IT SOFTWARE:IBMSALES MANAGEMENTGROUP 6

Bhushan Chopade B010Mohit Gaur B016Abhishek Goyal B017Nikhil Gupta B022Ravinder Kumar B034

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INDUSTRY OVERVIEW

US $325 billion (2011)

License, subscription,

maintenance and other revenues

Us $243 billion (2011)

Global 100 software revenue

Company2011

Software Revenue in

mn

Software revenue as %

of total

Microsoft $57,668.40 80%IBM $28,187.75 26%

Oracle $26,175.89 55%

The Top 3 in Software

Software revenue for Emerging Markets (By country in US$M)

• Key source of innovation today for all aspects of business and society

• Low-cost mobile apps, sophisticated enterprise programs , data analytics

• Software adds value, enhances productivity

3EVOLUTION

1990Telesales & Web

Sales

1980Resellers and Independent

Software Vendors (ISVs)

19703rd Party distribution channels Agents for client introduction

2001 and After Change in Technology-Related Market No interest in technology for

technology’s sake Clients asked for benefits

New Objectives for MARKETING Company drivers will be clients and markets not Technology Adjudge Marketing on business success and not only on advertising and

communications Marketing should lead the transition to a more organized, client-focused and

segmented channel system.

What was needed? Programs that were about educating the

sales force Deployment of channel resources Business Solution Selling

4IBM SALES BANDWIDTH OVERVIEWSI

ZE

• Multinational corporations

• Large business

• Medium-sized business

• Small business

• Home and home office GE

OGRA

PHY • Africa

• Asia• Australia• Europe• North

America• South

America• 90+ countries• 30+

languages

INDU

STRY

• Aerospace and defense• Automotive• Banking• Chemicals and petroleum• Consumer products• Education• Electronics• Energy and utilities• Financial markets• Government• Health care• Insurance• Life sciences• Media and entertainment• Retail• Telecommunications• Travel and transportation• Wholesale distribution

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IBM OFFERINGS

PRODUCTS• Software• Systems

and Servers• Storage

SERVICES• Business

Services• IT Services• Outsourcing

Services• Training• Financing

SOLUTIONS• Across

various topics

• Big Data• Cloud• Analytics• Data

Management, Mobility etc.

SUPPORT• Technical

Support• Developer

Support• Customer

Support• Former IBM

products support

6Route To Market

IntegratedAccounts

Aligned Accountsand Large

SMBAccounts

Medium BusinessAccounts

Commoditized & Simple

Transactions

Technology Platform &

Related Services Decisions

Integrated Solution &

Consulting Engagements

OI Routes: Closing done by other Routes

End-to-End Routes: Include selling activity

V

A

L

U

E

7Signature Selling MethodEvaluate

Business

Environment

DevelopBusiness

Strategy

andInitiatives

RecognizeNeeds

EvaluateOptions

SelectSolutionOption

Resolve

Concernsand Decide

Implement

Solution andEvaluate

Success

EvaluateBusinessEnvironm

ent

DevelopBusinessStrategy

andInitiative

s

Recognize

NeedsEvaluateOptions

SelectSolutionOption

ResolveConcerns

and Decide

Implement

Solution and

EvaluateSuccess

Identified

Validated

Qualified

Proposed

Won

Customer Buying Steps

SSM Steps

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Sales structure – Market and Product Specialisation

Country Head

North Regional Manager

Communication

Distribution

Public

Industrial

Cloud

Big Data

ERP

Oracle Service Line

SAP Service Line

Application Innovation Services

Associate Partner

Associate Partner

Associate Partner

Application Management Services

Strategy & Analysis

Mobile

Security

CRM

Financial

General Business

South Regional Manager

East Regional Manager

West Regional Manager Associate

Partner

Management

Consultant

Management

Consultant

Senior Consultant

Senior Consultant

Consultant/ Salesperso

n

Consultant/ Salesperso

n

Consultant/ Salesperso

n

Senior Consultant

Management

Consultant

9Types of Salesforce & Sales Support100% Sales – Carries out activities like negotiation and relationship management 80% Technical, 20% Sales - Pre- sales persons or consultants100% Technical – Domain consultants,  provide business solutions and consultative selling

Today IBM’s 35,000+ sellers spend over 20% of their time on pre-sales supportImplementation of a modern SFA (Sales Force Automation) sales support system based on an IBM Websphere platformSFA is an advanced reporting system, which provides the ability to control sales levels and staff effectiveness.

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Facilitating Sales Process

IBM continuously educate its sales reps about various industry segments

Hashtags specific to the verticals of the salesperson

IBM encourages sales reps to join local chapters of the professional organizations that can help them stay up to date on industry trends

IBM engages potential clients online by sponsoring Web-based seminars and publishing a regular e-newsletter about client’s industry. 

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Promotions

Industry specific Conferences

Redbooks : Installation and implementation experiences, and step-by-step "how-to" guides. 500,000 downloads per month

Redpapers : Shorter technical documents that are only Web-published

Collaboration with Apple for developing iOS apps and selling its products

Showcase key business metric improvements by highlighting benefits to the existing clients

12Recruitment & Selection, Evaluation & Training

Recruitment & Selection

• Visits Premier B-Schools

• 4 Domains – Sales, Consultant, Technical, Delivery

• 3-5 years of software sales or pre-sales experience

• Hired 40 people as consultants last year

Evaluation & Rewards

• Delivery : Support project teams on meeting metrics of time and within budget

• Standardized reports and analysis

• Awards – Service Excellence Award

• Team based awards

• Redeemable points

Training• Top Gun sales

Training• Top Gun Virtual

Learning• STG CASE• Client Engagement

Program• 40 hours of online

training mandatory in a quarter

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Key Accounts & Buying Centre

Key Account Principal ServicesAirtel AMS support extension and CRM

transformationIdea Invoice processingAdani Group Website hosting, Unicode conversion

migrationICICI Bank Peoplesoft HR

User Buying ( Requirement

Basis)• Purchase • Finance• HR

Economic

• Project Manager

• Project Sponsor

Technical

• AVP, IT• DM, IT• Database

Administrator

Advocacy

• Project Manager

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REFERENCES

▪ Dr. Divakar Kamath | Associate Director | IBM India Private Limited ▪ Karan Jain | Senior Consultant | IBM India Private Limited▪ Tushar Nayanam | IBM Intern | SBM, NMIMS▪ PwC Global 100 Software Leaders : www.pwc.com/globalsoftware100▪ http://www.som.cranfield.ac.uk/som/dinamic-content/media/Yvonne/IBM

%20Route%20to%20Market%20Strategy.pdf▪ http://www.cbsnews.com/news/ibms-secret-for-making-the-sale/▪ http://ibmreferralprogram.blogspot.in/2012/02/ibm-employee-referral-

sales-management.html

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