Grow Your Business with IBM Software An IBM Business Partner Initiative to Grow Customer Share of Wallet   Worldwide Softw...
Benefits of Customer Retention: Statistics <ul><li>Acquiring new customers can cost  five to seven times  more than satisf...
IBM Business Partner… “Now” and the “Future” <ul><li>Your company NOW: </li></ul><ul><ul><li>Fast-paced technology field <...
Getting from “here” to “there”… <ul><li>How big is the leap? </li></ul><ul><ul><li>Varies depending on product, solution, ...
Often Asked Questions <ul><li>How much time is this going to take? </li></ul><ul><ul><li>The tool is simple to use and you...
Ready for a call to action? <ul><li>Talk to your  IBM Rep  about the best possible solution(s) to satisfy your existing cu...
How can we help YOU grow your business? <ul><li>GYB Channel Marketing Team </li></ul><ul><ul><li>Julianne Garry  //  [emai...
Press *1 Please be sure your phone’s  mute  function is turned off when asking your questions!
Thank You Merci Grazie Gracias Obrigado Danke Japanese English French Russian German Italian Spanish Brazilian Portuguese ...
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4.24.07 Think!Thursday Grow Your Business

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Explanation of the Grow Your Business tool. Created for Business Partners to cross-sell IBM solutions.

Published in: Economy & Finance, Business
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4.24.07 Think!Thursday Grow Your Business

  1. 1. Grow Your Business with IBM Software An IBM Business Partner Initiative to Grow Customer Share of Wallet Worldwide Software Group Channel Marketing April 24, 2008
  2. 2. Benefits of Customer Retention: Statistics <ul><li>Acquiring new customers can cost five to seven times more than satisfying and retaining current customers </li></ul><ul><li>A 2% increase in customer retention has the same effect on profits as cutting costs by 10% </li></ul><ul><li>The average company loses 10% of its customers each year </li></ul><ul><li>A 5% reduction in customer defection rate can increase profits by 25-125%, depending on the industry </li></ul><ul><li>The customer profitability rate tends to increase over the life of a retained customer </li></ul><ul><li>&quot;Leading on the Edge of Chaos&quot;, Emmett C. Murphy and Mark A. Murphy </li></ul>
  3. 3. IBM Business Partner… “Now” and the “Future” <ul><li>Your company NOW: </li></ul><ul><ul><li>Fast-paced technology field </li></ul></ul><ul><ul><li>Effectively sell and resell software solutions to prospects and customers </li></ul></ul><ul><ul><li>Looking for ways to do business better, faster, stronger </li></ul></ul><ul><li>And in the FUTURE: </li></ul><ul><ul><li>A better resource for current customers by addressing more needs with solutions </li></ul></ul><ul><ul><li>Building your brand through nurturing current customer relations </li></ul></ul><ul><ul><li>Maximize ROI by gaining a greater share of customer budget </li></ul></ul>
  4. 4. Getting from “here” to “there”… <ul><li>How big is the leap? </li></ul><ul><ul><li>Varies depending on product, solution, time of the year, internal departments “buy in”, resources, money, training, etc. </li></ul></ul><ul><li>How can you get there? </li></ul><ul><ul><li>Customers’ requests for new solutions prompt expansion </li></ul></ul><ul><ul><li>VAD / IBM Sales Representative (discussion and education) </li></ul></ul><ul><ul><li>Industry News </li></ul></ul><ul><ul><li>Research </li></ul></ul><ul><ul><li>GYB tool </li></ul></ul><ul><ul><ul><li>Proactively look for logical, worthwhile solutions to current customer issues </li></ul></ul></ul><ul><ul><ul><li>Use tool as a talking point in discussions with your IBM Rep </li></ul></ul></ul>
  5. 5. Often Asked Questions <ul><li>How much time is this going to take? </li></ul><ul><ul><li>The tool is simple to use and you may get started at any time. Each solution in the GYB tool also has training and ROI information to assist in resource planning. </li></ul></ul><ul><li>How much money will we have to invest? </li></ul><ul><ul><li>Again, the exact amount is going to range depending on your chosen solution. There are some programs and incentives that you may be eligible for, as well. </li></ul></ul><ul><li>Will this tool be around next quarter? </li></ul><ul><ul><li>We have diligently worked to make this tool an effective and useful resource for you and will continue to do so. GYB is here to stay… we hope you like it. </li></ul></ul><ul><li>Can we talk to your media department about our success (current or future) with the GYB tool? </li></ul><ul><ul><li>Yes! We would love to work with you on a collaborative message. </li></ul></ul>
  6. 6. Ready for a call to action? <ul><li>Talk to your IBM Rep about the best possible solution(s) to satisfy your existing customer base </li></ul><ul><li>Discuss internally with your team about the best way to use/leverage this tool </li></ul><ul><li>Play with the tool online and discover new ways to grow your share of your customers’ wallet </li></ul><ul><li>Email us or your IBM Rep about researching any co-funding or incentives of which your company may be eligible </li></ul>
  7. 7. How can we help YOU grow your business? <ul><li>GYB Channel Marketing Team </li></ul><ul><ul><li>Julianne Garry // [email_address] </li></ul></ul><ul><ul><li>Kristi Cates // [email_address] </li></ul></ul><ul><ul><li>Sheila Zinck // [email_address] </li></ul></ul><ul><ul><li>Jen Knoedl // [email_address] </li></ul></ul><ul><li>GYB tool online </li></ul><ul><ul><li>www.ibm.com/Partnerworld/GrowYourBusiness </li></ul></ul><ul><li>IBM Media Relations </li></ul><ul><ul><li>Will Jordan // [email_address] </li></ul></ul>We appreciate your time and partnership.
  8. 8. Press *1 Please be sure your phone’s mute function is turned off when asking your questions!
  9. 9. Thank You Merci Grazie Gracias Obrigado Danke Japanese English French Russian German Italian Spanish Brazilian Portuguese Arabic Traditional Chinese Simplified Chinese Tamil Thai Korean Hindi

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