Selling IBM's Innovative Solutions

1 IBM s Innovative SolutionsDave BartekLynn BehnkeSrini BezwadaRichard LaiCheryl McPhersonLindaMay PattersonMurthy RallapalliKeng Loon YapStarting point for Selling Solutions based on IBM s Innovative technologyPractical reference for Solution Advisor certificationTools to help you drive salesFront coverSelling IBM s Innovative SolutionsJanuary 2007 International Technical Support OrganizationSG24-6330-01 Copyright International Business Machines Corporation 2004, 2007. All rights to Government Users Restricted Rights -- Use, duplication or disclosure restricted by GSA ADPS chedule Contract with IBM Edition (January 2007)This edition applies to Selling IBM Innovative technology.

2 Note: Before using this information and the product it supports, read the information in Notices on page ix. Copyright IBM Corp. 2007. All rights .. ixTrademarks .. xPreface .. xiThe team that wrote this redbook .. xiBecome a published author .. xivComments welcome .. xivChapter 1. Introduction to Selling Solutions .. What is Innovation enabled by on demand business? .. Defining business in the on demand era .. What is an on demand business? .. Becoming an on demand business .. What is the IBM on demand business strategy? .. Why is IBM talking about innovation?

3 Dealing with a changing world.. Focus on small and midsized businesses .. Delivering innovation .. A practical solution: IBM Express Portfolio .. The IBM Innovation for On Demand initiative .. 11 Chapter 2. Innovation and on demand business .. Value proposition.. Innovating the business to differentiate and capture new value .. Making better use of resources .. Things to know about innovation and on demand business .. The on demand story .. The journey to becoming on demand business.. Continuing with the next steps.

4 21 Chapter 3. Marketplace directions.. Innovation is driving change .. Technology plays a key role .. The four unstoppable drivers.. Continuous change .. Rigorous competition .. Unrelenting financial pressures .. Unpredictable threats .. The response to the unstoppable drivers .. 32iv Selling IBM s Innovative Responsive .. Focused .. Variable .. Resilient .. Industry examples .. Utilities industry .. Banking industry .. Healthcare industry .. 38 Chapter 4. Sustaining innovation through on demand business.

5 Beginning the discussion.. Questions to ask .. A question to answer.. The evolution of on demand business.. How on demand business delivers innovation that matters .. Innovation at IBM .. Solutions that sustain innovation that matters .. Functional expertise .. Infrastructure Solutions .. Innovative Solutions for midsized companies .. IBM solution implementation techniques .. Summary of IBM implementation techniques .. Flexible Financial and Delivery Options .. Financing options .. Making the right on demand business decisions.

6 Value across the enterprise .. 59 Chapter 5. Innovation enabled with on demand business value Enabling innovation through on demand business .. Innovating the business to differentiate and capture new value .. Optimizing the value net .. Increasing business flexibility .. Improving the client experience .. Extracting greater value from data .. Driving business innovation .. Making better use of resources to be more productive .. Optimizing today s IT investments .. Improving employee productivity.. Streamlining processes.

7 Increasing security and resiliency .. Increasing data privacy .. Facilitating and enhancing business control compliance requirements .. 72 Contents vChapter 6. Mapping the IBM offerings: business and infrastructure Solutions .. Key investment areas .. Business value proposition for large enterprise .. Business value proposition for small and midsized business .. Business value proposition for IBM Global Services .. Business value proposition for IBM Software and industry Solutions .. Business value proposition for the IBM Systems Group.

8 Business value proposition for IBM Printing systems .. 83 Chapter 7. Building client relationships .. Understanding the client imperatives .. Qualifying questions to access a client s critical needs .. Understanding a client s business strategy .. Business strategy approaches .. Driving forces of the business strategy .. Needs and initiatives of the business strategy .. Understanding client's constraints.. Helping the client set priorities .. Understanding the client s technology preferences.. Helping the client understand what IBM has to offer.

9 Helping the client resolve issues .. SMB client pain points and IBM Express portfolio.. IBM Solution Builder Express overview .. Being responsive to client questions .. Understanding client's decision process/method .. 112 Chapter 8. Creating a buying vision and energizing the sales process. Business investment priorities and drivers .. Converting an opportunity into a lead .. Prospecting and demand-generation activities .. Getting to know your client .. Setting client expectations.. Identifying client pain areas.

10 Identifying clients intended direction and business goals.. Mapping IT Solutions with business goals .. IBM technical resources .. Proposing the solution.. Identifying costs, responsibilities, and critical factors .. Following the on demand business roadmap .. Preparing the proposal .. Responding to common client objections .. Responding to the competition .. 128vi Selling IBM s Innovative SolutionsChapter 9. Moving the sale forward.. Sales aids to assist the Solution Advisor.. Business Position Model .. Customer Initiatives Map.