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STG Business Partner Opportunity Management

Simplification
Business Partner Overview

July 2014

IBM

is transforming

.the way we manage STG Business Partners


opportunities

STG Business Partner Opportunity Management Simplification


Whats changing for STG?
IBM is simplifying how STG opportunities identified by Business Partners and IBM are
managed in the IBM opportunity management system
Note: The changes highlighted in this document do not apply to Business Partner
opportunities identified for SWG or GTS

When will these changes happen?


The changes to the STG opportunity management processes will be effective June 30,
2014 and will apply to opportunities for third quarter and beyond.

Why is STG making changes to Business Partner opportunity management?


IBM wants to simplify the opportunity management process for our Business Partners
and for IBM sellers which will save time, reduce costs and speed up the sales process.
In addition, STGs sales engagement with Business Partners and sales management
system improves as the quality and clarity of opportunity information increases. Under
the premise "less is more", the changes aim to ensure opportunity records better reflect
the current status of transactional activity and the co-selling alignment between Business
Partner and IBM sellers.
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Benefits of Changes to Opportunity Management


Business Partner Benefits:

IBM Benefits:

Reduce cost of doing business with IBM


Administrative expenses reduced
Business Partner only required to provide
information about a transaction ONCE.

Significant reduction in duplicate pipeline More


accurate view of real pipeline.

Business Partner motivated to produce


transaction information via Deal Registration
Access to preferred pricing.

Eliminate the need for IBM sellers to create


records for Business Partner transactions in order
to manage the pipeline.

Ability to use Business Partner transaction


records in support of IBM cadence
process/forecasting/load commits
Reduced cost of doing business

BP Opportunity Management Process Flow*


BPOI

BP Seller

Opportunity
Creation

Deal Registration

BP Seller submits
Deal Reg request

IBM
approves/rejects
Deal Reg request

Oppty record
created in GPP

Deal Reg. process captures


relevant oppty data
SalesConnect record
created for approved deal
registration opptys
BP not required to manage
transaction records below deal
reg level with the exception of
co-marketing opportunities
and leads passed by IBM

IBM Sales Connect


Oppty Progression

IBM Seller
clicks add me
button to gain
access to oppty
record
IBM Seller
STG BSS
Client Rep

IBM Seller manages


updates to records
in Sales Connect

STG Sales
Management System
IBM seller uses oppty
records to create:
Trans. Roadmap
PV
Commit/ Load Fcst

IBM seller closes


out transaction
records as
won/lost/other

Unmanaged oppty
records closed
when deal reg
expires

GPP records flow to IBM


Sales Connect
IBM Seller updates to
SalesConnect do not flow to
GPP
Our Sellers understand that
reflecting accurately the status
of their opportunities in
SalesConnect on a weekly
basis is mandatory and these
changes will help that process.
* Where applicable.

What are the Key Changes for Business Partners?


Business Partners will:
ONLY be required to create GPP
opportunity records for STG opportunities
that fit one or more of the following
conditions:
the Power, Storage or System x
opportunity qualifies for deal
registration OR is above $100K (USD
or local currency equivalent) in
countries without deal registration

ONLY be required to progress and close


opportunity records that fit one of the
following conditions:
The opportunity is for a lead passed
by IBM and accepted by the BP
the opportunity was created
through demand generation
programs which utilized IBM comarketing funds

the System z opportunity is above


$250K (USD or local currency
equivalent)
the opportunity was identified through
demand generation programs which
utilized IBM co-marketing funds per
T&C requirements

Be required to create separate


opportunity records in GPP for multibrand opportunities which include STG
and any other IBM brand

What are the Key Changes for IBM Sellers?


IBM Sellers will:
Have responsibility for the quality of the overall pipeline in their
territory
Have the ability to use IBM SalesConnect to manage the
opportunities created by Business Partners
Have the ability to create transaction records on behalf of
Business Partners who do not have access to GPP
Continue to engage Business Partners in leads/opportunities
they identify

Opportunity Record Management for Countries WITH Deal Registration:


The tables below summarize how Business Partners should create and manage opportunity records for
STG opportunities identified by BP Sellers and through co-marketing activity
Business Partner Identified Opportunities: IBM Power, Storage and System x
Opportunity Qualifies for Deal Registration
Opportunity Record
Creation
North America

BP submits deal registration


request in Deal Registration
Portal
Transaction record autocreated in GPP for approved
deal registration

All other
Countries

Opportunity Record Progression

BP does NOT progress or close


opportunity record
IBM seller has ability to manage
progression and closure of
opportunity record >$100K

BP creates opportunity
record in GPP

BP does NOT progress or close


opportunity record

BP submits deal registration


request in GPP

IBM seller has ability to manage


progression and closure of
opportunity record >$100K

Opportunity Does NOT Qualify for Deal Registration


Opportunity Record Creation

Opportunity Record
Progression

BP only required to create


opportunity records for
opportunities identified
through co-marketing activity

BP required to progress and


close co-marketing opportunity
records

BP only required to create


opportunity records for
opportunities identified
through co-marketing activity

BP required to progress and


close co-marketing opportunity
records

Business Partner Identified Opportunities: System z


Opportunity is ABOVE $250K
(USD or local currency equivalent)
Opportunity Record
Creation
All
Geographies

BP creates opportunity
record in GPP

Opportunity Record Progression


BP does NOT progress or close
opportunity record
IBM seller has ability to manage
progression and closure of
opportunity record >$250K

Opportunity is BELOW $250K


(USD or local currency equivalent)
Opportunity Record Creation
BP only required to create
opportunity records for
opportunities identified
through co-marketing activity

Opportunity Record
Progression
BP required to progress and
close co-marketing opportunity
records

Opportunity Record Management for Countries WITHOUT Deal Registration:


The tables below summarize how Business Partners should create and manage opportunity records for STG
opportunities identified by BP Sellers and through co-marketing activity
Business Partner Identified Opportunities: IBM Power, Storage and System x
Opportunity is ABOVE $100K
(USD or local currency equivalent)
Opportunity Record
Creation
All
Geographies

BP creates opportunity
record in GPP

Opportunity Record Progression

BP does NOT progress or close


opportunity record
IBM seller has ability to manage
progression and closure of
opportunity record >$100K

Opportunity is BELOW $100K


(USD or local currency equivalent)
Opportunity Record Creation

Opportunity Record
Progression

BP only required to create


opportunity records for
opportunities identified through
co-marketing activity

BP required to progress and


close co-marketing opportunity
records

Business Partner Identified Opportunities: System z


Opportunity is ABOVE $250K

Opportunity is BELOW $250K

(USD or local currency equivalent)

(USD or local currency equivalent)

Opportunity Record
Creation
All
Geographies

BP creates opportunity
record in GPP

Opportunity Record Progression

BP does NOT progress or close


opportunity record
IBM seller has ability to manage
progression and closure of
opportunity record >$250K

Opportunity Record Creation

Opportunity Record
Progression

BP only required to create


opportunity records for
opportunities identified through
co-marketing activity

BP required to progress and


close co-marketing opportunity
records

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