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Diamond In The RoughLeverage IBM Global Financing
To Improve Business Performance
Diamond In The RoughLeverage IBM Global Financing
To Improve Business Performance
IBM and Ingram Micro Confidential
®
IBM & Ingram Micro Confidential
IBM Global Financing
© 2009 IBM Corporation2
®
Agenda
Who is IGF?
Value to you, our Partners
A compelling client funding alternative
What you can expect from IGF
Best Practices
IBM & Ingram Micro Confidential
IBM Global Financing
© 2009 IBM Corporation3
®
Provides financing (leases and loans)
for the acquisition of solutions and technology
IBM Global Financing portfolio
Client Financing CommercialFinancing (flooring)
•Credit Lines from $300K
• 30 day terms on IBM SW and non-IBM products
•45 day terms on IBM X
AssetRecovery Services
Offers comprehensive services for used IT assets, including resale, buyback
and recycling
IBM Global Financing
IBM & Ingram Micro Confidential
IBM Global Financing
© 2009 IBM Corporation4
®
IGF Client Financing Channel Program Attributes
Preferred sales model is to team with our partners to deliver a total solution
Lease and finance total IT solutions, hardware, software, services, IBM and non-IBM
$5K minimum, 12-60 month terms, deferrals, step structures
IGF Finance Associates qualify for fees
IBM & Ingram Micro Confidential
IBM Global Financing
© 2009 IBM Corporation5
®
IGF Value to Our Partners
Relieve credit and cash flow constraints When your client finances with IGF, Ingram will provide you virtually unlimited credit
IGF pays in in 5-7 from delivery of product/services
Enhance profitability By delivering a compelling payment structure (solving budgetary and financial related
metrics) you relieve purchase price pressure
Improved DSO
IGF fee payments
Strengthen Client Value Team with a trusted, financing consultant
Differentiated, total solution
Positioned for long term, incremental client IT
IBM & Ingram Micro Confidential
IBM Global Financing
© 2009 IBM Corporation6
®
Time
Financing for your Software and Services ProjectMatch payment timing and structure with anticipated benefits
$
• Cost of the project
• Benefits of using the new solution (ROI)
• Financed payments
» Costs are heaviest at the front end of the project, while benefits do not fully accrue until the project is implemented
» When the project is financed, replacing up-front costs with payments over time, costs and benefits track much more closely
IBM & Ingram Micro Confidential
IBM Global Financing
© 2009 IBM Corporation7
®
Current IBM Software Financing Offering
IBM Global Financing offerings are provided through IBM Credit LLC in the United States and other IBM subsidiaries and divisions worldwide to qualified commercial and government customers. Rates are based on a customer's credit rating, financing terms, offering type, equipment type and options, and may vary by country. Other restrictions may apply. Rates and offerings are subject to change, extension or withdrawal without notice.
0% Software Financing
– No interest for 12 months on new IBM Software licenses
– Simple and fast to propose: divide purchase price 12 to calculate monthly payment
– Competitive rates are also available for 24 – 60 month payment terms
IBM & Ingram Micro Confidential
IBM Global Financing
© 2009 IBM Corporation8
®
IBM Global Financing pays supplier invoices
What can you expect
The client signs the contract and returns it to IBM Global Financing
The sales rep requests afinancing offer from IBM Global Financing
IBM Global Financing performs
a credit review
If client is approved, contract is created and sent to the reseller or client
IGF/Ingram Micro Support Team
Ingram Micro, Bill Papaj, Ingram Micro IGF Market Development Manager,
[email protected], (716) 633-3600, Ext. 66994
IGF, Steve Slayton, IGF IBM SW Client Exec.
[email protected], (864) 363-5333 mobile
IGF Channel Inside Sales Team
888-780-4110, e-mail: [email protected]
IBM & Ingram Micro Confidential
IBM Global Financing
© 2009 IBM Corporation9
®
Best Practices for Selling SW Financing
Request credit review for all opportunities early in the sales cycle
Differentiate your solution from other resellers with financing
– Provides real business value in a total solution approach
– Minimize discounting
Understand how to handle objections
– “Our company does not finance”. Every company borrows money (stock, bonds, loans through local bank, etc..). We need to talk to the decision makers in the Accounting/Purchasing/Finance department.
– “We have the cash/budget to pay for this today”. That cash could be put towards other capital expenditures planned for the company. With 0% financing, the client takes advantage of time value of money.
– Engage IGF to help with these conversations with clients