A recent IBM study has shown that Business
Partners have a 36% increase in odds to win when financing is included
in opportunities. Pretty compelling, huh?
With the global economy in it's current state, many Business Partners are turning to financing from IBM Global Financing (IGF) to help close business. Including IGF as part of your solution can have a number of benefits, including:
Ability to redeploy capital to invest in your business. End-user
leasing or financing can help you collect cash sooner, providing you with more available capital to
invest back into your business.
Increased client purchasing power. This can enable you to close larger deals
and create more opportunities for value-added sales of software and
Overcoming client budget and cost objections. By
quoting financing figures early in the sales cycle, you solutions can be more easily budgeted, reducing pressure on you to
You don't have to take my word for it, however. This video testimonial from Jaime Gmach, President of IBM Business Partner Evolving Solutions, talks about some of the benefits of including IGF in your client conversations up front and using it to creatively differentiate offerings.
Tools to Help You Sell IBM Global Financing If you're interesting in including IBM Global Financing as part of a future deal, here are some resources that can get you started:
IBM Web Content Syndication
Teach your customers about IBM Global Financing by syndicating IGF content on your website through IBM Web Content Syndication. Almost 1,500 Business Partners are already syndicating content, which includes not only IGF but IBM hardware, software and services content. IGF content is available now in English, with eight additional languages planned for availability in October 2012.
Know Your IBM (KYI) This interactive KYI learning module provides a brief overview of IGF solutions, as well as specific selling scenarios to assist with your sales conversations. Available in eleven languages, including: English, French, Spanish, Italian, German, Turkish, Polish, Brazilian Portuguese, Korean, Simplified and Traditional Chinese.
Customizable Brochure This customizable brochure, which overviews IGF's 0% IBM Software financing offering, can be downloaded and customized via the IBM Co-Marketing Center. The brochure is designed to help you jump start client discussions, or it can be used as a leave behind. Distributors can create a customized brochure to show the benefits of financing to their tier two solution providers. To locate the brochure in the Co-Marketing Center, just choose "IBM Global Financing" under "Select Product & Services" and submit.
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