®
Diamond In The Rough
Leverage IBM Global Financing
To Improve Business Performance
IBM and Ingram Micro Confidential
IBM Global Financing
®
Agenda
 Who is IGF?
 Value to you, our Partners
 A compelling client funding alternative
 What you can expect from IGF
 Best Practices
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IBM & Ingram Micro Confidential
© 2009 IBM Corporation
IBM Global Financing
®
IBM Global Financing portfolio
IBM Global Financing
Client Financing
Provides financing (leases
and loans)
for the acquisition
of solutions and technology
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Commercial
Financing (flooring)
•Credit Lines from $300K
• 30 day terms on IBM SW
and non-IBM products
Asset
Recovery Services
Offers comprehensive
services for used IT assets,
including resale, buyback
and recycling
•45 day terms on IBM X
IBM & Ingram Micro Confidential
© 2009 IBM Corporation
IBM Global Financing
®
IGF Client Financing Channel Program Attributes
 Preferred sales model is to team with our partners to deliver a total
solution
 Lease and finance total IT solutions, hardware, software, services,
IBM and non-IBM
 $5K minimum, 12-60 month terms, deferrals, step structures
 IGF Finance Associates qualify for fees
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IBM & Ingram Micro Confidential
© 2009 IBM Corporation
IBM Global Financing
®
IGF Value to Our Partners
Relieve credit and cash flow constraints
 When your client finances with IGF, Ingram will provide you virtually unlimited credit
 IGF pays in in 5-7 from delivery of product/services
Enhance profitability
 By delivering a compelling payment structure (solving budgetary and financial related
metrics) you relieve purchase price pressure
 Improved DSO
 IGF fee payments
Strengthen Client Value
 Team with a trusted, financing consultant
 Differentiated, total solution
 Positioned for long term, incremental client IT
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IBM & Ingram Micro Confidential
© 2009 IBM Corporation
IBM Global Financing
®
Financing for your Software and Services Project
Match payment timing and structure with anticipated benefits
» Costs are heaviest at the front end of the project, while benefits do not fully accrue until the project
is implemented
» When the project is financed, replacing up-front costs with payments over time, costs and benefits
track much more closely
• Cost of the
project
• Benefits of
using the new
solution (ROI)
• Financed
payments
$
Time
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IBM & Ingram Micro Confidential
© 2009 IBM Corporation
IBM Global Financing
®
Current IBM Software Financing Offering
 0% Software Financing
– No interest for 12 months on new IBM Software licenses
– Simple and fast to propose: divide purchase price 12 to
calculate monthly payment
– Competitive rates are also available for 24 – 60 month
payment terms
IBM Global Financing offerings are provided through IBM Credit LLC in the United States and other IBM subsidiaries and divisions worldwide to qualified commercial and
government customers. Rates are based on a customer's credit rating, financing terms, offering type, equipment type and options, and may vary by country. Other restrictions may
apply. Rates and offerings are subject to change, extension or withdrawal without notice.
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IBM & Ingram Micro Confidential
© 2009 IBM Corporation
IBM Global Financing
®
What can you expect
The sales rep
requests a
financing offer
from IBM Global
Financing
IBM Global
Financing performs
a credit review
If client is approved,
contract is created
and sent to the
reseller or client
The client signs
the contract and
returns it to IBM
Global Financing
IBM Global
Financing pays
supplier invoices
IGF/Ingram Micro Support Team
Ingram Micro, Bill Papaj, Ingram Micro IGF Market Development Manager,
william.papaj@ingrammicro.com, (716) 633-3600, Ext. 66994
IGF, Steve Slayton, IGF IBM SW Client Exec.
sslayton@us.ibm.com, (864) 363-5333 mobile
IGF Channel Inside Sales Team
888-780-4110, e-mail: leasing@financingadv.com

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IBM & Ingram Micro Confidential
© 2009 IBM Corporation
IBM Global Financing
®
Best Practices for Selling SW Financing

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Request credit review for all opportunities early in the sales cycle

Differentiate your solution from other resellers with financing
– Provides real business value in a total solution approach
– Minimize discounting

Understand how to handle objections
– “Our company does not finance”. Every company borrows money (stock, bonds, loans
through local bank, etc..). We need to talk to the decision makers in the
Accounting/Purchasing/Finance department.
– “We have the cash/budget to pay for this today”. That cash could be put towards other
capital expenditures planned for the company. With 0% financing, the client takes
advantage of time value of money.
– Engage IGF to help with these conversations with clients
IBM & Ingram Micro Confidential
© 2009 IBM Corporation