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- How your clients benefit
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The best reasons to promote financing to your clients are the immediate benefits to your own business. When you recommend IBM Global Financing, you’re not only offering clients real value--you give yourself a number of advantages throughout the sales process.
In many instances, financing results in closing bigger sales, faster; increasing repeat business; improving your cash flow; and boosting customer satisfaction. More specifically, financing with IBM Global Financing lets you:
- Unlock cash and redeploy capital to grow your business
End-user leasing or financing can help you collect cash sooner and eliminate your client credit risk, providing you with more available capital to invest in your business. - Sell more hardware, software and services
Financing increases a client’s purchasing power - so you can close larger deals and create more opportunities for value-added sales of software and services. An IBM marketing intelligence study has shown that Business Partners have a 36% increase* in odds to win when financing is included in opportunities. - Overcome client budget and cost objections
By quoting financing figures early in the sales cycle, you can change a large upfront payment into an easily budgeted item, reducing pressure to discount. You can also gain insights into your clients’ purchasing power with credit pre-qualification. - Keep your clients coming back for more
Our financing solutions provide your clients with technology refresh options that lead to more frequent equipment add-ons, upgrades and trade-ins.
- Financing in action: See how your business will benefit
- Leasing vs. purchasing: objections and responses
To learn more, contact your IBM Global Financing representative.
* Data analyzed by IBM Market Insights in 2Q08 included USA customer opportunities larger than $100K that contained IBM Server/Storage components and closed in Seibel during 2006, 2007 and 1Q2008. Causal Effect = (Odds to win with IGF) / (Odds to win without IGF). For example: (55%/45%) / (40%/60%) = 1.22/.067 = 1.83, is an 83% increase in Odds to Win. Methodology described in “Estimating the Causal Effects of Marketing Interventions Using Propensity Score Methodology“ Donald B. Rubin and Richard P. Waterman "Statistical Science" 2006, Vol. 21, No. 2, 206–222 (see http://arxiv.org/PS_cache/math/pdf/0609/0609201v1.pdf).
