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The Fillmore Group

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.

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The Fillmore Group

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  1. The Fillmore Group Use TFG Services to Close Q2 Sales

  2. 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. 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

  4. 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

  5. Services: • Implementation and tuning for: DB2, Optim, Guardium, Information Server Replication, DataStage, Informix, Netezza, IDAA

  6. 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 IBM Information Management 2011

  7. 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!

  8. 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

  9. 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 $$$$ 21K MORE FOR SOFTWARE! $$$$

  10. 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

  11. 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.

  12. 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

  13. 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 $$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$

  14. Quickstart Offerings: • Netezza for DB2 Users • Data Forensic Analysis and Extraction • Data Studio Q-Replication Administration Console • DB2 License Audit Review • Data Studio Developer and Optim pureQuery Runtime • InfoSphere Data Architect Quickstart • Q Replication Quickstart

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

  16. 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 - !

  17. How to engage The Fillmore Group Call or email: The Fillmore Group 410-465-6335 Kim May, kim.may@thefillmoregroup.com, 443-956-0288

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

  19. Thank you Kim May, Vice President Business Development Frank Fillmore, President, The Fillmore Group (410) 465-6335 www.thefillmoregroup.com/blog

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