IBM Watson

Supply Chain
S A L E S C A M PA I G N P L A N F O R
Q4-2019
 IBM Watson
Sales Team Supply
Chain Sales

Industrial Distribution Financial COMM/CSI

Aaron Catharine Nicole

David Arturi
Majka O'Malley Marshall

Matt
Nick Colvin Walker May
Milbrandt

Gunter Matt
Woodson Houghton

Joe Baierl

Logan Giest

Gabe
Finocchietti
Sales Campaign – Analysis and Design Process Flow

ECOM team gets account list Murtaza/Ramsha/Ibtisam Murtaza/Ramsha/Ibtisam Maahrukkh/Quannah

from each seller perform Territory analysis create sales plan finalize messaging

ECOM & IBM Team-

Assess/Evaluate sales Quannah will work with IBM
Quannah will have wkly Maahrukkh finalize Sales
campaign success (Lesson sellers to finalize the
status check meetings with Campaign Steps, ownership,
learned, changes to messaging for each
IBM sellers & LDRs and timelines
implement for future campaign
campaigns)
Sales Campaign Plan by Sales Exec
Campaign Launch Date Campaign End Date IBM Campaign Team Sales Campaign Name Target Audience Target State Campaign Objective

9/9/2019 9/27/2019 ECOM, DDR(TBD), Gunter Face to Face Meeting Campaign C Suite + VPs CA Build relationship, OMS, SCI

NC, KY, SC, CT, MO, OR,

9/9/2019 9/27/2019 ECOM, DDR(TBD), Gunter Phone Meeting Campaign C Suite + VPs WA, MA, AZ, OK, TN, UT Build relationship, OMS, SCI

9/9/2019 9/27/2019 ECOM, DDR(TBD), Gunter Gentran to SCBN - Free Assessment VP/Sr. Dir-IT Entire customer base Move Gentran customers to IBM SCBN

9/9/2019 9/27/2019 ECOM, DDR(TBD), Gunter B2B Integrator - Free Assessment EDI Mgr./Dir Entire customer base ICC, SSP,& SCBN

9/9/2019 9/27/2019 ECOM, DDR(TBD), Gunter Automate & Secure Mkt doc exchange CMO, Mkt Execs Entire customer base SFG + C:D

9/30/2019 10/18/2019 ECOM, DDR(TBD), Gunter Face to Face Meeting Campaign IT Dir + FLMs CA Build relationship, OMS, SCI

NC, KY, SC, CT, MO, OR,

9/30/2019 10/18/2019 ECOM, DDR(TBD), Gunter Phone Meeting Campaign IT Dir + FLMs WA, MA, AZ, OK, TN, UT Build relationship, OMS, SCI

9/30/2019 10/18/2019 ECOM, DDR(TBD), Gunter A/R & A/P Automation (Webforms & DCS) Accounting Entire customer base Automate all invoices and payments!

9/30/2019 10/18/2019 ECOM, DDR(TBD), Gunter Automate & Secure - Lower TCO COO Entire customer base Complete B2B Portfolio

9/30/2019 10/18/2019 ECOM, DDR(TBD), Gunter MFT - Free Assessment Infrastructure, Security, Automation, MFT, Enterprise Architects Entire customer base MFT Consolidations, Cross/Upsell

10/21/2019 11/8/2019 ECOM, DDR(TBD), Gunter Face to Face Meeting Campaign C Suite + VPs GA & IL Build relationship, OMS, SCI

FL, AL, NY, CO, MN, NJ

10/21/2019 11/8/2019 ECOM, DDR(TBD), Gunter Phone Meeting Campaign C Suite + VPs ,WI, OA, IN, MI, OH Build relationship, OMS, SCI

10/21/2019 11/8/2019 ECOM, DDR(TBD), Gunter Automate HR Data (Health Insurance, Salary, 401k, etc.) HR & HR-IT Teams Entire customer base B2B Integrator & WTX

10/21/2019 11/8/2019 ECOM, DDR(TBD), Gunter Systems Integration EAI,EDI,APIs ERP Integration Teams Entire customer base B2B Integrator & SCBN

10/21/2019 11/8/2019 ECOM, DDR(TBD), Gunter IBM Supply Chain Shared Ledger Innovation, R&D, CTOs, Enterprise Architects Entire customer base Blockchain

11/11/2019 11/22/2019 ECOM, DDR(TBD), Gunter Face to Face Meeting Campaign IT Dir + FLMs GA & IL Build relationship, OMS, SCI

FL, AL, NY, CO, MN, NJ

11/11/2019 11/22/2019 ECOM, DDR(TBD), Gunter Phone Meeting Campaign IT Dir + FLMs ,WI, OA, IN, MI, OH Build relationship, OMS, SCI
Sales Campaign Management Process Flow

Sales Campaign
Launch (10/08/19- First Phone Follow 2nd Phone Follow 3rd Phone Follow
2PM Local time) up (10/10-10/11) up (10/16-10/17) up (10/23-10/24)

First Email follow- 2nd Email follow- 3rd Email follow-

up (10/9) up (10/14) up (10/21)