New Rules for Crazy Busy Prospects

8/3/2019 New Rules for Crazy Busy Prospects

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New rules for selling to crazy-busy prospects.

Dhananjay Shinde Regional Sales Manager - West, IBM Security Solutions, IBM India Pvt. Ltd.22 January 2011


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Agenda

Globalization

2011

New Rules for a New Decade

Crazy busy customers!!!

New Rules of Selling

Why Me

Case Studies


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Globalization

1991

IT Revolution

Telecom Revolution

New business rules Many multinational companies

Heavy use of technology

Use of technology to manage key business processes

Y2K Problem

Telecom infrastructure (Network)

Competition


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2011

Uncertainty!!!

Multiple players in every business domains

High impact of technology

Mobile phone ............. Competitor of Computer / TV?

Evolution of 3G technology

Life without Mobile Phone & Emails ?????????????

Capex to Opex......... ==> Product as a service


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2011

Technology = A powerful business tool

M & As

Today's leader may or may not exist tomorrow

Need of dynamic business model

Need of scalable & sustainable business strategies

No scope for mistakes


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New Rules for a New Decade

The complexities and challenges of todays economicenvironment require new vision and new rules

Know the customer as well as yourself See what others dont

Exploit global efficiencies


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Crazy / Busy Customers!!!

Business Environment is volatile, uncertain and fluctuating

Many incomplete Tasks, overloaded

Limited Resources & timeframe

Multiple business complexities

Poor planning

Change in priorities

Multiple new Initiatives Cope up with the technology

Already short-listed the product / solution / services / supplier


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New Rules of selling

Focussed approach

Customer segmentation

Understanding customer business

Understanding customer pain points & challenges

Key Accounts ManagementAccount PlanningAccount Mapping

Periodic Review ClearAccounts Management Strategy

Periodic review of the strategy


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New Rules of selling contd...

Matrix approach in customer management

Strong internal systems & procedures

Effective use of new technologies

Experienced customer facing team to handle the customers

Consultative business approach

Domain Knowledge

Technology Expertise Implementation Expertise

Global best practices

Knowledge of competition


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New Rules of Selling contd...

Certifications

Use of technology (CRM, Sametime, Salesforce automation,Audio/Video conference, mobile computing etc.)

Third party acknowledgements (Global customers, GartnerReport etc.)

Value Addition than only product sale

Solutions approach

Consultative business approach

Social Networking

Business partner than vendor

Scalable business Ecosystem


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Why Me

Leader?

Ability to define, make, and operate to customer specificrequirements

Best Services & Business consulting expertise Operational and integration expertise

Deep Research Capabilities

Direct contribution to achieve customer organizational

objectives


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Case Studies


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IBM

IBMers Value

Dedication to every client's success

Innovation that matters - for our company and for theworld

Trust and personal responsibility in all relationships


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IBM

Strong Brand

400,000+ employees

Matrix organization

15000+ patents

Global resources

Nobel laureates


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IBM

Domain & technology expertise

Customer Relationship Management systems

Strong Internal processes

Solution / framework approach

Hardware, Software, Services

Green Initiatives


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Why does IBM win deals

Client Value MethodUnderstandExploreDevelop

ImplementConfirm

Strategy based on buying Behaviours

Involvement of multiple stakeholders in the sales cycle

Strong partner ecosystem

Knowledge Management


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Buying Behaviors

Trusted Partner

Innovation Partner

Value for Money


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Trusted partner

Leverage our skills tomeet your goals

Ensure success

by execution

Deliver value by

understanding the big picture

Expertise to meet

your industry needs

Help you to choose

Partnership with

a huge ecosystem

Know how to

ensure your success

Client success storiesto demonstrate results


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Innovation partner

Best Resources

Tech. Expertise

Financial position

Industry Leadership

Domain Expertise

Culture

R&D Infrastructure

Best Practices


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Value for Money

Best resources to serve

Best Support

Right Product

Org. Stability

Right Price


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Bharti Airtel

Vision

by 2015 airtel will be the most loved brand, enriching thelives of million

Leading Telecom Player

Focus on marketing & customer support

Outsourced IT & Telecom operations to experts Global acquisitions

Diversification


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Bharti Airtel

Top telecom brand

Telecom solutions

GSM, GPRS

Mobile ComputingManaged Services

VPNs, IPLCs, VSAT

Executive sponsor for key account

Different teams handling set of services


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The Great Team !!!The Great Team !!!


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ThankYouMerci

Grazie

Gracias

Obrigado

Danke

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Dank U WelDutch

New Rules for Crazy Busy Prospects

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