Race to Cloud:How to proceed on Cloud Deals?

GIAMMARIA URBISAGLIASoftlayer Sales EngineerIBM Cloud

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2 Hand over to Digital Sales team

1 Identify Cloud Opportunity

3 Win together!

Process OverviewIT IS SIMPLE!

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o Keywords (Cloud, Off Premises, Expand, Scale, Flexibility, «What is your Cloud Strategy?»)

o Requirements (Infrastructure, Platform or Software as a Service)

o Pay as you go model (OpEx vs CapEx)

Listen to the CustomerUnderstand if it is a real Cloud

Deal

1The process: identify the opportunity

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o Identifier: you!o OO: Cloud Specialisto Tactic Code: C245007QCreate the Opportunity in

Sales Connect

2The process: hand over to the Digital Sales Team

o Contact the IMT Reference

if you have access to Sales Connect

if you DON’T have access to Sales Connect

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The Digital Sales Team will

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o Help proceed the deal from a commercial and process perspective

o Involve the Sales Engineer if needed to better define requirements and architecture

You will

o Be in the loop o Be part of the teamo Be less Busy o Have a Win!

The process: Win together!

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How To - Sales Connect (1/2)

1. Add Description 2. Set Sales Stage to 4

3. Set OO as the IMT Reference,put yourself as Identifier

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How To - Sales Connect (2/2)

4. Choose the correct Offering (Level 20 – GS – Cloud Services

[…])*

5. Define an estimated value for 12 months.

6. Use this Tactic Code: C245007Q

*Wiki: http://ibm.biz/offers_tab

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Cloud Contact References Opportunity owners to be loaded into Sales Connect

UKI

DACH

France

Italy

CEE

BENELUX

SPGI

Nordics Cloud Computing Digital Sales Specialist

David Barry

Cloud Enterprise Sales Specialist

Isabel Sanz

Enterprise Cloud Solution Advisor

Anton Pynninen

Business Consultant Bluemix

Jean Claude ChanCloud Platform Services Sales Representative

Modupeola Kassim

Channel Development Representative

Frank Haupt

Cloud Computing PaaS Digital Sales Specialist

Julien Barache

Cloud Platform Services Representative

Fabio Marri

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Let’s see some examples…

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Example 1a – “Technical Call”

Timeframe: 2 weeks

IBM Seller visits a customer for an ongoing project when...

...the customer explains he has a problem with the actual Cloud Provider: no WW Data Center

footprint.

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Example 1b – “Technical Call”

Timeframe: 2 weeks

IMT Seller engages a Cloud Specialist to understand if IBM

can help the customer and they make a first call...

...afterwards the Cloud Specialist involves a Sales Engineer to better

define the architecture with the customer tech team

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Example 1c – “Technical Call”

Timeframe: 2 weeks

Customer is very happy with the solution because now he can

expand his IT Infrastructure (and Business) Worldwide

We have a Win!

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Example 2a – “Hands On Provisioning”

Timeframe: 2 days

IMT Seller receive a urgent requestfrom one of her customer

«We need to scale out our IT Infrastracture rapidly, it has almost reached its limit, can IBM help me?»

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Example 2b – “Hands On Provisioning”

Timeframe: 2 days

IMT Seller engages Cloud SpecialistAnd they decide to show the customer the

Softlayer capabilities.Cloud specialist perform a Demo of the

Softlayer portal and he likes it. So he asks: «Can we provision it now?»

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Example 2c – “Hands On Provisioning”

Timeframe: 2 days

The customer is guided on how to opena Softlayer account and how to provision

the infrastructure he needs.We have a Win!

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Thank you!Questions?