Welcome to the TIBCO GTM - Sales Headquarters

2024 TIBCO priorities will focus on introducing the Platform vision and speeding effective sales execution using a primary selling motion at the mid-term or renewal event while mitigating customer risk and fostering customer lifetime value.

The sales journey starts with the preparation outlined in the process overview below. Lead discussions by introducing new possibilities; understand your customer's short and long-term motivations based on past, current, and anticipated future-state needs; leverage a compelling event/renewal to inspire action and partner with customers to realize their fastest path to value.

The Seller's Journey: Approaches to Building Trust | Customer Value | Mutually Beneficial Relationships

In a disruptive climate, customers seek technology to create marketplace differentiation and resilient processes to innovate, collaborate and grow. CSG's value proposition is based on listening to customers (not just at the renewal event) and helping them buy into a compelling value proposition where technology can increase customer value and reduce friction.

Questions to ask:

● People -    How do you build a culture that enables and empowers employees to perform at their best to build the best products and services in the marketplace? ● Process -  How do you drive operational efficiencies without hindering productivity?                     How do you continuously develop and improve - while remaining mindful of the customer's ever-evolving needs?                     How do you manage technical debt and stay ahead of the changing technologies?                     Are you able to use similar solutions better than other industries?                     What about the competition within the same industry? ● Market -   How will your business model look in 12 months? What about in 5 or 10 years?                     Will you be a market leader or a niche participant?                     Will your customer still care about the same things from last year, last month, or even yesterday?

Step 1: Create a CSG Account Plan or a TIBCO/ibi Account Plan .The CSG Account Plan generates demand with specific objectives, goals, actions, and measurements, inclusive of white space analysis. The demand profile provides the customers’ software consumption model, organic growth, and future state needs. Both documents require research on your customer's investments with TIBCO by reviewing historical spending, entitlements, contracts, and renewals and aggregating them into the inventory template.  

Customer Inventory:

Platform Sales Play - Primary Selling Motion

The TIBCO Platform is a real-time composable data platform, ultimately creating greater business and technical value for our customers.

Click here to view the Platform Sales Play

Expand the Core & Upsell

Theme: Connected Enterprise: Connect apps, data, and devices seamlessly across the enterprise to scale the digital ecosystem, break down organizational silos, deliver engaging experiences to users, and expand value into new markets.

Introduce New Use Cases & Cross-Sell

Theme: Data Integration Tools and its processes underneath it (consolidated, single source of truth, quality data) allows huge gains for businesses, increasing revenue and market share alongside traditional goals like decreasing data errors and saving time by making data accessible.

Theme (from Gartner):Decision Intelligence (DI) is a practical discipline used to improve decision-making by explicitly understanding and engineering the decision-making process and how outcomes are evaluated, managed, and improved using feedback. Depending on the context, a wide range of techniques can be used in DI, ranging from conventional analytics to AI and complex adaptive system applications.

TIBCO Platform Value Discovery & Calculator

TIBCO Platform Demo Vignettes

Bill-of-Materials

• Industry Slides (Healthcare, Insurance, MFG, Pharma MFG)
• Perspectives: TIBCO Digital Transformation Perspective; TIBCO RAM Perspective; TIBCO Pharma Perspective; TIBCO Connect Perspective; TIBCO DV Perspective; TIBCO ADF Perspective
• Executives Firsts: Rapid TCI Exec First; Rapid TIBCO EBX Exec First; Rapid TDV Exec First; TIBCO Messaging Exec First; TIBCO Spotfire Exec First; TIBCO DX Exec First
• Decks: TIBCO Customer Optimization - Customer Value Proposition, The Value of Subscription Conversion with TIBCO
• Datasheet: TIBCO Customer Optimization
• TIBCO & MSFT eBook: A New Path to the Cloud: Modern Integration Options…
• Click here to view Legacy Industry and Commercial Sales Plays
• Battlecards:
• TIBCO vs Mulesoft
• TIBCO vs Confluent
• TIBCO vs Solace

Subject Matter Experts:

• Jason Henley

Core Contacts:

• Susan Collins
• Sunila Chelluri

Quick Links