The Fillmore Group

Use TFG Services to Close Q2 Sales

Agenda:

Introduction to The Fillmore Group Software + Services + Training Strategy Lower cost services – do the math! Quickstart services offerings People you should know – Golds and

Champions How to engage Realistic expectations

3 Takeaways:

When to propose partner services to support an open sales opportunity

What is in a “complete solution”?

How to engage TFG to help

The Fillmore Group, Inc.

• Frank Fillmore, DB2 Gold Consultant, IBM Champion

• Technical Support and Consulting/Lab Services, GBS

• IBM Authorized Training Partner• IBM Information Management Software

Reseller

Services:

Implementation and tuning for:

DB2, Optim, Guardium, Information Server

Replication, DataStage, Informix, Netezza, IDAA

Training

IBM Authorized Training Partner

Classes delivered in Towson, MD

IM classes support products sold

Info Server, DataStage, Q Rep, ICDC, DB2 Performance Tuning, InfoSphere Data Architect, and more at:

www.thefillmoregroup.com

Software + Services + Training =

A Complete Solution + A Confident Customer

Software needs to installed and configured Customers need to understand how to tune

and support Satisfied customers buy more!

Example 1.Services and Training

Total project budget = $250K Implementation at $275/hour for 4 weeks

= $44K Training for 3 DBA’s = $13K

$250 - $44 - $13 = $193K remains for software

Example 1.Services and Training

Total project budget = $250K Implementation at $175/hour for 4 weeks =

$28K Training for 3 DBA’s = $8K

$250 - $28 - $8 = $214K remains for software

$$$$ 21K MORE FOR SOFTWARE! $$$$

Example 2.Lab Services and No Training

Total project budget = $450K Implementation at $275/hour for 8 weeks

= $88K Customer says no training needed

$450 - $88 = $362K remains for software

Example 2.Lab Services and No Training

Customer purchases software 6/30/12 Lab Services starts 8 week

implementation 9/10/12 Solution in production 11/5/12 Solution stable for 4 weeks; crashes 12/3 Customer defers planned year end

purchases while issues are resolved.

Example 3.Training and Services

Total project budget = $300K Implementation at $275/hour for 6 weeks

= $66K Training for 3 DBA’s = $13K

$300 - $66 - $13 = $221K remains for software

Example 3.TFG Training and Services

Total project budget = $300K Training for 3 DBA’s = $7K 40 hours onsite planning and mentoring = $7K 150 hour retainer for remote support = $21K

$300 - $7 - $7 - $21 = $265K remains for software$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$

$$

Quickstart Offerings:

Netezza for DB2 Users Data Forensic Analysis and Extraction Data Studio Q-Replication Administration Consol

e

DB2 License Audit Review Data Studio Developer and Optim pureQuery

Runtime InfoSphere Data Architect Quickstart Q Replication Quickstart

DB2 Gold Consultants and Champions

IBM sponsored programs 40+ DB2 Gold Consultants worldwide 150 Champions worldwide Authors, instructors Bloggers High visibility within IBM

When to engage The Fillmore Group:

Your customer expresses concerns about the implementation cost and/or completion date

Your customer is implementing an IBM solution for the first time and is unfamiliar with Redbooks, opening a PMR, developerWorks, and other IBM resources.

Your customer ASKS for a complete solution - !

How to engage The Fillmore Group

Call or email:

The Fillmore Group410-465-6335Kim May, kim.may@thefillmoregroup.com, 443-

956-0288

Realistic Expectations

Customer introduction Delivered Statement of Work Rapid response Competitive pricing – not free services Co-op via SVI and MAYBE free services

Thank you

Kim May, Vice President Business Development

Frank Fillmore, President, The Fillmore Group

(410) 465-6335www.thefillmoregroup.com/blog