STS An Overview

Sales Transaction Support - India COE

Harigopal NJ Dasa

Sales Transaction Support India South Asia

2015 IBM Corporation

STS CoE Offerings

Contract Registration Support

Former STH / Deal Hub

Opportunity

IS

GBS

Brands
Support
ed by
STS CoE

E2E & Pricing

Bid and Proposal
Support

Sys
SW&
S

Sys Hw

Contract
Contract Registration /
Order Entry

Bid Management
Eligibility Criteria docs
MAF, POA & certificates
Price Bid Process
Deal Registration Process
Engage SME for cross brand
Create Proposal Shell
Integrate SOW & pricing
Process Price Bid
Process Credit approvals
Close all approvals
Final Proposal submission
Point Support
Graphics, Proposal Writers
& ICAP from PCoC

Contract Management
Validation, Registration
Order Management
validate, load, track

2016

Client Value

Opportuniti
es
Supported

Contract
Registered
IS & GBS

4522

811

Sales Transaction Support India South Asia

100%
Complianc
e & Audit
rated Sat

2015 IBM Corporation

Opportunity to Order Process

Design the
Solution

Manage the Opportunity

Customer & Opportunity
Record
Receive , Assign & Manage
Request
Bid Team Assignment
Customer Requirements
Read RFP , Understand Req
Evaluate T & C
Organize Kickoff
Creation of Acct ID
Pre-Bid Consulting

BTT
Denied Party List
Boards Approvals
Export Regulations
Credit Assessment
C & E Approval

Conduct Contract Baseline Review

Obtain PO from Customer
Track & Store all Evidences Close
Solution Design
Transfer Design to Service Delivery
Complete Signing Recognition
Procedure

Develop Solution Strategy

Validate Proposal Plan
Identify Potential reusable asset
Search existing account
Develop Technical Solution
( Collate SOW)
Delivery Resource Availability
Engage Procurement
Approval for Non-IBM Products
Technical Delivery Assessment
Integrated Techn. Review

Organize Proposal Reviews

Proposal Baseline Assessment
Approval
Obtain Business Unit Approval
Obtain Board Release
Proposal

Obtain Pricing Inputs

Calculate Preliminary Price
Compare Customer Price
Submit SBR
Obtain Approved Pricing
Obtain multi-brand price cable

Terms &

Develop
Proposal/
Contract

Business Unit
Approval

Solution Design
Transition

Price the
Solution

Update Proposal Development Plan

Collect Proposal Content
Prepare Proposal Draft
Organize Proposal Reviews
Package Proposal for Delivery
Deliver Approved Proposal to OO
Store Proposal/ Contract Package

Conditions

Confirm Terms &

Conditions
Determine Existing Base
Agreement
Obtain IBM Approved T &
C
C & N Support on deviation

Bid Management Process

Page 3

Sales Transaction Support India South Asia

2015 IBM Corporation

What STS can do ?

STS
STS COE
COE Focus
Focus

Propos
al
Creatio
n

Client
Referenc
es &
Case
studies

Innovati
ve
Delivera
bles

E2E
Oppty
Sales Cycle
Support

SWG
order
fulfillm
ent

Pricing
Support
for direct
& Indirect

Sales Transaction Support India South Asia

Pricing
Support

Contract
Validation &
Registration

2015 IBM Corporation

Reach Us via Engage Support

EngageSupport
Web and Mobile channel for requesting STS support
https://w305.ibm.com/isc/sts/engage/support/#/
GTS
Cloud

Naveen A Serao

+91 9980922000
navserao@in.ibm.com

Systems

GBS
Ankit
Mehrotra

Cognitive

STS CoE ISA Executive

Harigopal NJ
Dasa

+91 9818379770
ankit.mehrotra@in.ibm.com

+91 99400-29343
harigopal.dasa@in.ibm.com

You can also download the Mobile Application from IBM App catalog
Sales Transaction Support India South Asia

2015 IBM Corporation

Some of our Agile Projects

Project Ferrari

GBS Compendium

Objective: Simplify and improve the CFTS turn around time and provide
signature seller experience.
Implement more stringent control checks/validation
Benefits :
Overall reduction in registration time from 8 to 1.1 days
Reduction in handoffs and number of Step backs
Reduction in violations due to stricter control and checks
Plan to implement this in other IMTs based on the positive results of the
project. Business Impact : Early revenue recognition due to 4 days reduction in
overall CFTS Cycle

Sales Transaction Support India South Asia

GBS Approval Compendium - A Ready Reference for GBS Sellers , Bid

Management Team and associated teams to quickly identify the required
approvals for GBS/Cross Brand deals below TCV<USD 10 Million. It has
various sections which would enlighten : what process is to be followed
(based on TCV split), who has to be invited for which review, from where
can he get the latest templates, which are the important tools that are used
in general (including their access links), all the process/ leadership
announcements etc.
This connection site ensures that individuals have a one stop shop to get
hold of all latest artifacts and processes and thus ensures that time will be
saved & a standard set of process will be followed all across.

2015 IBM Corporation

Know about STS CoE

Renee Ure
VP, Global Execution,
Sales Transaction Support
Manu Sharma
STS ISA Executive
Sales Transaction
Support

Naveen A Serao

Tower Leader IS, Systems Unit

& BP Programs

Bid Support
Specialist IS,
Systems Unit Hw,
Sw and Service
(HC 21)

Harigopal NJ Dasa
Leader , STS India
CoE

Ankit Mehrotra
Tower Leader
- GBS

Bhargava Puligal
Operations
Manager

Bid Support
Specialist - GBS
(HC 5)

Bid Managers GBS (HC 6)

Sales Transaction Support India South Asia

Jeevan Gaikwad
Communication
Specialist

Sagar Ks Kunavarapu
Manager Grace Team
Team HC- 16

Mahesh Punjabi
Leader SC&T CoE Leader
Team HC- 17

Priyanka Chabra
Project Manager

2015 IBM Corporation

Sales
Transaction
Support
gives you
more control
and
greater efficiency
in
managing your
opportunities

Sales Transaction Support India South Asia

2015 IBM Corporation