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Executive Perspective Partner Experience Worldwide

Introducing the NEW IBM Global Financing Competency Program

How many times have you heard the following statement from a client? “We’d love to proceed, but we just don’t have the budget right now.” For some of your competitors, that’s often where the conversation stops. But really, it’s just the beginning.

Fortunately for IBM Business Partners, there is help for you to quickly counter that objection with IBM Global Financing solutions to expand your clients’ purchasing power. The IBM Global Financing flexible financing power helps you overcome your clients’ cost and budgeting challenges, making your solutions more attractive and your sales process more effective. I’m pleased to announce that we’re rolling out a new program that may make things even easier!

It’s called the IBM Global Financing Competency Program. To put it simply, this program is designed to equip you and your firm with skills needed to help leverage “financing” as a core capability. This option can help you close more business faster, and create customer experiences that differentiate you from your competition.

You and your sales teams will learn:

  • How financing can address CFOs’ challenges, such as optimizing cash flow and improving ROI
  • How you can reduce price erosion: When clients ask for a better deal, simply offer to spread the cost over a year interest-free, or offer a three-year lease with no payments for the first 90 days
  • What offerings and incentives are available to you and your clients
  • When to use IBM Certified Pre-Owned Equipment and Asset Recovery Services to strengthen and differentiate your total solution

 
Upon completion of the IBM Global Financing Competency Program, you will be recognized and rewarded. We do this through Financing Sales Mastery Rewards, which include:

  • Specialist or Expert marker designations in PartnerWorld
  • Credit toward PartnerWorld Program Competency and Attainment requirements for Silver, Gold and Platinum program levels

 
Don’t let financing or client budgets become an obstacle to closing more sales. Let our new IBM Global Financing Competency Program help your sales teams gain the expertise they need to be more competitive, and offer a refresher to your experienced sellers to fine-tune their financial selling skills.

To learn more about our new competency program, please visit our IBM Global Financing pages.

You can also let me know what you think by using the comments feature below. Let’s work together to grow your business!

Deborah Nevin
Vice President, IBM Global Financing
North America Business Partners

Deborah Nevin is Vice President for IBM Global Financing, North America Business Partners.

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