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Frequently asked questions
Q.
What does this benefit consist of?
A.
This benefit consists of getting your data ready, holding a briefing with the agency, conducting customer conversations, and reporting by the agency.
Data:
Includes merging, matching, and qualification. For example, this activity can include matching your data against a Harte-Hanks data list. You can also work with the agency to purchase data from list brokers.
Briefing:
Can occur face-to-face or by telephone with the agency. This activity includes setup of technical equipment, calling agents, and the project lead, as well as script development. Agents have experience with lead generation and IBM skills.
Customer conversations:
Consist of a one- or two-step campaign.
The agency will start your campaign between five and ten days after your briefing.
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A one-step campaign consists of a call and an e-mail. Conversations are geared to lead generation based on IBM sales stages and BART criteria. Followup includes sending information by e-mail to the prospect.
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A two-step campaign consists of an initial call, an e-mail, and an optional followup call. You can select the subgroup of the followup call. For example, if there are 500 calls with 400 prospects reached and 100 e-mails sent, you can follow up with a call to the 100 e-mail recipients instead of recalling the 100 prospects who were not initially reached.
For either the one- or two-step campaigns, the agency will try a minimum of four times to reach a prospect and can ask each prospect a maximum of seven questions. The questions will include queries on the IBM sales stages and can include additional questions, such as on customer installed products.
The agency will obtain the prospect's address and contact information, document conversation results, and ask for permission to contact the prospect by e-mail, mail, and telephone. You can choose to hear agents' customer conversations with prospects on the telephone or in person.
Reporting:
Includes a weekly report, but important leads will be forwarded to you on the same day that they are received. At your request, the agency will hold a short review meeting with you during the first calling days and a final summary call after the conclusion of the campaign.
The agency will also provide IBM with a final report at the end of the campaign.
Q.
Which local agencies are available and what are my costs as an IBM Business Partner?
A.
Selected agencies are listed below. Your cost is the IBM negotiated rate minus the IBM local co-funding, and you pay this cost directly to the agency.
Available agencies and by country
| Country |
City |
Agency |
| Czech Republic |
Praha |
nexos x |
| France |
Paris |
MediaDev |
| Germany |
Hanau |
Willi GmbH |
| Germany |
Halle |
3wphone |
| Italy |
Cernusco sul Naviglio |
Marasco |
| Poland |
Warszawa |
Studio Moderna |
| Slovakia |
Bratislava |
Dimar |
| UK |
Manchester |
ITTS |
You can run a campaign to 250, 500, 750, or 1000 prospects.
Depending on the number of prospects that you want to contact, the IBM local co-funding is listed below.
IBM local co-funding per campaign (Excluding UK)
| Prospects |
Local co-funding |
| 250 |
€500 |
| 500, 750, or 1000 |
€1,000 |
IBM local co-funding per campaign (UK only)
| Prospects |
Local co-funding |
| Up to 500 |
£1,311 |
| 500 and above |
£2,350 |
Note: Campaign costs vary from country to country because of differing agency prices. Payment is between you and the agency.
For more details on prices and other country availability, send an e-mail with your IBM ID to Michaela Bauer at micbauer@de.ibm.com.
Q.
What data lists are available?
A.
You can use your own prospect list, purchase a list from a telemarketing agency, or obtain a list at no charge from the third-party vendor Harte-Hanks.
Harte-Hanks:
To ensure that the contacts you select are appropriate for your campaign, you can specify selection criteria when requesting your data list. For example, you can specify the country, city, industry, company size, job function, and technologies used. There is no charge for the generation of the customized list for use by the telemarketing agencies, but there is an additional charge to request a copy of this list for your own use. Note that IBM is not responsible for any data obtained from Harte-Hanks.
To obtain a data list from Harte-Hanks, contact the vendor at
IBM_BPEurope@harte-hanks.com.
Q.
Can I combine this benefit with other co-marketing funding?
A.
You can use this benefit with other co-marketing funding to create an end-to-end lead generation campaign.
Q.
How can I check if my solution is in the IBM Business Partner Application Showcase?
A.
Visit the showcase and search for your solution.
Q.
How can I add my solution to the IBM Business Partner Application Showcase?
A.
Learn about the showcase and how to add your solution.
For questions about the showcase criteria for the telemarketing (Europe only) benefit, send an e-mail to llangton@uk.ibm.com.
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