Sales & Marketing Kit: Financial

Sales & Marketing Kit
Financial
FlashSystem Enablement Team
Updated: July 28, 2016

Overview of this Kit and Campaign Sample
IBM FlashSystem Sales and Marketing Kit is intended to aid both
Sales and Marketing in identifying FlashSystem opportunities and
progressing those opportunities into closed deals within the vertical
segment of the Financial Industry.
IBM Corporation 2016 IBM & IBM Business Partner Use Only FlashSystem | 2
One Size Does Not Fit All
Business Partners have a wide range of approaches,

marketing strategies and sales methodologies.
Some may have a sophisticated marketing machine with digital resources,
lead nurturing tools and progressive campaigns.
Others might rely on Inside Sales and quickly moving opportunities directly
into the hands of reps. As such, there is definitely no one size fits all or
single approach.
Business Partners are urged to take these materials and adapt them accordingly for
their environment, their territory, and the financial sector being targeted.
IBM has assembled this kit to aid the Business Partners and all our sellers in recognizing what materials
and resources are available targeting the Finance industry. Banking, insurance, securities and financial
markets are all part of financial services.
We have also included one sample campaign to help you get started.
Financial Sector Encompasses Broad Range of Institutions
Banking, Financial Markets, Insurance and Investment Management (Securities)
Segments include:
Infrastructure & Operational (FIS, Fiserv,
MasterCard, Experian, Visa, etc)
Banks & Credit Unions
Non-Bank Credit Institutions (extend loans)
Mortgage / Loan Brokers
Regulators and Central Banks
Non traditional Financial Services (Bitcoins,
Walmart, Google pay, PayPal, etc)
Insurance Companies
Investing, Trading and Retirement
IBM FlashSystem Industry Use Cases For Finance
Customer-centric services, increased flexibility Speed of transactions, responses, data queries
Leveraging IT to increase profits Meeting SLAs, batch windows
Ensuring customer data security, risk mgmt. Real-time analysis, on-demand services
Adapting to new payment & delivery models Serve larger number of customers, faster
Data integration from disparate sources Quality of services, 24x7 operations
Mitigating acceleration of costs, streamline ops Speed up financial services applications
Industry imperatives Flash opportunity areas

Production data Oracle/DB2/SQL C-level execs fulfillment of mission
Mixed workloads SAP
Line of Business Leaders real-time performance
Database / analytics FIS
Batch processing Fiserv Administrators resources, TCO
VDI virtualization Experian Developers - managing apps, core business
Backup/restore SWIFT processing
DR 24/7 availability
*and other industry apps
Finance SW licensing, tech refresh
Specific targeted workloads / apps LOB execs, key influencers

Mapping Content In Kit To Stages Of A Sales Cycle
Each stage of the sales cycle includes the content mapped on the next slide. Note this content is specific to
Finance. Further FlashSystem specific content and resources are also available that could be adapted based on
your goals. Utilize Flash Essentials | PW* for access to all resources.
Also, content can be moved from any category to another as a buyers journey rarely follow a neat path.
Likewise, marketing campaigns can pull content according to the needs and context of campaign.
1 2 3 4 5
Engage,
Define
Identify Qualify
Solution,
Awareness Opportunit Opportunit Close
Conduct
y y
Demos,
etc.
*for those that do not have access email pacrowel@us.ibm.com
Finance Focused Content for FlashSystem Sales Cycles & Marketing Campaigns
FlashSystem Solutions
Brief for Finance (for
FlashSystem One Page Case Study - IBM storage Solution Brief - IBM
client)
1 Flyer: Overview for achieves record-breaking FlashSystem storage for
IBM | PW | Public Link
Awaren Finance results on FIS benchmark Infosys Finacle
ess (for client) Video: From Fraud (for client) (for client)
Detection to Fraud
Images of
Public Link Public link Public link these
Prevention
Public Link assets and
Case Study: COCC examples
FlashSystem Sales Quick innovates in banking Case Study - Pronto! of how to
VITO Letter customized
Reference Guide for services Public link for Finance sector Banking on IBM to boost use them
2 Finance
Case Study: Celero (for sales use only) business success through are found
Identify (for sales use only)
Serving financial clients innovation (for client) on the
IBM | PW Public link
IBM | PW 10 times faster following
Public link slides of
White Paper FIS White Paper Utilizing
White Paper IBM InfoWorld White Paper this deck
Accelerates Global IBM FlashSystem in the
FlashSystem storage Storage at the speed of
3 Banking with securities industry
speeds financial services Wall Street
Qualify FlashSystem by Edison (for client)
(for client) (for client)
Group (for client)
Public link Public link Public link
Public link
White Paper - IBM and
Client Deck - FlashSystem Client IBM Finance
CSC: Accelerating the
4 FlashSystem for Finance References for Finance SME Contact List
insurance industry
Engage (for client) (for client) (for sales use only)
together (for client)
IBM | PW IBM | PW IBM | PW
Public link
STAC-M3 Finance-Related Benchmarking Results
Securities Technology Analysis Center (STAC)
STAC provides technology research and testing tools based on community-source standards. This accelerates technology
selection at user firms while reducing the sales cycle for vendors. The standards are developed by the STAC Benchmark
Council, a group of major financial firms and other "algorithmic enterprises" as well as leading technology vendors.
Through a variety of online and in-person forums, the Council discusses key technology challenges and new solutions for them.
IBM Power S824L & FlashSystem 900 demolish performance records

May 9, 2016 - IBM delivered the Fastest mean response times and most consistent response times (lowest standard
deviation) ever reported, for all combinations of query type, data volume, and concurrent users.
21x to 212x the performance of the previous best published result for the market snap benchmarks (10T.YR[n]-
MKTSNAP.TIME)
21x the performance of the previous best published result for year high bid in the smallest year of the dataset
(1T.OLDYRHIBID.TIME)
8-10x the performance of the previous best published result for the 100-user volume-weighted average bid benchmarks
(100T.YR[n]VWAB-12D-HO.TIME)
5-8x the performance of the previous best published result for the N-year high-bid benchmarks (1T.[n]YRHIBID.TIME)
Where To Use This Content
Local Events Social Media

Conference, events, user groups Leverage digital campaign content
Hold your own event (lunch and to increase awareness, drive traffic
learns, contests) to your website, capture contacts
Twitter: #finance #FinanceDay #insurance
Digital Campaigns LinkedIn Groups:
Chief Financial Officer Network
Use contacts captured from events Finance/Accounting Consultants Group
Buy targeted lists Financial Executive Way Forward Leaders
in Banking, Consulting, IT and Recruitin
g
Accounting and Finance Professionals (A
AFP)
Finance Club
Finance Plus: Private Equity, Venture Cap
ital and M&A News
Business Control for Finance
IBM Corporation 2016 IBM & IBM Business Partner Use Only FlashSystem 9
Innovation Enterprise |
Sample Events
User groups and Associations

Association for Financial Professionals
European Finance Association
Society of Financial Service Professionals
Institute of Management Accountants
Commercial Finance Association
Identify businesses upgrading or ready for disk refresh

Create awareness
Setup lunch and learns
Contact your IBM Rep to be a guest speaker or use

SME Contact List: IBM | PW
the expert contact list to identify a financial specialist
Sample Opportunity Lead Generation Plan
Develop with IBM Rep
Description For Face To Face Event
Topic: Where a minute can mean millions, data storage

performance can be a competitive advantage
Description: Learn how, with no change to your

infrastructure, you can speed up your financial system
performance, drive innovation, improve operations, and
ensure greater customer satisfaction. Lower latency means
faster response times. The faster the performance of the
storage device, the faster you can process transactions, real-
time analytics, and mixed workloads.
Agenda: To be customized based on context of event

- include videos, client deck, case study
VITO Letter
Customize for targeted email campaign

Utilize wording for other events
IBM | PW
Sample Digital Campaign
Following is one example of how a

Business Partner could use the assets
provided in a digital marketing campaign.
Draft text is provided which you can edit

accordingly. IBM branded assets such as
solution sheets and white papers should
not be customized.
Suggested assets pulled from previous chart are

included and you can substitute a different resource
based on the goals and customization of your campaign.
Campaign Steps
Path for prospect that is clicking on links and accessing content
Define Target Call to Action Landing Page Nurture Engage

Relevant, specific (offer) Clear concise options Contact Educate the client
Map to available Email to illicit first Deliver to offer to Provide compelling Partner with IBM
content response drive interest and content Reps to progress the
Drive to landing initial engagement Follow-up deal
page aggressively to lead
them to take action
Path for Follow-Up

prospect not Email to
taking action prompt other
action
Continue to
educate or
use source to
lead to next
connection
Define Target Target Audience: CFO, Chief - Innovation Officer, Transformation
Relevant, Specific
Map to Available
Officer, Data Officer, Security Officer, Insurance specific: Chief of
Content Distribution
Note: Define the sector you are targeting (Banking, Insurance, Securities, or
Financial Markets) and then adapt this campaign accordingly.
Why this target audience?
Financial sector is transforming from product
centric to customer-focused. This results in
higher requirements around performance
and quality of services at the same time
financial institutions are experiencing a
reduction in OPEX funding.
Whether through TCO/ROI or through a

reliable, available solution that ensures no
down time while delivering consistently high
performance across mixed workloads,
FlashSystem will deliver what every
application owner or line of business
IBM Corporation 2016 executive requires.
IBM & IBM Business Partner Use Only FlashSystem | 16
Sample E-mail to Drive Viewers to a Landing Page
Call to Action
1
(offer)
Email to Illicit First
Subject Line:
Response When a minute can mean millions of dollars (edit to local currency)
Drive to Landing
Page
Body:
Fast-paced businesses that process data rapidly and complete
transactions quickly and accurately define modern financial institutions.
To gain a competitive advantage, you need storage systems that can
deliver sustained performance over time and across diverse workloads.
The IBM FlashSystem excels at high-capacity utilization and with long-

term sustainable loads, well beyond just the initial burst performance that
other systems can achieve. Improve operations while lowering your
OPEX. View this infographic to learn more.
(provide link to landing page: see next slide)
Sample Landing Page
Landing Page
2
Clear concise options Title for Landing Page:
Deliver to offer to
drive interest and When a minute can mean millions of dollars
initial engagement
(edit to local currency)
Subtitle: Financial Institutions Implement IBM

FlashSystem
Form: Capture their key information and offer

this asset for download as indicated in email.
Be sure to inquire as to the type of financial
software being used or other key challenges.
Asset: FlashSystem One Page Overview for

Finance.pdf (see slide 7) Public Link
Social Media
Faster responses, faster trades: Why settle for millisecond response

times when you can achieve microseconds #finance. Learn how <URL
to your landing page> (customize accordingly for the sector you are
targeting. For example, this could be faster responses, faster banking
or faster online transactions)
See user groups and linked in groups on slide 8 and 9 target and
customize accordingly
Did you know IBM FlashSystem achieves record breaking results on FIS
benchmark? Case Study <Include your contact or URL to landing page>
Next Steps If YES Click Through
Nurture
3
Contact Action Goal: Download FlashSystem One Page Overview for Finance
Provide compelling
content
Follow-up
aggressively to lead
them to take action Action taken?
If Yes, prospect opened asset, then send follow-up asset to further educate client
(and/or straight to inside sales).
As indicated on slide 16, you hopefully captured the type of financial software being used or
challenges the financial institution is experiencing. Customize this email accordingly, pulling
the correct collateral from slide 7 that aligns. An example follows.
Draft Text for Email: Thank you for your interest in how IBM FlashSystem can improve your
financial systems while lowering your total cost of ownership. Read this case study to learn
how deploying IBM FlashSystem in your FIS environment will instantly improve response and
processing times.
(create landing page with associated asset and utilize a progressive form to capture additional
key information in order to pass the lead to sales)
Next Steps If YES
Engage
4
Educate the client
Partner with IBM
Action: Open Case Study or click to view Video
Reps to progress the
deal
Action taken?
Yes Follow-up: Phone call utilizing Sales Quick Reference Guide
to qualify Client IBM | PW
Provide additional asset: FlashSystem for Finance Solutions Brief

IBM | PW | Public Link
Utilize content and resources listed in table on slide 7 accordingly (white
papers, client references, SMEs, client deck etc.) including involving IBM
Technical Specialists when needed to help you progress the deal
Sales Quick Reference Guide
For IBM or Business

Partners Use Only
Use to identify or qualify

a prospect
IBM | PW
|
Solutions Brief
For Clients
Use as a follow-up piece
or to generate interest
IBM | PW
|
Additional Client Collateral
Links to each asset on slide 7
Even More Client Collateral
Still More Client Collateral
Next Steps If NO From First Contact
Follow-Up
1
Email to If No, prospect did not click from initial email, then send follow-up email:
prompt other
action
Continue to
educate or
use source to
lead to next
Draft: This example is using a Banking Case Study
connection as an example. Customize according to your
target campaign
We noticed you were not interested in how IBM FlashSystem can
improve your financial operations while lowering your OPEX. Do
you have a colleague that might be interested?
Learn how Pronto! was able to do just that and gain a competitive
advantage in this case study. Please forward this email to your
colleagues, especially those involved with a need to deliver an
exceptional customer experience to your financial clients.
Next Steps If NO From Follow-up Email
Follow-Up
1
Email to If No, prospect did not open case study, send follow-up email:
prompt other
action
Continue to
educate or
use source to Draft Again linking back to slide 16, customize this
lead to next
connection email accordingly if you know the type of financial
application they are using:
We noticed you did not open the Case Study from Pronto! which
describes how they dramatically cut response times and enabled
faster response to business requests while growing the customer
base.
Knowing that IBM FlashSystem can have an immediate impact to

your business, do you have a colleague that might be interested in
learning more? Here is a video that shows faster online trading to
a growing customer base.
Please forward this email to application owners and help your

IBM Corporation 2016 business
IBM &realize the
IBM Business benefits
Partner Use Only of modernizing your data systems.
FlashSystem | 28
Next Campaigns
Client Wins in Finance Links to Assets
IBM | BP
For digital campaigns, alternate PPT deck highlights wins
bi-weekly use of client wins with NOTE: Utilize public references only in a digital
campaign; case study or video
other content (sales references require clients permission, but
can be used in face to face meeting)
Kiwoom Securities: Enabling

Video: Public link
faster online trading to a rapidly
growing customer base
Rathbone Brothers Plc. Runs

Case Study: Public link
billion-dollar business on flash
storage
Mike mflynt@us.ibm.com
Flynt WW 919-434-6720
IOT Flash Leaders
Sales Technical Sales
Wolfga wolfgang_kugler@at.ibm.c Ludwig ludwig_vandenbergh@be.ibm

ng EU om
+43-1-21145-2981
Van
EU .com
Kugler Den +32-2-339-3113
Berg
Charbe Charbel.Antonios@ae.ibm
l Firat FIRAT@ae.ibm.com
Antoni MEA .com
+971-50-1892833 Orturk MEA +971-56 5204544
os
NA No one at this time
Chris cgilbert@us.ibm.com
Gilbert NA 1-786-575-3401
Brian briancar@au1.ibm.com
James
jdoherty@sg.ibm.com Cartwri AP +61-7-3213-2101
Dohert AP +56-9837-6141 ght
y
Xu Yuan xuyuan@cn.ibm.com
Dylan Dylanwei@tw.ibm.com CGC +86-10-63617283
Wei CGC +886-2-8723-8768 Ohta ookada@jp.ibm.com
Tohru Okada JP +81-50-3149-8830
TSUMI@jp.ibm.com
Sumiyo JP +81-50-3149-8378
shi Renata renatads@br.ibm.com
De +55-11-9656-1934
Sofia
sofia@mx1.ibm.com Oliveira LA
Garcia LA +52-55-5270-300 x3781 Santos
Monroy
Updated June 27, 2016

2016 IBM Corporation IBM | 30
Feedback Welcome
Let us know what works and what doesnt work for you with the Sales &
Marketing Kit for Finance
Provide feedback at:
http://www.pages03.net/ibm-flashsystemsenablement/kitfeedback/
We look forward to your comments as we strive to improve this kit and add
other targeted sales and marketing kits.
~ Your FlashSystem Enablement Team

Sales & Marketing Kit: Financial

Hochgeladen von

Dokumentinformationen

Originaltitel

Copyright

Verfügbare Formate

Dieses Dokument teilen

Dokument teilen oder einbetten

Freigabeoptionen

Stufen Sie dieses Dokument als nützlich ein?

Sind diese Inhalte unangemessen?

Copyright:

Verfügbare Formate

Sales & Marketing Kit: Financial

Hochgeladen von

Copyright:

Verfügbare Formate

Sales & Marketing Kit

FlashSystem Enablement Team

Updated: July 28, 2016

Business Partners have a wide range of approaches,

Industry imperatives Flash opportunity areas

Specific targeted workloads / apps LOB execs, key influencers

*for those that do not have access email pacrowel@us.ibm.com

IBM Power S824L & FlashSystem 900 demolish performance records

Local Events Social Media

User groups and Associations

Identify businesses upgrading or ready for disk refresh

Contact your IBM Rep to be a guest speaker or use

Topic: Where a minute can mean millions, data storage

Description: Learn how, with no change to your

Agenda: To be customized based on context of event

Customize for targeted email campaign

Following is one example of how a

Draft text is provided which you can edit

Suggested assets pulled from previous chart are

Define Target Call to Action Landing Page Nurture Engage

Path for Follow-Up

Whether through TCO/ROI or through a

The IBM FlashSystem excels at high-capacity utilization and with long-

Subtitle: Financial Institutions Implement IBM

Form: Capture their key information and offer

Asset: FlashSystem One Page Overview for

Faster responses, faster trades: Why settle for millisecond response

Provide additional asset: FlashSystem for Finance Solutions Brief

For IBM or Business

Use to identify or qualify

Knowing that IBM FlashSystem can have an immediate impact to

Please forward this email to application owners and help your

Kiwoom Securities: Enabling

Rathbone Brothers Plc. Runs

Wolfga wolfgang_kugler@at.ibm.c Ludwig ludwig_vandenbergh@be.ibm

Updated June 27, 2016

Das könnte Ihnen auch gefallen