the fillmore group use tfg services to close q2 sales
TRANSCRIPT
The Fillmore Group
Use TFG Services to Close Q2 Sales
Agenda:
Introduction to The Fillmore Group Software + Services + Training Strategy Lower cost services – do the math! Quickstart services offerings People you should know – Golds and
Champions How to engage Realistic expectations
3 Takeaways:
When to propose partner services to support an open sales opportunity
What is in a “complete solution”?
How to engage TFG to help
The Fillmore Group, Inc.
• Frank Fillmore, DB2 Gold Consultant, IBM Champion
• Technical Support and Consulting/Lab Services, GBS
• IBM Authorized Training Partner• IBM Information Management Software
Reseller
Services:
Implementation and tuning for:
DB2, Optim, Guardium, Information Server
Replication, DataStage, Informix, Netezza, IDAA
Training
IBM Authorized Training Partner
Classes delivered in Towson, MD
IM classes support products sold
Info Server, DataStage, Q Rep, ICDC, DB2 Performance Tuning, InfoSphere Data Architect, and more at:
www.thefillmoregroup.com
Software + Services + Training =
A Complete Solution + A Confident Customer
Software needs to installed and configured Customers need to understand how to tune
and support Satisfied customers buy more!
Example 1.Services and Training
Total project budget = $250K Implementation at $275/hour for 4 weeks
= $44K Training for 3 DBA’s = $13K
$250 - $44 - $13 = $193K remains for software
Example 1.Services and Training
Total project budget = $250K Implementation at $175/hour for 4 weeks =
$28K Training for 3 DBA’s = $8K
$250 - $28 - $8 = $214K remains for software
$$$$ 21K MORE FOR SOFTWARE! $$$$
Example 2.Lab Services and No Training
Total project budget = $450K Implementation at $275/hour for 8 weeks
= $88K Customer says no training needed
$450 - $88 = $362K remains for software
Example 2.Lab Services and No Training
Customer purchases software 6/30/12 Lab Services starts 8 week
implementation 9/10/12 Solution in production 11/5/12 Solution stable for 4 weeks; crashes 12/3 Customer defers planned year end
purchases while issues are resolved.
Example 3.Training and Services
Total project budget = $300K Implementation at $275/hour for 6 weeks
= $66K Training for 3 DBA’s = $13K
$300 - $66 - $13 = $221K remains for software
Example 3.TFG Training and Services
Total project budget = $300K Training for 3 DBA’s = $7K 40 hours onsite planning and mentoring = $7K 150 hour retainer for remote support = $21K
$300 - $7 - $7 - $21 = $265K remains for software$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$
$$
Quickstart Offerings:
Netezza for DB2 Users Data Forensic Analysis and Extraction Data Studio Q-Replication Administration Consol
e
DB2 License Audit Review Data Studio Developer and Optim pureQuery
Runtime InfoSphere Data Architect Quickstart Q Replication Quickstart
DB2 Gold Consultants and Champions
IBM sponsored programs 40+ DB2 Gold Consultants worldwide 150 Champions worldwide Authors, instructors Bloggers High visibility within IBM
When to engage The Fillmore Group:
Your customer expresses concerns about the implementation cost and/or completion date
Your customer is implementing an IBM solution for the first time and is unfamiliar with Redbooks, opening a PMR, developerWorks, and other IBM resources.
Your customer ASKS for a complete solution - !
How to engage The Fillmore Group
Call or email:
The Fillmore Group410-465-6335Kim May, [email protected], 443-
956-0288
Realistic Expectations
Customer introduction Delivered Statement of Work Rapid response Competitive pricing – not free services Co-op via SVI and MAYBE free services
Thank you
Kim May, Vice President Business Development
Frank Fillmore, President, The Fillmore Group
(410) 465-6335www.thefillmoregroup.com/blog