IBM Global Technology Services

DNSO
Discover New Service Opportunity
DNSO UKI Opportunity Owner
Education Pack

Copyright IBM Corporation 2008

IBM Global Technology Services

DNSO
Discover New Service Opportunity

Contents

Introducing Myself

DNSO rules

DNSO Eligibility

DNSO Eligible Offerings

DNSO Rules 2 Hints and Tips

Logging a DNSO Lead

Updating DNSO with updates

Searching Leads

Closing lead as WON

Closing lead as LOST

Award Process

Process Diagram

Areas to Improve

Bonus Calculations : How much are bonus payments

Useful Links and contacts who to contact for help and advice

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DNSO
Discover New Service Opportunity

A little about myself

My name is Kate Payne and I am the New DNSO Focal Point for 2012
During this year I will be looking at where we can improve the process and help drive more
opportunity for DNSO
My mission is to look at ways to increase lead submission and produce more wins
I am looking to make the process slicker and qualify the leads early in the process with the
Opportunity owners to make sure they get progressed in a timely manner
I want to help make it clear on what constitutes a DNSO lead / who is eligible/ what
services to look out for and how to go about logging a lead
My aim is to provide the teams with information and links to information to help them
understand what services they should be looking for and take away some of the
frustrations which may result in a potential lead not being logged
Ultimately I want you to be confident in using the process and most importantly to
help you all earn some additional money!!

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DNSO
Discover New Service Opportunity

DNSO Rules
The Rules of Engagement detail when a lead is not valid. If the lead meets any of
The Following criteria it should not have been logged into DNSO. If a lead is
logged and meets any of the criteria set out below it should be rejected:
Non GTS OPPORTUNITES
Leads submitted in retrospect
Any known or existing pipeline (e.g. business already identified and tracked via
Siebel).
Leads where IBM are already aware of the opportunity are excluded (e.g. all
contract renewals)
Leads will be treated on a first come, first served basis. Duplicate leads will be
rejected
Opportunities where it is unclear whether the eligibility criteria is being satisfied
will be considered on a case by case basis by the DNSO Country Administrator
and Sales Management

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DNSO Eligibility

DNSO
Discover New Service Opportunity

Qualifying employees:
- All GTS business lines not on a Sales or Commission Plan
- Employees must be active IBM employees throughout the cycle
Excluded employees:
-

Employees on any form of Sales or Commission Plan, DNSO Focal Points, and opportunity
Owners (separation of duty conflict)

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DNSO
Discover New Service Opportunity

DNSO Eligible Offerings

I manage Leads logged for anything sitting under Tony Dawsons Umbrella
-

SPL10
SPL10

Sales One Portal

https://w303.sso.ibm.com/services/salesone/default.wss?perspective=GTS&menuid=1&pagefrag=/Global/html/mtss
globalsales_portal.html#1

See the MTS Wiki for Brochures and Flyers

MTS HW Maintenance Services

MTS SW Support Services

https://w3-connections.ibm.com/communities/service/html/communityview?communityUuid=6c4326ea73a9-413b-8339-053b581a77f6#fullpageWidgetId=W0b6c75b46521_4a29_8de0_4f7b0f0bd0b1

Download the MTS Flipbook onto your Desktop

I can send this to you if you do not already have it
Please log leads for anything which will deliver real MTS Revenue!!

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DNSO
Discover New Service Opportunity

HW STG LEADS
You may also log leads for anything HW STG
-

Examples are opportunities for Second User Kit

New HW in general
Additional Storage

ANYTHING WHICH FITS UNDER THE STG HW PORTFOLIO

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DNSO
Discover New Service Opportunity

DNSO Rules 2
HINTS and TIPS to get the lead through the DNSO process as quickly as possible

All machine and Serial numbers must be provided on the tool and these will be
used to verify the opportunity is WON, eg. Just saying that new MA contract is
not sufficient
We must have a CHIS contract number where the opportunities have been
added so that Customer Fulfilment can approve the lead
Provide copies of signed contracts, bid details, customer acceptance emails and
inventory lists to get the lead through the validation process as quickly as
possible
DNSO bonus payments will only be made once CF have accepted the contracts
uploaded onto the tool are valid and auditable.
For all MTS maintenance leads only, DNSO bonus payments will be
made against the 1st years revenue of the Total Contract Value (TCV).

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DNSO
Discover New Service Opportunity

Logging A DNSO Lead

DNSO URL: https://w3-01.ibm.com/services/projects/wse/dnso/dnso02.nsf/
Please send an email to Kate Payne/UK/IBM@IBMGB to be added as a user on
DNSO if you are not already
Log the lead as a Noticer
New Lead
Offering Family UK ITS Services

Offering Name SPL10 HW Maintenance Services or SW Support Services

Then proceed to fill out all Lead information before Submitting to Focal Point

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DNSO
Discover New Service Opportunity

Updating DNSO with status updates

Once the lead has been assigned to the Opportunity Owner, the OO will
be able to add updates as comments on the tool:
Please add comments in the Black space and Post Comments:

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DNSO
Discover New Service Opportunity

Search Leads
You can check on leads for updates and progress information that the OO
has included

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DNSO
Discover New Service Opportunity

Closing DNSO as WON information required to close the lead

Update DNSO with contract details:

Uploaded contract details,

-a signed contract, CA, PO, with CHIS Contract number
-Invoice no if contract is not available to prove we have received revenue
-inventory details
-Net new TCV as a direct result of DNSO (1 yr value for MA deals)
-Any evidences to prove that the DNSO lead has been WON so CF can approve
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DNSO
Discover New Service Opportunity

Closing DNSO as WON part 2

After uploading the contract details, press Send to Customer button

NB. Inapropriate name, but this is a WorldWide tool so I cant change the name. Clicking this button just means it
is ready to be assigned to CF to approve. It wont send anything to any customer

Afterwards, you need to search for DNSO lead again and assign to CF approver as below:

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DNSO
Discover New Service Opportunity

Closing DNSO as lost

For DNSO leads that are LOST:
-Press the reject lead button

-Rejection reason box will appear and you are required to give a
valid reason why the DNSO lead is being reject

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DNSO
Discover New Service Opportunity

DNSO Awards Process

The Awards Process gives an overview of how a lead is marked as Won and how your
bonus payment is processed. If you have any questions please contact the Focal Point.

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A copy of the signed contract must be attached

net new Total Contract Value entered.
Customer Fulfilment confirms that the contract is signed, relates to the
DNSO lead opportunity and TCV value is correct.machine details are
used to verify entitlement
The status of lead is changed to WON' to identify it as won and closed
The bonus payment is calculated
DNSO Focal Point prepares the bonus payments form
On a monthly basis these are signed off by GTS Management
DNSO Focal Point sends signed forms to IBM Payroll
Bonus will be received two months after CF have approved as WON. Eg:
Lead changed to WON on tool in January, bonus paid in March.

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DNSO
Discover New Service Opportunity

6. DNSO Process Diagram

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DNSO
Discover New Service Opportunity

Areas to Improve and what I am doing to address these

Issue
Lack of Progress and Updates from the OOs on the Logged Lead
Working Progress Solution
I am working on setting up a weekly review call with the OOs
Noticers will also be invited onto the call but as many are in the Field they may
not be free to attend
The purpose of the call will be to discuss the lead and gain agreement from the
OO that this is a valid lead and that it will be progressed in a timely manner
Where the Noticer is also available to join the call it will join up the Noticer and
OO and start a dialogue to be continued through to closure

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DNSO
Discover New Service Opportunity

DNSO Bonus New Simplified Table from 1st April 2012

With our growth needs clearly in mind, we are delighted to announce a change to the
DNSO incentives rates for all new leads generated from 1st April 2012. The payment
structure has been simplified and increased in some areas to benefit users

These are:
for <$250k deals the current DNSO incentive of 0.5% of TCV per transaction is raised to 1% of TCV
for successful leads >$250k,up to $1m rises from 0.5% to 0.75% , with a maximum $3k bonus
for >$1m TCV deals the bonus is raised to a maximum of $4k. bonus

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DNSO
Discover New Service Opportunity

Useful Links and Contacts

If you have any questions regarding this Education Pack, or DNSO please
contact:
DNSO Focal Point for MTS
Kate Payne
Kate Payne/UK/IBM@IBMGB
DNSO Country Administrator for UK:
Mia Williams
Mia Williams/UK/IBM@IBMGB

07764 664569 (37 277593)

07766 332 985

DNSO URL: https://w3-01.ibm.com/services/projects/wse/dnso/dnso02.nsf/

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