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Solutions at IBMSolutions MarketingProfessor Steve HurleyJune 17 2010,[object Object],Roberto Roitz,[object Object],Karthik Subbaraman,[object Object],Gregorio Sanchez,[object Object],Hamid Houshmand,[object Object],Deepthi Konduru (Dee),[object Object]
Lets hear from our Advisor at BM.,[object Object],Ms Naomi WilseySenior Marketing ManagerState & Local Government / Education, IBM Americas,[object Object]
Over the next 15 min. we will talk about…,[object Object],The IBM Story,[object Object],IBM’s move to solutions,[object Object],Role of Marketing in the transition & Sales Evolution,[object Object],IBM Solutions Marketer Profile,[object Object],Value Proposition,[object Object],Thought Leadership,[object Object],Measuring Success,[object Object],Sales Evolution,[object Object],Solutions in a Non-technological firm ,[object Object],Growth Opportunities for IBM in Solutions,[object Object],Recommendations,[object Object]
We identified the core problem that IBM was facing in the early 1990’s.,[object Object]
We identified the core problem that IBM was facing in the early 1990’s (cont.).,[object Object]
The IBM Story,[object Object],IBM’s move to solutions,[object Object],Role of Marketing in the transition & Sales Evolution,[object Object],Solutions in a Non-technological firm ,[object Object],Growth Opportunities for IBM in Solutions,[object Object],Recommendations,[object Object]
IBM’s paths towards solutions to become more customer centric.,[object Object]
IBM collaborated with ITSMA to define a solution.    ,[object Object],“ Our collaboration with ITSMA helped us define a solution due to the discipline they had around the labels and terminology used in the Solutions World", Naomi Wilsey  ,[object Object]
Who is involved in creating a solution at IBM?,[object Object],[object Object]
All these players are equally involved from the conception to the delivery of specific solutions offerings,[object Object]
The IBM Story,[object Object],IBM’s move to solutions,[object Object],Role of Marketing in the transition & Sales Evolution,[object Object],Solutions in a Non-technological firm ,[object Object],Growth Opportunities for IBM in Solutions,[object Object],Recommendations,[object Object]
The role of an IBM marketer.,[object Object],Then…,[object Object],[object Object]
Tactical,[object Object]
Tactical
Marketing-driven
Strategic,[object Object]
Thought leadership at IBM…,[object Object],"By understanding weak signals and early indicators of industry transformation, we help our clients to be ahead of the pack.",[object Object],— Peter Korsten, Vice President and Global Leader, IBM Institute for Business Value,[object Object]
Thought leadership at IBM—IBM Institute for Business Value.,[object Object]
Success story: “SMARTER” planet—IBM,[object Object]
Metrics for some of the Solutions Marketing-related activities at IBM... ,[object Object],Tracking Solutions offering at IBM,[object Object]
Evolution of sales within IBM.,[object Object]
The IBM Story,[object Object],IBM’s move to solutions,[object Object],Role of Marketing in the transition & Sales Evolution,[object Object],Solutions in a Non-technological firm ,[object Object],Growth Opportunities for IBM in Solutions,[object Object],Recommendations,[object Object]
Solutions from a different perspective, specifically in non-for profit organizations.,[object Object],Why?,[object Object]
We identified Oxfam America as a non-tech organization offering solutions.,[object Object],Oxfam America is an international relief and development organization that creates lasting solutions to poverty, hunger, and injustice.,[object Object],Mission: To create lasting solutions to poverty, hunger, and social injustice.,[object Object],Vision: A just world without poverty,[object Object],Oxfam America,[object Object],[object Object]
Together with individuals and local groups in more than 100 countries, Oxfam saves lives, helps people overcome poverty, and fights for social justice.,[object Object]
Organizational framework – How similar are these organizations?,[object Object],IBM Solutions	,[object Object],Integrated and Sustainable Solutions model at OA,[object Object],Solutions  Board,[object Object],Program Working Group,[object Object],IBM Solutions ,[object Object],Eradicating Poverty,[object Object]
The IBM Story,[object Object],IBM’s move to solutions,[object Object],Role of Marketing in the transition & Sales Evolution,[object Object],Solutions in a Non-technological firm ,[object Object],Growth Opportunities for IBM in Solutions,[object Object],Recommendations,[object Object]
Challenges as IBM moves ahead. ,[object Object],Where is IBM on the Solutions Roadmap today?,[object Object],“Phase5 is endless!”, Naomi Wilsey,[object Object],Phase 5,[object Object],Phase 3,[object Object],Phase 2,[object Object],Starting Point,[object Object],Phase 4,[object Object],Organizational Execution,[object Object],Building the Foundation,[object Object],Pilot and Test,[object Object],Solutions,[object Object],Mastery,[object Object],The Push and Pull,[object Object],Sustain Momentumand Growth,[object Object],Enable the Organization,[object Object],Leverage OpportunisticSolution Successes,[object Object],Sell OnlyDiscrete Offerings,[object Object],Operationalize the Plan,[object Object],Challenges,[object Object],[object Object]
Staying in tune with the constantly changing environment the client operates in
Decentralization within different markets by defining the solutions continuum
Competition that is rapidly moving into solutions – ex. Tata from India, HP worldwide,[object Object]
The countries with large populations of low-income rates also have higher population growth

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Solutions Marketing at IBM - an observation