The Fillmore Group
Use TFG Services to Close Q2 Sales
Agenda:
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Introduction to The Fillmore Group
Software + Services + Training Strategy
Lower cost services – do the math!
Quickstart services offerings
People you should know – Golds and Champions
How to engage
Realistic expectations
3 Takeaways:
 When
to propose partner services to
support an open sales opportunity
 What is in a “complete solution”?
 How to engage TFG to help
The Fillmore Group, Inc.
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Frank Fillmore, DB2 Gold Consultant, IBM Champion
Technical Support and Consulting/Lab Services, GBS
IBM Authorized Training Partner
IBM Information Management Software Reseller
Services:
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Implementation and tuning for:
DB2, Optim, Guardium, Information Server
Replication, DataStage, Informix, Netezza, IDAA
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IBM Authorized Training Partner
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Classes delivered in Towson, MD
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IM classes support products sold
Info Server, DataStage, Q Rep, ICDC,
DB2 Performance Tuning, InfoSphere
Data Architect, and more at:
www.thefillmoregroup.com
IBM Information Management
Training
Software + Services + Training =
A Complete Solution + A Confident Customer
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Software needs to installed and configured
Customers need to understand how to tune and support
Satisfied customers buy more!
Example 1.
Services and Training
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Total project budget = $250K
Implementation at $275/hour for 4 weeks = $44K
Training for 3 DBA’s = $13K
$250 - $44 - $13 = $193K remains for software
Example 1.
Services and Training
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Total project budget = $250K
Implementation at $175/hour for 4 weeks = $28K
Training for 3 DBA’s = $8K
$250 - $28 - $8 = $214K remains for software
$$$$ 21K MORE FOR SOFTWARE! $$$$
Example 2.
Lab Services and No Training
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Total project budget = $450K
Implementation at $275/hour for 8 weeks = $88K
Customer says no training needed
$450 - $88 = $362K remains for software
Example 2.
Lab Services and No Training
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Customer purchases software 6/30/12
Lab Services starts 8 week implementation 9/10/12
Solution in production 11/5/12
Solution stable for 4 weeks; crashes 12/3
Customer defers planned year end purchases while
issues are resolved.
Example 3.
Training and Services
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Total project budget = $300K
Implementation at $275/hour for 6 weeks = $66K
Training for 3 DBA’s = $13K
$300 - $66 - $13 = $221K remains for software
Example 3.
TFG Training and Services
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Total project budget = $300K
Training for 3 DBA’s = $7K
40 hours onsite planning and mentoring = $7K
150 hour retainer for remote support = $21K
$300 - $7 - $7 - $21 = $265K remains for software
$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$
Quickstart Offerings:
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Netezza for DB2 Users
Data Forensic Analysis and Extraction
Data Studio Q-Replication Administration Console
DB2 License Audit Review
Data Studio Developer and Optim pureQuery Runtime
InfoSphere Data Architect Quickstart
Q Replication Quickstart
DB2 Gold Consultants and Champions
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IBM sponsored programs
40+ DB2 Gold Consultants worldwide
150 Champions worldwide
Authors, instructors
Bloggers
High visibility within IBM
When to engage The Fillmore Group:
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Your customer expresses concerns about the
implementation cost and/or completion date
Your customer is implementing an IBM solution for
the first time and is unfamiliar with Redbooks,
opening a PMR, developerWorks, and other IBM
resources.
Your customer ASKS for a complete solution - !
How to engage The Fillmore Group
Call or email:
The Fillmore Group
410-465-6335
Kim May, kim.may@thefillmoregroup.com, 443-956-0288
Realistic Expectations
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Customer introduction
Delivered Statement of Work
Rapid response
Competitive pricing – not free services
Co-op via SVI and MAYBE free services
Thank you
Kim May,Vice President Business Development
Frank Fillmore, President, The Fillmore Group
(410) 465-6335
www.thefillmoregroup.com/blog