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IBM Integrated approach to ERP

Enhance your business performance

by unlocking the true potential

of an ERP system

Know Your IBMhttp://www.ibm.com/partnerworld/knowyouribm
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IBM Integrated approach to ERP - Enhance your business performanceby unlocking the true potential of an ERP system 2

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Know Your IBM

IBM Integrated approach to ERP

Welcome to IBM's Integrated approach to ERP module. In this module you will learnhow midmarket clients are enabled through a smart, integrated and industry-specificapproach to obtain the true value of an ERP system. This helps them not only achievevisibility and transparency in the system but also get useful insights, collaborate acrossthe supply chain and integrate efficiently with other applications.

Make sure you navigate through all the screens so that you are able to successfullycomplete the quiz for this module.

To qualify for KYI points or promotions associated with the module you must completethe quiz within three attempts before the deadline. If you do not successfully complete

the quiz within three attempts before the deadline then unfortunately you do not qualifyfor KYI points or promotions associated with the module.

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Introduction

The term Enterprise Resource Planning (ERP) represents a broad category ofenterprise business management software that ranges from financial management to

operations management.Integrating ERP solution with IBM solutions for analytics, mobile, collaboration andintegration, clients can enhance business performance and get better insights.

By the end of this module you will be able to:

Know IBM Integrated approach to ERP Identify the ERP basics

Distinguish the key attributes of the Integrated approach to ERP Program formidmarket

Present the benefits of an Integrated approach to ERP for midmarket

List the offering options for BPs included in the Integrated approach to ERP

Sell IBM Integrated approach to ERP

Identify the sales process steps

List target customers and their business needs

Explain the IBM Integrated approach to ERP value propositions

Identify the different sales opportunities

Identify the top challenges in selling IBM Integrated approach to ERP

Explain the competitive differentiators

Explain how the Integrated approach to ERP contributes to Smarter Planet

Communicate the value of an Integrated approach to ERP in a salesconversation

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Menu

Know the IBM Integrated approach to ERPVisit this section to have an overview of IBM Integrated approach to ERP.

ERP Overview

ERP in midmarket is about core functionality

BP benefits of selling the IBM Integrated approach to ERP

Customer benefits of the IBM Integrated approach to ERP

BP-led Offerings

Sell the IBM Integrated approach to ERPVisit this section to learn about the selling process for IBM Integrated approach to ERP.

Sales steps you need to follow

Target customers and business needs The IBM Integrated approach to ERP value proposition

Top challenges in selling IBM Integrated approach to ERP

Integrated approach to ERP competitive overview

Smarter ERP for a smarter planet

Quiz on Integrated approach to ERP

A sales conversation example

Handle a sales conversation

Conclusion

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Know IBM Integrated approach to ERP

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ERP Overview

Enterprise Resource Planning (ERP) is an industry term for the broad set of activitiesthat helps a company manage the important parts of its business. The informationmade available through an ERP system provides visibility for key performanceindicators required for meeting corporate objectives. ERP is fast evolving beyond justbasic financial modules, and in the midmarket, firms are focusing on modules likeHuman Capital Management and Supply Chain, and integrating ERP with analytics,collaboration and CRM systems. In 2013, ERP is poised to capture 3 significant areasof market growth:

Business AnalyticsGetting useful business insights from the vast amount of data churned out of an ERPsystem is a priority for many midsize firms. This helps in getting the true ROI of an ERPsystem.

CollaborationCollaborating across the supply chain and across the workforce is critical for innovationand growth. Midsize firms are actively looking at Social Collaboration as an effectivetool with ERP.

Application Integration/CloudMidsize clients are increasingly looking to access ERP through SaaS based modelwhich is more cost effective. Integration with other systems is critical for a Cloud based

model.

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ERP in midmarket is about core functionality

All ERP packages from major ISVs include critical features like Inventory, AssetManagement, General Ledger, Human Capital management, a Financial Module andother industry-specific features. Many ERP packages will also include some basiccustomer functions like order management, receivables etc.

Key ERP focal points for midmarket

Internal operations

General ledger

Inventory/asset

management

Industry-specific

modules

Enabling

technologies

Reconcile toReport

Financial Close

Consolidation

Reporting

Most importantfor midmarket

Order to Cash OrderManagement

Accountsreceivable

Procure toPlay

SupplierManagement

Inbound

Inventory Accounts

Payable

Hire to Retire HRM

Time andattendance

Payroll

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BP benefits of selling the Integrated approach to ERP

IBM's integrated approach to ERP enables a BP in a number of ways, for example oneof the key goals of Midmarket Application Framework is to help ISVs and theirdownstream partners make more money per engagement when they partner with IBM.

Other benefits are:

IBM's application framework allows ISVs and downstream partners to wraparound IBM's market leading hardware and software/middleware stacks toprovide end to end IT solutions in order to increase overall wallet share.

Simply put, partnership with IBM for selling smarter ERP solution can help

business partners gain both mind share and wallet share from their clients.

By leading with a payment option from IBM Global Financing, BPs can improvewin rates and drive profits.

Each time a partner resells an IBM software/middleware around its own ERPapplication, it gets a number of service opportunities such as consulting,implementation, integration, thereby increasing services revenue.

ISV gets access to ASL (Application Specific licensing) model to embed IBMsolutions in its application, generating a higher value product.

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Customer benefits of the Integrated approach to ERP

IBM Business Partners can enhance any customer's ERP with the integration,collaboration, business intelligence and built-in expertise that will deliver faster ROI anddrive better business results.

Reduce Costs Reduce Costs with Easy Integration of ApplicationsIBM ensures that ERP applications integrate seamlessly withother applications and reduces integration costs by utilizing thepublic/private cloud. In addition, companies can better integratebetween LOBs (be it operations, HR or Finance).

Since IBM provides pre-built templates, custom coding iseliminated, which makes it easier to implement your ERP solutionin a shorter amount of time and by offering a flexible deliverychannel and pricing, organizations are able to integrate theirapplications at an affordable price.

Improve Efficiency Improve Supply Chain Efficiency through EnhancedCollaborationCollaboration between different departments and stakeholders iscritical with the increasing complexity of the supply chain andproliferation of a distributed development environment. It is more

important than ever to standardize data across the LOBs.

IBM integrates organizations to deliver a seamless experiencethroughout the enterprise and to the end customer. Also, byutilizing the cloud, they are able to make collaboration easier andless expensive.

Better and fasterdecisions

Make better decisions faster through Business IntelligenceBusiness Intelligence software provides organizations with theability to analyze and glean insights from the large amount of data

that ERP applications can produce. With IBM the customer can:

Analyze data in business context and quickly gain insightsinto company performance and trends and then takeimmediate action, linking insight to action.

Provide predictive analytics capabilities that can helpimprove sales forecasts, customer buying propensity, andbetter prepare the marketing and sales teams, resulting inbetter costs and resource optimization.

http://youtube.googleapis.com/v/PF5VFo_7xuA

Video: IBM Customer Testimonial: Russell's Convenience Goes Social in the Cloud with IBMSmartCloud Engage. Duration: 3.48
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BP-led offerings

The fundamental advantage of ERP is that integrating the myriad of processes bywhich businesses operate saves time and expense. The IBM Integrated approach toERP focuses on providing the best solutions in the following categories to best servethis space:

COLLABORATION AND ANALYTICS

Collaboration

IBM SmartCloudEngage 1.0

IBM SmartCloud Engage (previously LotusLive Engage) is anoffering in the IBM SmartCloud for Social Business portfolio.Engage provides subscribers with one-click access to business-grade file sharing, social networking, communities, onlinemeetings, instant messaging, email and calendar. The power ofEngage is that it is designed to help companies engage the rightresources at the right time by enabling employees to collaborateand work with anyone inside or outside their company's firewall.

Analytics

IBM Cognos Express IBM Cognos Express delivers the reporting, analysis,dashboard, scorecard, planning, budgeting and forecastingcapabilities that workgroups and midsize companies need at aprice they can afford. This scalable, preconfigured solution canhelp your customer discover and act on new insights quickly -while minimizing demands on IT staff.

IBM Cognos FSR IBM Cognos Financial Statement Reporting (FSR) transformsthe way organizations manage and deliver critically important

management reports and external disclosures. Cognos FSRcapabilities help CFOs reduce risk and improve efficiency in theirmost critical reporting processes.Capabilities of Cognos FSR include:

Financial Management Process Automation

SEC Compliance

Global XBRL Compliance

Regulatory Reporting

Public Sector Reporting

Corporate Social Responsibility (CSR) Reporting

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IBM SPSS ModelerPremium

IBM SPSS Modeler Premium has all of the data mining featuresincluded with IBM SPSS Modeler Professional, plus sophisticatedtext analytics functionality to help the user combine structured andunstructured data for the most accurate predictive models

possible.

Access and integrate data from any source, including mainframedata, data from Cognos Business Intelligence and virtually anytype of database, spreadsheet or flat file such as IBM SPSSStatistics, SAS and Microsoft Excel files, as well as textual dataand data from Web 2.0 sources, such as RSS feeds, and IBMSPSS Data Collection products. No other data mining solutionoffers this versatility.

INTEGRATION AND APPLIANCES

Integration

IBM WS Cast IronCloud integration

IBM WebSphere Cast Iron Cloud integration is a fast, simpleand low-cost solution for integrating cloud and on-premiseapplications in midsized companies. Cast Iron provides threeflexible deployment options for customers to choose from, whichinclude:

An Integration-as-a-service offering named Cast IronCloud2

A virtual appliance for VM environments namedWebSphere Cast Iron Hypervisor Edition

A hardware appliance fully configured to drop in andoperate named WebSphere DataPower Cast IronAppliance XH40

Appliances

IBM i Solution Edition The IBM i Solution Editions are designed to help the customertake advantage of the combined experience and expertise of IBMand Independent Software Vendors (ISVs) building businessvalue into IT solutions.Through innovation and technology leadership, IBM i SolutionEditions help provide maximum flexibility in operating system andleading industry application choice, providing an answer for thecustomer's demanding business requirements.

IBM PowerlinuxSolution Edition for

SAP

The IBM PowerLinux Solution Edition for SAP is an affordablesingle system SAP environment, which is ideal for midsize

company enterprise resource planning (ERP).Supporting up to 500 SAP users, multiple SAP landscapes and its

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data base on a single server, the IBM PowerLinux Solution Editionfor SAP reduces server management, simplifies administrationand lowers IT costs.

http://www-01.ibm.com/software/integration/cast-iron-cloud-integration/demos/rapid-connect/Video: WebSphere Cast Iron Cloud Integration. Duration: 6.13

INFRASTRUCTURE

Hardware

IBM PureFlex The IBM PureFlex Systems consist of a complete computingplatform that is integrated and tuned at the factory for rapiddeployment and optimal performance.

The system combines servers, enterprise storage, networking,virtualization, and management into a single structure.

The components are pre-selected by the manufacturer to workeffectively as a unit, simplify ongoing management, and enableefficient scalability.

IBM AIX SolutionEdition

The AIX Solution Edition is an offering which provides anincentive to the customer to purchase a Power 710, 720, 730, or740 or PureFlex in conjunction with an eligible solution from anISV.

When purchasing the hardware model and meeting the minimumconfiguration requirements, the customer is eligible to receive areduced price on the AIX Standard Edition licenses, and on thePower Express models also receive 1/2 of the processor coreactivations at no charge.

System X/PowerSystems

The IBM System X servers offer quality components that willenhance and optimize the performance and capability of yourclient's servers. System x options turn a "server" purchase into anintegrated "system" purchase. They blend outstanding uptime,performance and I/O flexibility for cost efficiency and rock-solidreliability.

ThePower 710, 720, 730 and 740 Express deliver outstandingperformance and price-performance for 64-bit applications. ThesePower Systems Express servers deliver unprecedented workloadoptimized performance.

IBM Storage Systems IBM is introducing a new approach to help the client address thedual challenges of managing data growth and generating more
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value from data.

Expert best practices and technologies are designed into thestorage environment, not just complicated afterthoughts. Clients

can expect immediate improvements in flexibility, performanceand efficiency.

Middleware

IBM DB2 DB2 database software offers industry leading performance,scale, and reliability on your choice of platform from Linux, Unixand Windows to z/OS.

IBM DB2 data server products are complemented by Middlewareand client application programming interfaces (APIs). Middleware

and client APIs help DB2 products to communicate and worktogether more effectively.

CLOUD

IBM SmartCloudEnterprise

IBM SmartCloud Enterprise (SCE) is designed to offer clientsquicker, security-rich access to a standardized development andtest environment to help improve cycle times for faster time-to-

market, reduce operational costs and large amounts of capitaloutlays, and improve quality.

Unlike competitive offerings, only IBM takes the cloud to the nextlevel, with flexible delivery options for the IBM cloud, each ofwhich offers a different level of security along with support formulti-vendor instances.

IBM SmartCloudApplication Services

Further information on IBM SmartCloud Application Servicesto be released soon.

http://youtube.googleapis.com/v/8H5zSKHfQRwVideo: IBM Cognos Express: Integrated reporting, planning and analysis for midsizecompanies. Duration: 1.35

http://youtube.googleapis.com/v/gAIfGRddTFEVideo:Teletech simplifies their cloud solutions with IBM Cast Iron cloud integration.Duration: 2.54
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Sales steps you need to follow

Learn to identify the different steps of selling and whatit is expected from you at each

stage.

Prospecting Your search for (new) customers Look for opportunities in your existing install base

How to deal with objections and leave the door open forfuture sales

Introduce yourself, state your purpose, qualify, plan nextsteps

Finding Customer

Pains

Becoming a Sales Consultant

Understand customer needs Identify problems your products and services can solve

Understand competition

Help your customer understand the business implicationsof the problem and move from problem awareness tosolution commitment

Qualifying theCustomer

How to avoid wasting your valuable time in chasing prospectswho will never become customers

Make sure the solution solves the customer's problem

Find out if the customer sees the value of your product

Confirm that the customer has the budget to purchaseand determine if ready to purchase

Talk to the right person, who can make a buying decision

Closing the sale Basic pointers to winning Close from the beginning

Recognize when potential customers are ready to buy

Note that free trials often lead directly to sales

Choose from the IBM portfolio of migration orconsolidation assessment tools and incentive offerings toopen doors with customers and progress deals

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Target customers and business needs

The IBM Integrated approach to ERP is targeted at customers looking for Net-NewERP Implementation as well as customers with existing ERP systems that arestruggling to show ROI to top management.ERP opportunity, challenges and key insights for the Midmarket priority industries is asbelow:

Industrial Products

2013 opportunity - 4.5 B $

Key Challenge driving ERP need:

Regulatory norms and complianceneeds standardized disclosures

Cost reduction through improvedoperational efficiency

Common platform for globalexpansion

Key Insights specific to the industry:

ERP is considered as a bestpractice to improve productivityand effectiveness of legacysystems which are disparatechurning non-standard data.

Offering comprehensivefunctionality and integrationcapabilities with ERP solutions isthe key.

Customers are seeking ERP orcustomized solutions that can

support growing business needswhile aligning business functionsand processes.

(Source: IBM sponsored industry researchdone by TBR in 2011)

Wholesale & CPG

2013 opportunity - 5 B $


Lack of visibility and transparencyacross business functions

Rising storage management andwastage cost due to lack ofinventory management

Disparate systems with lack ofproper integration leading tomisleading data


ERP has emerged to incorporatevarious business functions due toa need for integration, technologyupgrades and wholesale industrygrowth.

Customers are investing in ERPand Inventory management toovercome business challengesand to achieve better operationalvisibility.

Adding ERP integration

capabilities to existing solutionsand for Stand-alone Inventory

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Management, CRM and SCMsolutions can drive more revenue.

(Source: IBM sponsored industry researchdone by TBR in 2011)

Banking

2013 opportunity - 4.6 B $


Increasing breaches and datasecurity issues hard to handle with

non-standardized data Disparate systems with lack of

proper integration hamperingcustomer relations


The need for greater compliancewith regulations, concerns aboutdata volumes and fraud will spurIT investments in the banking

industry.

Source: IBM sponsored industry researchdone by TBR in 2011)

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The IBM Integrated approach to ERP value proposition

With IBM's enhancement software the customer can easily implement an ERP solutionthat integrates seamlessly with existing applications. Data becomes visible across theorganization and decisions can be made more quickly and with fewer errors.

Customer Value Proposition

Integrating an ERP solution with IBM solutions like SmartCloud Engage,Cognos, IBM SPSS Modeler Premium and IBM WebSphere Cast Iron CloudIntegration clients can enhance business performance and get better insights inthis complex supply chain and distributed development environment.

Lower Total Cost of ownership as integration cost is reduced due tobundling/pre-customization etc.

Proven and reliable solutions with ease of implementation and maintenance.

IBM Global Financing (IGF) solutions can help the customer avoid upfrontcosts, improve cash flow through 0% interest scheme (for 12 months) andpossibility to defer payments to next quarter or fiscal year.

BP Value Proposition

Enables partners to make more money per engagement including highermargin services.

IBM offers multiple programs like SVI, VAP, General Business Instant Rebate tohelp increase your Margin; IBM software can earn incentives from 10% - 45%

(for Resellers). SVI/VAP participating BPs are 50% more likely to report high gross profit

margins (>20%) on middleware deals than non-participants (for Resellers).

Partner is able to move the higher value path generating higher revenue.

Gain client mind share and opens opportunities for cross-selling.

Advantage against competition as partner sells an integrated solution.

Access to IBM technical expertise and best-in-class enablement programs.

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Top challenges in selling IBM Integrated approach to ERP

Midsize businesses understand that ERP applications are critical for success andgrowth. In fact, around 80% of midmarket companies already have some form of anERP solution. However, most do not understand how to unlock the full potential of anERP system in order to demonstrate complete ROI. The common challenges forimplementing an ERP system include:

With ERP, even small projects can require months and other largeimplementations can take years.

Since IBM's pre-built templates eliminate custom coding by using hundreds ofpre-built templates and shorten implementation from weeks or months to daysusing cloud integration.

An ERP system provides a lot of rich data across the entire supply chain, whichrequires careful analysis in order to glean business insights.

Business Intelligence software provides organizations with the ability to analyzeand glean insights from the large amount of data that ERP applications canproduce.

The customer quickly gains insights into company performance and trends and

can then take immediate action, linking insight to action.

Implementing an ERP solution can consume a large portion of the IT budget.

By offering a flexible delivery channel and pricing, organizations are able tointegrate their applications with attractive entry and pay-as-you-go pricing.

IBM Provides an easier and less expensive way to collaborate by utilizing thecloud.

We are unable to integrate ERP with our existing applications and we need tooptimize the hardware infrastructure.

IBM can help the customer to unlock the full potential of an ERP application.

IBM can help enhance collaboration by:

Integrating email, web conferencing, instant messaging, file sharing,relationship management and project tracking.

Integration is possible with both cloud and on-premise applications toreduce integration costs.

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Integrated approach to ERP competitive overview

IBM has a unique approach to ERP where it collaborates with the ISV and thedownstream partners to create an integrated approach around ERP, unlocking thecomplete potential of an ERP system. Integrating an ERP application with IBMs trustedand proven solutions not only generates quick ROI for the customers but also createssignificant opportunity for partners. Let's take a look at what the competition has tooffer.

HP

Appliances

HP AppSystem

HP E5000 Messaging System

HP Business Data WarehouseAppliance

Details Specific integrated solutions available

for mySAP ERP; focus more aroundhardware solutions integrated withSAP.

Integrated solutions with Infor forprocess and discrete manufacturingindustry around business intelligence,customer relationship management(CRM), supply chain management(SCM), and enterprise resourceplanning (ERP).

HP provides single-vendor solutions forthe creation of an integrated, company-wide data warehouse as the basis forbusiness analytics. HP offersspecialized Application Integrationservices that build an integratedenvironment. For collaborativebusiness scenarios, the HP Real TimeSupply Chain (RTSC) solution offersgenuine real-time data integration -even from batch applications.

Microsoft and HP have entered into an

agreement for jointly crating appliancesfor MS ERP and CRM systems.

DELL

Appliances

Dell KACE management

appliances (focus on ERPdeployment, remote

Details

Dell Services focuses on ERP

implementations in midmarket; DellServices provides high-performance,

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management etc.) standards-based solutions that helpreduce IT costs and promote dynamicgrowth within organizations.

Upgraded M610 platform for SAP Net

weaver Data Warehouse system. Dell's PowerEdge R910 platform has

been certified by SAP AG to run SAPIn-Memory Appliance software (SAPHANA), bringing real-time computing tojoint customers around the world.

ORACLE/SUN

Appliances

Oracle database Appliances-for application database

Details

Provides integrated Oracle ERPsolution with Oracle Database and theOracle Solaris operating system to theservers and storage. Oracle software isenhanced to take advantage of theunique features of Oracle's SunSPARC servers and Sun Storage,including high levels of threading andflash cache technology, whileleveraging open standards andinteroperability. Customers can quicklydeploy this solution and gain a fasterreturn on their investment. Full-stackintegration offers increased reliability,security, and higher uptime.

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Smarter ERP for a smarter planet

Smarter firms today are focusing on business process and supply chain improvementsto drive operational efficiencies, productivity and growth. They need powerful, yetflexible ERP solutions configured to their unique circumstances in order to reach theirgoal.An integrated ERP solution approach can enable firms to get Smarter and unlock thetrue value of an ERP solution.

TRADITIONAL ERP

AnalyticsAnalyze the rich amount of data generating usefulbusiness insights.

CloudIntegrate seamlessly with public-private cloudenvironment.

CollaborationCollaborate across the supply chain leading to bettercoordination and information sharing.

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Quiz on IBM Integrated approach to ERP

IBM's Integrated approach to ERP helps the customers unleash the full potential oftheir ERP system, and provides:

(Select one answer from the choices below.)

Enhanced business performance

Lower integration costs

Improved business insights

Seamless integration with existing applications

All of the above

That is correct!

IBM's Integrated approach to ERP allows the customer to enhance businessperformance, improve business insights and integration with existing applications,lowering integration costs.

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A sales conversation example

IBM and IBM BPs can help customers in the decision-making process when ERPbecomes an issue.IBM Business Partners can enhance the customer's ERP with the integration,collaboration, business intelligence and built-in expertise that will deliver faster ROI anddrive better business results. Let's look at how a sales conversation focuses on valuepropositions:

My company's been looking for an ERP solution for some time now, butimplementation seems to be difficult and complex.What can IBM offer to solve our problem?

IBM can offer enhancement software with which you can easily implement anERP solution that integrates seamlessly with your existing applications. It useshundreds of pre-built templates and shortens implementation time by usingcloud technology. IBM can help your company to unlock the full potential of anERP application.

Maybe so, but my company needs to know how to increase collaboration acrossthe enterprise, to deliver a perfect experience across the supply chain and to theend customer.

That is precisely what IBM can offer, with IBM SmartCloud for SocialBusiness, IBM has integrated the essential tools for social business in the

cloud: enterprise-grade file sharing, communities, instant messaging, webmeetings, user profiles, mail and calendar. Our solution is designed to let youwork smoothly with people inside and outside of your organization. Is yourcompany using analytics?

We've just started using analytics, but we don't have time to train staff to thecomplex reporting and analysis tasks involved.

Don't worry about that, one of IBM's major enhancements to the ERPapplication functionality is enhanced business intelligence software whichhelps to streamline reporting across the company and glean better businessinsights, faster.

This delivers essential reporting, analysis, dashboard, scorecard and planningcapabilities which your company needs.

Ok, I think IBM's definitely worth considering, but I'd like to see someperformance validation and look at the pricing and finance information before wego any further.

No problem, let me send you a few performance reports and customer casestudies, along with the pricing info and then we can set up a follow up to showyou a demo.

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Handle a sales conversation

In a sales conversation, there are some concerns that your potential clients may haveand that you need to answer.

Customer:How can I ensure collaboration between departments and collaboration with mysuppliers?

IBM Business Partner:IBM can help enhance collaboration by integrating email, web conferencing,instant messaging, file sharing, relationship management and project tracking,and by providing an easier and less expensive way to collaborate by utilizing thecloud.

Customer:How can we glean the business insights that we need from the huge amount ofinformation that we are producing?

IBM Business Partner:By integrating an ERP solution with IBM solutions like IBM SmartCloud Engage,Cognos, SPSS and Cast Iron, we can help you enhance business performanceand get better insights.

CustomerHow can I integrate the ERP application with my existing CRM system?

IBM Business PartnerIBM can help you with that, IBM WebSphere Cast Iron Cloud integration is a fast,simple and low-cost solution for integrating cloud and on-premise applications inmidsized companies.

CustomerHow can I get a pre-configured system, optimized for my ERP application and at the

same time reduce my investment?

IBM Business PartnerIBM provides built in patterns for ISV applications, which not only reduces costsbut ensures higher ROI and workload optimization.

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Conclusion

This is the end of the learning module IBM Integrated approach to ERP.

In Know the IBM Integrated approach to ERP you learned about thetechnology involved in the IBM Integrated approach to ERP, the benefits andthe solutions portfolio.

In Sell the IBM Integrated approach to ERP you learned about the sellingprocess, target clients, top challenges, competitive landscape and readexamples of how to handle a sales conversation.

To review Learn and Earn deadlines please access the Terms and Conditions locatedon the Know Your IBM (KYI) site athttp://www.ibm.com/partnerworld/knowyouribm.

Once you enter the quiz, you will not be able to return to the module so please ensure

you have reviewed the entire module in detail.

As a Know Your IBM user you have the option to view education modules in numerouslanguages. Please note that you only get rewarded once for completing each module.

Good luck!
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