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My social business development as of 2014/01/18

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My Social Business Development

My Social Business Development

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    My social business development as of 2014/01/18 My social business development as of 2014/01/18 Presentation Transcript

    • Business is People ☺ My Social Business Development (CV) @ with Program & Project Learnings @ 7 C of My Social Business Development Creativity, Competence, Contacts, Communication, Connections, Collaboration and Change Friedel Jonker IBM Software Client Leader Retail & Consumer Products Version 01/2014
    • Friedel Jonker, IBM Software Client Leader, Retail & Consumer Products Career History and Education (Overview) Friedel Jonker, Dipl.-Kaufmann, studierte Betriebswirtschaft an der Universität Münster. Nach seinem Studium war er LOCAL-Direkt Projektleiter bei Infas, Consultant Database Marketing bei Ogilvy &’ Mather Dataconsult, European Manager Marketing Database VISA bei der Citicorp-Citibank AG und CRM & BI Business and Program Director bei der Deutschen Leasing AG einem Unternehmen der S-Finance Group. Seit 2008 arbeitet Friedel Jonker bei der IBM. Zunächst als Managing Consultant CRM & BI, dann als Business Development Manager Analytics & Performance Management als Software Client Leader Travel & Transport, Business Development Manager SugarCRM on IBM und derzeit als Software Client Leader Retail & Consumer Products. Friedel Jonker ist Gewinner des Sales Excellence Awards des Handelsblatts und der Universität St. Gallen. Er ist Mitglied des MIT, des Sales Excecutive Councils, der SAMA Strategic Account Management Association und der Marketing Alumni, Universität Münster 2
    • IBM Software Group, Friedel Jonker, Software Client Leader Retail & Consumer Products (R&CP) Career History and Education 2008- today IBM, SCL Retail & CP, Germany, Business Development Manager IBM & SugarCRM, SCL Travel & Transport, Business Development Manager Analytics & PM, Managing Consultant CRM & BI Selected Programs/Projects 1994- 2008 Deutsche Leasing AG, S-Finance Group, Germany, CRM & BI Business and Program Director ims: German Business Value Concept to improve Sales Force Effectiveness based on eBusiness Assessment, Pain Point Analysis, Definition of Requirements and Portfolio Prioritization. 1990- 1994 Citicorp-Citibank AG, Germany, European Manager Marketing Database VISA Contribution: Lead the German Business Value Concept to improve Sales Force Effectiveness. 1989- 1990 Ogilvy & Mather Dataconsult, Germany, Consultant Database Marketing 1988- 1989 Infas, Germany, LOCAL-Direct Project manager for SRPM with Location Intelligence (LI) 1982- 1988 University of Münster, Master of Business Management in Marketing & Statistics Languages and Profile German, English (fluent). CRM, BI/LI Strategy Leader IBM GBS Germany. Winner of the Sales Excellence Award 2005 from the University of St. Gallen and Handelsblatt. Broad experience in Planning and Implementing value based CRM & BI/LI Strategy, Processes, Architecture and Systems. Member of the MIT, Member of the Sales Executive Councile and member of Marketing Alumni, University of Münster, Germany 3 Daimler: Global Concept and implementation coordination together with the Boston Consulting Group to set up IT/Data Governance and Data Modelling/Re-Engineering of an As/is Landscape with the objective to reduce costs in development and maintenance and increase and secure the Quality of Data as a base for high quality use of CRM, BI/LI for Sales & Risk Performance Management (SRPM). Contribution: Lead the IT/Data Governance and acted as the SME for all IT/Data Governance related issues at the company. Dresdner Bank/Commerzbank: Definition of a Business Driven Traffic Light Test Management Concept to successfully implement an Oracle/Siebel CRM & BI solution. Contribution: Lead the Testmangement and acted as the SME for all CRM & BI related Testmanagement matters. The Testmanagement Concept is now used as a global handbook for Testmanagement.
    • References–Literature and Presentations 1994-2013 Database Marketing (1994-2000) • Neue Informationsqualität für das VISA Kartenmanagement der Citicorp, in: Oracle Finanzwelt, 1994 • Leadership durch Informations- und Lernsysteme, in: Know-how, Schumann Unternehmensberatung AG, April 1996 • Database Marketing bei der Deutschen Leasing AG, in: Jahrbuch 2000, Deutscher Direktmarketing Verband e.V. CRM (2001-2007) • Von Database Marketing zum CRM, in: Computerwoche, 19/2001 • Mit intelligentem Database Marketing und CRM zu überdurchschnittlichem Markterfolg, in: Cognos- Kundenmagazin • Case Study Präsentation C3M-Eagle, marcusevans, FoCus Gipfel CRM, Montreux, 19.-21. Januar 2003 • McKinsey, Handbuch StrategischensManagements, Kapitel 3, Innovation und Wachstum, Wachstum durch innovative Produkte, Gabler 2003 • Erfolgreiches Customer Relationship Management bei der Deutschen Leasing AG, Nordakademie, Elmshorn, e-think-tank, Februar 2003 • Konflikte zwischen Vertrieb und Vertrag lösen, in: Praxismagazin für Marktkommunikation der Sparkassen-Finanzgruppe, 2004, 11. Jahrgang, Nr. 5, S 38 ff • CRM und Sales -2 Seiten einer erfolgreichen Verbindung, im Beratungsbrief von http://www.vertriebs-experts.de , 23.03.2005 • Deutsche Leasing Gruppe: Mit Siebel/Oracle CRM-System das Neugeschäft jährlich um durchschnittlich 12 Prozent gesteigert, in: Oracle Customer Snapshot Juli 2006 • CRM als strategisches Element der wertorientierte Unternehmensführung der Deutschen Leasing AG -7P Programm für erfolgreiche CRM-Programme – Position_Path_Portfolio_Program_People_Progress_Performance, marcusevans, FoCus Gipfel CRM, Montreux, 14.-16. Februar 2007 • Case Study CRM bei der DL, in Kundenmanagement –Grundlagen-Strategien-Beispiele von Manfred Krafft, März 2007 Multichannel Customer Management (2008-2010) • Vom Callcenter zum Intelligent Multichannel Customer Management Center, IBM Callcenter Circle, Hamburg HASPA, Mai 2008 • Business Intelligence und Performance Management in der Finanzverwaltung, IT & Business Messe Stuttgart, October 2009 http://fjonker.wordpress.com/2009/10/12/it-business-cio-des-bundes-bei-ibm-cognos/ , Staatssekretär Dr. Hans Bernhard Beus, CIO des Bundes • Neue Technologien schaffen eine Demokratisierung der Information, Initiative Mittelstand http://www.imittelstand.de/themen/topthema_100288.html , 16.11.2009 Integrated Realtime Corporate Management (2010-2011) • Integrierte Echtzeit Unternehmenssteuerung (IEU), IBM Partner Channel Kick Off Berlin, Januar 2010, Salesforce.com Cloudforce2 Frankfurt, März 2010, Teradata Enterprise Intelligence Summit Berlin, April 2010, IBM Partner University-Frankfurt, April 2010, Bechtle Partner Präsentation Mannheim, Juni 2010, FuM Partner Präsentation Stuttgart, Juli 2010 • Integrated Realtime Corporate Management (IRCM), IBM Europe & Asia IT Architects University Stuttgart, April 2010 • Integrierte Echtzeit Unternehmenssteuerung –IBM Synergy Play, SAP-DSAG Nürnberg, September 2010, IBM ISV Technical Executive Forum Ehningen, Oktober 2010, Institut für BI Stuttgart, Dezember 2010 Social Business, Social CRM and Cloud (2011-2012) • Die Rolle von Analytics für Social Software Business, IBM Social Business JamCamp, Frankfurt, October 2011 • SUGARCRM on IBM Social Business Overview @CeBIT 2012, Hannover, März 2012, IBM Partner Event, Kaprun, März 2012 • Social Collaboration and Social CRM in the Secure Cloud today, bwcon: Dialog @IBM 2012, Ehningen, April 2012 Retail & Consumer Products (2013) • IBM Future of Retail & Consumer Products 2013, Frankfurt, Barcelona, Geneva, March 2013 • IBM and M.I.T. Winning through Smarter Integrative Re7HINKing & Execution, Frankfurt, Barcelona, Geneva, Boston, August 2013 4
    • Selected IBM Learning History 2008-2013 Selected IBM Learning History 2008-2013 From To Learnings 2013/06/17 2013/06/21 M.I.T. Summer Session Generation Business Value from Digitization, Boston 2013/01/28 2013/02/01 IBM Software Group University 2013, Barcelona 2011/02/07 2011/02/08 IBM Analytics & Performance Management Fast Start 2011, London 2010/09/13 2010/09/17 IBM Cognos 10 Business Intelligence One Week Workshop 2010, Frankfurt 2010/05/18 2010/05/21 IBM Information On Demand (IOD) Conference 2010, Rome 2008/09/26 2008/09/26 Germany Information On Demand University 2008, Stuttgart 2008/09/08 2008/09/19 SAP CRM 2007 Reskilling Training, Walldorf 2008/08/22 2008/08/22 LEADing@IBM - elearning for Leader Foundation, Frankfurt 2008/06/04 2008/06/06 SAP Skills Transformation Training Event, Frankfurt 2008/03/14 2008/03/15 Customer Value Mangement Communication and Education IMT Germany, Stuttgart 2008/02/18 2008/02/20 EMEA Customer Focused Enterprise Workshop, London 5
    • Friedel Jonker Dipl.-Kaufmann Software Client Leader Retail & CP IBM Software Group Wilhelm-Fay-Strasse 30-34 D-65936 Frankfurt Phone (+49)-69-6645-1227 Fax (+49)-69-6645-5640 Mobile (+49)-160-9638657 Jonker@de.ibm.com More information from IBM and me. Look at Xing, Linkedin, Youtube, Twitter, Scribd, Slideshare, Lotus Greenhouse and Pinterest. http://pinterest.com/fjonker/ Join my Networks as Philip Kotler (North.West.Uni), Manfred Krafft (WWU Münster), Thomas H. Davenport (Babson College), Peter Weill (MIT), Jeanne W. Ross (MIT), Andrea Back (St. Gallen), Jon Katzenbach (Booz), Genie Z. Laborde (I.D.E.A.), Daniel Pink, Ross Dawson (AHT) Charles Savage (KEE), Soumitra Dutta (INSEAD) Chuck House (Stanford Uni.), Thomas Hutzschenreuter (WHU), Gunter Dueck (IBM), David Croslin, Rawn Shah (IBM), Sandy Carter (IBM) and other leading Thinkers and Practitioners have already done it. Business is People ☺ 6 Selection of Companies on my Networks: 3M, Amadeus, American Express, Ameriprise, Booz & Company, Capgemini, Citigroup, Daimler, Deutsche Bank, Deutsche Telekom, Deloitte & Touchee, EDEKA, Ernst & Young, Henkel, IBM, Kaufland, Kaisers, LIDL, Lufthansa, McKinsey, Nestle, Nokia, OBI, O2, P&C, REWE, Samsung, Sears, Siemens, Swisscard, Tengelmann, Thomas Cook, TUI, Vodafone, Volkswagen and more. ☺
    • Seminararbeit -Strategiepl. im intern. Marketing, 1985 7
    • Diplomarbeit -Kundenbezogene Datenbanken, 1986 8
    • Diplomarbeit -Kundenbezogene Datenbanken, 1986 9
    • C.I.M.P. -Ein Computer Integr. M. Plan., 1987 10
    • Infas-LOCAL -Location Intelligence, 1988 11
    • Ogilvy&Mather Datac. -Direkt-Marketing, 1989 12
    • Citicorp –Neue Informationsqualität, 1994 13
    • Deutsche Leasing -CRM und BI in McKinsey, 2003 Das Deutsche Leasing CRM Programm 14
    • Deutsche Leasing -CRM and BI in 1to1, 2006 15
    • Deutsche Leasing -CRM and BI in Montreux, 2007 16
    • Deutsche Leasing -CRM und BI Programm, 1997-2008 17
    • IBM GBS -Call Center Event, HASPA, 2008 18
    • IBM GBS -Dresdner Bank, Testkonzept KMT, 2008 19
    • IBM GBS -ims Synapse Program, 2008 20
    • IBM GBS -Architecture Daimler, 2008 u. FI, 2009 21
    • IBM GBS -Ricoh, DWH-Rep. Dashboard, 2009 22
    • IBM GBS -DKV Sales Management, 2009 23
    • IBM SWG -Business Development –Webinare, 2009-2011 24
    • IBM SWG -Business Development –Events 2009-2010 Events IT und Business Messe, Stuttgart, Neue Technologien schaffen eine Demokratisierung der Information, Stuttgart 2009, Initiative Mittelstand http://www.imittelstand.de/themen/topthema_100288.html Integrierte Echtzeit Unternehmenssteuerung (IEU), IBM Partner Channel Kick Off Berlin, Januar 2010, Salesforce.com Cloudforce2 Frankfurt, März 2010, Teradata Enterprise Intelligence Summit Berlin, April 2010, IBM Partner University-Frankfurt, April 2010, Bechtle Partner Präsentation Mannheim, Juni 2010, FuM Partner Präsentation Stuttgart, Juli 2010 Integrated Realtime Corporate Management (IRCM), IBM Europe & Asia IT Architects University Stuttgart, April 2010 Integrierte Echtzeit Unternehmenssteuerung –IBM Synergy Play, SAP-DSAG Nürnberg, September 2010, IBM ISV Technical Executive Forum Ehningen, Oktober 2010, Institut für BI Stuttgart, Dezember 2010 25
    • IBM SWG -IBM Synergy Play, 2010 Vision 1987 Look Slide 7 IBM SWG Realität 2010 IBM IBV Studies IBM CFE IBM Customer Insight IBM Client VM IBM Industry Framew. IBM Blueprints IBM Open Pages IBM Content A. IBM Cognos IBM Lotus IBM Unica IBM Infosphere IBM SPSS IBM ILOG IBM Rational IBM ECM IBM DB2, Neteeza IBM Watson 26 Look Slide 25
    • IBM SWG -IBI IBM Synergy Play, 2010 27
    • IBM SWG -Future Growth Enablement, 2010 28
    • IBM SWG -Future Growth Enablement, 2010 29
    • IBM SWG -Social Business Client Segmentation, 2011 Finance Controlling Marketing ng ru tie en gm se rfs da Be CXO Sales Service IT Client Listening (Employees, Google Alerts, RSS-Feeds,..) Social Blogging (Twitter, Wordpress,..) From Social Social Events (Executive Conferences, Area Conf.,..) Networking Social Networking (Xing, LinkedIn, Facebook,..) to Sales En un tsc d B he ea ider rbe er itu fass ng un g From BD Solution Webinar Sales Webinar Innovation Workshop C3 re (BD) Social Webinar (Slideshare, Scribd,..) e er rri ba gs un u tz gN un er nti me eg ss Development C1 ch no log ieb ar rie Business en alt rh Look Slide 5 Ve to C2 un Kun d K de un ne de rfa nb ss ea un rbe g itu ng From Contact to Client Network & From Solutions to Sales as of YYMMDD Experience Strategic Account Management (SAM) In CRM Siebel Workshop C1=Herr..,Interesse für CO Lösung C2=Frau..,Interesse für Sales Lösung C3=Herr..,Interesse für BI Lösung 30 From Sales to Service POC Te Look Slide 26 Projekt Consulting Service Look Slide 13, 28
    • IBM SWG -Strategic Account Management, 2011 Beobachtung_Befragung_Analyse_Selektion_Bewertung_Akquisition_Planung_FollowUp_Realisierung_Ergebniskontrolle Produkte u. Dienstleistungen Markenwertschätzung bei den Zielgruppen des Geschäftsbereichs insbes. bei den SAs Potenziale Leads Valued Leads langfristig nachgefragte, Nutzen und Wert stiftende Produkte und Dienstleistungen ein hoher kaufrelevanter Markenbekanntheitsgrad des Unternehmens, der Geschäftsbereiche und der Produkte und DienstLeistungen potenzielle Kunden und Partner Kunden und Partner mit kurz- bzw. mittelfristigem Bedarf Investitionshinweise, Geschäftsberichte, Plan- AWs, DB2,3 bzw. RAOAROC*, bewertete Kunden und Partner SAM / Marketing SAM / Marketing SAM / Marketing Telemarketing SAM / ZKVB Opportunity Objective Activities Fulfilment Measurement Customer Care CRM- Siebel CRM-Siebel CRM-Siebel Ermittlung der tatsächlichen Geschäftsmöglichkeiten (Volumen / Wahrscheinlichkeit) Einstellung der Geschäftsmöglichkeiten in Planung und Forecast abgestimmte Aktivitäten zur Unterstützung der Realisierung der Geschäftsmöglichkeiten – Vertragsabschluss – Kundenservice – Kundeninformation – Ist- AWEntwicklung – Ist-DB2,3Entwicklung – Ist- RAOAROC* SAM / Vertrieb SAM / Vertrieb SAM u. weitere SAM u. weitere SAM / Cont. *RAOAROC = Risk and Object Adjusted Return on Capital 31
    • IBM SWG TUI & IBM Impulscamp, 2012 More on: http://www-05.ibm.com/de/events/impulscamp2012/praesentationen.html 32
    • TUI -Spotting the road to opportunity with BI and data warehousing The Need: To meet the intense competition of the travel industry, this tour operator sought a way to make faster and more focused decisions. This was made difficult by the company’s aging business intelligence (BI) system, which could not keep up with growing amounts of data found in several areas of operation critical to profitability. The Solution: With a strategic framework in place, the company has designed a BI architecture capable of quickly analyzing massive amounts of consumer and operational data—without increasing IT cost. To support these changes, the new BI solution relies on a new data warehousing environment that seamlessly integrates with the company’s existing data warehousing investments. What Makes it Smarter: The new BI/data warehousing solution helps managers spot opportunities and areas of improvement in near-real time by sifting through all relevant information. As soon as any fluctuation in customer demand is identified, managers can quickly determine the most appropriate response. “We searched for a solution that grows along with business requirements while keeping IT costs flat. Scalable and highperformance functions have been a basic requirement to realize continuous, fast and knowledgebased decisions.” — Matthias Wunderlich, Head of BI TUI Deutschland Solution components: System p5®, System p®: running AIX® Storage: DS5300 Software The new BI infrastructure provides a single core application that combines the power of existing data warehouses, data marts and applications. - Cognos® 8 BI, DB2® for AIX, InfoSphere™ Warehouse The new BI solution drills down into all relevant data for a 360-degree view of consumer preferences and market conditions. - ISSIM - IBM SWG Services for Information Management 33
    • IBM´s Transformation Path to BV with SUGARCRM on IBM –IBM SalesConnect 2013 Zeit/Integrationsgrad integriert isoliert Business Silos 34 Business Modularity
    • MIT CISR Summer Session, 2013 More on: http://pinterest.com/fjonker/boston-harvard-and-mit/ 35
    • IBM SWG –Synergy Play for Intelligent Performance 2014 –Architecture Layout Potentials, New Customers, Customers Partner, Competitors and Employees/User Android ® Personal Mobile Performance Management iPhone® Black Berry® Social CRM-Application Big Data Datawarehouse (with internal and external Data and Informations) Needed internal and external Data/Informations Ap to plic dr at ive io Bu ns_ sin Kn Businesses ow Personal Work Questions & s P led Businesser ge Answers Performance Performance fo _M rm e an dia ce BI, SPM, CPM, HCM*1) –Planing, Business Reporting-, Analytics- and ForecastNew Questions Applications Time-/Costs *1)BI=Business Intelligence SPM=Sales Performance Management CPM=Corporate Performance Management HCM=Human Capital Management 36 Based on: BusinessResults Business Decisions Management Development
    • My Social Networking, 2009-2011/03/02 37
    • My Social Networking, 2009-2014/01/18 38
    • Willkommen zu einem intelligenten Jahrzehnt Vision 1995 39 Realität 2011
    • Willkommen zu einem intelligenten Jahrzehnt Vision 1995 40 Realität 2014
    • Willkommen zu einem intelligenten Jahrzehnt Vision 1995 41 Realität 2014
    • In neue Dimensionen vordringen: Effiziente Verwaltung von Informationen. Tiefe Einblicke durch Analysen. Prognostizieren und bewerten von Chancen und Risiken. Schnellere und bessere Entscheidungen. Das verstehen wir unter New Intelligence. New Intelligence Infrastructures & Applications drives a smarter World To enter new dimensions: Leading not Managing Informations. Plan to achieve your Vison. Get new Insights by predictive Analytics. Forecast Chances and Risks. Achieve higher Corporate Performance by collapsing the time from Information to Business Value. That IBM´s defintion of New Intelligence. 42 Quelle: Welt der Wunder 11/2010 A smarter World drives New Intelligence
    • If you can Do what you THINK and wanted to Do. Thats Your Way ! Business is People ☺ 43
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    • Friedel Jonker Dipl.-Kaufmann Software Client Leader Retail & CP IBM Software Group Wilhelm-Fay-Strasse 30-34 D-65936 Frankfurt Phone (+49)-69-6645-1227 Fax (+49)-69-6645-5640 Mobile (+49)-160-9638657 Jonker@de.ibm.com More information from IBM and me. Look at Xing, Linkedin, Youtube, Twitter, Scribd, Slideshare, Lotus Greenhouse and Pinterest. http://pinterest.com/fjonker/ Join my Networks as Philip Kotler (North.West.Uni), Manfred Krafft (WWU Münster), Thomas H. Davenport (Babson College), Peter Weill (MIT), Jeanne W. Ross (MIT), Andrea Back (St. Gallen), Jon Katzenbach (Booz), Genie Z. Laborde (I.D.E.A.), Daniel Pink, Ross Dawson (AHT) Charles Savage (KEE), Soumitra Dutta (INSEAD) Chuck House (Stanford Uni.), Thomas Hutzschenreuter (WHU), Gunter Dueck (IBM), David Croslin, Rawn Shah (IBM), Sandy Carter (IBM) and other leading Thinkers and Practitioners have already done it. Business is People ☺ 45 Selection of Companies on my Networks: 3M, Amadeus, American Express, Ameriprise, Booz & Company, Capgemini, Citigroup, Daimler, Deutsche Bank, Deutsche Telekom, Deloitte & Touchee, EDEKA, Ernst & Young, Henkel, IBM, Kaufland, Kaisers, LIDL, Lufthansa, McKinsey, Nestle, Nokia, OBI, O2, P&C, REWE, Samsung, Sears, Siemens, Swisscard, Tengelmann, Thomas Cook, TUI, Vodafone, Volkswagen and more. ☺
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