Ingram Micro 2007 Marketing Strategy Key Tactics

decorumgroveInternet and Web Development

Aug 7, 2012 (5 years and 3 months ago)

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Confidential and proprietary information of Ingram Micro Inc.


Do not distribute or duplicate without Ingram Micro's express wr
itten permission.

May Solution Prospecting

Close the Sale Tactics

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itten permission.

Agenda


Closing out the Competition


Ray Cleary


Pipeline Progression using the IBM Signature Selling
Methodology


Ray Cleary


Identifying the Compelling Reason to Act


Proving Unique Value


Gaining support from decision makers


Leaning on Ingram Micro Resources


Where to go for more…


Cash to Close Program


Doug Fiesel


WebSphere Portal Pillar 2007 U
-
Pick Program


Kathryn Hoffman


Lotus Portal Business Value Assessments


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itten permission.

Closing Tactics

Closing out the Competition:

Proving Unique Value

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3 Resources to assist in the process



FIRST Competitive Win Keys


Assure your client has a compelling reason to act


Assure your client has funding


Sell Value


Move focus from bit twiddles to larger integration story


Exploit IBM relationship


Partner World


Specific product plays vs competition


IBM Competitive Office


Available through IBM / Ingram team or your coverage rep


IBM Competitive Specialist


Field deployable resources


Opportunity must be
FULLY QUALIFIED


Proving Unique Value

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50

75

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Partner World
-

Competitive plays designed to displace or block a
specific vendor


Identifies Target Audience


Introductory Scripts & Key Probing Questions


IBM Product Solution Fit


Customer Pains / IBM Benefits


IBM Solution vs Competitor comparison


Proving Unique Value

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75

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http://www
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306.ibm.com/software/tivoli/partners/secure.jsp?tab=sales
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tools&content=telesales
-
telekits
-
a

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itten permission.

Proving Unique Value

25

50

75

100

0

10

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itten permission.

Proving Unique Value

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50

75

100

0

10

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Proving Unique Value


IBM Competitive Office


Large group of IBM resources dedicated to Market and
Competitive Intelligence


Drive competitive white papers in the industry


Develop cheat sheets on most competitor products


Distribution funneled thru XL Portal & Product Managers


About 50/50 split Public Domain vs Internal


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Example: SameTime:

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itten permission.

Proving Unique Value

25

50

75

100

0

10

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itten permission.

Proving Unique Value


IBM Competitive Specialist


IBM Sales and Technical Resources focused Competitive Plays


Typical Engage process


BP has competitive opportunity that is QUALIFIED


Engage local IBM Software Rep if not already involved


Discuss op with Specialist who will need to know details of environment
and client


Determine if we can win and at what cost


Define engagement strategy


What the Competitive Specialist brings to the table


Deep knowledge of Competitor Offering & Strategy


Direct linkage to Development Labs


Ability to discuss future IBM product direction


Dynamic Market Reaction Plays

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Closing Tactics

IBM Signature Selling Methodology

(SSM)

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itten permission.

Signature Selling Methodology

QUALIFYING THE SALE

All business initiatives have two things in common;

they either save costs or produce revenue


2 ways to move

an opportunity through the stages

1.
Push the Opportunity

a)
Takes a lot of energy!

b)
Often stalls

2.
Pull the Opportunity

a)
creating pull engages the client in the
process

b)
You are working together to create the
solution

10

25

50

75

100

0

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Confirm the client's compelling reason to act (CRA)


Very early in the sales cycle


Define urgency & value the client attaches to the project or
activity


Position yourself as the Trusted Advisor


Understand the clients business drivers & show empathy


What you want to ask:

Signature Selling Methodology

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50

75

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itten permission.


Confirm the client's compelling reason to act (CRA)


What to ask:


Why is this a problem?


How important is it to your organization to solve this problem?


How is this problem being addressed by planned business initiatives or
strategies?


What actions must the organization take, or plan to take, about this
problem?


When must you make a decision about what action to take?


What will happen if the action is delayed?


What will happen if you act now?


What measurable effect does this action need to have on the
organization?


How does this affect you?


When does the organization need to see results?

Signature Selling Methodology

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50

75

100

0

10

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Create Complete Solutions with Unique Value


Convince the client that IBM Software can meet their needs better than
anyone else


Verifying the business capabilities the client needs & differentiating our
approach
validates the opportunity


Create a complete solution based on IBM’s unique value


Define the business requirements for the planned action


Compare IBM Software’s ability to satisfy these needs to the
competitions


Assess what IBM Software can deliver that the competition can not


What you want to ask:

Signature Selling Methodology

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50

75

100

0

10

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Create Complete Solutions with Unique Value


What you want to ask:


What business capabilities does this project need to give you?


What current business capabilities must be enhanced?


What functionality do you need? When and where?


How does that functionality need to be delivered?


How will you manage these new capabilities?


What specific business results will these capabilities give you? How
will you know if you have achieved them?


How do you define success for this project? What must go right? How
will you know how it is going?


What are the critical dependencies for this project?


What do you see as the biggest risk factors?


What organizational skills or experience can you leverage? Where
are the gaps that could affect the success of this action?

Signature Selling Methodology

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50

75

100

0

10

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Gain support of the key decision leader for the solution


Remember the clients view


there is risk involved in any change
that a buying decision creates


Remain closely attuned to changes in your clients level of comfort


Remain positive to help convince the client your solution carries
minimal risk


A positive selling envinroment is your competitive advantage!


Reconfirm the solution meets the business needs


Get in front of the decision maker


Reconfirm the Compelling Reason to Act


Highlight IBM’s unique value


Highlight
your

unique difference


Confirm the quantified business benefit


What you want to ask:

Signature Selling Methodology

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50

75

100

0

10

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Create Complete Solutions with Unique Value


What you want to ask:


Someone in the client’s organization said that “Solving this problem
by this time frame would have a measurable effect on your
organization”


What would be the consequence if you did not implement any
solution now?


What would be the consequence if you did not implement the IBM
solution now?


You said that the capabilities of this solution will give you the
following measurable results


Is this still your expected payoff?


If your expectations are met, would you be an advocate or reference
to others with a similar business issue?

Signature Selling Methodology

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75

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Congratulations! You now have a fully qualified opportunity


You are now moving beyond quoting to closing


By pulling the client along with you through the process you
should have LOCKED OUT THE COMPETITION…

Signature Selling Methodology

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Licensing

Page

1

SSM Sales Methodology


Ingram Micro Team

Identified

:

10

%

Customer

demonstrated

interest in working

with IBM

/

BP

Order is on

it

'

s way

:

90

%

Conditional

Agreement

:

75

%

End user provides

conditional approval

of the proposed

solution

Qualified

:

50

%

End User

/

BP

/

IBM

agree to go forward

with the preliminary

solution

Validated

:

25

%

Customer

-

stated

business need

&

buying vision

Closed

:

100

%

Order sent to IBM

Technical

Support

Market

Development

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IBM

800
-
456
-
8000 x66043

West


Central



East

Cindy Ferron

Kimberly Alexander

Jim Coleman

800
-
456
-
6783 x67111

800
-
456
-
6783 x67379

800
-
456
-
6783 x67373

800
-
445
-
5066


x76426

Kate Gunther

714
-
566
-
1000
x22304

Abbey Abuka

714
-
566
-
1000
x22343

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itten permission.

SSM


Web Based Module

Synchronicity University


http://knowledge.elementk.com/


Training made up of a series of
compulsory and recommended
modules,


Upon Completion: Ingram Micro will
create and execute a fully funded
demand generation campaign
customized to suit your business


The first assessment covers the
Software Training


The second covers the Hardware
Training


The final assessment covers the
Sales Training Modules


E
-
mail Kate Gunther at
kate.gunther@ingrammicro.com

to
get started today!

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itten permission.

Cash to Close Program

Doug Fiesel

AG SW Channels Marketing Manager

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Cash to Close Program


What is the purpose of the program?


Leverage an event to help progress or close a current Business Partner
identified
SMB

opportunity


Event guidelines: Event must be attended by IBM channel rep, a Business Partner rep, and
the customer.


Event Examples: lunch, dinner, demo, sporting event, seminar event


Not covered Examples:


Service engagements


T&L for customer and partner


IBM rep must
attend

and
expense

the event


How to use the program


Business Partner


Contact your local IBM sales representative and ask him/her to contact Doug Fiesel at
dfiesel@us.ibm.com



IBM Sales Representative will,


complete the nomination form (IBM Rep name, BP firm name, Customer firm name, Siebel
number, Brand[s], Estimated cost, Oppty revenue, Event [+date], How will it help you close
the oppty)


send nomination form to Doug Fiesel (
dfiesel@us.ibm.com
) for approval


expense the event


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itten permission.

WebSphere Portal Pillar 2007

U
-
Pick Program


Kathryn Hoffman

IBM Business Value Assessment

West Region Leader


®

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Do not distribute or duplicate without Ingram Micro's express wr
itten permission.

What is the WebSphere Portal U
-
Pick Program


The U
-
Pick Program assists partners in enabling, generating demand and selling
with/alongside our WebSphere Portal Pillar products through Business Value
Selling


Products included


WebSphere Portal express, enable, and extend


Workplace Web Content manager


WebSphere Portlet Factory


Workplace Dashboard


Adding soon: Lotus ActiveInsight



What you get


Access to a powerful website with consolidated access to all of the information
and tools you will need to work with the Portal Pillar Products


Introduction to our highly successful Business Value Assessment Methodology


Special training classes


Special offers on programs using Co
-
marketing dollars


News and information around WebSphere Portal Pillar


Special offer to advanced PW members for Free email and Tele campaign


How to Join:


Register at www.ibm.com/partnerworld/upick



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itten permission.

Why Join the WebSphere Portal U
-
Pick Program?


You should join the U
-
Pick Program if
:


You are a Systems Integrator, Value Added Distributor,
Value Added Reseller or ISV that:


Would like to grow your WebSphere Portal business through Solution
Selling


Would like to build a WebSphere Portal Practice


You already sell and/or support WebSphere Portal but could use some
extra help generating demand, getting enabled or selling, especially
Solution Selling


Those who join the U
-
Pick program will get:


Access to an exclusive website which includes information found no
where else on Partner World!



Information on the latest offers available to Portal partners, first choice
on invitations to participate in IBM Sponsored events involving
WebSphere Portal and much more.



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itten permission.

2007 IBM WebSphere Portal U
-
Pick Program

Register, get enabled, and run a no
-
charge marketing event!


U
-
Pick is our end
-
to
-
end program to help
you jumpstart your Portal business


or take
it to the next level


It includes enablement, marketing and sales
tools and resources


We've added even more WebSphere Portal
solution messaging from which you can
choose… including marketing templates for:


Workplace Web Content Management


Workplace Forms


WebSphere Portal V6


WebSphere Portal Express V6

Register for U
-
Pick here:

https://www
-
304.ibm.com/jct09002c/
partnerworld/mem/sell/s
el_sip_upick.html

Complete a
current
certification in the
WebSphere Portal
family

Attain Advanced or
Optimized level
membership within
PartnerWorld Industry
Networks

Attend a face
-
to
-
face
sales or technical
enablement event

Please see the BD Day newsletter for complete eligibility requirements.

And come by the WebSphere Portal table in the Business Partner Sales
and Marketing Cafe to find out more.

Leverage the email/tele
benefit from PWIN to
run your tactics by
11/30/07

1

2

3

4

5

This presentation includes only
summary program information. For
complete terms and conditions, please
visit our PartnerWorld Lotus web site.

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itten permission.

The WebSphere Portal U
-
Pick WebPages

(1 of 2)



Information of value to you in one easy to find location!

The Web pages are broken into 3 main tabs:


1)

Enable

Sales and technical enablement available:



The sales content includes presentations on Business Value Selling techniques and links to
events including



The technical content contains easy to find links to certification, You Pass We Pay information,
the Virtual Innovation Center (VIC) and other technical classes being held.


Solution Selling/Value Kits:

Never before provided to partners on such a wide basis
-

these are the "best practice" kits our Business Value Assessment team has developed for
their own use in addressing key client opportunities with the direct sales team. Currently
available kits address
:

Industry



Horizontal



Insurance



Banking



Retail



Manufacturing


Contact Centers


eHR


Sales Force


Dashboards

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itten permission.

The WebSphere Portal U
-
Pick WebPages
(2 of 2)

Generate Demand


Event in a box: eHR, Contact Center, Sales Force


Portal Prospecting kit


Contact Center Telekit


Partner World Industry Networks (PWIN) for industry targeted
Demand Generation tools.


Use this materials with your Co
-
Marketing funds to drive


Sell


Support information


Tools:

Proven sales tools


IBM Portal Experience Modeler (PEM) never before made available via
Partner World is now on the U
-
Pick WebPages.


The BVA team's ROI tool will be coming soon!!


Sales materials
: Here you can find all the newest WebSphere
Portal and WCM V6 information.






®

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itten permission.

IBM offers Business Value Assessment tools on Partner
World to enable business partners to sell consultatively


Executive Assessment


EA


Cross
-
SWG partner
program for
understanding and
selling into the portal
space using a
consultative sales
approach


Rich Portal
-
specific
content available


Business Value
Assessment Tools
-

BVA


DITL Demo tool


ROI modeling tool


18 Value Kits


BVA Workshop
Training (
available to
selected partners)


Getting Started




Tools to build on

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Questions?

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itten permission.

Thank you