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No v e mb e r , 2 0 0 1Sign atu re Sel lin g Met h odSign atu re Sel lin g Met h od(SSM )(SSM ) Fu nda men tals Fu nda men talsEsta blis hed as IBM39。 s Si gna tureN o te : T h i s p re s en ta ti on co n t a i n s spe a k e r n o te s .A gen daA gen daPart 1: W hy SSM ?Part 1: W hy SSM ?Part 2: W hat is SSM Re al ly ?Part 2: W hat is SSM Re al ly ?Part 3: SS M a nd the Sign at ur e Sal es Part 3: SS M a nd the Sign at ur e Sal es Lea dership Lea dership Part 4:Part 4: What39。s avail a ble to h elp me What39。s avail a ble to h elp me lear n a nd impl eme nt it? lear n a nd impl eme nt it? T he wo rl d is ch a n g in g a ro u n d u s . . .T he wo rl d is ch a n g in g a ro u n d u s . . .O ur C us t ome rsO ur C us t ome rsTh e b uyer p r o cess is c hang ing w ith li ne of busi ne ss ex ecu tiv e s playi ng an incre as ing r o le .Cus to me r s n o w e xpe ct more f r o m us and faste r than e v e r bef o r e.O ur C omp et i t orsO ur C omp et i t orsOur co m p etit o r s are r e o r ient ing the ms e lv es to g o af ter the e bus i ne ss ma r ket space .O ur I n du st ryO ur I n du st ryT he e bu si ne s s ex plo si o n is cha ngin g the s hap e o f bu s iness and info rm at io n tec h no lo g y.What will ou r sign at u r e be ?What will ou r sign at u r e be ?IIBMA m e r ica sYour B usine ss Uni tSign at ur e Se llin g M e t ho dP e r sona lSyst e m sE ME ASoftwa r eFin a ncingInd ustrie sAsia P a cificS e r v e rsBusin e ssP a rtn e r sSe rv icesT e chn ologyO u r ch a ll e n g es a r e n o s e cr et . . .O u r ch a ll e n g es a r e n o s e cr et . . .W e d o n 39。 t a lw a y s f o c u s o n t h e b e s t s o l u t i o n f o r t h e c us t o m e rT e a m I B M ? 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