4.24.07 Think!Thursday Grow Your Business

© 2007 IBM Corporation

Grow Your Business with IBM SoftwareAn IBM Business Partner Initiative to Grow Customer Share of Wallet

Worldwide Software Group Channel MarketingApril 24, 2008

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IBM SWG Channel Marketing

© 2008 IBM Corporationwww.ibm.com/Partnerworld/GrowYourBusiness

Benefits of Customer Retention: Statistics

Acquiring new customers can cost five to seven times more than satisfying and retaining current customers

A 2% increase in customer retention has the same effect on profits as cutting costs by 10%

The average company loses 10% of its customers each year

A 5% reduction in customer defection rate can increase profits by 25-125%, depending on the industry

The customer profitability rate tends to increase over the life of a retained customer

"Leading on the Edge of Chaos", Emmett C. Murphy and Mark A. Murphy

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IBM Business Partner… “Now” and the “Future”

Your company NOW:– Fast-paced technology field

– Effectively sell and resell software solutions to prospects and customers

– Looking for ways to do business better, faster, stronger

And in the FUTURE:– A better resource for current

customers by addressing more needs with solutions

– Building your brand through nurturing current customer relations

– Maximize ROI by gaining a greater share of customer budget

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Getting from “here” to “there”…

How big is the leap?– Varies depending on product, solution, time of the year,

internal departments “buy in”, resources, money, training, etc.

How can you get there?– Customers’ requests for new solutions prompt expansion

– VAD / IBM Sales Representative (discussion and education)

– Industry News

– Research

– GYB tool

– Proactively look for logical, worthwhile solutions to current customer issues

– Use tool as a talking point in discussions with your IBM Rep

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Often Asked Questions

How much time is this going to take?– The tool is simple to use and you may get started at any time. Each solution in

the GYB tool also has training and ROI information to assist in resource planning.

How much money will we have to invest?– Again, the exact amount is going to range depending on your chosen solution.

There are some programs and incentives that you may be eligible for, as well.

Will this tool be around next quarter?– We have diligently worked to make this tool an effective and useful resource for

you and will continue to do so. GYB is here to stay… we hope you like it.

Can we talk to your media department about our success (current or future) with the GYB tool?

– Yes! We would love to work with you on a collaborative message.

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Ready for a call to action?

Talk to your IBM Rep about the best possible solution(s) to satisfy your existing customer base

Discuss internally with your team about the best way to use/leverage this tool

Play with the tool online and discover new ways to grow your share of your customers’ wallet

Email us or your IBM Rep about researching any co-funding or incentives of which your company may be eligible

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How can we help YOU grow your business?

GYB Channel Marketing Team– Julianne Garry // [email protected]

– Kristi Cates // [email protected]

– Sheila Zinck // [email protected]

– Jen Knoedl // [email protected]

GYB tool online– www.ibm.com/Partnerworld/

GrowYourBusiness

IBM Media Relations– Will Jordan // [email protected]

We appreciate your time and partnership.We appreciate your time and partnership.

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IBM Software

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IBM Software

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4.24.07 Think!Thursday Grow Your Business