© 2015 IBM Corporation1

Whichresource do I use?

EngageiBS

EngageLDRs

EngageMkting

Which is the BEST SALES RESOURCE to use for a client set?

4

Am I talking to the right PERSON at the right ORGANISATION?

Whodo I call next?

1

Implement data-driven approach to client selection integrated into SalesConnect.

Whendo I call?

Where do I get the TIME TO CALL and when is best to ENGAGE?

TimeAhead

TimeSaved

3What

do I talk about?

What do we KNOW about client and what’s the right TOPIC to lead with?

Implement 360 degree view of both client organisation and top personas

2

5

How do I provide my customer with RIGHT INFO via the RIGHT MEDIUM?

Howshould I engage client?

Ensure targeted local market enablement from marketing and offerings to support client cohorts.

3x renewals-led calls

ClientEngagements

CallsConverted

PipelineCreated

WinsClosed

WinsValue

Data-driven, Persona-based system of engagement to drive optimal territory management triage via Marketing, Social, LDRs

and iBS to increase penetration and revenue

Howdo I expect to perform?

data-driven revenue

$

How does Digital ‘data-driven engagement’ change the status quo?

5