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2. © 2015 IBM Corporation IBM Lead Passing Alan Jay Zwiren

3. Why IBM Passes Leads to Business Partners 2 ? Ginni Rometty, President and CEO of IBM "I'm going to assert that many, many more decisions in your company or entity, they will be based on predictive analytics and not your gut instinct or experience.”

4. 3 More ReachSkills Domain Expertise Higher Closing Rates Building Ecosystem Autonomous Revenue More Profits Passing Leads Results in -Greater reach -Closing more deals -Increased Revenue Why IBM Passes Leads to Business Partners

5. Source & Nurture Identify & Validate ProgressClose Lead Generation Activites Validated OpportunitiesQualified Pipeline Win Revenue Brand Field Sales Brand ISR Business Partner Brand LDR Marketing Brand iSR Closes Field BP ISR Yes No IBM Lead Passing

6. IBM Lead Pass Investments 5 VAD Lead Visibility Initiative VADs receive weekly reports of leads passed to their BPs VADs team with BP and iSR to help progress and close Lead Pass Decision Engine (LPDE) Helps identify the right Business Partner(s) for an opportunity Protects BP incumbency Pipeline Acceleration System (PAS) for Small Deals Helps IBM Sellers quickly pass opportunities to the right owner PAS – Lead Notifications engagement checkpoints with BPs Reminders for “past forecast date,” 90 and 180 days old Propensity-to-Partner analytics (P2P) matches Business Partner for leads based on skills, capacity and incumbency Propensity to Close (P2C) ranks likelihood an opportunity will close; BPs can prioritize/work the right leads. Now in GPP IBM Lead Governance Desks assist with faster lead passing, warm handoffs for improved quality Management & Performance Reporting Small Deals Management System Software Sales Dashboard

7. The Warm Transfer 6 6 A Warm Transfer IS Direct Communications with the Proposed Opportunity Owner prior to the opportunity actually being passed combined with the construction of a Plan to Win. Inside Sales & Lead Development Reps Field Sellers Marketing IBM Opportunity Identifiers (OI) Business Partner IBM Client Lead Governance 1.OI confers with BPR to understand “Right Partner” for the Opportunity. 2.Validate the Opportunity Fit with the Business Partner and provide the Partner with Account, Buyer and Opportunity Information via phone and/or email. 3.IBM OO & IBM OI do an Introductory Call with the Partner to the Client or Prospect 4.The BP takes ownership of progression with the Business Partner and orchestrate IBM Support and Resources.

8. Two Approaches For Lead Passing Automated Systems Lead Pass Decision Engine Relationships Lead Development Reps Inside Sales Reps 7

9. Automated - Lead Pass Decision Engine Opportunity Parameters Location Opportunity Detail – brand, product, value Lead Pass Guidelines Determines route-to-market Managed by geos Business Partner Recommendations Field Sales BP Inclusion Parameters BP Ranking Criteria Business Partner Routes To Market Tuned by P2P Every lead passed must be checked in LPDE for Incumbency ISRs

10. 9 9 BPTV Software Value Plus Scoring Details on the specific scoring algorithms can be found on the BPTV wiki:BPTV wiki:

11. Best Practices for Automated Systems 10 Do not count on IBM to Pass Leads Take advantage of IBM SWG Co-marketing to generate your own leads 1 Accept or Reject passed Leads – DO NOT HAVE LEADS WITHDRAWN Rejecting leads is OK – more IBM passes the more we need feedback to improve IBM eliminating passing to partners who have leads Withdrawn 2 Add all relevant IBMers to the GPP Record Build strong connections to the IBM field – Free PR Demonstrate your value to the IBM field 3 Leverage IBM closing tools – Co-marketing & Propensity to Close P2C available as a note on GPP Comarketing available for progression & Clos Tactics 5 Progress leads & update GPP regularly: Sales Stage & % Probability IBM Reps need to report progress on a regular basis Updating IBM Reps through GPP builds confidence and rapport 4

12. Leveraging LDRs & ISRs LDRs Lead Development Reps Follow up on marketing campaign responses Progress leads to validated Supports large & diverse product set Limited product & sales skills Passes to IBM or BPs based on P2P ISRs Inside Sales Rep Progress leads from validated to qualified Supports large & diverse product set More product & sales skills than LDRs but still limited Passes to IBM or BPs based upon P2P 11

13. Engaging with LDRs & ISRs Introduce yourself Define your technical & domain skill sets Offer support to LDRs & ISRs to identify, validate & qualify leads Develop strong working relationship with LDRs & ISRs 12

14. LDR & ISR Briefing Sheet Front BP Primary Focus Skills Certifications Qualifying If you hear ___________ Then call me Working together IBM made money Win 1$$$ Win 2 $$$ Win 3 $$$ How can we work together? 13 Back Same Approach For IBM Field Sales

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