IBM: Developed a one-stop-shop proposal tool for faster, client-focused deals, accessible across all devices.
Overview
International Business Machines Corporation (commonly referred to as IBM) is an American multinational technology and consulting corporation. IBM manufactures and markets computer hardware, middleware and software and offers infrastructure, hosting and consulting services in areas ranging from mainframe computers to nanotechnology.
Business Objective
- To design a “one-stop-shop” to produce high quality, quick, and client-focused proposals to win deals across IBM
- The application should be accessible across all devices on web, mobile and tablets, authenticated via IBM’s user registry and asset management systems
- Focus to rollout contracts <$1M value, faster and better to customers so that deals can be closed quicker instead of delays in back and forth
- Move the entire proposal management online so that customers can review, share feedback and sign the deal.
Solution
- Conducted Stakeholder Interviews to capture plausible business cases across 15 business units
- Captured the nuisances of existing system and customer pain points of receiving standard proposals instead of customized ones
- Spearheaded the interface design of the application for handheld mobile devices
- Modularized the approach of creating customer value proposals
- Introduced handy drag and drop WYSIWY editors to create interactive content with images, videos, charts and diagrams
- Integrated with sanitized document library, so that the sales team can refer to templates while creating the proposals and fill up customer specific content
Business Value
A full suite of sales asset generation tool, which digitally transformed the way proposal cycles were handled in IBM.