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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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