May Solution Prospecting

1. May Solution Prospecting Close the Sale Tactics

2. 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

3. Closing Tactics Closing out the Competition: Proving Unique Value

4. 0 10 100 75 25 50 Proving Unique Value • 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

5. 0 10 100 75 25 50 Proving Unique Value • 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 http://www-306.ibm.com/software/tivoli/partners/secure.jsp?tab=sales-tools&content=telesales-telekits-a

6. 0 10 100 75 25 50 Proving Unique Value

7. 0 10 100 75 25 50 Proving Unique Value

8. 0 10 100 75 25 50 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 Example: SameTime:

9. 0 10 100 75 25 50 Proving Unique Value

10. 0 10 100 75 25 50 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

11. Closing Tactics IBM Signature Selling Methodology (SSM)

12. 0 100 75 25 50 Signature Selling Methodology 10 QUALIFYING THE SALE All business initiatives have two things in common; they either save costs or produce revenue • 2 ways to movean opportunity through the stages • Push the Opportunity • Takes a lot of energy! • Often stalls • Pull the Opportunity • creating pull engages the client in the process • You are working together to create the solution

13. 0 100 75 25 50 Signature Selling Methodology 10 • 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:

14. 0 100 75 25 50 Signature Selling Methodology 10 • 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?

15. Signature Selling Methodology 0 10 100 75 25 50 • 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:

16. 0 10 100 75 25 50 Signature Selling Methodology • 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?

17. 0 10 100 75 25 50 Signature Selling Methodology • 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:

18. 0 10 100 75 25 50 Signature Selling Methodology • 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?

19. 0 10 100 75 25 50 Signature Selling Methodology • 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…

20. SSM Sales Methodology Ingram Micro Team Abbey Abuka 714-566-1000 x22343 IBM Technical O Support Licensing p p 800-445-5066 x76426 800-456-8000 x66043 o r t u M n i a t r y k Conditional I e Identified : Qualified : d Validated : Agreement : Order is on t 10 % 50 % i e 25 % 75 % it ' s way : n Closed : 100 % Customer End User / BP / IBM n Customer - stated 90 % End user provides Order sent to IBM g t demonstrated agree to go forward business need & i conditional approval interest in working with the preliminary f buying vision i of the proposed with IBM / BP solution c solution a t i o n Market Development WestCentralEast Cindy Ferron Kimberly Alexander Jim Coleman 800-456-6783 x67111 800-456-6783 x67379 800-456-6783 x67373 Kate Gunther 714-566-1000 x22304 Page 1

21. 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!

22. Cash to Close Program Doug Fiesel AG SW Channels Marketing Manager

23. 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

24. WebSphere Portal Pillar 2007 U-Pick Program Kathryn Hoffman IBM Business Value Assessment West Region Leader

25. 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

26. 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.

27. 2007 IBM WebSphere Portal U-Pick ProgramRegister, get enabled, and run a no-charge marketing event! This presentation includes only summary program information. For complete terms and conditions, please visit our PartnerWorld Lotus web site. • 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 Leverage the email/tele benefit from PWIN to run your tactics by 11/30/07 5 4 Attend a face-to-face sales or technical enablement event Attain Advanced or Optimized level membership within PartnerWorld Industry Networks 3 Complete a current certification in the WebSphere Portal family 2 Register for U-Pick here: https://www-304.ibm.com/jct09002c/partnerworld/mem/sell/sel_sip_upick.html 1 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.

28. 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

29. 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.

30. 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 Getting Started Tools to build on • Business Value Assessment Tools - BVA • DITL Demo tool • ROI modeling tool • 18 Value Kits • BVA Workshop Training (available to selected partners)

31. Questions?

32. Thank you