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A recent study by IBM's Market Development & Insight (MDI) team found that involving IBM Global Financing in deals can help increase a Business Partner’s probability to win by up to:
For example, when the probability to win a Business Partner-led software deal is 34%, the study indicated that IBM Global Financing can help increase the probability to win by 33 percentage points to 67%.
The percentage increase varies according to the different attributes of a particular lead, such as product, industrial sector and geographic region. The study looked at IBM's opportunity management system leads over $20,000 worldwide from 1/1/2011- 2/15/2013.
For more information on the IBM MDI study, IBM Global Financing’s effects on IBM’s probability to win:
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Source IBM MDI Study, IBM Global Financing's Effects on IBM's Probability to Win - STG, SWG and ITS/TSS - IBM Global Financing, 2013 using statistical analysis showing a strong correlation between IGF's participation and greater success in closing deals. IBM Market Development & Insights' Advanced Analytics team analyzed over 350,000 STG, 275,000 SWG and 140,000 ITS/TSS validated leads from IBM's opportunity management system worldwide, collected from 1/11/2011 to 2/15/2013. The opportunities had brand-specific content valued over $20K. The win/loss outcomes for leads with IGF involvement in their pursuit and progression were compared against leads without IGF involvement. To try to isolate the effect of IGF involvement on the likelihood to win, the analysis emulated randomization in the involvement of IGF, by controlling for over 400 observable attributes of the leads and their associated clients, using a matching methodology on propensity scores (see, for example, Rubin and Waterman, 2006), to try to ensure an apples-to-apples statistical comparison. The statistical significance of IGF's involvement in explaining the difference in win/loss outcomes was tested using McNemar's test with a 95% confidence level, and was quantified as an odds ratio: IGF effect = (Odds to win with IBM Global Financing)/(Odds to win without IBM Global Financing). The correlation between the increase in the probability to win that can be attributed to IGF's involvement varies depending on the lead's baseline probability and was computed based on the odds ratio for the IGF effect. Donald B. Rubin and Richard P. Waterman, Estimating the Causal Effects of Marketing Interventions Using Propensity Score Methodology, Statistical Science, 2006, Vol. 21, No. 2, 206-222. (see http://arxiv.org/PS_cache/math/pdf/0609/0609201v1.pdf (PDF, 333KB) )
IBM Global Financing offerings are provided through IBM Credit LLC in the United States and other IBM subsidiaries and divisions worldwide to qualified commercial and government clients. Rates and availability are based on a client's credit rating, financing terms, offering type, equipment and product type and options, and may vary by country. Non-hardware items must be one-time, non-recurring charges and are financed by means of loans. Other restrictions may apply. Rates and offerings are subject to change, extension or withdrawal without notice and may not be available in all countries. .IBM, the IBM logo, and Rapid Financing are trademarks of IBM Corp. Other product and service names may be trademarks of IBM or other companies. The current list of IBM trademarks is available at ibm.com/legal/copytrade