IBM Integrated Approach To ERP: Enhance Your Business Performance by Unlocking The True Potential of An ERP System

IBM Integrated approach to ERP
Enhance your business performance by unlocking the true potential of an ERP system
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IBM Integrated approach to ERP - Enhance your business performance by unlocking the true potential of an ERP system
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IBM Integrated approach to ERP
Welcome to IBM's Integrated approach to ERP module. In this module you will learn how midmarket clients are enabled through a smart, integrated and industry-specific approach to obtain the true value of an ERP system. This helps them not only achieve visibility and transparency in the system but also get useful insights, collaborate across the supply chain and integrate efficiently with other applications. Make sure you navigate through all the screens so that you are able to successfully complete the quiz for this module. To qualify for KYI points or promotions associated with the module you must complete the quiz within three attempts before the deadline. If you do not successfully complete the quiz within three attempts before the deadline then unfortunately you do not qualify for KYI points or promotions associated with the module.
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Introduction
The term Enterprise Resource Planning (ERP) represents a broad category of enterprise business management software that ranges from financial management to operations management. Integrating ERP solution with IBM solutions for analytics, mobile, collaboration and integration, clients can enhance business performance and get better insights. By the end of this module you will be able to: Know IBM Integrated approach to ERP Identify the ERP basics Distinguish the key attributes of the Integrated approach to ERP Program for midmarket Present the benefits of an Integrated approach to ERP for midmarket List the offering options for BPs included in the Integrated approach to ERP Sell IBM Integrated approach to ERP Identify the sales process steps List target customers and their business needs Explain the IBM Integrated approach to ERP value propositions Identify the different sales opportunities Identify the top challenges in selling IBM Integrated approach to ERP Explain the competitive differentiators Explain how the Integrated approach to ERP contributes to Smarter Planet Communicate the value of an Integrated approach to ERP in a sales conversation
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Know the IBM Integrated approach to ERP Visit this section to have an overview of IBM Integrated approach to ERP. ERP Overview ERP in midmarket is about core functionality BP benefits of selling the IBM Integrated approach to ERP Customer benefits of the IBM Integrated approach to ERP BP-led Offerings
Sell the IBM Integrated approach to ERP Visit this section to learn about the selling process for IBM Integrated approach to ERP. Sales steps you need to follow Target customers and business needs The IBM Integrated approach to ERP value proposition Top challenges in selling IBM Integrated approach to ERP Integrated approach to ERP competitive overview Smarter ERP for a smarter planet Quiz on Integrated approach to ERP A sales conversation example Handle a sales conversation Conclusion
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Know IBM Integrated approach to ERP
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ERP Overview
Enterprise Resource Planning (ERP) is an industry term for the broad set of activities that helps a company manage the important parts of its business. The information made available through an ERP system provides visibility for key performance indicators required for meeting corporate objectives. ERP is fast evolving beyond just basic financial modules, and in the midmarket, firms are focusing on modules like Human Capital Management and Supply Chain, and integrating ERP with analytics, collaboration and CRM systems. In 2013, ERP is poised to capture 3 significant areas of market growth:
Business Analytics Getting useful business insights from the vast amount of data churned out of an ERP system is a priority for many midsize firms. This helps in getting the true ROI of an ERP system. Collaboration Collaborating across the supply chain and across the workforce is critical for innovation and growth. Midsize firms are actively looking at Social Collaboration as an effective tool with ERP. Application Integration/Cloud Midsize clients are increasingly looking to access ERP through SaaS based model which is more cost effective. Integration with other systems is critical for a Cloud based model.
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ERP in midmarket is about core functionality
All ERP packages from major ISVs include critical features like Inventory, Asset Management, General Ledger, Human Capital management, a Financial Module and other industry-specific features. Many ERP packages will also include some basic customer functions like order management, receivables etc. Key ERP focal points for midmarket
Reconcile to Report
Financial Close Consolidation Reporting
Most important for midmarket
Internal operations General ledger Inventory/asset management Industry-specific modules Enabling technologies
Order to Cash
Order Management Accounts receivable
Procure to Play
Supplier Management Inbound Inventory Accounts Payable
Hire to Retire
HRM Time and attendance Payroll
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BP benefits of selling the Integrated approach to ERP
IBM's integrated approach to ERP enables a BP in a number of ways, for example one of the key goals of Midmarket Application Framework is to help ISVs and their downstream partners make more money per engagement when they partner with IBM. Other benefits are: IBM's application framework allows ISVs and downstream partners to wrap around IBM's market leading hardware and software/middleware stacks to provide end to end IT solutions in order to increase overall wallet share. Simply put, partnership with IBM for selling smarter ERP solution can help business partners gain both mind share and wallet share from their clients. By leading with a payment option from IBM Global Financing, BPs can improve win rates and drive profits. Each time a partner resells an IBM software/middleware around its own ERP application, it gets a number of service opportunities such as consulting, implementation, integration, thereby increasing services revenue. ISV gets access to ASL (Application Specific licensing) model to embed IBM solutions in its application, generating a higher value product.
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Customer benefits of the Integrated approach to ERP
IBM Business Partners can enhance any customer's ERP with the integration, collaboration, business intelligence and built-in expertise that will deliver faster ROI and drive better business results.
Reduce Costs
Reduce Costs with Easy Integration of Applications IBM ensures that ERP applications integrate seamlessly with other applications and reduces integration costs by utilizing the public/private cloud. In addition, companies can better integrate between LOBs (be it operations, HR or Finance). Since IBM provides pre-built templates, custom coding is eliminated, which makes it easier to implement your ERP solution in a shorter amount of time and by offering a flexible delivery channel and pricing, organizations are able to integrate their applications at an affordable price.
Improve Efficiency
Improve Supply Chain Efficiency through Enhanced Collaboration Collaboration between different departments and stakeholders is critical with the increasing complexity of the supply chain and proliferation of a distributed development environment. It is more important than ever to standardize data across the LOBs. IBM integrates organizations to deliver a seamless experience throughout the enterprise and to the end customer. Also, by utilizing the cloud, they are able to make collaboration easier and less expensive.
Better and faster decisions
Make better decisions faster through Business Intelligence Business Intelligence software provides organizations with the ability to analyze and glean insights from the large amount of data that ERP applications can produce. With IBM the customer can: Analyze data in business context and quickly gain insights into company performance and trends and then take immediate action, linking insight to action. Provide predictive analytics capabilities that can help improve sales forecasts, customer buying propensity, and better prepare the marketing and sales teams, resulting in better costs and resource optimization.
http://youtube.googleapis.com/v/PF5VFo_7xuA
Video: IBM Customer Testimonial: Russell's Convenience Goes Social in the Cloud with IBM SmartCloud Engage. Duration: 3.48
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BP-led offerings
The fundamental advantage of ERP is that integrating the myriad of processes by which businesses operate saves time and expense. The IBM Integrated approach to ERP focuses on providing the best solutions in the following categories to best serve this space:
COLLABORATION AND ANALYTICS
Collaboration
IBM SmartCloud Engage 1.0
IBM SmartCloud Engage (previously LotusLive Engage) is an offering in the IBM SmartCloud for Social Business portfolio. Engage provides subscribers with one-click access to businessgrade file sharing, social networking, communities, online meetings, instant messaging, email and calendar. The power of Engage is that it is designed to help companies engage the right resources at the right time by enabling employees to collaborate and work with anyone inside or outside their company's firewall.
Analytics
IBM Cognos Express IBM Cognos Express delivers the reporting, analysis, dashboard, scorecard, planning, budgeting and forecasting capabilities that workgroups and midsize companies need at a price they can afford. This scalable, preconfigured solution can help your customer discover and act on new insights quickly while minimizing demands on IT staff. IBM Cognos Financial Statement Reporting (FSR) transforms the way organizations manage and deliver critically important management reports and external disclosures. Cognos FSR capabilities help CFOs reduce risk and improve efficiency in their most critical reporting processes. Capabilities of Cognos FSR include: Financial Management Process Automation SEC Compliance Global XBRL Compliance Regulatory Reporting Public Sector Reporting Corporate Social Responsibility (CSR) Reporting
IBM Cognos FSR
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IBM SPSS Modeler Premium
IBM SPSS Modeler Premium has all of the data mining features included with IBM SPSS Modeler Professional, plus sophisticated text analytics functionality to help the user combine structured and unstructured data for the most accurate predictive models possible. Access and integrate data from any source, including mainframe data, data from Cognos Business Intelligence and virtually any type of database, spreadsheet or flat file such as IBM SPSS Statistics, SAS and Microsoft Excel files, as well as textual data and data from Web 2.0 sources, such as RSS feeds, and IBM SPSS Data Collection products. No other data mining solution offers this versatility.
INTEGRATION AND APPLIANCES
Integration
IBM WS Cast Iron Cloud integration IBM WebSphere Cast Iron Cloud integration is a fast, simple and low-cost solution for integrating cloud and on-premise applications in midsized companies. Cast Iron provides three flexible deployment options for customers to choose from, which include: An Integration-as-a-service offering named Cast Iron Cloud2 A virtual appliance for VM environments named WebSphere Cast Iron Hypervisor Edition A hardware appliance fully configured to drop in and operate named WebSphere DataPower Cast Iron Appliance XH40
Appliances
IBM i Solution Edition The IBM i Solution Editions are designed to help the customer take advantage of the combined experience and expertise of IBM and Independent Software Vendors (ISVs) building business value into IT solutions. Through innovation and technology leadership, IBM i Solution Editions help provide maximum flexibility in operating system and leading industry application choice, providing an answer for the customer's demanding business requirements. The IBM PowerLinux Solution Edition for SAP is an affordable single system SAP environment, which is ideal for midsize company enterprise resource planning (ERP). Supporting up to 500 SAP users, multiple SAP landscapes and its
IBM Powerlinux Solution Edition for SAP
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data base on a single server, the IBM PowerLinux Solution Edition for SAP reduces server management, simplifies administration and lowers IT costs. http://www-01.ibm.com/software/integration/cast-iron-cloud-integration/demos/rapidconnect/
Video: WebSphere Cast Iron Cloud Integration. Duration: 6.13
INFRASTRUCTURE
Hardware
IBM PureFlex The IBM PureFlex Systems consist of a complete computing platform that is integrated and tuned at the factory for rapid deployment and optimal performance. The system combines servers, enterprise storage, networking, virtualization, and management into a single structure. The components are pre-selected by the manufacturer to work effectively as a unit, simplify ongoing management, and enable efficient scalability. IBM AIX Solution Edition The AIX Solution Edition is an offering which provides an incentive to the customer to purchase a Power 710, 720, 730, or 740 or PureFlex in conjunction with an eligible solution from an ISV. When purchasing the hardware model and meeting the minimum configuration requirements, the customer is eligible to receive a reduced price on the AIX Standard Edition licenses, and on the Power Express models also receive 1/2 of the processor core activations at no charge. System X/Power Systems The IBM System X servers offer quality components that will enhance and optimize the performance and capability of your client's servers. System x options turn a "server" purchase into an integrated "system" purchase. They blend outstanding uptime, performance and I/O flexibility for cost efficiency and rock-solid reliability. The Power 710, 720, 730 and 740 Express deliver outstanding performance and price-performance for 64-bit applications. These Power Systems Express servers deliver unprecedented workload optimized performance. IBM Storage Systems IBM is introducing a new approach to help the client address the dual challenges of managing data growth and generating more
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value from data. Expert best practices and technologies are designed into the storage environment, not just complicated afterthoughts. Clients can expect immediate improvements in flexibility, performance and efficiency.
Middleware
IBM DB2 DB2 database software offers industry leading performance, scale, and reliability on your choice of platform from Linux, Unix and Windows to z/OS. IBM DB2 data server products are complemented by Middleware and client application programming interfaces (APIs). Middleware and client APIs help DB2 products to communicate and work together more effectively.
CLOUD IBM SmartCloud Enterprise IBM SmartCloud Enterprise (SCE) is designed to offer clients quicker, security-rich access to a standardized development and test environment to help improve cycle times for faster time-tomarket, reduce operational costs and large amounts of capital outlays, and improve quality. Unlike competitive offerings, only IBM takes the cloud to the next level, with flexible delivery options for the IBM cloud, each of which offers a different level of security along with support for multi-vendor instances. IBM SmartCloud Application Services Further information on IBM SmartCloud Application Services to be released soon.
http://youtube.googleapis.com/v/8H5zSKHfQRw Video: IBM Cognos Express: Integrated reporting, planning and analysis for midsize companies. Duration: 1.35 http://youtube.googleapis.com/v/gAIfGRddTFE Video:Teletech simplifies their cloud solutions with IBM Cast Iron cloud integration. Duration: 2.54
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Sell IBM Integrated approach to ERP
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Sales steps you need to follow
Learn to identify the different steps of selling and what it is expected from you at each stage.
Prospecting
Your search for (new) customers Look for opportunities in your existing install base How to deal with objections and leave the door open for future sales Introduce yourself, state your purpose, qualify, plan next steps Becoming a Sales Consultant Understand customer needs Identify problems your products and services can solve Understand competition Help your customer understand the business implications of the problem and move from problem awareness to solution commitment How to avoid wasting your valuable time in chasing prospects who will never become customers Make sure the solution solves the customer's problem Find out if the customer sees the value of your product Confirm that the customer has the budget to purchase and determine if ready to purchase Talk to the right person, who can make a buying decision Basic pointers to winning Close from the beginning Recognize when potential customers are ready to buy Note that free trials often lead directly to sales Choose from the IBM portfolio of migration or consolidation assessment tools and incentive offerings to open doors with customers and progress deals
Finding Customer Pains
Qualifying the Customer
Closing the sale
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Target customers and business needs
The IBM Integrated approach to ERP is targeted at customers looking for Net-New ERP Implementation as well as customers with existing ERP systems that are struggling to show ROI to top management. ERP opportunity, challenges and key insights for the Midmarket priority industries is as below:
Industrial Products 2013 opportunity - 4.5 B $ Key Challenge driving ERP need: Regulatory norms and compliance needs standardized disclosures Cost reduction through improved operational efficiency Common platform for global expansion Key Insights specific to the industry: ERP is considered as a best practice to improve productivity and effectiveness of legacy systems which are disparate churning non-standard data. Offering comprehensive functionality and integration capabilities with ERP solutions is the key. Customers are seeking ERP or customized solutions that can support growing business needs while aligning business functions and processes.
(Source: IBM sponsored industry research done by TBR in 2011)
Wholesale & CPG 2013 opportunity - 5 B $ Key Challenge driving ERP need: Lack of visibility and transparency across business functions Rising storage management and wastage cost due to lack of inventory management Disparate systems with lack of proper integration leading to misleading data Key Insights specific to the industry: ERP has emerged to incorporate various business functions due to a need for integration, technology upgrades and wholesale industry growth. Customers are investing in ERP and Inventory management to overcome business challenges and to achieve better operational visibility. Adding ERP integration capabilities to existing solutions and for Stand-alone Inventory
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Management, CRM and SCM solutions can drive more revenue.

(Source: IBM sponsored industry research done by TBR in 2011)
Banking 2013 opportunity - 4.6 B $ Key Challenge driving ERP need: Increasing breaches and data security issues hard to handle with non-standardized data Disparate systems with lack of proper integration hampering customer relations Key Insights specific to the industry: The need for greater compliance with regulations, concerns about data volumes and fraud will spur IT investments in the banking industry.
Source: IBM sponsored industry research done by TBR in 2011)
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The IBM Integrated approach to ERP value proposition
With IBM's enhancement software the customer can easily implement an ERP solution that integrates seamlessly with existing applications. Data becomes visible across the organization and decisions can be made more quickly and with fewer errors. Customer Value Proposition Integrating an ERP solution with IBM solutions like SmartCloud Engage, Cognos, IBM SPSS Modeler Premium and IBM WebSphere Cast Iron Cloud Integration clients can enhance business performance and get better insights in this complex supply chain and distributed development environment. Lower Total Cost of ownership as integration cost is reduced due to bundling/pre-customization etc. Proven and reliable solutions with ease of implementation and maintenance. IBM Global Financing (IGF) solutions can help the customer avoid upfront costs, improve cash flow through 0% interest scheme (for 12 months) and possibility to defer payments to next quarter or fiscal year.
BP Value Proposition Enables partners to make more money per engagement including higher margin services. IBM offers multiple programs like SVI, VAP, General Business Instant Rebate to help increase your Margin; IBM software can earn incentives from 10% - 45% (for Resellers). SVI/VAP participating BPs are 50% more likely to report high gross profit margins (>20%) on middleware deals than non-participants (for Resellers). Partner is able to move the higher value path generating higher revenue. Gain client mind share and opens opportunities for cross-selling. Advantage against competition as partner sells an integrated solution. Access to IBM technical expertise and best-in-class enablement programs.
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Top challenges in selling IBM Integrated approach to ERP
Midsize businesses understand that ERP applications are critical for success and growth. In fact, around 80% of midmarket companies already have some form of an ERP solution. However, most do not understand how to unlock the full potential of an ERP system in order to demonstrate complete ROI. The common challenges for implementing an ERP system include: With ERP, even small projects can require months and other large implementations can take years. Since IBM's pre-built templates eliminate custom coding by using hundreds of pre-built templates and shorten implementation from weeks or months to days using cloud integration. An ERP system provides a lot of rich data across the entire supply chain, which requires careful analysis in order to glean business insights. Business Intelligence software provides organizations with the ability to analyze and glean insights from the large amount of data that ERP applications can produce. The customer quickly gains insights into company performance and trends and can then take immediate action, linking insight to action.
Implementing an ERP solution can consume a large portion of the IT budget. By offering a flexible delivery channel and pricing, organizations are able to integrate their applications with attractive entry and pay-as-you-go pricing. IBM Provides an easier and less expensive way to collaborate by utilizing the cloud. We are unable to integrate ERP with our existing applications and we need to optimize the hardware infrastructure. IBM can help the customer to unlock the full potential of an ERP application. IBM can help enhance collaboration by: Integrating email, web conferencing, instant messaging, file sharing, relationship management and project tracking. Integration is possible with both cloud and on-premise applications to reduce integration costs.
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Integrated approach to ERP competitive overview
IBM has a unique approach to ERP where it collaborates with the ISV and the downstream partners to create an integrated approach around ERP, unlocking the complete potential of an ERP system. Integrating an ERP application with IBMs trusted and proven solutions not only generates quick ROI for the customers but also creates significant opportunity for partners. Let's take a look at what the competition has to offer.
HP
Appliances HP AppSystem HP E5000 Messaging System HP Business Data Warehouse Appliance Details Specific integrated solutions available for mySAP ERP; focus more around hardware solutions integrated with SAP. Integrated solutions with Infor for process and discrete manufacturing industry around business intelligence, customer relationship management (CRM), supply chain management (SCM), and enterprise resource planning (ERP). HP provides single-vendor solutions for the creation of an integrated, companywide data warehouse as the basis for business analytics. HP offers specialized Application Integration services that build an integrated environment. For collaborative business scenarios, the HP Real Time Supply Chain (RTSC) solution offers genuine real-time data integration even from batch applications. Microsoft and HP have entered into an agreement for jointly crating appliances for MS ERP and CRM systems.
DELL
Appliances Dell KACE management appliances (focus on ERP deployment, remote Details Dell Services focuses on ERP implementations in midmarket; Dell Services provides high-performance,
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management etc.)
standards-based solutions that help reduce IT costs and promote dynamic growth within organizations. Upgraded M610 platform for SAP Net weaver Data Warehouse system. Dell's PowerEdge R910 platform has been certified by SAP AG to run SAP In-Memory Appliance software (SAP HANA), bringing real-time computing to joint customers around the world.
ORACLE/SUN Appliances Oracle database Appliancesfor application database Details Provides integrated Oracle ERP solution with Oracle Database and the Oracle Solaris operating system to the servers and storage. Oracle software is enhanced to take advantage of the unique features of Oracle's Sun SPARC servers and Sun Storage, including high levels of threading and flash cache technology, while leveraging open standards and interoperability. Customers can quickly deploy this solution and gain a faster return on their investment. Full-stack integration offers increased reliability, security, and higher uptime.
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Smarter ERP for a smarter planet
Smarter firms today are focusing on business process and supply chain improvements to drive operational efficiencies, productivity and growth. They need powerful, yet flexible ERP solutions configured to their unique circumstances in order to reach their goal. An integrated ERP solution approach can enable firms to get Smarter and unlock the true value of an ERP solution.
Analytics Analyze the rich amount of data generating useful business insights.
TRADITIONAL ERP
Cloud Integrate seamlessly with public-private cloud environment.
Collaboration Collaborate across the supply chain leading to better coordination and information sharing.
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Quiz on IBM Integrated approach to ERP
IBM's Integrated approach to ERP helps the customers unleash the full potential of their ERP system, and provides:
(Select one answer from the choices below.)
Enhanced business performance Lower integration costs Improved business insights Seamless integration with existing applications All of the above
That is correct! IBM's Integrated approach to ERP allows the customer to enhance business performance, improve business insights and integration with existing applications, lowering integration costs.
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A sales conversation example
IBM and IBM BPs can help customers in the decision-making process when ERP becomes an issue. IBM Business Partners can enhance the customer's ERP with the integration, collaboration, business intelligence and built-in expertise that will deliver faster ROI and drive better business results. Let's look at how a sales conversation focuses on value propositions: My company's been looking for an ERP solution for some time now, but implementation seems to be difficult and complex. What can IBM offer to solve our problem? IBM can offer enhancement software with which you can easily implement an ERP solution that integrates seamlessly with your existing applications. It uses hundreds of pre-built templates and shortens implementation time by using cloud technology. IBM can help your company to unlock the full potential of an ERP application. Maybe so, but my company needs to know how to increase collaboration across the enterprise, to deliver a perfect experience across the supply chain and to the end customer. That is precisely what IBM can offer, with IBM SmartCloud for Social Business, IBM has integrated the essential tools for social business in the cloud: enterprise-grade file sharing, communities, instant messaging, web meetings, user profiles, mail and calendar. Our solution is designed to let you work smoothly with people inside and outside of your organization. Is your company using analytics? We've just started using analytics, but we don't have time to train staff to the complex reporting and analysis tasks involved. Don't worry about that, one of IBM's major enhancements to the ERP application functionality is enhanced business intelligence software which helps to streamline reporting across the company and glean better business insights, faster. This delivers essential reporting, analysis, dashboard, scorecard and planning capabilities which your company needs. Ok, I think IBM's definitely worth considering, but I'd like to see some performance validation and look at the pricing and finance information before we go any further. No problem, let me send you a few performance reports and customer case studies, along with the pricing info and then we can set up a follow up to show you a demo.
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Handle a sales conversation
In a sales conversation, there are some concerns that your potential clients may have and that you need to answer. Customer: How can I ensure collaboration between departments and collaboration with my suppliers? IBM Business Partner: IBM can help enhance collaboration by integrating email, web conferencing, instant messaging, file sharing, relationship management and project tracking, and by providing an easier and less expensive way to collaborate by utilizing the cloud. Customer: How can we glean the business insights that we need from the huge amount of information that we are producing? IBM Business Partner: By integrating an ERP solution with IBM solutions like IBM SmartCloud Engage, Cognos, SPSS and Cast Iron, we can help you enhance business performance and get better insights. Customer How can I integrate the ERP application with my existing CRM system? IBM Business Partner IBM can help you with that, IBM WebSphere Cast Iron Cloud integration is a fast, simple and low-cost solution for integrating cloud and on-premise applications in midsized companies.
Customer How can I get a pre-configured system, optimized for my ERP application and at the same time reduce my investment? IBM Business Partner IBM provides built in patterns for ISV applications, which not only reduces costs but ensures higher ROI and workload optimization.
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Conclusion
This is the end of the learning module IBM Integrated approach to ERP. In Know the IBM Integrated approach to ERP you learned about the technology involved in the IBM Integrated approach to ERP, the benefits and the solutions portfolio. In Sell the IBM Integrated approach to ERP you learned about the selling process, target clients, top challenges, competitive landscape and read examples of how to handle a sales conversation.
To review Learn and Earn deadlines please access the Terms and Conditions located on the Know Your IBM (KYI) site at http://www.ibm.com/partnerworld/knowyouribm. Once you enter the quiz, you will not be able to return to the module so please ensure you have reviewed the entire module in detail. As a Know Your IBM user you have the option to view education modules in numerous languages. Please note that you only get rewarded once for completing each module. Good luck!
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IBM Integrated Approach To ERP: Enhance Your Business Performance by Unlocking The True Potential of An ERP System

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IBM Integrated approach to ERP

Know Your IBM

Know Your IBM

Know Your IBM

Know Your IBM

Know Your IBM

Know IBM Integrated approach to ERP

Know Your IBM

Know IBM Integrated approach to ERP

Know Your IBM

Know IBM Integrated approach to ERP

Financial Close Consolidation Reporting

Most important for midmarket

Order Management Accounts receivable

Supplier Management Inbound Inventory Accounts Payable

HRM Time and attendance Payroll

Know Your IBM

Know IBM Integrated approach to ERP

Know Your IBM

Know IBM Integrated approach to ERP

Better and faster decisions

Know Your IBM

Know IBM Integrated approach to ERP

COLLABORATION AND ANALYTICS

IBM SmartCloud Engage 1.0

IBM Cognos FSR

Know Your IBM

IBM SPSS Modeler Premium

INTEGRATION AND APPLIANCES

IBM Powerlinux Solution Edition for SAP

Know Your IBM

Know Your IBM

Know Your IBM

Sell IBM Integrated approach to ERP

Know Your IBM

Sell IBM Integrated approach to ERP

Finding Customer Pains

Qualifying the Customer

Closing the sale

Know Your IBM

Sell IBM Integrated approach to ERP

(Source: IBM sponsored industry research done by TBR in 2011)

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Management, CRM and SCM solutions can drive more revenue.

Source: IBM sponsored industry research done by TBR in 2011)

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Sell IBM Integrated approach to ERP

Know Your IBM

Sell IBM Integrated approach to ERP

Know Your IBM

Sell IBM Integrated approach to ERP

Know Your IBM

Know Your IBM

Sell IBM Integrated approach to ERP

Cloud Integrate seamlessly with public-private cloud environment.

Know Your IBM

Sell IBM Integrated approach to ERP

Know Your IBM

Sell IBM Integrated approach to ERP

Know Your IBM

Sell IBM Integrated approach to ERP

Know Your IBM