IBM Small Deals Management System (SDMS)

Reduces sales cycle time and increases market share for small deals

Published on 05-Oct-2010

Validated on 16 Dec 2013

"Within IBM Systems Group, the opportunity window of a lead is small and requires us to optimize our lead portfolio for the highest yielding channels. With SDMS, we manage our opportunities for the greatest yield and client satisfaction." - Bob Hoey, General Manager, STG Major Markets General Manager

Customer:
IBM Corporation

Industry:
Computer Services

Deployment country:
United States

Solution:
Cloud Computing, Enabling Business Flexibility, Geographically Distributed Development , Information Infrastructure, Infrastructure Simplification, Learning and Training, Linux, Cloud & Service Management, Openness, Optimizing IT

Overview

IBM’s business model is built to support two principal goals: helping its clients succeed in delivering business value by becoming more efficient and competitive through the use of business insight and information technology solutions; and providing long-term value to its shareholders. IBM has nearly 400,000 employees worldwide and had 2009 revenue of US$95.8 billion.

Business need:
In 2008, the IBM Systems and Technology Group (STG) recorded a decline in sales of 13 percent in its Small Deal sector (deals under US$100,000), representing a drop of US$300,000 in revenue in a US$49 billion market. Information was stored in multiple places, and was not consolidated or actionable by the global user community. IBM needed a system that could analyze and help remedy these issues and assist in closing small deals quickly.

Solution:
IBM created Blue Insight, a worldwide, centralized business intelligence (BI) service, and developed the SDMS application that leverages it. The application uses Cognos 8 BI to identify deals needing management attention, and enables managers to drill down to opportunity-level detail. Using rapid development, nine releases of the application have been deployed in a year; it is currently in production and has 2,800 end users.

Benefits:
Shifts leads from face-to-face channel to business partners, which is more cost-effective; has reduced total cycle time by 7.7 days; has increased market share by four points in the small deals market; Gives 2,800 end users rapid, consistent access to small deals data so they can close deals more quickly

Case Study

IBM’s business model is built to support two principal goals: helping its clients succeed in delivering business value by becoming more efficient and competitive through the use of business insight and information technology solutions; and providing long-term value to its shareholders. IBM has nearly 400,000 employees worldwide and had 2009 revenue of US$95.8 billion.

The Need
In 2008, the IBM Systems and Technology Group (STG) recorded a decline in sales of 13 percent in its Small Deal sector (deals under US$100,000), representing a drop of US$300,000 in revenue in a US$49 billion market. Information was stored in multiple places, and was not consolidated or actionable by the global user community. IBM needed a system that could analyze and help remedy these issues and assist in closing small deals quickly.

The Solution
IBM created Blue Insight, a worldwide, centralized business intelligence (BI) service, and developed the SDMS application that leverages it. The application uses Cognos 8 BI to identify deals needing management attention, and enables managers to drill down to opportunity-level detail. Using rapid development, nine releases of the application have been deployed in a year; it is currently in production and has 2,800 end users.


What Makes it Smarter

  • Shifts leads from face-to-face channel to business partners, which is more cost-effective; has reduced total cycle time by 7.7 days; has increased market share by four points in the small deals market
  • Collects small deals data from multiple repositories as part of a management system that uses Cognos 8 BI to provide insight into a more effective sales strategy for individual deals
  • Gives 2,800 end users rapid, consistent access to small deals data so they can close deals more quickly


For more information
Please contact your IBM sales representative or IBM Business Partner. Visit us at: ibm.com/smarterplanet

Solution Components

  • IBM® WebSphere® Application Server
  • IBM WebSphere on Linux
  • Linux - Novell SUSE Linux
  • IBM System z®
  • IBM Global Business Services®
  • IBM Software Services: Cognos® Consulting and Training

Products and services used

IBM products and services that were used in this case study.

Hardware:
Storage: DS8300, System z, System z: Integrated Facility for Linux (IFL), System z: System z running Linux, System z: System z running Linux - SUSE, System z: System z10 Enterprise Class (z10 EC)

Software:
WebSphere Application Server

Service:
GBS BAO: Advanced Analytics and Optimization, GBS CRM: Business Intelligence, IBM Global Business Services, Software Services for WebSphere

Legal Information

© Copyright IBM Corporation 2010 IBM Corporation 1 New Orchard Road Armonk, NY 10504 U.S.A. Produced in the United States September 2010 All Rights Reserved IBM, the IBM logo, ibm.com, Cognos, Global Business Services, System z and WebSphere are trademarks of International Business Machines Corporation, registered in many jurisdictions worldwide. A current list of IBM trademarks is available on the Web at “Copyright and trademark information” at ibm.com/legal/copytrade.shtml Other company, product or service names may be trademarks or service marks of others. The information contained in this documentation is provided for informational purposes only. While efforts were made to verify the completeness and accuracy of the information contained in this documentation, it is provided “as is” without warranty of any kind, express or implied. In addition, this information is based on IBM’s current product plans and strategy, which are subject to change by IBM without notice. IBM shall not be responsible for any damages arising out of the use of, or otherwise related to, this documentation or any other documentation. Nothing contained in this documentation is intended to, nor shall have the effect of, creating any warranties or representations from IBM (or its suppliers or licensors), or altering the terms and conditions of the applicable license agreement governing the use of IBM software.