5. #IBMISAEPS2016 #IBMEPS #EPSFLITE
PROJECT DETAILS
5
Objectives:
Reduce the time taken by partners to close leads by:
• Analyzing the complete cycle
• Identify best practices in the industry
• Uncover challenges
• Suggest activities to boost performance
Activities:
• Obtained data on partners and categorized them
based on level of activity
• Identified various parameters that will help to
bring out opportunities for improvement and
unearth obstacles
• Spoke with Business Partners
• Performed competitive analysis of best practices
• Generated hypothesis and actions to be taken for
each partner category
46%
54%
1214
Partner Sample Distribution
BPs who do
regular busnies
Newly onboarded
BPs
Comprehensive Report:
Some of the partners interviewed:
Travsing
Wotern
Tring
Kurates
Brayen Software
Mizami
Datafix
It has been observed that there is a lot of scope for improvement with respect to the
time taken by Business Partners to effectively process opportunities and close leads.
A total of 26 partners were interviewed to identifying ways to better interface with
partners & clients.
IBM ENTERPRISE SOCIAL SOLUTIONS
REDUCING THE TIME TAKEN BY BUSINESS
PARTNERS TO CLOSE LEADS
6. #IBMISAEPS2016 #IBMEPS #EPSFLITEIBM confidential — Internal use only
PROJECT DETAILS
6
Objectives:
Reduce the time taken by partners to close leads by:
• Analyzing the complete cycle
• Identify best practices in the industry
• Uncover challenges
• Suggest activities to boost performance
Activities:
• Obtained data on partners and categorized them
based on level of activity
• Identified various parameters that will help to
bring out opportunities for improvement and
unearth obstacles
• Spoke with Business Partners
• Performed competitive analysis of best practices
• Generated hypothesis and actions to be taken for
each partner category
46%
54%
1214
Partner Sample Distribution
BPs who do
regular busnies
Newly onboarded
BPs
Comprehensive Report:
Some of the partners interviewed:
Lauren
ElementBlue
Sonata
Shivaami
Crayon Software
Zenexim
Data Mato
It has been observed that there is a lot of scope for improvement with respect to the
time taken by Business Partners to effectively process opportunities and close leads.
A total of 26 partners were interviewed to identifying ways to better interface with
partners & clients.
IBM ENTERPRISE SOCIAL SOLUTIONS
REDUCING THE TIME TAKEN BY BUSINESS
PARTNERS TO CLOSE LEADS
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22. #IBMISAEPS2016 #IBMEPS #EPSFLITE
Some stats
22
After a presentation, 63% of attendees
remember stories. Only 5% remember
statistics. – Chip & Dan Heath