Operations in Pakistan

Different org follow different sales force concept. Ibm has B2B sales force. Historical
selling is followed by ibm, our sales man is like consultant
Structure of ibm
It is a technology, based service company, providing consultancy
We offer different products, we sell services around those products
Consultancy in a way if u want to have audit, or outsourcing of operations,
workforce augmentation (for even running your operations)
Cloud, people will no longer be buying products, they will buy services.
Consultative selling is now being more towards marketers (Evangelist) they will
direct u towards market, this shift has also been followed by ibm
ORGANIZATIONAL STRUCTURE
Ibm is following matrix structure , u have vertical hierarchy and horizontal
hierarchy, sales and distribution is glue between two layers, in Pakistan country
channel manager is the focal person(Glue),
He has a superior in region in Middle East, Africa
Country channel manager has five divisional heads in Pakistan, one is sales and
distribution, 2nd systems (hardware), 3rd software (products), 4th GTS (global
technology service), 5th GBS (global business service)
Open source software are being modified by ibm (GBS)
We only sell products not modify it, GBS people can provide support services.
BPO (business process operations) they create partnerships, certifications and
trainings are conducted, for example a Pakistani company wants to buy our
software and do project for any customers, they will take certifications from BPO of
ibm, like tech logic, InfoTech, systems ltd, (service companies) (provide mix of a
solution),
Sales n development
Industry experts of telecom oil and gas they engage customer and lead underlying
companies,
Other two groups are digital selling (FB emails,) and cloud based dealing everything
is sold through portal,( search software through portals) these are for not
sophisticated markets ,
Cloud sell can be from 5k to 50K, and partner led deal can be from 50K to 500 K but
regional deal is above one million dollars.
Strategy
Relationship based strategy, sellers want to become trusted sellers if there is an
issues they can consult,
Objectives were set by top down approach a quota was assigned for six months
then evaluated but now ibm follows business analytics based on last year
performance or area , region performance we get automated targets, incentive
structure, sales and development carry accounts (on average 10 accounts in public
sector)
In other divisions there is territory with in software we have products , (in software
we have analytics, coomerce, cloud IOT, security) they carry a product in a quota
but that quota can be filled from the whole territory.
Territory
4 in Pakistan FFS banking insurance (stock exchange) telecom,( NTC SCO in govt
sector) , Govt services (Nadra, PITB, intelligence agencies) ,utilities and Oil and gas
(K electric, ) ,Travel and transport (PIA, railways, Tanata, shaheen ) , Retail (people
are not willing to invest in Pakistan) , Manufacturing (automobiles, textiles until now
IBM Pakistan is not involved
Breakdown is product based and industry based, support teams are region based ,
we have regional offices in Karachi and Lahore
Team selling , IBM has completion with in teams , issues : customers gets confused
what is ibm strategy , snd person intervene he asks customer , he gives shut up call
to one division and resolve the conflict, as no one is willing to reduce their target
quota.
SnD role is only in IBM , not in oracle ,
Snd team does project management, surveys are being conducted for company and
we get rating , IBM is a data driven organization, they will see how resource are
being utilized , continuous evaluation and monitoring,
Sales supervision
Mentorship or guidance or coaching is provided by boss, open door policy, every
one knows his work in a professional manner
Every division has a head (people managers) they report to