TIBCO Software is a global leader in the realm of information technology and services, harnessing real-time data to support intelligent business decision-making. The company employs an estimated 3700 individuals and specializes in a multitude of technological processes, including enterprise software, information technology, eai, soa, bpm, cep, bi, esb, cloud, analytics, integration, data management, data virtualization, and streaming analytics.
Founded by Vivek Ranadivé in 1997, TIBCO—originally an acronym for The Information Bus Company—was developed as a subsidiary of Reuters Holdings. The concept was born out of Ranadivé's previous company, Teknekron Software Systems, which built the building blocks of what would become TIBCO's signature real-time information bus software. Reuters would go on to purchase Teknekron for $125 million, with TIBCO eventually emerging as a prime contributor to the development of push technology in partnership with Microsoft.
True to its roots, TIBCO remains firmly dedicated to its goal of unlocking the potential of real-time data, focusing on providing its customers with the tools they need to connect, unify, and predict business outcomes using complex data systems. Over the years, TIBCO has shown proven capabilities in boosting operational efficiency. For example, during a recent three-year span, they managed to increase the velocity of changes by about 30% per month while simultaneously decreasing customer-impacting security and regulatory incidents by that same figure. Their EBX software has proven a crucial tool in driving business improvement, as demonstrated by its role in helping Panera Bread increase revenue by offering menu flexibility.
Aside from fueling business growth with its data-driven solutions, TIBCO maintains an unwavering commitment to bettering the world. Their #TIBCO4Good initiative symbolizes their promise to leverage their software, training capacities, expertise, and strategic guidance to enhance partner organizations and communities. Cloud Software Group, Inc. abides by the EU Standard Contractual Clauses, reflecting their compliance with international standards and commitment to maintaining quality in their services.
Essentially, TIBCO Software is a tech powerhouse, armed with comprehensive IT solutions and a commitment to utilizing data for good, making it an aid to both enterprise growth and global development.
TIBCO shows apparent pain points in:
Clearly establish which products or services from your portfolio can best help TIBCO address their pain points
Articulate a compelling, unique, and explicit proposition that can convince TIBCO of the value your product/service can deliver in solving their specific pain points
Draw up a plan on the initial outreach, through either email, a phone call, or a social media message. Personalization is key: make it clear you've thoroughly studied TIBCO's business and can offer specific solutions to their pain points.
Develop a follow-up communication plan to stay in touch with TIBCO after the initial outreach. The goal is to provide additional value and keep the conversation going until they are ready for a sales call/meeting.
Prepare a tailored sales pitch focusing on TIBCO's specific pain points that demonstrate your understanding of their business and how your product/service can solve their challenges.
Plan to provide a demonstrative exploration of your product/service, showing the exact functioning of how TIBCO can gain value from it.
Anticipate potential objections TIBCO might have and prepare responses to negate them seamlessly
Finally, with all this preparation, compel them to make a purchase. Make the deal irresistible and facilitate an easy buying process
Ensure a smooth transition to the usage of your product/service with comprehensive onboarding support
Forge a long-term relationship with TIBCO, ensuring they derive maximum value from your product/service, and potentially upselling or cross-selling in the future
This strategic sales plan outlines a comprehensive method, starting from initial research and understanding of TIBCO's business, planning the prospecting strategy, carrying out targeted outreach, prepping for sales pitch, overcoming objections, closing deal, onboarding and relationship management. The focus is consistently on TIBCO’s specific pain points and offering tailored solutions to address those.