Downloaded 89 times
More Related Content
Similar to Sales Management - IBM
![[IBM Pulse 2014] #1579 DevOps Technical Strategy and Roadmap](https://cdn.slidesharecdn.com/ss_thumbnails/pulse1579devopstechstrategyroadmap-140303191835-phpapp02-thumbnail.jpg?width=640&height=640&fit=bounds)
Sales Management - IBM
- 1. IT SOFTWARE:IBM SALES MANAGEMENT GROUP6 Bhushan Chopade B010 Mohit Gaur B016 Abhishek Goyal B017 Nikhil Gupta B022 Ravinder Kumar B034
- 2. INDUSTRY OVERVIEW US $325billion (2011) License, subscription, maintenance and other revenues Us $243 billion (2011) Global 100 software revenue Company 2011 Software Revenue in mn Software revenue as % of total Microsoft $57,668.40 80% IBM $28,187.75 26% Oracle $26,175.89 55% TheTop 3 in Software Software revenue for Emerging Markets (By country in US$M) • Key source of innovation today for all aspects of business and society • Low-cost mobile apps, sophisticated enterprise programs , data analytics • Software adds value, enhances productivity 2
- 3. EVOLUTION 1990 Telesales & WebSales 1980 Resellers and Independent SoftwareVendors (ISVs) 1970 3rd Party distribution channels Agents for client introduction 2001 and After Change inTechnology-Related Market No interest in technology for technology’s sake Clients asked for benefits New Objectives for MARKETING Company drivers will be clients and markets notTechnology Adjudge Marketing on business success and not only on advertising and communications Marketing should lead the transition to a more organized, client-focused and segmented channel system. What was needed? Programs that were about educating the sales force Deployment of channel resources Business Solution Selling 3
- 4. IBM SALES BANDWIDTHOVERVIEWSIZE • Multinational corporations • Large business • Medium-sized business • Small business • Home and home office GEOGRAPHY • Africa • Asia • Australia • Europe • North America • South America • 90+ countries • 30+ languages INDUSTRY • Aerospace and defense • Automotive • Banking • Chemicals and petroleum • Consumer products • Education • Electronics • Energy and utilities • Financial markets • Government • Health care • Insurance • Life sciences • Media and entertainment • Retail • Telecommunications • Travel and transportation • Wholesale distribution 4
- 5. IBM OFFERINGS PRODUCTS • Software •Systems and Servers • Storage SERVICES • Business Services • IT Services • Outsourcing Services • Training • Financing SOLUTIONS • Across various topics • Big Data • Cloud • Analytics • Data Management, Mobility etc. SUPPORT • Technical Support • Developer Support • Customer Support • Former IBM products support 5
- 6. Route To Market Integrated Accounts Aligned Accounts andLarge SMB Accounts Medium Business Accounts Commoditized & Simple Transactions Technology Platform & Related Services Decisions Integrated Solution & Consulting Engagements OI Routes:Closing done by other RoutesEnd-to-End Routes: Include selling activity V A L U E 6
- 7. Signature Selling Method Evaluate Business Environment Develop Business Strategyand Initiatives Recognize Needs Evaluate Options Select Solution Option Resolve Concerns and Decide Implement Solution and Evaluate Success Understand Customer's Business IT Environment Develop Plans Linked to Customer Business Initiatives Establish the Buying Vision with the Customer Articulate IBM Capabilities and Qualify Opportunity Develop Solution with Customer Close Sale Monitor Implementation & Ensure Expectations are Met Identified Validated Qualified Proposed Won Customer Buying Steps SSM Steps 7
- 8. Sales structure –Market and Product Specialisation Country Head North Regional Manager Communication Distribution Public Industrial Cloud Big Data ERP Oracle Service Line SAP Service Line Application Innovation Services Associate Partner Associate Partner Associate Partner Application Management Services Strategy & Analysis Mobile Security CRM Financial General Business South Regional Manager East Regional Manager West Regional Manager Associate Partner Management Consultant Management Consultant Senior Consultant Senior Consultant Consultant/ Salesperson Consultant/ Salesperson Consultant/ Salesperson Senior Consultant Management Consultant 8
- 9. Types of Salesforce& Sales Support 100% Sales – Carries out activities like negotiation and relationship management 80%Technical, 20% Sales - Pre- sales persons or consultants 100%Technical – Domain consultants, provide business solutions and consultative selling 9 Today IBM’s 35,000+ sellers spend over 20% of their time on pre-sales support Implementation of a modern SFA (Sales Force Automation) sales support system based on an IBMWebsphere platform SFA is an advanced reporting system, which provides the ability to control sales levels and staff effectiveness.
- 10. Facilitating Sales Process IBMcontinuously educate its sales reps about various industry segments Hashtags specific to the verticals of the salesperson IBM encourages sales reps to join local chapters of the professional organizations that can help them stay up to date on industry trends IBM engages potential clients online by sponsoringWeb-based seminars and publishing a regular e-newsletter about client’s industry. 10
- 11. Promotions Industry specific Conferences Redbooks: Sample code,Installation and implementation experiences, and step-by-step "how-to" guides. 500,000 downloads per month Redpapers : Shorter technical documents that are onlyWeb-published Collaboration with Apple for developing iOS apps and selling its products Showcase key business metric improvements by highlighting benefits to the existing clients 11
- 12. Recruitment & Selection,Evaluation & Training Recruitment & Selection • Visits Premier B- Schools • 4 Domains – Sales, Consulting,Technical, Delivery • 3-5 years of software sales or pre-sales experience • Hired 40 people as consultants last year Evaluation & Rewards • Delivery : Support project teams on meeting metrics of within budget and time • Standardized reports and analysis • Awards – Service Excellence Award • Team based awards • Redeemable points Training • Top Gun salesTraining • Top GunVirtual Learning • STG CASE • Client Engagement Program • 40 hours of online training mandatory in a quarter 12
- 13. Key Accounts &Buying Centre Key Account Principal Services Airtel AMS support extension and CRM transformation Idea Invoice processing Adani Group Website hosting, Unicode conversion migration ICICI Bank Peoplesoft HR 13 User Buying ( Requirement Basis) • Purchase • Finance • HR Economic • Project Manager • Project Sponsor Technical • AVP, IT • DM, IT • Database Administrator Advocacy • Project Manager
- 14. REFERENCES ▪ Dr. DivakarKamath | Associate Director | IBM India Private Limited ▪ Karan Jain | Senior Consultant | IBM India Private Limited ▪ Tushar Nayanam | IBM Intern | SBM, NMIMS ▪ PwC Global 100 Software Leaders : www.pwc.com/globalsoftware100 ▪ http://www.som.cranfield.ac.uk/som/dinamic- content/media/Yvonne/IBM%20Route%20to%20Market%20Strategy.pdf ▪ http://www.cbsnews.com/news/ibms-secret-for-making-the-sale/ ▪ http://ibmreferralprogram.blogspot.in/2012/02/ibm-employee-referral-sales- management.html 14
- 15.
Editor's Notes
- #2 International Business Machines Corporation (IBM)
- #7 OI – Opportunity identification Route 1, which addresses the most complex engagements, is led by Global Services (IGS) Rote 2 , ISV - Independent Software Vendors Route 6 – 3rd party only when assistance is required are IBM resources called in. TeleWeb – Version Upgrades, FTF (face to face) – Field sales force for large technology products, Server platform sale for new workload, Linux Virtual Services SIs – {special "business partner" programs} System Integrators, Independent Service vendors (ISVs specialize in a particular application area, such as engineering, and develop software primarily for high-end UNIX-based workstation platforms.)
- #8 IBM business units, third parties –spoke the same language, so that, for example, a “qualified lead” meant the same thing to everybody. formalized language in a single global sales management system, enabling IBM to track the pipeline of opportunities across the business as a whole. It is reviewed each week against historical tracks in place since 2002, and enables the company to compare what is in the pipeline with what was expected. Such grids enable IBM to identify ‘blockages’ in the pipeline – for example, a problem where leads are not progressing from validated to qualified in a particular channel – and to take remedial action, perhaps allocating greater resources.
- #9 Thousands of business partners - Distributors, value added resellers and software vendors http://books.google.co.in/books?id=_E3e3iZA3o8C&pg=PA95&lpg=PA95&dq=ibm+sales+force+structure&source=bl&ots=gMwIZTZJaL&sig=ompMApOf8AOiVdnUWEZs0Fd6WXg&hl=en&sa=X&ei=hL3LU-7AIdeJuATOlIKICw&ved=0CBsQ6AEwAA#v=onepage&q=ibm&f=false
- #10 sales approach - presales person(tech guy) with sales person (accompany each other)
- #11 AIS – in house, Cognos
- #13 IBM Top Gun Sales Training is designed to increase sales, solutions, competitive and technical skills for I/T Industry professionals. The program uses a popular "Top Gun" format involving unique class themes, stimulating lectures, stand-up exercises, hands-on labs, quizzes, and product demonstrations. The Client Engagement Program is a concentrated and integrated experiential program designed to develop STG sellers’ client engagement skills, leading to higher close rates, increased revenue, and enhanced client satisfaction. Aligned with the Client Value Method (CVM), each lecture topic in the Client Engagement Program is designed to build the skills required for successful client interaction by examining key tasks, best practices, client touchpoints, and client examples. Students will undergo a series of interactive exercises that will require them to apply the skills and best practices to a client engagement scenario in a case study format. STG Cloud and Analytics Sales Education (CASE) IBM is transforming to take advantage of three historic shifts in our industry: Cloud, Big Data and Analytics, and new models of engagement, which rely on Mobile and Social, underpinned by Security. Closing this gap requires intensive training that strengthens Cloud and Analytics client engagement skills through intensive learning and ongoing mentored practice, using client cases and real opportunities. We call this program STG CASE (Cloud & Analytics Sales Education)