Cross Brand Selling Advisor Overview & Attach Advisor Training for Business Partners

1. Cross Brand Selling Advisor Overview & Attach Advisor Training for Business Partners Tressa WilsonGlobal Marketing, Channel Enablement Business Partner Presentation

2. Using the IBM Cross Brand Selling Advisor- contents • Starting the IBM Cross Brand Selling Advisor • Getting familiar with the IBM Cross Brand Selling Advisor menus • Getting familiar with the IBM Cross Brand Selling Advisor sections • Using the IBM Cross Brand Selling Advisor • sessions • load attach elements • review important information • Attach Elements section • save session • Save File and Save As File windows • Open File and Delete File windows • Reviewing important information with the client • Using reports • Generate Report

3. What is the IBM Cross Brand Selling Advisor? • On-line flash tool that guides IBM and Business Partner Sales Rep in attaching cross-brand products Why is this important to YOU? • Reduces cycle time by providing a single tool for point products and building-block solutions Target Audience: • Business Partner Reps • ibm.com TeleSales & TeleCoverage reps • Field Reps (General Business) Key Features: • Key trigger questions • Value propositions and descriptions • Available on PartnerWorld for Business Partners • Available on w3 for ibm sales reps

4. Starting the IBM Cross Brand Selling Advisor • Go to the IBM Cross Brand Selling Advisor Web page at https://www-304.ibm.com/jct09002c/partnerworld/mem/attach/index.jsp • Click on…. “Launch Cross Brand Selling Advisor” Or, download the stand-alone version and you can use in disconnected mode.Click “Download the Cross Brand Selling Advisor” 3. The first time you log on to the IBM Cross Brand Selling Advisor, use the Personalization and Filter menus to select your defaults. The default settings you select remain the next time you use the tool.

5. Starting the IBM Cross Brand Selling Advisor • When the Cross Brand Selling Advisor opens, the Work Space displays. From the Work Space you can access: • IBM Attach Advisor - which helps sales professionals identify cross-sell and up-sell opportunities by bringing IBM brand information together in one place and guiding seller providing through relevant discussions with clients. • IBM Software Advisor - an all-in-one resource for sales, marketing, training, business value and return on investment information on all the IBM software brands. • Express Advantage Advisor - a customer facing tool that offers a broad range of solutions for mid-market customers based on industry, infrastructure or purely product navigational paths. • IBM Services Advisor - a powerful tool that makes it easier for Business Partners to find the right IBM services for their clients. This customizable tool enables you to search, sort, and filter the Global Technology Services portfolio based on your priorities – including by solution, industry, brand, or client pain point. Click the IBM Attach Advisor icon

6. Getting familiar with the IBM Attach Advisor menus • File • New. Start a new session. • Open. Open a previously saved session. • Save. Save the current session. • Save As. Save the current session under a different name to create multiple versions. • Delete. Delete a session. • Report • Follow up Report. Creates a report for the rep to present to the customer. • Settings. Language, country, job type • Help • Feedback. Allows you to send an e-mail message to cssupp@us.ibm.com. • FAQs. Opens the FAQ window. • Version History. Opens the Attach Connector History of Updates • Training. Offers Attach Connector training • Success stories. Success stories from both IBMers and IBM Business Partners • Attach Strategy. Information for developing a successful attach strategy.

7. Getting familiar with the IBM Attach Advisor sections Current discounts and promotions Available attach elements for the brand Attach base products List of attached elements Descriptions and value propositions on offerings, competition information, notes and comments. Attach Questions Business Partners

8. Using the IBM Attach Advisor - sessions When the IBM Cross Brand Selling Advisor opens, you can: • Configure a new session. Sessions are records, or notepads, of your open deals and sales activities, and you use one session for each deal.To save the session, click File > Save. Sessions are saved on the server where you can specify who can see your session (for example, your manager and team) and if they can update it or have read-only access. • Continue working on a session you created previously. Click File > Open to locate the session. In this presentation, we will configure a new session.

9. Using the IBM Attach Advisor - load attach elements • Select the base product (here, System x has been selected).The IBM Cross Brand Selling Advisor loads the attach elements for the System x brand.

10. Using the IBM Attach Advisor - review important information • Select an attach element (here, IBMTivoli Storage Manager). • Review the information provided in the Description/Value Proposition, Market Players, Pricing Guidance, Attach Questions, and Promotions sections to see, and review with the client, important information regarding the attach elements.Note: For more information, see the topic Reviewing important information with the client in this presentation. • Click Add.

11. Using the IBM Attach Advisor - Attach Elements section The Attach Elements section displays IBMTivoli Storage Manager.You can repeat the procedure just described to attach additional elements and you can select items and then click Remove to remove them from the Attach Elements section.

12. Using the IBM Attach Advisor - save session • When you are ready to save your session, click File > Save. Note: The save command closes the current session; so, consider saving the session as the last step.If you want to continue working the current session after saving it, you must open it (File > Open). • In the Save File window type a description and any comments to document the session. • In the Type others . . . field, type the Internet e-mail addresses for other reps (or, your manager) who require access to your session. Separate multiple addresses with a comma. • Select Read or Read & Write access authority for the names specified in the Type others . . . field. • Click Save. Next, let’s look closer at the Save and Save As File windows, and other windows, in the IBM Attach Advisor.

13. Using the IBM Attach Advisor - Save File and Save As File windows About the Save File and Save As File windows: • The Description and Comments table columns display saved sessions. • You can sort the table columns with the ascending – descending arrowhead (shown in the circle). The arrowhead displays when you click in the column headings and repeated clicking toggles the sort direction. • To benefit from existing information, you can select a session item that is listed in the table to display the same information in the Description and Comments fields at the left of the Save File and Save File As windows. You can then update the information in the fields. When to use the Save and Save As commands: • Click File > Save when you have already saved the session that you are working on and you want to save the updates. • Click File > Save As when you want to save a new session. If you do not select Save As, you will write over the last file you had open.

14. Using the IBM Attach Advisor - Open File and Delete File windows The Open File and Delete File windows work similarly: • To open a session, click File > Open, select the file, and then click Open. • To delete a session, click File > Delete, select the file, and then click Delete.Note: Delete does not confirm your request. Be sure you want to delete the session before you click Delete because you cannot recover it.

15. Reviewing important information with the client (1/3) Previously we discussed the three areas in Attach Connector that offer important information that enable the rep to engage in a dialog with the client to achieve cross-brand and up-sell results. • Promotions. Provides short cut to our sellers resources for latest promotions. • Attach Questions. Enables you to discuss with your client the solution to be integrated into their organization. These questions are not designed to make you a specialist; instead, they enable you to engage in an intellectual dialog. • Descriptions/Value propositions, and Market Players. Displays information about how a specific attach element might address a client’s requirements, shows IBM’s competitors and IBM’s advantage, and offers help to price the bid.

16. Reviewing important information with the client (2/3) For example, if the rep selects the IBM Tivoli Storage Manager attach element for System x: • Promotions. There are many Promotions. • Descriptions/Value propositions. The rep can emphasizes that the client will maximize their IT investment, optimize IBM solutions integration, and implement new technologies quickly and efficiently. • Market Players. Dell, HP, New Horizons, and Global Knowledge compete in training. • Attach Questions. The rep, acting as the OI, asks the client questions regarding training; that is, if it is needed, how it is delivered, and the number of students.

17. Reviewing important information with the client (3/3) LinksAfter the rep, acting as the OI, asks the appropriate questions for the logical attach elements, and offers the client the value propositions, then the rep can use the Links sections to find a more knowledgeable rep or more information about the brand.

18. Using reports – Generate Report Click Report > Generate Follow Up Report to generate a session report that displays a consolidated view of all the elements you discussed with the client. The report format enables you to: • Send it to the client in an e-mail message.

19. Help resources IBM Cross Brand Selling Advisor PartnerWorld Web site • What’s new on the tool? • IBM Training Module with versions available in English, Spanish, Italian, French, Simplified Chinese, Japanese, Korean, Brazilian Portuguese and German • Ability to download tool on your workspace IBM Cross Brand Selling Advisor Marketing Flash File • Friendly, easy to understand overview on the Cross Brand Selling Advisor Tool

20. Thank You! Succeed in Solution Selling with the IBM Cross Brand Selling Advisor Tool