Big Data & Analytics

Digital Sales Kit

March 2014

Help clients transform business with Big Data & Analytics

75% of leaders cite growth as the key source of value from analytics.
Make sure your clients know what Big Data and Analytics could mean for their businesses.
Use this five-step guide to lead an effective client conversation about IBMs Big Data & Analytics strategy.

Understand

Ask

Help

Source: Analytics: A blueprint for value-converting big data and analytics insights into results

Demonstrate

Progress
and Close

Understand
the Market Forces

Gain the insight you need to build a compelling case for clients:

Understand IBMs Point of View

Listen to the Knowledge Building Session to deepen your understanding of Big Data & Analytics

Build category insight and broaden your knowledge with Big Data & Analytics Expertise Module

Learn about Watson Foundations, a big data and analytics platform that makes sense of all your data

Understand the six Big Data & Analytics imperatives:

Acquire, grow and retain customers: Demonstrate how IBM Big Data & Analytics can help your clients by improving customer
interaction, building long term relationships and realizing value from customer sentiment.

Create new business models: Explore strategic options for business growth using new perspectives gained from exploiting big data & analytics.

Transform financial & management processes: Drive enterprise agility and make better decisions by improving planning & performance
management, disclosure management & close, incentive compensation and human capital management.

Manage risk: Build trust and value in time of uncertainty, by knowing risk exposures, to make confident and actionable decisions.

Optimize operations; counter fraud and threats: Plan, manage, and maximize operations, supply chains and use of infrastructure
assets to reduce costs and increase efficiencies and productivity while limiting threats.

Maximize trust, ensure insight, and improve IT economics: Create new value and agility while reducing costs for the business by using
IBM Big Data & Analytics.

Use this template to capture key client information before starting the conversation.

Content

Understand

Ask

Help

Demonstrate

Progress
and Close

Ask
the Right Questions

Uncover client needs with targeted conversations and key questions

Role-specific conversations
Highlight the value of Big Data & Analytics with conversations targeted to the buyers role within the organization
Big Data & Analytics Imperatives

Key Questions

Acquire, grow and retain customers

Do your competitors have more customer insight than you do?

How do you optimize marketing spend based on resource constraints?

Create new business models

Are your competitors taking bigger strides in changing your industry, or creating
new markets?

Transform financial & management

processes

Are you satisfied with you ability to deliver timely, reliable insights to help business
owners make better decisions about the future?

Manage risk

What is preventing you from achieving your performance potentialis it increasing

volatility or regulatory pressures or uncertainty and risk in todays marketplace?

Optimize operations and reduce fraud

Does your competitors operational efficiency create an unfair market advantage?

Can you confidently fight fraud while maintaining an exceptional customer experience?

Maximize trust, ensure insight, and

improve IT economics

Are your needs for new business insight constrained by existing IT economics?

Content

Understand

Ask

Help

Demonstrate

Progress
and Close

Help
the Client See Value

Showcase IBM Big Data & Analytics solutions and capabilities to your clients with
these client-facing materials

Use this presentation to guide clients on how IBM Big Data & Analytics can help them discover new opportunities

Help your clients envision the possibilities using the Big Data & Analytics Progression Path presentation

Align IBMs Big Data & Analytics capabilities to industry objectives:

Healthcare
Banking
Telco
Retail
Insurance
Government
Other Industries
Show clients how Big Data & Analytics can help achieve these imperatives:
Acquire, Grow & Retain Customers
Create new business models (Coming Soon)
Transform financial & management processes
Manage Risk
Optimize Operations, Counter Fraud and Threats
Maximize trust, ensure insight, and improve IT economics

Content

Understand

Ask

Help

Demonstrate

Progress
and Close

Demonstrate
how IBM can help

Market-leader IBM offers by far the largest product and services portfolio in Big Data and Analytics by both breadth and depth. Wikibon
Use these IBM case studies to show how IBM helps clients create value
Big Data & Analytics Imperatives

Case Studies

Acquire, grow and retain customers

XO Communications reduces customer churn by 8 percent in the first year of

deployment and an additional 18 percent in the second year.

Create new business models

North Carolina State University enables students to come to a decision-based

understanding of where theyre going to go with a new business by establishing a
cloud computing environment.

Transform financial & management

processes

Qualcomm gains new predictive insights into the relationships between market
demand, technology development, price and cost by using near-real time data
analysis gleaned from 12 major enterprise applications.

Manage risk

Banca Intesa better manages enterprise-wide risk by enabling information retrieval that allows
the companys management team to compare issuessomething it hadnt explored earlier.

Optimize operations and reduce fraud

Santam Insurance saves R17.9 million (USD1.98 million) within the first four months of
implementation by improving its fraud detection capabilities and reducing the time
associated with investigating each case.

Maximize trust, ensure insight, and

improve IT economics

Brocade gains unparalleled insight to help identify and respond to customer needs in near
real time, lowering customer churn and increasing customer satisfaction and retention.

Content

Understand

Ask

Help

Demonstrate

Progress
and Close

Progress and Close

the Opportunity

Discussions are under way. Keep up the momentum.

Enrich the conversation using these resources:

Big Data & Analytics Marketing Contacts: Work with the IBM Big Data & Analytics category marketing managers, ISST S&D Leads, industry
experts and subject matter experts to progress the opportunities.

Industry Use Cases: Demonstrate IBMs approach to solve business issues using these Big Data & Analytics use cases.

Big Data & Analytics Global Community: Access the latest news, events, assets and training, and collaborate with colleagues on all
BD&A topics.

Content

Build a culture that

infuses analytics
everywhere

Invest in a
big data &
analytics platform

Be proactive about
privacy, security
and governance

Imagine It.

Realize It.

Trust It.

Understand

Ask

Help

Demonstrate

Progress
and Close