Slide deck from BDD302 - Transforming into a Social Business Partner

1. BDD 302 Transforming into a Social Business Partner for Messaging & Collaboration Partners Carlos Casas | CEO | RockTeam & Lotus Education Online Dennis Shafto | WW BUE Sametime | IBM Corporation

2. Session Summary This session focuses on the evolution and transformation from a classic IBM Notes Domino business partner into a partner that creates a new focus in IBM Social Business. Presenters will discuss the elements of a classic Notes Domino partner and bridge those successes into a new social business opportunity. They will provide a few case studies on how Social Business has created new opportunities to drive revenue and compliment the IBM Notes Domino revenue stream with the social entitlements. Finally, they will cover key best practices in leveraging your IBM Channel and Direct sales teams to drive opportunity and win revenue.

4. The Notes Domino Heritage, Skillset, Successes

5. Shift from IT to Employee Directed Technology

6. Social Media, Social Business, Social Everywhere, Social Social!

7. Crossing the Bridge – IBM Social Entitlements Overview

8. Customer Transformations

9. Market Opportunity – Evolve into a #IBMSocialBiz Discussion!

10. It's Evolution – Engage with IBM for Success

11. Q & A

13. Delaware Social Media Network

15. www.rockteam.com | www.leonline.net | about.me/carloscasas

18. Web Content Manager

19. Lotus Learning Management Systems 2.5 / WCL 2.7

20. Lotus Forms Integration

22. IBM STG Partner for System X/Blade Center

24. The Notes Domino Heritage, Skillset, Successes

25. Shift from IT to Employee Directed Technology

26. Social Media, Social Business, Social Everywhere, Social Social!

27. Crossing the Bridge – IBM Social Entitlements Overview

28. Market Opportunity – Evolve into a #IBMSocialBiz Discussion!

29. Customer Transformations

30. It's Evolution – Engage with IBM for Success

31. Q & A

32. Messaging & Collab Partners account for nearly 50% of overall software revenue for ICS

33. IBM Lotus is a tangible selling asset - competitive, strong ROI, proven heritage and tradition of collaborative technology

34. At it's core, Messaging & Collaboration Partners have successfully sold on the fact that IBM Lotus Notes & Domino represents a complete set of tools to effectively collaborate in an organization and DO BUSINESS .

36. Notes & Domino remains the core of our Expertise as Social Sellers Sametime Instant messaging E-mail, calendar, contacts Documents, presentations, spreadsheets Connections Profiles Connections Files Feeds, My Widgets, Live Text Collaborative and business applications

37. ...the fastest-growing segment of the collaborative applications market is the emerging social platforms category. The social platforms market achieved $370 million in 2009 and will reach nearly $2 billion by 2014, representing a compound annual growth rate (CAGR) of 38.2% over the forecast period. Source: Becoming a Social Business: The IBM Story - ftp://ps.boulder.ibm.com/ftp/demos/226706-IDC-Whitepaper-Becoming-a-Social-Business-IBM-Story.pdf

38. Why shift to Social Business? (We're happy with core Notes Domino Opportunity!) IBM continues to evolve the Notes & Domino Platform however the market has spoken.

40. The Notes Domino Heritage, Skillset, Successes

41. Shift from IT to Employee Directed Technology

42. Social Media, Social Business, Social Everywhere, Social Social!

43. Crossing the Bridge – IBM Social Entitlements Overview

44. Market Opportunity – Evolve into a #IBMSocialBiz Discussion!

45. Customer Transformations

46. It's Evolution – Engage with IBM for Success

47. Q & A

48. Social Media, it turns out, isn’t about aggregating audiences so you can yell at them about the junk you want to sell. Social Media, in fact, is a basic human need, revealed digitally online. We want to be connected, to make a difference, to matter … we want to belong...” Seth Godin, sethgodin.typepad.com http://www.famousbloggers.net/66-awesome-social-media-quotes.html

49. The Consumerization of IT You can blame the iPhone, Salesforce.com, and Facebook, but the truth is that business itself has driven the shift to employee-directed tech Source: http://www.infoworld.com/t/consumerization-it/the-real-force-behind-the-consumerization-it-177617

50. Anyone under the age of 50 sees PCs and other tech as normal and familiar – the IT Mystique (and priesthood) is dead. Source: http://www.infoworld.com/t/consumerization-it/the-real-force-behind-the-consumerization-it-177617

51. And the job itself most likely won't be based in an IT department, but embedded in another business function such as sales, marketing, manufacturing, or supply chain, with the employee working alongside tech-savvy business colleagues. Source: Computer World – IT's winning (and losing Job Titles - http://bit.ly/shV5Tw

52. Unlike the traditional IT environment, which consisted of a portfolio or inventory of discrete applications and technologies tended by in-house technical specialists, the emerging environment is a tightly-woven fabric of on-premises and off-premises services offered to an increasingly mobile workforce and customer base on an ever-widening range of consumer devices, like smartphones and iPads. Source: Computer World – IT's winning (and losing Job Titles) - http://bit.ly/shV5Tw

54. The Notes Domino Heritage, Skillset, Successes

55. Shift from IT to Employee Directed Technology

56. Social Media, Social Business, Social Everywhere, Social Social!

57. Crossing the Bridge – IBM Social Entitlements Overview

58. Market Opportunity – Evolve into a #IBMSocialBiz Discussion!

59. Customer Transformations

60. It's Evolution – Engage with IBM for Success

61. Q & A

62. Social Business Evolution Mainframes -> PC PC -> Internet Internet -> Social “ It's Evolution Baby!” Pearl Jam, “Do the Evolution”

63. Are Facebook, Twitter, LinkedIn, etc. SOCIAL BUSINESS??? No.

64. Social business leverages social media concepts internally to enable an organization to be come nimble, transparent, and engaged. - Sandy Carter, IBM VP Social Evangelism

65. Key Questions: Where does email fit in this social transformation? Can it help us become more engaged, more transparent and more nimble?

66. Engagement requires more than just an inbox. Engaged

68. The Notes Domino Heritage, Skillset, Successes

69. Shift from IT to Employee Directed Technology

70. Social Media, Social Business, Social Everywhere, Social Social!

71. Crossing the Bridge – IBM Social Entitlements Overview

72. Market Opportunity – Evolve into a #IBMSocialBiz Discussion!

73. Customer Transformations

74. It's Evolution – Engage with IBM for Success

75. Q & A

76. Social Mail Starts NOW . Effective October 4, 2011 – concurrent with the availability of Notes and Domino 8.5.3 – we are are providing a new software entitlement to Connections Files and Connections Profiles to each Notes/Domino user on active software subscription.

77. Notes Domino is now a component of the IBM Social Brand. Meaning, we can now lead into opportunity with a Social Business objective.

78. A New Opportunity now available to start the Social Business Journey Lead in with Notes Domino and extend the conversation beyond email. Files Post, share, and discover documents, presentations, images, and more Profiles Find the people you need Micro-blogging Reach out for help your social network

79. Transparent...

80. How was that information shared?

81. Profiles Status Updates (a.k.a. “micro blogging”) Update yours and View others in your network

82. Nimble Leveraging these networks to speed up business, gain real-time insight and make quicker and better decisions

83. Business cards help you know more than a name

84. Profile Search

85. Profiles results

86. Easy access to Connections Files Simply double click to edit...

87. Or drag and drop to share a link to a file via email

88. Drag and drop to upload and share new content

90. We Live in a Real-Time Culture. Dissemination of news via social media, social sharing, location-based apps, shopping, the list goes on.

91. IBM Sametime & UCC “ Our idea is to let knowledge workers have all-round connectivity,” said IBM Country Manager for Lotus (IBM Software Group) Karthik Padmanabhan. http://www.deccanherald.com/content/211760/ibm-unveils-apps.html

94. Community in the Cloud – LotusLive (cont'd)

97. Messaging & Collaboration infrastructure dependency lessens

98. Full set of capabilities – the All Encompassing Trip

99. Services opportunities in migration, training, usability

101. The Notes Domino Heritage, Skillset, Successes

102. Shift from IT to Employee Directed Technology

103. Social Media, Social Business, Social Everywhere, Social Social!

104. Crossing the Bridge – IBM Social Entitlements Overview

105. Market Opportunity – Evolve into a #IBMSocialBiz Discussion!

106. Customer Transformations

107. It's Evolution – Engage with IBM for Success

108. Q & A

109. Customer Example: Health & Wellness Social-focused Customer Service Internal/External Digital Conversations Engaged Brand Management Social Business. Social Wellness

110. Customer Example: Flowline Components Getting back to “doing business” Moving to Web 2.0 SaaS Gains of 40-60% in productivity Social Business in the Cloud

111. Government New Social Value Proposition Socializing Business Continuity “ I Want That”

113. The Notes Domino Heritage, Skillset, Successes

114. Shift from IT to Employee Directed Technology

115. Social Media, Social Business, Social Everywhere, Social Social!

116. Crossing the Bridge – IBM Social Entitlements Overview

117. Customer Transformations

118. Market Opportunity – Evolve into a #IBMSocialBiz Discussion!

119. It's Evolution – Engage with IBM for Success

120. Q & A

121. Over the next three years, the market for worldwide social platforms is expected to triple from $630 million in 2011 to $1.86 billion by 2014, according to market research firm IDC(1) Source: http://www-03.ibm.com/press/us/en/pressrelease/33515.wss

122. One year ago, International Data Corporation (IDC) predicted that the IT industry's next dominant platform, built on mobile computing, cloud services, social networking, and big data analytics technologies, would begin its transition into the mainstream. Today, spending on these technologies is growing at about 18% per year and is expected to account for at least 80% of IT spending growth between now and 2020. With future market revenues at stake, IDC predicts that 2012 will be marked by some of the first high-stakes battles as companies seek to position themselves for leadership in these critical and fast-growing technology areas. Source: http://www.idc.com/getdoc.jsp?containerId=prUS23177411

123. On a smarter planet, people are transforming the way they interact... and this transformation is impacting the way business is being done 95% of standout organizations will focus more on “getting closer to the customer” over the next 5 years. – IBM CEO Study 2010 Standout organizations are 57% more likely to allow their people to use social and collaborative tools. – IBM CHRO Study 2010 Why Social Business matters... Social Business address these new challenges – delivering business value .

124. The world is changing, and becoming more… the social data analytics opportunity will grow to 1 Zettabyte by 2011 3i_instru_ko_0109.png Instrumented smartphone shipments will outpace PCs by 2012 3i_interc_ko_0109.png Interconnected social networking accounts for 22% of all online time 3i_intelli_ko_0109.png Intelligent

127. The Notes Domino Heritage, Skillset, Successes

128. Shift from IT to Employee Directed Technology

129. Social Media, Social Business, Social Everywhere, Social Social!

130. Crossing the Bridge – IBM Social Entitlements Overview

131. Customer Transformations

132. Market Opportunity – Evolve into a #IBMSocialBiz Discussion!

133. It's Evolution – Engage with IBM for Success

134. Q & A

136. Engage in daily OI discussions with IBMers

137. Make sure your IBM channel and direct reps are on your sales teams (assigned) in GPP!

138. 31175 Go-To-Market – IBM & RockTeam Growth thru partnering, sharing, & engaging via Greenhouse, LotusLive, & Sametime

140. 40.5% Growth in Professional Services (Consulting)

141. 40.4% Growth in Lotus Online Training (ILO) 2011 Growth!

145. Understand the quarterly sales plays!

146. It's Evolution Baby - ENGAGE Source: http://26.media.tumblr.com/tumblr_lknfugIpCF1qed3awo1_400.gif

147. Thanks! Questions?

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