ibm digital sales
TRANSCRIPT
« We serve IBM’s top clients to improve digital customer experience and make business execution easier in order to do more with less, reduce bureaucracy and
increase productivity »
Ease of doing business
CustomerMaintenance Inventory
Management
IBM
Contract ExecutionContract ExecutionManagement
Request ManagementRequest ManagementAutomate Request
ManagementSource-to-PaySource-to-Pay
Automate Procure-to-Pay
Automate Contract / Proposal Execution
Contract ExecutionContract Execution
Request ManagementRequest Management
Source-to-PaySource-to-Pay
Key Questions we can address
� Standardized end-to-end customer interactions with clear defined
roles, responsibilities and outcomes?
� Central overview of documents, interactions and contract utilization?
– Proof customer acceptance?
– Ensure that contracts get renewed on time?
� Save time for delivery of hardcopy documents?� Save time for delivery of hardcopy documents?
– Legacy email approach or hard-copy signings?
� Speed up capturing client's sign-off?– Delivery acceptance needs a lot of negotiation efforts?
– Different users, locations and countries involved?
� Provide evidence for acceptance based invoicing?
Financial Services Firm A complete and seamless source-to-pay journey aligning to the client's strategic priorities.
IBM is acting as one IBM team for a total digital experience.
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OverviewOverview
6’000electronic transactions
per year
3 digital sellers to extend reach to new buyers via
digital and social techniques
>10 applications deployed
>100 active users
More Information
Telecommunications companyExclusive customer social collaboration portal providing a seamless and efficient company-to-company
electronic relationship. The customer gets a unique entry point to customized information, file sharing, events, a dedicated customer blog and digital services to make business execution easier.
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file sharing, events, a dedicated customer blog and digital services to make business execution easier.
B2B Social
Collaboration
Effective and relevant collaboration between
IBM and the customer
Easy access to personalized digital tools
and dedicated contactsin all geographies
One central plac to share files, blog
entries and information
Collaboration
Portals
More Information
Pharmaceutical Company Easily and efficiently manage the immense quantity of contracts, users, locations, and countries involved
in contract management transition activities.
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No document scanning and no
added e-mails to send
2 weeks
> 100 agreements
> 100 locations
Time savings thanks to a quick
and disciplined process
Signature / countersignature can
be completed from anywhere, at anytime
Contracts
Online
More Information
Financial Services Firm Automated service management and demand management process with standardized interactions
and clear defined roles, responsibilities and outcomes
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Easy and reliable status reports with
simple search and export functions
> 600 requests a year
> 100 users
Transparent and central overview
about service request status
Quality improved information replacing
error-prone Excel solution
RFS /
Program
Management
More Information
Manufacturer Of Building MaterialsSimple way to see all of their maintenance inventory data and current maintanance status online.
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Simple way to see all of their maintenance inventory data and current maintanance status online.
Easy and reliable status reports with simple search
and export functions
to search for machines and identify gaps in their
support coverage
Shorter processing times and improved collaboration
for change requestsQuick access
Maintenance
Management
More Information
Financial Services Firm Reduce SOW process efforts through improved transparency, communications and process flow.
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Reduce SOW process efforts through improved transparency, communications and process flow.
Increased visibility reducing risk in forecasting and
budgeting
reduced approval lead times from 12,6 days
to 6,4 days
Drive earlier signings and invoicing due to
reduced cycle times50%
SOW
Management
More Information
eProcurementeOrdering / eInvoicingeShops & Catalogs
Buy
What we offer
Identify Discover Learn Try Buy Deploy Renew, Expand
Collaboration PortalsCollaborate, co-work and share documents in a secure environment
Share
Contract ManagementInventory ManagementSoW ManagementRFS Management
Manage
Smarter SourcingLess time processing e-mail, leaving more time for actual work.
SourceContract Negotiation and Signing, RFQ & RFP Management
Negotiate
What we offer
Identify Discover Learn Try Buy Deploy Renew, Expand
Share Buy Negotiate Manage
Collaboration Procure Contracts Maintenance RFS / Program
Source
Smarter Collaboration Portals
Click to jump to detail page
Procure to Pay
eShop / eCatalog
Cisco Order Tool
Contracts Online
eAcceptance
Maintenance
Management
Resiliency Services
RFS / Program Management
Ent. Software Management
SOW Management
Smarter Sourcing
Collaboration PortalsShare
Building a persona based collaboration platform
� Deliver digital experience by enabling interaction via alternative techniques (dynamic chat, video collaboration, social media links, blogs, forums, wiki)
IBM Digital Offerings & Webinars
Customized Collaboration Spaces
social media links, blogs, forums, wiki) in addition to traditional tools (email,
phone, mobile)
� Create awareness with industry customized IBM digital offerings, webinars, events, latest studies
� Facilitate access to commerce applications and buying experience
Smarter SourcingSourcing
Collaborate and coordinate e-mails, orders, requests from one centralized source without loss of time
� Less time processing e-mail, leaving more time for actual work.
� Rules allows messages to be
processed and filed automatically
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processed and filed automatically
� No loss of time in processing due to illness, vacation or absence
� Simple straightforward implementation without technical interventions in just 2 workdays
Client SystemEDI/Non EDI
Procure to Pay with B2B integration
Speed up procurement processes and increase management and control over spending throughout the organization
� Faster cycle times: Electronic order processing speeds up the procurement process
Buy
process
� Centralized spending controls
� Lower costs and improved efficiency
� Powerful electronic integration and adaption to customers standard procurement processes
� Connectivity with leading eProcurement
solution providers and proprietary systems
IBM B2B Collaboration
Network
eShop / eCatalog / Mobile App
Make fulfillment process more efficient (speed / accuracy / transparency)
� Tailored catalog to order pre-defined products and offerings.
� Efficiency and process compliance
Buy
� Efficiency and process compliance
� Reduce lead time and transaction costs related to procurement process
� Personalizable catalogues
� Improve the transparency on fulfillment from order to invoice
� Reduce Maverick-Buying
YourProcure
Use our dedicatedMobile app for
iPhone/iPad users
Cisco Order Tool
Simple quote configuration with integrated Cisco Configurator (CCW)
� Create and save configurations for later use
� Plausibility check
� Online price calculation with your
Buy
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� Online price calculation with your individual terms and conditions (for HW, SW and IBM Maintenance)
� Dollar / Euro conversion via reference to the ECB
� Electronic integration into customers procurement system through Open
Catalog Interface (OCI)
Contracts Online
End-to-end contract execution and management process
� Enables electronic submission, review
and approval process
� Tailored and configurable workflows; supporting multiple parties (IBM, clients,
Negotiate
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Business Partners) – based on
business processes
� Manages entire contract lifecycle: Requests for quotes/proposals, negotiation, execution, submission and
active contract retrieval
� Provides an online repository, archiving, document management and tracking
eAcceptance
Agility with the validation and approval of services performed
� eApproval simplify the approval of
acceptance based documents (acceptance letters, expenses and project conclusion)
Negotiate
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� client can electronically sign-off
anytime, anywhere
� save PM's hours incurred during delivery and re-delivery of hardcopy documents
� contract utilization can help to renew contracts on time
� proof customer acceptance
Online Maintenance ManagementAll relevant maintenance inventorydata at a glance
� Direct interface to IBM backend systems (BMT)
� Robust inventory search tools and report generation
Manage
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report generation
� Shorter processing times for renewaland extension of existing maintenancerequests online
� Third party machines (Non-IBM) can also be viewed and managed
� Offerings / Proposals can be viewed
and responded to online
Program Management PortalSingle point of access to manage all Requests For Services
� Manage Requests for Service (RFS) in an audit compliant fashion
� Statuses can be checked and approvals given real time
Manage
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approvals given real time
� Repository with all the requests and their status, in order to easily track and follow them up
� Reduce lead time between customer request and IBM proposal
� Track KPI/SLA related to a specific
project
Orchestra for IBM Resiliency Services
Manage the on-site demands of hosted clients
� Make MCS service request quicker and more efficient
� Reduce MCS delivery and governance costs
CustomerCustomer
IBM Resiliency ServicesIBM Resiliency ServicesOrchestraOrchestra
Manage
costs
� Better control over on-site operations
� Central repository of all activities ordered by clients and fulfilled by IBM Resiliency Services, shared at any time between customer and IBM IBM Data IBM Data
CenterCenter
Customer IT Environment
• Room Access (Data
center, floor, cage, server)
• HW Delivery and
Collection notification
• Proximity Gestures (tape load, disc load)
Enterprise Software Management ToolManage license deployment, catalogue drawdowns and product substitution configured to fit with contractual T &C’s
� Agreed workflow process to minimize manual activities
Manage
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manual activities
� Reporting capabilities to view history of all transactions and status of deployed and available Software Entitlements
� “Product Substitution” & "Catalogue Drawdown" simulator, an easy and secure way to exchange data between
client and IBM
Statement of Work Management Automated workflow to scope SOWs with clients, tracking all changes and owners by both parties
� Manage IBM internal approvals and pricing activity via the tool
� Client to sign off SOWs via the tool
Manage
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� Client to sign off SOWs via the tool
� Reduction of SOW/Approval
management efforts
� Standardized process for buying
� Governance and process standardization/transparency