Client Success

IBM Digital Sales

Client Success

« We serve IBM’s top clients to improve digital customer experience and make business execution easier in order to do more with less, reduce bureaucracy and

increase productivity »

Ease of doing business

CustomerMaintenance Inventory

Management

IBM

Contract ExecutionContract ExecutionManagement

Request ManagementRequest ManagementAutomate Request

ManagementSource-to-PaySource-to-Pay

Automate Procure-to-Pay

Automate Contract / Proposal Execution

Contract ExecutionContract Execution

Request ManagementRequest Management

Source-to-PaySource-to-Pay

Key Questions we can address

� Standardized end-to-end customer interactions with clear defined

roles, responsibilities and outcomes?

� Central overview of documents, interactions and contract utilization?

– Proof customer acceptance?

– Ensure that contracts get renewed on time?

� Save time for delivery of hardcopy documents?� Save time for delivery of hardcopy documents?

– Legacy email approach or hard-copy signings?

� Speed up capturing client's sign-off?– Delivery acceptance needs a lot of negotiation efforts?

– Different users, locations and countries involved?

� Provide evidence for acceptance based invoicing?

Financial Services Firm A complete and seamless source-to-pay journey aligning to the client's strategic priorities.

IBM is acting as one IBM team for a total digital experience.

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OverviewOverview

6’000electronic transactions

per year

3 digital sellers to extend reach to new buyers via

digital and social techniques

>10 applications deployed

>100 active users

More Information

Telecommunications companyExclusive customer social collaboration portal providing a seamless and efficient company-to-company

electronic relationship. The customer gets a unique entry point to customized information, file sharing, events, a dedicated customer blog and digital services to make business execution easier.

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file sharing, events, a dedicated customer blog and digital services to make business execution easier.

B2B Social

Collaboration

Effective and relevant collaboration between

IBM and the customer

Easy access to personalized digital tools

and dedicated contactsin all geographies

One central plac to share files, blog

entries and information

Collaboration

Portals

More Information

Pharmaceutical Company Easily and efficiently manage the immense quantity of contracts, users, locations, and countries involved

in contract management transition activities.

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No document scanning and no

added e-mails to send

2 weeks

> 100 agreements

> 100 locations

Time savings thanks to a quick

and disciplined process

Signature / countersignature can

be completed from anywhere, at anytime

Contracts

Online

More Information

Financial Services Firm Automated service management and demand management process with standardized interactions

and clear defined roles, responsibilities and outcomes

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Easy and reliable status reports with

simple search and export functions

> 600 requests a year

> 100 users

Transparent and central overview

about service request status

Quality improved information replacing

error-prone Excel solution

RFS /

Program

Management

More Information

Manufacturer Of Building MaterialsSimple way to see all of their maintenance inventory data and current maintanance status online.

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Simple way to see all of their maintenance inventory data and current maintanance status online.

Easy and reliable status reports with simple search

and export functions

to search for machines and identify gaps in their

support coverage

Shorter processing times and improved collaboration

for change requestsQuick access

Maintenance

Management

More Information

Financial Services Firm Reduce SOW process efforts through improved transparency, communications and process flow.

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Reduce SOW process efforts through improved transparency, communications and process flow.

Increased visibility reducing risk in forecasting and

budgeting

reduced approval lead times from 12,6 days

to 6,4 days

Drive earlier signings and invoicing due to

reduced cycle times50%

SOW

Management

More Information

eProcurementeOrdering / eInvoicingeShops & Catalogs

Buy

What we offer

Identify Discover Learn Try Buy Deploy Renew, Expand

Collaboration PortalsCollaborate, co-work and share documents in a secure environment

Share

Contract ManagementInventory ManagementSoW ManagementRFS Management

Manage

Smarter SourcingLess time processing e-mail, leaving more time for actual work.

SourceContract Negotiation and Signing, RFQ & RFP Management

Negotiate

What we offer

Identify Discover Learn Try Buy Deploy Renew, Expand

Share Buy Negotiate Manage

Collaboration Procure Contracts Maintenance RFS / Program

Source

Smarter Collaboration Portals

Click to jump to detail page

Procure to Pay

eShop / eCatalog

Cisco Order Tool

Contracts Online

eAcceptance

Maintenance

Management

Resiliency Services

RFS / Program Management

Ent. Software Management

SOW Management

Smarter Sourcing

Collaboration PortalsShare

Building a persona based collaboration platform

� Deliver digital experience by enabling interaction via alternative techniques (dynamic chat, video collaboration, social media links, blogs, forums, wiki)

IBM Digital Offerings & Webinars

Customized Collaboration Spaces

social media links, blogs, forums, wiki) in addition to traditional tools (email,

phone, mobile)

� Create awareness with industry customized IBM digital offerings, webinars, events, latest studies

� Facilitate access to commerce applications and buying experience

Smarter SourcingSourcing

Collaborate and coordinate e-mails, orders, requests from one centralized source without loss of time

� Less time processing e-mail, leaving more time for actual work.

� Rules allows messages to be

processed and filed automatically

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processed and filed automatically

� No loss of time in processing due to illness, vacation or absence

� Simple straightforward implementation without technical interventions in just 2 workdays

Client SystemEDI/Non EDI

Procure to Pay with B2B integration

Speed up procurement processes and increase management and control over spending throughout the organization

� Faster cycle times: Electronic order processing speeds up the procurement process

Buy

process

� Centralized spending controls

� Lower costs and improved efficiency

� Powerful electronic integration and adaption to customers standard procurement processes

� Connectivity with leading eProcurement

solution providers and proprietary systems

IBM B2B Collaboration

Network

eShop / eCatalog / Mobile App

Make fulfillment process more efficient (speed / accuracy / transparency)

� Tailored catalog to order pre-defined products and offerings.

� Efficiency and process compliance

Buy

� Efficiency and process compliance

� Reduce lead time and transaction costs related to procurement process

� Personalizable catalogues

� Improve the transparency on fulfillment from order to invoice

� Reduce Maverick-Buying

YourProcure

Use our dedicatedMobile app for

iPhone/iPad users

Cisco Order Tool

Simple quote configuration with integrated Cisco Configurator (CCW)

� Create and save configurations for later use

� Plausibility check

� Online price calculation with your

Buy

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� Online price calculation with your individual terms and conditions (for HW, SW and IBM Maintenance)

� Dollar / Euro conversion via reference to the ECB

� Electronic integration into customers procurement system through Open

Catalog Interface (OCI)

Contracts Online

End-to-end contract execution and management process

� Enables electronic submission, review

and approval process

� Tailored and configurable workflows; supporting multiple parties (IBM, clients,

Negotiate

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Business Partners) – based on

business processes

� Manages entire contract lifecycle: Requests for quotes/proposals, negotiation, execution, submission and

active contract retrieval

� Provides an online repository, archiving, document management and tracking

eAcceptance

Agility with the validation and approval of services performed

� eApproval simplify the approval of

acceptance based documents (acceptance letters, expenses and project conclusion)

Negotiate

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� client can electronically sign-off

anytime, anywhere

� save PM's hours incurred during delivery and re-delivery of hardcopy documents

� contract utilization can help to renew contracts on time

� proof customer acceptance

Online Maintenance ManagementAll relevant maintenance inventorydata at a glance

� Direct interface to IBM backend systems (BMT)

� Robust inventory search tools and report generation

Manage

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report generation

� Shorter processing times for renewaland extension of existing maintenancerequests online

� Third party machines (Non-IBM) can also be viewed and managed

� Offerings / Proposals can be viewed

and responded to online

Program Management PortalSingle point of access to manage all Requests For Services

� Manage Requests for Service (RFS) in an audit compliant fashion

� Statuses can be checked and approvals given real time

Manage

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approvals given real time

� Repository with all the requests and their status, in order to easily track and follow them up

� Reduce lead time between customer request and IBM proposal

� Track KPI/SLA related to a specific

project

Orchestra for IBM Resiliency Services

Manage the on-site demands of hosted clients

� Make MCS service request quicker and more efficient

� Reduce MCS delivery and governance costs

CustomerCustomer

IBM Resiliency ServicesIBM Resiliency ServicesOrchestraOrchestra

Manage

costs

� Better control over on-site operations

� Central repository of all activities ordered by clients and fulfilled by IBM Resiliency Services, shared at any time between customer and IBM IBM Data IBM Data

CenterCenter

Customer IT Environment

• Room Access (Data

center, floor, cage, server)

• HW Delivery and

Collection notification

• Proximity Gestures (tape load, disc load)

Enterprise Software Management ToolManage license deployment, catalogue drawdowns and product substitution configured to fit with contractual T &C’s

� Agreed workflow process to minimize manual activities

Manage

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manual activities

� Reporting capabilities to view history of all transactions and status of deployed and available Software Entitlements

� “Product Substitution” & "Catalogue Drawdown" simulator, an easy and secure way to exchange data between

client and IBM

Statement of Work Management Automated workflow to scope SOWs with clients, tracking all changes and owners by both parties

� Manage IBM internal approvals and pricing activity via the tool

� Client to sign off SOWs via the tool

Manage

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� Client to sign off SOWs via the tool

� Reduction of SOW/Approval

management efforts

� Standardized process for buying

� Governance and process standardization/transparency