Cloud & Smarter Infrastructure Using the SaaS & Service Engage Center of Competency

© 2014 IBM Corporation

Cloud & Smarter Infrastructure

Using the SaaS & Service Engage Center of Competency

© 2014 IBM Corporation2

What is the SaaS & Service Engage Center of Competency?

The Center of Competency (CoC) serves as a war room, providing a resource for sellers to get help closing a SaaS deals.

Question

Back Office team

Center of Competency

Customer Fulfillment

Answer

IBM Seller Community

Brand resources (Legal, PLM,

Sales, Strategy, Pricing, BizDev,

Competitive)

Partner Seller Community

Partner

IBM Seller

SaaS Operations &Environment team

Question

Back Office team

Center of Competency

Customer Fulfillment

Answer

IBM Seller Community

Brand resources (Legal, PLM,

Sales, Strategy, Pricing, BizDev,

Competitive)

Partner Seller Community

Partner

IBM Seller

SaaS Operations &Environment team

IBMers - w3.ibm.com/csicenter/sellersPartners - http://www.ibm.com/csicenter/partners/*IBMers - w3.ibm.com/csicenter/sellersPartners - http://www.ibm.com/csicenter/partners/*

© 2014 IBM Corporation3

What information is available through the Center of Competency?

The CoC web site provides the following general information:

Overviews FAQs Terms & Conditions Privacy SaaS vs on-premise Competition Pricing ELAs & SaaS LDR scripts Typical sales cycle for a SaaS deal Links to payload info

Sellers can use the Center of Competency: For self-service To submit a question to the community To request help from the CoC

Sellers can use the Center of Competency: For self-service To submit a question to the community To request help from the CoC

The CoC web site provides the following information for each SaaS payload:

Offering Capabilities Scalability & Security issues References FAQs SaaS versus On-premise Dealing with competition Typical Sales Cycle for this payload Pricing, entitlements, trade-ups Terms & Conditions TCO calculators Integrations & Extensions Doing evaluations

For more information about the CoC, contact Steve Choquette at SaaSCoC@us.ibm.comFor more information about the CoC, contact Steve Choquette at SaaSCoC@us.ibm.com

© 2014 IBM Corporation4

What kinds of things could I do?

When should I recommend APM SaaS versus APM on-premise ?

Help me understand how SaaS deals are priced?

How does the Guided Selling Tool (GST) work for Workload Automation ?

Ask a question of the community around SmartCloud Control Desk

Request help from the Center of Competency regarding complex T&Cs

Find competitive differentiators for APM (SaaS)

I don’t know SaaS. Can you help?

How do SaaS deals work?

When should I recommend APM SaaS versus APM on-premise ?

Help me understand how SaaS deals are priced?

How does the Guided Selling Tool (GST) work for Workload Automation ?

Ask a question of the community around SmartCloud Control Desk

Request help from the Center of Competency regarding complex T&Cs

Find competitive differentiators for APM (SaaS)

I don’t know SaaS. Can you help?

How do SaaS deals work?