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IBM

Value-Driven Proposal

Value-Driven Proposal

Insight

IBM Japan’s sales were sluggish for years, and they needed help diagnosing the issue. Their salesforce was asking potential customers the wrong questions - they focused too much on technology and not enough on small business challenges.

Solution

We created a digital sales questionnaire designed to help IBM Japan’s sales team focus on the challenges of their potential customers. The data entered fed into a central database which managers were able to review in real-time.

7%increased sales after 3 months

Results/ROI

After just 3 months of using the tools we developed, IBM’s Japanese salesforce increased sales by 7% - capturing the attention of IBM’s CEO, resulting in the deployment of our solution to their global sales team.

Value-Driven Proposal

The most important thing for any of us to be in our jobs is curious.

Ginni Rometty, CEO, IBM
7%increased sales after 3 months

Disciplines

  • Consulting
  • Digital Strategy
  • Design Consulting
  • Frontend Development
  • Backend Development

Credits

  • Author: PJ Kelly
  • Strategy: Matt Blanchard
  • Development: Jeff Schram
  • Development: Michael Phillips
  • Development: PJ Kelly

Partners

  • SYPartners