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IBM Software Executive Corner

Close more deals!

Mark Register photo

Your success is our success, and we want to ensure that you have everything you need to get you to the all important and gratifying phase in the sales cycle—closing the deal.

I committed to deliver three, step-by-step articles designed to help you develop your pipeline and grow your business.

In step 1, the focus was on creating leads and demand, and in step 2, how to receive more leads. Both of these steps reiterated the importance of updating your profile in the Partner Profiling System (PPS), regularly accessing and progressing leads in the Global Partner Portal (GPP), and provided you with a summary of the industry leading support, tools and benefits at your disposal.

Now step 3 - Closing the deal - focuses on the wealth of resources available to help you progress and close leads.

Financing
Close more deals by providing clients with a range of compelling financing options available through IBM. Financing reduces up front capital costs for clients and can assist in clinching a deal. Don't forget, hardware, software and your services can all be included in financing for the client. Leverage financing options through IBM Global Financing to close deals faster.

Software Executive Briefing Centers
Plan, manage, host and facilitate client briefings through the IBM Briefing Centers at no charge. Software Executive Briefing Centers (SW EBCs) provide dedicated briefing professionals that will work with you to customize a Briefing specific to your customer objectives and help you plan, manage, host and facilitate a briefing for your customers to learn about IBM's diverse portfolio of software solutions. They help you accelerate, expand and close business by delivering customized briefings that leverage subject matter experts in a first class environment.

Competitive resources
Access competitive marketing intelligence on software, hardware and services, as well as other resources that offer insights you need to sell and win against the competition. IBM's worldwide portal for competitive information is updated daily and includes insights from external suppliers, reports from IBM competitive specialists, and links to competitive tools from third parties.

Sales plays
The IBM Software quarterly sales and marketing plays include messaging and value propositions designed to help you address a client's business problems. Take advantage of the progression assets available to help close the deal. Learn how each play aligns to our overall channel strategy and objectives, and offers multiple tactics to enable your success.

Deal clinics
Deal clinics are designed to define and refine a sales strategy and progression tactics and actions for qualified Business Partner-owned and Business Partner-led opportunities. They also help to establish plans to effectively leverage existing collateral, materials, demos, and technical accelerators. Executing a deal clinic early in a quarter helps to positively impact a current quarter outcome bringing a deal to close. Reach out to your value added distributor (VAD) or IBM Channel sales representative directly to fully understand how deal clinics add value and how to engage.

Events
With all the subject matter experts in one place, make sure you take advantage of the conferences and events that run throughout the year to help you progress and close deals. Invite your clients and prospects to them and meet with IBM executives.

Your colleagues are already seeing the positive results of leveraging the resources at their disposal.

"IBM is very focused. In regards to helping Oxford close deals, one of the best things they do is make sure that they provide the right amount of support and the right amount of capabilities. So it's up to us to bring those to the table and, as a Business Partner, we really appreciate that."Chris Halvorson, Oxford Consulting Group, Vice President of Sales, Supply Chain and B2B Integration.

Continued success,

Mark Register signature

Mark Register
Vice President
Software Business Partners and Midmarket
IBM Software Group

Email: mregister@us.ibm.com
Twitter: @markregister (link resides outside of ibm.com)

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