Post on 20-Jun-2015
MMI Webinar: Understanding the IBM Revenue Identification Program, and Helping You Uncover New Opportunities in Your IBM ServiceElite
Contracts in 2012
Presented by: Claire Millsap, Channel Development Executive Managed Maintenance, Inc.
$44,000,000MMI Identified Opportunity
$34,800,000Pending Opportunity
6Months
$9,200,000Booked Revenue
81Accounts
2Regions
Insurance Company $443,00092 items identified for SWMA for AIX
76 items identified for SWMA for PowerVM ENT
31 items identified for SWMA for PowerVM STD
Accounting Company $238,10726 items identified for Hardware Maintenance
50 items identified for SWMA for AIX
Insurance Company $40,535327 items identified for Hardware Maintenance
Recent IBM / MMI WINS from the
Revenue Identification Program
Founded in 2007, MMI is headquartered in Boca Raton, FL.
MMI Is NOT a Business Partner.
We are Expert Consultants in IBM Maintenance Sales.
MMI has a suite of solutions to help enable technology manufacturers,
distributors, and channel partners maximize service contracts, software
agreements and equipment replacement revenues, while helping end user
organizations ensure uninterrupted maintenance and support coverage.
MMI’s unique ONEview web portal application provides a consolidated and
informational real-time view of all assets, warranty and service contracts, and
software license agreements to facilitate the contract management process
and identify revenue potential across the supply chain.
As a fast growing company, MMI now has more than $500 million in
maintenance business under management for a wide variety of technology
products, and is #1 in IBM Maintenance Renewals.
Increase End-User
satisfaction
Increase services
revenues
Client Ready Reports
Become your clients’ “Trusted Advisor” with an all-inclusive view providing:
- Comprehensive Renewal opportunities - SWMA Gap Analysis
- Recap of all potential opportunity - All machines not set for post warranty maintenance
- A complete listing of recommended services
Decrease
opportunity
identification costs
The objective of the Revenue Identification Program is to assist IBM in increasing
annual services revenues by providing actionable data around their customers’
enterprise inventory, while decreasing the time spent by sales and support teams
chasing maintenance opportunities.
Become your clients’
trusted advisor
IBM CorporationEnterprise Presentation
Prepared Exclusively for:
CUSTOMER NAME
Enterprise Inventory - Hardware Contract Recap
Prepared Date: 2/29/2012
CHIS Contract
Number
Customer Abbreviated
Name
Contract Term
Start Date Contract Term End Date Channel Code Contract Length
Billing
Frequen
cy
Auto
Renew
Number of
Items
A6H0B4 Customer Abb Name 3/5/2011 3/4/2012 IBM Inside Sales 1 year Quarterly Y 1
A648K4 Customer Abb Name 4/3/2010 4/2/2012 Tier 2 (Distributor) 2 years Prepay N 1
AW4NC7 Customer Abb Name 5/18/2009 5/17/2012 Tier 2 (Distributor) 3 years Prepay Y 2
A87MHX Customer Abb Name 9/1/2009 8/31/2012 Tier 2 (Distributor) 3 years Prepay Y 3
AG77HC Customer Abb Name 12/7/2011 12/6/2012 Tier 2 (Distributor) 1 year Prepay Y 1
ATBXGK Customer Abb Name 12/27/2011 12/26/2012 Tier 2 (Distributor) 1 year Prepay Y 2
A8B3MQ Customer Abb Name 12/31/2011 12/30/2012 Tier 2 (Distributor) 1 year Prepay N 32
AY19B4 Customer Abb Name 2/22/2012 2/21/2013 Tier 2 (Distributor) 1 year Prepay Y 1
ADC100 Customer Abb Name 3/1/2009 2/28/2013 IBM Direct 4 years Prepay N 10
AJ4TK1 Customer Abb Name 5/18/2011 5/17/2013 Tier 2 (Distributor) 2 years Prepay N 2
AB2BGD Customer Abb Name 3/3/2011 3/2/2014 Tier 2 (Distributor) 3 years Prepay Y 4
AY5MFT Customer Abb Name 7/1/2008 6/30/2014 IBM Direct 6 years Quarterly Y 2
AC7SGD Customer Abb Name 8/29/2011 8/28/2014 Tier 2 (Distributor) 3 years Prepay Y 1
A67XPT Customer Abb Name 9/29/2009 9/28/2014 Tier (Remarketed) 5 years Prepay Y 3
AN9W9C Customer Abb Name 12/1/2011 11/30/2014 Tier 2 (Distributor) 3 years Prepay Y 4
AHBGNP Customer Abb Name 11/19/2010 11/18/2015 IBM Direct 5 years Annual Y 1
AY1CFV Customer Abb Name 1/1/2011 12/31/2015 IBM Direct 5 years Monthly Y 873
Total Number of Contracts Coverage Gap Analysis
Sales Channel
# of
ContractsItems on Warranty - "
Not tagged for a Contract " 201 items
BladeCenters, Cisco Switch,
Power 7 Servers, xSeries
IBM Direct 5Items on Per Call -
Warranty expired 236 items
BladeCenters, Storage &
Series
Tier 1 BP - Direct w/IBM 1SWMA purchased via
AAS/Configurator 40 services
SMWA for AIX, Director,
PowerVm, GPFS, PowerHA &
XIV; RTSS for Linux
Tier 2 BP thru
Distributor 11 SWMA "Exposed"
533 services
(148 expired in 2012 &
2011)
SMWA for AIX, Director,
PowerVm, GPFS, PowerHA, &
XIV; RTSS for Linux
Contract Total 17 Items on Per Call > 2 years 306 items
Revenue
Generators
Today =
Basic IBM MA
Offering
Tomorrow =
IBM MA Plus
Revenue
Identification
Outcome =
SUCCESS!
Warranty Capture Reactively happens
at “true-up” time
prior to annual
billing – IF IT
HAPPENS
MMI Provides a look at
all machines coming off
warranty in the next 2
years and having no
future contract
More revenue
added to the
contract faster
SWS Capture Reactively happens
at “true-up” time
prior to annual
billing – IF IT
HAPPENS
MMI Provides a look at
all machines in the next
(2 years??) that were
sold with SWMA or LPPs
associated. DON”T GET
THIS ONE?????
More revenue
added to the
contract faster
Actionable Data IBM responsible for
mining and
compiling data
MMI provides actionable
data to IBM from across
the enterprise of the
customer
More revenue
added to the
contract faster
Reporting Multiple Reports
needed to compile
actionable data
MMI provides
customer-ready,
consolidated report
More revenue
added to the
contract faster
Frustration with
service call denials
Frustration dealing with
maze of personnel
OPPORTUNITYProblems reconciling
assets for compliance
Difficulty tracking
inventory
Inability to accurately
budget for maintenance
Difficulty managing
multiple services
Difficulty reconciling invoices
Lack of visibility
into key asset data
Inability to
Mine Data
Lack of single
point of contact
Revenue
Customer
Satisfaction
Opportunity
Identification
IBM Awareness
PROFIT
Turnover Time to
Revenue
Contract
Management
Complexity
Service Call
Denials
IBM Cost of
Delivery
Invoice
Resolution and
Dispute
Questions?
For more information about our IBM Revenue Identification
Program, or to schedule a time with an MMI representative,
please contact us at www.managedmaint.com/content/contact-us
or reach out to us directly at:
cmillsap@managedmaint.com
jlebowitz@managedmaint.com