diamond in the rough leverage ibm global financing to improve business performance diamond in the...

Diamond In The RoughLeverage IBM Global Financing

To Improve Business Performance

Diamond In The RoughLeverage IBM Global Financing

To Improve Business Performance

IBM and Ingram Micro Confidential

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IBM & Ingram Micro Confidential

IBM Global Financing

© 2009 IBM Corporation2

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Agenda

Who is IGF?

Value to you, our Partners

A compelling client funding alternative

What you can expect from IGF

Best Practices




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Provides financing (leases and loans)

for the acquisition of solutions and technology

IBM Global Financing portfolio

Client Financing CommercialFinancing (flooring)

•Credit Lines from $300K

• 30 day terms on IBM SW and non-IBM products

•45 day terms on IBM X

AssetRecovery Services

Offers comprehensive services for used IT assets, including resale, buyback

and recycling





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IGF Client Financing Channel Program Attributes

Preferred sales model is to team with our partners to deliver a total solution

Lease and finance total IT solutions, hardware, software, services, IBM and non-IBM

$5K minimum, 12-60 month terms, deferrals, step structures

IGF Finance Associates qualify for fees




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IGF Value to Our Partners

Relieve credit and cash flow constraints When your client finances with IGF, Ingram will provide you virtually unlimited credit

IGF pays in in 5-7 from delivery of product/services

Enhance profitability By delivering a compelling payment structure (solving budgetary and financial related

metrics) you relieve purchase price pressure

Improved DSO

IGF fee payments

Strengthen Client Value Team with a trusted, financing consultant

Differentiated, total solution

Positioned for long term, incremental client IT




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Time

Financing for your Software and Services ProjectMatch payment timing and structure with anticipated benefits

$

• Cost of the project

• Benefits of using the new solution (ROI)

• Financed payments

» Costs are heaviest at the front end of the project, while benefits do not fully accrue until the project is implemented

» When the project is financed, replacing up-front costs with payments over time, costs and benefits track much more closely




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Current IBM Software Financing Offering

IBM Global Financing offerings are provided through IBM Credit LLC in the United States and other IBM subsidiaries and divisions worldwide to qualified commercial and government customers. Rates are based on a customer's credit rating, financing terms, offering type, equipment type and options, and may vary by country. Other restrictions may apply. Rates and offerings are subject to change, extension or withdrawal without notice.

0% Software Financing

– No interest for 12 months on new IBM Software licenses

– Simple and fast to propose: divide purchase price 12 to calculate monthly payment

– Competitive rates are also available for 24 – 60 month payment terms




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IBM Global Financing pays supplier invoices

What can you expect

The client signs the contract and returns it to IBM Global Financing

The sales rep requests afinancing offer from IBM Global Financing

IBM Global Financing performs

a credit review

If client is approved, contract is created and sent to the reseller or client

IGF/Ingram Micro Support Team

Ingram Micro, Bill Papaj, Ingram Micro IGF Market Development Manager,

[email protected], (716) 633-3600, Ext. 66994

IGF, Steve Slayton, IGF IBM SW Client Exec.

[email protected], (864) 363-5333 mobile

IGF Channel Inside Sales Team

888-780-4110, e-mail: [email protected]




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Best Practices for Selling SW Financing

Request credit review for all opportunities early in the sales cycle

Differentiate your solution from other resellers with financing

– Provides real business value in a total solution approach

– Minimize discounting

Understand how to handle objections

– “Our company does not finance”. Every company borrows money (stock, bonds, loans through local bank, etc..). We need to talk to the decision makers in the Accounting/Purchasing/Finance department.

– “We have the cash/budget to pay for this today”. That cash could be put towards other capital expenditures planned for the company. With 0% financing, the client takes advantage of time value of money.

– Engage IGF to help with these conversations with clients

diamond in the rough leverage ibm global financing to improve business performance diamond in the...

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