management.

Technology Services & Cloud Platforms
Technology Services & Cloud Platforms revenue of $9,198 million
decreased 1.2 percent as reported and 4 percent adjusted for
currency in the fourth quarter of 2017 compared to the prior year.
Although there was an overall year-to-year revenue decline, there
was continued double-digit growth as reported and adjusted for
currency in strategic imperatives revenue within the segment.

Infrastructure Services revenue of $5,995 million declined
1.5 percent as reported (4 percent adjusted for currency)
compared to the prior year. This decline reflects the continued
impact associated with contract conclusions at the end of 2016
and the shift away from certain lower value work within the
business. Clients continue to look to cloud offerings to drive
efficiency and agility in their infrastructure and create new

business models. Technical Support Services revenue of $1,840
million increased 0.7 percent as reported (decreased 2 percent
adjusted for currency) year to year. Integration Software revenue
of $1,364 million decreased 2.3 percent as reported (5 percent
adjusted for currency) compared to the prior year. There was
strong double-digit revenue growth as reported and adjusted for
currency in SaaS offerings across the portfolio with continued
momentum in hybrid integration tools that are important to
enterprise cloud deployments. This was offset by declines in
on-premise offerings as more of this portfolio shifts to cloud.

Technology Services & Cloud Platforms strategic imperatives
revenue of $2.9 billion grew 15 percent year to year as reported
(12 percent adjusted for currency). Cloud revenue of $2.0 billion
grew 13 percent as reported (10 percent adjusted for currency),
with an as-a-Service exit run rate of $6.9 billion.

Technology Services & Cloud Platforms gross profit margin
decreased 2.0 points year to year in the fourth quarter to
40.9 percent driven primarily by some of the large contract
conclusions and delays in productivity improvements. Pre-tax
income of $1,456 million decreased 22.7 percent. The pre-
tax margin declined 4.2 points year to year to 15.6 percent,
but improved sequentially compared to the third quarter of
2017. While there has been improvement in spending related
to prior-year workforce reduction transformation actions, the
company continues to invest to scale its cloud platforms, deliver
productivity through automation and infuse AI into its offerings.

Systems
Systems revenue of $3,332 million grew 31.7 percent year to
year as reported (28 percent adjusted for currency) in the fourth
quarter of 2017. Systems Hardware revenue of $2,865 million
grew 38.2 percent as reported (35 percent adjusted for currency)
with strong z14 revenue performance in its first full quarter,
growth in Power Systems (as reported and adjusted for currency),
and the fourth consecutive quarter of growth in Storage Systems,
as reported and adjusted for currency. Operating Systems
Software revenue of $467 million grew 2.3 percent as reported
(flat adjusted for currency) compared to the prior year.

Within Systems Hardware, fourth-quarter IBM Z revenue grew
74.9 percent as reported (71 percent adjusted for currency)
year to year reflecting the strong client demand for this platform.
The z14 adoption was broad based across many countries and
industries. In the fourth quarter, there were 14 new clients across
10 countries, with strong revenue performance in North America
where clients continue to leverage traditional IT infrastructure
together with cloud. The company continues to address emerging
workloads across the IBM Z platform, such as blockchain, machine
learning, dev ops and instant payments. Overall, the mainframe
continues to deliver a high-value, secure and scalable platform
that is critical in managing clients’ complex environments.

Management Discussion International Business Machines Corporation and Subsidiary Companies54

Power Systems revenue grew 18.0 percent as reported
(15 percent adjusted for currency) year to year driven by
double-digit growth in the low-end and high-end portfolios,
with cloud-enabled offerings serving new markets. The company
continues to shift to the growing Linux market and in the fourth
quarter released the next-generation Power System, with
the new POWER9 processor. These POWER9 systems bring
unprecedented speed to AI workloads and enable clients to
compete and win in the data-intensive AI era.

Storage Systems revenue increased by 10.9 percent as reported
(8 percent adjusted for currency) year to year with double-digit
growth (as reported and adjusted for currency) in high-end
hardware products primarily from the demand for flash as well
as the capacity increase linked to mainframe demand. There was
also continued growth as reported and adjusted for currency in
all-flash array offerings in this high-growth market.

Systems strategic imperatives revenue of $2.1 billion grew
91 percent year to year as reported (86 percent adjusted for
currency). Cloud revenue of $1.7 billion grew 90 percent as
reported (86 percent adjusted for currency).

The Systems gross profit margin decreased 1.2 points to 55.7
percent in the fourth quarter of 2017 compared to the prior year,
but improved sequentially compared to the third quarter of 2017
consistent with product cycle dynamics. The overall decrease
year to year was driven by margin declines across all product
lines, partially offset by product mix primarily toward the higher-
margin IBM Z. In the fourth quarter of 2017, pre-tax income of
$908 million grew 56.8 percent and pre-tax margin increased
4.3 points year to year to 25.9 percent driven by the strong
fourth quarter performance in Systems Hardware. The company
continues to deliver innovation it its systems and remains focused
on continually reinventing this portfolio.

Global Financing
Global Financing revenue of $450 million increased 0.8 percent
year to year. Global Financing fourth quarter pre-tax income
decreased 1.2 percent to $443 million and the pre-tax margin
of 44.4 percent decreased 4.9 points year to year. The decrease
in pre-tax income was driven by a decrease in gross profit and
an increase in financing receivable provisions, partially offset by
a decrease in SG&A expense.

Geographic Revenue
Total geographic revenue of $22,450 million increased 3.6
percent as reported and 1 percent adjusted for currency in the
fourth quarter of 2017 compared to the prior year. Americas
revenue of $10,752 million increased 4.6 percent as reported
and 4 percent adjusted for currency. This represented sequential
improvement compared to the year-to-year growth rate in the
third quarter of 2017 of 6.6 points as reported (6 points adjusted
for currency). EMEA fourth quarter revenue of $7,159 million
increased 6.3 percent as reported, but decreased 1 percent
adjusted for currency. Asia Pacific revenue of $4,540 million
declined 2.2 percent and 2 percent adjusted for currency.

Within Americas, revenue in the U.S. increased 2.9 percent
compared to the prior year. Canada increased 15.7 percent as
reported and 10 percent adjusted for currency. Latin America
increased 6.8 percent as reported and 6 percent adjusted for
currency. Within Latin America, Brazil increased 13.1 percent
as reported and 12 percent adjusted for currency.

In the fourth quarter, EMEA revenue performance by country
varied. The UK increased 2.4 percent as reported, but decreased
4 percent adjusted for currency. Germany increased 0.5 percent
as reported, but decreased 8 percent adjusted for currency.
France increased 20.8 percent as reported and 10 percent
adjusted for currency. Spain was up 18.9 percent as reported and
8 percent adjusted for currency and Italy was essentially flat as
reported, but down 9 percent adjusted for currency. Russia was
up 12.3 percent (12 percent adjusted for currency).

Within Asia Pacific, China decreased 16.2 percent as reported
and 18 percent adjusted for currency primarily due to strong
sales in the banking industry in the prior year. Japan increased
1.0 percent as reported and 4 percent adjusted for currency and
India increased 7.7 percent as reported and 3 percent adjusted
for currency.

Total Expense and Other (Income)

($ in millions)

For the fourth quarter:

2017

2016

Yr.-to-Yr.
Percent/
Margin
Change

Total consolidated expense

and other (income)

$6,393

$5,907

8.2%

Non-operating adjustments

Amortization of acquired

intangible assets

(115)

(132)

(13.5)

Acquisition-related

charges

Non-operating retirement-
related (costs)/income

(33)

(4)

(195)

(76)

156.9

Operating (non-GAAP)
expense and other
(income)

Total consolidated

$6,050

$5,696

6.2%

expense-to-revenue ratio

28.4%

27.1%

1.2 pts.

Operating (non-GAAP)

expense-to-revenue ratio

26.8%

26.2%

0.7 pts.

NM — Not meaningful

Total expense and other (income) increased 8.2 percent in the
fourth quarter with an expense-to-revenue ratio of 28.4 percent
compared to 27.1 percent in the fourth quarter of 2016. Total
operating (non-GAAP) expense and other (income) increased
6.2 percent year to year. The year-to-year increase in total
expense and other (income) was primarily the result of the effects
of currency (4 points) and lower intellectual property income
(3 points). The expense dynamics reflected continued efficiency
in the underlying spending offset by continued investment to
build and reinvent new solutions and platforms.

Management Discussion International Business Machines Corporation and Subsidiary Companies55

Cash Flow
The company generated $5.7 billion in cash flow from operating
activities in the fourth quarter of 2017, an increase of $1.8
billion compared to the fourth quarter of 2016, primarily due to
improved working capital. Net cash used in investing activities of
$3.8 billion was $0.1 billion higher than the prior year, primarily
driven by an increase in cash from net purchases of marketable
securities and other investments ($0.3 billion). Net cash used
in financing activities of $0.9 billion decreased $0.4 billion
compared to the prior year, primarily driven by higher net debt
issuances ($0.3 billion) and lower common stock repurchases
($0.2 billion).

GAAP Reconciliation
The tables below provide a reconciliation of the company’s
income statement results as reported under GAAP to its
operating earnings presentation which is a non-GAAP measure.
The company’s calculation of operating (non-GAAP) earnings, as
presented, may differ from similarly titled measures reported by
other companies. Refer to the “Operating (non-GAAP) Earnings”
section on pages 26 and 27 for the company’s rationale for
presenting operating earnings information.

($ in millions except per share amounts)

For the fourth quarter 2017:

Gross profit

Gross profit margin

SG&A

RD&E

Other (income) and expense

Total expense and other (income)

Pre-tax income from continuing operations

GAAP

$10,862

Acquisition-
Related
Adjustments

Retirement-
Related
Adjustments

Tax Reform
One-Time

Charge(1)

Operating
(non-GAAP)

$ 99

$ 209

$ —

$11,170

48.2%

0.4 pts.

0.9 pts.

— pts.

49.5%

$ 5,147

1,427

6,393

4,469

$(116)

$(145)

$ —

$ 4,886

—

(32)

(148)

247

(50)

—

(195)

404

—

1,378

(30)

6,050

5,120

Pre-tax margin from continuing operations

19.8%

1.1 pts.

1.8 pts.

— pts.

22.7%

Provision for income taxes*

Effective tax rate

$ 5,522

$ 67

$ 197

$(5,475)

$ 310

123.6%

(4.7) pts.

(5.9) pts.

(106.9) pts.

6.1%

Income/(loss) from continuing operations

$ (1,053)

$ 181

$ 206

$ 5,475

$ 4,809

Income/(loss) margin from continuing operations

(4.7)%

0.8 pts.

0.9 pts.

24.3 pts.

21.3%

Diluted earnings/(loss) per share from

continuing operations

$ (1.14)

$0.19

$0.22

$ 5.91

$ 5.18

* The tax impact on operating (non-GAAP) pre-tax income from continuing operations is calculated under the same accounting principles applied to

the GAAP pre-tax income which employs an annual effective tax rate method to the results.

(1) Operating (non-GAAP) earnings excludes a charge of $5.5 billion associated with the enactment of U.S. tax reform due to its unique non-recurring nature.

($ in millions except per share amounts)

For the fourth quarter 2016:

Gross profit

Gross profit margin

SG&A

RD&E

Other (income) and expense

Total expense and other (income)

Pre-tax income from continuing operations

Pre-tax margin from continuing operations

Provision for income taxes*

Effective tax rate

Income from continuing operations

Income margin from continuing operations

GAAP

$10,893

Acquisition-
Related
Adjustments

Retirement-
Related
Adjustments

Operating
(non-GAAP)

$ 124

$ 78

$11,095

50.0%

0.6 pts.

0.4 pts.

51.0%

$ 4,976

$(136)

$ (69)

$ 4,771

1,431

(136)

5,907

4,986

—

(136)

260

(6)

—

(76)

154

1,425

(136)

5,696

5,399

22.9%

1.2 pts.

0.7 pts.

24.8%

$ 480

$ 66

$ 77

$ 623

9.6%

0.8 pts.

1.2 pts.

11.5%

$ 4,505

$ 193

$ 77

$ 4,776

20.7%

0.9 pts.

0.4 pts.

21.9%

Diluted earnings per share from continuing operations

$ 4.73

$0.20

$0.08

$ 5.01

* The tax impact on operating (non-GAAP) pre-tax income from continuing operations is calculated under the same accounting principles applied

to the GAAP pre-tax income which employs an annual effective tax rate method to the results.

Management Discussion International Business Machines Corporation and Subsidiary Companies56

PRIOR YEAR IN REVIEW
This section provides a summary of the company’s financial performance in 2016 as compared to 2015. For additional information,
see the company’s 2016 Annual Report.

($ and shares in millions except per share amounts)

For the year ended December 31:

Revenue

Gross profit margin

Total expense and other (income)

Total expense and other (income)-to-revenue ratio

Income from continuing operations before income taxes

Provision for income taxes from continuing operations

Income from continuing operations

Income from continuing operations margin

Loss from discontinued operations, net of tax

Net income

Earnings per share from continuing operations:

Assuming dilution

Consolidated earnings per share — assuming dilution

Weighted-average shares outstanding

Assuming dilution

Assets**

Liabilities**

Equity**

* (1.6) percent adjusted for currency.

** At December 31

2016

2015

$ 79,919

$ 81,741

47.9%

49.8%

$ 25,964

$ 24,740

32.5%

30.3%

$ 12,330

$ 15,945

$ 449

$ 2,581

$ 11,881

$ 13,364

Yr.-to-Yr.
Percent/
Margin
Change

(2.2)%*

(1.9) pts.

4.9%

2.2 pts.

(22.7)%

(82.6)%

(11.1)%

14.9%

16.3%

(1.5) pts.

$ (9)

$ (174)

$ 11,872

$ 13,190

(95.1)%

(10.0)%

$ 12.39

$ 13.60

$ 12.38

$ 13.42

958.7

982.7

$117,470

$110,495

$ 99,078

$ 96,071

$ 18,392

$ 14,424

(8.9)%

(7.7)%

(2.4)%

6.3%

3.1%

27.5%

The following table provides the company’s operating (non-GAAP) earnings for 2016 and 2015.

($ in millions except per share amounts)

For the year ended December 31:

Net income as reported

Loss from discontinued operations, net of tax

Income from continuing operations

Non-operating adjustments (net of tax)

Acquisition-related charges

Non-operating retirement-related costs/(income)

Operating (non-GAAP) earnings*

Diluted operating (non-GAAP) earnings per share

* See page 65 for a more detailed reconciliation of net income to operating earnings.

2016

2015

$11,872

$13,190

(9)

(174)

$11,881

$13,364

735

415

$13,031

$ 13.59

562

734

$14,659

$ 14.92

Yr.-to-Yr.
Percent
Change

(10.0)%

(95.1)

(11.1)%

30.9

(43.5)

(11.1)%

(8.9)%

Management Discussion International Business Machines Corporation and Subsidiary Companies57

Snapshot
In 2016, the company delivered $79.9 billion in revenue, $11.9
billion in income from continuing operations and $13.0 billion
in operating (non-GAAP) earnings, resulting in diluted earnings
per share from continuing operations of $12.39 as reported and
$13.59 on an operating (non-GAAP) basis. On a consolidated
basis, net income in 2016 was $11.9 billion, with diluted earnings
per share of $12.38. The company generated $17.0 billion in
cash from operations and $11.6 billion in free cash flow in 2016
and shareholder returns of $8.8 billion in gross common stock
repurchases and dividends.

In 2016, the company:

•

Delivered strong results in the strategic imperatives;

•

Made progress in building new businesses and creating
new markets;

Delivered innovation in the more traditional businesses and
monetized core technologies; and

•

Continued to return capital to shareholders.

Total consolidated revenue in 2016 decreased 2.2 percent as
reported and 1.6 percent year to year adjusted for currency.
Annuity revenue increased as reported and adjusted for currency
while transactional revenue declined year to year. In addition,
acquisitions completed in the prior 12-month period contributed
to revenue growth.

In 2016, the company had continued strong revenue growth
in cloud, analytics, mobile and security, which together grew
13 percent year to year as reported and 14 percent adjusted
for currency. The strategic imperatives generated $32.8 billion
in revenue, which represented 41 percent of the company’s
revenue, an increase of 6 points from 2015. Total Cloud revenue
of $13.7 billion increased 35 percent both as reported and
adjusted for currency, with cloud as-a-Service revenue up
55 percent as reported and 57 percent adjusted for currency.
The company exited 2016 with an annual run rate for cloud as-a-
Service revenue of $8.6 billion, up from $5.3 billion at the end of
2015. Analytics revenue of $19.5 billion increased 9 percent as
reported and adjusted for currency. Mobile revenue increased
34 percent year to year as reported (35 percent adjusted for
currency) and Security revenue increased 13 percent as reported
(14 percent adjusted for currency).

From a segment perspective, Cognitive Solutions revenue
increased 1.9 percent as reported and 3 percent adjusted for
currency with growth in Solutions Software, led by an increase
in Analytics and Security revenue; partially offset by a decline
in Transaction Processing Software. GBS revenue decreased
2.7 percent as reported and 3 percent adjusted for currency
primarily driven by a decline in Consulting revenue. Revenue
performance continued to be impacted by the company’s shift
away from traditional businesses, such as ERP implementations.
GBS strategic imperatives revenue had double-digit growth
year to year as reported and adjusted for currency. Technology
Services & Cloud Platforms revenue increased 0.6 percent as

reported and 1 percent adjusted for currency led by growth
in Infrastructure Services as the company assisted clients in
modernizing and transforming their infrastructures. Technology
Services & Cloud Platforms strategic imperatives revenue was
up 39 percent (40 percent adjusted for currency) year to year.
Systems revenue decreased 19.2 percent (19 percent adjusted
for currency) with IBM Z down 27.1 percent (27 percent adjusted
for currency) and Power Systems down 27.1 percent (27 percent
adjusted for currency).

The consolidated gross profit margin of 47.9 percent decreased
1.9 points year to year and reflected the impact of the company’s
investments, including acquisitions, and mix to as-a-Service.
The operating (non-GAAP) gross margin of 48.9 percent
decreased 1.9 points compared to 2015 driven primarily by the
same factors.

Total expense and other (income) increased 4.9 percent in 2016
compared to the prior year. Total operating (non-GAAP) expense
and other (income) increased 5.6 percent compared to 2015. The
year-to-year increase in total expense was driven primarily by the
impact of acquisitions completed in the prior 12 months (5 points)
and the impact from currency (2 points). Total expense and
other (income) in 2016 also included charges for actions taken
to accelerate the transformation of the company’s workforce
and shift its skill base, as well as increased investments in the
strategic areas of cognitive, security and cloud. This included a
higher level of workforce rebalancing charges ($451 million) year
to year and real estate capacity charges ($291 million) related to
the workforce transformation. Partially offsetting these increases
was a higher level of IP income ($950 million) year to year driven
primarily by the company’s software licensing arrangements.

Pre-tax income from continuing operations of $12.3 billion
decreased 22.7 percent year to year and the pre-tax margin
was 15.4 percent, a decrease of 4.1 points versus 2015. The
continuing operations effective tax rate for 2016 was 3.6 percent,
a decrease of 12.5 points versus 2015. The tax rate in 2016
was primarily the result of a refund ($1.0 billion) of previously
paid non-U.S. taxes plus interest in the first quarter of 2016.
Income from continuing operations of $11.9 billion decreased
11.1 percent and the net income margin was 14.9 percent, a
decrease of 1.5 points versus 2015. Losses from discontinued
operations, net of tax, were $9 million in 2016 compared to
$174 million in 2015. Net income of $11.9 billion decreased
10.0 percent year to year. Operating (non-GAAP) pre-tax
income from continuing operations of $13.9 billion decreased
21.3 percent year to year and the operating (non-GAAP) pre-
tax margin from continuing operations decreased 4.2 points to
17.4 percent. Operating (non-GAAP) income from continuing
operations of $13.0 billion decreased 11.1 percent and the
operating (non-GAAP) income margin from continuing operations
of 16.3 percent decreased 1.6 points. The operating (non-GAAP)
effective tax rate from continuing operations in 2016 was
6.5 percent versus 17.2 percent in 2015.

Management Discussion International Business Machines Corporation and Subsidiary Companies58

Diluted earnings per share from continuing operations of $12.39
in 2016 decreased 8.9 percent year to year. In 2016, the company
repurchased 23.3 million shares of its common stock at a cost
of $3.5 billion. Operating (non-GAAP) diluted earnings per share
of $13.59 decreased 8.9 percent versus 2015. Diluted earnings/
(loss) per share from discontinued operations was $(0.01) in
2016 compared to $(0.18) in 2015.

Total liabilities increased $3.0 billion ($3.9 billion adjusted for
currency) from December 31, 2015 driven by:

•

Increases in total debt ($2.3 billion), retirement-related
liabilities ($0.6 billion), and taxes ($0.4 billion).

Total equity of $18.4 billion increased $4.0 billion from
December 31, 2015 as a result of:

At December 31, 2016, the company continued to have the
financial flexibility to support the business over the long term.
Cash and marketable securities at December 31, 2016 were $8.5
billion, an increase of $0.3 billion from December 31, 2015. Key
drivers in the balance sheet and total cash flows were:

•

Increases from net income ($11.9 billion) and stock-based
compensation ($0.5 billion); partially offset by

Decreases from dividends ($5.3 billion) and share
repurchases ($3.5 billion).

Total assets increased $7.0 billion ($7.7 billion adjusted for
currency) from December 31, 2015 driven by:

•

Increases in goodwill ($4.2 billion), retirement plan assets
($1.3 billion), net intangible assets ($1.2 billion), deferred
taxes ($0.4 billion) and cash and marketable securities
($0.3 billion).

The company generated $17.0 billion in cash flow provided by
operating activities, essentially flat compared to 2015, driven
primarily by operational performance; offset by lower income tax
payments. Net cash used in investing activities of $11.0 billion
was $2.8 billion higher than 2015, primarily driven by an increase
in cash used related to acquisitions ($2.3 billion). Net cash used
in financing activities of $5.8 billion decreased $3.4 billion
compared to the prior year, driven primarily by higher net debt
issuances ($2.7 billion) and a decline in cash used for common
share repurchases ($1.1 billion).

Results of Continuing Operations
Segment Details
The following is an analysis of the 2016 versus 2015 reportable segment results. The table below presents each reportable segment’s
external revenue and gross margin results. Segment pre-tax income includes transactions between segments that are intended to
reflect an arm’s-length transfer price and excludes certain unallocated corporate items.

($ in millions)

For the year ended December 31:

2016

2015

Revenue

Cognitive Solutions

Gross margin

Global Business Services

Gross margin

Technology Services & Cloud Platforms

Gross margin

Systems

Gross margin

Global Financing

Gross margin

Other

Gross margin

Total consolidated revenue

Total consolidated gross profit

Total consolidated gross margin

Non-operating adjustments

Amortization of acquired intangible assets

Retirement-related costs/(income)

Operating (non-GAAP) gross profit

Operating (non-GAAP) gross margin

Yr.-to-Yr.
Percent/
Margin
Change

Yr.-to-Yr.
Percent Change
Adjusted for
Currency

1.9%

(3.3) pts.

(2.7)%

(1.2) pts.

0.6%

(0.8) pts.

2.7%

(2.5)%

1.4%

(19.2)%

(18.9)%

(0.1) pts.

(8.0)%

(6.9) pts.

(6.9)%

40.4%

41.3%

$18,187

$17,841

81.9%

85.1%

16,700

17,166

27.0%

28.2%

35,337

35,142

41.9%

7,714

55.7%

1,692

38.7%

289

42.7%

9,547

55.8%

1,840

45.6%

206

(293.9)%

(253.0)%

(41.0) pts.

$79,919

$38,294

$81,741

$40,684

(2.2)%

(5.9)%

(1.6)%

47.9%

49.8%

(1.9) pts.

494

316

373

469

$39,104

$41,526

32.6%

(32.7)%

(5.8)%

48.9%

50.8%

(1.9) pts.

Management Discussion International Business Machines Corporation and Subsidiary Companies59

Cognitive Solutions

($ in millions)

For the year ended December 31:

Cognitive Solutions external revenue

Solutions Software

Transaction Processing Software

The growth in Solutions Software revenue, which addresses
many of the company’s strategic areas, was led by analytics
and security offerings. Analytics continued to grow in key areas
including Watson offerings such as Watson Health. Security also
contributed to year-to-year growth, as the company continued
to invest to build its security platform. There was strong SaaS
performance during the year with double-digit growth in revenue
as reported and adjusted for currency. In 2016, five acquisitions,
including The Weather Company and Truven, added substantial
new capabilities to the Solutions Software portfolio. Transaction
Processing Software revenue declined as reported and adjusted
for currency compared to the prior year. The majority of the
Transaction Processing Software is on-premise and annuity in
nature which is not a growing part of the software opportunity.

Within Cognitive Solutions, total 2016 strategic imperatives
revenue of $11.7 billion grew 7 percent as reported (8 percent
adjusted for currency) year to year. Cloud revenue of $2.1 billion
grew 53 percent as reported (54 percent adjusted for currency),
with an as-a-Service exit run rate of $1.8 billion.

Global Business Services

($ in millions)

For the year ended December 31:

Global Business Services external revenue

Consulting

Global Process Services

Application Management

2016

$18,187

$12,589

5,598

2015

$17,841

$12,021

5,819

Yr.-to-Yr.
Percent
Change

Yr.-to-Yr.
Percent Change
Adjusted for
Currency

1.9%

4.7%

(3.8)

2.7%

5.5%

(3.1)

($ in millions)

For the year ended December 31:

2016

2015

Cognitive Solutions

Yr.-to-Yr.
Percent/
Margin
Change

External gross profit

$14,890

$15,189

(2.0)%

External gross profit

margin

Pre-tax income

Pre-tax margin

81.9%

85.1%

(3.3) pts.

$ 6,352

$ 7,245

(12.3)%

30.5%

36.1%

(5.6) pts.

Profit performance in Cognitive Solutions in 2016 reflected
impacts of the company’s continued investment into strategic
areas, including acquisition content, and the mix toward the SaaS
business which was not yet at scale, partially offset by the impact
of IP partnership agreements entered into during the year.

2016

$16,700

$ 7,332

1,388

7,980

2015

$17,166

$ 7,678

1,435

8,053

Yr.-to-Yr.
Percent
Change

Yr.-to-Yr.
Percent Change
Adjusted for
Currency

(2.7)%

(4.5)%

(3.3)

(0.9)

(2.5)%

(4.8)%

(2.0)

(0.5)

Global Business Services revenue decreased in 2016 compared
to the prior year with declines across all services lines. The
company continued to aggressively shift the GBS business in
2016 to the strategic imperatives which made up more than
half of GBS revenue in 2016. Within GBS, total 2016 strategic
imperatives revenue of $8.9 billion grew 16 percent as reported
and adjusted for currency year to year. Cloud revenue of $3.0
billion grew 68 percent as reported (66 percent adjusted for
currency), with an as-a-Service exit run rate of $1.1 billion. This
growth was more than offset by declines in the more traditional
areas that the company is shifting away from, such as large ERP
implementations.

($ in millions)

For the year ended December 31:

2016

2015

Global Business Services

Yr.-to-Yr.
Percent/
Margin
Change

External gross profit

$4,501

$4,837

(6.9)%

External gross profit

margin

Pre-tax income

Pre-tax margin

27.0%

28.2%

(1.2) pts.

$1,732

$2,602

(33.4)%

10.1%

14.7%

(4.6) pts.

Management Discussion International Business Machines Corporation and Subsidiary Companies60

Profit performance for 2016 reflected the company’s invest-
ments, additional spending in certain accounts to deliver on
client commitments, and price and profit pressure in more
traditional engagements. The company continued to invest

and shift resources to higher-value services around digital and
cognitive. The company invested in enablement, hiring top talent
and bringing in new skills through acquisitions, and focused on
integrating and scaling these new skills.

Technology Services & Cloud Platforms

($ in millions)

For the year ended December 31:

Technology Services & Cloud Platforms external revenue

Infrastructure Services

Technical Support Services

Integration Software

In Technology Services & Cloud Platforms the business has been
shifting from systems integration to services integration, which
provided momentum in its new offerings. Infrastructure Services
revenue grew as reported and adjusted for currency, partially
offset by declines in Technical Support Services and Integration
Software. Within Technology Services & Cloud Platforms,
total 2016 strategic imperatives revenue of $8.7 billion grew
39 percent as reported (40 percent adjusted for currency) year
to year. Cloud revenue of $5.9 billion grew 49 percent as reported
(50 percent adjusted for currency), with an as-a-Service exit run
rate of $5.8 billion.

2016

$35,337

$23,543

7,272

4,521

2015

$35,142

$23,075

7,426

4,641

Yr.-to-Yr.
Percent
Change

Yr.-to-Yr.
Percent Change
Adjusted for
Currency

0.6%

2.0%

(2.1)

(2.6)

1.4%

2.7%

(1.0)

(1.5)

($ in millions)

For the year ended December 31:

2016

2015

Technology Services &
Cloud Platforms

External Technology

Yr.-to-Yr.
Percent/
Margin
Change

Services gross profit

$10,969

$11,008

(0.4)%

External Technology

Services gross profit
margin

External Integration

35.6%

36.1%

(0.5) pts.

Software gross profit

$ 3,830

$ 4,005

(4.4)%

External Integration

Software gross profit
margin

84.7%

86.3%

(1.6) pts.

External total gross profit

$14,800

$15,014

(1.4)%

External total gross profit

margin

Pre-tax income

Pre-tax margin

41.9%

42.7%

(0.8) pts.

$ 4,707

$ 5,669

(17.0)%

13.1%

15.8%

(2.8) pts.

Management Discussion International Business Machines Corporation and Subsidiary Companies61

The Technology Services & Cloud Platforms gross profit margin
year-to-year decline was partially due to mix within the segment
and margin declines in Technical Support Services and Integration
Software, partially offset by an improved margin in Infrastructure
Services. The margin improvement in Infrastructure Services
reflected the benefits from delivery transformation and ongoing
productivity actions related to automation, process optimization
and leveraging the company’s scale, technology and talent. The
company invested in cognitive capabilities to further improve

its delivery model and drive efficiencies. The Technical Support
Services margin decline reflected the mix to multi-vendor
support offerings. The Integration Software margin declined as
the portfolio continued to shift to an as-a-Service model. The pre-
tax margin reflected the dynamics impacting gross profit and the
continued investments to build out the cloud platform, partially
offset by the impact of IP partnership agreements entered into
during the year.

Systems

($ in millions)

For the year ended December 31:

Systems external revenue

Systems Hardware

IBM Z

Power Systems

Storage Systems

2016

$7,714

$5,926

2015

$9,547

$7,574

Operating Systems Software

1,788

1,973

Yr.-to-Yr.
Percent
Change

Yr.-to-Yr.
Percent Change
Adjusted for
Currency

(19.2)%

(21.8)%

(27.1)

(10.0)

(9.4)

(18.9)%

(21.6)%

(26.8)

(10.0)

(8.7)

The year-to-year decline in Systems revenue in 2016 reflected
market shifts and product cycle dynamics. Within Systems
Hardware, the IBM Z revenue decline reflected product cycle
dynamics. Throughout 2016, the company continued to optimize
IBM Z to drive new workloads such as blockchain and instant
payments. The year-to-year decline in Power Systems revenue
reflected the underlying dynamics of a declining market for
UNIX, where IBM continued to be the market leader, partially
offset by growth in the expanding Linux market. The decline in
Storage Systems revenue year to year reflected the weakness
in the traditional disk storage market. Within Systems, total
2016 strategic imperatives revenue of $3.4 billion decreased
15 percent as reported and adjusted for currency year to year.
Cloud revenue of $2.7 billion decreased 11 percent as reported
and adjusted for currency as a result of a strong 2015 with the
mainframe cycle.

($ in millions)

For the year ended December 31:

2016

2015

Systems

External Systems

Yr.-to-Yr.
Percent/
Margin
Change

Hardware gross profit

$2,720

$3,536

(23.1)%

External Systems

Hardware gross
profit margin

External Operating

Systems Software gross
profit

External Operating

Systems Software gross
profit margin

45.9%

46.7%

(0.8) pts.

$1,577

$1,790

(11.9)%

88.2%

90.7%

(2.5) pts.

External total gross profit

$4,298

$5,326

(19.3)%

External total gross
profit margin

Pre-tax income

Pre-tax margin

55.7%

55.8%

(0.1) pts.

$ 933

$1,722

(45.8)%

11.0%

16.7%

(5.7) pts.

The Systems gross profit margin decline year to year was driven
by declines in Power and Storage partially offset by expansion in
IBM Z margins. The pre-tax income performance was consistent
with the product cycle and portfolio transition dynamics
impacting revenue and profit.

Management Discussion International Business Machines Corporation and Subsidiary Companies62

Global Financing

($ in millions)

For the year ended December 31:

2016

2015

Yr.-to-Yr.
Percent
Change

Results of Operations

External revenue

Internal revenue

Total revenue

Pre-tax income

$1,692

$1,840

1,802

$3,494

$1,656

2,637

$4,477

$2,364

(8.0)%

(31.7)

(22.0)%

(29.9)%

The decline in Global Financing total revenue was due to
declines in both external revenue and internal revenue. External
revenue decreased year to year due to a decrease in financing
revenue (down 11.2 percent), partially offset by an increase
in used equipment sales (up 1.6 percent). The decrease in
external financing revenue was due to lower asset yields, a
decrease in average asset balance and a decline in remarketing
lease revenue. Internal revenue decreased due to lower used
equipment sales (down 35.5 percent) and financing revenue
(down 5.2 percent). The decrease in internal financing revenue
was primarily due to lower asset yields, partially offset by an
increase in average asset balance. The decrease in Global
Financing pre-tax income was driven by a decrease in gross profit
and an increase in SG&A expense, partially offset by a decrease
in financing receivables provisions.

($ in millions)

For the year ended December 31:

Total revenue

Geographies

Americas

Europe/Middle East/Africa

Asia Pacific

Americas revenue decreased year to year as reported and
adjusted for currency with declines in North America and Latin
America as reported and adjusted for currency. Within North
America, the U.S. decreased 0.9 percent and Canada decreased
6.2 percent (3 percent adjusted for currency). In Latin America,
Brazil decreased 10.5 percent (7 percent adjusted for currency)
and Mexico decreased 14.5 percent (7 percent adjusted
for currency).

EMEA revenue decreased as reported and adjusted for currency.
The UK decreased 12.8 percent (1 percent adjusted for currency).
Germany decreased 5.1 percent (5 percent adjusted for
currency). Revenue declined in France 3.4 percent (3 percent
adjusted for currency). Italy increased 4.0 percent (4 percent
adjusted for currency) year to year. The Middle East and Africa
region grew 0.6 percent (3 percent adjusted for currency), while
there was a decline in the Central and Eastern European region
as reported and adjusted for currency including a year-to-year
decline in Russia of 27.1 percent.

Asia Pacific revenue increased as reported, but declined adjusted
for currency. Japan grew 10.5 percent as reported, but declined
1 percent adjusted for currency. India grew 5.2 percent as reported
and 10 percent adjusted for currency. China decreased 2.4 percent
as reported, but was flat on an adjusted for currency basis.
Australia decreased 9.7 percent (8 percent adjusted for currency).

2016

$79,919

$79,594

37,513

24,769

17,313

2015

$81,741

$81,430

38,486

26,073

16,871

Yr.-to-Yr.
Percent
Change

Yr.-to-Yr.
Percent Change
Adjusted for
Currency*

(2.2)%

(2.3)%

(2.5)

(5.0)

2.6

(1.6)%

(1.4)

(2.1)

(1.2)

Total Expense and Other (Income)

($ in millions)

For the year ended December 31:

2016

2015

Yr.-to-Yr.
Percent/
Margin
Change

Total consolidated expense

and other (income)

$25,964

$24,740

4.9%

Non-operating adjustments

Amortization of acquired

intangible assets

Acquisition-related charges

Non-operating retirement-
related (costs)/income

Operating (non-GAAP)
expense and other
(income)

Total consolidated expense-

(503)

(5)

(304)

(26)

65.7

(81.0)

(282)

(581)

(51.4)

$25,174

$23,830

5.6%

to-revenue ratio

32.5%

30.3%

2.2 pts.

Operating (non-GAAP)

expense-to-revenue ratio

31.5%

29.2%

2.3 pts.

Management Discussion International Business Machines Corporation and Subsidiary Companies63

Selling, General and Administrative

($ in millions)

For the year ended December 31:

2016

2015

Yr.-to-Yr.
Percent
Change

Selling, general and

administrative expense

Selling, general and

administrative — other

$16,971

$16,643

2.0%

Advertising and promotional

expense

1,327

1,290

2.8

Workforce rebalancing

charges

Retirement-related costs

Amortization of acquired

intangible assets

Stock-based compensation

Bad debt expense

Total consolidated

selling, general and
administrative expense

Non-operating adjustments

Amortization of acquired

1,038

742

587

1,052

503

401

304

322

231

76.7

(29.5)

65.7

24.3

(62.3)

$21,069

$20,430

3.1%

intangible assets

(503)

(304)

65.7

Operating (non-GAAP) expense increased 3.8 percent year to
year driven primarily by the same factors excluding the year-
to-year decrease in charges for pension obligations related to
litigation which is not reflected in operating (non-GAAP) expense.

Bad debt expense decreased $144 million in 2016 compared
to 2015. The receivables provision coverage was 2.0 percent
at December 31, 2016, a decrease of 60 basis points from
December 31, 2015 due to write-offs of previously reserved
receivables in 2016.

Research, Development and Engineering

($ in millions)

For the year ended December 31:

2016

2015

Yr.-to-Yr.
Percent
Change

Total consolidated

research, development
and engineering

Non-operating adjustment

Non-operating retirement-
related (costs)/income

Operating (non-GAAP)

research, development
and engineering

$5,751

$5,247

9.6%

(29)

(48)

(38.6)

$5,722

$5,200

10.1%

Acquisition-related

charges

Non-operating retirement-
related (costs)/income

Operating (non-GAAP)
selling, general and
administrative expense

NM — Not meaningful

(21)

(253)

(533)

(52.6)

RD&E expense was 7.2 percent of revenue in 2016 and 6.4 percent
of revenue in 2015.

$20,315

$19,573

3.8%

RD&E expense increased 9.6 percent in 2016 versus 2015
primarily driven by:

Total SG&A expense increased 3.1 percent in 2016 versus 2015,
driven primarily by the following factors:

•

The impact of acquisitions completed in the prior 12-month
period (4 points); and

Higher workforce rebalancing charges (2 points); partially
offset by

•

The effects of currency (1 point); and

•

The impact of acquisitions completed in the prior 12-month
period (7 points); and

• Increased investment (4 points); partially offset by

• The effects of currency (1 point).

Operating (non-GAAP) RD&E expense increased 10.1 percent
in 2016 compared to the prior year, driven primarily by the
same factors.

Intellectual Property and Custom Development Income

•

A year-to-year decrease in charges for pension obligations
related to litigation in Spain (1 point).

($ in millions)

For the year ended December 31:

2016

2015

Yr.-to-Yr.
Percent
Change

Licensing of intellectual
property including
royalty-based fees

$1,390

Custom development income

214

$407

262

241.8%

(18.4)

Sales/other transfers of
intellectual property

Total

113.4

$1,631

$682

139.3%

Management Discussion International Business Machines Corporation and Subsidiary Companies64

Licensing of intellectual property including royalty-based fees
increased year to year, primarily due to licensing of certain
intellectual property in 2016 within the company’s Integration
Software and Cognitive Solutions software portfolio, which
included four transactions each with period income greater than
$100 million. The company licenses IP to partners who allocate
their skills to extend the value of assets that are high value, but
may be in mature markets. There were no significant individual IP
transactions in 2015. The timing and amount of licensing, sales or
other transfers of IP may vary significantly from period to period
depending upon the timing of licensing agreements, economic
conditions, industry consolidation and the timing of new patents
and know-how development.

Other (Income) and Expense

($ in millions)

For the year ended December 31:

2016

2015

Yr.-to-Yr.
Percent
Change

Other (income) and expense

Foreign currency transaction

losses/(gains)

(Gains)/losses on

derivative instruments

Interest income

Net (gains)/losses from

securities and
investment assets

Other

Total consolidated other
(income) and expense

Non-operating adjustment

Acquisition-related

charges

Operating (non-GAAP) other
(income) and expense

NM — Not meaningful

$(116)

$ 414

(260)

$ 145

$(724)

(50.5)

(7)

(5)

35.2

$ 138

$(729)

Total consolidated other (income) and expense was expense
of $145 million in 2016 compared to income of $724 million in
2015. The decrease in income of $869 million year over year was
primarily driven by:

•

Lower net exchange gains ($593 million); and

•

Real estate capacity charges related to the first-quarter
2016 workforce transformation ($291 million).

Interest Expense

($ in millions)

For the year ended December 31:

2016

2015

Yr.-to-Yr.
Percent
Change

Interest expense

Total

$630

$468

34.4%

The increase in interest expense compared to 2015 was primarily
driven by higher average debt levels and higher average interest
rates. Overall interest expense (excluding capitalized interest)
in 2016 was $1,206 million, an increase of $197 million year
to year.

Income Taxes
The continuing operations effective tax rate for 2016 was
3.6 percent, a decrease of 12.5 points versus the prior year. The
benefit resulting from the favorable resolution of the Japan tax
matter drove a 9.5 point reduction in the rate in 2016. Without
that discrete item, the continuing operations effective tax rate for
2016 would have been 13.1 percent, with the remaining change
in the rate year to year driven primarily by the following factors:

•

A reduced benefit year to year related to audit settlements
of 2.3 points.

The continuing operations operating (non-GAAP) effective tax
rate was 6.5 percent, a decrease of 10.7 points versus 2015
principally driven by the same factors described above. Without
the Japan benefits, the continuing operations (non-GAAP)
effective tax rate would have been 14.9 percent.

Financial Position
Cash and marketable securities at year end were $8,527
million. During the year, the company continued to manage the
investment portfolio to meet its capital preservation and liquidity
objectives.

Total debt of $42,169 million increased $2,279 million from
December 31, 2015. The commercial paper balance at
December 31, 2016, was $899 million, an increase of $299
million from the prior-year level. Within total debt, $27,859
million was in support of the Global Financing business which
was leveraged at a 7.3 to 1 ratio. The company continued to
have substantial flexibility in the debt markets. During 2016, the
company completed bond issuances totaling $7,873 million, with
terms ranging from 1.5 to 30 years, and interest rates ranging
from 0.50 to 4.70 percent depending on maturity. The company
generated strong cash flow from operations and continued to
have access to additional sources of liquidity through the capital
markets and its $10.25 billion global credit facility.

260

(108)

(853)

(72)

•

49.1%

A benefit due to the year-to-year decrease in tax charges
related to intercompany payments made by foreign
subsidiaries and the intercompany licensing of certain IP
of 5.7 points; and

Management Discussion International Business Machines Corporation and Subsidiary Companies65

Consistent with accounting standards, the company remeasured
the funded status of its retirement and postretirement plans
at December 31. At December 31, 2016, the overall net
underfunded position was $14,840 million, a decrease of
$674 million from December 31, 2015 driven by asset returns
partially offset by a decrease in discount rates. At December 31,
2016, the company’s qualified defined benefit plans were well
funded. In 2016, the return on the U.S. Personal Pension Plan
assets was 6.2 percent and the plan was 102 percent funded at
December 31. Overall, global asset returns were 8.5 percent and

the qualified defined benefit plans worldwide were 98 percent
funded at December 31, 2016.

During 2016, the company generated $17,084 million in cash
from operations, a decrease of $171 million compared to 2015.
In addition, the company generated $11,700 million in free
cash flow, a decrease of $1,623 million versus the prior year.
The company returned $8,758 million to shareholders in 2016,
with $5,256 million in dividends and $3,502 million in gross
share repurchases. In 2016, the company repurchased 23.3
million shares.

($ in millions except per share amounts)

For the year ended December 31, 2016:

Gross profit

Gross profit margin

SG&A

RD&E

Other (income) and expense

Total expense and other (income)

Pre-tax income from continuing operations

Pre-tax margin from continuing operations

Provision for income taxes*

Effective tax rate

Income from continuing operations

Income margin from continuing operations

Acquisition-
Related
Adjustments

Retirement-
Related
Adjustments

GAAP

Operating
(non-GAAP)

$38,294

$ 494

$ 316

$39,104

47.9%

0.6 pts.

0.4 pts.

48.9%

$21,069

$ (501)

$(253)

$20,315

5,751

145

25,964

12,330

—

(7)

(508)

1,003

(29)

—

(282)

598

5,722

138

25,174

13,931

15.4%

1.3 pts.

0.7 pts.

17.4%

$ 449

$ 268

$ 183

$ 900

3.6%

1.7 pts.

1.2 pts.

6.5%

$11,881

$ 735

$ 415

$13,031

14.9%

0.9 pts.

0.5 pts.

16.3%

Diluted earnings per share from continuing operations

$ 12.39

$ 0.77

$0.43

$ 13.59

* The tax impact on operating (non-GAAP) pre-tax income is calculated under the same accounting principles applied to the GAAP pre-tax income

which employs an annual effective tax rate method to the results.

($ in millions except per share amounts)

For the year ended December 31, 2015:

Gross profit

Gross profit margin

SG&A

RD&E

Other (income) and expense

Total expense and other (income)

Pre-tax income from continuing operations

Pre-tax margin from continuing operations

Provision for income taxes*

Effective tax rate

Income from continuing operations

Income margin from continuing operations

GAAP

$40,684

Acquisition-
Related
Adjustments

Retirement-
Related
Adjustments

Operating
(non-GAAP)

$ 373

$ 469

$41,526

49.8%

0.5 pts.

0.6 pts.

50.8%

$20,430

$(324)

$ (533)

$19,573

5,247

(724)

24,740

15,945

—

(5)

(330)

703

(48)

—

(581)

1,050

5,200

(729)

23,830

17,697

19.5%

0.9 pts.

1.3 pts.

21.6%

$ 2,581

$ 141

$ 316

$ 3,037

16.2%

0.2 pts.

0.9 pts.

17.2%

$13,364

$ 562

$ 734

$14,659

16.3%

0.7 pts.

0.9 pts.

17.9%

Diluted earnings per share from continuing operations

$ 13.60

$0.57

$ 0.75

$ 14.92

* The tax impact on operating (non-GAAP) pre-tax income is calculated under the same accounting principles applied to the GAAP pre-tax income

which employs an annual effective tax rate method to the results.

Management Discussion International Business Machines Corporation and Subsidiary Companies66

OTHER INFORMATION
Looking Forward
The company’s strategies, investments and actions are all made
with an objective of optimizing long-term performance. A long-
term perspective ensures that the company is well-positioned to
take advantage of the major shifts in technology, business and
the global economy.

As part of its strategic model, the company expects to continue to
allocate capital efficiently and effectively to investments, and to
return value to shareholders through a combination of dividends
and share repurchases. Over the long term, in consideration of
the opportunities it will continue to develop, the company expects
to have the ability to generate low single-digit revenue growth,
and with a higher-value business mix, high single-digit operating
(non-GAAP) earnings per share growth, with free cash flow
realization of GAAP net income in the 90 to 100 percent range.

The company’s 2017 results reflect the work that has been
done to reposition the business through investment, shifting
skills and reallocating capital — all to enable clients to move to
the future. In Cognitive Solutions, performance will be driven by
the shift to AI, Watson, security and industry vertical solutions.
The company continued to move its offerings to as-a-Service
delivery models, and in 2018 will continue to build scale. In the
services segments, there is momentum in Consulting driven by
digital, and strong revenue growth in cloud, as the company
continues to assist clients to build out hybrid environments.
The company’s expectations from the current services backlog
point to an improved revenue trajectory in 2018 versus 2017.
The Systems segment had a strong second half of 2017, with the
introduction of the z14 with pervasive encryption. The company
is ahead of the historical product cycle in the first two quarters
since its introduction and in the fourth quarter shipped the
most MIPS in history, providing evidence that the market has
capacity demand and understands the value in the platform. In
addition, the introduction of the new POWER9 processor will
bring unprecedented speed to AI workloads and the company
has the most competitive storage offerings in some time. As a
result, the company enters 2018 with a stronger revenue profile
than in 2017.

For full-year 2018, the company expects revenue growth, at
mid-January spot rates, and margin stabilization, driven by
continued scale in the cloud business and yield from services’
productivity improvements. The company expects year-to-year
revenue growth in the first quarter of 2018 versus 2017, at both
mid-January spot rates and constant currency, with growth rates
relatively consistent with the fourth quarter of 2017.

Consistent with the long-term model, the company also
expects, over the course of 2018, to continue to acquire key
capabilities, remix skills, invest in areas of growth and return
value to shareholders. The company will continue to invest to
drive growth in the strategic areas and expects a year-to-year
headwind in expense in 2018 due to currency hedges. A high
level of investment is important as the company continues to
build its capabilities in AI, cloud, security and blockchain, among
others. Additionally, the company will continue to look for more
productivity in spending, especially in the services businesses,
along with a remix of skills to the new opportunities. This is all
taken into account in the full-year view.

Overall, the company expects GAAP earnings per share from
continuing operations for 2018 to be at least $11.70. Excluding
acquisition-related charges of $0.78 per share and non-operating
retirement-related items of $1.32 per share, operating (non-
GAAP) earnings per share is expected to be at least $13.80.
For the first quarter of 2018, the company expects operating
(non-GAAP) earnings per share to be approximately 17 percent
to 18 percent of the full-year expectation. In each of the first
quarters of 2017 and 2016, the company had a discrete tax
benefit. The company expects a potential benefit again in the
first quarter of 2018, and as in the past, will likely take actions
that will offset some portion of the benefit. Two accounting
changes, revenue recognition and pension cost, that were
adopted beginning January 1, 2018, are expected to essentially
offset each other within the full-year 2018 operating (non-GAAP)
earnings per share expectation. These items are reflected in the
first-quarter skew expectations.

Free cash flow realization, which is defined as free cash flow to
income from continuing operations (GAAP), is expected to be over
100%. The company expects free cash flow to be approximately
$12 billion in 2018. Free cash flow expectations include a year-
to-year headwind from strong receivables collections in 2017,
an approximate $600 million year-to-year headwind from cash
tax payments and an expected growth in capital expenditures.

For 2018, the company expects the GAAP tax rate to be
approximately 2 points lower than the operating (non-GAAP)
tax rate expectation. The company expects its operating (non-
GAAP) tax rate for 2018 to be 16 percent, plus or minus 2 points
(excluding discrete items), which is a 4-point headwind year
to year. The tax rates reflect the implementation of U.S. tax
reform, which includes a lower U.S. corporate tax rate, offset by
the broader tax base and reduced foreign tax credit utilization.
The rate will change year to year based on nonrecurring events,
such as the settlement of income tax audits and changes in tax
laws, as well as recurring factors including the geographic mix
of income before taxes, state and local taxes and the effects of
various global income tax strategies.

Management Discussion International Business Machines Corporation and Subsidiary Companies67

The company expects 2018 pre-tax retirement-related plan cost
to be approximately $3.2 billion, an increase of approximately
$300 million compared to 2017. This estimate reflects current
pension plan assumptions at December 31, 2017. Consistent with
the newly adopted FASB guidance for the presentation of net
periodic pension and postretirement benefit costs, within total
retirement-related plan cost, operating retirement-related plan
cost is expected to be approximately $1.5 billion, approximately
flat versus 2017. Non-operating retirement-related plan cost
is expected to be approximately $1.7 billion, an increase of
approximately $300 million compared to 2017, driven by lower
income from expected return on assets and a year-to-year
impact due to the pension obligation adjustment resulting from
UK litigation in 2017. Contributions for all retirement-related
plans are expected to be approximately $2.4 billion in 2018,
approximately flat compared to 2017.

Standard and Poor’s lowered its ratings on the company’s senior
long-term debt to A+ from AA- and commercial paper to A-1 from
A-1+. The Fitch ratings remain unchanged from December 31,
2016. IBM remains a strong investment grade company with
significant flexibility to execute its strategy and capital allocation
plans. The company’s indenture governing its debt securities and
its various credit facilities each contain significant covenants
which obligate the company to promptly pay principal and
interest, limit the aggregate amount of secured indebtedness and
sale and leaseback transactions to 10 percent of the company’s
consolidated net tangible assets, and restrict the company’s
ability to merge or consolidate unless certain conditions are met.
The credit facilities also include a covenant on the company’s
consolidated net interest expense ratio, which cannot be less
than 2.20 to 1.0, as well as a cross default provision with respect
to other defaulted indebtedness of at least $500 million.

For a discussion of new accounting standards that the company
will adopt in future periods, please see note B, “Accounting
Changes,” beginning on page 94. For discussion of the company’s
presentation of non-operating retirement-related cost, refer to
the “Operating (non-GAAP) Earnings” section on pages 26 and 27.

Liquidity and Capital Resources
The company has consistently generated strong cash flow
from operations, providing a source of funds ranging between
$16.7 billion and $17.8 billion per year over the past five years.
The company provides for additional liquidity through several
sources: maintaining an adequate cash balance, access to global
funding sources, committed global credit facilities and other
committed and uncommitted lines of credit worldwide. In 2017,
the company and IBM Credit entered into a $2.5 billion 364-day
Credit Agreement and a $2.5 billion three-year Credit Agreement.
These new agreements permit borrowings up to an aggregate
of $5 billion on a revolving basis. The following table provides
a summary of the major sources of liquidity for the years ended
December 31, 2013 through 2017.

Cash Flow and Liquidity Trends

($ in billions)

Net cash from

2017

2016

2015

2014

2013

operating activities $16.7 $17.1 * $17.3 * $17.1 * $17.8 *

Cash and short-

term marketable
securities

Committed global
credit facility

$15.3 $10.3 $10.0 $10.0 $10.0

* Reclassified to reflect adoption of the FASB guidance on share-based

compensation.

The major rating agencies’ ratings on the company’s debt
securities at December 31, 2017 appear in the following table.
On May 3, 2017, Moody’s Investors Service lowered its ratings
on the company’s senior long-term debt from Aa3 to A1, while
reaffirming its rating on commercial paper. On May 5, 2017,

The company is in compliance with all of its significant debt
covenants and provides periodic certification to its lenders. The
failure to comply with its debt covenants could constitute an
event of default with respect to the debt to which such provisions
apply. If certain events of default were to occur, the principal and
interest on the debt to which such event of default applied would
become immediately due and payable.

The company does not have “ratings trigger” provisions in
its debt covenants or documentation, which would allow the
holders to declare an event of default and seek to accelerate
payments thereunder in the event of a change in credit rating.
The company’s contractual agreements governing derivative
instruments contain standard market clauses which can trigger
the termination of the agreement if the company’s credit rating
were to fall below investment grade. At December 31, 2017, the
fair value of those instruments that were in a liability position was
$415 million, before any applicable netting, and this position is
subject to fluctuations in fair value period to period based on
the level of the company’s outstanding instruments and market
conditions. The company has no other contractual arrangements
that, in the event of a change in credit rating, would result in a
material adverse effect on its financial position or liquidity.

IBM and IBM Credit Ratings

Senior long-term debt

Standard
and Poor’s

A+

A-1

Moody’s
Investors
Service

Prime-1

Fitch
Ratings

A+

The company prepares its Consolidated Statement of Cash Flows
in accordance with applicable accounting standards for cash
flow presentation on page 81 and highlights causes and events
underlying sources and uses of cash in that format on page 48.
For the purpose of running its business, the company manages,
monitors and analyzes cash flows in a different format.

$12.6 $ 8.5 $ 8.2 $ 8.5 $11.1

Commercial paper

Management Discussion International Business Machines Corporation and Subsidiary Companies68

Management uses free cash flow as a measure to evaluate
its operating results, plan share repurchase levels, strategic
investments and assess its ability and need to incur and service
debt. The entire free cash flow amount is not necessarily available
for discretionary expenditures. The company defines free cash
flow as net cash from operating activities less the change in
Global Financing receivables and net capital expenditures,
including the investment in software. A key objective of the
Global Financing business is to generate strong returns on equity,
and increasing receivables is the basis for growth. Accordingly,
management considers Global Financing receivables as a
profit-generating investment, not as working capital that should
be minimized for efficiency. Therefore, management includes
presentations of both free cash flow and net cash from operating
activities that exclude the effect of Global Financing receivables.
Free cash flow guidance is derived using an estimate of profit,
working capital and operational cash outflows. As previously
noted, the company views Global Financing receivables as a
profit generating investment which it seeks to maximize and
therefore it is not considered when formulating guidance for free
cash flow. As a result, the company does not estimate a GAAP
Net Cash from Operations expectation metric.

From the perspective of how management views cash flow,
in 2017, after investing $3.3 billion in capital investments
primarily in cloud and in support of the services business, the
company generated free cash flow of $13.0 billion, an increase

of $1.3 billion compared to 2016. The increase was primarily
driven by lower capital expenditures and strong working capital
performance due to mix of business and collections.

In 2017, the company continued to focus its cash utilization
on returning value to shareholders including $5.5 billion in
dividends and $4.3 billion in gross common stock repurchases
(27.2 million shares).

Over the past five years, the company generated over $65 billion
in free cash flow. During that period, the company invested over
$13 billion in strategic acquisitions and returned $64 billion to
shareholders through dividends and gross share repurchases.
The company’s performance during this period demonstrates
that there is fungibility across the elements of share repurchases,
dividends and acquisitions. The amount of prospective returns
to shareholders in the form of dividends and share repurchases
will vary based upon several factors including each year’s
operating results, capital expenditure requirements, research
and development investments and acquisitions, as well as the
factors discussed on page 69.

The company’s Board of Directors considers the dividend
payment on a quarterly basis. In the second quarter of 2017, the
Board of Directors increased the company’s quarterly common
stock dividend from $1.40 to $1.50 per share.

The table below represents the way in which management reviews cash flow as described above.

($ in billions)

For the year ended December 31:

Net cash from operating activities per GAAP

Less: the change in Global Financing receivables

Net cash from operating activities,

excluding Global Financing receivables

Capital expenditures, net

Free cash flow (FCF)

Acquisitions

Divestitures

Share repurchase

Common stock repurchases for tax withholdings

Dividends

Non-Global Financing debt

Other (includes Global Financing receivables

and Global Financing debt)

Change in cash, cash equivalents and short-term

2017

$16.7

0.4

16.3

(3.3)

13.0

(0.5)

(0.2)

(4.3)

(0.2)

(5.5)

1.1

2016

$17.1 *

1.7

2015

$17.3*

0.2

15.4*

(3.7)

11.7*

(5.7)

(0.5)

(3.5)

(0.1)*

(5.3)

1.3

17.1*

(3.8)

13.3*

(3.3)

(0.4)

(4.6)

(0.2)*

(4.9)

(0.1)

2014

$ 17.1*

0.7

16.4*

(3.8)

12.6*

(0.7)

2.4

2013

$ 17.8 *

(1.3)

19.1*

(3.8)

15.4*

(3.1)

0.3

(13.7)

(13.9)

(0.2)*

(4.3)

(1.3)

(0.3)*

(4.1)

3.2

0.7

2.3

0.0

2.6

2.4

marketable securities

$ 4.1

$ 0.3

$ (0.3)

$ (2.6)

$ (0.1)

FCF as percent of Income from Continuing Operations

226%**

98%*

100%*

80%*

91%*

* Reclassified to reflect adoption of the FASB guidance on share-based compensation.

** 116% excluding the one-time charge of $5.5 billion associated with the enactment of U.S. tax reform in 2017.

Management Discussion International Business Machines Corporation and Subsidiary Companies69

Events that could temporarily change the historical cash flow
dynamics discussed previously include significant changes
in operating results, material changes in geographic sources
of cash, unexpected adverse impacts from litigation, future
pension funding requirements during periods of severe downturn
in the capital markets or the timing of tax payments. Whether
any litigation has such an adverse impact will depend on a
number of variables, which are more completely described in
note M, “Contingencies and Commitments,” on pages 119 to
121. With respect to pension funding, in 2017, the company
contributed $409 million to its non-U.S. defined benefit
plans compared to $507 million in 2016. As highlighted in the
Contractual Obligations table, the company expects to make
legally mandated pension plan contributions to certain non-U.S.
plans of approximately $1.8 billion in the next five years. The
2018 contributions are currently expected to be approximately
$400 million. Contributions related to all retirement-related
plans is expected to be approximately $2.4 billion in 2018,
approximately flat compared to 2017. Financial market
performance could increase the legally mandated minimum

contributions in certain non-U.S. countries that require more
frequent remeasurement of the funded status. The company is
not quantifying any further impact from pension funding because
it is not possible to predict future movements in the capital
markets or pension plan funding regulations.

In 2018, the company is not legally required to make any
contributions to the U.S. defined benefit pension plans.

The company’s U.S. cash flows continue to be sufficient to
fund its current domestic operations and obligations, including
investing and financing activities such as dividends and debt
service. The company’s U.S. operations generate substantial
cash flows, and, in those circumstances where the company
has additional cash requirements in the U.S., the company has
several liquidity options available. These options may include the
ability to borrow additional funds at reasonable interest rates,
utilizing its committed global credit facility, repatriating certain
foreign earnings and utilizing intercompany loans with certain
foreign subsidiaries.

Contractual Obligations

($ in millions)

Long-term debt obligations

Interest on long-term debt obligations

Capital (finance) lease obligations

Operating lease obligations

Purchase obligations

Other long-term liabilities:

Minimum defined benefit plan pension funding

(mandated)*

Excess 401(k) Plus Plan

Long-term termination benefits

Tax reserves**

Other

Total

Total Contractual
Payment Stream

$45,435

10,021

6,568

3,404

1,800

1,771

1,069

4,630

1,264

Payments Due In

2018

$ 5,215

1,202

1,614

1,048

400

188

173

1,062

131

2019–20

$13,365

1,854

2,596

1,285

800

412

172

291

2021–22

After 2022

$ 9,481

$17,374

1,363

1,462

895

600

460

127

101

5,602

—

896

177

—

711

598

740

$75,973

$11,034

$20,779

$14,492

$26,098

* As funded status on plans will vary, obligations for mandated minimum pension payments after 2022 could not be reasonably estimated.

** These amounts represent the liability for unrecognized tax benefits. The company estimates that approximately $1,062 million of the liability is

expected to be settled within the next 12 months. The settlement period for the noncurrent portion of the income tax liability cannot be reasonably
estimated as the timing of the payments will depend on the progress of tax examinations with the various tax authorities; however, it is not expected
to be due within the next 12 months.

Management Discussion International Business Machines Corporation and Subsidiary Companies70

Total contractual obligations are reported in the previous table
excluding the effects of time value and therefore, may not equal
the amounts reported in the Consolidated Statement of Financial
Position. Certain noncurrent liabilities are excluded from the
previous table as their future cash outflows are uncertain. This
includes deferred taxes, derivatives, deferred income, disability
benefits and other sundry items. Certain obligations related to
the company’s divestitures are included.

Purchase obligations include all commitments to purchase goods
or services of either a fixed or minimum quantity that meet any
of the following criteria: (1) they are noncancelable, (2) the
company would incur a penalty if the agreement was canceled,
or (3) the company must make specified minimum payments
even if it does not take delivery of the contracted products or
services (take-or-pay). If the obligation to purchase goods or
services is noncancelable, the entire value of the contract is
included in the previous table. If the obligation is cancelable,
but the company would incur a penalty if canceled, the dollar
amount of the penalty is included as a purchase obligation.
Contracted minimum amounts specified in take-or-pay contracts
are also included in the table as they represent the portion of
each contract that is a firm commitment.

In the ordinary course of business, the company enters into
contracts that specify that the company will purchase all or a
portion of its requirements of a specific product, commodity or
service from a supplier or vendor. These contracts are generally
entered into in order to secure pricing or other negotiated terms.
They do not specify fixed or minimum quantities to be purchased
and, therefore, the company does not consider them to be
purchase obligations.

Interest on floating-rate debt obligations is calculated using the
effective interest rate at December 31, 2017, plus the interest
rate spread associated with that debt, if any.

Off-Balance Sheet Arrangements
From time to time, the company may enter into off-balance sheet
arrangements as defined by SEC Financial Reporting Release
67 (FRR-67), “Disclosure in Management’s Discussion and
Analysis about Off-Balance Sheet Arrangements and Aggregate
Contractual Obligations.”

At December 31, 2017, the company had no off-balance sheet
arrangements that have, or are reasonably likely to have, a
material current or future effect on financial condition, changes in
financial condition, revenues or expenses, results of operations,
liquidity, capital expenditures or capital resources. See the
table on page 69 for the company’s contractual obligations,
and note M, “Contingencies and Commitments,” on page 119,
for detailed information about the company’s guarantees,
financial commitments and indemnification arrangements. The
company does not have retained interests in assets transferred
to unconsolidated entities or other material off-balance sheet
interests or instruments.

Critical Accounting Estimates
The application of GAAP requires the company to make estimates
and assumptions about certain items and future events that
directly affect its reported financial condition. The accounting
estimates and assumptions discussed in this section are those
that the company considers to be the most critical to its financial
statements. An accounting estimate is considered critical if both
(a) the nature of the estimate or assumption is material due to
the levels of subjectivity and judgment involved, and (b) the
impact within a reasonable range of outcomes of the estimate
and assumption is material to the company’s financial condition.
Senior management has discussed the development, selection
and disclosure of these estimates with the Audit Committee of
the company’s Board of Directors. The company’s significant
accounting policies are described in note A, “Significant
Accounting Policies,” on pages 84 to 93.

A quantitative sensitivity analysis is provided where that
information is reasonably available, can be reliably estimated
and provides material information to investors. The amounts
used to assess sensitivity (e.g., 1 percent, 10 percent, etc.) are
included to allow users of the Annual Report to understand a
general direction cause and effect of changes in the estimates
and do not represent management’s predictions of variability. For
all of these estimates, it should be noted that future events rarely
develop exactly as forecasted, and estimates require regular
review and adjustment.

Pension Assumptions
For the company’s defined benefit pension plans, the
measurement of the benefit obligation to employees and net
periodic pension (income)/cost requires the use of certain
assumptions, including, among others, estimates of discount
rates and expected return on plan assets.

Changes in the discount rate assumptions would impact the
(gain)/loss amortization and interest cost components of the
net periodic pension (income)/cost calculation and the projected
benefit obligation (PBO). The company decreased the discount
rate assumption for the IBM Personal Pension Plan (PPP), a U.S.-
based defined benefit plan, by 40 basis points to 3.40 percent
on December 31, 2017. This change will increase pre-tax cost
and expense recognized in 2018 by an estimated $120 million.
If the discount rate assumption for the PPP had increased by
40 basis points on December 31, 2017, pre-tax cost and expense
recognized in 2018 would have decreased by an estimated
$125 million. Further changes in the discount rate assumptions
would impact the PBO which, in turn, may impact the company’s
funding decisions if the PBO exceeds plan assets. A 25 basis
point increase or decrease in the discount rate would cause a
corresponding decrease or increase, respectively, in the PPP’s PBO
of an estimated $1.2 billion based upon December 31, 2017 data.

Management Discussion International Business Machines Corporation and Subsidiary Companies71

The expected long-term return on plan assets assumption is used
in calculating the net periodic pension (income)/cost. Expected
returns on plan assets are calculated based on the market-
related value of plan assets, which recognizes changes in the
fair value of plan assets systematically over a five-year period in
the expected return on plan assets line in net periodic pension
(income)/cost. The differences between the actual return on
plan assets and the expected long-term return on plan assets
are recognized over five years in the expected return on plan
assets line in net periodic pension (income)/cost and also as a
component of actuarial (gains)/losses, which are recognized over
the service lives or life expectancy of the participants, depending
on the plan, provided such amounts exceed thresholds which are
based upon the benefit obligation or the value of plan assets, as
provided by accounting standards.

To the extent the outlook for long-term returns changes such
that management changes its expected long-term return on plan
assets assumption, each 50 basis point increase or decrease in
the expected long-term return on PPP plan assets assumption
would have an estimated decrease or increase, respectively,
of $258 million on the following year’s pre-tax net periodic
pension (income)/cost (based upon the PPP’s plan assets at
December 31, 2017 and assuming no contributions are made
in 2018).

The company may voluntarily make contributions or be required,
by law, to make contributions to its pension plans. Actual
results that differ from the estimates may result in more or less
future company funding into the pension plans than is planned
by management. Impacts of these types of changes on the
company’s pension plans in other countries worldwide would
vary depending upon the status of each respective plan.

In addition to the above, the company evaluates other pension
assumptions involving demographic factors, such as retirement
age and mortality, and updates these assumptions to reflect
experience and expectations for the future. Actual results in
any given year can differ from actuarial assumptions because of
economic and other factors.

For additional information on the company’s pension plans and
the development of these assumptions, see note S, “Retirement-
Related Benefits,” on pages 135 and 136.

Revenue Recognition
Application of the various accounting principles in GAAP related
to the measurement and recognition of revenue requires the
company to make judgments and estimates. Specifically,
complex arrangements with nonstandard terms and conditions
may require significant contract interpretation to determine
the appropriate accounting, including whether the deliverables
specified in a multiple-deliverable arrangement should be treated
as separate units of accounting. Other significant judgments
include determining whether IBM or a reseller is acting as the
principal in a transaction and whether separate contracts are
considered part of one arrangement.

Revenue recognition is also impacted by the company’s ability
to estimate sales incentives, expected returns and collectibility.
The company considers various factors, including a review of
specific transactions, the creditworthiness of the customers,
historical experience and market and economic conditions when
calculating these provisions and allowances. Evaluations are
conducted each quarter to assess the adequacy of the estimates.
If these estimates were changed by 10 percent in 2017, net
income would have been impacted by $40 million (excluding
Global Financing receivables).

Costs to Complete Service Contracts
The company enters into numerous service contracts through
its services businesses. During the contractual period, revenue,
cost and profits may be impacted by estimates of the ultimate
profitability of each contract, especially contracts for which the
company uses the percentage-of-completion (POC) method
of accounting. If at any time these estimates indicate the POC
contract will be unprofitable, the entire estimated loss for the
remainder of the contract is recorded immediately in cost.
The company performs ongoing profitability analyses of its
POC-based services contracts in order to determine whether
the latest estimates require updating. Key factors reviewed
by the company to estimate the future costs to complete each
contract are future labor costs and product costs and expected
productivity efficiencies. Contract loss provisions recorded as
a component of other accrued expenses and liabilities were
$25 million and $13 million at December 31, 2017 and 2016,
respectively.

Income Taxes
The company is subject to income taxes in the U.S. and numerous
foreign jurisdictions. Significant judgments are required in
determining the consolidated provision for income taxes.

During the ordinary course of business, there are many
transactions and calculations for which the ultimate tax
determination is uncertain. As a result, the company recognizes
tax liabilities based on estimates of whether additional taxes
and interest will be due. These tax liabilities are recognized
when, despite the company’s belief that its tax return positions
are supportable, the company believes that certain positions
may not be fully sustained upon review by tax authorities. The
company believes that its accruals for tax liabilities are adequate
for all open audit years based on its assessment of many factors,
including past experience and interpretations of tax law. This
assessment relies on estimates and assumptions, and may
involve a series of complex judgments about future events. To
the extent that new information becomes available which causes
the company to change its judgment regarding the adequacy of
existing tax liabilities, such changes to tax liabilities will impact
income tax expense in the period in which such determination
is made.

Management Discussion International Business Machines Corporation and Subsidiary Companies72

•

A significant pending litigation;

•

A more likely than not expectation that a reporting unit or a
significant portion of a reporting unit will be sold or otherwise
disposed of; and

•

An adverse action or assessment by a regulator.

The company assesses these qualitative factors to determine
whether it is necessary to perform the two-step quantitative
goodwill impairment test. This quantitative test is required only
if the company concludes that it is more likely than not that a
reporting unit’s fair value is less than its carrying amount.

In the fourth quarter, the company performed its annual goodwill
impairment analysis. The qualitative assessment illustrated
evidence of a potential impairment triggering event as a result
of the financial performance of the Systems reporting unit. The
quantitative analysis resulted in no impairment as the reporting
unit’s estimated fair value exceeded the carrying amount by over
100 percent.

Loss Contingencies
The company is currently involved in various claims and legal
proceedings. At least quarterly, the company reviews the status
of each significant matter and assesses its potential financial
exposure. If the potential loss from any claim or legal proceeding
is considered probable and the amount can be reasonably
estimated, the company accrues a liability for the estimated
loss. Significant judgment is required in both the determination
of probability and the determination as to whether an exposure
is reasonably estimable. Because of uncertainties related to
these matters, accruals are based only on the best information
available at the time. As additional information becomes
available, the company reassesses the potential liability related
to its pending claims and litigation, and may revise its estimates.
These revisions in the estimates of the potential liabilities could
have a material impact on the company’s results of operations
and financial position.

Global Financing Receivables Allowance for Credit Losses
The Global Financing business reviews its financing receivables
port folio on a regular basis in order to assess collectibility and
records adjustments to the allowance for credit losses at least
quarterly. A description of the methods used by management to
estimate the amount of uncollectible receivables is included in
note A, “Significant Accounting Policies,” on page 93. Factors
that could result in actual receivable losses that are materially
different from the estim ated reserve include significant changes
in the economy, or a sudden change in the economic health of
a significant client that represents a concentration in Global
Financing’s receivables portfolio.

Significant judgment is also required in determining any valuation
allowance recorded against deferred tax assets. In assessing
the need for a valuation allowance, management considers all
available evidence for each jurisdiction including past operating
results, estimates of future taxable income and the feasibility of
ongoing tax planning strategies. In the event that the company
changes its determination as to the amount of deferred tax
assets that can be realized, the company will adjust its valuation
allowance with a corresponding impact to income tax expense in
the period in which such determination is made.

The consolidated provision for income taxes will change period
to period based on nonrecurring events, such as the settlement
of income tax audits and changes in tax laws, as well as recurring
factors including the geographic mix of income before taxes, the
timing and amount of foreign dividend repatriation, state and local
taxes and the effects of various global income tax strategies.

To the extent that the provision for income taxes increases/
decreases by 1 percent of income from continuing operations
before income taxes, consolidated net income would have
decreased/improved by $114 million in 2017.

Valuation of Assets
The application of business combination and impairment
accounting requires the use of significant estimates and
assumptions. The acquisition method of accounting for business
combinations requires the company to estimate the fair value
of assets acquired including separately identifiable intangible
assets, liabilities assumed, and any noncontrolling interest in
the acquiree to properly allocate purchase price consideration.
Impairment testing for assets, other than goodwill and indefinite-
lived intangible assets, requires the allocation of cash flows to
those assets or group of assets and if required, an estimate of fair
value for the assets or group of assets. The company’s estimates
are based upon assumptions believed to be reasonable, but
which are inherently uncertain and unpredictable. These
valuations require the use of management’s assumptions, which
would not reflect unanticipated events and circumstances that
may occur.

Valuation of Goodwill
The company reviews goodwill for impairment annually and
whenever events or changes in circumstances indicate the
carrying value of goodwill may not be recoverable. In 2017,
the company assessed the qualitative risk factors to determine
whether it is more likely than not that the fair value of a reporting
unit is less than its carrying amount.

The company assesses qualitative factors in each of its
reporting units that carry goodwill including relevant events
and circumstances that affect the fair value of reporting units.
Examples include, but are not limited to, macroeconomic,
industry and market conditions; as well as other individual
factors such as:

•

A loss of key personnel;

•

A significant adverse shift in the operating environment of
the reporting unit such as unanticipated competition;

Management Discussion International Business Machines Corporation and Subsidiary Companies73

To the extent that actual collectibility differs from management’s
estimates currently provided for by 10 percent, Global
Financing’s segment pre-tax income and the company’s income
from continuing operations before income taxes would be higher
or lower by an estimated $34 million depending upon whether
the actual collectibility was better or worse, respectively, than
the estimates.

Residual Value
Residual value represents the estimated fair value of equipment
under lease as of the end of the lease. Residual value estimates
impact the determination of whether a lease is classified as
operating or capital. Global Financing estimates the future fair
value of leased equipment by using historical models, analyzing
the current market for new and used equipment, and obtaining
forward-looking product information such as marketing plans
and technological innovations. Residual value estimates are
periodically reviewed and “other than temporary” declines
in estimated future residual values are recognized upon
identification. Anticipated increases in future residual values
are not recognized until the equipment is remarketed.

Factors that could cause actual results to materially differ from
the estimates include significant changes in the used-equipment
market brought on by unforeseen changes in technology
innovations and any resulting changes in the useful lives of used
equipment.

To the extent that actual residual value recovery is lower than
management’s estimates by 10 percent, Global Financing’s
segment pre-tax income and the company’s income from
continuing operations before income taxes for 2017 would have
been lower by an estimated $72 million. If the actual residual
value recovery is higher than management’s estimates, the
increase in income will be realized at the end of lease when the
equipment is remarketed.

Currency Rate Fluctuations
Changes in the relative values of non-U.S. currencies to the
U.S. dollar affect the company’s financial results and financial
position. At December 31, 2017, currency changes resulted
in assets and liabilities denominated in local currencies being
translated into more dollars than at year-end 2016. The company
uses financial hedging instruments to limit specific currency risks
related to financing transactions and other foreign currency-
based transactions.

During periods of sustained movements in currency, the
marketplace and competition adjust to the changing rates. For
example, when pricing offerings in the marketplace, the company
may use some of the advantage from a weakening U.S. dollar to
improve its position competitively, and price more aggressively to
win the business, essentially passing on a portion of the currency
advantage to its customers. Competition will frequently take the

same action. Consequently, the company believes that some of
the currency-based changes in cost impact the prices charged to
clients. The company also maintains currency hedging programs
for cash management purposes which temporarily mitigate,
but do not eliminate, the volatility of currency impacts on the
company’s financial results.

The company translates revenue, cost and expense in its non-
U.S. operations at current exchange rates in the reported period.
References to “adjusted for currency” or “constant currency”
reflect adjustments based upon a simple mathematical formula.
However, this constant currency methodology that the company
utilizes to disclose this information does not incorporate any
operational actions that management could take to mitigate
fluctuating currency rates. Currency movements impacted the
company’s year-to-year revenue and earnings per share growth
in 2017. Based on the currency rate movements in 2017, total
revenue decreased 1.0 percent as reported and 1.3 percent at
constant currency versus 2016. On an income from continuing
operations before income taxes basis, these translation impacts
offset by the net impact of hedging activities resulted in a
theoretical maximum (assuming no pricing or sourcing actions)
increase of approximately $100 million in 2017, on both an
as-reported basis and operating (non-GAAP) basis. The same
mathematical exercise resulted in an increase of approximately
$125 million in 2016 on an as-reported basis and an increase of
approximately $150 million on an operating (non-GAAP) basis.
The company views these amounts as a theoretical maximum
impact to its as-reported financial results. Considering the
operational responses mentioned above, movements of exchange
rates, and the nature and timing of hedging instruments, it is
difficult to predict future currency impacts on any particular
period, but the company believes it could be substantially less
than the theoretical maximum given the competitive pressure
in the marketplace.

For non-U.S. subsidiaries and branches that operate in U.S.
dollars or whose economic environment is highly inflationary,
translation adjustments are reflected in results of operations.
Generally, the company manages currency risk in these entities
by linking prices and contracts to U.S. dollars.

The company continues to monitor the economic conditions and
currency exchange mechanisms in Venezuela. The company
recorded a pre-tax loss of $43 million in the first quarter of 2016
in other (income) and expense in the Consolidated Statement of
Earnings as a result of the elimination of the SICAD exchange and
devaluation of the new exchange. Total pre-tax loss for 2017 was
$10 million compared to $48 million in 2016. The company’s
operations in Venezuela comprised less than 1 percent of total
2017, 2016 and 2015 revenue, respectively.

Management Discussion International Business Machines Corporation and Subsidiary Companies74

Market Risk
In the normal course of business, the financial position of
the company is routinely subject to a variety of risks. In
addition to the market risk associated with interest rate and
currency movements on outstanding debt and non-U.S. dollar
denominated assets and liabilities, other examples of risk include
collectibility of accounts receivable and recoverability of residual
values on leased assets.

The company regularly assesses these risks and has established
policies and business practices to protect against the adverse
effects of these and other potential exposures. As a result, the
company does not anticipate any material losses from these risks.

The company’s debt, in support of the Global Financing business
and the geographic breadth of the company’s operations,
contains an element of market risk from changes in interest and
currency rates. The company manages this risk, in part, through
the use of a variety of financial instruments including derivatives,
as described in note D, “Financial Instruments — Derivative
Financial Instruments,” on pages 102 to 107.

To meet disclosure requirements, the company performs a
sensitivity analysis to determine the effects that market risk
exposures may have on the fair values of the company’s debt
and other financial instruments.

The financial instruments that are included in the sensitivity
analysis are comprised of the company’s cash and cash
equivalents, marketable securities, short-term and long-
term loans, commercial financing and installment payment
receivables, investments, long-term and short-term debt and
derivative financial instruments. The company’s derivative
financial instruments generally include interest rate swaps,
foreign currency swaps and forward contracts.

To perform the sensitivity analysis, the company assesses the
risk of loss in fair values from the effect of hypothetical changes
in interest rates and foreign currency exchange rates on market-
sensitive instruments. The market values for interest and foreign
currency exchange risk are computed based on the present value
of future cash flows as affected by the changes in rates that are
attributable to the market risk being measured. The discount
rates used for the present value computations were selected
based on market interest and foreign currency exchange rates
in effect at December 31, 2017 and 2016. The differences in
this comparison are the hypothetical gains or losses associated
with each type of risk.

Information provided by the sensitivity analysis does not
necessarily represent the actual changes in fair value that the
company would incur under normal market conditions because,
due to practical limitations, all variables other than the specific
market risk factor are held constant. In addition, the results
of the model are constrained by the fact that certain items
are specifically excluded from the analysis, while the financial
instruments relating to the financing or hedging of those items
are included by definition. Excluded items include short-term
and long-term receivables from sales-type and direct financing
leases, forecasted foreign currency cash flows and the company’s
net investment in foreign operations. As a consequence, reported
changes in the values of some of the financial instruments
impacting the results of the sensitivity analysis are not matched
with the offsetting changes in the values of the items that those
instruments are designed to finance or hedge.

The results of the sensitivity analysis at December 31, 2017 and
2016, are as follows:

Interest Rate Risk
At December 31, 2017, a 10 percent decrease in the levels
of interest rates with all other variables held constant would
result in a decrease in the fair value of the company’s financial
instruments of $201 million as compared with a decrease of
$147 million at December 31, 2016. A 10 percent increase in
the levels of interest rates with all other variables held constant
would result in an increase in the fair value of the company’s
financial instruments of $232 million as compared to an increase
of $142 million at December 31, 2016. Changes in the relative
sensitivity of the fair value of the company’s financial instrument
portfolio for these theoretical changes in the level of interest
rates are primarily driven by changes in the company’s debt
maturities, interest rate profile and amount.

Foreign Currency Exchange Rate Risk
At December 31, 2017, a 10 percent weaker U.S. dollar against
foreign currencies, with all other variables held constant, would
result in an increase in the fair value of the company’s financial
instruments of $120 million as compared with a decrease of
$132 million at December 31, 2016. Conversely, a 10 percent
stronger U.S. dollar against foreign currencies, with all other
variables held constant, would result in a decrease in the fair
value of the company’s financial instruments of $120 million
compared with an increase of $132 million at December 31, 2016.

Financing Risks
See the “Description of Business” on page 33 for a discussion of
the financing risks associated with the Global Financing business
and management’s actions to mitigate such risks.

Management Discussion International Business Machines Corporation and Subsidiary Companies75

Employees and Related Workforce

(In thousands)

For the year ended December 31:

IBM/wholly owned subsidiaries

Less-than-wholly owned subsidiaries

Complementary

2017

366.6

9.3

21.9

As a globally integrated enterprise, the company operates in
more than 175 countries and is continuing to shift its business
to the higher-value segments of enterprise IT. The company
continues to remix its skills and people needs to match the best
opportunities in the marketplace.

The complementary workforce is an approximation of equivalent
full-time employees hired under temporary, part-time and
limited-term employment arrangements to meet specific
business needs in a flexible and cost-effective manner.

Cybersecurity
While cybersecurity risk can never be completely eliminated,
the company’s approach draws on the depth and breadth of its
global capabilities, both in terms of its offerings to clients and its
internal approaches to risk management. The company offers
commercial solutions that deliver capabilities in areas such as
identity and access management, data security, application
security, network security and endpoint security. IBM’s solutions
include pervasive encryption, security intelligence, analytics,
cognitive and artificial intelligence, and forensic tools that
can process information on customer IT security events and
vulnerabilities and provide detailed information to customers
about potential threats and security posture. The company also
offers professional solutions for security from assessment and
incident response to deployment and resource augmentation. In
addition, the company offers managed and outsourced security
solutions from multiple security operations centers around
the world. Finally, security is embedded in a multitude of IBM
offerings through secure engineering processes and by critical
functions (encryption, access control, etc.) in servers, storage,
software, service, and other solutions.

From an enterprise perspective, IBM implements a multi-faceted
risk-management approach to identify and address cybersecurity
risks. The company has established policies and procedures that
provide the foundation upon which IBM’s infrastructure and data
are managed. IBM performs ongoing assessments regarding its
technical controls and its methods for identifying emerging risks
related to cybersecurity. The company uses a layered approach
with overlapping controls to defend against cybersecurity attacks
and threats on networks, end-user devices, servers, applications
and cloud solutions. The company also has a security monitoring
program and a global incident response process to respond to
cybersecurity threats and attacks. In addition, the company
utilizes a combination of online training, educational tools, videos
and other awareness initiatives to foster a culture of security
awareness and responsibility among its workforce.

Management Discussion International Business Machines Corporation and Subsidiary Companies76

Report of Management
International Business Machines Corporation and Subsidiary Companies

Management Responsibility
for Financial Information
Responsibility for the integrity and objectivity of the financial
information presented in this Annual Report rests with IBM
management. The accompanying financial statements have been
prepared in accordance with accounting principles generally
accepted in the United States of America, applying certain
estimates and judgments as required.

IBM maintains an effective internal control structure. It consists,
in part, of organizational arrangements with clearly defined lines
of responsibility and delegation of authority, and comprehensive
systems and control procedures. An important element of the
control environment is an ongoing internal audit program. Our
system also contains self-monitoring mechanisms, and actions
are taken to correct deficiencies as they are identified.

To assure the effective administration of internal controls,
we carefully select and train our employees, develop and
disseminate written policies and procedures, provide appropriate
communication channels and foster an environment conducive to
the effective functioning of controls. We believe that it is essential
for the company to conduct its business affairs in accordance
with the highest ethical standards, as set forth in the IBM
Business Conduct Guidelines. These guidelines, translated into
numerous languages, are distributed to employees throughout
the world, and reemphasized through internal programs to assure
that they are understood and followed.

The Audit Committee of the Board of Directors is composed
solely of independent, non-management directors, and is
responsible for recommending to the Board the independent
registered public accounting firm to be retained for the coming
year, subject to stockholder ratification. The Audit Committee
meets regularly and privately with the independent registered
public accounting firm, with the company’s internal auditors, as
well as with IBM management, to review accounting, auditing,
internal control structure and financial reporting matters.

Management’s Report on Internal Control
Over Financial Reporting
Management is responsible for establishing and maintaining
adequate internal control over financial reporting of the company.
Internal control over financial reporting is a process designed to
provide reasonable assurance regarding the reliability of financial
reporting and the preparation of financial statements for external
purposes in accordance with accounting principles generally
accepted in the United States of America.

The company’s internal control over financial reporting includes
those policies and procedures that (i) pertain to the maintenance
of records that, in reasonable detail, accurately and fairly reflect
the transactions and dispositions of the assets of the company;
(ii) provide reasonable assurance that transactions are recorded
as necessary to permit preparation of financial statements in
accordance with accounting principles generally accepted in the
United States of America, and that receipts and expenditures
of the company are being made only in accordance with
authorizations of management and directors of the company;
and (iii) provide reasonable assurance regarding prevention or
timely detection of unauthorized acquisition, use, or disposition
of the company’s assets that could have a material effect on the
financial statements.

Because of its inherent limitations, internal control over
financial reporting may not prevent or detect misstatements.
Also, projections of any evaluation of effectiveness to future
periods are subject to the risk that controls may become
inadequate because of changes in conditions, or that the degree
of compliance with the policies or procedures may deteriorate.

Management conducted an evaluation of the effectiveness of
internal control over financial reporting based on the criteria
established in Internal Control — Integrated Framework (2013)
issued by the Committee of Sponsoring Organizations of the
Treadway Commission (COSO). Based on this evaluation,
management concluded that the company’s internal control
over financial reporting was effective as of December 31, 2017.

PricewaterhouseCoopers LLP, an independent registered public
accounting firm, is retained to audit IBM’s Consolidated Financial
Statements and the effectiveness of the internal control over
financial reporting. Its accompanying report is based on audits
conducted in accordance with the standards of the Public
Company Accounting Oversight Board (United States).

Virginia M. Rometty
Chairman, President and Chief Executive Officer
February 27, 2018

James J. Kavanaugh
Senior Vice President and Chief Financial Officer
February 27, 2018

Report of Independent Registered Public Accounting Firm
International Business Machines Corporation and Subsidiary Companies

To the Board of Directors and Stockholders of
International Business Machines Corporation:

Opinions on the Financial Statements and Internal Control
over Financial Reporting
We have audited the accompanying Consolidated Statement
of Financial Position of International Business Machines
Corporation and its subsidiaries as of December 31, 2017 and
2016, and the related Consolidated Statements of Earnings,
Comprehensive Income, Changes in Equity, and Cash Flows
for each of the three years in the period ended December 31,
2017, including the related notes (collectively referred to as
the “consolidated financial statements”). We also have audited
the Company’s internal control over financial reporting as of
December 31, 2017, based on criteria established in Internal
Control — Integrated Framework (2013) issued by the Committee
of Sponsoring Organizations of the Treadway Commission (COSO).

In our opinion, the consolidated financial statements referred
to above present fairly, in all material respects, the financial
position of the Company as of December 31, 2017 and 2016,
and the results of their operations and their cash flows for each
of the three years in the period ended December 31, 2017 in
conformity with accounting principles generally accepted in
the United States of America. Also in our opinion, the Company
maintained, in all material respects, effective internal control
over financial reporting as of December 31, 2017, based on
criteria established in Internal Control — Integrated Framework
(2013) issued by the COSO.

Basis for Opinions
The Company ’s management is responsible for these
consolidated financial statements, for maintaining effective
internal control over financial reporting, and for its assessment
of the effectiveness of internal control over financial reporting,
included in the accompanying Management’s Report on
Internal Control over Financial Reporting appearing on page
76. Our responsibility is to express opinions on the Company’s
consolidated financial statements and on the Company’s internal
control over financial reporting based on our audits. We are a
public accounting firm registered with the Public Company
Accounting Oversight Board (United States) (“PCAOB”) and
are required to be independent with respect to the Company
in accordance with the U.S. federal securities laws and the
applicable rules and regulations of the Securities and Exchange
Commission and the PCAOB.

We conducted our audits in accordance with the standards of
the PCAOB. Those standards require that we plan and perform
the audits to obtain reasonable assurance about whether
the consolidated financial statements are free of material
misstatement, whether due to error or fraud, and whether
effective internal control over financial reporting was maintained
in all material respects.

Our audits of the consolidated financial statements included
performing procedures to assess the risks of material
misstatement of the consolidated financial statements, whether
due to error or fraud, and performing procedures that respond
to those risks. Such procedures included examining, on a test
basis, evidence regarding the amounts and disclosures in the
consolidated financial statements. Our audits also included
evaluating the accounting principles used and significant
estimates made by management, as well as evaluating the
overall presentation of the consolidated financial statements.
Our audit of internal control over financial reporting included
obtaining an understanding of internal control over financial
reporting, assessing the risk that a material weakness exists, and
testing and evaluating the design and operating effectiveness
of internal control based on the assessed risk. Our audits also
included performing such other procedures as we considered
necessary in the circumstances. We believe that our audits
provide a reasonable basis for our opinions.

Definition and Limitations of Internal Control over
Financial Reporting
A company’s internal control over financial reporting is a process
designed to provide reasonable assurance regarding the
reliability of financial reporting and the preparation of financial
statements for external purposes in accordance with generally
accepted accounting principles. A company’s internal control
over financial reporting includes those policies and procedures
that (i) pertain to the maintenance of records that, in reasonable
detail, accurately and fairly reflect the transactions and
dispositions of the assets of the company; (ii) provide reasonable
assurance that transactions are recorded as necessary to
permit preparation of financial statements in accordance with
generally accepted accounting principles, and that receipts and
expenditures of the company are being made only in accordance
with authorizations of management and directors of the company;
and (iii) provide reasonable assurance regarding prevention or
timely detection of unauthorized acquisition, use, or disposition
of the company’s assets that could have a material effect on the
financial statements.

PricewaterhouseCoopers LLP
New York, New York
February 27, 2018

We, or firms we have ultimately acquired, have served as the
Company’s auditor since 1923. For the period from 1923 to 1958,
the Company was audited by firms that a predecessor firm to
PricewaterhouseCoopers LLP ultimately acquired.

Consolidated Statement of Earnings
International Business Machines Corporation and Subsidiary Companies

($ in millions except per share amounts)

For the year ended December 31:

Revenue

Services

Sales

Financing

Total revenue

Cost

Services

Sales

Financing

Total cost

Gross profit

Expense and other (income)

Selling, general and administrative

Research, development and engineering

Intellectual property and custom development income

Other (income) and expense

Interest expense

Total expense and other (income)

Income from continuing operations before income taxes

Provision for income taxes

Income from continuing operations

Loss from discontinued operations, net of tax

Net income

Earnings/(loss) per share of common stock

Assuming dilution

Continuing operations

Discontinued operations

Total

Basic

Continuing operations

Discontinued operations

Total

Weighted-average number of common shares outstanding

Assuming dilution

Basic

Amounts may not add due to rounding.

Notes

2017

2016

2015

$50,709

$51,268

$49,911

D&J

26,715

1,715

79,139

34,447

7,256

1,210

42,913

36,227

20,107

5,787

(1,466)

(216)

615

24,827

11,400

5,642

5,758

(5)

26,942

1,710

79,919

34,021

6,559

1,044

41,625

38,294

21,069

5,751

(1,631)

145

630

25,964

12,330

449

11,881

29,967

1,864

81,741

33,126

6,920

1,011

41,057

40,684

20,430

5,247

(682)

(724)

468

24,740

15,945

2,581

13,364

(9)

(174)

$ 5,753

$11,872

$13,190

$ 6.14

$ 12.39

$ 13.60

0.00

(0.01)

(0.18)

$ 6.14

$ 12.38

$ 13.42

$ 6.17

$ 12.44

$ 13.66

0.00

(0.01)

(0.18)

$ 6.17

$ 12.43

$ 13.48

937,385,625

958,714,097

982,700,267

932,828,295

955,422,530

978,744,523

The accompanying notes on pages 84 through 146 are an integral part of the financial statements.

Consolidated Statement of Comprehensive Income
International Business Machines Corporation and Subsidiary Companies

($ in millions)

For the year ended December 31:

Net income

Other comprehensive income/(loss), before tax

Foreign currency translation adjustments

Net changes related to available-for-sale securities

Unrealized gains/(losses) arising during the period

Reclassification of (gains)/losses to net income

Total net changes related to available-for-sale securities

Unrealized gains/(losses) on cash flow hedges

Unrealized gains/(losses) arising during the period

Reclassification of (gains)/losses to net income

Total unrealized gains/(losses) on cash flow hedges

Retirement-related benefit plans

Prior service costs/(credits)

Net (losses)/gains arising during the period

Curtailments and settlements

Amortization of prior service (credits)/costs

Amortization of net (gains)/losses

Total retirement-related benefit plans

Other comprehensive income/(loss), before tax

Income tax (expense)/benefit related to items

of other comprehensive income

Other comprehensive income/(loss)

Total comprehensive income

Amounts may not add due to rounding.

Notes

2017

$5,753

2016

2015

$11,872

$13,190

152

(20)

(1,379)

(58)

(363)

(421)

682

(88)

2,889

3,502

3,235

(429)

2,806

$8,559

(38)

(3)

243

102

345

—

(2,490)

(16)

(107)

2,764

150

472

(263)

209

(54)

618

(1,072)

(454)

(2,963)

(100)

3,304

279

(1,523)

(208)

(1,731)

$12,081

$11,459

The accompanying notes on pages 84 through 146 are an integral part of the financial statements.

Consolidated Statement of Financial Position
International Business Machines Corporation and Subsidiary Companies

($ in millions except per share amounts)

At December 31:

Assets

Current assets

Cash and cash equivalents

Marketable securities

Notes and accounts receivable — trade (net of allowances of

$297 in 2017 and $290 in 2016)

Short-term financing receivables (net of allowances of $261 in 2017 and $337 in 2016)

Other accounts receivable (net of allowances of $36 in 2017 and $48 in 2016)

Inventories

Prepaid expenses and other current assets

Total current assets

Property, plant and equipment

Less: Accumulated depreciation

Property, plant and equipment — net

Long-term financing receivables (net of allowances of $74 in 2017 and $101 in 2016)

Prepaid pension assets

Deferred taxes

Goodwill

Intangible assets — net

Investments and sundry assets

Total assets

Liabilities and equity

Current liabilities

Taxes

Short-term debt

Accounts payable

Compensation and benefits

Deferred income

Other accrued expenses and liabilities

Total current liabilities

Long-term debt

Retirement and nonpension postretirement benefit obligations

Deferred income

Other liabilities

Total liabilities

Contingencies and commitments

Equity

IBM stockholders’ equity

Notes

2017

2016

$ 11,972

$ 7,826

608

701

8,928

21,721

981

1,583

3,942

49,735

32,331

21,215

11,116

9,550

4,643

4,862

36,788

3,742

4,919

9,182

19,006

1,057

1,553

4,564

43,888

30,133

19,303

10,830

9,021

3,034

5,224

36,199

4,688

4,585

$ 125,356

$ 117,470

$ 4,219

$ 3,235

6,987

6,451

3,644

11,552

4,510

37,363

39,837

16,720

3,746

9,965

107,631

7,513

6,209

3,577

11,035

4,705

36,275

34,655

17,070

3,600

7,477

99,078

D&J

Common stock, par value $.20 per share, and additional paid-in capital

54,566

53,935

Shares authorized: 4,687,500,000

Shares issued (2017 — 2,229,428,813; 2016 — 2,225,116,815)

Retained earnings

Treasury stock, at cost (shares: 2017 — 1,307,249,588; 2016 — 1,279,249,412)

Accumulated other comprehensive income/(loss)

Total IBM stockholders’ equity

Noncontrolling interests

Total equity

Total liabilities and equity

Amounts may not add due to rounding.

The accompanying notes on pages 84 through 146 are an integral part of the financial statements.

153,126

152,759

(163,507)

(159,050)

(26,592)

(29,398)

17,594

131

17,725

18,246

146

18,392

$ 125,356

$ 117,470

Consolidated Statement of Cash Flows
International Business Machines Corporation and Subsidiary Companies

($ in millions)

For the year ended December 31:

Cash flows from operating activities

Net income

Adjustments to reconcile net income to cash provided by operating activities

Depreciation

Amortization of intangibles

Stock-based compensation

Deferred taxes

Net (gain)/loss on asset sales and other

Loss on microelectronics business disposal

Change in operating assets and liabilities, net of acquisitions/divestitures

Receivables (including financing receivables)

Retirement related

Inventories

Other assets/other liabilities

Accounts payable

Net cash provided by operating activities

Cash flows from investing activities

Payments for property, plant and equipment

Proceeds from disposition of property, plant and equipment

Investment in software

Purchases of marketable securities and other investments

Proceeds from disposition of marketable securities and other investments

Non-operating finance receivables — net

Acquisition of businesses, net of cash acquired

Divestiture of businesses, net of cash transferred

Net cash used in investing activities

Cash flows from financing activities

Proceeds from new debt

Payments to settle debt

Short-term borrowings/(repayments) less than 90 days — net

Common stock repurchases

Common stock repurchases for tax withholdings

Common stock transactions — other

Cash dividends paid

Net cash used in financing activities

Effect of exchange rate changes on cash and cash equivalents

Net change in cash and cash equivalents

Cash and cash equivalents at January 1

Cash and cash equivalents at December 31

Supplemental data

Income taxes paid — net of refunds received

Interest paid on debt

* Reclassified to reflect adoption of the FASB guidance on share-based compensation.

Amounts may not add due to rounding.

The accompanying notes on pages 84 through 146 are an integral part of the financial statements.

2017

2016

2015

$ 5,753

$ 11,872

$13,190

3,021

1,520

534

(931)

—

1,297

1,014

4,437

2,837

1,544

544

(1,132)

—

712

(14)

408*

197

2,662

1,193

468

1,387

481

812

(22)

133

(3,200)*

16,724

17,084*

17,255*

(3,229)

(3,567)

(3,579)

460

(544)

(4,964)

3,910

(2,028)

(496)

(205)

424

(583)

(5,917)

5,692

(891)

(5,679)

(454)

(7,096)

(10,976)

9,643

(6,816)

620

9,132

(6,395)

370

(572)

(3,073)

2,842

(398)

(3,349)

(401)

(8,159)

5,540

(5,622)

101

(4,340)

(3,502)

(4,609)

(193)

175

(5,506)

(6,418)

937

4,146

7,826

(126)*

204

(5,256)

(5,917)*

(51)

140

7,686

(248)*

322

(4,897)

(9,413)*

(473)

(790)

8,476

$11,972

$ 7,826

$ 7,686

$ 1,597

$ 1,208

$ 1,078

$ 1,158

$ 2,657

$ 995

Consolidated Statement of Changes in Equity
International Business Machines Corporation and Subsidiary Companies

($ in millions)

2015

Common
Stock and
Additional
Paid-In Capital

Retained
Earnings

Treasury
Stock

Accumulated
Other
Comprehensive
Income/(Loss)

Total IBM
’
Stockholders
Equity

Non-
Controlling
Interests

Total
Equity

Equity, January 1, 2015

$52,666

$137,793

$(150,715)

$(27,875)

$11,868

$146

$12,014

13,190

(1,731)

$11,459

(1,731)

$11,459

(4,897)

606

Net income plus other

comprehensive income/(loss)

Net income

Other comprehensive

income/(loss)

Total comprehensive income/(loss)

Cash dividends paid —
common stock

Common stock issued under

employee plans
(6,013,875 shares)

Purchases (1,625,820 shares)

and sales (1,155,558 shares)
of treasury stock under
employee plans — net

Other treasury shares purchased,
not retired (30,338,647 shares)

Net income plus other

comprehensive income/(loss)

Net income

Other comprehensive

income/(loss)

Total comprehensive income/(loss)

Cash dividends paid —

common stock

Common stock issued under

employee plans
(3,893,366 shares)

Purchases (854,365 shares)

and sales (383,077 shares)
of treasury stock under
employee plans — net

Other treasury shares purchased,
not retired (23,283,400 shares)

Changes in other equity

(10)

Changes in noncontrolling interests

(102)

(4,701)

(63)

(4,701)

(10)

(63)

(4,701)

(10)

Equity, December 31, 2015

$53,262

$146,124

$(155,518)

$(29,607)

$14,262

$162

$14,424

Amounts may not add due to rounding.

The accompanying notes on pages 84 through 146 are an integral part of the financial statements.

($ in millions)

2016

Common
Stock and
Additional
Paid-In Capital

Retained
Earnings

Treasury
Stock

Accumulated
Other
Comprehensive
Income/(Loss)

Total IBM
’
Stockholders
Equity

Non-
Controlling
Interests

Total
Equity

Equity, January 1, 2016

$53,262

$146,124

$(155,518)

$(29,607)

$14,262

$162

$14,424

11,872

209

$12,081

11,872

209

$12,081

(5,256)

695

Changes in other equity

(22)

Changes in noncontrolling interests

(77)

(3,455)

(59)

(3,455)

(22)

(59)

(3,455)

(22)

(16)

Equity, December 31, 2016

$53,935

$152,759

$(159,050)

$(29,398)

$18,246

$146

$18,392

Amounts may not add due to rounding.

The accompanying notes on pages 84 through 146 are an integral part of the financial statements.

Consolidated Statement of Changes in Equity
International Business Machines Corporation and Subsidiary Companies

($ in millions)

2017

Common
Stock and
Additional
Paid-In Capital

Retained
Earnings

Treasury
Stock

Accumulated
Other
Comprehensive
Income/(Loss)

Total IBM
’
Stockholders
Equity

Non-
Controlling
Interests

Total
Equity

Equity, January 1, 2017

$53,935

$152,759

$(159,050)

$(29,398)

$18,246

$146

$18,392

Cumulative effect of change in

accounting principle*

Net income plus other

comprehensive income/(loss)

Net income

Other comprehensive

income/(loss)

Total comprehensive income/(loss)

Cash dividends paid —
common stock

Common stock issued under

employee plans
(4,311,998 shares)

Purchases (1,226,080 shares)
and sales (463,083 shares)
of treasury stock under
employee plans — net

Other treasury shares purchased,
not retired (27,237,179 shares)

Changes in other equity

Changes in noncontrolling interests

102

5,753

102

5,753

2,806

$ 8,559

102

5,753

2,806

$ 8,559

(5,506)

631

(134)

(4,323)

(116)

(4,323)

(116)

(4,323)

(15)

Equity, December 31, 2017

$54,566

$153,126

$(163,507)

$(26,592)

$17,594

$131

$17,725

* Reflects the adoption of the FASB guidance on intra-entity transfers of assets in the first quarter of 2017.

Amounts may not add due to rounding.

The accompanying notes on pages 84 through 146 are an integral part of the financial statements.

NOTE A. SIGNIFICANT ACCOUNTING POLICIES
Basis of Presentation
The accompanying Consolidated Financial Statements and
footnotes of the International Business Machines Corporation
(IBM or the company) have been prepared in accordance with
accounting principles generally accepted in the United States of
America (GAAP).

Within the financial statements and tables presented, certain
columns and rows may not add due to the use of rounded
numbers for disclosure purposes. Percentages presented are
calculated from the underlying whole-dollar amounts. Certain
prior year amounts have been reclassified to conform to the
current year presentation. This is annotated where applicable.

On December 22, 2017, the Tax Cuts and Jobs Act (“U.S. tax
reform”) was enacted in the U.S. This Act introduced many
changes, including lowering the U.S. corporate tax rate to
21 percent, changes in incentives, provisions to prevent U.S. base
erosion and significant changes in the taxation of international
income, including provisions which allow for the repatriation of
foreign earnings without U.S. tax.

The enactment of U.S. tax reform resulted in a provisional charge
of $5,475 million to tax expense in the fourth-quarter and year-
ended December 31, 2017. The charge was primarily the result
of the one-time U.S. transition tax, and any foreign tax costs on
undistributed foreign earnings, as well as the remeasurement of
deferred tax balances to the new U.S. Federal tax rate. Refer to
note N, “Taxes,” on pages 121 to 124 for additional information.

Noncontrolling interest amounts of $17 million, $16 million and
$8 million, net of tax, for the years ended December 31, 2017,
2016 and 2015, respectively, are included as a reduction within
other (income) and expense in the Consolidated Statement of
Earnings.

Principles of Consolidation
The Consolidated Financial Statements include the accounts of
IBM and its controlled subsidiaries, which are primarily majority
owned. Any noncontrolling interest in the equity of a subsidiary
is reported in Equity in the Consolidated Statement of Financial
Position. Net income and losses attributable to the noncontrolling
interest is reported as described above in the Consolidated
Statement of Earnings. The accounts of variable interest entities
(VIEs) are included in the Consolidated Financial Statements, if
required. Investments in business entities in which the company
does not have control, but has the ability to exercise significant
influence over operating and financial policies, are accounted for
using the equity method and the company’s proportionate share
of income or loss is recorded in other (income) and expense. The
accounting policy for other investments in equity securities is on
page 92 within “Marketable Securities.” Equity investments in
non-publicly traded entities are primarily accounted for using the
cost method. All intercompany transactions and accounts have
been eliminated in consolidation.

Use of Estimates
The preparation of financial statements in conformity with GAAP
requires management to make estimates and assumptions
that affect the amounts of assets, liabilities, revenue, costs,
expenses and other comprehensive income/(loss) (OCI) that
are reported in the Consolidated Financial Statements and

accompanying disclosures. These estimates are based on
management’s best knowledge of current events, historical
experience, actions that the company may undertake in the
future and on various other assumptions that are believed to be
reasonable under the circumstances. As a result, actual results
may be different from these estimates. See “Critical Accounting
Estimates” on pages 70 to 73 for a discussion of the company’s
critical accounting estimates.

Revenue
The company recognizes revenue when it is realized or realizable
and earned. The company considers revenue realized or
realizable and earned when it has persuasive evidence of an
arrangement, delivery has occurred, the sales price is fixed or
determinable and collectibility is reasonably assured. Delivery
does not occur until products have been shipped or services have
been provided to the client, risk of loss has transferred to the
client, and either client acceptance has been obtained, client
acceptance provisions have lapsed, or the company has objective
evidence that the criteria specified in the client acceptance
provisions have been satisfied. The sales price is not considered
to be fixed or determinable until all contingencies related to the
sale have been resolved.

The company recognizes revenue on sales to solution providers,
resellers and distributors (herein referred to as “resellers”) when
the reseller has: economic substance apart from the company,
credit risk, risk of loss to the inventory; and, the fee to the
company is not contingent upon resale or payment by the end
user, the company has no further obligations related to bringing
about resale or delivery and all other revenue recognition criteria
have been met.

The company reduces revenue for estimated client returns,
price protection, rebates and other similar allowances. (See
Schedule II, “Valuation and Qualifying Accounts and Reserves”
included in the company’s Annual Report on Form 10-K).
Revenue is recognized only if these estimates can be reasonably
and reliably determined. The company bases its estimates on
historical results taking into consideration the type of client,
the type of transaction and the specifics of each arrangement.
Payments made under cooperative marketing programs are
recognized as an expense only if the company receives from
the client an identifiable benefit sufficiently separable from the
product sale whose fair value can be reasonably and reliably
estimated. If the company does not receive an identifiable benefit
sufficiently separable from the product sale whose fair value
can be reasonably estimated, such payments are recorded as
a reduction of revenue.

Revenue from sales of third-party vendor products or services
is recorded net of costs when the company is acting as an agent
between the client and the vendor, and gross when the company
is the principal for the transaction. Several factors are considered
to determine whether the company is an agent or principal, most
notably whether the company is the primary obligor to the client,
or has inventory risk. Consideration is also given to whether the
company adds meaningful value to the vendor’s product or service,
was involved in the selection of the vendor’s product or service,
has latitude in establishing the sales price or has credit risk.

Notes to Consolidated Financial Statements International Business Machines Corporation and Subsidiary Companies85

The company reports revenue net of any revenue-based taxes
assessed by governmental authorities that are imposed on and
concurrent with specific revenue-producing transactions. In
addition to the aforementioned general policies, the following are
the specific revenue recognition policies for multiple-deliverable
arrangements and for each major category of revenue.

Multiple-Deliverable Arrangements
The company’s global capabilities as a cognitive solutions and
cloud platform company include services, software, hardware,
and/or related financing. For example, a client may purchase
a server that includes operating system software. In addition,
the arrangement may include post-contract support for the
software and a contract for post-warranty maintenance service
for the hardware. These types of arrangements can also include
financing provided by the company. These arrangements consist
of multiple deliverables, with the hardware and software delivered
in one reporting period, and the software support and hardware
maintenance services delivered across multiple reporting
periods. In another example, the company may assist the client
in building and running an enterprise information technology (IT)
environment utilizing a private cloud on a long-term basis and the
client periodically purchases hardware and/or software products
from the company to upgrade or expand the facility. The services
delivered on the cloud are provided on a continuous basis across
multiple reporting periods, and the hardware and software
products are delivered in one reporting period. To the extent that
a deliverable in a multiple-deliverable arrangement is subject
to specific accounting guidance that deliverable is accounted
for in accordance with such specific guidance. Examples of such
arrangements may include leased hardware which is subject to
specific leasing guidance or software which is subject to specific
software revenue recognition guidance on whether and/or how to
separate multiple-deliverable arrangements into separate units
of accounting (separability) and how to allocate the arrangement
consideration among those separate units of accounting
(allocation). For all other deliverables in multiple-deliverable
arrangements, the guidance below is applied for separability and
allocation. A multiple-deliverable arrangement is separated into
more than one unit of accounting if the following criteria are met:

•

The delivered item(s) has value to the client on a stand-
alone basis; and

If the arrangement includes a general right of return relative
to the delivered item(s), delivery or performance of the
undelivered item(s) is considered probable and substantially
in the control of the company.

Services
The company’s primary services offerings include IT datacenter
and business process outsourcing, application management
services, consulting and systems integration, technology
infrastructure and system maintenance, hosting and the
design and development of complex IT systems to a client’s
specifications (design and build). Many of these services can
be delivered entirely or partially through as-a-Service or cloud
delivery models. These services are provided on a time-and-
material basis, as a fixed-price contract or as a fixed-price per
measure of output contract and the contract terms range from
less than one year to over 10 years.

Revenue from IT datacenter and business process outsourcing
contracts is recognized in the period the services are provided
using either an objective measure of output or on a straight-line
basis over the term of the contract. Under the output method, the
amount of revenue recognized is based on the services delivered
in the period.

Revenue from application management services, technology
infrastructure, and system maintenance and hosting contracts is
recognized on a straight-line basis over the terms of the contracts.
Revenue from time-and-material contracts is recognized as labor
hours are delivered and direct expenses are incurred. Revenue
related to extended warranty and product maintenance contracts
is recognized on a straight-line basis over the delivery period.

Revenue from fixed-price design and build contracts is
recognized under the percentage-of-completion (POC) method.
Under the POC method, revenue is recognized based on the labor
costs incurred to date as a percentage of the total estimated
labor costs to fulfill the contract. If circumstances arise that
change the original estimates of revenues, costs, or extent of
progress toward completion, revisions to the estimates are made.
These revisions may result in increases or decreases in estimated
revenues or costs, and such revisions are reflected in income
in the period in which the circumstances that gave rise to the
revision become known by the company.

The company performs ongoing profitability analyses of its
services contracts accounted for under the POC method in order
to determine whether the latest estimates of revenues, costs and
profits require updating. If at any time these estimates indicate
that the contract will be unprofitable, the entire estimated loss for
the remainder of the contract is recorded immediately. For non-
POC method services contracts, losses are recorded as incurred.

If these criteria are not met, the arrangement is accounted for
as one unit of accounting which would result in revenue being
recognized ratably over the contract term or being deferred
until the earlier of when such criteria are met or when the last
undelivered element is delivered. If these criteria are met for
each element and there is a relative selling price for all units of
accounting in an arrangement, the arrangement consideration
is allocated to the separate units of accounting based on each
unit’s relative selling price. The following revenue policies are
then applied to each unit of accounting, as applicable.

In some services contracts, the company bills the client prior
to recognizing revenue from performing the services. Deferred
income of $5,870 million and $5,873 million at December 31,
2017 and 2016, respectively, is included in the Consolidated
Statement of Financial Position. In other services contracts, the
company performs the services prior to billing the client. Unbilled
accounts receivable of $1,756 million and $1,611 million at
December 31, 2017 and 2016, respectively, is included in notes
and accounts receivable-trade in the Consolidated Statement of
Financial Position.

Revenue from the company’s cloud, analytics, mobile, security,
and cognitive offerings follow the specific revenue recognition
policies for multiple-deliverable arrangements and for each
major category of revenue depending on the type of offering
which can be comprised of services, hardware and/or software.

Billings usually occur in the month after the company performs
the services or in accordance with specific contractual provisions.

Notes to Consolidated Financial Statements International Business Machines Corporation and Subsidiary Companies86

Hardware
The company’s hardware offerings include the sale or lease of
system servers and storage solutions. These products can also
be delivered through as-a-Service or cloud delivery models such
as Storage-as-a-Service. The company also offers installation
services for its more complex hardware products.

Revenue from hardware sales and sales-type leases is recognized
when risk of loss has transferred to the client and there are no
unfulfilled company obligations that affect the client’s final
acceptance of the arrangement. Any cost of standard warranties
and remaining obligations that are inconsequential or perfunctory
are accrued when the corresponding revenue is recognized.
Revenue from as-a-Service arrangements is recognized as the
service is delivered. Revenue from rentals and operating leases
is recognized on a straight-line basis over the term of the rental
or lease.

Software
The company’s software offerings include solutions software,
which provides the basis for many of the company’s strategic
areas including analytics, security and social; transaction
processing software, which primarily runs mission-critical
systems for clients; integration software, which help clients
to create, connect and optimize their applications data and
infrastructure; and operating systems software, which provides
operating systems for IBM Z and Power Systems hardware. Many
of these offerings can be delivered entirely or partially through
as-a-Service or cloud delivery models, while others are delivered
as on-premise software licenses.

Revenue from perpetual (one-time charge) license software is
recognized at the inception of the license term if all revenue
recognition criteria have been met. Revenue from post-contract
support, which may include unspecified upgrades on a when-
and-if-available basis, is recognized on a straight-line basis over
the period such items are delivered. Revenue from software
hosting or Software-as-a-Service arrangements is recognized
as the service is delivered. In software hosting arrangements,
the rights provided to the customer (e.g., ownership of a license,
contract termination provisions and the feasibility of the
customer to operate the software) are considered in determining
whether the arrangement includes a license. In arrangements
which include a software license, the associated revenue is
recognized according to whether the license is perpetual or term.
Revenue from term (recurring license charge) license software
is recognized over the period that the client is entitled to use the
license as usage occurs.

In multiple-deliverable arrangements that include software that
is more than incidental to the products or services as a whole
(software multiple-deliverable arrangements), software and
software-related elements are accounted for in accordance
with software revenue recognition guidance. Software-related
elements include software products and services for which a
software deliverable is essential to its functionality. Tangible
products containing software components and non-software
components that function together to deliver the tangible
product’s essential functionality are not within the scope of
software revenue recognition guidance and are accounted for
based on other applicable revenue recognition guidance.

A software multiple-deliverable arrangement is separated into
more than one unit of accounting if all of the following criteria
are met:

•

The functionality of the delivered element(s) is not
dependent on the undelivered element(s);

There is vendor-specific objective evidence (VSOE) of fair
value of the undelivered element(s). VSOE of fair value
is based on the price charged when the deliverable is sold
separately by the company on a regular basis and not as
part of the multiple-deliverable arrangement; and

•

Delivery of the delivered element(s) represents the
culmination of the earnings process for that element(s).

If any one of these criteria is not met, the arrangement is
accounted for as one unit of accounting which would result in
revenue being recognized ratably over the contract term or being
deferred until the earlier of when such criteria are met or when
the last undelivered element is delivered. If these criteria are met
for each element and there is VSOE of fair value for all units of
accounting in an arrangement, the arrangement consideration is
allocated to the separate units of accounting based on each unit’s
relative VSOE of fair value. There may be cases, however, in which
there is VSOE of fair value of the undelivered item(s) but no such
evidence for the delivered item(s). In these cases, the residual
method is used to allocate the arrangement consideration. Under
the residual method, the amount of consideration allocated to the
delivered item(s) equals the total arrangement consideration less
the aggregate VSOE of fair value of the undelivered elements.

The company’s multiple-deliverable arrangements may have
a stand-alone software deliverable that is subject to the
existing software revenue recognition guidance. The revenue
for these multiple-deliverable arrangements is allocated to the
software deliverable and the non-software deliverables based
on the relative selling prices of all of the deliverables in the
arrangement using the hierarchy: VSOE, third-party evidence
(TPE) or best estimate of selling price (BESP). In circumstances
where the company cannot determine VSOE or TPE of the selling
price for all of the deliverables in the arrangement, including the
software deliverable, BESP is used for the purpose of performing
this allocation.

Financing
Financing income attributable to sales-type leases, direct
financing leases and loans is recognized on the accrual basis
using the effective interest method. Operating lease income is
recognized on a straight-line basis over the term of the lease.

Best Estimate of Selling Price
In certain instances, the company is not able to establish
VSOE for all elements in a multiple-deliverable arrangement.
When VSOE cannot be established, the company attempts to
establish the selling price of each element based on TPE. TPE is
determined based on competitor prices for similar deliverables
when sold separately.

When the company is unable to establish selling price using VSOE
or TPE, the company uses BESP in its allocation of arrangement
consideration. The objective of BESP is to determine the price
at which the company would transact a sale if the product or
service were sold on a stand-alone basis. BESP may be used,

Notes to Consolidated Financial Statements International Business Machines Corporation and Subsidiary Companies87

for example, if a product is not sold on a stand-alone basis or
when the company sells a new product, for which VSOE and TPE
does not yet exist, in a multiple-deliverable arrangement prior to
selling the new product on a stand-alone basis.

The company determines BESP by considering multiple factors
including, but not limited to, overall market conditions, including
geographic or regional specific factors, competitive positioning,
competitor actions, internal costs, profit objectives and pricing
practices. The determination of BESP is a formal process that
includes review and approval by the company’s management.
In addition, the company regularly reviews VSOE and TPE for its
products and services, in addition to BESP.

Software Costs
Costs that are related to the conceptual formulation and design
of licensed software programs are expensed as incurred to
research, development and engineering expense; costs that
are incurred to produce the finished product after technological
feasibility has been established are capitalized as an intangible
asset. Capitalized amounts are amortized on a straight-line
basis over periods ranging up to three years and are recorded
in software cost within cost of sales. The company performs
periodic reviews to ensure that unamortized program costs
remain recoverable from future revenue. Costs to support or
service licensed programs are charged to software cost within
cost of sales as incurred.

Services Costs
Recurring operating costs for services contracts are recognized
as incurred. For fixed-price design and build contracts, the costs
of external hardware and software accounted for under the POC
method are deferred and recognized based on the labor costs
incurred to date, as a percentage of the total estimated labor costs
to fulfill the contract. Certain eligible, nonrecurring costs incurred
in the initial phases of outsourcing or other cloud-based services
contracts are deferred and subsequently amortized. These costs
consist of transition and setup costs related to the installation
of systems and processes and are amortized on a straight-line
basis over the expected period of benefit, not to exceed the term
of the contract. Additionally, fixed assets associated with these
contracts are capitalized and depreciated on a straight-line basis
over the expected useful life of the asset. If an asset is contract
specific, then the depreciation period is the shorter of the useful
life of the asset or the contract term. Amounts paid to clients in
excess of the fair value of acquired assets used in outsourcing
arrangements are deferred and amortized on a straight-line basis
as a reduction of revenue over the expected period of benefit
not to exceed the term of the contract. The company performs
periodic reviews to assess the recoverability of deferred contract
transition and setup costs. This review is done by comparing the
estimated minimum remaining undiscounted cash flows of a
contract to the unamortized contract costs. If such minimum
undiscounted cash flows are not sufficient to recover the
unamortized costs, an impairment loss is recognized.

Deferred services transition and setup costs were $2,121 million
and $2,072 million at December 31, 2017 and 2016, respectively.
Amortization of deferred services transition and setup costs was
estimated at December 31, 2017 to be $695 million in 2018,
$517 million in 2019, $354 million in 2020, $232 million in 2021
and $323 million thereafter.

Deferred amounts paid to clients in excess of the fair value
of acquired assets used in outsourcing or other cloud-based
services arrangements were $163 million and $160 million at
December 31, 2017 and 2016, respectively. Amortization of
deferred amounts paid to clients in excess of the fair value of
acquired assets is recorded as an offset of revenue and was
estimated at December 31, 2017 to be $65 million in 2018,
$51 million in 2019, $29 million in 2020, $13 million in 2021
and $5 million thereafter. In situations in which an outsourcing
contract is terminated, the terms of the contract may require
the client to reimburse the company for the recovery of unbilled
accounts receivable, unamortized deferred costs incurred to
purchase specific assets utilized in the delivery of services and
to pay any additional costs incurred by the company to transition
the services.

The company capitalizes certain costs that are incurred to
purchase or to create and implement internal-use software
programs, including software coding, installation, testing and
certain data conversions. These capitalized costs are amortized
on a straight-line basis over periods ranging up to three years
and are recorded in selling, general and administrative expense.

Certain eligible, non-recurring costs incurred in the initial phases
of Software-as-a-Service contracts are deferred and amortized
over the expected period of benefit, consistent with the policy
described for Services Costs. Recurring operating costs in these
contracts are recognized as incurred.

Product Warranties
The company offers warranties for its hardware products that
generally range up to three years, with the majority being either
one or three years. Estimated costs for standard warranty
terms are recognized when revenue is recorded for the related
deliverable. The company estimates its warranty costs standard
to the deliverable based on historical warranty claim experience
and estimates of future spending, and applies this estimate to
the revenue stream for products under warranty. Estimated
future costs for warranties applicable to revenue recognized in
the current period are charged to cost of sales. The warranty
liability is reviewed quarterly to verify that it properly reflects the
remaining obligation based on the anticipated expenditures over
the balance of the obligation period. Adjustments are made when
actual warranty claim experience differs from estimates. Costs
from fixed-price support or maintenance contracts, including
extended warranty contracts, are recognized as incurred.

Revenue from extended warranty contracts is initially recorded
as deferred income and subsequently recognized on a straight-
line basis over the delivery period. Changes in deferred income
for extended warranty contracts, and in the warranty liability for
standard warranties, which are included in other accrued expenses
and liabilities and other liabilities in the Consolidated Statement
of Financial Position, are presented in the following tables:

Standard Warranty Liability

($ in millions)

Balance at January 1

Current period accruals

Accrual adjustments to reflect experience

Charges incurred

2017

$ 156

172

(10)

(165)

2016

$ 181

145

(6)

(164)

Balance at December 31

$ 152

$ 156

Notes to Consolidated Financial Statements International Business Machines Corporation and Subsidiary Companies88

Extended Warranty Liability (Deferred Income)

($ in millions)

Balance at January 1

Revenue deferred for new extended

warranty contracts

Amortization of deferred revenue

Other*

Balance at December 31

Current portion

Noncurrent portion

2017

$ 531

267

(260)

$ 566

$ 277

$ 289

2016

$ 538

263

(267)

(4)

$ 531

$ 264

$ 267

* Other consists primarily of foreign currency translation adjustments.

Shipping and Handling
Costs related to shipping and handling are recognized as incurred
and included in cost in the Consolidated Statement of Earnings.

Expense and Other Income
Selling, General and Administrative
Selling, general and administrative (SG&A) expense is charged to
income as incurred. Expenses of promoting and selling products
and services are classified as selling expense and include such
items as compensation, advertising, sales commissions and
travel. General and administrative expense includes such items
as compensation, legal costs, office supplies, non-income
taxes, insurance and office rental. In addition, general and
administrative expense includes other operating items such as
an allowance for credit losses, workforce rebalancing charges
for contractually obligated payments to employees terminated
in the ongoing course of business, acquisition costs related to
business combinations, amortization of certain intangible assets
and environmental remediation costs.

Advertising and Promotional Expense
The company expenses advertising and promotional costs as
incurred. Cooperative advertising reimbursements from vendors
are recorded net of advertising and promotional expense in
the period in which the related advertising and promotional
expense is incurred. Advertising and promotional expense,
which includes media, agency and promotional expense, was
$1,445 million, $1,327 million and $1,290 million in 2017, 2016
and 2015, respectively, and is recorded in SG&A expense in the
Consolidated Statement of Earnings.

Research, Development and Engineering
Research, development and engineering (RD&E) costs are
expensed as incurred. Software costs that are incurred to
produce the finished product after technological feasibility has
been established are capitalized as an intangible asset.

Intellectual Property and Custom Development Income
The company licenses and sells the rights to certain of its
intellectual property (IP) including internally developed
patents, trade secrets and technological know-how. Certain IP
transactions to third parties are licensing/royalty-based and
others are transaction-based sales/other transfers. Income
from licensing arrangements is recognized at the inception of
the perpetual license term if all revenue recognition criteria
have been met. Licensing arrangements include IP partnerships
whereby a business partner licenses source code from the
company and becomes responsible for developing, maintaining
and enhancing the product. The company retains its customers

and go-to-market capability and any royalty cost due to the
partner is recognized in cost of sales. The IP partner has the
rights to market the product and its derivative works under its
own brand and remits royalty to the company on those sales,
which are recorded as royalty-based fees. Income from any
royalty-based fee arrangements is recognized over time or as
the licensee sells future related products (i.e., variable royalty,
based upon licensee’s revenue). The company also enters into
cross-licensing arrangements of patents, and income from
these arrangements is recognized when earned. In addition,
the company earns income from certain custom development
projects for strategic technology partners and specific clients.
The company records the income from these projects if the fee is
not refundable, is not dependent upon the success of the project
and when all recognition criteria have been met.

Other (Income) and Expense
Other (income) and expense includes interest income (other than
from Global Financing external transactions), gains and losses on
certain derivative instruments, gains and losses from securities
and other investments, gains and losses from certain real estate
transactions, foreign currency transaction gains and losses, gains
and losses from the sale of businesses, other than reported as
discontinued operations, and amounts related to accretion of
asset retirement obligations.

Business Combinations and
Intangible Assets Including Goodwill
The company accounts for business combinations using the
acquisition method and accordingly, the identifiable assets
acquired, the liabilities assumed, and any noncontrolling interest
in the acquiree are recorded at their acquisition date fair values.
Goodwill represents the excess of the purchase price over the fair
value of net assets, including the amount assigned to identifiable
intangible assets. The primary drivers that generate goodwill
are the value of synergies between the acquired entities and
the company and the acquired assembled workforce, neither
of which qualifies as a separately identifiable intangible asset.
Goodwill recorded in an acquisition is assigned to applicable
reporting units based on expected revenues. Identifiable
intangible assets with finite lives are amortized over their useful
lives. Amortization of completed technology is recorded in cost,
and amortization of all other intangible assets is recorded in
SG&A expense. Acquisition-related costs, including advisory,
legal, accounting, valuation and other costs, are expensed in the
periods in which the costs are incurred. The results of operations
of acquired businesses are included in the Consolidated Financial
Statements from the acquisition date.

Impairment
Long-lived assets, other than goodwill and indefinite-lived
intangible assets, are tested for impairment whenever events
or changes in circumstances indicate that the carrying amount
may not be recoverable. The impairment test is based on
undiscounted cash flows and, if impaired, the asset is written
down to fair value based on either discounted cash flows or
appraised values. Goodwill and indefinite-lived intangible
assets are tested at least annually, in the fourth quarter, for
impairment and whenever changes in circumstances indicate
an impairment may exist. Goodwill is tested at the reporting
unit level which is the operating segment, or a business, which
is one level below that operating segment (the “component”
level) if discrete financial information is prepared and regularly

Notes to Consolidated Financial Statements International Business Machines Corporation and Subsidiary Companies89

reviewed by management at the segment level. Components
are aggregated as a single reporting unit if they have similar
economic characteristics.

Depreciation and Amortization
Property, plant and equipment are carried at cost and depreciated
over their estimated useful lives using the straight-line method.
The estimated useful lives of certain depreciable assets are as
follows: buildings, 30 to 50 years; building equipment, 10 to
20 years; land improvements, 20 years; production, engineering,
office and other equipment, 2 to 20 years; and information
technology equipment, 1.5 to 5 years. Leasehold improvements
are amortized over the shorter of their estimated useful lives or
the related lease term, rarely exceeding 25 years.

Capitalized software costs incurred or acquired after techno-
logical feasibility has been established are amortized over
periods ranging up to 3 years. Capitalized costs for internal-use
software are amortized on a straight-line basis over periods
ranging up to 3 years. Other intangible assets are amortized over
periods between 1 and 7 years.

Environmental
The cost of internal environmental protection programs that are
preventative in nature are expensed as incurred. When a cleanup
program becomes likely, and it is probable that the company
will incur cleanup costs and those costs can be reasonably
estimated, the company accrues remediation costs for known
environmental liabilities. The company’s maximum exposure for
all environmental liabilities cannot be estimated and no amounts
are recorded for environmental liabilities that are not probable
or estimable.

Asset Retirement Obligations
Asset retirement obligations (ARO) are legal obligations
associated with the retirement of long-lived assets. These
liabilities are initially recorded at fair value and the related
asset retirement costs are capitalized by increasing the
carrying amount of the related assets by the same amount as
the liability. Asset retirement costs are subsequently depreciated
over the useful lives of the related assets. Subsequent to initial
recognition, the company records period-to-period changes in
the ARO liability resulting from the passage of time in interest
expense and revisions to either the timing or the amount of the
original expected cash flows to the related assets.

Defined Benefit Pension and
Nonpension Postretirement Benefit Plans
The funded status of the company’s defined benefit pension
plans and nonpension postretirement benefit plans (retirement-
related benefit plans) is recognized in the Consolidated Statement
of Financial Position. The funded status is measured as the
difference between the fair value of plan assets and the benefit
obligation at December 31, the measurement date. For defined
benefit pension plans, the benefit obligation is the projected
benefit obligation (PBO), which represents the actuarial present
value of benefits expected to be paid upon retirement based
on employee services already rendered and estimated future
compensation levels. For the nonpension postretirement benefit
plans, the benefit obligation is the accumulated postretirement
benefit obligation (APBO), which represents the actuarial present
value of postretirement benefits attributed to employee services
already rendered. The fair value of plan assets represents the
current market value of assets held in an irrevocable trust fund,

held for the sole benefit of participants, which are invested by the
trust fund. Overfunded plans, with the fair value of plan assets
exceeding the benefit obligation, are aggregated and recorded as
a prepaid pension asset equal to this excess. Underfunded plans,
with the benefit obligation exceeding the fair value of plan assets,
are aggregated and recorded as a retirement and nonpension
postretirement benefit obligation equal to this excess.

The current portion of the retirement and nonpension post-
retirement benefit obligations represents the actuarial present
value of benefits payable in the next 12 months exceeding the
fair value of plan assets, measured on a plan-by-plan basis.
This obligation is recorded in compensation and benefits in the
Consolidated Statement of Financial Position.

Net periodic pension and nonpension postretirement benefit
cost/(income) is recorded in the Consolidated Statement of
Earnings and includes service cost, interest cost, expected
return on plan assets, amortization of prior service costs/(credits)
and (gains)/losses previously recognized as a component of
OCI and amortization of the net transition asset remaining in
accumulated other comprehensive income/(loss) (AOCI). Service
cost represents the actuarial present value of participant benefits
earned in the current year. Interest cost represents the time
value of money cost associated with the passage of time. Certain
events, such as changes in the employee base, plan amendments
and changes in actuarial assumptions, result in a change in
the benefit obligation and the corresponding change in OCI.
The result of these events is amortized as a component of net
periodic cost/(income) over the service lives or life expectancy of
the participants, depending on the plan, provided such amounts
exceed thresholds which are based upon the benefit obligation or
the value of plan assets. Net periodic cost/(income) is recorded
in Cost, SG&A and RD&E in the Consolidated Statement of
Earnings based on the employees’ respective functions. Refer
to note B, “Accounting Changes”, on pages 94 to 96, for additional
information on the presentation change relating to pension costs
beginning on January 1, 2018.

(Gains)/losses and prior service costs/(credits) are not
recognized as a component of net periodic cost/(income) in
the Consolidated Statement of Earnings as they arise, but are
recognized as a component of OCI in the Consolidated Statement
of Comprehensive Income. Those (gains)/losses and prior service
costs/(credits) are subsequently recognized as a component
of net periodic cost/(income) pursuant to the recognition and
amortization provisions of applicable accounting guidance.
(Gains)/losses arise as a result of differences between actual
experience and assumptions or as a result of changes in actuarial
assumptions. Prior service costs/(credits) represent the cost of
benefit changes attributable to prior service granted in plan
amendments.

The measurement of benefit obligations and net periodic cost/
(income) is based on estimates and assumptions approved
by the company’s management. These valuations reflect the
terms of the plans and use participant-specific information such
as compensation, age and years of service, as well as certain
assumptions, including estimates of discount rates, expected
return on plan assets, rate of compensation increases, interest
crediting rates and mortality rates.

Notes to Consolidated Financial Statements International Business Machines Corporation and Subsidiary Companies90

Defined Contribution Plans
The company’s contribution for defined contribution plans is
recorded when the employee renders service to the company.
The charge is recorded in Cost, SG&A and RD&E in the
Consolidated Statement of Earnings based on the employees’
respective functions.

Stock-Based Compensation
Stock-based compensation represents the cost related to stock-
based awards granted to employees. The company measures
stock-based compensation cost at the grant date, based on
the estimated fair value of the award and recognizes the cost
on a straight-line basis (net of estimated forfeitures) over the
employee requisite service period. The company grants its
employees Restricted Stock Units (RSUs), including Retention
Restricted Stock Units (RRSUs) and Performance Share Units
(PSUs) and periodically grants stock options. RSUs are stock
awards granted to employees that entitle the holder to shares
of common stock as the award vests, typically over a one- to
five-year period. The fair value of the awards is determined and
fixed on the grant date based on the company’s stock price,
adjusted for the exclusion of dividend equivalents. The company
estimates the fair value of stock options using a Black-Scholes
valuation model. Stock-based compensation cost is recorded in
Cost, SG&A, and RD&E in the Consolidated Statement of Earnings
based on the employees’ respective functions.

The company records deferred tax assets for awards that result
in deductions on the company’s income tax returns, based on
the amount of compensation cost recognized and the statutory
tax rate in the jurisdiction in which it will receive a deduction.
The differences between the deferred tax assets recognized
for financial reporting purposes and the actual tax deduction
reported on the income tax return are recorded as a benefit or
expense to the provision for income taxes in the Consolidated
Statement of Earnings.

Income Taxes
Income tax expense is based on reported income before income
taxes. Deferred income taxes reflect the tax effect of temporary
differences between asset and liability amounts that are
recognized for financial reporting purposes and the amounts that
are recognized for income tax purposes. These deferred taxes
are measured by applying currently enacted tax laws. Valuation
allowances are recognized to reduce deferred tax assets to the
amount that will more likely than not be realized. In assessing
the need for a valuation allowance, management considers all
available evidence for each jurisdiction including past operating
results, estimates of future taxable income and the feasibility
of ongoing tax planning strategies. When the company changes
its determination as to the amount of deferred tax assets that
can be realized, the valuation allowance is adjusted with a
corresponding impact to income tax expense in the period in
which such determination is made.

The company recognizes tax liabilities when, despite the
company’s belief that its tax return positions are supportable,
the company believes that certain positions may not be fully
sustained upon review by tax authorities. Benefits from tax
positions are measured at the largest amount of benefit that is
greater than 50 percent likely of being realized upon settlement.
The current portion of tax liabilities is included in taxes and
the noncurrent portion of tax liabilities is included in other
liabilities in the Consolidated Statement of Financial Position. To

the extent that new information becomes available which causes
the company to change its judgment regarding the adequacy of
existing tax liabilities, such changes to tax liabilities will impact
income tax expense in the period in which such determination
is made. Interest and penalties, if any, related to accrued
liabilities for potential tax assessments are included in income
tax expense.

Translation of Non-U.S. Currency Amounts
Assets and liabilities of non-U.S. subsidiaries that have a local
functional currency are translated to United States (U.S.)
dollars at year-end exchange rates. Translation adjustments are
recorded in OCI. Income and expense items are translated at
weighted-average rates of exchange prevailing during the year.

Inventories, property, plant and equipment — net and other
non-monetary assets and liabilities of non-U.S. subsidiaries
and branches that operate in U.S. dollars are translated at the
approximate exchange rates prevailing when the company
acquired the assets or liabilities. All other assets and liabilities
denominated in a currency other than U.S. dollars are translated
at year-end exchange rates with the transaction gain or loss
recognized in other (income) and expense. Income and expense
items are translated at the weighted-average rates of exchange
prevailing during the year. These translation gains and losses
are included in net income for the period in which exchange
rates change.

Derivative Financial Instruments
Derivatives are recognized in the Consolidated Statement of
Financial Position at fair value and are reported in prepaid
expenses and other current assets, investments and sundry
assets, other accrued expenses and liabilities or other liabilities.
Classification of each derivative as current or noncurrent is
based upon whether the maturity of the instrument is less than
or greater than 12 months. To qualify for hedge accounting,
the company requires that the instruments be effective in
reducing the risk exposure that they are designated to hedge.
For instruments that hedge cash flows, hedge designation criteria
also require that it be probable that the underlying transaction
will occur. Instruments that meet established accounting criteria
are formally designated as hedges. These criteria demonstrate
that the derivative is expected to be highly effective at offsetting
changes in fair value or cash flows of the underlying exposure
both at inception of the hedging relationship and on an ongoing
basis. The method of assessing hedge effectiveness and
measuring hedge ineffectiveness is formally documented at
hedge inception. The company assesses hedge effectiveness and
measures hedge ineffectiveness at least quarterly throughout the
designated hedge period.

Where the company applies hedge accounting, the company
designates each derivative as a hedge of: (1) the fair value of
a recognized financial asset or liability, or of an unrecognized
firm commitment (fair value hedge attributable to interest rate
or foreign currency risk); (2) the variability of anticipated cash
flows of a forecasted transaction, or the cash flows to be received
or paid related to a recognized financial asset or liability (cash
flow hedge attributable to interest rate or foreign currency risk);
or (3) a hedge of a long-term investment (net investment hedge)
in a foreign operation. In addition, the company may enter into
derivative contracts that economically hedge certain of its risks,
even though hedge accounting does not apply or the company
elects not to apply hedge accounting. In these cases, there exists

Notes to Consolidated Financial Statements International Business Machines Corporation and Subsidiary Companies91

a natural hedging relationship in which changes in the fair value
of the derivative, which are recognized currently in net income,
act as an economic offset to changes in the fair value of the
underlying hedged item(s).

Changes in the fair value of a derivative that is designated as a
fair value hedge, along with offsetting changes in the fair value of
the underlying hedged exposure, are recorded in earnings each
period. For hedges of interest rate risk, the fair value adjustments
are recorded as adjustments to interest expense and cost of
financing in the Consolidated Statement of Earnings. For hedges
of currency risk associated with recorded financial assets or
liabilities, derivative fair value adjustments are recognized in
other (income) and expense in the Consolidated Statement
of Earnings. Changes in the fair value of a derivative that is
designated as a cash flow hedge are recorded, net of applicable
taxes, in OCI, in the Consolidated Statement of Comprehensive
Income. When net income is affected by the variability of the
underlying cash flow, the applicable offsetting amount of the gain
or loss from the derivative that is deferred in AOCI is released to
net income and reported in interest expense, cost, SG&A expense
or other (income) and expense in the Consolidated Statement of
Earnings based on the nature of the underlying cash flow hedged.
Effectiveness for net investment hedging derivatives is measured
on a spot-to-spot basis. The effective portion of changes in the
fair value of net investment hedging derivatives and other non-
derivative financial instruments designated as net investment
hedges are recorded as foreign currency translation adjustments
in AOCI. Changes in the fair value of the portion of a net
investment hedging derivative excluded from the effectiveness
assessment are recorded in interest expense. If the underlying
hedged item in a fair value hedge ceases to exist, all changes
in the fair value of the derivative are included in net income
each period until the instrument matures. When the derivative
transaction ceases to exist, a hedged asset or liability is no longer
adjusted for changes in its fair value except as required under
other relevant accounting standards.

Derivatives that are not designated as hedges, as well as
changes in the fair value of derivatives that do not effectively
offset changes in the fair value of the underlying hedged
item throughout the designated hedge period (collectively,
“ineffectiveness”), are recorded in earnings for each period and
are primarily reported in other (income) and expense. When a
cash flow hedging relationship is discontinued, the net gain or
loss in AOCI must generally remain in AOCI until the item that
was hedged affects earnings. However, when it is probable that
a forecasted transaction will not occur by the end of the originally
specified time period or within an additional two-month period
thereafter, the net gain or loss in AOCI must be reclassified into
earnings immediately.

The company reports cash flows arising from derivative
financial instruments designated as fair value or cash flow
hedges consistent with the classification of cash flows from
the underlying hedged items that these derivatives are hedging.
Accordingly, the cash flows associated with derivatives
designated as fair value or cash flow hedges are classified
in cash flows from operating activities in the Consolidated
Statement of Cash Flows. Cash flows from derivatives designated
as net investment hedges and derivatives that do not qualify as
hedges are reported in cash flows from investing activities in
the Consolidated Statement of Cash Flows. For currency swaps

designated as hedges of foreign currency denominated debt
(included in the company’s debt risk management program as
addressed in note D, “Financial Instruments,” on pages 100
to 107), cash flows directly associated with the settlement of
the principal element of these swaps are reported in payments
to settle debt in cash flows from financing activities in the
Consolidated Statement of Cash Flows.

Financial Instruments
In determining the fair value of its financial instruments, the
company uses a variety of methods and assumptions that are
based on market conditions and risks existing at each balance
sheet date. See note D, “Financial Instruments,” on pages 100 to
107 for further information. All methods of assessing fair value
result in a general approximation of value, and such value may
never actually be realized.

Fair Value Measurement
Accounting guidance defines fair value as the price that would be
received to sell an asset or paid to transfer a liability in an orderly
transaction between market participants at the measurement
date. Under this guidance, the company is required to classify
certain assets and liabilities based on the following fair value
hierarchy:

•

Level 1 — Quoted prices (unadjusted) in active markets for
identical assets or liabilities that can be accessed at the
measurement date;

Level 2 — Inputs other than quoted prices included within
Level 1 that are observable for the asset or liability, either
directly or indirectly; and

• Level 3 — Unobservable inputs for the asset or liability.

The guidance requires the use of observable market data if such
data is available without undue cost and effort.

When available, the company uses unadjusted quoted market
prices in active markets to measure the fair value and classifies
such items within Level 1. If quoted market prices are not
available, fair value is based upon internally developed models
that use current market-based or independently sourced
market parameters such as interest rates and currency rates.
Items valued using internally generated models are classified
according to the lowest level input or value driver that is
significant to the valuation.

The determination of fair value considers various factors
including interest rate yield curves and time value underlying
the financial instruments. For derivatives and debt securities,
the company uses a discounted cash flow analysis using discount
rates commensurate with the duration of the instrument.

In determining the fair value of financial instruments, the
company considers certain market valuation adjustments to the
“base valuations” calculated using the methodologies described
below for several parameters that market participants would
consider in determining fair value:

•

Counterparty credit risk adjustments are applied to financial
instruments, taking into account the actual credit risk of a
counterparty as observed in the credit default swap market
to determine the true fair value of such an instrument.

Notes to Consolidated Financial Statements International Business Machines Corporation and Subsidiary Companies92

•

Credit risk adjustments are applied to reflect the company’s
own credit risk when valuing all liabilities measured at
fair value. The methodology is consistent with that applied
in developing counterparty credit risk adjustments, but
incorporates the company’s own credit risk as observed in
the credit default swap market.

As an example, the fair value of derivatives is derived utilizing a
discounted cash flow model that uses observable market inputs
such as known notional value amounts, yield curves, spot and
forward exchange rates as well as discount rates. These inputs
relate to liquid, heavily traded currencies with active markets
which are available for the full term of the derivative.

Certain financial assets are measured at fair value on a non-
recurring basis. These assets include equity method investments
that are recognized at fair value at the measurement date to
the extent that they are deemed to be other-than-temporarily
impaired. Certain assets that are measured at fair value on
a recurring basis can be subject to nonrecurring fair value
measurements. These assets include available-for-sale equity
investments that are deemed to be other-than-temporarily
impaired. In the event of an other-than-temporary impairment
of a financial instrument, fair value is measured using a model
described above.

Accounting guidance permits the measurement of eligible
financial assets, financial liabilities and firm commitments
at fair value, on an instrument-by-instrument basis, that are
otherwise not permitted to be accounted for at fair value under
other accounting standards. This election is irrevocable. The
company has not applied the fair value option to any eligible
assets or liabilities.

Cash Equivalents
All highly liquid investments with maturities of three months or
less at the date of purchase are considered to be cash equivalents.

Marketable Securities
Debt securities included in current assets represent securities
that are expected to be realized in cash within one year of the
balance sheet date. Long-term debt securities that are not
expected to be realized in cash within one year and alliance
equity securities are included in investments and sundry assets.
Debt and marketable equity securities are considered available
for sale and are reported at fair value with unrealized gains and
losses, net of applicable taxes, in OCI. The realized gains and
losses for available-for-sale securities are included in other
(income) and expense in the Consolidated Statement of Earnings.
Realized gains and losses are calculated based on the specific
identification method.

In determining whether an other-than-temporary decline in
market value has occurred, the company considers the duration
that, and extent to which, the fair value of the investment is below
its cost, the financial condition and near-term prospects of the
issuer or underlying collateral of a security; and the company’s
intent and ability to retain the security in order to allow for an
anticipated recovery in fair value. Other-than-temporary declines
in fair value from amortized cost for available-for-sale equity and
debt securities that the company intends to sell or would more
likely than not be required to sell before the expected recovery
of the amortized cost basis are charged to other (income) and

expense in the period in which the loss occurs. For debt securities
that the company has no intent to sell and believes that it more
likely than not will not be required to sell prior to recovery, only
the credit loss component of the impairment is recognized
in other (income) and expense, while the remaining loss is
recognized in OCI. The credit loss component recognized in other
(income) and expense is identified as the amount of the principal
cash flows not expected to be received over the remaining term
of the debt security as projected using the company’s cash flow
projections.

Inventories
Raw materials, work in process and finished goods are stated
at the lower of average cost or net realizable value. Cash flows
related to the sale of inventories are reflected in net cash
provided by operating activities in the Consolidated Statement
of Cash Flows.

Allowance for Credit Losses
Receivables are recorded concurrent with billing and shipment of
a product and/or delivery of a service to customers. A reasonable
estimate of probable net losses on the value of customer
receivables is recognized by establishing an allowance for
credit losses.

Notes and Accounts Receivable — Trade
An allowance for uncollectible trade receivables is estimated
based on a combination of write-off history, aging analysis and
any specific, known troubled accounts.

Factored Receivables
The company enters into various factoring agreements with third-
party financial institutions to sell its receivables (includes notes
and accounts receivable-trade, financing receivables and other
accounts receivables) under non-recourse agreements. These
transactions are accounted for as a reduction in receivables and
are considered sold when: (1) they are transferred beyond the
reach of the company and its creditors; (2) the purchaser has the
right to pledge or exchange the receivables; and (3) the company
has surrendered control over the transferred receivables. The
proceeds from these arrangements are reflected as cash
provided by operating activities in the Consolidated Statement
of Cash Flows.

The gross amounts factored (the gross proceeds) under these
programs (primarily relating to notes and accounts receivable-
trade) for the three and twelve months ended December 31, 2017
were $0.7 billion and $1.9 billion, respectively, compared to $0.4
billion and $1.2 billion for the three and twelve months ended
December 31, 2016, respectively. The fees and the net gains
and losses associated with the transfer of receivables were not
material for any of the periods presented.

Financing Receivables
Financing receivables include sales-type leases, direct financing
leases and loans. Leases are accounted for in accordance
with lease accounting standards. Loan receivables, including
installment payment plans, which are generally unsecured, are
primarily for software and services. Loans are financial assets
which are recorded at amortized cost which approximates fair
value. Commercial financing receivables are carried at amortized

Notes to Consolidated Financial Statements International Business Machines Corporation and Subsidiary Companies93

cost, which approximates fair value. These receivables are for
working capital financing to suppliers, distributors and resellers of
IBM and OEM IT products and services. The company determines
its allowances for credit losses on financing receivables based on
two portfolio segments: lease receivables and loan receivables.
The company further segments the portfolio into three classes:
Americas, Europe/Middle East/Africa (EMEA) and Asia Pacific.

When calculating the allowances, the company considers
its ability to mitigate a potential loss by repossessing leased
equipment and by considering the current fair market value
of any other collateral. The value of the equipment is the net
realizable value. The allowance for credit losses for capital
leases, installment payment plan receivables and customer loans
includes an assessment of the entire balance of the capital lease
or loan, including amounts not yet due. The methodologies that
the company uses to calculate its receivables reserves, which
are applied consistently to its different portfolios, are as follows:

Individually Evaluated — The company reviews all financing
receivables considered at risk on a quarterly basis. The review
primarily consists of an analysis based upon current information
available about the client, such as financial statements, news
reports, published credit ratings, current market-implied credit
analysis, as well as the current economic environment, collateral
net of repossession cost and prior collection history. For loans
that are collateral dependent, impairment is measured using the
fair value of the collateral when foreclosure is probable. Using
this information, the company determines the expected cash flow
for the receivable and calculates an estimate of the potential loss
and the probability of loss. For those accounts in which the loss
is probable, the company records a specific reserve.

Collectively Evaluated — The company records an unallocated
reserve that is calculated by applying a reserve rate to its different
portfolios, excluding accounts that have been individually
evaluated and specifically reserved. This reserve rate is based
upon credit rating, probability of default, term, characteristics
(lease/loan) and loss history. Factors that could result in actual
receivable losses that are materially different from the estimated
reserve include significant changes in the economy, or a sudden
change in the economic health of a significant client in the
company’s receivables portfolio.

Other Credit-Related Policies
Past Due — The company views receivables as past due when
payment has not been received after 90 days, measured from
the original billing date.

Non-Accrual — Non-accrual assets include those receivables
(impaired loans or nonperforming leases) with specific reserves
and other accounts for which it is likely that the company will be
unable to collect all amounts due according to original terms of
the lease or loan agreement. Income recognition is discontinued
on these receivables. Cash collections are first applied as a
reduction to principal outstanding. Any cash received in excess
of principal payments outstanding is recognized as interest
income. Receivables may be removed from non-accrual status,
if appropriate, based upon changes in client circumstances, such
as a sustained history of payments.

Impaired Loans — The company evaluates all financing receivables
considered at-risk, including loans, for impairment on a quarterly
basis. The company considers any receivable with an individually
evaluated reserve as an impaired loan. Depending on the level of
impairment, loans will also be placed on non-accrual status as
appropriate. Client loans are primarily for software and services
and are unsecured. These receivables are subjected to credit
analysis to evaluate the associated risk and, when appropriate,
actions are taken to mitigate risks in these agreements which
include covenants to protect against credit deterioration during
the life of the obligation.

Write-Off — Receivable losses are charged against the allowance
in the period in which the receivable is deemed uncollectible.
Subsequent recoveries, if any, are credited to the allowance.
Write-offs of receivables and associated reserves occur to
the extent that the customer is no longer in operation and/or,
there is no reasonable expectation of additional collections or
repossession. The company’s assessments factor in the history
of collections and write-offs in specific countries and across
the portfolio.

Estimated Residual Values of Lease Assets
The recorded residual values of lease assets are estimated at the
inception of the lease to be the expected fair value of the assets at
the end of the lease term. The company periodically reassesses
the realizable value of its lease residual values. Any anticipated
increases in specific future residual values are not recognized
before realization through remarketing efforts. Anticipated
decreases in specific future residual values that are considered
to be other-than-temporary are recognized immediately upon
identification and are recorded as an adjustment to the residual
value estimate. For sales-type and direct-financing leases, this
reduction lowers the recorded net investment and is recognized
as a loss charged to financing income in the period in which
the estimate is changed, as well as an adjustment to unearned
income to reduce future-period financing income.

Common Stock
Common stock refers to the $.20 par value per share capital stock
as designated in the company’s Certificate of Incorporation.
Treasury stock is accounted for using the cost method. When
treasury stock is reissued, the value is computed and recorded
using a weighted-average basis.

Earnings Per Share of Common Stock
Earnings per share (EPS) is computed using the two-class
method. The two-class method determines EPS for each class of
common stock and participating securities according to dividends
and dividend equivalents and their respective participation
rights in undistributed earnings. Basic EPS of common stock
is computed by dividing net income by the weighted-average
number of common shares outstanding for the period. Diluted
EPS of common stock is computed on the basis of the weighted-
average number of shares of common stock plus the effect of
dilutive potential common shares outstanding during the period
using the treasury stock method. Dilutive potential common
shares include outstanding stock awards, convertible notes and
stock options.

Notes to Consolidated Financial Statements International Business Machines Corporation and Subsidiary Companies94

NOTE B. ACCOUNTING CHANGES
New Standards to be Implemented
In February 2018, the Financial Accounting Standards Board
(FASB) issued guidance that allows entities to elect an option to
reclassify the stranded tax effects related to the application of
U.S. tax reform from accumulated other comprehensive income/
(loss) to retained earnings. The guidance is effective January 1,
2019 with early adoption permitted. The company is currently
evaluating whether to elect the option and the impact of the new
guidance on its consolidated financial results.

In August 2017, the FASB issued guidance to simplify the
application of current hedge accounting in certain areas, better
portray the economic results of an entity’s risk management
activities in its financial statements and make targeted
improvements to presentation and disclosure requirements.
The guidance is effective January 1, 2019 with early adoption
permitted. The company adopted the guidance as of January 1,
2018 and does not expect a material impact in the consolidated
financial results.

In March 2017, the FASB issued guidance that impacts the
presentation of net periodic pension and postretirement benefit
costs. Under the guidance, the service cost component of net
benefit cost will continue to be presented within cost, selling
general and administrative expense and research, development
and engineering expense in the Consolidated Statement of
Earnings, unless eligible for capitalization. The other components
of net benefit cost will be presented separately from service
cost within other (income) and expense in the Consolidated
Statement of Earnings. This presentation change will be applied
retrospectively upon adoption. The guidance is effective
January 1, 2018 with early adoption permitted. The company
adopted the guidance as of the effective date. The guidance is
primarily a change in financial statement presentation and is not
expected to have a material impact in the consolidated financial
results. The change will have an impact on gross profit margins.

In June 2016, the FASB issued guidance for credit impairment
based on an expected loss model rather than an incurred loss
model. The guidance requires the consideration of all available
relevant information when estimating expected credit losses,
including past events, current conditions and forecasts and their
implications for expected credit losses. The guidance is effective
January 1, 2020 with a one year early adoption permitted.
The company has established an implementation team and is
evaluating the impact of the new guidance.

The FASB issued guidance in February 2016, with amendments
in 2018, which changes the accounting for leases. The guidance
requires lessees to recognize right-of-use assets and lease
liabilities for most leases in the Consolidated Statement of
Financial Position. The guidance makes some changes to lessor
accounting, including the elimination of the use of third-party
residual value guarantee insurance in the capital lease test, and
overall aligns with the new revenue recognition guidance. The
guidance also requires qualitative and quantitative disclosures to
assess the amount, timing and uncertainty of cash flows arising
from leases. There are certain practical expedients that can be
elected which the company is currently evaluating for application.
The guidance is effective January 1, 2019 and early adoption
is permitted. The company will adopt the guidance as of the
effective date.

A cross-functional implementation team has been established
which is evaluating the lease portfolio, system, process and
policy change requirements. The company has made progress
in gathering the necessary data elements for the lease
population and a system provider has been selected, with system
configuration and implementation underway. The company
is currently evaluating the impact of the new guidance on its
consolidated financial results and expects it will have a material
impact on the Consolidated Statement of Financial Position.
The company is currently planning on electing the package of
practical expedients to not reassess prior conclusions related
to contracts containing leases, leases classification, and initial
direct costs and is evaluating the other practical expedients
available under the guidance.

The company’s operating lease commitments were $6.6 billion
at December 31, 2017. In 2017, the use of third-party residual
value guarantee insurance resulted in the company recognizing
$452 million of sales-type lease revenue that would otherwise
have been recognized over the lease period as operating lease
revenue. The company continues to assess the potential impacts
of the guidance, including normal ongoing business dynamics or
potential changes in contracting terms.

In January 2016, the FASB issued guidance which addresses
aspects of recognition, measurement, presentation and
disclosure of financial instruments. Certain equity investments
will be measured at fair value with changes recognized in net
income. The amendment also simplifies the impairment test of
equity investments that lack readily determinable fair value. The
guidance is effective January 1, 2018 and early adoption was not
permitted except for limited provisions. The company adopted
the guidance on the effective date. The guidance is not expected
to have a material impact in the consolidated financial results.

The FASB issued guidance on the recognition of revenue from
contracts with customers in May 2014 with amendments in
2015 and 2016. Revenue recognition will depict the transfer
of promised goods or services to customers in an amount that
reflects the consideration to which the entity expects to be
entitled in exchange for those goods or services. The guidance
also requires disclosures regarding the nature, amount, timing
and uncertainty of revenue and cash flows arising from contracts
with customers. The guidance permits two methods of adoption:
retrospectively to each prior reporting period presented, or
retrospectively with the cumulative effect of initially applying
the guidance recognized at the date of initial application (the
cumulative catch-up transition method). The company adopted
the guidance effective January 1, 2018 using the cumulative
catch-up transition method.

Given the scope of work required to implement the recognition
and disclosure requirements under the new standard, the
company began its assessment process in 2014 and has
completed its changes to policy, processes, systems and
controls. This also included the assessment of data availability
and presentation necessary to meet the additional disclosure
requirements of the guidance in the Notes to the Consolidated
Financial Statements beginning in the first quarter of 2018.

Notes to Consolidated Financial Statements International Business Machines Corporation and Subsidiary Companies95

The company expects revenue recognition for its broad portfolio
of hardware, software and services offerings to remain largely
unchanged. However, the guidance is expected to change
the timing of revenue recognition in certain areas, including
recognizing revenue for certain software licenses over time
versus at a point in time, in limited circumstances. These
impacts are not expected to be material. The company expects
to continue to recognize revenue for term license (recurring
license charge) software arrangements on a monthly basis
over the period that the client is entitled to use the license
due to the contractual terms in these arrangements. Since the
company currently expenses sales commissions as incurred, the
requirement in the new standard to capitalize certain in-scope
sales commissions will result in an accounting change for the
company. This change is not expected to be material to the
consolidated financial results, with no impact to cash flows.

At January 1, 2018, $557 million was reclassified from notes
and accounts receivable-trade and deferred income-current
to prepaid expenses and other current assets to establish
the opening balance for net contract assets. In-scope sales
commission costs previously recorded in the Consolidated
Statement of Earnings were capitalized in accordance with the
transition guidance, in the amount of $737 million. Deferred
income of $29 million was recorded for certain software
licenses that will be recognized over time versus at a point in
time. Additionally, net deferred taxes was reduced $184 million
in the Consolidated Statement of Financial Position, resulting in
a cumulative-effect net increase to retained earnings of $524
million. The amortization of capitalized sales commissions
compared to the previous method of recognition on an
as-incurred basis is not expected to have a material impact to
the company’s consolidated financial results.

Standards Implemented
In January 2017, the FASB issued guidance which clarifies
the definition of a business. The guidance provides a more
robust framework to use in determining when a set of assets
and activities acquired or sold is a business. The guidance was
effective January 1, 2018 and early adoption was permitted.
The company adopted the guidance effective January 1,
2017, and it did not have a material impact in the consolidated
financial results.

In October 2016, the FASB issued guidance which requires an
entity to recognize the income tax consequences of intra-entity
transfers of assets, other than inventory, at the time of transfer.
Assets within the scope of the guidance include intellectual
property and property, plant and equipment. The guidance was
effective January 1, 2018 and early adoption was permitted.
The company adopted the guidance on January 1, 2017 using
the required modified retrospective method. At adoption, $95
million and $47 million were reclassified from investments and
sundry assets and prepaid expenses and other current assets,
respectively into retained earnings. Additionally, net deferred
taxes of $244 million were established in deferred taxes in
the Consolidated Statement of Financial Position, resulting in
a cumulative-effect net increase to retained earnings of $102
million. In January 2017, the company had one transaction that
generated a $582 million benefit to income tax expense, income

from continuing operations and net income and a benefit to both
basic and diluted earnings per share of $0.62 per share for the
year ended December 31, 2017. There was no other impact in the
consolidated financial results for the year ended December 31,
2017. The ongoing impact of this guidance will be dependent on
any transaction that is within its scope.

In March 2016, the FASB issued guidance which changes the
accounting for share-based payment transactions, including
the income tax consequences, classification of awards as
either equity or liabilities and classification in the Consolidated
Statement of Cash Flows. The guidance was effective and
adopted by the company on January 1, 2017, and it did not have
a material impact in the Consolidated Statement of Financial
Position. The ongoing impact of the guidance could result in
increased volatility in the provision for income taxes and earnings
per share in the Consolidated Statement of Earnings, depending
on the company’s share price at exercise or vesting of share-
based awards compared to grant date, however these impacts
are not expected to be material. These impacts are recorded on a
prospective basis. The company continues to estimate forfeitures
in conjunction with measuring stock-based compensation
cost. The guidance also requires cash payments on behalf of
employees for shares directly withheld for taxes to be presented
as financing outflows in the Consolidated Statement of Cash
Flows. Prior to adoption, the company reported this activity as
an operating cash outflow and as a result, prior periods have been
reclassified as required. The FASB also issued guidance in May
2017, which relates to the accounting for modifications of share-
based payment awards. The company adopted the guidance in
the second quarter of 2017. The guidance had no impact in the
consolidated financial results.

In September 2015, the FASB issued guidance eliminating the
requirement that an acquirer in a business combination account
for a measurement-period adjustment retrospectively. Instead,
an acquirer will recognize a measurement-period adjustment
during the period in which the amount of the adjustment is
determined. In addition, the portion of the amount recorded
in current-period earnings by line item that would have been
recorded in previous reporting periods if the adjustment to the
provisional amounts had been recognized as of the acquisition
date should be presented separately on the face of the income
statement or disclosed in the notes. The guidance was effective
January 1, 2016 on a prospective basis. The guidance did not
have a material impact in the consolidated financial results.

In May 2015, the FASB issued guidance which removed the
requirement to categorize within the fair value hierarchy all
investments for which fair value is measured using the net asset
value per share practical expedient. The amendments also
removed the requirement to make certain disclosures for all
investments that are eligible to be measured at fair value using
the net asset value per share practical expedient. Rather, those
disclosures are limited to investments for which the entity has
elected to measure the fair value using that practical expedient.
The guidance was effective January 1, 2016. The guidance was
a change in disclosure only and did not have an impact in the
consolidated financial results.

Notes to Consolidated Financial Statements International Business Machines Corporation and Subsidiary Companies96

In April 2015, the FASB issued guidance about whether a cloud
computing arrangement includes a software license. If a cloud
computing arrangement includes a software license, then the
customer should account for the software license element
of the arrangement consistent with the acquisition of other
software licenses. If a cloud computing arrangement does not
include a software license, the customer should account for
the arrangement as a services contract. All software licenses
recognized under this guidance will be accounted for consistent
with other licenses of intangible assets. The guidance was
effective January 1, 2016 and the company adopted it on a
prospective basis. The guidance did not have a material impact
in the consolidated financial results.

NOTE C. ACQUISITIONS/DIVESTITURES
Acquisitions
Purchase price consideration for all acquisitions, as reflected in
the tables in this note, was paid primarily in cash. All acquisitions
are reported in the Consolidated Statement of Cash Flows net of
acquired cash and cash equivalents.

2017
In 2017, the company completed five acquisitions at an aggregate
cost of $134 million. All of these acquisitions were for 100
percent of the acquired businesses.

The Technology Services & Cloud Platforms segment completed
acquisitions of three businesses: in the first quarter, Agile 3
Solutions, LLC (Agile 3 Solutions), a privately held business;
in the third quarter, the cloud and managed hosting services
business from a large U.S. telecommunications company,
and Cloudigo Ltd. (Cloudigo), a privately held business. The
Cognitive Solutions segment completed the acquisition of one
privately held business: in the second quarter, XCC Web Content
& Custom Apps Extension (XCC) from TIMETOACT Software &
Consulting GmbH. Global Business Services (GBS) completed the
acquisition of one privately held business: in the fourth quarter,
Vivant Digital (Vivant).

Each acquisition is expected to enhance the company’s portfolio
of product and services capabilities. Agile 3 Solutions is a
developer of software used by C-Suite and senior executives
to better visualize, understand and manage risks associated
with the protection of sensitive data and adds capabilities
to the company’s security portfolio. The acquisition of the
cloud and managed hosting services business of a large U.S.
telecommunications company strengthens the company’s
services portfolio and aligns with its cloud strategy. Cloudigo
brings talent and technology that aligns closely with the
company’s cloud platform investments in advanced network
processing. XCC’s technology enhances IBM’s Connections Cloud
platform by providing a single, accessible engagement center for
sharing content. Vivant extends the strategy and design expertise
of IBM Interactive Experience (IBM iX) and helps accelerate
clients’ digital transformations.

The following table reflects the purchase price related to these
acquisitions and the resulting purchase price allocations as of
December 31, 2017.

2017 Acquisitions

($ in millions)

Current assets

Fixed assets/noncurrent assets

Intangible assets

Goodwill

Completed technology

Client relationships

Patents/trademarks

Total assets acquired

Current liabilities

Noncurrent liabilities

Total liabilities assumed

Total purchase price

N/A — Not applicable

Amortization
Life (in Years)

Total
Acquisitions

N/A

5–7

1–5

$ 18

177

(9)

(34)

(43 )

$134

The acquisitions were accounted for as business combinations
using the acquisition method, and accordingly, the identifiable
assets acquired, the liabilities assumed, and any noncontrolling
interest in the acquired entity were recorded at their estimated fair
values at the date of acquisition. The primary items that generated
the goodwill are the value of the synergies between the acquired
businesses and IBM and the acquired assembled workforce,
neither of which qualify as an amortizable intangible asset.

The overall weighted-average life of the identified amortizable
intangible assets acquired is 6.6 years. These identified
intangible assets will be amortized on a straight-line basis over
their useful lives. Goodwill of $13 million has been assigned to
the Technology Services & Cloud Platforms segment and goodwill
of $3 million has been assigned to the Cognitive Solutions
segment. It is expected that approximately 50 percent of the
goodwill will be deductible for tax purposes.

2016
In 2016, the company completed fifteen acquisitions at an
aggregate cost of $5,899 million.

The Weather Company (TWC) — On January 29, 2016, the
company completed the acquisition of TWC’s B2B, mobile
and cloud-based Web-properties, weather.com, Weather
Underground, The Weather Company brand and WSI, its global
business-to-business brand, for cash consideration of $2,278
million. The cable television segment was not acquired by IBM,
but is licensing weather forecast data and analytics from IBM
under a long-term contract. TWC was a privately held business.
Goodwill of $1,717 million was assigned to the Cognitive
Solutions segment. It was expected that none of the goodwill
would be deductible for tax purposes. The overall weighted-
average useful life of the identified intangible assets acquired
was 6.9 years.

Truven Health Analytics, Inc. (Truven) — On April 8, 2016, the
company completed the acquisition of 100 percent of Truven,
a leading provider of healthcare analytics solutions, for cash
consideration of $2,612 million, of which $2,412 million was paid
in April 2016 and $148 million was paid in July 2017. Truven has
developed proprietary analytic methods and assembled analytic

Notes to Consolidated Financial Statements International Business Machines Corporation and Subsidiary Companies
97

content assets, creating extensive national healthcare utilization,
performance, quality and cost data. Truven was a privately
held business. Goodwill of $1,933 million was assigned to the
Cognitive Solutions segment. It was expected that approximately
15 percent of the goodwill would be deductible for tax purposes.
The overall weighted-average useful life of the identified
intangible assets acquired was 6.9 years.

Other Acquisitions — The Technology Services & Cloud Platforms
segment completed acquisitions of four businesses: in the first
quarter: Ustream, Inc. (Ustream), a privately held business,
and AT&T’s application and hosting services business; in the
third quarter, G4S’s cash solutions business; and in the fourth
quarter, Sanovi Technologies Private Limited (Sanovi), a privately
held business. GBS completed acquisitions of six privately
held businesses: in the first quarter, Resource/Ammirati, ecx
International AG (ecx.io) and Optevia Limited (Optevia); in the
second quarter, Aperto AG (Aperto) and Bluewolf Group, LLC
(Bluewolf); and in the fourth quarter, Fluid, Inc.’s Expert Personal
Shopper (XPS) business. The Cognitive Solutions segment
completed acquisitions of three privately held businesses: in the
second quarter, Resilient Systems, Inc. (Resilient) and EZ Legacy,
Ltd. (EZSource); and in the fourth quarter, Promontory Financial
Group, LLC (Promontory).

Ustream provides cloud-based video streaming to enterprises
and broadcasters. The acquisition of AT&T’s application and
hosting services business strengthens the company’s cloud
portfolio. The acquisition of the G4S cash solutions business
brings together the engineering skills of G4S with the company’s
analytics and remote technology capabilities to expand delivery
solutions. Sanovi provides hybrid cloud recovery, cloud migration
and business continuity software for enterprise data centers and

cloud infrastructure. Resource/Ammirati is a leading U.S.-based
digital marketing and creative agency, addressing the rising
demand from businesses seeking to reinvent themselves for the
digital economy. Ecx.io enhances GBS’ IBM iX with new digital
marketing, commerce and platform skills to accelerate clients’
digital transformations. Optevia is a Software-as-a Service
systems integrator specializing in CRM solutions for public
sector organizations. Aperto also joined IBM iX, supporting the
company’s growth in Europe, with expertise in digital strategy
projects, including website and application development.
Bluewolf extends the company’s analytics, experience design
and industry consulting leadership with one of the world’s
leading Salesforce consulting practices to deliver differentiated,
consumer-grade experiences via the cloud. Fluid, Inc.’s Expert
Personal Shopper business extends the company’s portfolio of
SaaS offerings and services, helping clients conduct commerce
and engage with their customers. Resilient, a provider of incident
response solutions, automates and orchestrates the many
processes needed when dealing with cyber incidents from
breaches to lost devices. EZSource helps developers quickly
and easily understand and change mainframe code based on
data displayed through dashboards and other visualizations.
Promontory, a global market-leading risk management and
regulatory compliance consulting firm, helps address clients’
escalating regulations and risk management requirements.

All of these Other Acquisitions were for 100 percent of the
acquired businesses.

The following table reflects the purchase price related to these
acquisitions and the resulting purchase price allocations as of
December 31, 2016.

2016 Acquisitions

($ in millions)

Current assets

Fixed assets/noncurrent assets

Intangible assets

Goodwill

Completed technology

Client relationships

Patents/trademarks

Total assets acquired

Current liabilities

Noncurrent liabilities

Total liabilities assumed

Bargain purchase gain

Total purchase price

N/A — Not applicable

Amortization
Life (in Years)

The Weather
Company

Truven Health
Analytics

Other
Acquisitions

$ 76

123

$ 171

127

$ 153

110

N/A

1–7

3–7

1–7

1,717

1,933

160

313

349

338

516

593

226

2,738

3,141

1,220

(88)

(372)

(460)

—

(148)

(381)

(529)

—

(96)

(76)

(171)

(40)*

$2,278

$2,612

$1,009

* Bargain purchase gain relating to AT&T’s application and hosting services business was recognized in selling, general and administrative expense in

the Consolidated Statement of Earnings in the three months ended March 31, 2016.

For the Other Acquisitions, the overall weighted-average life
of the identified amortizable intangible assets acquired was
6.3 years. These identified intangible assets will be amortized
on a straight-line basis over their useful lives. Goodwill of
$119 million was assigned to the Technology Services & Cloud

Platforms segment, goodwill of $303 million was assigned to the
GBS segment and goodwill of $171 million was assigned to the
Cognitive Solutions segment. It was expected that approximately
55 percent of the goodwill would be deductible for tax purposes.

Notes to Consolidated Financial Statements International Business Machines Corporation and Subsidiary Companies
98

2015
In 2015, the company completed fourteen acquisitions at an
aggregate cost of $3,555 million.

Merge Healthcare, Inc. (Merge) — On October 13, 2015, the
company completed the acquisition of 100 percent of Merge, a
publicly held business and a leading provider of medical image
handling and processing, interoperability and clinical systems
designed to advance healthcare quality and efficiency, for cash
consideration of $1,036 million. Merge joined the company’s
Watson Health business unit, bolstering clients’ ability to analyze
and cross-reference medical images against billions of data
points already in the Watson Health Cloud. Goodwill of $695
million was assigned to the Cognitive Solutions ($502 million) and
Technology Services & Cloud Platforms ($193 million) segments.
It was expected that none of the goodwill would be deductible
for tax purposes. The overall weighted-average useful life of the
identified intangible assets acquired was 7.0 years.

Cleversafe, Inc. (Cleversafe) — On November 6, 2015, the
company completed the acquisition of 100 percent of
Cleversafe, a privately held business and a leading developer
and manufacturer of object-based storage software and
appliances, for cash consideration of $1,309 million. Cleversafe’s
integration into the company’s Cloud business gives clients
strategic data flexibility, simplified management and consistency
with on-premise, cloud and hybrid cloud deployment options.
Goodwill of $1,000 million was assigned to the Technology
Services & Cloud Platforms ($590 million) and Systems ($410
million) segments. It was expected that none of the goodwill
would be deductible for tax purposes. The overall weighted-
average useful life of the identified intangible assets acquired
was 6.9 years.

Other Acquisitions — The Cognitive Solutions segment completed
acquisitions of six privately held businesses: in the first quarter,
AlchemyAI, Inc. (AlchemyAI) and Blekko, Inc. (Blekko); in
the second quarter, Explorys, Inc. (Explorys) and Phytel, Inc.
(Phytel); in the third quarter, Compose, Inc. (Compose); and in
the fourth quarter, IRIS Analytics GmbH (IRIS Analytics). The
Technology Services & Cloud Platforms segment completed
acquisitions of four privately held businesses: in the second

quarter, Blue Box Group, Inc. (Blue Box); in the third quarter,
StrongLoop, Inc. (StrongLoop); and in the fourth quarter,
Gravitant, Inc. (Gravitant) and Clearleap, Inc. (Clearleap). GBS
completed acquisitions of two privately held businesses in the
fourth quarter, Advanced Application Corporation (AAC) and
Meteorix, LLC. (Meteorix).

AlchemyAI provides scalable cognitive computing application
program interface services and computing applications. Blekko
technology provides advanced Web-crawling, categorization
and intelligent filtering. Explorys provides secure cloud-based
solutions for clinical integration, at-risk population management,
cost of care measurement and pay-for-performance. Phytel’s
SaaS-based population health management offerings help
providers identify patients at risk for care gaps and engage the
patient to begin appropriate preventative care. Blue Box provides
hosted, managed, OpenStack-based production-grade private
clouds for the enterprise and service provider markets. Compose
offers auto-scaling, production-ready databases to help software
development teams deploy data services efficiently. StrongLoop
provides application development software that enables software
developers to build applications using application programming
interfaces. AAC engages in system integration application
development, software support and services. AAC was an
affiliate of JBCC Holdings Inc. and IBM Japan Ltd. The company
acquired all the shares of AAC which became a wholly owned
subsidiary as of October 1, 2015. Gravitant develops cloud-based
software to enable organizations to easily plan, buy and manage,
or “broker,” software and computing services from multiple
suppliers across hybrid clouds. Meteorix offers consulting,
deployment, integration and ongoing post-production services for
Workday Financial Management and Human Capital Management
applications. Clearleap provides cloud-based video services.
IRIS Analytics provides technology and consultancy services to
the payments industry to detect electronic payment fraud.

All of these Other Acquisitions were for 100 percent of the
acquired businesses with the exception of the AAC acquisition.

The following table reflects the purchase price related to these
acquisitions and the resulting purchase price allocations as of
December 31, 2015.

2015 Acquisitions

($ in millions)

Current assets

Fixed assets/noncurrent assets

Intangible assets

Goodwill

Completed technology

Client relationships

Patents/trademarks

Total assets acquired

Current liabilities

Noncurrent liabilities

Total liabilities assumed

Total purchase price

N/A — Not applicable

Amortization
Life (in Years)

Merge

Cleversafe

Other
Acquisitions

N/A

5–7

2–7

$ 94

128

695

133

145

1,248

(73)

(139)

(212)

$ 23

$ 60

1,000

364

1,484

(15)

(160)

(175)

895

163

1,318

(34)

(73)

(107)

$1,036

$1,309

$1,210

Notes to Consolidated Financial Statements International Business Machines Corporation and Subsidiary Companies
99

Industry Standard Server — On January 23, 2014, IBM and
Lenovo Group Limited (Lenovo) announced a definitive agreement
in which Lenovo would acquire the company’s industry standard
server portfolio (System x) for an adjusted purchase price of $2.1
billion, consisting of approximately $1.8 billion in cash, with the
balance in Lenovo common stock. The stock represented less
than 5 percent equity ownership in Lenovo. The company sold to
Lenovo its System x, BladeCenter and Flex System blade servers
and switches, x86-based Flex integrated systems, NeXtScale and
iDataPlex servers and associated software, blade networking
and maintenance operations. As of March 31, 2016, all Lenovo
common stock was sold.

The initial closing was completed on October 1, 2014. A
subsequent closing occurred in most other countries in which
there was a large business footprint on December 31, 2014. The
remaining countries closed on March 31, 2015. An assessment of
the ongoing contractual terms of the transaction resulted in the
recognition of pre-tax gains of $63 million, $57 million and $14
million in 2015, 2016 and 2017, respectively.

Overall, the company expects to recognize a total pre-tax gain
on the sale of approximately $1.6 billion, which does not include
associated costs related to transition and performance-based
costs. Net of these charges, the pre-tax gain was approximately
$1.3 billion, of which the cumulative gain recorded as of
December 31, 2017 is $1.2 billion. The balance of the gain is
expected to be recognized in 2019 upon conclusion of the
maintenance agreement.

Others — In addition to those above, the company completed the
following divestitures:

2017 — In the first quarter of 2017, the company completed one
research-related divestiture. The Cognitive Solutions segment
completed four divestitures; two in the second quarter of 2017
and one each in the third and fourth quarter of 2017. The financial
terms related to these transactions were not material. Overall,
the company recognized a pre-tax gain of $31 million related to
these transactions in 2017.

2016 — In the first quarter of 2016, the company completed four
software product-related divestitures. In the fourth quarter of
2016, the company completed the divestiture of one service-
related offering. The financial terms related to these transactions
were not material. Overall, the company recorded a pre-tax gain
of $42 million related to these transactions in 2016.

For the “Other Acquisitions,” the overall weighted-average
life of the identified intangible assets acquired was 6.4 years.
These identified intangible assets will be amortized on a straight-
line basis over their useful lives. Goodwill of $518 million was
assigned to the Cognitive Solutions segment, $303 million
was assigned to the Technology Services & Cloud Platforms
segment, and $74 million was assigned to the GBS segment. It
was expected that 7 percent of the goodwill would be deductible
for tax purposes.

Divestitures
M i c r o e l e c t r o n i c s — O n O c to b e r 20, 2014 , IB M a n d
GLOBALFOUNDRIES announced a definitive agreement in
which GLOBALFOUNDRIES would acquire the company’s
Microelectronics business, including existing semiconductor
manufacturing assets and operations in East Fishkill, NY and
Essex Junction, VT. The commercial OEM business acquired
by GLOBALFOUNDRIES includes custom logic and specialty
foundry, manufacturing and related operations. The transaction
closed on July 1, 2015.

At September 30, 2014, the company concluded that the
Microelectronics business met the criteria for discontinued
operations reporting. The disposal group constituted a
component under accounting guidance. The continuing cash
inflows and outflows with the discontinued component are
related to the manufacturing sourcing arrangement and the
transition, packaging and test services. These cash flows are not
direct cash flows as they are not significant and the company has
no significant continuing involvement.

All assets and liabilities of the business, classified as held for
sale at June 30, 2015, were transferred at closing. The company
transferred $515 million of net cash to GLOBALFOUNDRIES in
the third quarter of 2015. This amount included $750 million
of cash consideration, adjusted by the amount of working
capital due from GLOBALFOUNDRIES and other miscellaneous
items. A second cash payment in the amount of $500 million
was transferred in December 2016 while the remaining cash
consideration of $250 million was transferred in December 2017.

Summarized financial information for discontinued operations is
shown in the table below.

2017

$ —

2016

$ —

2015

$ 720

($ in millions)

For the year ended December 31:

Total revenue

Loss from discontinued

operations, before tax

Loss on disposal, before tax

Total loss from discontinued

operations, before
income taxes

Provision/(benefit) for

income taxes

Loss from discontinued
operations, net of tax

(9)

(8)

(3)

(11)

(175)

(116)

(11)

(291)

(2)

(117)

2015 — In the first quarter of 2015, the company completed two
software product-related divestitures and in the second quarter,
the company completed one software product-related divestiture
and the divestiture of one GBS offering. In the fourth quarter of
2015, the company completed three software product-related
divestitures. The financial terms related to these transactions
were not material. Overall, the company recorded a pre-tax gain
of $81 million related to these transactions in 2015.

$(5)

$ (9 )

$(174 )

Notes to Consolidated Financial Statements International Business Machines Corporation and Subsidiary Companies100

NOTE D. FINANCIAL INSTRUMENTS
Fair Value Measurements
Financial Assets and Liabilities Measured at Fair Value on a Recurring Basis
The following tables present the company’s financial assets and financial liabilities that are measured at fair value on a recurring
basis at December 31, 2017 and 2016.

($ in millions)

At December 31, 2017:

Assets

Cash equivalents (1)

Level 1

Level 2

Level 3

Total

Time deposits and certificates of deposit

$ —

$ 8,066

$—

$ 8,066

Commercial paper

Money market funds

Canadian government securities

Total

Debt securities — current (2)

Debt securities — noncurrent (3)

Available-for-sale equity investments (3)

Derivative assets (4)

Interest rate contracts

Foreign exchange contracts

Equity contracts

Total

Total assets

Liabilities

Derivative liabilities (5)

Foreign exchange contracts

Equity contracts

Interest rate contracts

Total liabilities

—

398

8,560

608

—

461

469

942

—

398

8,586 (6)

608 (6)

461

469

942 (7)

$33

$10,117

$—

$10,151 (7)

$ —

—

$ —

$ 378

$ 415

$—

—

$—

$ 378

$ 415 (7)

(1) Included within cash and cash equivalents in the Consolidated Statement of Financial Position.

(2) U.S. government securities reported as marketable securities in the Consolidated Statement of Financial Position.

(3) Included within investments and sundry assets in the Consolidated Statement of Financial Position.

(4) The gross balances of derivative assets contained within prepaid expenses and other current assets, and investments and sundry assets in the

Consolidated Statement of Financial Position at December 31, 2017 were $185 million and $757 million, respectively.

(5) The gross balances of derivative liabilities contained within other accrued expenses and liabilities, and other liabilities in the Consolidated Statement

of Financial Position at December 31, 2017 were $377 million and $38 million, respectively.

(6) Available-for-sale securities with carrying values that approximate fair value.

(7) If derivative exposures covered by a qualifying master netting agreement had been netted in the Consolidated Statement of Financial Position, the

total derivative asset and liability positions each would have been reduced by $255 million.

Notes to Consolidated Financial Statements International Business Machines Corporation and Subsidiary Companies($ in millions)

At December 31, 2016:

Assets

Cash equivalents (1)

Time deposits and certificates of deposit

Money market funds

Total

Debt securities — current (2)

Debt securities — noncurrent (3)

Available-for-sale equity investments (3)

Derivative assets (4)

Interest rate contracts

Foreign exchange contracts

Equity contracts

Total

Total assets

Liabilities

Derivative liabilities (5)

Foreign exchange contracts

Equity contracts

Interest rate contracts

Total liabilities

101

Level 1

Level 2

Level 3

Total

$ —

1,204

—

$1,212

$3,629

—

3,629

699

—

555

560

1,126

$5,460

$ —

$ 188

—

$ —

$ 206

$—

—

$—

—

$—

$3,629

1,204

4,832 (6)

699 (6)

555

560

1,126 (7)

$6,672 (7)

$ 188

$ 206 (7)

(1) Included within cash and cash equivalents in the Consolidated Statement of Financial Position.

(2) U.S. government securities reported as marketable securities in the Consolidated Statement of Financial Position.

(3) Included within investments and sundry assets in the Consolidated Statement of Financial Position.

(4) The gross balances of derivative assets contained within prepaid expenses and other current assets, and investments and sundry assets in the

Consolidated Statement of Financial Position at December 31, 2016 were $532 million and $594 million, respectively.

(5) The gross balances of derivative liabilities contained within other accrued expenses and liabilities, and other liabilities in the Consolidated Statement

of Financial Position at December 31, 2016 were $145 million and $61 million, respectively.

(6) Available-for-sale securities with carrying values that approximate fair value.

(7) If derivative exposures covered by a qualifying master netting agreement had been netted in the Consolidated Statement of Financial Position,

the total derivative asset and liability positions each would have been reduced by $116 million.

Long-Term Debt
Fair value of publicly traded long-term debt is based on quoted
market prices for the identical liability when traded as an
asset in an active market. For other long-term debt for which a
quoted market price is not available, an expected present value
technique that uses rates currently available to the company
for debt with similar terms and remaining maturities is used to
estimate fair value. The carrying amount of long-term debt is
$39,837 million and $34,655 million and the estimated fair value
is $42,264 million and $36,838 million at December 31, 2017
and 2016, respectively. If measured at fair value in the financial
statements, long-term debt (including the current portion) would
be classified as Level 2 in the fair value hierarchy.

There were no transfers between Levels 1 and 2 for the years
ended December 31, 2017 and 2016.

Financial Assets and Liabilities Not Measured at Fair Value
Short-Term Receivables and Payables
Notes and other accounts receivable and other investments
are financial assets with carrying values that approximate fair
value. Accounts payable, other accrued expenses and short-
term debt (excluding the current portion of long-term debt)
are financial liabilities with carrying values that approximate
fair value. If measured at fair value in the financial statements,
these financial instruments would be classified as Level 3 in the
fair value hierarchy, except for short-term debt, which would be
classified as Level 2.

Loans and Long-Term Receivables
Fair values are based on discounted future cash flows using
current interest rates offered for similar loans to clients with
similar credit ratings for the same remaining maturities. At
December 31, 2017 and 2016, the difference between the
carrying amount and estimated fair value for loans and long-
term receivables was immaterial. If measured at fair value in
the financial statements, these financial instruments would be
classified as Level 3 in the fair value hierarchy.

Notes to Consolidated Financial Statements International Business Machines Corporation and Subsidiary Companies102

Debt and Marketable Equity Securities
The company’s cash equivalents and current debt securities are
considered available-for-sale and recorded at fair value, which is
not materially different from carrying value, in the Consolidated
Statement of Financial Position.

The following tables summarize the company’s noncurrent debt
and marketable equity securities which are also considered
available-for-sale and recorded at fair value in the Consolidated
Statement of Financial Position.

($ in millions)

At December 31, 2017:

Debt securities — noncurrent (1)

Available-for-sale equity investments (1)

Adjusted
Cost

Gross
Unrealized
Gains

Gross
Unrealized
Losses

$—

(1) Included within investments and sundry assets in the Consolidated Statement of Financial Position.

($ in millions)

At December 31, 2016:

Debt securities — noncurrent (1)

Available-for-sale equity investments (1)

Adjusted
Cost

Gross
Unrealized
Gains

Gross
Unrealized
Losses

$—

Fair
Value

$11

Fair
Value

(1) Included within investments and sundry assets in the Consolidated Statement of Financial Position.

During the fourth quarter of 2014, the company acquired equity
securities in conjunction with the sale of the System x business
which were classified as available-for-sale securities. Based on
an evaluation of available evidence as of December 31, 2015,
the company recorded an other-than-temporary impairment
loss of $86 million resulting in an adjusted cost basis of $185
million as of December 31, 2015. In the first quarter of 2016, the
company recorded a gross realized loss of $37 million (before
taxes) related to the sale of all the outstanding shares. The loss
on this sale was recorded in other (income) and expense in the
Consolidated Statement of Earnings.

The after-tax net unrealized gains/(losses) on available-for-
sale debt and equity securities that have been included in other
comprehensive income/(loss) and the after-tax net (gains)/losses
reclassified from accumulated other comprehensive income/
(loss) to net income were as follows:

($ in millions)

For the year ended December 31:

2017

2016

Net unrealized gains/(losses)
arising during the period

Net unrealized (gains)/losses
reclassified to net income*

$(23)

Sales of debt and available-for-sale equity investments during
the period were as follows:

* There were no writedowns in 2017 and 2016, respectively.

($ in millions)

For the year ended December 31:

2017

Proceeds

Gross realized gains
(before taxes)

Gross realized losses

(before taxes)

2016

$151

2015

The contractual maturities of substantially all available-for-sale
debt securities are less than one year at December 31, 2017.

Derivative Financial Instruments
The company operates in multiple functional currencies and
is a significant lender and borrower in the global markets. In
the normal course of business, the company is exposed to the
impact of interest rate changes and foreign currency fluctuations,
and to a lesser extent equity and commodity price changes and
client credit risk. The company limits these risks by following
established risk management policies and procedures, including
the use of derivatives, and, where cost effective, financing with

Notes to Consolidated Financial Statements International Business Machines Corporation and Subsidiary Companies103

debt in the currencies in which assets are denominated. For
interest rate exposures, derivatives are used to better align
rate movements between the interest rates associated with the
company’s lease and other financial assets and the interest rates
associated with its financing debt. Derivatives are also used to
manage the related cost of debt. For foreign currency exposures,
derivatives are used to better manage the cash flow volatility
arising from foreign exchange rate fluctuations.

As a result of the use of derivative instruments, the company is
exposed to the risk that counterparties to derivative contracts
will fail to meet their contractual obligations. To mitigate the
counterparty credit risk, the company has a policy of only
entering into contracts with carefully selected major financial
institutions based upon their overall credit profile. The company’s
established policies and procedures for mitigating credit risk
on principal transactions include reviewing and establishing
limits for credit exposure and continually assessing the
creditworthiness of counterparties. The right of set-off that exists
under certain of these arrangements enables the legal entities
of the company subject to the arrangement to net amounts due
to and from the counterparty reducing the maximum loss from
credit risk in the event of counterparty default.

The company is also a party to collateral security arrangements
with most of its major derivative counterparties. These
arrangements require the company to hold or post collateral
(cash or U.S. Treasury securities) when the derivative fair values
exceed contractually established thresholds. Posting thresholds
can be fixed or can vary based on credit default swap pricing
or credit ratings received from the major credit agencies. The
aggregate fair value of all derivative instruments under these
collateralized arrangements that were in a liability position at
December 31, 2017 and 2016 was $126 million and $11 million,
respectively, for which no collateral was posted at either date.
Full collateralization of these agreements would be required in
the event that the company’s credit rating falls below investment
grade or if its credit default swap spread exceeds 250 basis
points, as applicable, pursuant to the terms of the collateral
security arrangements. The aggregate fair value of derivative
instruments in asset positions as of December 31, 2017 and 2016
was $942 million and $1,126 million, respectively. This amount
represents the maximum exposure to loss at the reporting date if
the counterparties failed to perform as contracted. This exposure
was reduced by $255 million and $116 million at December 31,
2017 and 2016, respectively, of liabilities included in master
netting arrangements with those counterparties. Additionally,
at December 31, 2017 and 2016, this exposure was reduced by
$114 million and $141 million of cash collateral, respectively, and
$35 million of non-cash collateral in U.S. Treasury securities at
December 31, 2016. There were no non-cash collateral balances
in U.S. Treasury securities at December 31, 2017. At December
31, 2017 and 2016, the net exposure related to derivative assets
recorded in the Consolidated Statement of Financial Position was
$572 million and $834 million, respectively. At December 31,
2017 and 2016, the net position related to derivative liabilities
recorded in the Consolidated Statement of Financial Position was
$160 million and $90 million, respectively.

In the Consolidated Statement of Financial Position, the company
does not offset derivative assets against liabilities in master
netting arrangements nor does it offset receivables or payables
recognized upon payment or receipt of cash collateral against the
fair values of the related derivative instruments. No amount was
recognized in other receivables at December 31, 2017 and 2016
for the right to reclaim cash collateral. The amount recognized
in accounts payable for the obligation to return cash collateral
was $114 million and $141 million at December 31, 2017 and
2016, respectively. The company restricts the use of cash
collateral received to rehypothecation, and therefore reports it
in prepaid expenses and other current assets in the Consolidated
Statement of Financial Position. No amount was rehypothecated
at December 31, 2017 and 2016.

The company may employ derivative instruments to hedge
the volatility in stockholders’ equity resulting from changes in
currency exchange rates of significant foreign subsidiaries of
the company with respect to the U.S. dollar. These instruments,
designated as net investment hedges, expose the company to
liquidity risk as the derivatives have an immediate cash flow
impact upon maturity which is not offset by a cash flow from
the translation of the underlying hedged equity. The company
monitors this cash loss potential on an ongoing basis and
may discontinue some of these hedging relationships by
de-designating or terminating the derivative instrument in
order to manage the liquidity risk. Although not designated as
accounting hedges, the company may utilize derivatives to offset
the changes in the fair value of the de-designated instruments
from the date of de-designation until maturity.

In its hedging programs, the company uses forward contracts,
futures contracts, interest-rate swaps, cross-currency swaps,
and options depending upon the underlying exposure. The
company is not a party to leveraged derivative instruments.

A brief description of the major hedging programs, categorized
by underlying risk, follows.

Interest Rate Risk
Fixed and Variable Rate Borrowings
The company issues debt in the global capital markets to fund
its operations and financing business. Access to cost-effective
financing can result in interest rate mismatches with the
underlying assets. To manage these mismatches and to reduce
overall interest cost, the company uses interest-rate swaps to
convert specific fixed-rate debt issuances into variable-rate
debt (i.e., fair value hedges) and to convert specific variable-rate
debt issuances into fixed-rate debt (i.e., cash flow hedges). At
December 31, 2017 and 2016, the total notional amount of the
company’s interest rate swaps was $9.1 billion and $7.3 billion,
respectively. The weighted-average remaining maturity of these
instruments at December 31, 2017 and 2016 was approximately
4.8 years and 6.2 years, respectively.

Notes to Consolidated Financial Statements International Business Machines Corporation and Subsidiary Companies104

Forecasted Debt Issuance
The company is exposed to interest rate volatility on future debt
issuances. To manage this risk, the company may use forward
starting interest-rate swaps to lock in the rate on the interest
payments related to the forecasted debt issuance. These swaps
are accounted for as cash flow hedges. The company did not have
any derivative instruments relating to this program outstanding
at December 31, 2017 and 2016.

At December 31, 2016, net gains of less than $1 million (before
taxes) were recorded in accumulated other comprehensive
income/(loss) in connection with cash flow hedges of the
company’s borrowings. During 2017, all gains and losses
associated with this program that were recorded in other
comprehensive income/(loss) were reclassified to net income
and there are no gains and losses remaining in accumulated other
comprehensive income/(loss) at December 31, 2017.

Foreign Exchange Risk
Long-Term Investments in Foreign Subsidiaries
(Net Investment)
A large portion of the company’s foreign currency denominated
debt portfolio is designated as a hedge of net investment in
foreign subsidiaries to reduce the volatility in stockholders’
equity caused by changes in foreign currency exchange rates in
the functional currency of major foreign subsidiaries with respect
to the U.S. dollar. The company also uses cross-currency swaps
and foreign exchange forward contracts for this risk management
purpose. At December 31, 2017 and 2016, the total notional
amount of derivative instruments designated as net investment
hedges was $7.0 billion and $6.7 billion, respectively. At
December 31, 2017 and 2016, the weighted-average remaining
maturity of these instruments was approximately 0.2 years at
both periods.

Anticipated Royalties and Cost Transactions
The company’s operations generate significant nonfunctional
currency, third-party vendor payments and intercompany
payments for royalties and goods and services among the
company’s non-U.S. subsidiaries and with the company. In
anticipation of these foreign currency cash flows and in view of
the volatility of the currency markets, the company selectively
employs foreign exchange forward contracts to manage its
currency risk. These forward contracts are accounted for as
cash flow hedges. The maximum length of time over which the
company has hedged its exposure to the variability in future cash
flows is four years. At December 31, 2017 and 2016, the total
notional amount of forward contracts designated as cash flow
hedges of forecasted royalty and cost transactions was $7.8
billion and $8.3 billion, respectively. The weighted-average
remaining maturity of these instruments at December 31, 2017
and 2016 was 0.7 years at both periods.

At December 31, 2017 and 2016 in connection with cash flow
hedges of anticipated royalties and cost transactions, the
company recorded net gains of $27 million and net gains of
$462 million (before taxes), respectively, in accumulated other
comprehensive income/(loss). Within these amounts, $81 million
of losses and $397 million of gains, respectively, are expected
to be reclassified to net income within the next 12 months,
providing an offsetting economic impact against the underlying
anticipated transactions.

Foreign Currency Denominated Borrowings
The company is exposed to exchange rate volatility on foreign
currency denominated debt. To manage this risk, the company
employs cross-currency swaps to convert fixed-rate foreign
currency denominated debt to fixed-rate debt denominated in
the functional currency of the borrowing entity. These swaps are
accounted for as cash flow hedges. The maximum length of time
over which the company has hedged its exposure to the variability
in future cash flows is approximately ten years. At December 31,
2017 and 2016, the total notional amount of cross-currency
swaps designated as cash flow hedges of foreign currency
denominated debt was $6.5 billion and $1.4 billion, respectively.

At December 31, 2017 and 2016, in connection with cash
flow hedges of foreign currency denominated borrowings,
the company recorded net gains of $42 million and net gains
of $29 million (before taxes), respectively, in accumulated
other comprehensive income/(loss). Within these amounts,
$157 million of gains and $27 million of gains, respectively,
are expected to be reclassified to net income within the next
12 months, providing an offsetting economic impact against the
underlying exposure.

Subsidiary Cash and Foreign Currency
Asset/Liability Management
The company uses its Global Treasury Centers to manage the
cash of its subsidiaries. These centers principally use currency
swaps to convert cash flows in a cost-effective manner. In
addition, the company uses foreign exchange forward contracts
to economically hedge, on a net basis, the foreign currency
exposure of a portion of the company’s nonfunctional currency
assets and liabilities. The terms of these forward and swap
contracts are generally less than one year. The changes in the
fair values of these contracts and of the underlying hedged
exposures are generally offsetting and are recorded in other
(income) and expense in the Consolidated Statement of Earnings.
At December 31, 2017 and 2016, the total notional amount of
derivative instruments in economic hedges of foreign currency
exposure was $11.5 billion and $12.7 billion, respectively.

Equity Risk Management
The company is exposed to market price changes in certain
broad market indices and in the company’s own stock primarily
related to certain obligations to employees. Changes in the
overall value of these employee compensation obligations are
recorded in selling, general and administrative (SG&A) expense in
the Consolidated Statement of Earnings. Although not designated
as accounting hedges, the company utilizes derivatives, including
equity swaps and futures, to economically hedge the exposures
related to its employee compensation obligations. The derivatives
are linked to the total return on certain broad market indices
or the total return on the company’s common stock, and are
recorded at fair value with gains or losses also reported in SG&A
expense in the Consolidated Statement of Earnings. At December
31, 2017 and 2016, the total notional amount of derivative
instruments in economic hedges of these compensation
obligations was $1.3 billion and $1.2 billion, respectively.

Notes to Consolidated Financial Statements International Business Machines Corporation and Subsidiary Companies105

Other Risks
The company may hold warrants to purchase shares of
common stock in connection with various investments that are
deemed derivatives because they contain net share or net cash
settlement provisions. The company records the changes in
the fair value of these warrants in other (income) and expense
in the Consolidated Statement of Earnings. The company did
not have any warrants qualifying as derivatives outstanding at
December 31, 2017 and 2016.

The company is exposed to a potential loss if a client fails to
pay amounts due under contractual terms. The company may
utilize credit default swaps to economically hedge its credit
exposures. The swaps are recorded at fair value with gains
and losses reported in other (income) and expense in the
Consolidated Statement of Earnings. The company did not have

any derivative instruments relating to this program outstanding
at December 31, 2017 and 2016.

The company is exposed to market volatility on certain
investment securities. The company may utilize options or
forwards to economically hedge its market exposure. The
derivatives are recorded at fair value with gains and losses
reported in other (income) and expense in the Consolidated
Statement of Earnings. At December 31, 2017 and 2016, the
company did not have any derivative instruments relating to this
program outstanding.

The following tables provide a quantitative summary of the
derivative and non-derivative instrument-related risk management
activity as of December 31, 2017 and 2016, as well as for the
years ended December 31, 2017, 2016 and 2015, respectively.

Fair Values of Derivative Instruments in the Consolidated Statement of Financial Position

($ in millions)

At December 31:

Designated as hedging

instruments

Fair Value of Derivative Assets

Fair Value of Derivative Liabilities

Balance Sheet
Classification

2017

2016

Balance Sheet
Classification

2017

2016

Interest rate contracts

other current assets

$ 2

$ —

Prepaid expenses and

Other accrued
expenses and liabilities

$ —

Investments and
sundry assets

Foreign exchange

contracts

Prepaid expenses and
other current assets

Investments and
sundry assets

Fair value of
derivative assets

Not designated as hedging

instruments

459

111

298

555

421

$870

$ 993

Other liabilities

Other accrued
expenses and liabilities

Other liabilities

Fair value of
derivative liabilities

318

$ 355

$ 89

Foreign exchange

Prepaid expenses and

contracts

other current assets

$ 61

$ 100

Other accrued
expenses and liabilities

$ 57

$ 89

Investments and
sundry assets

Prepaid expenses and
other current assets

Fair value of
derivative assets

—

$ 72

$942

$ 133

$1,126

N/A

$942

$1,126

Other liabilities

Other accrued
expenses and liabilities

Fair value of
derivative liabilities

—

$ 60

$ 415

$ 117

$ 206

$ —

$6,471

$1,125

$7,844

$8,969

$6,886

$9,175

Equity contracts

Total derivatives

Total debt designated as
hedging instruments (1)

Short-term debt

Long-term debt

Total

N/A — Not applicable

(1) Debt designated as hedging instruments are reported at carrying value.

Notes to Consolidated Financial Statements International Business Machines Corporation and Subsidiary Companies106

The Effect of Derivative Instruments in the Consolidated Statement of Earnings

($ in millions)

For the year ended December 31:

Derivative instruments in fair value hedges (1) (5)

Consolidated
Statement of
Earnings Line Item

Gain/(Loss) Recognized in Earnings

Recognized on Derivatives

Attributable to Risk
Being Hedged (2)

2017

2016

2015

2017

2016

2015

Interest rate contracts

Cost of financing

$ 1

$ 28

$108

$ 74

$ 58

Interest expense

$(1)

(1)

Derivative instruments not designated

as hedging instruments

Foreign exchange contracts

Interest rate contracts

Equity contracts

)
Other (income
and expense

SG&A expense

)
Other (income
and expense

(189)

127

N/A

—

135

112

(1)

(27)

N/A

—

(1)

(9)

N/A

$153

$ (18)

$291

$144

$121

N/A

$(1)

Total

($ in millions)

For the year ended
December 31:

Derivative instruments
in cash flow hedges

Interest rate
contracts

Foreign exchange

Gain/(Loss) Recognized in Earnings and Other Comprehensive Income

Effective Portion
Recognized in OCI

2017

2016

2015

Consolidated
Statement of
Earnings Line Item

Effective Portion
Reclassified from AOCI

Ineffectiveness and
Amounts Excluded from
Effectiveness Testing (3)

2017

2016

2015

2017

2016

2015

$ —

$ — $ — Interest expense

$ (45)

$ (24) $ 0

$ —

contracts

(58)

243

618

Instruments in net

investment hedges (4)

Foreign exchange

contracts

(1,607)

311

889

Cost of financing

Interest expense

)
Other (income
and expense

Cost of sales *

Cost of services *

SG&A expense

324

(68)

—

(5)

(8)

—

731

192

149

—

(3)

—

Total

$(1,665)

$555 $1,507

$363

$(102) $1,072

$45

$74

$18

* Reclassified to conform to 2017 presentation.

(1) The amount includes changes in clean fair values of the derivative instruments in fair value hedging relationships and the periodic accrual for coupon

payments required under these derivative contracts.

(2) The amount includes basis adjustments to the carrying value of the hedged item recorded during the period and amortization of basis adjustments

recorded on de-designated hedging relationships during the period.

(3) The amount of gain/(loss) recognized in income represents ineffectiveness on hedge relationships.

(4) Instruments in net investment hedges include derivative and non-derivative instruments.

(5) For the years ended December 31, 2017, 2016 and 2015, fair value hedges resulted in losses of $2 million, $4 million and $2 million in ineffectiveness,

respectively.

N/A — Not applicable

Notes to Consolidated Financial Statements International Business Machines Corporation and Subsidiary Companies
107

For the 12 months ending December 31, 2017, 2016 and 2015,
there were no significant gains or losses excluded from the
assessment of hedge effectiveness (for fair value hedges), or
associated with an underlying exposure that did not or was
not expected to occur (for cash flow hedges); nor are there any
anticipated in the normal course of business.

Commercial financing receivables, net of allowance for credit
losses of $21 million and $28 million at December 31, 2017 and
2016, respectively, relate primarily to inventory and accounts
receivable financing for dealers and remarketers of IBM and OEM
products. Payment terms for inventory and accounts receivable
financing generally range from 30 to 90 days.

NOTE E. INVENTORIES

($ in millions)

At December 31:

Finished goods

2017

2016

$ 333

$ 358

Work in process and raw materials

1,250

1,195

Total

$1,583

$1,553

NOTE F. FINANCING RECEIVABLES
The following table presents financing receivables, net of
allowances for credit losses, including residual values.

($ in millions)

At December 31:

Current

2017

2016

Net investment in sales-type and

direct financing leases

$ 2,900

$ 2,909

Commercial financing receivables

11,596

9,706

Client loan and installment

payment receivables (loans)

7,226

6,390

Total

Noncurrent

Net investment in sales-type
and direct financing leases

Client loan and installment

$21,721

$19,006

$ 4,320

$ 3,950

payment receivables (loans)

5,230

5,071

Total

$ 9,550

$ 9,021

Net investment in sales-type and direct financing leases relates
principally to the company’s systems products and are for terms
ranging generally from two to six years. Net investment in sales-
type and direct financing leases includes unguaranteed residual
values of $630 million and $585 million at December 31, 2017
and 2016, respectively, and is reflected net of unearned income
of $535 million and $513 million, and net of the allowance for
credit losses of $103 million and $133 million at those dates,
respectively. Scheduled maturities of minimum lease payments
outstanding at December 31, 2017, expressed as a percentage of
the total, are approximately: 2018, 43 percent; 2019, 27 percent;
2020, 18 percent; 2021, 9 percent; and 2022 and beyond,
3 percent.

Client loan and installment payment receivables (loans), net of
allowance for credit losses of $211 million and $276 million at
December 31, 2017 and 2016, respectively, are loans that are
provided primarily to clients to finance the purchase of hardware,
software and services. Payment terms on these financing
arrangements are generally for terms up to seven years.

The allowance for credit losses at December 31, 2016 reflected
a write-off in the fourth quarter of $188 million of previously
reserved customer accounts as a result of recent experience and
history across the portfolio, particularly in China. Of this total,
$30 million was in Americas, $33 million was in EMEA and $125
million was in Asia Pacific and $73 million and $115 million was
in lease receivables and loan receivables, respectively.

Client loan and installment payment financing contracts are
priced independently at competitive market rates. The company
has a history of enforcing these financing agreements.

The company utilizes certain of its financing receivables as
collateral for nonrecourse borrowings. Financing receivables
pledged as collateral for borrowings were $773 million and
$689 million at December 31, 2017 and 2016, respectively.
These borrowings are included in note J, “Borrowings,” on pages
112 to 115.

The company did not have any financing receivables held for
sale as of December 31, 2017 and 2016.

Financing Receivables by Portfolio Segment
The following tables present financing receivables on a gross
basis, excluding the allowance for credit losses and residual
value, by portfolio segment and by class, excluding commercial
financing receivables and other miscellaneous financing
receivables at December 31, 2017 and 2016. The company
determines its allowance for credit losses based on two portfolio
segments: lease receivables and loan receivables, and further
segments the portfolio into three classes: Americas, EMEA and
Asia Pacific. This portfolio segmentation was changed from
growth markets and major markets in 2017 as the company no
longer manages the business under those market delineations.
There was no impact to segment reporting or the company’s
Consolidated Financial Statements.

Notes to Consolidated Financial Statements International Business Machines Corporation and Subsidiary Companies108

($ in millions)

At December 31, 2017:

Financing receivables

Lease receivables

Loan receivables

Ending balance

Collectively evaluated for impairment

Individually evaluated for impairment

Allowance for credit losses

Beginning balance at January 1, 2017

Lease receivables

Loan receivables

Total

Write-offs

Recoveries

Provision

Other

Ending balance at December 31, 2017

Lease receivables

Loan receivables

Collectively evaluated for impairment

Individually evaluated for impairment

($ in millions)

At December 31, 2016:

Financing receivables

Lease receivables

Loan receivables

Ending balance

Collectively evaluated for impairment

Individually evaluated for impairment

Allowance for credit losses

Beginning balance at January 1, 2016

Lease receivables

Loan receivables

Total

Write-offs

Recoveries

Provision

Other

Ending balance at December 31, 2016

Lease receivables

Loan receivables

Collectively evaluated for impairment

Individually evaluated for impairment

Americas

EMEA

Asia Pacific

Total

$ 3,911

6,715

$10,626

$10,497

$ 129

$1,349

3,597

$4,946

$4,889

$ 57

$1,333

2,354

$3,687

$3,604

$ 83

$ 6,593

12,667

$19,259

$18,990

$ 269

$ 54

$ 4

$ 76

$ 133

169

276

$ 223

$ 22

$ 165

$ 410

(51)

(8)

$ 172

$ 63

$ 108

$ 43

$ 128

(1)

$ 61

$ 9

$ 52

$ 15

$ 46

(85)

(4)

$ 82

$ 31

$ 51

$ 6

$ 76

(137)

$ 314

$ 103

$ 211

$ 64

$ 250

Americas

EMEA

Asia Pacific

Total

$ 3,830

6,185

$10,015

$ 9,847

$ 168

$ 52

122

$ 175

(36)

$ 223

$ 54

$ 169

$ 62

$ 161

$1,171

3,309

$4,480

$4,460

$ 20

$1,335

2,243

$3,578

$3,419

$ 159

$ 6,336

11,737

$18,073

$17,726

$ 347

$ 17

$ 143

$ 213

200

377

$ 72

$ 343

$ 590

(48)

(1)

$ 22

$ 4

$ 18

$ 13

$ 9

(154)

(6)

(18)

$ 165

$ 76

$ 89

$ 15

$ 150

(237)

(3)

$ 410

$ 133

$ 276

$ 90

$ 320

When determining the allowances, financing receivables are
evaluated either on an individual or a collective basis. For
individually evaluated receivables, the company determines
the expected cash flow for the receivable and calculates an
estimate of the potential loss and the probability of loss. For
those accounts in which the loss is probable, the company

records a specific reserve. In addition, the company records an
unallocated reserve that is calculated by applying a reserve rate
to its different portfolios, excluding accounts that have been
specifically reserved. This reserve rate is based upon credit
rating, probability of default, term, characteristics (lease/loan)
and loss history.

Notes to Consolidated Financial Statements International Business Machines Corporation and Subsidiary CompaniesFinancing Receivables on Non-Accrual Status
The following table presents the recorded investment in financing
receivables which were on non-accrual status at December 31,
2017 and 2016.

($ in millions)

At December 31:

Americas

EMEA

Asia Pacific

Total lease receivables

Americas

EMEA

Asia Pacific

Total loan receivables

Total receivables

2017

$ 22

$ 38

$ 71

$138

$177

2016

$ 23

$ 40

$128

$145

$185

Impaired Receivables
The company considers any receivable with an individually
evaluated reserve as an impaired receivable. Depending on the
level of impairment, receivables will also be placed on a non-
accrual status. The following tables present impaired receivables
at December 31, 2017 and 2016. This presentation includes both
loan and lease receivables.

Recorded
Investment

Related
Allowance

$129

$128

109

($ in millions)

For the year ended
December 31, 2016:

Average
Recorded
Investment

Interest
Income
Recognized

Americas

EMEA

Asia Pacific

Total

$160

290

$505

Interest
Income
Recognized
on Cash
Basis

$—

—

$—

Credit Quality Indicators
The company’s credit quality indicators, which are based
on rating agency data, publicly available information and
information provided by customers, are reviewed periodically
based on the relative level of risk. The resulting indicators are a
numerical rating system that maps to Moody’s Investors Service
credit ratings as shown below. The company uses information
provided by Moody’s, where available, as one of many inputs in
its determination of customer credit rating.

The tables present the net recorded investment for each class
of receivables, by credit quality indicator, at December 31, 2017
and 2016. Receivables with a credit quality indicator ranging
from Aaa to Baa3 are considered investment grade. All others are
considered non-investment grade. The credit quality indicators
do not reflect mitigation actions that the company may take to
transfer credit risk to third parties.

Lease Receivables

($ in millions)

At December 31, 2017:

Americas

EMEA Asia Pacific

($ in millions)

At December 31, 2017:

Americas

EMEA

Asia Pacific

Total

($ in millions)

At December 31, 2016:

Americas

EMEA

Asia Pacific

Total

($ in millions)

For the year ended
December 31, 2017:

Americas

EMEA

Asia Pacific

Total

$269

$250

Credit rating

Recorded
Investment

Related
Allowance

$168

159

$347

$161

150

$320

Average
Recorded
Investment

Interest
Income
Recognized

$158

122

$312

Interest
Income
Recognized
on Cash
Basis

$—

—

$—

Aaa–Aa3

A1–A3

Baa1–Baa3

Ba1–Ba2

Ba3–B1

B2–B3

Caa–D

$ 422

$ 49

$ 68

855

980

730

443

367

190

371

448

192

544

337

184

Total

$3,847

$1,340

$1,302

Loan Receivables

($ in millions)

At December 31, 2017:

Americas

EMEA Asia Pacific

Credit rating

Aaa–Aa3

A1–A3

Baa1–Baa3

Ba1–Ba2

Ba3–B1

B2–B3

Caa–D

$ 724

$ 129

$ 120

1,469

1,683

1,253

760

630

502

982

1,186

508

204

961

596

325

157

113

Total

$6,607

$3,545

$2,303

Notes to Consolidated Financial Statements International Business Machines Corporation and Subsidiary Companies110

At December 31, 2017, the industries which made up Global
Financing’s receivables portfolio consisted of: Financial
(33 percent), Government (15 percent), Manufacturing
(13 percent), Services (13 percent), Retail (8 percent),
Communications (7 percent), Healthcare (6 percent) and Other
(6 percent).

Lease Receivables

($ in millions)

At December 31, 2016:

Americas

EMEA Asia Pacific

Credit rating

Aaa–Aa3

A1–A3

Baa1–Baa3

Ba1–Ba2

Ba3–B1

B2–B3

Caa–D

$ 447

$ 51

$ 53

782

772

822

574

297

113

366

350

208

486

330

185

106

Total

$3,776

$1,167

$1,259

Loan Receivables

($ in millions)

At December 31, 2016:

Americas

EMEA Asia Pacific

Credit rating

Aaa–Aa3

A1–A3

Baa1–Baa3

Ba1–Ba2

Ba3–B1

B2–B3

Caa–D

$ 712

$ 143

$ 90

1,246

1,230

1,309

914

472

133

318

1,032

987

585

201

832

565

316

182

143

Total

$6,016

$3,291

$2,154

At December 31, 2016, the industries which made up Global
Financing’s receivables portfolio consisted of: Financial (34
percent), Government (14 percent), Manufacturing (13 percent),
Services (12 percent), Retail (8 percent), Communications
(7 percent), Healthcare (6 percent) and Other (6 percent).

Past Due Financing Receivables

($ in millions)

At December 31, 2017:

Americas

EMEA

Asia Pacific

Total lease receivables

Americas

EMEA

Asia Pacific

Total loan receivables

Total

Total
Past Due
>90 Days (1)

Fully
Reserved
Financing
Receivables

<90 Days
or Unbilled
Financing
Receivables

Total
Financing
Receivables

Recorded
Investment
>90 Days and
Accruing (2)

$30

$37

$39

$53

$91

$ 29

$ 3,852

$ 3,911

$ 62

$ 96

$176

$239

1,340

1,301

$ 6,493

$ 6,581

3,551

2,305

$12,437

$18,930

1,349

1,333

$ 6,593

$ 6,715

3,597

2,354

$12,667

$19,259

$197

$225

$254

$283

$508

(1) Only the portion of a financing receivable which is greater than 90 days past due, excluding amounts that are fully reserved.

(2) At a contract level, which includes total billed and unbilled amounts for aged financing receivables greater than 90 days.

($ in millions)

At December 31, 2016:

Americas

EMEA

Asia Pacific

Total lease receivables

Americas

EMEA

Asia Pacific

Total loan receivables

Total

Total
Past Due
>90 Days (1)

Fully
Reserved
Financing
Receivables

<90 Days
or Unbilled
Financing
Receivables

Total
Financing
Receivables

Recorded
Investment
>90 Days and
Accruing (2)

$17

$31

$19

$31

$62

$ 20

$ 89

$ 90

$182

$271

$ 3,793

$ 3,830

1,159

1,264

$ 6,216

$ 6,075

3,299

2,150

$11,524

$17,740

1,171

1,335

$ 6,336

$ 6,185

3,309

2,243

$11,737

$18,073

$ 66

$111

$ 80

$141

$253

(1) Only the portion of a financing receivable which is greater than 90 days past due, excluding amounts that are fully reserved.

(2) At a contract level, which includes total billed and unbilled amounts for aged financing receivables greater than 90 days.

Notes to Consolidated Financial Statements International Business Machines Corporation and Subsidiary Companies111

Troubled Debt Restructurings
The company did not have any significant troubled debt
restructurings for the years ended December 31, 2017 and 2016.

NOTE I. INTANGIBLE ASSETS INCLUDING GOODWILL
Intangible Assets
The following table details the company’s intangible asset
balances by major asset class.

NOTE G. PROPERTY, PLANT AND EQUIPMENT

($ in millions)

At December 31:

2017

2016*

Land and land improvements

$ 480

$ 506

At December 31, 2017:

Intangible asset class

Gross
Carrying
Amount

Accumulated
Amortization

Net
Carrying
Amount

Buildings and building and
leasehold improvements

Information technology equipment

Production, engineering,

office and other equipment

Plant and other property — gross

Less: Accumulated depreciation

Plant and other property — net

Rental machines

Less: Accumulated depreciation

Rental machines — net

Total — net

10,073

16,874

9,763

15,012

4,060

31,487

20,832

10,655

844

383

462

3,869

29,150

18,842

10,308

984

461

523

$11,116

$10,830

* Reclassified to conform to 2017 presentation.

NOTE H. INVESTMENTS AND SUNDRY ASSETS

($ in millions)

At December 31:

Deferred transition and setup costs
and other deferred arrangements*

Derivatives — noncurrent

Alliance investments

Equity method

Non-equity method

Prepaid software

Long-term deposits

Other receivables

Employee benefit-related

Prepaid income taxes

Other assets

Total

2017

2016

$1,537

$1,497

757

594

Other*

Total

300

271

455

316

590

572

230

267

416

272

477

729

$4,919

$4,585

* Deferred transition and setup costs and other deferred arrangements

are related to services client arrangements. Refer to note A,
“Significant Accounting Policies,” on page 87 for additional information.

Capitalized software

$1,600

$ (790)

$ 810

Client relationships

Completed technology

Patents/trademarks

Other*

Total

2,358

2,586

668

(1,080)

(1,376)

(256)

(16)

1,278

1,210

413

$7,260

$(3,518)

$3,742

* Other intangibles are primarily acquired proprietary and nonproprietary

business processes, methodologies and systems.

($ in millions)

At December 31, 2016:

Intangible asset class

Gross
Carrying
Amount

Accumulated
Amortization

Net
Carrying
Amount

Capitalized software

$1,537

$ (661)

$ 876

Client relationships

Completed technology

Patents/trademarks

2,831

3,322

730

(1,228)

(1,668)

(205)

(15)

1,602

1,654

525

$8,466

$(3,778)

$4,688

* Other intangibles are primarily acquired proprietary and

nonproprietary business processes, methodologies and systems.

The net carrying amount of intangible assets decreased $946
million during the year ended December 31, 2017, primarily due
to intangible asset amortization, partially offset by additions
resulting from capitalized software. There was no impairment
of intangible assets recorded in 2017 and 2016. The aggregate
intangible amortization expense was $1,520 million and
$1,544 million for the years ended December 31, 2017 and
2016, respectively. In addition, in 2017 and 2016, respectively,
the company retired $1,753 million and $817 million of fully
amortized intangible assets, impacting both the gross carrying
amount and accumulated amortization by this amount.

The amortization expense for each of the five succeeding
years relating to intangible assets currently recorded in the
Consolidated Statement of Financial Position is estimated to be
the following at December 31, 2017:

($ in millions)

2018

2019

2020

2021

2022

Capitalized
Software

Acquired
Intangibles

Total

$482

$812

$1,294

248

—

671

560

446

377

920

639

446

377

Notes to Consolidated Financial Statements International Business Machines Corporation and Subsidiary Companies112

Goodwill
The changes in the goodwill balances by reportable segment, for the years ended December 31, 2017 and 2016, are as follows:

($ in millions)

Segment

Cognitive Solutions

Global Business Services

Technology Services & Cloud Platforms

Systems

Total

* Primarily driven by foreign currency translation.

($ in millions)

Segment

Cognitive Solutions

Global Business Services

Technology Services & Cloud Platforms

Systems

Total

* Primarily driven by foreign currency translation.

Balance
January 1,
2017

$19,484

4,607

10,258

1,850

$36,199

Balance
January 1,
2016

$15,621

4,396

10,156

1,848

Goodwill
Additions

Purchase Price
Adjustments

Divestitures

Foreign
Currency
Translation
and Other
Adjustments*

Balance
December
31, 2017

$ 3

—

$16

$(38)

$(20)

$235

$19,665

(2)

—

204

179

4,813

10,447

1,862

$(38)

$(20)

$631

$36,788

Goodwill
Additions

Purchase Price
Adjustments

$3,821

303

119

—

Foreign
Currency
Translation
and Other
Adjustments*

$ 48

(95)

(1)

Balance
December
31, 2016

$19,484

4,607

10,258

1,850

Divestitures

$(12)

(1)

(5)

—

$(18)

$(42 )

$36,199

$ 5

(12)

(4)

$ (7)

$32,021

$4,244

There were no goodwill impairment losses recorded during 2017
or 2016 and the company has no accumulated impairment losses.

NOTE J. BORROWINGS
Short-Term Debt

Purchase price adjustments recorded in 2017 and 2016 were
related to acquisitions that were completed on or prior to
September 30, 2017 or September 30, 2016, respectively,
and were still subject to the measurement period that ends
at the earlier of 12 months from the acquisition date or when
information becomes available. Net purchase price adjustments
of $38 million were recorded during 2017, with the primary
drivers being deferred tax assets, other taxes payable and other
current liabilities associated with the Truven Health Analytics,
Inc. and The Weather Company acquisitions. Net purchase price
adjustments of $7 million were recorded during 2016, with the
primary drivers being deferred tax assets, accounts receivable,
deferred income, inventory and other current liabilities.

($ in millions)

At December 31:

Commercial paper

Short-term loans

Long-term debt — current maturities

Total

2017

2016

$1,496

$ 899

276

5,214

375

6,239

$6,987

$7,513

The weighted-average interest rate for commercial paper at
December 31, 2017 and 2016 was 1.5 percent and 0.7 percent,
respectively. The weighted-average interest rates for short-term
loans were 8.8 percent and 9.5 percent at December 31, 2017
and 2016, respectively.

Notes to Consolidated Financial Statements International Business Machines Corporation and Subsidiary Companies
Long-Term Debt
Pre-Swap Borrowing

($ in millions)

At December 31:

U.S. dollar debt (average interest rate at December 31, 2017):*

4.0%

3.5%

2.7%

1.9%

2.2%

2.4%

3.3%

3.6%

7.0%

3.5%

4.7%

6.5%

5.9%

8.0%

5.6%

4.0%

7.0%

4.7%

7.1%

Other currencies (average interest rate at December 31, 2017, in parentheses):*

Euros (1.5%)

Pound sterling (2.7%)

Japanese yen (0.3%)

Canadian (2.2%)

Other (5.4%)

Less: net unamortized discount

Less: net unamortized debt issuance costs

Add: fair value adjustment**

Less: current maturities

Total

113

Maturities

2017

2016

2017

2018

2019

2020

2021

2022

2023

2024

2025

2026

2027

2028

2032

2038

2039

2042

2045

2046

2096

$ —

$ 5,104

4,640

5,540

3,416

4,129

3,481

1,547

2,000

600

1,350

969

313

600

745

4,724

4,132

2,054

2,887

1,901

1,500

2,000

600

1,350

469

313

600

745

1,107

650

316

650

316

31,515

30,563

2019–2029

2020–2022

2022–2026

2017

2018–2020

10,502

1,420

1,291

—

717

7,122

1,296

1,576

373

215

45,445

41,145

826

526

45,052

5,214

839

669

40,893

6,239

$39,837

$34,655

* Includes notes, debentures, bank loans, secured borrowings and capital lease obligations.

** The portion of the company’s fixed-rate debt obligations that is hedged is reflected in the Consolidated Statement of Financial Position as an amount

equal to the sum of the debt’s carrying value and a fair value adjustment representing changes in the fair value of the hedged debt obligations
attributable to movements in benchmark interest rates.

There are no debt securities issued and outstanding by IBM International Group Capital LLC, which is an indirect, 100 percent owned finance
subsidiary of International Business Machines Corporation, the parent. Any debt securities issued by IBM International Group Capital LLC, would be
fully and unconditionally guaranteed by the parent.

Notes to Consolidated Financial Statements International Business Machines Corporation and Subsidiary Companies
114

During the third quarter of 2017, IBM Credit LLC (IBM Credit), a
wholly owned subsidiary of the company, filed a shelf registration
statement with the Securities and Exchange Commission (SEC)
allowing it to offer for sale public debt securities. IBM Credit
issued fixed- and floating-rate debt securities in September
2017 in the aggregate amount of $3.0 billion with maturity dates
ranging from 2019 to 2022. The debt is included in the long-term
debt table on page 113.

The company’s indenture governing its debt securities and its
various credit facilities each contain significant covenants which
obligate the company to promptly pay principal and interest,
limit the aggregate amount of secured indebtedness and sale
and leaseback transactions to 10 percent of the company’s

consolidated net tangible assets, and restrict the company’s
ability to merge or consolidate unless certain conditions are met.
The credit facilities also include a covenant on the company’s
consolidated net interest expense ratio, which cannot be less
than 2.20 to 1.0, as well as a cross default provision with respect
to other defaulted indebtedness of at least $500 million.

The company is in compliance with all of its significant debt
covenants and provides periodic certifications to its lenders.
The failure to comply with its debt covenants could constitute an
event of default with respect to the debt to which such provisions
apply. If certain events of default were to occur, the principal and
interest on the debt to which such event of default applied would
become immediately due and payable.

Post-Swap Borrowing (Long-Term Debt, Including Current Portion)

($ in millions)

For the year ended December 31:

Amount

Average Rate

Amount

Average Rate

2017

2016

Fixed-rate debt

Floating-rate debt*

Total

$29,007

16,044

$45,052

2.73%

2.10%

$27,414

13,480

$40,893

3.18%

1.59%

* Includes $9,138 million in 2017 and $7,338 million in 2016 of notional interest rate swaps that effectively convert fixed-rate long-term debt into

floating-rate debt. See note D, “Financial Instruments,” on pages 102 to 107.

Pre-swap annual contractual maturities of long-term debt
outstanding at December 31, 2017, are as follows:

($ in millions)

2018

2019

2020

2021

2022

2023 and beyond

Total

Interest on Debt

($ in millions)

Total

$ 5,217

7,128

6,242

5,196

4,288

17,374

$45,445

For the year ended December 31:

2017

2016

2015

Cost of financing

Interest expense

Interest capitalized

Total interest paid
and accrued

$ 658

$ 576

$ 540

615

630

468

$1,278

$1,208

$1,008

Refer to the related discussion on page 144 in note T, “Segment
Information,” for total interest expense of the Global Financing
segment. See note D, “Financial Instruments,” on pages 102 to
107 for a discussion of the use of foreign currency denominated
debt designated as a hedge of net investment, as well as a
discussion of the use of currency and interest rate swaps in the
company’s debt risk management program.

Lines of Credit
In 2016, the company increased the size of its five-year Credit
Agreement (the “Credit Agreement”) to $10.25 billion and
extended the term by one year to November 10, 2021. The
total expense recorded by the company related to this Credit
Agreement was $6.1 million in 2017, $5.5 million in 2016 and
$5.3 million in 2015. The Credit Agreement permits the company
and its Subsidiary Borrowers to borrow up to $10.25 billion on a
revolving basis. Borrowings of the Subsidiary Borrowers will be
unconditionally backed by the company. The company may also,
upon the agreement of either existing lenders, or of the additional
banks not currently party to the Credit Agreement, increase the
commitments under the Credit Agreement up to an additional
$1.75 billion. Subject to certain terms of the Credit Agreement,
the company and Subsidiary Borrowers may borrow, prepay and
reborrow amounts under the Credit Agreement at any time during
the Credit Agreement term. Interest rates on borrowings under
the Credit Agreement will be based on prevailing market interest
rates, as further described in the Credit Agreement. The Credit
Agreement contains customary representations and warranties,
covenants, events of default, and indemnification provisions.
The company believes that circumstances that might give rise
to breach of these covenants or an event of default, as specified
in the Credit Agreement, are remote.

The company also has other committed lines of credit in some
of the geographies which are not significant in the aggregate.
Interest rates and other terms of borrowing under these lines of
credit vary from country to country, depending on local market
conditions.

Notes to Consolidated Financial Statements International Business Machines Corporation and Subsidiary Companies115

On July 20, 2017, the company and IBM Credit, (the Borrowers),
entered into a $2.5 billion 364-Day Credit Agreement, and a $2.5
billion Three-Year Credit Agreement (the New Credit Agreements,
and together with the Credit Agreement, the Credit Facilities).
IBM also entered into the Third Amendment to its Credit
Agreement. The total expense recorded by the company related
to the New Credit Agreements was $2.8 million in 2017. The
New Credit Agreements permit the Borrowers to borrow up to
an aggregate of $5 billion on a revolving basis. Neither Borrower
is a guarantor or co-obligor of the other Borrower under the New
Credit Agreements. Subject to certain conditions stated in the
New Credit Agreements, the Borrowers may borrow, prepay
and re-borrow amounts under the New Credit Agreements at
any time during the term of the New Credit Agreements. Funds
borrowed may be used for the general corporate purposes of the
Borrowers. Interest rates on borrowings under the New Credit
Agreements will be based on prevailing market interest rates, as
further described in the New Credit Agreements. The New Credit
Agreements contain customary representations and warranties,
covenants, events of default, and indemnification provisions. The
Amendment to the Credit Agreement adds and restates various
provisions in order to provide the company with the opportunity
in 2018 to request that the lenders extend the termination date
of the Credit Agreement to July 20, 2023.

As of December 31, 2017, there were no borrowings by the
company, or its subsidiaries, under the Credit Facilities.

NOTE K. OTHER LIABILITIES

($ in millions)

At December 31:

Income tax reserves

Excess 401(k) Plus Plan

Disability benefits

Derivative liabilities

Workforce reductions

Deferred taxes

Other taxes payable

Environmental accruals

Warranty accruals

Asset retirement obligations

Acquisition related

Divestiture related*

Other

Total

2017

2016

$4,193

$2,621

1,583

1,494

504

804

545

948

262

115

253

577

538

782

424

262

142

111

270

613

$9,965

$7,477

* Primarily related to the divestiture of the Microelectronics business.

In response to changing business needs, the company
periodically takes workforce reduction actions to improve
productivity, cost competitiveness and to rebalance skills. The
noncurrent contractually obligated future payments associated
with these activities are reflected in the workforce reductions
caption in the previous table. This also includes certain special
restructuring-related actions prior to 2006. The noncurrent
liabilities are workforce accruals related to terminated
employees who are no longer working for the company who
were granted annual payments to supplement their incomes in
certain countries. Depending on the individual country’s legal
requirements, these required payments will continue until the
former employee begins receiving pension benefits or passes
away. Current liabilities are included in other accrued expenses
and liabilities in the Consolidated Statement of Financial Position
and were immaterial at December 31, 2017.

The company employs extensive internal environmental
protection programs that primarily are preventive in nature. The
company also participates in environmental assessments and
cleanups at a number of locations, including operating facilities,
previously owned facilities and Superfund sites. The company’s
maximum exposure for all environmental liabilities cannot be
estimated and no amounts have been recorded for non-ARO
environmental liabilities that are not probable or estimable. The
total amounts accrued for non-ARO environmental liabilities,
including amounts classified as current in the Consolidated
Statement of Financial Position, that do not reflect actual
or anticipated insurance recoveries, were $267 million and
$272 million at December 31, 2017 and 2016, respectively.
Estimated environmental costs are not expected to materially
affect the consolidated financial position or consolidated results
of the company’s operations in future periods. However, estimates
of future costs are subject to change due to protracted cleanup
periods and changing environmental remediation regulations.

As of December 31, 2017, the company was unable to estimate
the range of settlement dates and the related probabilities for
certain asbestos remediation AROs. These conditional AROs are
primarily related to the encapsulated structural fireproofing that
is not subject to abatement unless the buildings are demolished
and non-encapsulated asbestos that the company would
remediate only if it performed major renovations of certain
existing buildings. Because these conditional obligations have
indeterminate settlement dates, the company could not develop
a reasonable estimate of their fair values. The company will
continue to assess its ability to estimate fair values at each
future reporting date. The related liability will be recognized once
sufficient additional information becomes available. The total
amounts accrued for ARO liabilities, including amounts classified
as current in the Consolidated Statement of Financial Position
were $152 million and $173 million at December 31, 2017 and
2016, respectively.

Notes to Consolidated Financial Statements International Business Machines Corporation and Subsidiary Companies116

NOTE L. EQUITY ACTIVITY
The authorized capital stock of IBM consists of 4,687,500,000
shares of common stock with a $.20 per share par value, of which
922,179,225 shares were outstanding at December 31, 2017 and
150,000,000 shares of preferred stock with a $.01 per share par
value, none of which were outstanding at December 31, 2017.

Stock Repurchases
The Board of Directors authorizes the company to repurchase IBM
common stock. The company repurchased 27,237,179 common
shares at a cost of $4,323 million, 23,283,400 common shares at
a cost of $3,455 million and 30,338,647 common shares at a cost
of $4,701 million in 2017, 2016 and 2015, respectively. These
amounts reflect transactions executed through December 31 of
each year. Actual cash disbursements for repurchased shares
may differ due to varying settlement dates for these transactions.
At December 31, 2017, $3,786 million of Board common stock
repurchase authorization was available. The company plans to
purchase shares on the open market or in private transactions
from time to time, depending on market conditions.

Other Stock Transactions
The company issued the following shares of common stock as
part of its stock-based compensation plans and employees
stock purchase plan: 4,311,998 shares in 2017, 3,893,366
shares in 2016, and 6,013,875 shares in 2015. The company
issued 463,083 treasury shares in 2017, 383,077 treasury
shares in 2016 and 1,155,558 treasury shares in 2015, as a
result of restricted stock unit releases and exercises of stock
options by employees of certain acquired businesses and by
non-U.S. employees. Also, as part of the company’s stock-based
compensation plans, 1,226,080 common shares at a cost of $193
million, 854,365 common shares at a cost of $126 million, and
1,625,820 common shares at a cost of $248 million in 2017,
2016 and 2015, respectively, were remitted by employees to the
company in order to satisfy minimum statutory tax withholding
requirements. These amounts are included in the treasury stock
balance in the Consolidated Statement of Financial Position and
the Consolidated Statement of Changes in Equity.

Reclassifications and Taxes Related to Items of Other Comprehensive Income

($ in millions)

For the year ended December 31, 2017:

Other comprehensive income/(loss)

Foreign currency translation adjustments

Net changes related to available-for-sale securities

Before Tax
Amount

Tax (Expense)/
Benefit

Net of Tax
Amount

$ 152

$ 617

$ 769

Unrealized gains/(losses) arising during the period

$ 1

$ (1)

$ 0

Reclassification of (gains)/losses to other (income) and expense

Total net changes related to available-for-sale securities

$ 2

$ (1)

$ 1

Unrealized gains/(losses) on cash flow hedges

Unrealized gains/(losses) arising during the period

$ (58)

$ 0

$ (58)

Reclassification of (gains)/losses to:

Cost of sales

Cost of services

SG&A expense

Other (income) and expense

Interest expense

(3)

(70)

(11)

(324)

124

(17)

(3)

(43)

(9)

(199)

Total unrealized gains/(losses) on cash flow hedges

$ (421)

$ 137

$ (284)

Retirement-related benefit plans (1)

Prior service costs/(credits)

Net (losses)/gains arising during the period

Curtailments and settlements

Amortization of prior service (credits)/costs

Amortization of net (gains)/losses

Total retirement-related benefit plans

Other comprehensive income/(loss)

$ 0

682

(88)

2,889

$3,502

$3,235

(201)

(5)

(1,006)

$(1,182)

$ (429)

481

(58)

1,883

$2,320

$2,806

(1) These AOCI components are included in the computation of net periodic pension cost. (See note S, “Retirement-Related Benefits,” for

additional information.)

Notes to Consolidated Financial Statements International Business Machines Corporation and Subsidiary Companies117

($ in millions)

For the year ended December 31, 2016:

Other comprehensive income/(loss)

Foreign currency translation adjustments

Net changes related to available-for-sale securities

Unrealized gains/(losses) arising during the period

Reclassification of (gains)/losses to other (income) and expense

Total net changes related to available-for-sale securities

Unrealized gains/(losses) on cash flow hedges

Before Tax
Amount

Tax (Expense)/
Benefit

Net of Tax
Amount

$ (20)

$(120)

$ (140)

$ (38)

$ (3)

$ 14

(13)

$ 1

$ (23)

$ (2)

Unrealized gains/(losses) arising during the period

$ 243

$ (80)

$ 163

Reclassification of (gains)/losses to:

Cost of sales*

Cost of services*

SG&A expense

Other (income) and expense

Interest expense

(4)

(5)

(3)

(2)

(26)

(9)

(7)

Total unrealized gains/(losses) on cash flow hedges

$ 345

$(126)

$ 219

Retirement-related benefit plans (1)

Net (losses)/gains arising during the period

Curtailments and settlements

Amortization of prior service (credits)/costs

Amortization of net (gains)/losses

Total retirement-related benefit plans

Other comprehensive income/(loss)

* Reclassified to conform to 2017 presentation.

$(2,490)

$ 924

$(1,566)

(16)

(107)

2,764

$ 150

$ 472

(976)

$ (19)

$(263)

(15)

(74)

1,788

$ 132

$ 209

(1) These AOCI components are included in the computation of net periodic pension cost. (See note S, “Retirement-Related Benefits,” for

additional information.)

Notes to Consolidated Financial Statements International Business Machines Corporation and Subsidiary Companies118

($ in millions)

For the year ended December 31, 2015:

Other comprehensive income/(loss)

Foreign currency translation adjustments

Net changes related to available-for-sale securities

Before Tax
Amount

Tax (Expense)/
Benefit

Net of Tax
Amount

$(1,379)

$ (342)

$(1,721)

Unrealized gains/(losses) arising during the period

$ (54)

$ 21

$ (33)

Reclassification of (gains)/losses to other (income) and expense

(33)

Total net changes related to available-for-sale securities

$ 32

$ (12)

$ 20

Unrealized gains/(losses) on cash flow hedges

Unrealized gains/(losses) arising during the period

$ 618

$ (218)

$ 399

Reclassification of (gains)/losses to:

Cost of sales*

Cost of services*

SG&A expense

Other (income) and expense

Interest expense

(192)

(149)

(731)

(2)

281

(133)

(2)

(105)

(451)

Total unrealized gains/(losses) on cash flow hedges

$ (454)

$ 162

$ (292)

Retirement-related benefit plans (1)

Prior service costs/(credits)

Net (losses)/gains arising during the period

Curtailments and settlements

Amortization of prior service (credits)/costs

Amortization of net (gains)/losses

Total retirement-related benefit plans

Other comprehensive income/(loss)

* Reclassified to conform to 2017 presentation.

$ 6

(2,963)

(100)

3,304

$ 279

$(1,523)

$ (2)

$ 4

1,039

(1,925)

(9)

(1,080)

$ (17)

$ (208)

(65)

2,223

$ 262

$(1,731)

(1) These AOCI components are included in the computation of net periodic pension cost. (See note S, “Retirement-Related Benefits,” for

additional information.)

Accumulated Other Comprehensive Income/(Loss) (net of tax)

($ in millions)

December 31, 2014

Other comprehensive income before reclassifications

Amount reclassified from accumulated other

comprehensive income

Total change for the period

December 31, 2015

Other comprehensive income before reclassifications

Amount reclassified from accumulated other

comprehensive income

Total change for the period

December 31, 2016

Other comprehensive income before reclassifications

Amount reclassified from accumulated other

comprehensive income

Total change for the period

December 31, 2017

Net Unrealized
Gains/(Losses
)
on Cash Flow
Hedges

Foreign
Currency
Translation
Adjustments*

Net Change
Retirement-
Related
Benefit Plans

Net Unrealized
Gains/(Losses
)
on Available-
For-Sale
Securities

Accumulated
Other
Comprehensive
Income/(Loss)

$ 392

399

$(1,742)

$(26,509)

(1,721)

(1,897)

$(15)

(33)

$(27,875)

(3,252)

(691)

(292)

100

163

219

319

(58)

(226)

(284)

(1,721)

(3,463)

(140)

(3,603)

769

2,158

262

(26,248)

(1,581)

1,714

132

(26,116)

495

1,825

2,320

(23)

(2)

1,520

(1,731)

(29,607)

(1,581)

1,791

209

(29,398)

1,206

1,599

2,806

$ 35

$(2,834)

$(23,796)

$ 3

$(26,592)

* Foreign currency translation adjustments are presented gross except for any associated hedges which are presented net of tax.

Notes to Consolidated Financial Statements International Business Machines Corporation and Subsidiary Companies

119

NOTE M. CONTINGENCIES AND COMMITMENTS
Contingencies
As a company with a substantial employee population and with
clients in more than 175 countries, IBM is involved, either as
plaintiff or defendant, in a variety of ongoing claims, demands,
suits, investigations, tax matters and proceedings that arise
from time to time in the ordinary course of its business. The
company is a leader in the information technology industry
and, as such, has been and will continue to be subject to claims
challenging its IP rights and associated products and offerings,
including claims of copyright and patent infringement and
violations of trade secrets and other IP rights. In addition, the
company enforces its own IP against infringement, through
license negotiations, lawsuits or otherwise. Also, as is typical
for companies of IBM’s scope and scale, the company is party to
actions and proceedings in various jurisdictions involving a wide
range of labor and employment issues (including matters related
to contested employment decisions, country-specific labor and
employment laws, and the company’s pension, retirement and
other benefit plans), as well as actions with respect to contracts,
product liability, securities, foreign operations, competition law
and environmental matters. These actions may be commenced
by a number of different parties, including competitors, clients,
current or former employees, government and regulatory
agencies, stockholders and representatives of the locations in
which the company does business. Some of the actions to which
the company is party may involve particularly complex technical
issues, and some actions may raise novel questions under the
laws of the various jurisdictions in which these matters arise.

The company records a provision with respect to a claim, suit,
investigation or proceeding when it is probable that a liability
has been incurred and the amount of the loss can be reasonably
estimated. Any recorded liabilities, including any changes to such
liabilities for the years ended December 31, 2017, 2016 and 2015
were not material to the Consolidated Financial Statements.

In accordance with the relevant accounting guidance, the
company provides disclosures of matters for which the likelihood
of material loss is at least reasonably possible. In addition, the
company also discloses matters based on its consideration of
other matters and qualitative factors, including the experience
of other companies in the industry, and investor, customer and
employee relations considerations.

With respect to certain of the claims, suits, investigations and
proceedings discussed herein, the company believes at this
time that the likelihood of any material loss is remote, given, for
example, the procedural status, court rulings, and/or the strength
of the company’s defenses in those matters. With respect to
the remaining claims, suits, investigations and proceedings
discussed in this note, except as specifically discussed herein,
the company is unable to provide estimates of reasonably
possible losses or range of losses, including losses in excess
of amounts accrued, if any, for the following reasons. Claims,
suits, investigations and proceedings are inherently uncertain,
and it is not possible to predict the ultimate outcome of these
matters. It is the company’s experience that damage amounts
claimed in litigation against it are unreliable and unrelated to
possible outcomes, and as such are not meaningful indicators

of the company’s potential liability. Further, the company is
unable to provide such an estimate due to a number of other
factors with respect to these claims, suits, investigations and
proceedings, including considerations of the procedural status
of the matter in question, the presence of complex or novel
legal theories, and/or the ongoing discovery and development
of information important to the matters. The company reviews
claims, suits, investigations and proceedings at least quarterly,
and decisions are made with respect to recording or adjusting
provisions and disclosing reasonably possible losses or range
of losses (individually or in the aggregate), to reflect the impact
and status of settlement discussions, discovery, procedural and
substantive rulings, reviews by counsel and other information
pertinent to a particular matter.

Whether any losses, damages or remedies finally determined
in any claim, suit, investigation or proceeding could reasonably
have a material effect on the company’s business, financial
condition, results of operations or cash flows will depend on a
number of variables, including: the timing and amount of such
losses or damages; the structure and type of any such remedies;
the significance of the impact any such losses, damages or
remedies may have in the Consolidated Financial Statements;
and the unique facts and circumstances of the particular matter
that may give rise to additional factors. While the company
will continue to defend itself vigorously, it is possible that the
company’s business, financial condition, results of operations
or cash flows could be affected in any particular period by the
resolution of one or more of these matters.

The following is a summary of the more significant legal matters
involving the company.

The company is a defendant in an action filed on March 6, 2003 in
state court in Salt Lake City, Utah by the SCO Group (SCO v. IBM).
The company removed the case to Federal Court in Utah. Plaintiff
is an alleged successor in interest to some of AT&T’s UNIX IP
rights, and alleges copyright infringement, unfair competition,
interference with contract and breach of contract with regard to
the company’s distribution of AIX and Dynix and contribution of
code to Linux and the company has asserted counterclaims. On
September 14, 2007, plaintiff filed for bankruptcy protection,
and all proceedings in this case were stayed. The court in another
suit, the SCO Group, Inc. v. Novell, Inc., held a trial in March 2010.
The jury found that Novell is the owner of UNIX and UnixWare
copyrights; the judge subsequently ruled that SCO is obligated
to recognize Novell’s waiver of SCO’s claims against IBM and
Sequent for breach of UNIX license agreements. On August 30,
2011, the Tenth Circuit Court of Appeals affirmed the district
court’s ruling and denied SCO’s appeal of this matter. In June
2013, the Federal Court in Utah granted SCO’s motion to reopen
the SCO v. IBM case. In February 2016, the Federal Court ruled in
favor of IBM on all of SCO’s remaining claims, and SCO appealed.
On October 30, 2017, the Tenth Circuit Court of Appeals affirmed
the dismissal of all but one of SCO’s remaining claims, which was
remanded to the Federal Court in Utah.

Notes to Consolidated Financial Statements International Business Machines Corporation and Subsidiary Companies120

On May 13, 2010, IBM and the State of Indiana (acting on behalf
of the Indiana Family and Social Services Administration) sued
one another in a dispute over a 2006 contract regarding the
modernization of social service program processing in Indiana.
After six weeks of trial, on July 18, 2012, the Indiana Superior
Court in Marion County rejected the State’s claims in their
entirety and awarded IBM $52 million plus interest and costs.
On February 13, 2014, the Indiana Court of Appeals reversed
portions of the trial judge’s findings, found IBM in material breach,
and ordered the case remanded to the trial judge to determine
the State’s damages, if any. The Indiana Court of Appeals also
affirmed approximately $50 million of the trial court’s award
of damages to IBM. On March 22, 2016, the Indiana Supreme
Court affirmed the outcome of the Indiana Court of Appeals and
remanded the case to the Indiana Superior Court. On August 7,
2017, the Indiana Superior Court awarded the State $128 million,
which it then offset against IBM’s previously affirmed award of
$50 million, resulting in a $78 million award to the State, plus
interest. IBM appealed to the Indiana Court of Appeals and the
matter remains pending.

On March 9, 2017, the Commonwealth of Pennsylvania’s
Department of Labor and Industry sued IBM in Pennsylvania
state court regarding a 2006 contract for the development of
a custom software system to manage the Commonwealth’s
unemployment insurance benefits programs. The matter is
pending in a Pennsylvania court.

On October 29, 2013, Bridgestone Americas, Inc. (Bridgestone)
sued IBM regarding a 2009 contract for the implementation of
an SAP-based, enterprise-wide order management system. IBM
counterclaimed against Bridgestone and its parent, Bridgestone
Corp. The case is pending in the Middle District of Tennessee.

On April 16, 2014, Iusacell SA de C.V. (Iusacell) sued IBM,
claiming that IBM made fraudulent misrepresentations that
induced Iusacell to enter into an agreement with IBM Mexico.
Iusacell claimed damages for lost profits. Iusacell’s complaint
related to a contractual dispute in Mexico, which was the subject
of a pending arbitration proceeding in Mexico initiated by IBM
Mexico against Iusacell for breach of the underlying agreement.
On August 31, 2017, the parties entered into an agreement
releasing all claims against each other, resolving both the lawsuit
and the arbitration proceeding.

IBM UK initiated legal proceedings in May 2010 before the
High Court in London against the IBM UK Pensions Trust (the
UK Trust) and two representative beneficiaries of the UK Trust
membership. IBM UK sought a declaration that it acted lawfully
both in notifying the Trustee of the UK Trust that it was closing its
UK defined benefit plans to future accruals for most participants
and in implementing the company’s new retirement policy. In
April 2014, the High Court acknowledged that the changes made
to its UK defined benefit plans were within IBM’s discretion,
but ruled that IBM breached its implied duty of good faith both
in implementing these changes and in the manner in which it
consulted with employees. Proceedings to determine remedies
were held in July 2014, and in February 2015 the High Court held
that for IBM to make changes to accruals under the plan would
require a new consultation of the participants, but other changes

(including to early retirement policy) would not require such
consultation. IBM UK appealed both the breach and remedies
judgments. In August 2017, the Appeal Court reversed the High
Court, holding that IBM UK was not in breach of its implied duties
of good faith and that the changes made to the plans were lawful.
The time to appeal has expired and the Appeal Court judgment
is final. In addition, IBM UK is a defendant in approximately 290
individual actions brought since early 2010 by participants of the
defined benefits plans who left IBM UK. These actions, which
allege constructive dismissal and age discrimination, are pending
before the Employment Tribunal in Southampton UK.

In early 2012, IBM notified the SEC of an investigation by the
Polish Central Anti-Corruption Bureau involving allegations of
illegal activity by a former IBM Poland employee in connection
with sales to the Polish government. IBM cooperated with the SEC
and Polish authorities in this matter. In April 2013, IBM learned
that the U.S. Department of Justice (DOJ) was also investigating
allegations related to the Poland matter, as well as allegations
relating to transactions in Argentina, Bangladesh and Ukraine.
The DOJ was seeking information regarding the company’s
global Foreign Corrupt Practices Act of 1977 (FCPA) compliance
program and its public sector business. The company cooperated
with the DOJ in this matter. In June 2017, the DOJ and the SEC
each informed IBM that based on the information to date, they
closed their respective investigations into these matters without
pursuing any enforcement action against the company.

In May 2015, a putative class action was commenced in the
United States District Court for the Southern District of New York
related to the company’s October 2014 announcement that it
was divesting its global commercial semiconductor technology
business, alleging violations of the Employee Retirement
Income Security Act (“ERISA”). Management’s Retirement
Plans Committee and three current or former IBM executives are
named as defendants. On September 29, 2017, the Court granted
the defendants’ motion to dismiss the first amended complaint.
Plaintiffs have filed a notice of appeal to the Second Circuit Court
of Appeals and the matter remains pending.

In August 2015, IBM learned that the SEC is conducting an
investigation relating to revenue recognition with respect to the
accounting treatment of certain transactions in the U.S., UK and
Ireland. The company is cooperating with the SEC in this matter.

The company is party to, or otherwise involved in, proceedings
brought by U.S. federal or state environmental agencies under
the Comprehensive Environmental Response, Compensation
and Liability Act (CERCLA), known as “Superfund,” or laws
similar to CERCLA. Such statutes require potentially responsible
parties to participate in remediation activities regardless of
fault or ownership of sites. The company is also conducting
environmental investigations, assessments or remediations at or
in the vicinity of several current or former operating sites globally
pursuant to permits, administrative orders or agreements with
country, state or local environmental agencies, and is involved
in lawsuits and claims concerning certain current or former
operating sites.

Notes to Consolidated Financial Statements International Business Machines Corporation and Subsidiary Companies121

NOTE N. TAXES

($ in millions)

For the year ended December 31:

2017

2016

2015

Income from continuing
operations before
income taxes

U.S. operations

$ 560

$ 3,650

$ 5,915

Non-U.S. operations

10,840

8,680

10,030

Total income from

continuing operations
before income taxes

$11,400

$12,330

$15,945

The income from continuing operations provision for income
taxes by geographic operations is as follows:

($ in millions)

For the year ended December 31:

2017

2016

2015

U.S. operations

Non-U.S. operations

$2,923

2,719

$ 38

$ 849

411

1,732

Total continuing operations

provision for income taxes

$5,642

$449

$2,581

The components of the income from continuing operations
provision for income taxes by taxing jurisdiction are as follows:

($ in millions)

For the year ended December 31:

2017

2016

2015

U.S. federal

Current

Deferred

U.S. state and local

Current

Deferred

Non-U.S.

Current

Deferred

$2,388

$ 186

$ (321)

(746)

553

$2,465

$ (560)

$ 232

$ 55

$ 244

$ 128

(44)

116

$ 83

$ 200

$ 244

$3,891

$ 988

$2,101

(797)

(179)

$3,094

$ 809

$2,105

Total continuing operations

provision for income taxes

$5,642

$ 449

$2,581

Discontinued operations

provision for income taxes

(3)

(2)

(117)

Provision for social security,
real estate, personal
property and other taxes

Total taxes included

in net income

3,434

3,417

3,497

$9,073

$3,864

$5,961

The company is also subject to ongoing tax examinations and
governmental assessments in various jurisdictions. Along with
many other U.S. companies doing business in Brazil, the company
is involved in various challenges with Brazilian tax authorities
regarding non-income tax assessments and non-income tax
litigation matters. The total potential amount related to all these
matters for all applicable years is approximately $1.0 billion. The
company believes it will prevail on these matters and that this
amount is not a meaningful indicator of liability.

Commitments
The company’s extended lines of credit to third-party entities
include unused amounts of $8,111 million and $6,542 million at
December 31, 2017 and 2016, respectively. A portion of these
amounts was available to the company’s business partners to
support their working capital needs. In addition, the company
has committed to provide future financing to its clients in
connection with client purchase agreements for approximately
$3,569 million and $2,463 million at December 31, 2017 and
2016, respectively.

The company has applied the guidance requiring a guarantor
to disclose certain types of guarantees, even if the likelihood of
requiring the guarantor’s performance is remote. The following
is a description of arrangements in which the company is the
guarantor.

The company is a party to a variety of agreements pursuant
to which it may be obligated to indemnify the other party with
respect to certain matters. Typically, these obligations arise in
the context of contracts entered into by the company, under
which the company customarily agrees to hold the other party
harmless against losses arising from a breach of representations
and covenants related to such matters as title to assets sold,
certain IP rights, specified environmental matters, third-party
performance of nonfinancial contractual obligations and certain
income taxes. In each of these circumstances, payment by
the company is conditioned on the other party making a claim
pursuant to the procedures specified in the particular contract,
the procedures of which typically allow the company to challenge
the other party’s claims. While typically indemnification
provisions do not include a contractual maximum on the
company’s payment, the company’s obligations under these
agreements may be limited in terms of time and/or nature of
claim, and in some instances, the company may have recourse
against third parties for certain payments made by the company.

It is not possible to predict the maximum potential amount of
future payments under these or similar agreements due to the
conditional nature of the company’s obligations and the unique
facts and circumstances involved in each particular agreement.
Historically, payments made by the company under these
agreements have not had a material effect on the company’s
business, financial condition or results of operations.

In addition, the company guarantees certain loans and financial
commitments. The maximum potential future payment under
these financial guarantees was $19 million and $34 million at
December 31, 2017 and 2016, respectively. The fair value of the
guarantees recognized in the Consolidated Statement of Financial
Position was immaterial.

Notes to Consolidated Financial Statements International Business Machines Corporation and Subsidiary Companies122

A reconciliation of the statutory U.S. federal tax rate to the
company’s effective tax rate from continuing operations is
as follows:

For the year ended December 31:

2017

2016

2015

Statutory rate

35%

U.S. Tax Cuts and Jobs Act

Foreign tax differential

Intra-entity transfers

Domestic incentives

State and local

Japan resolution

Other

Effective rate

(26)

(5)

(2)

—

(2)

49%

—

(21)

—

(1)

(10)

—

(17)

—

(2)

—

(1)

16%

Percentages rounded for disclosure purposes.

The significant components reflected within the tax rate
reconciliation labeled “Foreign tax differential” include the
effects of foreign subsidiaries’ earnings taxed at rates other than
the U.S. statutory rate, foreign export incentives, the U.S. tax
impacts of non-U.S. earnings repatriation and any net impacts
of intercompany transactions. These items also reflect audit
settlements, excluding the 2016 Japan resolution, or changes
in the amount of unrecognized tax benefits associated with each
of these items.

On December 22, 2017, the U.S. Tax Cuts and Jobs Act was
enacted. U.S. tax reform introduced many changes, including
lowering the U.S. corporate tax rate to 21 percent, changes in
incentives, provisions to prevent U.S. base erosion and significant
changes in the taxation of international income, including
provisions which allow for the repatriation of foreign earnings
without U.S. tax. The enactment of U.S. tax reform resulted in a
provisional charge of $5,475 million to tax expense in the fourth-
quarter and year-ended December 31, 2017. This charge was the
result of the one-time U.S. transition tax and any foreign tax costs
on undistributed foreign earnings, as well as the remeasurement
of deferred tax balances to the new U.S. Federal tax rate.

The net charge related to U.S. tax reform is based on the
company’s estimates as of December 31, 2017. All components
of the provisional charge of $5,475 million are based on the
company’s estimates as of December 31, 2017. Specifically, the
transition tax, any foreign tax costs as well as the remeasurement
of deferred tax balances are provisional and have been calculated
based on existing tax law and the best information available as
of the date of estimate. The final impact of U.S. tax reform may
differ, possibly materially, due to factors such as changes in
interpretations and assumptions that the company has made
in its assessment, conclusion of the effects of the “Global

Intangible Low-Taxed Income” provisions, further refinement
of the company’s calculations, additional guidance that may be
issued by the U.S. government, among other items. As these
various factors are finalized, any change will be recorded as an
adjustment to the provision for, or benefit from, income taxes in
the period the amounts are determined, not to exceed 12 months
from the date of U.S. tax reform enactment.

In late January 2018, the U.S. Treasury and Internal Revenue
Service issued guidelines, which are expected to result in an
additional charge in the first quarter of 2018, estimated at
approximately $110 million.

The 2017 continuing operations effective tax rate increased
45.8 points from 2016 driven by: the tax charge related to the
impact of U.S. tax reform described above (48.0 points), the
favorable resolution of the longstanding tax matter in Japan
in 2016 (9.5 points) and an increase in the year-to-year tax
charges related to intercompany payments (1.5 points). These
impacts were partially offset by an increased benefit year to
year in the utilization of foreign tax credits (5.4 points), a tax
benefit related to an intra-entity asset transfer in the first
quarter of 2017 (5.1 points), a benefit due to the tax write down
of an intercompany investment in the fourth quarter of 2017
(1.7 points), and a benefit due to the geographic mix of pre-tax
earnings (1.0 points).

The effect of tax law changes on deferred tax assets and
liabilities was a benefit of $270 million driven by U.S. tax reform
and was included in the one-time charge.

Deferred Tax Assets

($ in millions)

At December 31:

Retirement benefits

2017

2016

$3,477

$ 4,671

Share-based and other compensation

Domestic tax loss/credit carryforwards

Deferred income

646

718

605

Foreign tax loss/credit carryforwards

1,024

Bad debt, inventory and warranty reserves

Depreciation

Accruals

Intangible assets

Other

Gross deferred tax assets

Less: valuation allowance

Net deferred tax assets

395

293

387

585

1,396

9,526

1,004

1,132

1,676

741

816

473

270

624

—

1,503

11,906

916

$8,522

$10,990

Notes to Consolidated Financial Statements International Business Machines Corporation and Subsidiary Companies123

Deferred Tax Liabilities

($ in millions)

At December 31:

Depreciation

Retirement benefits

Goodwill and intangible assets

Leases

Software development costs

Deferred transition costs

Other

2017

2016

$ 641

$ 856

483

1,226

584

360

254

658

406

1,800

651

672

351

1,455

Gross deferred tax liabilities

$4,206

$6,191

For financial reporting purposes, the company has foreign and
domestic loss carryforwards, the tax effect of which is $507
million, as well as foreign and domestic credit carryforwards
of $1,235 million. Substantially all of these carryforwards are
available for at least two years and the majority are available for
10 years or more.

The valuation allowances as of December 31, 2017, 2016 and
2015 were $1,004 million, $916 million and $740 million,
respectively. The amounts principally apply to certain foreign,
state and local loss carryforwards and credits. In the opinion of
management, it is more likely than not that these assets will not
be realized. However, to the extent that tax benefits related to
these carryforwards are realized in the future, the reduction in
the valuation allowance will reduce income tax expense.

The amount of unrecognized tax benefits at December 31,
2017 increased by $3,291 million in 2017 to $7,031 million.
A reconciliation of the beginning and ending amount of
unrecognized tax benefits is as follows:

($ in millions)

Balance at January 1

$3,740

$ 4,574

$ 5,104

2017

2016

2015

Additions based on tax

positions related to the
current year

Additions for tax positions

of prior years

Reductions for tax positions
of prior years (including
impacts due to a lapse in
statute)

Settlements

3,029

803

560

334

464

569

(367)

(174)

(1,443)

(1,348)

(285)

(215)

Balance at December 31

$7,031

$ 3,740

$ 4,574

The additions to unrecognized tax benefits related to the current
and prior years are primarily attributable to U.S. tax issues, as
well as non-U.S. issues, certain tax incentives and credits and
state issues. The settlements and reductions to unrecognized
tax benefits for tax positions of prior years are primarily
attributable to non-U.S. audits and impacts due to lapses in
statutes of limitation.

The liability at December 31, 2017 of $7,031 million can be
reduced by $967 million of offsetting tax benefits associated with
timing adjustments, U.S. tax credits, potential transfer pricing
adjustments, and state income taxes. The net amount of $6,064
million, if recognized, would favorably affect the company’s
effective tax rate. The net amounts at December 31, 2016 and
2015 were $2,965 million and $3,724 million, respectively.

Interest and penalties related to income tax liabilities are
included in income tax expense. During the year ended
December 31, 2017, the company recognized $174 million in
interest expense and penalties; in 2016, the company recognized
$62 million in interest expense and penalties; and, in 2015,
the company recognized $141 million in interest expense and
penalties. The company has $799 million for the payment of
interest and penalties accrued at December 31, 2017, and had
$625 million accrued at December 31, 2016.

Within the next 12 months, the company believes it is reasonably
possible that the total amount of unrecognized tax benefits
associated with certain positions may be reduced. The potential
decrease in the amount of unrecognized tax benefits is associated
with the anticipated resolution of the company’s U.S. income
tax audit for 2013 and 2014, as well as various non-U.S. audits.
The company estimates that the unrecognized tax benefits at
December 31, 2017 could be reduced by $1,062 million.

The company is subject to taxation in the U.S. and various state
and foreign jurisdictions. With respect to major U.S. state and
foreign taxing jurisdictions, the company is generally no longer
subject to tax examinations for years prior to 2013. With limited
exception, the company is no longer subject to income tax
examination of its U.S. federal tax return for years prior to 2013.
The open years contain matters that could be subject to differing
interpretations of applicable tax laws and regulations related to
the amount and/or timing of income, deductions and tax credits.
Although the outcome of tax audits is always uncertain, the
company believes that adequate amounts of tax and interest have
been provided for any significant adjustments that are expected
to result for these years.

In the fourth quarter of 2013, the company received a draft tax
assessment notice for approximately $866 million (approximately
$839 million at 2017 year-end currency rates) from the Indian
Tax Authorities for 2009. In July 2016, the Karnataka High
Court in Bangalore set aside this assessment by way of court
order and the company reached a mutual agreement with the
Income Tax Department for a new assessment. On January 2,
2018, the Income Tax Department issued the new 2009 draft
tax assessment for approximately $330 million. The revised draft
tax assessment is in line with prior and future tax assessments
and the company is confident that it will ultimately prevail on the
matters raised in the assessment. At December 31, 2017, the
company has recorded $585 million as prepaid income taxes
in India. A significant portion of this balance represents cash
tax deposits paid over time to protect the company’s right to
appeal various income tax assessments made by the Indian Tax
Authorities. The company believes it will prevail on these matters.

Notes to Consolidated Financial Statements International Business Machines Corporation and Subsidiary Companies124

In the first quarter of 2016, the U.S. Internal Revenue Service
commenced its audit of the company’s U.S. tax returns for
2013 and 2014. The company anticipates that this audit will be
substantially completed in the first quarter of 2018.

NOTE O. RESEARCH, DEVELOPMENT AND ENGINEERING
RD&E expense was $5,787 million in 2017, $5,751 million in
2016 and $5,247 million in 2015. In addition, RD&E expense
included in discontinued operations was $1 million in 2016 and
$197 million in 2015.

Included in consolidated retained earnings at December 31,
2017 are undistributed after-tax earnings from non-U.S.
subsidiaries, as well as a provisional amount of U.S. income taxes
and foreign distribution taxes associated with the repatriation of
these earnings.

The company incurred total expense of $5,367 million, $5,421
million and $5,178 million in 2017, 2016 and 2015, respectively,
for scientific research and the application of scientific advances
to the development of new and improved products and their uses,
as well as services and their application. Within these amounts,
software-related expense was $3,275 million, $3,470 million and
$3,064 million in 2017, 2016 and 2015, respectively.

Expense for product-related engineering was $420 million,
$332 million and $267 million in 2017, 2016 and 2015, respectively.

NOTE P. EARNINGS PER SHARE OF COMMON STOCK
The following table presents the computation of basic and diluted earnings per share of common stock.

($ in millions except per share amounts)

For the year ended December 31:

Weighted-average number of shares on which earnings per share

calculations are based

Basic

Add — incremental shares under stock-based compensation plans

Add — incremental shares associated with contingently issuable shares

Assuming dilution

Income from continuing operations

Loss from discontinued operations, net of tax

Net income on which basic earnings per share is calculated

Income from continuing operations

Net income applicable to contingently issuable shares

Income from continuing operations on which diluted earnings

per share is calculated

Loss from discontinued operations, net of tax, on which basic

and diluted earnings per share is calculated

Net income on which diluted earnings per share is calculated

Earnings/(loss) per share of common stock

Assuming dilution

Continuing operations

Discontinued operations

Total

Basic

Continuing operations

Discontinued operations

Total

2017

2016

2015

932,828,295

955,422,530

978,744,523

3,094,373

1,462,957

2,416,940

874,626

3,037,001

918,744

937,385,625

958,714,097

982,700,267

$5,758

(5)

$5,753

$5,758

(2)

$11,881

(9)

$11,872

$11,881

$13,364

(174)

$13,190

$13,364

(1)

$5,756

$11,881

$13,363

(5)

$5,752

(9 )

$11,872

(174 )

$13,189

$ 6.14

0.00

$ 6.14

$ 6.17

0.00

$ 6.17

$ 12.39

(0.01)

$ 12.38

$ 12.44

(0.01)

$ 12.43

$ 13.60

(0.18)

$ 13.42

$ 13.66

(0.18)

$ 13.48

Weighted-average stock options to purchase 209,294 common
shares in 2017, 405,552 common shares in 2016 and 41,380
common shares in 2015 were outstanding, but were not included
in the computation of diluted earnings per share because the

exercise price of the options was greater than the average market
price of the common shares for the full year, and therefore, the
effect would have been antidilutive.

Notes to Consolidated Financial Statements International Business Machines Corporation and Subsidiary Companies125

NOTE Q. RENTAL EXPENSE AND LEASE COMMITMENTS
Rental expense, including amounts charged to inventories and
fixed assets, and excluding amounts previously reserved, was
$1,821 million in 2017, $1,508 million in 2016 and $1,474 million
in 2015. Within these amounts, rental expense reflected in
discontinued operations was $29 million in 2015. Rental expense
in agreements with rent holidays and scheduled rent increases is
recorded on a straight-line basis over the lease term. Contingent

rentals are included in the determination of rental expense as
accruable. The table below depicts gross minimum rental
commitments under noncancelable leases, amounts related
to vacant space associated with workforce transformation,
sublease income commitments and capital lease commitments.
These amounts reflect activities primarily related to office space,
data centers, equipment and vehicles.

($ in millions)

Operating lease commitments

Gross minimum rental commitments
(including vacant space below)

Vacant space

Sublease income commitments

Capital lease commitments

2018

2019

2020

2021

2022

Beyond 2022

$1,614

$ 32

$ 13

$ 3

$1,453

$ 21

$ 7

$ 2

$1,143

$ 15

$ 4

$ 2

$829

$ 11

$ 2

$633

$ 7

$ 2

$ 1

$896

$ 2

$ —

NOTE R. STOCK-BASED COMPENSATION
The following table presents total stock-based compensation
cost included in income from continuing operations.

($ in millions)

For the year ended December 31:

Cost

Selling, general and
administrative

Research, development

and engineering

Other (income) and expense*

Pre-tax stock-based
compensation cost

Income tax benefits

Net stock-based

2017

$ 91

2016

$ 88

2015

$ 100

384

401

322

—

534

(131)

—

544

(179)

(6)

468

(156)

compensation cost

$ 403

$ 364

$ 312

* Reflects the one-time effects related to divestitures.

The implementation of the new FASB guidance for share-based
payment transactions resulted in an immaterial impact to income
tax benefits for the year ended December 31, 2017.

Total unrecognized compensation cost related to non-vested
awards at December 31, 2017 and 2016 was $851 million and
$934 million, respectively. The amount at December 31, 2017
is expected to be recognized over a weighted-average period of
approximately 2.6 years.

There was no significant capitalized stock-based compensation
cost at December 31, 2017, 2016, and 2015.

Incentive Awards
Stock-based incentive awards are provided to employees under
the terms of the company’s long-term performance plans
(the “Plans”). The Plans are administered by the Executive
Compensation and Management Resources Committee of the
Board of Directors (the “Committee”). Awards available under
the Plans principally include restricted stock units, performance
share units, stock options or any combination thereof.

The amount of shares originally authorized to be issued under
the company’s existing Plans was 273 million at December 31,
2017. In addition, certain incentive awards granted under
previous plans, if and when those awards were canceled, could
be reissued under the company’s existing Plans. As such, 66.2
million additional shares were considered authorized to be issued
under the company’s existing Plans as of December 31, 2017.
There were 104.1 million unused shares available to be granted
under the Plans as of December 31, 2017.

Under the company’s long-standing practices and policies, all
awards are approved prior to or on the date of grant. The awards
approval process specifies the individual receiving the grant,
the number of options or the value of the award, the exercise
price or formula for determining the exercise price and the
date of grant. All awards for senior management are approved
by the Committee. All awards for employees other than senior
management are approved by senior management pursuant to
a series of delegations that were approved by the Committee,
and the grants made pursuant to these delegations are reviewed
periodically with the Committee. Awards that are given as part
of annual total compensation for senior management and
other employees are made on specific cycle dates scheduled
in advance. With respect to awards given in connection with
promotions or new hires, the company’s policy requires approval
of such awards prior to the grant date, which is typically the date
of the promotion or the date of hire.

Stock Awards
Stock awards are made in the form of Restricted Stock Units
(RSUs), including Retention Restricted Stock Units (RRSUs), or
Performance Share Units (PSUs).

Notes to Consolidated Financial Statements International Business Machines Corporation and Subsidiary Companies126

The tables below summarize RSU and PSU activity under the Plans during the years ended December 31, 2017, 2016 and 2015.

RSUs

Balance at January 1

$147

8,899,092

$159

7,527,341

$171

7,734,277

2017

2016

2015

Weighted-
Average
Grant Price

Number
of Units

Weighted-
Average
Grant Price

Number
of Units

Weighted-
Average
Grant Price

Number
of Units

RSUs granted

RSUs released

RSUs canceled/forfeited

Balance at December 31

PSUs

Balance at January 1

PSUs granted at target

Performance adjustments*

PSUs released

PSUs canceled/forfeited

Balance at December 31**

137

153

147

3,540,949

(3,032,531)

(852,247)

140

174

158

3,985,870

(1,860,660)

(753,459)

143

164

167

4,230,186

(3,567,495)

(869,627)

$141

8,555,263

$147

8,899,092

$159

7,527,341

2017

2016

2015

Weighted-
Average
Grant Price

Number
of Units

Weighted-
Average
Grant Price

Number
of Units

Weighted-
Average
Grant Price

Number
of Units

$155

2,874,758

$173

2,928,932

$185

3,140,707

137

175

144

824,875

(623,245)

(293,236)

(133,839)

140

194

174

990,336

(387,457)

(419,759)

(237,294)

153

185

184

1,137,242

(168,055)

(840,552)

(340,410)

$144

2,649,313

$155

2,874,758

$173

2,928,932

* Represents the change in shares issued to employees after vesting of PSUs because final performance metrics were above or below specified targets.

** Represents the number of shares expected to be issued based on achievement of grant date performance targets. The actual number of shares

issued will depend on final performance against specified targets over the vesting period.

RSUs are stock awards granted to employees that entitle the
holder to shares of common stock as the award vests, typically
over a one- to five-year period. For RSUs, dividend equivalents
are not paid. The fair value of such RSUs is determined and fixed
on the grant date based on the company’s stock price adjusted
for the exclusion of dividend equivalents.

The remaining weighted-average contractual term of RSUs at
December 31, 2017, 2016 and 2015 is the same as the period
over which the remaining cost of the awards will be recognized,
which is approximately three years. The fair value of RSUs granted
during the years ended December 31, 2017, 2016 and 2015 was
$484 million, $557 million and $606 million, respectively. The
total fair value of RSUs vested and released during the years
ended December 31, 2017, 2016 and 2015 was $463 million,
$323 million and $583 million, respectively. As of December 31,
2017, 2016 and 2015, there was $763 million, $814 million and
$800 million, respectively, of unrecognized compensation cost
related to non-vested RSUs. The company received no cash from
employees as a result of employee vesting and release of RSUs
for the years ended December 31, 2017, 2016 and 2015.

PSUs are stock awards where the number of shares ultimately
received by the employee depends on the company’s
performance against specified targets and typically vest over
a three-year period. For PSUs, dividend equivalents are not
paid. The fair value of each PSU is determined on the grant date,
based on the company’s stock price, adjusted for the exclusion of
dividend equivalents, and assumes that performance targets will
be achieved. Over the performance period, the number of shares
of stock that will be issued is adjusted upward or downward
based upon the probability of achievement of performance
targets. The ultimate number of shares issued and the related
compensation cost recognized as expense will be based on a
comparison of the final performance metrics to the specified
targets. The fair value of PSUs granted at target during the years
ended December 31, 2017, 2016 and 2015 was $113 million,
$138 million and $174 million, respectively. Total fair value of
PSUs vested and released during the years ended December 31,
2017, 2016 and 2015 was $51 million, $81 million and $156
million, respectively.

In connection with vesting and release of RSUs and PSUs,
the tax benefits realized by the company for the years ended
December 31, 2017, 2016 and 2015 were $180 million, $118
million and $228 million, respectively.

Notes to Consolidated Financial Statements International Business Machines Corporation and Subsidiary Companies127

Stock Options
For the years ended December 31, 2017 and 2015, the company
did not grant stock options. For the year ended December 31,
2016, the company made one grant of 1.5 million premium-
priced stock options. The option award was granted with a
three-year cliff vesting period and a 10-year contractual term.
The award’s cost of $12 million is recognized ratably over the
three-year vesting period.

The company estimates the fair value of stock options at the
date of grant using the Black-Scholes valuation model. Key
inputs and assumptions used to estimate the fair value of stock
options include the grant price of the award, the expected option
term, volatility of the company’s stock, the risk-free rate and the
company’s dividend yield. Estimates of fair value are not intended
to predict actual future events or the value ultimately realized by
employees who receive equity awards, and subsequent events
are not indicative of the reasonableness of the original estimates
of fair value made by the company.

The following table summarizes option activity under the Plans during the years ended December 31, 2017, 2016 and 2015.

Balance at January 1

Options granted

Options exercised

Options canceled/expired

Balance at December 31

Exercisable at December 31

2017

2016

2015

Weighted-
Average
Exercise Price

Number of
Shares
Under Option

Weighted-
Average
Exercise Price

Number of
Shares
Under Option

Weighted-
Average
Exercise Price

Number of
Shares
Under Option

$137

1,613,923

$ 94

479,774

$ 97

1,750,949

—

103

$140

$ —

—

140

1,500,000

(106,132)

(7,791)

1,500,000

—

$137

$103

(361,088)

(4,763)

1,613,923

113,923

—

100

$ 94

—

(1,214,109)

(57,066)

479,774

The shares under option at December 31, 2017 were in the following exercise price ranges:

Exercise Price Range

$129–$154

Options Outstanding

Weighted-
Average
Exercise Price

Number of
Shares
Under Option

Aggregate
Intrinsic
Value

Weighted-Average
Remaining
Contractual Life
(in Years)

$140

1,500,000

$39,236,250

8.1

Exercises of Employee Stock Options
The total intrinsic value of options exercised during the years
ended December 31, 2017, 2016 and 2015 was $7 million,
$20 million and $74 million, respectively. The total cash
received from employees as a result of employee stock option
exercises for the years ended December 31, 2017, 2016 and
2015 was approximately $11 million, $33 million and $119
million, respectively. In connection with these exercises, the tax
benefits realized by the company for the years ended December
31, 2017, 2016 and 2015 were $2 million, $7 million and $26
million, respectively.

The company settles employee stock option exercises primarily
with newly issued common shares and, occasionally, with
treasury shares. Total treasury shares held at December 31, 2017
and 2016 were approximately 1,307 million and 1,279 million
shares, respectively.

Notes to Consolidated Financial Statements International Business Machines Corporation and Subsidiary Companies128

Acquisitions
In connection with various acquisition transactions, there was an
additional 0.3 million options outstanding at December 31, 2017,
as a result of the company’s conversion of stock-based awards
previously granted by the acquired entities. The weighted-
average exercise price of these awards was $42 per share.

IBM Employees Stock Purchase Plan
The company maintains a non-compensatory Employees Stock
Purchase Plan (ESPP). The ESPP enables eligible participants
to purchase full or fractional shares of IBM common stock at
a 5 percent discount off the average market price on the day
of purchase through payroll deductions of up to 10 percent of
eligible compensation. Eligible compensation includes any
compensation received by the employee during the year. The
ESPP provides for offering periods during which shares may be
purchased and continues as long as shares remain available
under the ESPP, unless terminated earlier at the discretion of the
Board of Directors. Individual ESPP participants are restricted
from purchasing more than $25,000 of common stock in one
calendar year or 1,000 shares in an offering period.

Employees purchased 1.0 million, 1.2 million and 1.3 million
shares under the ESPP during the years ended December 31,
2017, 2016 and 2015, respectively. Cash dividends declared
and paid by the company on its common stock also include cash
dividends on the company stock purchased through the ESPP.
Dividends are paid on full and fractional shares and can be
reinvested. The company stock purchased through the ESPP is
considered outstanding and is included in the weighted-average
outstanding shares for purposes of computing basic and diluted
earnings per share.

In July 2014, the “2014 ESPP Reserve” became effective and
25 million additional shares of authorized common stock were
reserved and approved for issuance. The 2014 ESPP provides for
semi-annual offerings commencing July 1, 2014, and continuing
as long as shares remain available under the ESPP, unless
terminated earlier at the discretion of the Board of Directors.

Approximately 20.8 million, 21.8 million and 23.1 million shares
were available for purchase under the ESPP at December 31,
2017, 2016 and 2015, respectively.

NOTE S. RETIREMENT-RELATED BENEFITS
Description of Plans
IBM sponsors defined benefit pension plans and defined
contribution plans that cover eligible regular employees, a
supplemental retention plan that covers certain U.S. executives
and nonpension postretirement benefit plans primarily
consisting of retiree medical and dental benefits for eligible
retirees and dependents.

U.S. Plans
Defined Benefit Pension Plans
IBM Personal Pension Plan
IBM provides U.S. regular, full-time and part-time employees
hired prior to January 1, 2005 with noncontributory defined
benefit pension benefits via the IBM Personal Pension Plan (PPP).
The PPP has two plans, a tax qualified plan (Qualified PPP) and a
non-tax qualified plan (Excess PPP). The Qualified PPP is funded
by company contributions to an irrevocable trust fund, which is
held for the sole benefit of participants and beneficiaries. The
Excess PPP, which is unfunded, provides benefits in excess of
IRS limitations for qualified plans.

Benefits provided to the PPP participants are calculated using
benefit formulas that vary based on the participant. The first
method uses a five-year, final pay formula that determines
benefits based on salary, years of service, mortality and other
participant-specific factors. The second method is a cash
balance formula that calculates benefits using a percentage of
employees’ annual salary, as well as an interest crediting rate.

Benefit accruals under the IBM Personal Pension Plan ceased
December 31, 2007 for all participants.

U.S. Supplemental Executive Retention Plan
The company also sponsors a nonqualified U.S. Supplemental
Executive Retention Plan (Retention Plan). The Retention Plan,
which is unfunded, provides benefits to eligible U.S. executives
based on average earnings, years of service and age at
termination of employment.

Benefit accruals under the Retention Plan ceased December 31,
2007 for all participants.

Defined Contribution Plans
IBM 401(k) Plus Plan
U.S. regular, full-time and part-time employees are eligible to
participate in the IBM 401(k) Plus Plan, which is a qualified
defined contribution plan under section 401(k) of the Internal
Revenue Code. Under the IBM 401(k) Plus Plan, eligible
employees receive a dollar-for-dollar match of their contributions
generally up to 6 percent of eligible compensation for those
hired prior to January 1, 2005, and, generally up to 5 percent
of eligible compensation for those hired on or after January 1,
2005. In addition, eligible employees generally receive automatic
contributions from the company equal to 1, 2 or 4 percent of
eligible compensation based on their eligibility to participate in
the PPP as of December 31, 2007. Employees generally receive
automatic contributions and matching contributions after the
completion of one year of service.

Notes to Consolidated Financial Statements International Business Machines Corporation and Subsidiary Companies129

Nonpension Postretirement Benefit Plan
U.S. Nonpension Postretirement Plan
The company sponsors a defined benefit nonpension
postretirement benefit plan that provides medical and dental
benefits to eligible U.S. retirees and eligible dependents, as
well as life insurance for eligible U.S. retirees. Benefits provided
vary based on plan design formulas and eligibility requirements.
Under all the plan arrangements, there is a maximum cost to the
company for these benefits.

Since January 1, 2004, new hires, as of that date or later, are
not eligible for company-subsidized nonpension postretirement
benefits.

Non-U.S. Plans
Certain subsidiaries and branches outside the United States
sponsor defined benefit and/or defined contribution plans that
cover eligible regular employees. The company deposits funds
under various fiduciary-type arrangements, purchases annuities
under group contracts or provides reserves for these plans.
Benefits under the defined benefit plans are typically based
either on years of service and the employee’s compensation
(generally during a fixed number of years immediately before
retirement) or on annual credits. The range of assumptions
that are used for the non-U.S. defined benefit plans reflect the
different economic environments within the various countries.

In addition, certain of the company’s non-U.S. subsidiaries
sponsor nonpension postretirement benefit plans that provide
medical and dental benefits to eligible non-U.S. retirees and
eligible dependents, as well as life insurance for certain eligible
non-U.S. retirees. However, most non-U.S. retirees are covered
by local government sponsored and administered programs.

All contributions, including the company match, are made in
cash and invested in accordance with participants’ investment
elections. There are no minimum amounts that must be invested
in company stock, and there are no restrictions on transferring
amounts out of company stock to another investment choice,
other than excessive trading rules applicable to such investments.
Matching and automatic contributions are made once annually at
the end of the year. In order to receive such contributions each
year, a participant must be employed on December 15 of the plan
year. However, matching and auto contributions may be made for
certain types of separations that occur prior to December 15,
including for example, if the participant has completed certain
service and/or age requirements at separation. The company’s
matching contributions vest immediately and participants are
always fully vested in their own contributions.

IBM Excess 401(k) Plus Plan
The IBM Excess 401(k) Plus Plan (Excess 401(k)) is an unfunded,
nonqualified defined contribution plan. Employees whose eligible
compensation is expected to exceed the IRS compensation limit
for qualified plans are eligible to participate in the Excess 401(k).
The purpose of the Excess 401(k) is to provide benefits that
would be provided under the qualified IBM 401(k) Plus Plan if
the compensation limits did not apply.

Amounts deferred into the Excess 401(k) are record-keeping
(notional) accounts and are not held in trust for the participants.
Participants in the Excess 401(k) may invest their notional
accounts in investments which mirror the primary investment
options available under the 401(k) Plus Plan. Participants in
the Excess 401(k) are also eligible to receive company match
and automatic contributions (at the same rate as under the
401(k) Plus Plan) on eligible compensation deferred into the
Excess 401(k) and on compensation earned in excess of the
Internal Revenue Code pay limit once they have completed
one year of service. Amounts deferred into the Excess 401(k),
including company contributions are recorded as liabilities
in the Consolidated Statement of Financial Position. Matching
and automatic contributions are made once annually at the end
of the year. In order to receive such contributions each year, a
participant must be employed on December 15 of the plan year.
However, matching and auto contributions may be made for
certain types of separations that occur prior to December 15,
including for example, if the participant has completed certain
service and/or age requirements at separation.

Notes to Consolidated Financial Statements International Business Machines Corporation and Subsidiary Companies130

Plan Financial Information
Summary of Financial Information
The following table presents a summary of the total retirement-related benefits net periodic (income)/cost recorded in the
Consolidated Statement of Earnings.

($ in millions)

U.S. Plans

Non-U.S. Plans

Total

For the year ended December 31:

2017

2016

2015

2017

2016

2015

2017

2016

2015

Defined benefit pension plans

$ 237

$(334)

$(284)

$1,315

$1,039

$1,421

$1,552

$ 705

$1,137

Retention Plan

—

Total defined benefit pension

plans (income)/cost

$ 253

$(317)

$(261)

$1,315

$1,039

$1,421

$1,568

$ 722

$1,160

IBM 401(k) Plus Plan and

non-U.S. plans

Excess 401(k)

Total defined contribution

plans cost

Nonpension postretirement

$ 616

$626

$ 676

$ 404

$ 420

$ 442

$1,020

$1,046

$1,117

—

$ 643

$ 650

$ 697

$ 404

$ 420

$ 442

$1,046

$1,070

$1,138

benefit plans cost

$ 180

$ 195

$ 218

$ 62

$ 16

$ 55

$ 242

$ 211

$ 273

Total retirement-related

benefits net periodic cost

$1,076

$ 527

$ 654

$1,781

$1,475

$1,918

$2,857

$2,003

$2,572

The following table presents a summary of the total PBO for defined benefit pension plans, APBO for nonpension postretirement
benefit plans, fair value of plan assets and the associated funded status recorded in the Consolidated Statement of Financial Position.

($ in millions)

At December 31:

U.S. Plans

Overfunded plans

Qualified PPP

Underfunded plans

Excess PPP

Retention Plan

Nonpension postretirement benefit plan

Benefit Obligations

Fair Value of Plan Assets

Funded Status*

2017

2016

2017

2016

2017

2016

$50,602

$50,403

$52,694

$51,405

$ 2,092

$ 1,002

$ 1,532

$ 1,509

$ —

$ (1,532)

$ (1,509)

310

4,184

307

4,470

—

(310)

(307)

(4,165)

(4,444)

Total underfunded U.S. plans

$ 6,026

$ 6,286

$ 18

$ 26

$ (6,007)

$ (6,260)

Non-U.S. Plans

Overfunded plans

Qualified defined benefit pension plans

$19,537

$17,614

$22,088

$19,647

$ 2,551

$ 2,032

Nonpension postretirement benefit plans

Total overfunded non-U.S. plans

$19,537

$17,614

$22,088

$19,647

$ 2,551

$ 2,032

Underfunded plans

Qualified defined benefit pension plans

$23,046

$21,447

$18,711

$16,374

$ (4,336)

$ (5,074)

Nonqualified defined benefit pension plans

6,527

Nonpension postretirement benefit plans

732

5,919

692

—

(6,527)

(5,919)

(663)

(622)

Total underfunded non-U.S. plans

$30,306

$28,059

$18,780

$16,445

$(11,526)

$(11,614)

Total overfunded plans

Total underfunded plans

$70,139

$68,017

$74,782

$71,051

$ 4,643

$ 3,034

$36,332

$34,344

$18,799

$16,470

$(17,533)

$(17,874)

* Funded status is recognized in the Consolidated Statement of Financial Position as follows: Asset amounts as prepaid pension assets; (Liability)

amounts as compensation and benefits (current liability) and retirement and nonpension postretirement benefit obligations (noncurrent liability).

Notes to Consolidated Financial Statements International Business Machines Corporation and Subsidiary Companies131

At December 31, 2017, the company’s qualified defined benefit
pension plans worldwide were 100 percent funded compared to
the benefit obligations, with the U.S. Qualified PPP 104 percent
funded. Overall, including nonqualified plans, the company’s
defined benefit pension plans worldwide were 92 percent funded.

PPP and the Retention Plan. The defined benefit pension plans
and the nonpension postretirement benefit plans under non-
U.S. Plans consists of all plans sponsored by the company’s
subsidiaries. The nonpension postretirement benefit plan under
U.S. Plan consists of only the U.S. Nonpension Postretirement
Benefit Plan.

Defined Benefit Pension and Nonpension
Postretirement Benefit Plan Financial Information
The following tables through page 134 represent financial
information for the company’s retirement-related benefit plans,
excluding defined contribution plans. The defined benefit pension
plans under U.S. Plans consists of the Qualified PPP, the Excess

The tables below present the components of net periodic
(income)/cost of the retirement-related benefit plans recognized
in the Consolidated Statement of Earnings, excluding defined
contribution plans.

($ in millions)

Defined Benefit Pension Plans

U.S. Plans

Non-U.S. Plans

For the year ended December 31:

2017

2016

2015

2017

2016

2015

Service cost

Interest cost

Expected return on plan assets

Amortization of transition assets

Amortization of prior service costs/(credits)

Recognized actuarial losses

Curtailments and settlements

Multi-employer plans/other costs*

$ —

$ 410

$ 420

$ 454

1,913

(3,014)

—

2,048

(3,689)

—

2,028

(3,953)

—

837

(1,325)

(97)

1,337

1,314

1,654

1,507

—

(36)

1,035

(1,867)

(106)

1,408

126

1,075

(1,919)

(98)

1,581

293

Total net periodic (income)/cost

$ 253

$ (317)

$ (261)

$ 1,315

$ 1,039

$ 1,421

($ in millions)

For the year ended December 31:

Service cost

Interest cost

Expected return on plan assets

Amortization of transition assets

Amortization of prior service costs/(credits)

Recognized actuarial losses

Curtailments and settlements

Total net periodic cost

Nonpension Postretirement Benefit Plans

U.S. Plan

2016

$ 17

165

—

(7)

—

2017

$ 14

154

—

(7)

—

2015

$ 24

163

—

(7)

—

2017

$ 6

(7)

$180

$195

$218

$62

Non-U.S. Plans

2016

$ 5

(6)

(5)

(38)

$ 16

2015

$ 7

(7)

(5)

$55

* Multi-employer plans costs were $40 million, $43 million and $40 million for 2017, 2016, and 2015, respectively. The non-U.S. plans amounts

include a gain of $91 million in 2017 related to the IBM UK litigation and retirement-related obligations of $56 million and $233 million related to the
IBM Spain pension litigation for 2016, and 2015, respectively.

Notes to Consolidated Financial Statements International Business Machines Corporation and Subsidiary Companies132

The following table presents the changes in benefit obligations and plan assets of the company’s retirement-related benefit plans,
excluding defined contribution plans.

($ in millions)

Change in benefit obligation

Defined Benefit Pension Plans

Nonpension Postretirement Benefit Plans

U.S. Plans

Non-U.S. Plans

U.S. Plan

Non-U.S. Plans

2017

2016

2017

2016

2017

2016

2017

2016

Benefit obligation at January 1

$52,218

$53,120

$44,981

$44,717

$ 4,470

$ 4,652

$ 692

$ 618

Service cost

Interest cost

Plan participants’ contributions

Acquisitions/divestitures, net

Actuarial losses/(gains)

Benefits paid from trust

Direct benefit payments

Foreign exchange impact

Amendments/curtailments/

settlements/other

—

1,913

2,048

—

410

837

420

1,035

(63)

1,895

602

520

3,217

(3,460)

(3,430)

(1,865)

(1,792)

(123)

(384)

(381)

—

4,657

(2,222)

(96)

154

(98)

(385)

(24)

—

165

(400)

(30)

—

(3)

(6)

(30)

(1)

—

(5)

(27)

Benefit obligation at December 31

$52,444

$52,218

$49,111

$44,981

$ 4,184

$ 4,470

$ 732

$ 692

Change in plan assets

Fair value of plan assets at January 1 $51,405

$51,716

$36,020

$35,748

$ 26

$ 71

$ 59

Actual return on plan assets

4,749

3,118

2,583

3,828

Employer contributions

Acquisitions/divestitures, net

Plan participants’ contributions

—

368

(28)

464

(73)

394

305

Benefits paid from trust

(3,460)

(3,430)

(1,865)

(1,792)

(385)

(400)

—

3,694

(2,175)

—

(2)*

(10)*

(70)

—

(6)

(1)

—

(5)

Foreign exchange impact

Amendments/curtailments/

settlements/other

Fair value of plan assets

at December 31

$52,694

$51,405

$40,798

$36,020

$ 18

$ 26

$ 70

$ 71

Funded status at December 31

$ 250

$ (814)

$ (8,312) $ (8,960)

$(4,165)

$(4,444)

$(663)

$(622)

Accumulated benefit obligation**

$52,444

$52,218

$47,974

$44,514

N/A

* Includes the reinstatement of certain plan assets in Brazil due to government rulings in 2011 and 2013 allowing certain previously restricted plan

assets to be returned to IBM. Return of assets to IBM over a three-year period began June 2011 and September 2013 respectively, with
approximately $23 million returned in 2016. There were no assets returned during 2017. The remaining surplus in Brazil at December 31, 2017 is
excluded from total plan assets due to continued restrictions imposed by the government on the use of those plan assets.

** Represents the benefit obligation assuming no future participant compensation increases.

N/A — Not applicable

Notes to Consolidated Financial Statements International Business Machines Corporation and Subsidiary Companies133

The following table presents the net funded status recognized in the Consolidated Statement of Financial Position.

($ in millions)

Defined Benefit Pension Plans

Nonpension Postretirement Benefit Plans

U.S. Plans

Non-U.S. Plans

U.S. Plan

Non-U.S. Plans

At December 31:

2017

2016

2017

2016

2017

2016

Prepaid pension assets

$ 2,092

$ 1,002

$ 2,551

$ 2,032

$ 0

2017

$ 0

2016

$ 0

Current liabilities —

compensation and benefits

(120)

(118)

(323)

(303)

(353)

(368)

(17)

(15)

Noncurrent liabilities — retirement
and nonpension postretirement
benefit obligations

(1,722)

(1,698)

(10,541)

(10,689)

(3,812)

(4,076)

(646)

(607)

Funded status — net

$ 250

$ (814)

$ (8,312) $ (8,960)

$(4,165)

$(4,444)

$(663)

$(622)

The following table presents the pre-tax net loss and prior service costs/(credits) and transition (assets)/liabilities recognized in
OCI and the changes in the pre-tax net loss, prior service costs/(credits) and transition (assets)/liabilities recognized in AOCI for the
retirement-related benefit plans.

($ in millions)

Defined Benefit Pension Plans

Nonpension Postretirement Benefit Plans

U.S. Plans

Non-U.S. Plans

U.S. Plan

Non-U.S. Plans

2017

2016

2017

2016

Net loss at January 1

$19,222

$19,363

$20,544

$20,724

Current period loss/(gain)

Curtailments and settlements

159

—

1,173

—

(740)

(22)

1,251

(22)

Amortization of net loss included in

net periodic (income)/cost

(1,337)

(1,314)

(1,507)

(1,408)

Net loss at December 31

$18,045

$19,222

$18,275

$20,544

2017

$605

(99)

—

(20)

$486

2016

$609

—

(20)

$605

2017

$154

2016

$128

(2)

(7)

(9)

$145

$154

Prior service costs/(credits)

at January 1

$ 90

$ 101

$ (188)

$ (294)

$ 37

$ 30

$ 1

$ (21)

Curtailments, settlements

and other

Amortization of prior service

(costs)/credits included in net
periodic (income)/cost

Prior service costs/(credits)

—

(16)

(10)

106

—

at December 31

$ 74

$ 90

$ (90) $ (188)

$ 45

$ 37

$ 3

$ 1

Transition (assets)/liabilities

at January 1

$ — $ —

$ 0

$ —

$ 0

Amortization of transition

assets/(liabilities) included in
net periodic (income)/cost

Transition (assets)/liabilities

—

at December 31

$ — $ —

$ 0

$ —

$ 0

Total loss recognized in
accumulated other
comprehensive income/(loss)*

$18,119

$19,313

$18,184

$20,356

$531

$642

$147

$154

* See note L, “Equity Activity,” for the total change in AOCI, and the Consolidated Statement of Comprehensive Income for the components of net

periodic (income)/cost, including the related tax effects, recognized in OCI for the retirement-related benefit plans.

Notes to Consolidated Financial Statements International Business Machines Corporation and Subsidiary Companies134

The following table presents the pre-tax estimated net loss, estimated prior service costs/(credits) and estimated transition (assets)/
liabilities of the retirement-related benefit plans that will be amortized from AOCI into net periodic (income)/cost in 2018.

($ in millions)

Net loss

Prior service costs/(credits)

Transition (assets)/liabilities

Defined Benefit
Pension Plans

Nonpension Postretirement
Benefit Plans

U.S. Plans

Non-U.S. Plans

U.S. Plan

Non-U.S. Plans

$1,538

$1,464

—

(81)

(7)

—

On March 24, 2014, the Supreme Court of Spain issued a ruling
against IBM Spain in litigation involving its defined benefit and
defined contribution plans. During the fourth quarter of 2016, an
arbitration ruling related to the defined contribution plan resulted
in an additional charge of $56 million. For the years ended
December 31, 2016 and 2015, the company recorded pre-tax
retirement-related obligations of $56 million and $233 million,
respectively, in selling, general and administrative expense in
the Consolidated Statement of Earnings. There were no pre-tax
retirement-related obligations for the year ended December 31,
2017. These obligations are reflected in “Non-U.S. Plans — Multi-
employer plans/other costs” in the table on page 131.

On October 12, 2012, the High Court in London issued a ruling
against IBM United Kingdom Limited and IBM United Kingdom
Holdings Limited, both wholly-owned subsidiaries of the
company, in litigation involving one of IBM UK’s defined benefit
plans. As a result of the ruling, the company recorded a pre-tax
retirement-related obligation of $162 million in the fourth quarter
of 2012 in selling, general and administrative expense in the

Consolidated Statement of Earnings. As a result of the final Court
of Appeal ruling received in August 2017, the company adjusted
its obligation under the plan. This adjustment resulted in a gain
of $91 million for the year ended December 31, 2017, which was
recorded in selling, general and administrative expense in the
Consolidated Statement of Earnings. This gain is reflected in
“Non-U.S. Plans — Multi-employer plans/other” in the table on
page 131. See note M, “Contingencies and Commitments” for
additional information.

Assumptions Used to Determine Plan Financial Information
Underlying both the measurement of benefit obligations and net
periodic (income)/cost are actuarial valuations. These valuations
use participant-specific information such as salary, age and years
of service, as well as certain assumptions, the most significant of
which include estimates of discount rates, expected return on plan
assets, rate of compensation increases, interest crediting rates
and mortality rates. The company evaluates these assumptions,
at a minimum, annually, and makes changes as necessary.

The table below presents the assumptions used to measure the net periodic (income)/cost and the year-end benefit obligations for
retirement-related benefit plans.

Weighted-average assumptions used

to measure net periodic (income)/cost
for the year ended December 31

Discount rate

Expected long-term returns on plan assets

Rate of compensation increase

Weighted-average assumptions used to

measure benefit obligations at December 31

Defined Benefit Pension Plans

U.S. Plans

Non-U.S. Plans

2017

2016

2015

2017

2016

2015

3.80%

5.75%

N/A

4.00%

7.00%

N/A

3.70%

7.50%

N/A

1.80%

3.77%

2.45%

2.40%

5.53%

2.40%

2.34%

5.67%

2.49%

Discount rate

Rate of compensation increase

3.40%

N/A

3.80%

N/A

4.00%

N/A

1.76%

2.41%

1.80%

2.45%

2.40%

N/A — Not applicable

Notes to Consolidated Financial Statements International Business Machines Corporation and Subsidiary Companies135

Weighted-average assumptions used

to measure net periodic cost for the
year ended December 31

Discount rate

Expected long-term returns on plan assets

Weighted-average assumptions used to

measure benefit obligations at December 31

Discount rate

N/A — Not applicable

Nonpension Postretirement Benefit Plans

U.S. Plan

Non-U.S. Plans

2017

2016

2015

2017

2016

2015

3.60%

N/A

3.70%

N/A

3.40%

N/A

8.26%

10.47%

7.06%

9.95%

7.51%

10.17%

3.30%

3.60%

3.70%

7.28%

8.26%

7.06%

Discount Rate
The discount rate assumptions used for retirement-related
benefit plans accounting reflect the yields available on high-
quality, fixed-income debt instruments at the measurement
date. For the U.S. and certain non-U.S. countries, a portfolio of
high-quality corporate bonds is used to construct a yield curve.
The cash flows from the company’s expected benefit obligation
payments are then matched to the yield curve to derive the
discount rates. In other non-U.S. countries, where the markets
for high-quality long-term bonds are not generally as well
developed, a portfolio of long-term government bonds is used
as a base, to which a credit spread is added to simulate corporate
bond yields at these maturities in the jurisdiction of each plan,
as the benchmark for developing the respective discount rates.

For the U.S. defined benefit pension plans, the changes in the
discount rate assumptions impacted the net periodic (income)/
cost and the PBO. The changes in the discount rate assumptions
resulted in a decrease in 2017 net periodic income of $64 million,
an increase in 2016 net periodic income of $103 million and a
decrease in 2015 net periodic income of $286 million. The
changes in the discount rate assumptions resulted in an increase
in the PBO of $1,962 million and an increase of $998 million for
the years ended December 31, 2017 and 2016, respectively.

For the U.S. nonpension postretirement benefit plans, the
changes in the discount rate assumptions had no material impact
on net periodic cost for the years ended December 31, 2017,
2016 and 2015 and resulted in an increase in the APBO of $88
million and an increase of $33 million at December 31, 2017 and
2016, respectively.

For all of the company’s retirement-related benefit plans,
the change in the discount rate assumptions resulted in an
increase in the benefit obligation of approximately $2.5 billion
at December 31, 2017 and an increase of approximately $4.8
billion at December 31, 2016.

Expected Long-Term Returns on Plan Assets
Expected returns on plan assets, a component of net periodic
(income)/cost, represent the expected long-term returns on
plan assets based on the calculated market-related value of
plan assets. Expected long-term returns on plan assets take
into account long-term expectations for future returns and
the investment policies and strategies as described on page
136. These rates of return are developed by the company and
are tested for reasonableness against historical returns. The
use of expected long-term returns on plan assets may result
in recognized pension income that is greater or less than the
actual returns of those plan assets in any given year. Over
time, however, the expected long-term returns are designed to
approximate the actual long-term returns, and therefore result
in a pattern of income and cost recognition that more closely
matches the pattern of the services provided by the employees.
Differences between actual and expected returns are recognized
as a component of net loss or gain in AOCI, which is amortized as
a component of net periodic (income)/cost over the service lives
or life expectancy of the plan participants, depending on the plan,
provided such amounts exceed certain thresholds provided by
accounting standards. The market-related value of plan assets
recognizes changes in the fair value of plan assets systematically
over a five-year period in the expected return on plan assets line
in net periodic (income)/cost.

For the U.S. defined benefit pension plan, the expected long-
term rate of return on plan assets for the years ended December
31, 2017, 2016 and 2015 was 5.75 percent, 7.0 percent and
7.5 percent, respectively. The change in the rate in 2017 resulted
in a decrease in 2017 net periodic income of $656 million. For the
year ended December 31, 2016, the change in the rate resulted
in a decrease in net periodic income of $268 million. For the year
ended December 31, 2015, the change in the rate in resulted in
a decrease in net periodic income of $264 million. For 2018, the
projected long-term rate of return on plan assets is 5.25 percent.
The 50 basis point year-to-year decline is primarily driven by a
change in investment strategy.

Notes to Consolidated Financial Statements International Business Machines Corporation and Subsidiary Companies136

For the U.S. nonpension postretirement benefit plans, the
company maintains a highly liquid trust fund balance to ensure
timely payments are made. As a result, for the years ended
December 31, 2017, 2016 and 2015, the expected long-term
return on plan assets and the actual return on those assets were
not material.

Plan Assets
Retirement-related benefit plan assets are recognized and
measured at fair value. Because of the inherent uncertainty of
valuations, these fair value measurements may not necessarily
reflect the amounts the company could realize in current market
transactions.

Rate of Compensation Increases and Mortality Rate
The rate of compensation increases is determined by the
company, based upon its long-term plans for such increases. The
rate of compensation increase is not applicable to the U.S. defined
benefit pension plans as benefit accruals ceased December 31,
2007 for all participants. Mortality rate assumptions are
based on life expectancy and death rates for different types of
participants. Mortality rates are periodically updated based on
actual experience. In the U.S., the Society of Actuaries released
new mortality tables in 2014 and updated them in 2015,
2016 and 2017. The company utilized these tables in its plan
remeasurements at December 31, 2017 and 2016. For the U.S.
retirement-related plans, the change in mortality assumptions
resulted in a decrease to the plan benefit obligations of $0.3 billion
and $0.6 billion at December 31, 2017 and 2016, respectively.

Interest Crediting Rate
Benefits for certain participants in the PPP are calculated using
a cash balance formula. An assumption underlying this formula
is an interest crediting rate, which impacts both net periodic
(income)/cost and the PBO. This assumption provides a basis for
projecting the expected interest rate that participants will earn
on the benefits that they are expected to receive in the following
year and is based on the average from August to October of the
one-year U.S. Treasury Constant Maturity yield plus one percent.

For the PPP, the change in the interest crediting rate to 1.6 percent
for the year ended December 31, 2017 from 1.3 percent for the
year ended December 31, 2016 resulted in a decrease in 2017
net periodic income of $14 million. The change in the interest
crediting rate to 1.3 percent for the year ended December 31,
2016 from 1.1 percent for the year ended December 31, 2015
resulted in a decrease in 2016 net periodic income of $7 million.
The interest crediting rate of 1.1 percent for the year ended
December 31, 2015 was unchanged from December 31, 2014
and, therefore, had no impact on 2015 net periodic income.

Healthcare Cost Trend Rate
For nonpension postretirement benefit plan accounting, the
company reviews external data and its own historical trends for
healthcare costs to determine the healthcare cost trend rates.
However, the healthcare cost trend rate has an insignificant
effect on plan costs and obligations as a result of the terms of the
plan which limit the company’s obligation to the participants. The
company assumes that the healthcare cost trend rate for 2018
will be 6.5 percent. In addition, the company assumes that the
same trend rate will decrease to 5 percent over the next six years.
A one percentage point increase or decrease in the assumed
healthcare cost trend rate would not have had a material effect on
2017, 2016 and 2015 net periodic cost or the benefit obligations
as of December 31, 2017 and 2016.

Investment Policies and Strategies
The investment objectives of the Qualified PPP portfolio are
designed to generate returns that will enable the plan to meet
its future obligations. The precise amount for which these
obligations will be settled depends on future events, including the
retirement dates and life expectancy of the plans’ participants.
The obligations are estimated using actuarial assumptions, based
on the current economic environment and other pertinent factors
described previously on pages 135 and 136. The Qualified PPP
portfolio’s investment strategy balances the requirement to
generate returns, using potentially higher yielding assets such
as equity securities, with the need to control risk in the portfolio
with less volatile assets, such as fixed-income securities. Risks
include, among others, inflation, volatility in equity values and
changes in interest rates that could cause the plan to become
underfunded, thereby increasing its dependence on contributions
from the company. To mitigate any potential concentration risk,
careful consideration is given to balancing the portfolio among
industry sectors, companies and geographies, taking into account
interest rate sensitivity, dependence on economic growth,
currency and other factors that affect investment returns.
During 2016 and 2017, the company changed its investment
strategy, modifying the target allocation primarily by reducing
equity securities and increasing debt securities. These changes
were designed to reduce the potential negative impact that
equity markets might have on the funded status of the plan. The
Qualified PPP portfolio’s target allocation is 12 percent equity
securities, 79 percent fixed-income securities, 4 percent real
estate and 5 percent other investments.

The assets are managed by professional investment firms and
investment professionals who are employees of the company.
They are bound by investment mandates determined by the
company’s management and are measured against specific
benchmarks. Among these managers, consideration is given,
but not limited to, balancing security concentration, issuer
concentration, investment style and reliance on particular active
and passive investment strategies.

Market liquidity risks are tightly controlled, with $4,683 million
of the Qualified PPP portfolio as of December 31, 2017 invested
in private market assets consisting of private equities and private
real estate investments, which are less liquid than publicly traded
securities. In addition, the Qualified PPP portfolio had $1,845
million in commitments for future investments in private markets
to be made over a number of years. These commitments are
expected to be funded from plan assets.

Derivatives are used as an effective means to achieve investment
objectives and/or as a component of the plan’s risk management
strategy. The primary reasons for the use of derivatives are
fixed income management, including duration, interest rate
management and credit exposure, cash equitization and to
manage currency and commodity strategies.

Notes to Consolidated Financial Statements International Business Machines Corporation and Subsidiary Companies137

Outside the U.S., the investment objectives are similar to
those described previously, subject to local regulations. The
weighted-average target allocation for the non-U.S. plans is
23 percent equity securities, 62 percent fixed-income securities,
3 percent real estate and 12 percent other investments, which is
consistent with the allocation decisions made by the company’s
management. In some countries, a higher percentage allocation
to fixed income is required to manage solvency and funding
risks. In others, the responsibility for managing the investments
typically lies with a board that may include up to 50 percent of
members elected by employees and retirees. This can result

in slight differences compared with the strategies previously
described. Generally, these non-U.S. plans do not invest in illiquid
assets and their use of derivatives is consistent with the U.S. plan
and mainly for currency hedging, interest rate risk management,
credit exposure and alternative investment strategies.

The company’s nonpension postretirement benefit plans
are underfunded or unfunded. For some plans, the company
maintains a nominal, highly liquid trust fund balance to ensure
timely benefit payments.

Defined Benefit Pension Plan Assets
The following table presents the company’s defined benefit pension plans’ asset classes and their associated fair value at December 31,
2017. The U.S. Plan consists of the Qualified PPP and the non-U.S. Plans consist of all plans sponsored by the company’s subsidiaries.

($ in millions)

Equity

Equity securities (1)

Equity mutual funds (2)

Fixed-income

Government and related (3)

Corporate bonds (4)

Mortgage and asset-backed

securities

Fixed-income mutual funds (5)

Insurance contracts

Cash and short-term investments (6)

Real estate

Derivatives (7)

Other mutual funds (8)

Subtotal

Investments measured at net asset
value using the NAV practical
expedient (9)

Other (10)

U.S. Plan

Non-U.S. Plans

Level 1

Level 2

Level 3

Total

Level 1

Level 2

Level 3

Total

$2,215

$ 0

$ — $ 2,215

$3,508

$ 0

$ — $ 3,508

108

—

338

—

100

—

19,762

17,864

619

—

1,903

—

(4)

—

108

19,762

372

18,236

—

623

338

—

2,004

—

221

—

10,103

2,000

—

1,366

606

—

744

—

356

—

10,111

2,000

1,366

827

356

764

2,782

40,144

376

43,302

3,918

14,824

365

19,107

—

9,537

(145)

—

21,744

(52)

Fair value of plan assets

$2,782

$40,144

$376

$52,694

$3,918

$14,824

$365

$40,798

(1) Represents U.S. and international securities. The U.S. Plan includes IBM common stock of $14 million, representing 0.03 percent of the U.S. Plan

assets. Non-U.S. Plans include IBM common stock of $7 million, representing 0.02 percent of the non-U.S. Plans assets.

(2) Invests in predominantly equity securities.

(3) Includes debt issued by national, state and local governments and agencies.

(4) The U.S. Plan includes IBM corporate bonds of $1 million, representing 0.002 percent of the U.S. Plan assets. Non-U.S. plans include IBM corporate

bonds of $1 million representing 0.002 percent of the non-U.S. Plan assets.

(5) Invests predominantly in fixed-income securities.

(6) Includes cash, cash equivalents and short-term marketable securities.

(7) Includes interest rate derivatives, forwards, exchange traded and other over-the-counter derivatives.

(8) Invests in both equity and fixed-income securities.

(9) Investments measured at fair value using the net asset value (NAV) per share (or its equivalent) as a practical expedient, including commingled

funds, hedge funds, private equity and real estate partnerships.

(10) Represents net unsettled transactions, relating primarily to purchases and sales of plan assets.

Notes to Consolidated Financial Statements International Business Machines Corporation and Subsidiary Companies138

The U.S. nonpension postretirement benefit plan assets of $18
million were invested primarily in cash equivalents, categorized
as Level 1 in the fair value hierarchy. The non-U.S. nonpension
postretirement benefit plan assets of $70 million, primarily in
Brazil, and, to a lesser extent, in Mexico and South Africa, were
invested primarily in government and related fixed-income
securities and corporate bonds, categorized as Level 2 in the
fair value hierarchy.

The following table presents the company’s defined benefit
pension plans’ asset classes and their associated fair value at
December 31, 2016. The U.S. Plan consists of the Qualified PPP
and the non-U.S. Plans consist of all plans sponsored by the
company’s subsidiaries.

($ in millions)

Equity

Equity securities (1)

Equity mutual funds (2)

Fixed income

Government and related (3)

Corporate bonds (4)

Mortgage and asset-backed

securities

Insurance contracts

Cash and short-term investments (6)

Real estate

Derivatives (7)

Other mutual funds (8)

Subtotal

Investments measured at net
asset value using the NAV
practical expedient (9)

Other (10)

U.S. Plan

Non-U.S. Plans

Level 1

Level 2

Level 3

Total

Level 1

Level 2

Level 3

Total

$5,778 $ 1

$ — $ 5,779

$4,080 $ 0

$ — $ 4,080

—

14,897

18,063

652

—

1,927

—

14,897

101

18,164

—

656

359

—

1,982

—

294

—

114

—

7,577

2,045

—

1,137

707

—

752

—

294

—

7,593

2,045

1,137

1,001

294

796

114

6,303

35,560

106

41,969

4,589

12,223

310

17,122

—

9,641

(205)

—

18,946

(48)

Fixed-income mutual funds (5)

359

Fair value of plan assets

$6,303 $35,560

$106 $51,405

$4,589 $12,223

$310 $36,020

(1) Represents U.S. and international securities. The U.S. Plan includes IBM common stock of $28 million, representing 0.1 percent of the U.S. Plan

assets. Non-U.S. Plans include IBM common stock of $15 million, representing 0.04 percent of the non-U.S. Plans assets.

(2) Invests in predominantly equity securities.

(3) Includes debt issued by national, state and local governments and agencies.

(4) The U.S. Plan includes IBM corporate bonds of $4 million, representing 0.01 percent of the U.S. Plan assets. Non-U.S. plans include IBM corporate

bonds of $1 million representing 0.003 percent of the non-U.S. Plan assets.

(5) Invests in predominantly fixed-income securities.

(6) Includes cash and cash equivalents and short-term marketable securities.

(7) Includes interest rate derivatives, forwards, exchange traded and other over-the-counter derivatives.

(8) Invests in both equity and fixed-income securities.

(9) Investments measured at fair value using the net asset value (NAV) per share (or its equivalent) as a practical expedient, including commingled

funds, hedge funds, private equity and real estate partnerships.

(10) Represents net unsettled transactions, relating primarily to purchases and sales of plan assets.

The U.S. nonpension postretirement benefit plan assets of $26
million were invested in cash, categorized as Level 1 in the fair
value hierarchy. The non-U.S. nonpension postretirement benefit
plan assets of $71 million, primarily in Brazil, and, to a lesser

extent, in Mexico and South Africa, were invested primarily in
government and related fixed-income securities and corporate
bonds, categorized as Level 2 in the fair value hierarchy.

Notes to Consolidated Financial Statements International Business Machines Corporation and Subsidiary CompaniesThe following tables present the reconciliation of the beginning and ending balances of Level 3 assets for the years ended December 31,
2017 and 2016 for the U.S. Plan.

139

($ in millions)

Balance at January 1, 2017

Return on assets held at end of year

Return on assets sold during the year

Purchases, sales and settlements, net

Balance at December 31, 2017

($ in millions)

Balance at January 1, 2016

Return on assets held at end of year

Return on assets sold during the year

Purchases, sales and settlements, net

Transfers, net

Balance at December 31, 2016

Corporate
Bonds

$101

259

$372

Corporate
Bonds

$ 2

(3)

103

(2)

Mortgage and
Asset-Backed
Securities

$ 5

(1)

$ 4

Mortgage and
Asset-Backed
Securities

$10

(5)

(2)

Total

$106

258

$376

Total

$ 12

(2)

(3)

$101

$ 5

$106

The following tables present the reconciliation of the beginning and ending balances of Level 3 assets for the years ended December 31,
2017 and 2016 for the non-U.S. Plans.

($ in millions)

Balance at January 1, 2017

Return on assets held at end of year

Return on assets sold during the year

Purchases, sales and settlements, net

Transfers, net

Foreign exchange impact

Balance at December 31, 2017

Government
and Related

Corporate
Bonds

Private Real
Estate

$16

$ 1

$294

(3)

(2)

(6)

(1)

—

Total

$310

(4)

(6)

$ 8

$—

$356

$365

Notes to Consolidated Financial Statements International Business Machines Corporation and Subsidiary Companies140

($ in millions)

Balance at January 1, 2016

Return on assets held at end of year

Return on assets sold during the year

Purchases, sales and settlements, net

Transfers, net

Foreign exchange impact

Balance at December 31, 2016

Valuation Techniques
The following is a description of the valuation techniques used
to measure plan assets at fair value. There were no changes in
valuation techniques during 2017 and 2016.

Equity securities are valued at the closing price reported on the
stock exchange on which the individual securities are traded. IBM
common stock is valued at the closing price reported on the New
York Stock Exchange. Mutual funds are typically valued based
on quoted market prices. These assets are generally classified
as Level 1.

The fair value of fixed-income securities is typically estimated
using pricing models, quoted prices of securities with similar
characteristics or discounted cash flows and are generally
classified as Level 2. If available, they are valued using the closing
price reported on the major market on which the individual
securities are traded.

Cash includes money market accounts that are valued at their
cost plus interest on a daily basis, which approximates fair
value. Short-term investments represent securities with original
maturities of one year or less. These assets are classified as
Level 1 or Level 2.

Real estate valuations require significant judgment due to the
absence of quoted market prices, the inherent lack of liquidity
and the long-term nature of such assets. These assets are initially
valued at cost and are reviewed periodically utilizing available
and relevant market data, including appraisals, to determine
if the carrying value of these assets should be adjusted. These
assets are classified as Level 3.

Exchange-traded derivatives are valued at the closing price
reported on the exchange on which the individual securities are
traded, while forward contracts are valued using a mid-close
price. Over-the-counter derivatives are typically valued using
pricing models. The models require a variety of inputs, including,
for example, yield curves, credit curves, measures of volatility
and foreign exchange rates. These assets are classified as Level
1 or Level 2 depending on availability of quoted market prices.

Certain investments are measured at fair value using the net
asset value (NAV) per share (or its equivalent) as a practical
expedient. These investments, which include commingled funds,

Government
and Related

Corporate
Bonds

Private Real
Estate

$16

$ 4

$411

(3)

—

(22)

(68)

—

(62)

Total

$431

(21)

(72)

(63)

$16

$ 1

$294

$310

hedge funds, private equity and real estate partnerships, are
typically valued using the NAV provided by the administrator of
the fund and reviewed by the company. The NAV is based on the
value of the underlying assets owned by the fund, minus liabilities
and divided by the number of shares or units outstanding.
In accordance with FASB guidance, these investments have
not been classified in the fair value hierarchy. Refer to note B,
“Accounting Changes.”

Contributions
Defined Benefit Pension Plans
It is the company’s general practice to fund amounts for
pensions sufficient to meet the minimum requirements set forth
in applicable employee benefits laws and local tax laws. From
time to time, the company contributes additional amounts as it
deems appropriate.

The company contributed $192 million in cash and $176 million
in U.S. Treasury securities to non-U.S. defined benefit pension
plans as well as $40 million in cash to multi-employer plans for
the year ended December 31, 2017. The contribution of U.S.
Treasury securities is considered a non-cash transaction in
the Consolidated Statement of Cash Flows. For the year ended
December 31, 2016, the company contributed $169 million in
cash and $295 million in U.S. Treasury securities to non-U.S.
defined benefit pension plans as well as $43 million in cash to
multi-employer plans. The cash contributions to multi-employer
plans represent the annual cost included in net periodic (income)/
cost recognized in the Consolidated Statement of Earnings. The
company’s participation in multi-employer plans has no material
impact on the company’s financial statements.

In 2018, the company is not legally required to make any
contributions to the U.S. defined benefit pension plans. However,
depending on market conditions, or other factors, the company
may elect to make discretionary contributions to the Qualified
PPP during the year.

In 2018, the company estimates contributions to its non-U.S.
defined benefit and multi-employer plans to be approximately
$400 million, the largest of which will be contributed to defined
benefit pension plans in the UK, Japan and Spain. This amount
generally represents legally mandated minimum contributions.

Notes to Consolidated Financial Statements International Business Machines Corporation and Subsidiary Companies141

Financial market performance in 2018 could increase the legally
mandated minimum contribution in certain countries which
require monthly or daily remeasurement of the funded status.
The company could also elect to contribute more than the legally
mandated amount based on market conditions or other factors.

Defined Contribution Plans
The company contributed $1,020 million and $1,046 million
in cash to the defined contribution plans during the years
ended December 31, 2017 and 2016, respectively. In 2018,
the company estimates cash contributions to the defined
contribution plans to be approximately $1.0 billion.

Nonpension Postretirement Benefit Plans
The company contributed $394 million and $305 million to the
nonpension postretirement benefit plans during the years ended
December 31, 2017 and 2016, respectively. The $394 million

contribution in 2017 consisted of U.S. Treasury securities. In
2017, excess cash in the plan of $70 million was subsequently
transferred to the Active Employee Medical Trust. The $305
million contribution in 2016 consisted of $80 million in cash and
$225 million in U.S. Treasury securities. The contribution of U.S.
Treasury securities is considered a non-cash transaction in the
Consolidated Statement of Cash Flows.

Expected Benefit Payments
Defined Benefit Pension Plan Expected Payments
The following table presents the total expected benefit payments
to defined benefit pension plan participants. These payments
have been estimated based on the same assumptions used to
measure the plans’ PBO at December 31, 2017 and include
benefits attributable to estimated future compensation
increases, where applicable.

($ in millions)

2018

2019

2020

2021

2022

2023–2027

Qualified
U.S. Plan
Payments

$ 3,528

3,510

3,581

3,579

3,486

16,673

Nonqualified
U.S. Plans
Payments

Qualified
Non-U.S. Plans
Payments

Nonqualified
Non-U.S. Plans
Payments

Total Expected
Benefit
Payments

$123

$1,879

$ 338

$ 5,868

122

124

125

123

588

1,898

1,913

1,939

1,981

9,936

340

380

418

439

5,870

5,997

6,061

6,029

2,388

29,585

The 2018 expected benefit payments to defined benefit pension
plan participants not covered by the respective plan assets
(underfunded plans) represent a component of compensation
and benefits, within current liabilities, in the Consolidated
Statement of Financial Position.

Nonpension Postretirement Benefit Plan Expected Payments
The following table reflects the total expected benefit payments
to nonpension postretirement benefit plan participants. These
payments have been estimated based on the same assumptions
used to measure the plans’ APBO at December 31, 2017.

($ in millions)

2018

2019

2020

2021

2022

2023–2027

U.S. Plan
Payments

$ 373

382

390

387

372

1,623

Qualified
Non-U.S. Plans
Payments

Nonqualified
Non-U.S. Plans
Payments

Total Expected
Benefit
Payments

$ 6

$ 35

$ 414

426

437

425

285

1,945

The 2018 expected benefit payments to nonpension
postretirement benefit plan participants not covered by the
respective plan assets represent a component of compensation
and benefits, within current liabilities, in the Consolidated
Statement of Financial Position.

Other Plan Information
The following table presents information for defined benefit
pension plans with accumulated benefit obligations (ABO) in
excess of plan assets. For a more detailed presentation of the
funded status of the company’s defined benefit pension plans,
see the table on page 132.

Notes to Consolidated Financial Statements International Business Machines Corporation and Subsidiary Companies
142

($ in millions)

At December 31:

Plans with PBO in excess of plan assets

Plans with ABO in excess of plan assets

Plans with assets in excess of PBO

NOTE T. SEGMENT INFORMATION
The company’s major operations consist of five business
segments: Cognitive Solutions, Global Business Services,
Technology Services & Cloud Platforms, Systems and Global
Financing. The segments represent components of the company
for which separate financial information is available that is utilized
on a regular basis by the chief operating decision maker (the chief
executive officer) in determining how to allocate resources and
evaluate performance. The segments are determined based
on several factors, including client base, homogeneity of
products, technology, delivery channels and similar economic
characteristics.

Segment revenue and pre-tax income include transactions
between the segments that are intended to reflect an arm’s-
length, market-based transfer price. Systems that are used
by Technology Services & Cloud Platforms in outsourcing
engagements are primarily sourced internally from the Systems
segment and software is sourced from various segments.
Software used by Technology Services & Cloud Platforms on
external engagements is sourced internally through Cognitive
Solutions and the Systems segments. For providing IT
services that are used internally, Technology Services & Cloud
Platforms and Global Business Services recover cost, as well
as a reasonable fee, that is intended to reflect the arm’s-length
value of providing the services. They enter into arm’s-length
loans at prices equivalent to market rates with Global Financing
to facilitate the acquisition of equipment and software used
in services engagements. All internal transaction prices are
reviewed annually, and reset if appropriate.

2017

2016

Benefit
Obligation

$31,416

27,751

70,139

Plan
Assets

$18,711

15,607

74,782

Benefit
Obligation

$29,182

28,770

68,017

Plan
Assets

$16,374

16,272

71,051

The company utilizes globally integrated support organizations
to realize economies of scale and efficient use of resources. As
a result, a considerable amount of expense is shared by all of
the segments. This shared expense includes sales coverage,
certain marketing functions and support functions such as
Accounting, Treasury, Procurement, Legal, Human Re sources
and Billing and Collections. Where practical, shared expenses
are allocated based on measurable drivers of expense, e.g.,
headcount. When a clear and measurable driver cannot be
identified, shared expenses are allocated on a financial basis
that is consistent with the company’s management system, e.g.,
advertising expense is allocated based on the gross profits of the
segments. A portion of the shared expenses, which are recorded
in net income, are not allocated to the segments. These expenses
are associated with the elimination of internal transactions and
other miscellaneous items.

The following tables reflect the results of continuing operations
of the company’s segments consistent with the management and
measurement system utilized within the company. Performance
measurement is based on pre-tax income from continuing
operations. These results are used, in part, by the chief operating
decision maker, both in evaluating the performance of, and in
allocating resources to, each of the segments.

Notes to Consolidated Financial Statements International Business Machines Corporation and Subsidiary CompaniesManagement System Segment View

($ in millions)

For the year ended December 31:

2017

External revenue

Internal revenue

Total revenue

143

Cognitive
Solutions

Global
Business
Services

Technology
Services &
Cloud
Platforms

Systems

Global
Financing

Total
Segments

$18,453

$16,348

$34,277

$ 8,194

$1,696

$78,968

2,647

363

657

750

$21,100

$16,711

$34,934

$ 8,945

Pre-tax income from continuing operations

$ 6,817

$ 1,401

$ 4,344

$ 1,135

Revenue year-to-year change

Pre-tax income year-to-year change

Pre-tax income margin

1.4%

7.3%

32.3%

(2.3)%

(19.1)%

8.4%

(3.1)%

(7.7)%

12.4%

5.7%

21.6%

12.7%

2016

External revenue

Internal revenue

Total revenue

2015

External revenue

Internal revenue

Total revenue

$18,187

$16,700

$35,337

$ 7,714

$1,692

$79,630

2,630

409

715

750

$20,817

$17,109

$36,052

$ 8,464

Pre-tax income from continuing operations

$ 6,352

$ 1,732

$ 4,707

$ 933

Revenue year-to-year change

Pre-tax income year-to-year change

Pre-tax income margin

3.8%

(12.3)%

30.5%

(3.1)%

(33.4)%

10.1%

0.6%

(17.0)%

13.1%

(18.0)%

(45.8)%

11.0%

$17,841

$17,166

$35,142

$ 9,547

$1,840

$81,535

2,215

499

698

778

$20,055

$17,664

$35,840

$10,325

2,637

$4,477

$2,364

6,826

$88,361

$19,602

Pre-tax income from continuing operations

$ 7,245

$ 2,602

$ 5,669

$ 1,722

Revenue year-to-year change

Pre-tax income year-to-year change

Pre-tax income margin

(8.4)%

(11.8)%

36.1%

(11.9)%

(22.3)%

14.7%

(9.8)%

(20.0)%

15.8%

(22.4)%

24.4%

16.7%

(1.0)%

8.0%

52.8%

(11.2)%

(11.8)%

22.2%

1,471

$3,168

$1,279

(9.3)%

(22.7)%

40.4%

5,889

$84,857

$14,977

(1.3)%

(2.6)%

17.6%

1,802

$3,494

$1,656

(22.0)%

(29.9)%

47.4%

6,307

$85,936

$15,380

(2.7)%

(21.5)%

17.9%

Notes to Consolidated Financial Statements International Business Machines Corporation and Subsidiary Companies144

Reconciliations of IBM as Reported

($ in millions)

For the year ended December 31:

2017

2016

2015

Revenue

Total reportable segments

$84,857

$85,936

$88,361

Other revenue

171

289

206

Elimination of internal

transactions

Total IBM consolidated

(5,889)

(6,307)

(6,826)

revenue

$79,139

$79,919

$81,741

($ in millions)

For the year ended December 31:

2017

2016

2015

Pre-tax income from

continuing operations

Total reportable segments

$14,977

$15,380

$19,602

Amortization of acquired

intangible assets

Acquisition-related charges

Non-operating retirement-
related (costs)/income

Elimination of internal

transactions

Unallocated corporate

amounts

Total pre-tax income from
continuing operations

(945)

(52)

(998)

(5)

(677)

(26)

(1,468)

(598)

(1,050)

(726)

(1,160)

(1,675)

(385)

(290)

(230)

$11,400

$12,330

$15,945

Immaterial Items
Investment in Equity Alliances and
Equity Alliances Gains/(Losses)
The investments in equity alliances and the resulting gains and
(losses) from these investments that are attributable to the
segments did not have a material effect on the financial position
or the financial results of the segments.

Segment Assets and Other Items
Cognitive Solutions assets are mainly goodwill, acquired
intangible assets and accounts receivable. Global Business
Services assets are primarily goodwill and accounts receivable.
Technology Services & Cloud Platforms assets are primarily
goodwill, plant, property and equipment including the assets
associated with the outsourcing business, deferred services
arrangement transition costs and accounts receivable. Systems
assets are primarily goodwill, manufacturing inventory, and plant,
property and equipment. Global Financing assets are primarily
financing receivables, cash and marketable securities, and fixed
assets under operating leases.

To ensure the efficient use of the company’s space and
equipment, several segments may share plant, property and
equipment assets. Where assets are shared, landlord ownership
of the assets is assigned to one segment and is not allocated
to each user segment. This is consistent with the company’s
management system and is reflected accordingly in the table on
page 145. In those cases, there will not be a precise correlation
between segment pre-tax income and segment assets.

Similarly, the depreciation amounts reported by each segment
are based on the assigned landlord ownership and may not be
consistent with the amounts that are included in the segments’
pre-tax income. The amounts that are included in pre-tax
income reflect occupancy charges from the landlord segment
and are not specifically identified by the management reporting
system. Capital expenditures that are reported by each segment
also are consistent with the landlord ownership basis of
asset assignment.

Global Financing amounts for interest income and interest
expense reflect the interest income and interest expense
associated with the Global Financing business, including the
intercompany financing activities discussed on pages 33 and 34,
as well as the income from investment in cash and marketable
securities. The explanation of the difference between cost of
financing and interest expense for segment presentation versus
presentation in the Consolidated Statement of Earnings is
included on page 48 of the Management Discussion.

Notes to Consolidated Financial Statements International Business Machines Corporation and Subsidiary Companies145

Management System Segment View

($ in millions)

For the year ended December 31:

2017

Assets

Cognitive
Solutions

Global
Business
Services

Technology
Services &
Cloud
Platforms

Systems

Global
Financing

Total
Segments

$24,829

$8,713

$24,619

$3,898

$41,096

$103,155

Depreciation/amortization of intangibles*

1,121

101

2,359

Capital expenditures/investments

373

—

2,290

—

341

189

—

267

4,190

364

1,527

381

3,265

1,527

381

in intangibles

Interest income

Interest expense

2016

Assets

in intangibles

Interest income

Interest expense

2015

Assets

Depreciation/amortization of intangibles*

Capital expenditures/investments

in intangibles

Interest income

Interest expense

Depreciation/amortization of intangibles*

1,228

104

2,224

Capital expenditures/investments

$25,517

$8,628

$24,085

$3,812

$36,492

$ 98,534

495

—

2,382

—

375

453

—

317

4,248

380

1,547

371

3,764

1,547

371

$20,017

$8,327

$23,530

$3,967

$36,157

$ 91,999

921

448

—

1,944

2,619

—

321

—

343

3,610

356

1,720

469

3,830

1,720

469

* Segment pre-tax income from continuing operations does not include the amortization of intangible assets.

Notes to Consolidated Financial Statements International Business Machines Corporation and Subsidiary Companies

146

Reconciliations of IBM as Reported

($ in millions)

At December 31:

Assets

2017

2016

2015

Total reportable segments $103,155

$ 98,534

$ 91,999

Elimination of internal

transactions

Unallocated amounts

Cash and marketable

(6,272)

(5,670)

(4,709)

securities

9,900

6,752

6,634

Notes and accounts

receivable

Deferred tax assets

Plant, other property
and equipment

Pension assets

Other

Total IBM consolidated

2,554

4,746

2,659

4,643

3,972

2,660

5,078

2,656

3,034

4,425

2,333

4,693

2,650

1,734

5,161

assets

$125,356

$117,470 $110,495

Major Clients
No single client represented 10 percent or more of the company’s
total revenue in 2017, 2016 or 2015.

Geographic Information
The following provides information for those countries that are
10 percent or more of the specific category.

Revenue*

($ in millions)

For the year ended December 31:

2017

2016

2015

United States

Japan

Other countries

Total IBM consolidated

$29,759

$30,194

$30,514

8,239

41,141

8,339

41,386

7,544

43,683

revenue

$79,139

$79,919

$81,741

* Revenues are attributed to countries based on the location of the client.

Plant and Other Property — Net

($ in millions)

At December 31:

United States

Other countries

Total

2017

2016

2015

$ 4,670

$ 4,701

$ 4,644

5,985

5,607

5,532

$10,655

$10,308

$10,176

Revenue by Classes of Similar Products or Services
The following table presents external revenue for similar
classes of products or services within the company’s reportable
segments. Client solutions often include IBM software and
systems and other suppliers’ products if the client solution
requires it. For each of the segments that include services;
Software-as-a-Service, consulting, education, training and other
product-related services are included as services. For each of
these segments, software includes product license charges and
ongoing subscriptions.

($ in millions)

For the year ended December 31:

2017

2016

2015

Cognitive Solutions

Software

Services

Systems

Global Business Services

Services

Software

Systems

Technology Services &
Cloud Platforms

Services

Maintenance

Software

Systems

Servers

Storage

Software

Services

Global Financing

Financing

$13,598

$13,969

$14,557

4,752

103

4,111

107

3,175

108

$16,004

$16,399

$16,851

179

165

179

121

164

151

$23,629

$24,311

$23,947

5,783

3,610

1,254

5,862

3,818

1,346

6,085

3,907

1,203

$ 3,993

$ 3,567

$ 5,032

2,243

1,520

439

2,083

1,586

478

2,325

1,749

442

$ 1,167

$ 1,231

$ 1,386

Used equipment sales

530

461

454

NOTE U. SUBSEQUENT EVENTS
On January 30, 2018, the company announced that the Board of
Directors approved a quarterly dividend of $1.50 per common
share. The dividend is payable March 10, 2018 to shareholders
of record on February 9, 2018.

On February 6, 2018, IBM Credit LLC issued $2.0 billion in bonds
as follows: $450 million of 3-year floating-rate bonds priced at
LIBOR plus 16 basis points, $800 million of 3-year fixed-rate
bonds with a 2.65 percent coupon and $750 million of 5-year
fixed-rate bonds with a 3.0 percent coupon.

Notes to Consolidated Financial Statements International Business Machines Corporation and Subsidiary CompaniesFive-Year Comparison of Selected Financial Data
International Business Machines Corporation and Subsidiary Companies

147

($ in millions except per share amounts)

For the year ended December 31:

2017

2016

2015

2014

2013

Revenue

$ 79,139

$ 79,919

$ 81,741

$ 92,793

$ 98,367

Income from continuing operations

$ 5,758

$ 11,881

$ 13,364

$ 15,751

$ 16,881

Loss from discontinued operations, net of tax

$ (5)

$ (9)

$ (174)

$ (3,729)

$ (398)

Net income

$ 5,753

$ 11,872

$ 13,190

$ 12,022

$ 16,483

Operating (non-GAAP) earnings*

$ 12,935

$ 13,031

$ 14,659

$ 16,702

$ 18,356

Earnings/(loss) per share of common stock:

Assuming dilution:

Continuing operations

Discontinued operations

Total

Basic:

Continuing operations

Discontinued operations

Total

$ 6.14

$ 12.39

$ 13.60

$ 15.59

$ 15.30

$ 0.00

$ (0.01)

$ (0.18)

$ (3.69)

$ (0.36)

$ 6.14

$ 12.38

$ 13.42

$ 11.90

$ 14.94

$ 6.17

$ 12.44

$ 13.66

$ 15.68

$ 15.42

$ 0.00

$ (0.01)

$ (0.18)

$ (3.71)

$ (0.36)

$ 6.17

$ 12.43

$ 13.48

$ 11.97

$ 15.06

Diluted operating (non-GAAP)*

$ 13.80

$ 13.59

$ 14.92

$ 16.53

$ 16.64

Cash dividends paid on common stock

$ 5,506

$ 5,256

$ 4,897

$ 4,265

$ 4,058

Per share of common stock

$ 5.90

$ 5.50

$ 5.00

$ 4.25

$ 3.70

Investment in property, plant and equipment

$ 3,229

$ 3,567

$ 3,579

$ 3,740

$ 3,623

Return on IBM stockholders’ equity

31.1%

74.0%

101.1%

72.5%

83.8%

At December 31:

Total assets

2017

2016

2015

2014

2013

$125,356

$117,470

$110,495

$117,271

$125,641

Net investment in property, plant and equipment

$ 11,116

$ 10,830

$ 10,727

$ 10,771

$ 13,821

Working capital

Total debt

Total equity

$ 12,373

$ 7,613

$ 8,235

$ 7,797

$ 9,610

$ 46,824

$ 42,169

$ 39,890

$ 40,722

$ 39,637

$ 17,725

$ 18,392

$ 14,424

$ 12,014

$ 22,929

* Refer to the “GAAP Reconciliation,” on page 59 of the company’s 2015 Annual Report for the reconciliation of non-GAAP financial information for 2014
and 2013. Also see “GAAP Reconciliation,” on pages 49 and 55 for the reconciliation of non-GAAP financial information for 2017, 2016 and 2015.

148

Selected Quarterly Data
International Business Machines Corporation and Subsidiary Companies

($ in millions except per share amounts and stock prices)

2017

Revenue

Gross profit

Income/(loss) from continuing operations

First
Quarter

$18,155

$ 7,772

$ 1,753

Second
Quarter

$19,289

$ 8,794

$ 2,332

Income/(loss) from discontinued operations, net of tax

$ (3)

$ (1)

($ in millions except per share amounts and stock prices)

2016

Revenue

Gross profit

Income from continuing operations

First
Quarter

$18,684

$ 8,686

$ 2,016

Income/(loss) from discontinued operations, net of tax

$ (3)

Net income/(loss)

Operating (non-GAAP) earnings*

Earnings/(loss) per share of common stock**

Assuming dilution

Basic

Diluted operating (non-GAAP)*

Dividends per share of common stock
Stock prices++

High

Low

Net income

Operating (non-GAAP) earnings*

Earnings/(loss) per share of common stock**

Assuming dilution:

Continuing operations

Discontinued operations

Total

Basic:

Continuing operations

Discontinued operations

Total

Diluted operating (non-GAAP)*

Dividends per share of common stock
Stock prices++

High

Low

Third
Quarter

$19,153

$ 8,800

$ 2,726

$ 0

$ 2,726

$ 3,079

$ 2.92

$ 2.93

$ 3.30

$ 1.50

Fourth
Quarter

$22,543

$10,862

$ (1,053)

$ (1)

$ (1,054)

$ 4,809

$ (1.14)

$ 5.18

$ 1.50

Full Year

$79,139

$36,227

$ 5,758

$ (5)

$ 5,753

$12,935

$ 6.14

$ 6.17

$ 13.80

$ 5.90

$ 1,750

$ 2,255

$ 2,331

$ 2,792

$ 1.85

$ 1.86

$ 2.38

$ 1.40

$ 2.48

$ 2.49

$ 2.97

$ 1.50

$181.95

$165.52

$174.52

$150.37

$155.58

$139.70

$162.07

$146.48

Second
Quarter

$20,238

$ 9,702

$ 2,505

$ 0

$ 2,504

$ 2,835

$ 2.61

$ 0.00

$ 2.61

$ 2.62

$ 0.00

$ 2.62

$ 2.95

$ 1.40

Third
Quarter

$19,226

$ 9,013

$ 2,854

Fourth
Quarter

$21,770

$10,893

$ 4,505

Full Year

$79,919

$38,294

$11,881

$ (1)

$ (4)

$ (9)

$ 2,853

$ 3,149

$ 4,501

$ 4,776

$11,872

$13,031

$ 2.98

$ 0.00

$ 2.98

$ 2.99

$ 0.00

$ 2.99

$ 3.29

$ 1.40

$ 4.73

$ 12.39

$ (0.01)

$ 4.72

$ 12.38

$ 4.75

$ 12.44

$ (0.01)

$ 4.74

$ 5.01

$ 1.40

$ 12.43

$ 13.59

$ 5.50

$ 2,014

$ 2,270

$ 2.09

$ 0.00

$ 2.09

$ 0.00

$ 2.09

$ 2.35

$ 1.30

$151.45

$117.85

$155.35

$143.50

$163.53

$151.68

$168.51

$149.63

Refer to page 68 of the company’s first-quarter 2017 Form 10-Q filed on April 25, 2017, page 82 of the company’s second-quarter 2017 Form 10-Q
filed on July 25, 2017, page 85 of the company’s third-quarter 2017 Form 10-Q filed on October 31, 2017, and page 55 under the heading “GAAP
Reconciliation” for the reconciliation of non-GAAP financial information for the fourth quarter of 2017 and 2016. Also see “GAAP Reconciliation,” on
page 49 for the reconciliation of non-GAAP financial information for full-year 2017 and 2016.

** Earnings Per Share (EPS) in each quarter is computed using the weighted-average number of shares outstanding during that quarter while EPS for

the full year is computed using the weighted-average number of shares outstanding during the year. Thus, the sum of the four quarters’ EPS does not
equal the full-year EPS.

++ The stock prices reflect the high and low prices for IBM’s common stock on the New York Stock Exchange composite tape for the periods presented.

Performance Graphs
International Business Machines Corporation and Subsidiary Companies

149

COMPARISON OF FIVE- AND TEN-YEAR CUMULATIVE TOTAL RETURN FOR IBM,
S&P 500 STOCK INDEX AND S&P INFORMATION TECHNOLOGY INDEX
The following graphs compare the five- and ten-year cumulative
total returns for IBM common stock with the comparable
cumulative of certain Standard & Poor’s (S&P) indices. Due to the
fact that IBM is a company included in the S&P 500 Stock Index,
the SEC’s rules require the use of that index for the required
five-year graph. Under those rules, the second index used for
comparison may be a published industry or line-of-business

index. The S&P Information Technology Index is such an index.
IBM is also included in this index.

Each graph assumes $100 invested on December 31 (of the initial
year shown in the graph) in IBM common stock and $100 invested
on the same date in each of the S&P indices. The comparisons
assume that all dividends are reinvested.

Five-Year

Ten-Year

280

240

200

160

120

320

280

240

200

160

120

Five-Year

(U.S. Dollar)

IBM Common Stock

S & P 500 Index

2012

2013

2014

2015

2016

2017

$100.00

$ 99.82 $ 87.44

$ 77.47

$ 96.98

$ 93.12

100.00

132.39

150.51

152.59

170.84

208.14

S & P Information Technology Index

100.00

128.43

154.26

163.40

186.03

258.28

Ten-Year

(U.S. Dollar)

2007

2008

2009

2010

2011

2012

2013

2014

2015

2016

2017

IBM Common Stock

$100.00 $79.24 $125.67 $143.62 $183.01 $193.87 $193.51 $169.53 $150.18 $188.01 $180.52

S & P 500 Index

100.00

63.00

79.67

91.67

93.61 108.59 143.76 163.44 165.70 185.52 226.03

S & P Information
Technology Index

100.00

56.86

91.96 101.32 103.77 119.15 153.02 183.81 194.70 221.66 307.74

150

Board of Directors and Senior Leadership
International Business Machines Corporation and Subsidiary Companies

BOARD OF DIRECTORS

Kenneth I. Chenault
Retired Chairman and
Chief Executive Officer
American Express Company

Michael L. Eskew
Retired Chairman and
Chief Executive Officer
United Parcel Service, Inc.

David N. Farr
Chairman and Chief Executive Officer
Emerson Electric Co.

Mark Fields*
Previous President and
Chief Executive Officer
Ford Motor Company

Senior Advisor
TPG Capital

Alex Gorsky
Chairman and Chief Executive Officer
Johnson & Johnson

SENIOR LEADERSHIP

Simon J. Beaumont
Vice President
Tax and Treasurer

Michelle H. Browdy
Senior Vice President
Legal and Regulatory Affairs,
and General Counsel

Erich Clementi
Senior Vice President
IBM Global Integrated Accounts

Robert F. Del Bene
Vice President and Controller

Bruno V. Di Leo Allen
Senior Vice President

Mark Foster
Senior Vice President
IBM Global Business Services

Diane J. Gherson
Senior Vice President and
Chief Human Resources Officer

* Term on the Board ends on April 24, 2018

Shirley Ann Jackson
President
Rensselaer Polytechnic Institute

Andrew N. Liveris
Executive Chairman
DowDuPont Inc.

Chairman and Chief Executive Officer
The Dow Chemical Company

W. James McNerney, Jr.*
Retired Chairman and
Chief Executive Officer
The Boeing Company

Senior Advisor
Clayton, Dubilier & Rice, LLC

Hutham S. Olayan
Vice Chairman
The Olayan Group

James W. Owens
Retired Chairman and
Chief Executive Officer
Caterpillar Inc.

Martin Jetter
Senior Vice President
IBM Global Technology Services

James J. Kavanaugh
Senior Vice President and
Chief Financial Officer

John E. Kelly III
Senior Vice President
IBM Cognitive Solutions
and IBM Research

David W. Kenny
Senior Vice President
IBM Watson and
IBM Cloud Platform

Kenneth M. Keverian
Senior Vice President
Corporate Strategy

Arvind Krishna
Senior Vice President
IBM Hybrid Cloud and
Director of IBM Research

Virginia M. Rometty
Chairman, President and
Chief Executive Officer
IBM

Joseph R. Swedish
Executive Chairman and
Past President and
Chief Executive Officer
Anthem, Inc.

Sidney Taurel
Chairman Emeritus
Eli Lilly and Company

Chairman
Pearson plc

Peter R. Voser
Retired Chief Executive Officer
Royal Dutch Shell plc

Chairman
ABB Ltd.

Frederick H. Waddell
Chairman and
Retired Chief Executive Officer
Northern Trust Corporation

Christina M. Montgomery
Vice President
Assistant General Counsel
and Secretary

Michelle Peluso
Senior Vice President and
Chief Marketing Officer

Robert J. Picciano
Senior Vice President
IBM Cognitive Systems

Virginia M. Rometty
Chairman, President and
Chief Executive Officer

Thomas W. Rosamilia
Senior Vice President
IBM Systems

Martin J. Schroeter
Senior Vice President
IBM Global Markets

Bridget A. van Kralingen
Senior Vice President
IBM Industry Platforms

Stockholder Information
International Business Machines Corporation and Subsidiary Companies

151

IBM Stockholder Services
Stockholders with questions about their accounts
should contact:

IBM Stock
IBM common stock is listed on the New York Stock Exchange,
the Chicago Stock Exchange, and outside the United States.

Computershare Trust Company, N.A., P.O. Box 505005,
Louisville, Kentucky 40233-5005 (888) IBM-6700

Investors residing outside the United States, Canada
and Puerto Rico should call (781) 575-2727.

Stockholders can also reach Computershare Trust Company,
N.A. via e-mail at: ibm@computershare.com

Hearing-impaired stockholders with access to a tele-
communications device (TDD) can communicate directly with
Computershare Trust Company, N.A., by calling (800) 490-1493.
Stockholders residing outside the United States, Canada and
Puerto Rico should call (781) 575-2694.

IBM on the Internet
Topics featured in this Annual Report can be found online at
www.ibm.com. Financial results, news on IBM products,
services and other activities can also be found at that website.

IBM files reports with the Securities and Exchange Commission
(SEC), including the annual report on Form 10-K, quarterly
reports on Form 10-Q, current reports on Form 8-K and any
other filings required by the SEC.

IBM’s website (www.ibm.com/investor) contains a significant
amount of information about IBM, including the company’s
annual report on Form 10-K, quarterly reports on Form 10-Q,
current reports on Form 8-K, and all amendments to those
reports as soon as reasonably practicable after such material
is electronically filed with or furnished to the SEC. These
materials are available free of charge on or through our website.

The public may read and copy any materials the company files
with the SEC at the SEC’s Public Reference Room at 100 F Street,
NE, Washington, DC 20549. The public may obtain information
on the operation of the Public Reference Room by calling
the SEC at (800) SEC-0330. The SEC maintains a website
(www.sec.gov) that contains reports, proxy and information
statements, and other information regarding issuers that file
electronically with the SEC.

Computershare Investment Plan (CIP)
(formerly IBM Investor Services Program)
The Computershare Investment Plan brochure outlines a
number of services provided for IBM stockholders and potential
IBM investors, including the reinvestment of dividends,
direct purchase and the deposit of IBM stock certificates for
safekeeping. Call (888) IBM-6700 for a copy of the brochure.
Investors residing outside the United States, Canada and
Puerto Rico should call (781) 575-2727.

Investors with other requests may write to: IBM Stockholder
Relations, New Orchard Road, M/D 325, Armonk,
New York 10504.

Stockholder Communications
Stockholders can get quarterly financial results, a summary
of the Annual Meeting remarks, and voting results from the
meeting by calling (914) 499-7777, by sending an e-mail to
infoibm@us.ibm.com, or by writing to IBM Stockholder Relations,
New Orchard Road, M/D 325, Armonk, New York 10504.

Annual Meeting
The IBM Annual Meeting of Stockholders will be held on
Tuesday, April 24, 2018, at 10 a.m. at the Hyatt Regency
Milwaukee, Milwaukee, Wisconsin.

Literature for IBM Stockholders
The literature mentioned below on IBM is available without
charge from:

Computershare Trust Company, N.A., P.O. Box 505005,
Louisville, Kentucky 40233-5005 (888) IBM-6700.

Investors residing outside the United States, Canada and
Puerto Rico should call (781) 575-2727.

The company’s annual report on Form 10-K and the quarterly
reports on Form 10-Q provide additional information on IBM’s
business. The 10-K report is released by the end of February;
10-Q reports are released by early May, August and November.

The IBM Corporate Responsibility Report highlights IBM’s
values and its integrated approach to corporate responsibility,
including its innovative strategies to transform communities
through global citizenship. Highlights from the Corporate
Responsibility Report are available online at www.ibm.com/
responsibility. The full Corporate Responsibility Report
is available in printed form by downloading the report at
www.ibm.com/responsibility/report.

General Information
Stockholders of record can receive account information and
answers to frequently asked questions regarding stockholder
accounts online at www.ibm.com/investor. Stockholders of
record can also consent to receive future IBM Annual Reports
and Proxy Statements online through this site.

For answers to general questions about IBM from within the
continental United States, call (800) IBM-4YOU. From outside
the United States, Canada and Puerto Rico, call (914) 499-1900.

International Business Machines Corporation
New Orchard Road, Armonk, New York 10504
(914) 499-1900

AIX, AlchemyAI, Blekko, Blue Box, Bluewolf, Clearleap, Cleversafe, Explorys,
Global Business Services, Global Technology Services, Gravitant, IBM, IBM
Cloud, IBM Flex System, IBM iX, IBM Q, IBM Watson, IBM Z, Merge Healthcare,
Phytel, POWER, POWER9, Power Systems, Resilient, Resource Ammirati, Sanovi,
StrongLoop The Weather Company, Truvan Health Analytics, Ustream, Watson,
Watson Health, Watson IoT, z14, z/OS and Z Systems are trademarks or registered
trademarks of International Business Machines Corporation or its wholly owned
subsidiaries. GLOBALFOUNDRIES is a registered trademark of GLOBALFOUNDRIES
Inc. Lenovo is a trademark of Lenovo Group Limited in the United States, other
countries, or both. Linux is a registered trademark of Linus Torvalds in the United
States, other countries, or both. UNIX is a registered trademark of the Open Group
in the United States and other countries. Other company, product and service
names may be trademarks or service marks of others.

The IBM Annual Report is printed on papers harvested to sustainable standards.

Printed in the U.S.A.

COL03002-USEN-17

Printing: RR Donnelley

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