© 2014 IBM Corporation Cloud & Smarter Infrastructure Using the SaaS & Service Engage Center of Competency
Jan 03, 2016
© 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 [email protected] more information about the CoC, contact Steve Choquette at [email protected]
© 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?