Predictive inventory management: Keeping your supply chain - IBM
Webinar: Growing Your Accounts with IBM Inventory Management
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Transcript of Webinar: Growing Your Accounts with IBM Inventory Management
Growing Your Accounts with
IBM Inventory Management
$5,000,000Amount MMI grew IBM accounts in a 12 month period
IBM
Inventory
Management
6,071# of Moves, Adds or Changes
10Contract Managers Dedicated to IBM accounts
$70MValue of Contracts currently being managed by MMI
Contract Managers on behalf of IBM
46# of Contracts currently being managed by MMI
Contract Managers
1Over 1 Year
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 that help enable technology manufacturers,
distributors, and channel partners to maximize service contract , software
agreements and equipment replacement revenues, while also helping end
user organizations to ensure uninterrupted maintenance and support
coverage.
MMI’s unique ONEview web portal application provides a consolidated real-
time view of all assets, warranty and service contract and software licensing
agreements information to facilitate the contract management process and
identify revenue potential across the supply chain.
Our fast growing company 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.
MMI works with IBM on 3 Key Initiatives:
• Revenue Identification Project:
• Inventory Management
• Software Inventory Management (for PPA
and IBM Software Products)
Inventory Management is an IBM MTS service delivered on behalf of IBM by MMI. Customers who
are having trouble managing their inventory, or have numerous calls for exposed equipment, can
benefit from this program. MMI will handle all customer moves, adds and deletes, and all maintenance-related
questions. This program is an extension of your team, and one that can help you free up valuable time.
Reduce support costs
and time; free up
valuable resources
Dedicated specialist for
contract and inventory
management
Proactive contract and
inventory
reconciliations
Software maintenance
research and studies
Prevent downtime and
stop paying for support
on retired assets
Dynamic web-based portal allows end-users to:
- View contract and asset details 24/7 - Budget for future purchases
- Generate reports quickly - Store digital documents remotely
- Receive proactive service expiration alerts
To remove the frustration many clients express, Managed Maintenance, Inc. offers an IBM Software License
Review Service and on-going license management program. This service delivers a comprehensive analysis of
new and/or existing IBM licensing, support and pricing. Additionally it offers a 24X7, customer facing IBMview
branded portal for customers to manage their agreements. It provides an assigned account advocate for any
license or agreement issues. On-going license purchase and retirement is managed by the designated advocate,
and posted on the IBMview portal for ease of access.
Reduce support costs
& time; free up
valuable resources for
sales
Dedicated specialist for
contract and SW
licensing management
Proactive contract and
licensing
reconciliations &
conversions
Software maintenance
research and studies
Prevent customer
satisfaction issues
Dynamic web-based portal allows end-users to:
- View contract and asset details 24/7 - Budget for future purchases
- Generate reports quickly - Store digital documents remotely
- Receive proactive service expiration alerts
Prevent unnecessary
compliance audits and
convert sales revenue
earlier
Increased End-User
Satisfaction
Increase services
revenues
Client Ready Report
Become your clients “Trusted Advisor” with a comprehensive view of your customer including:
- Renewal Opportunities - SWMA Gap Analysis
- Recap of all potential opportunity - All Machines not set for post warranty maintenance
- A complete listing of recommended services
Decreased
opportunity
identification costs
The objective of the Revenue Identification Program is to assist IBM in increasing
annual services revenues by providing them with 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
Revenue
Generators
Today =
Basic IBM MA
Offering
Tomorrow =
IBM MA with
Inventory
Management
Outcome =
SUCCESS!
Warranty Capture Reactively happens
at “true-up” time
prior to annual
billing – IF IT
HAPPENS
Happens on a
quarterly basis
More revenue added
to the contract faster
SWS Capture Reactively happens
at “true-up” time
prior to annual
billing – IF IT
HAPPENS
Happens on a
quarterly basis
More revenue added
to the contract faster
OEM (NON-IBM)
Capture
If Identified Discussed on a
quarterly basis with
customer
New business
brought to IBM
Online Portal Inventory On-Line ONEview ONEview provides
ease of management
and a powerful
differentiator from
competition
Single Point of
Contact
DPM (Costly to IBM) Contract Manager
(included)
Increased customer
satisfaction
New advanced search functionality
allows your to select multiple locations,
models, serial numbers and more to
create a customized report.
• A new look that is easier to navigate
• Customize your unique view
• Seeing expired and pending terms of a multi-year contract
• Customize contract, warranty and software license notifications
• Use advanced search functionality for more concise reporting
3 Months of Inventory Management FREE!
As an incentive to help you get a jumpstart in answering the needs of your customers and
maximize growth in your accounts, for a limited time in 2012, MMI is offering 3 FREE
months of Inventory Management for new customers.
We guarantee you will quickly see why your peers choose MMI for their Inventory
Management needs.
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
Time to Revenue
Complexity of
Contract
Management
Service Call
Denials
IBM Cost of
Delivery
Invoice
Resolution and
Disputes