VIEWS: 0 PAGES: 18 POSTED ON: 4/18/2013
Preview Guide as of April 16, 2013 Monday - May 20th A Whole Day Dedicated to You! Business Partner Forum Checklist We’ve never done this before! A full Special Guest Speaker Tiffani Bova, Vice President, Distinguished Analyst, Gartner day Business Partner Forum Reading the Tea Leaves: Building a More Agile Business dedicated solely to you and the Key IBM Leadership Speakers topics you want to hear. Steve Cowley, Vice President, WW Sales, Industry Solutions Be sure to arrive a day early to join Mark Register, Vice President, WW IBM Software Business us for this exciting day on Monday, Partners & Midmarket Sales May 20 – before the main Shaun Jones, Vice President, WW IBM Software Business conference begins. Partners & Midmarket Marketing This day is complimentary - provided Melinda Matthews, Director, WW Industry Solutions Sales, to you at no charge when you Business Partners register for the Smarter Commerce Breakout Session Highlights Global Summit scheduled for May Growing your Business by Understanding Smarter Commerce 21-23. Adjacencies for traditional: The Forum focuses on how to make a • B2B Business Partners market, leverage the Smarter • Commerce Business Partners • Enterprise Market Management Business Partners Commerce initiative, and capture that market with IBM’s portfolio of For newer Business Partners: Smarter Commerce Foundations - Understanding IBM Sales, Marketing and Operational benefits supporting solutions. for increased We start the day at 9:00 a.m., Next Steps and Actions Plans - A Deep Dive for: featuring key IBM leadership • Enterprise Market Management Business Partners presentations, a special guest • Systems Integrators speaker, lunch, and breakout sessions • Value Added Distributors & Resellers throughout the day. • Independent Software Vendors We’ll top the day off with a Business Smarter Commerce Overview for Technical Pre-Sales Partner Networking Reception where BP Café you can network with IBM Talk 1:1 with experts on the latest programs, your PartnerWorld Executives, Channel Sales team, and profile, and many other topics. other Business Partners. Networking Reception This is a day you can’t miss! Great opportunity to network with IBM Executives, Channel Sales team, and other Business Partners. Tuesday - May 21 Smarter Commerce Architectural Assets – Register Now! Technical Pre-sales Roles See slide 11 for details Wednesday - May 22 EMM Competitive Strategies Workshop See slide 11 for details Special Guest Speaker Reading the Tea Leaves: Building a More Agile Business Tiffani Bova, Vice President, Distinguished Analyst, Gartner Sales Strategies & Channel Innovation Tiffani Bova is a Vice President with Gartner Research, where she covers IT sales strategies and channel innovation. Ms. Bova's area of specialization includes the development of comprehensive indirect channel strategies, including program development and optimization, go-to-market sales coverage models, the impact of cloud on the traditional channel, and trends in wholesale IT distribution. The last two years have included new research in the area of cloud services brokerage (CSB) as a new role for the indirect channel to play in its quest to stay relevant with cloud services. This year, she will lead the Gartner special report on the Future of Sales, which will look into future selling scenarios for IT providers. In addition, Ms. Bova conducts significant public speaking at major industry events and publishing in leading industry periodicals on these topics. Her job would not be complete without significant interaction with the channel partners to ensure she understands what they need and expect from their vendor partners to be successful in today's market. Business Partner Forum Agenda Opening General Session – Part 1 of 2 Location: Delta Ballroom 9:00 to 10:30 a.m. Session 3661 Sales Execution: IBM Smarter Commerce Differentiation Steve Cowley, Vice President, WW Sales, Industry Solutions Steve will share his personal insights gained from talking to prospects and clients from around the world about the Smarter Commerce 2013 sales opportunity. He will explain how IBM Smarter Commerce enables customers to uncover and realize new (sometimes hidden) revenue and efficiency opportunities, primarily due to: • Meaningful innovation - allowing clients to explore and extend the boundaries of their business; • Unmatched breadth and depth of our market leading products and services across the commerce cycle (buy, market, sell, service) to meet specific client needs; • Demonstrated success working with our Business Partners across technology, strategy and implementation initiatives. The Shared CIO / CXO Agenda Maria Winans, Vice President, WW Software Industry Solutions Marketing IT decisions aren't limited to the CIO's office anymore. Increasingly, heads of marketing, human resources, or finance are turning to technology to drive "front office" transformation — and rethinking systems, business processes, and ways of working. In fact, some predict CMOs will soon spend more on IT than their CIO counterparts. We’ll discuss the ways we can help leaders across the C-Suite build a shared agenda for IT adoption in partnership with their CIO, paving the way for enterprise transformation. Understanding each customer as an individual – and creating a system of engagement to offer value in all interactions Melinda Matthews, Director, Industry Solutions Business Partners, WW IBM SWG Consistent with the results of our CEO study, CMOs believe market and technology factors are the two most powerful external forces affecting their organizations. And, like CEOs, they feel anxious about the demands created by new business economics. Another consistent finding, four out of five CMOs anticipate a high or very high level of infrastructure complexity over the next five years, but only half feel ready to handle it. Learn how one firm with the help from its IBM Business Partner has begun a journey of transformations in today’s digital age and what you should expect and prepare for. 2013 Channel Announcements, Strategies & Priorities Melinda Matthews, Director, Industry Solutions Business Partners, WW IBM SWG Melinda will conclude the session sharing an update on critical channel strategies, priorities and the many IBM resources and incentive programs available to help you win your fair share of the IBM Smarter Commerce market opportunity. Don’t miss Part 2 of our General Session at 1:30 pm! General Session – Part 2 of 2 Location: Delta Ballroom 1:30 to 2:30 p.m. Session 3662 Investing in Business Partners to Seize the Smarter Commerce Opportunity Mark Register, Vice President, WW IBM Software Business Partners and Midmarket Sales Mark will share the strategic view of our partner ecosystem and how IBM is investing in high value programs to help Business Partners grow revenue and exploit IBM Smarter Commerce opportunities. Learn about the new announcements to enable you to create and expand earning potential. Hear about the latest tools and resources available to help you extend your reach, drive demand and gain a competitive advantage to turn opportunity into profitability. Reading the Tea Leaves: Building a More Agile Business Tiffani Bova, Vice President, Distinguished Analyst, Gartner The IT ecosystem is changing in profound and powerful ways requiring a new approach to designing and delivering solutions in an increasingly user-centric IT world. IT integrators must understand how to connect today's social, mobile, cloud and information solutions to new buying centers. This session will explore the nexus of those unstoppable forces and how solution providers must focus on delivering IT value and positive business outcomes to survive and thrive. Accelerating Your Success Using Marketing in 2013! Shaun Jones, Vice President, WW IBM Software Business Partners & Midmarket Marketing During this part of our session, you’ll discover ways to enhance your ability to deliver value to your clients while increasing your firm’s profitability. Shaun will share his perspective on the year’s priorities and areas of opportunity for growth. He’ll provide insights in how you can be successful in your marketing strategies. Concurrent Breakout Sessions – 1 10:45 a.m. to 12:15 p.m. Growing your Business by Understanding Smarter Commerce Adjacencies - For Traditional B2B Business Partners Speakers: This session is designed for Business Partners familiar with at • Dianne Blankenbaker - least one B2B/MFT product who are interested in understanding Channels Readiness, how to grow the value of their overall offering to customers Product Line Management, through adjacent products. Gain better understanding of the B2B and Commerce B2B and Managed File Transfer portfolio, key product offerings • Patrick Barry - IBM (including new ones), and how to leverage your B2B expertise to Integration Executive, extend your offering further into the portfolio. Worldwide Portfolio Solutions, Industry Location: Tennessee A Solutions Group Session 3651 Opportunity for Business Growth: Expand your value to commerce clients through new capabilities Speakers: As a valued Business Partner you bring commerce expertise that • Richard Douglass – WW clients require for their business. However, as clients aspire to Business Development, achieve the goals of Smarter Commerce, the business processes Smarter Commerce - where clients look for expertise may expand beyond your Distribution and Industrial current capabilities. This session provides a review of the Sector Lead expanding Smarter Commerce portfolio from IBM's Commerce • Peter Wharton - Solutions group and identifies adjacent opportunities for Commerce Product growth, where you can extend your value to the client. By Marketing Team Leader mapping the client path to commerce for both B2C and B2B, attendees will gain valuable insights into how and where to expand their portfolio of client offerings to deliver Smarter Commerce. Location: Tennessee B Session 3652 Growing your Business by Understanding Smarter Commerce Adjacencies - For Traditional EMM Business Partners Speaker: Did you know that IBM has the greatest numbers of successful • Jay Henderson - Global and happy EMM customers? This not only demonstrates the Strategy Program Director, strength of IBM products, but also means that users of IBM Enterprise Market EMM products have a large community of users in their own Management industries to turn to for advice, best practices sharing and collaboration. If you are using and selling Cross Channel Campaign to your customers, you may want to understand the benefits of the integration points our offerings in the EMM portfolio have with each other, as well as with offerings from the commerce portfolio and our data offerings like Big Data. These integration points make it easier for you and your customers to implement and deploy total solutions - from the customer data base to campaign offerings to data analytics to commerce. Location: Presidential A Session 3657 Concurrent Breakout Sessions – 1 cont’d 10:45 a.m. to 12:15 p.m. Smarter Commerce Foundations - Understanding IBM Sales, Marketing and Operational benefits for increased Speakers: collaboration and pipeline. • Kathie Rossitto- Smarter For newer IBM Business Partners, or those seeking a Commerce Channel refresher on the key benefits, programs, and systems of their Development Manager PartnerWorld membership. Our activation and enablement • Amy Schade - Smarter specialists will review sales and operations programs for Commerce Business submitting and receiving leads, guide you in leveraging the Partner Enablement latest marketing resources to drive demand and promote Manager your offerings, and share the latest in classes and training • Anna Brown - Channel workshops to educate your teams on Smarter Commerce. Market Segment Manager - Industry Solutions Location: Presidential B Session 3658 Smarter Commerce Overview for Technical Pre-Sales – Part 1 of 2 Speakers: This session provides technical pre-sales roles with a broad • Tim Francis - IBM overview of IBM's comprehensive Smarter Commerce vision. Distinguished Engineer, B2B Content includes a deep dive on the Smarter Commerce & Commerce Solutions, Reference Architecture, solution positioning with business CTO context, supported by architectural assets. Additionally, an • Noel Singh - Technical overview of IBM's technical enablement roadmap and Solutions Executive, practice building offering will be presented to accelerate Smarter Commerce your business growth. Don’t miss Part 2 at 2:45 p.m. • Christopher Loder - Worldwide Channels Location: Presidential D Technical Sales Executive Session 3659 Concurrent Breakout Sessions – 2 2:45 to 4:45 p.m. Next Steps and Action Plans - A Deep Dive for Enterprise Market Management Business Partners Speaker: For marketing services providers, digital agencies or Customer • Chris Wright - Senior Relationship Management Business Partners interested in Product Strategist, learning about IBM's latest research in the marketing arena. Enterprise Market Following discussion on this detailed research, you will hear Management IBMs plans to address market needs outlined in the study, with an opportunity to ask detailed questions on strategy from our key development executives. Location: Tennessee A Session 3663 Next Steps and Action Plans - A Deep Dive for Independent Speaker: Software Vendors (ISVs) • Rita P. Jackson - Director, Find out where the biggest market opportunities are for ISVs. Worldwide Industry ISV Learn how to take advantage of available marketing, selling, and Business Development and technical resources to support your business growth and Marketing maximize return on your alignment with IBM. Gain marketing insights specific to ISVs, resources available to accelerate your selling, and best practices from a panel of your peers. Location: Presidential B Session 3664 Next Steps and Action Plans - A Deep Dive for VADs and Resellers Speakers: First hour: VADs & Resellers will participate together in a central • Josh Hardy - Sterling breakout: B2B Business Partner money making opportunities Integration Portfolio have never been better, "What's New in B2B“, new resources for Product Marketing Leader marketing, training, support and SaaS offerings. The recently • Amy Schade - Smarter introduced IBM QuickFile product. Market growth projections, Commerce Business where you can find the new resources in PartnerWorld and "5 Partner Enablement Ways to Get More Leads". Manager Location: Presidential A • Christopher Loder - Session 3665 Worldwide Channels Technical Sales Executive Second hour for VADs & Resellers on next page. • Don Davis - Worldwide Channel Sales Executive, B2B Solutions Concurrent Breakout Sessions – 2 cont’d 2:45 to 4:45 p.m. Reseller Speakers: • Josh Hardy - Sterling Next Steps and Action Plans - A Deep Dive for VADs and Resellers Integration Portfolio (cont’d) Product Marketing Leader Second hour: • Amy Schade - Smarter Resellers will discuss action plans for 2H Commerce Business Location: Presidential A Partner Enablement Session 3665 Manager • Christopher Loder - VADs Roundtable: Worldwide Channels • This unique and targeted roundtable session is a must for all Technical Sales Executive IBM VAD Business Partners. It includes a collaborative and • Don Davis - Worldwide action oriented discussion, 2H strategic focus from key IBM Channel Sales Executive, channel leaders, new and planned marketing and support B2B Solutions tools, and critical enablement programs to ensure your competency and success. Network with peers and provide VAD Roundtable Speaker: your personal feedback to the team on how to better work • Irene Wong - WW Channel together and what more you need to jointly grow our Sales Leader, Industry business. Solutions, SWG - VADs & Location: Jackson A ISVs Session 3666 Next Steps and Action Plans - A Deep Dive for Systems Integrators (SIs) Speaker: • John Davidson - WW Sales Explore IBM's new flexible deployments around cloud for Executive - Smarter commerce and marketing applications, including innovative Commerce, IBM Software licensing options. Hear how IBM helps with competitive Group differentiation in this fiercely competitive market. We will combine these topics to help SI Business Partners create programs in a way that offers the best available array of solution options for clients and prospects. Location: Tennessee B Session 3667 Smarter Commerce Overview for Technical Pre-Sales – Part 2 of 2 Speakers: Note: Part 1 Morning Session is a prerequisite. Concepts will build • Tim Francis - IBM upon content presented in Part I. Content includes a deep dive on Distinguished Engineer, the Smarter Commerce Reference Architecture, solution B2B & Commerce positioning with business context, and supported by architectural Solutions, CTO assets. An overview of IBM's technical enablement roadmap and • Noel Singh - Technical practice building offering will be presented to accelerate your Solutions Executive, business growth. Smarter Commerce Location: Presidential D • Christopher Loder - Session 3660 Worldwide Channels Technical Sales Executive Tuesday, May 21 3:00 to 5:30 Smarter Commerce Architectural Assets for use by Technical Pre-Sales Roles Speaker: This session will provide technical pre-sales roles within • Noel Singh, IBM Software IBM Business Partners with an overview of the IBM Group Worldwide Sales, architectural assets for use in Smarter Commerce sales IBM pursuits. While there is no pre-work for attendance, it is a follow on from the “Smarter Commerce Overview for Technical Pre-Sales, Parts 1 and 2”on Monday, May 20. Location: Govenor’s Ballroom D Session 3670 Wednesday, May 22 1:45 to 2:45 IBM Enterprise Market Management (EMM) - Competitive Strategies Workshop Speaker: As marketing technology evolves and markets converge, • David Haucke - Senior IBM and its Business Partners are tasked with Product Strategist, understanding the rapidly changing landscape, its players Enterprise Market and their strengths and weaknesses. Recognizing the Management importance of staying one step ahead, IBM invites its Business Partners to attend this EMM Market Insights roundtable session, where we will review the competitive landscape across digital marketing, cross- channel campaign management, customer experience and the solution sets that make up IBM's Enterprise Marketing Management suite. Subject Matter Experts will engage directly with our Business Partners to discuss winning strategies for competing with SAS, Adobe, Oracle, Teradata and others. Location: Ryman Studio D&E Session 3668 Sponsored by: Ingram Micro Inc., a Fortune 100 company, is the world’s largest technology distributor and a leading technology sales, marketing and logistics company for the IT industry worldwide. Learn more about partnering with Ingram Micro, and how it can benefit your IBM business. Visit us in the Business Partner Café! The Business Partner Café at the Smarter Commerce Global Summit is the perfect place for Business Partners to network with other Business Partners, meet with your IBM team to build future plans, and conduct one-on-one meetings. Gain access to IBM program experts to discuss technical enablement, Business Partner benefits, Expert Tables recent announcements and much more. Get all your questions answered at our Expert Tables, and new for our Nashville Summit, • ISV and Developer our Business Partner Resource Center! Relations: Building a Smarter Planet with IBM Business Partners Business Partner Resource Center • Business Partner Do you have questions? We have answers! Take advantage of the Marketing Planning to Business Partner Resource Center in the café to self-navigate Accelerate Success through a selection of important IBM Business Partner topics. • Smarter Commerce Topics include how to build your skills, understand the incentive Technical and Sales programs, leverage the PartnerWorld business tools, and how to Enablement drive demand with marketing, as well as review any recent • SaaS Offerings and announcements. Visit us to get answers to your questions and Options for Business meet with our experts standing by. Partners • Smarter Analytics Explore the Possibilities! See next slide for more details • Build your skills on these Expert Tables. • Understand incentive programs • Leverage PartnerWorld business tools • Drive demand with marketing • Recent announcements BP Café Hours Tuesday: 10:00 a.m. - 8:00 p.m. Wednesday: 10:00 a.m. – 7:00 p.m. Thursday: 10:00 a.m. – 3:00 p.m. BP Café Expert Tables ISV and Developer Relations: Building a • Certifications and Mastery Exams Smarter Planet with IBM Business Partners • Mastery Training Classes Stop by the ISV and Developer Relations Expert • Classroom and Virtual Training • On Demand Training Assets table to learn more about our offerings to help you deliver greater client value within the • You Pass, We Pay Program industries you serve. Learn how to maintain your • No Charge Technical Enablement professional edge and stay ahead of technical • Education Roadmaps trends; solve problems quickly; form meaningful SaaS Offerings and Options for Business connections among peers; and amplify your leadership voice to increase your sphere of Partners influence. SaaS is the fastest growing segment in the market for cloud. Discuss which offerings and programs make sense for your move to the Business Partner Marketing Planning to cloud with IBM. Accelerate Success Maximize IBM’s resources to help you build your Consult with SaaS experts on your current and 2013 opportunity pipeline! We will review your future Business Plans for SaaS, and how to best marketing plan or help you get started. You will leverage IBM’s Industry Solutions Portfolio and learn how to navigate to the latest tools and Partner Programs to thrive in this rapidly access IBM marketing programs, campaigns and growing market. resources to reach your goals. You don't want to miss the opportunity to learn about the new • IBM hosted SaaS Industry Solutions IBM Software One portfolio elements, co- • Business Partner hosted SaaS Industry marketing funded activities, Ready to Execute Solutions campaigns, social media, and more. Come with your suggestions and we’ll help make 2013 a Smarter Analytics success! Organizations achieve competitive differentiation and market leadership when Smarter Commerce Technical and Sales analytics are applied to transform business Enablement processes. Find out how adding business analytics solutions to your portfolio can lead to Maximize your revenue by utilizing the latest in more business opportunities and more revenue training assets and resources. Learn how to for you. build your skills across the Smarter Commerce portfolio by utilizing training roadmaps, sales kits, attending face to face training sessions and accessing on demand training materials and course ware. Learn about our: Executive 1:1 Meeting Center Your fast path to closing deals! Take action now to schedule meetings with over 70 IBM executives, including Craig Hayman. If you are registered for Smarter Commerce Global Summit 2013 – Nashville, ask your Channel Rep to set up a meeting. In order to successfully request a meeting: All meeting attendees must be registered for All meetings will be scheduled for 45 minutes. Smarter Commerce Global Summit Nashville. Requested meetings will be scheduled as soon All meeting requests must state preferences as possible. for day, time, and executive in order to be Cancellations must be submitted ASAP. There approved. Be sure to provide your Channel Rep will be tremendous competition for these with your arrival and departure schedule. meetings so you should let your Channel Rep Information on your request form will be sent know if you are no longer available or to the executive scheduled to meet with you interested. to allow for preparation. You can also provide After the meeting invitation has been your own preparation package and attach it to approved and confirmed, your Channel Rep the meeting request form. will extend the meeting invitation to you. Ensure the form is completely filled out. It will Submit your request early to ensure your be used to prepare the executive with whom executive is available! you will be meeting - the better the Executive meeting requests will close on preparation, the more prepared your executive Wednesday, May 15, 2013. will be. The Executive Meeting Center location: Gaylord Opryland Hotel & Convention Center Tennessee Ballroom C-E Level 2 Convention Center Link to Professional Certification Information Certification Testing Link to Master Certification Information Certification Testing – Fee Schedule Certification Testing – Fee Schedule cont’d The Venue Gaylord Opryland Resort & Convention Center 2800 Opryland Drive Nashville, Tennessee 37214 USA Enjoy spectacular atrium views, modern amenities and world-class service at Gaylord Opryland. Discover sumptuous dining options at premier on-site restaurants and indulge in world- class spa treatments and fitness activities at our famed Relâche Spa. You’ll find all the charm of Music City in one place at Gaylord Opryland. Experience country music history at the Grand Ole Opry and perfect your golf game at Gaylord Springs - our 18-hole Scottish links-style golf course. Minutes from Nashville International Airport and next door to the Grand Ole Opry, Gaylord Opryland gives you a top Music City location offering Nashville's best entertainment, dining and shopping… all under one roof.
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