Signature Selling Method SSM Sales Aids User Guidance

Signature Selling Method / User Guidance The following pages provide user guidance for the

Signature Selling Method / User Guidance The SSM Core Sales Aids are redesigned as

Signature Selling Method / User Guidance Opportunity Plan (including Opportunity Assessment) User’s Guide What

Signature Selling Method / User Guidance Opportunity Plan (including Opportunity Assessment) A 3 -part

Signature Selling Method / User Guidance COMPLETED EXAMPLE Opportunity Plan (including Opportunity Assessment) To

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Signature Selling Method / User Guidance The following pages provide user guidance for the Opportunity Plan CREATING OPPORTUNITIES Kit WINNING OPPORTUNITIES Kit Business Position Model Understanding your client’s current and preferred positions Client Initiatives Map Describing the plans to achieve goals through actions Account Plan Consolidating knowledge about your client and opportunities Opportunity Plan Managing your sales activity and progress to increase your likelihood of winning Solution Framework Describing your client preferences and developing the solution Decision Support Plan Addressing key concerns to win the opportunity Value Proposition Describing the value of IBM’s solution for the key decision leader A brief description of the SSM graphic may be found in the appendix Copyright © IBM Corp. 2003. All Rights Reserved. May not be reproduced without permission of IBM.

Signature Selling Method / User Guidance The SSM Core Sales Aids are redesigned as an integrated suite to promote and reinforce continuity throughout the 7 stages CREATING OPPORTUNITIES Kit Business Position Model Client Initiatives Map Account Plan Opportunity Plan WINNING OPPORTUNITIES Kit Solution Framework * Decision Support Plan Value Proposition * Solution Framework appears in Stage 1 uniquely as Client Preferences, then again in Stages 2 through 6 linking Business Capabilities to Proposed Solution Copyright © IBM Corp. 2003. All Rights Reserved. May not be reproduced without permission of IBM.

Signature Selling Method / User Guidance Opportunity Plan (including Opportunity Assessment) User’s Guide What is the Opportunity Plan and Assessment? The Opportunity Plan, including the Opportunity Assessment, enables you to document critical facts about the opportunity, assess the opportunity and gaps in the sales strategy, and identify actions to close the gaps and execute the sales strategy. When do I use it? The Opportunity Plan, including an assessment of the opportunity, is created in SSM Stage 2 and is validated and updated throughout the sales process. Use it with Team IBM. • Enables Team IBM to assess whether: the client opportunity is “real, ” we can offer the best solution, the Why should I use it? …What’s the value to me? client wants our solution, and the solution meet client expectations. Based on this assessment, Team IBM can make informed choices about which opportunities to engage in or disengage from. They can select the best actions to take to advance the opportunity. • Provides insight into choosing a competitive strategy for the opportunity • Enables Team IBM to analyze wins and losses What’s the value to my client? • Helps ensure the Team IBM solution meets client expectations How should I use it? • The Opportunity Assessment and Plan is intended to be used internally and with IBM Business Partners How should I prepare? Points to remember • Use the Account Plan, Client Initiatives Map, and Solution Framework (Client Preferences) as input to the Opportunity Assessment and Plan. • Understand the client’s compelling reason to act and IBM’s unique business value for this opportunity • The Opportunity Assessment and Plan are not intended to be used with the client, but rather internally • Update the Assessment and Plan throughout the sales process • Complete only the “Fast Path” questions in the “Assessing the Opportunity” section if you wish to do a quick assessment Copyright © IBM Corp. 2003. All Rights Reserved. May not be reproduced without permission of IBM.

Signature Selling Method / User Guidance Opportunity Plan (including Opportunity Assessment) A 3 -part aid provided as a series of forms in an Word document CRITICAL FACTS OPPORTUNITY ASSESSMENT ACTION PLANS Copyright © IBM Corp. 2003. All Rights Reserved. May not be reproduced without permission of IBM.

Signature Selling Method / User Guidance COMPLETED EXAMPLE Opportunity Plan (including Opportunity Assessment) To see the completed example, double-click on the MS Word icon Copyright © IBM Corp. 2003. All Rights Reserved. May not be reproduced without permission of IBM.