IBM Innovation and Collaboration Programme - May 2016

1. © 2013 IBM Corporation
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2. © 2013 IBM Corporation
Agenda
 Set Context
 Programme 1 – Sales Collaboration
–Why?
–How?
–Lessons Learnt
 Programme 2 – Client Value Innovation
–Why?
–How?
–Lessons Learnt
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3. © 2013 IBM Corporation
Programme 1: Sales Collaboration - Objectives
1. Make sure SPACE used effectively – drive people into collaboration spaces
2. Ensure project is SUSTAINABLE – prevent disengagement vs typical scenario
3. Aim to have QUICK WINS – need demonstrable value up-front

4. © 2013 IBM Corporation
1. Conduct a CULTURAL ASSESSMENT – what attributes do Insides Sales current
workforce WANT to be associated with? What are the triggers and levers that will
drive up employee engagement and consequently collaboration and innovation?
2. What PATTERNS are observable – are there any pervasive behavioural patterns
that have come through from programme engagement so far?
• Stronger desire for employee engagement than business initiatives
• People feel isolated and working in silos – hunger to engage more
• People have ideas but lack knowledge of how to implement
• Tendency towards owner and not Client-led innovation
• Need for Business Planning skills – ‘naivety’ on implementation
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Sales Collaboration : Temperature Gauge

5. © 2013 IBM Corporation
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Sales Collaboration - Framework
324
attendees
114
ideas
54
owners
5
programmes
27
wave 1
projects
46
Wave 2
projects
Programme Total
Business INNOVATION programme 5
CLIENT Collaboration 7
Engaging our TALENT 6
SOCIAL and CULTURAL programme 6
WELL-BEING Programme 7
Grand Total 31

6. © 2013 IBM Corporation
6
Sales Collaboration – Generation and Progression

7. © 2013 IBM Corporation
7
Sales Collaboration – Generation and Progression

8. © 2013 IBM Corporation
Idea
Owner
Status
Business Challenge HotSpots
Sarah Grasse
Wave 2
Business Challenge Workshops Frank Farrelly
Wave 1
Client Centric Worldview
Adrian Fingleton Wave 1
Client Collaboration Scorecard Sophie Darré
Wave 1
Yann Lecourt
Wave 1
Client Engagement Process
Walter Carroll Wave 1
Client team collaboration sessions Louise Noone
Wave 1
DND Desk Signs
Sarah Grasse
Wave 2
F2F
Claus Frydendahl Wave 1
Sector Neighbourhoods
Marianne Russell Wave 1
Pushing Digital Client Content Nicolas Verdier Wave 1
Rep Page Linking
Imelda Fallon
Wave 1
Large Account Teams
Imelda Fallon
Wave 1
Idea
Owner
Status
Car Pool
Claus Frydendahl Wave 2
Chill out + meditation room
Daniele Bolletta Wave 1
Chill Zone
Freda O'Sullivan Wave 1
Defined Zones
Walter Carroll Wave 1
Desktop Environment
Felix Liljedahl Withdraw
Empty Room
Ciaran Ashe
Withdraw
Exercise Room
Freda O'Sullivan Wave 1
Gym
Jean-Paul Kirschstein Withdraw
Living Walls
Xavier Liebaert Withdraw
More Green Plants
Daniele Bolletta Withdraw
Neighbourhood Landmarks
Ciaran Ashe
Withdraw
Networked Videogaming
Daniele Bolletta Wave 2
Office Ergononmics & Stretching Aleksandra Kaminska Wave 1
Open Games Area
Peter Nolan
Wave 2
Reception Set-Up
Lisa Carlsson
Wave 2
Rotate Seating
Susanne Lippert Wave 2
Team Fridges
Susanne Lippert Wave 2
Idea
Owner
Status
Cashless Payment
Sarah Grasse
Wave 2
IP Telephony
Felix Liljedahl
Withdraw
Notes Collaboration
Peter Nolan
Wave 2
Technology Scavenger Hunt
Dave Lawrence
Wave 1
Video Wall
Lisa Carlsson
Wave 2
SMART Telephony
John Rice
Wave 2
Idea
Owner
Status
BBC (Business Book Club) Adrian Fingleton Wave 1
Bluepages Map
Peter Nolan Wave 2
Business Speed Dating Susanne Lippert Wave 1
Collaboration Friendly Org Chart Peter Nolan Wave 2
Cross-Team Collaboration Sasi Sriram Wave 1
Embedded SCDE Teams
Walter Carroll Wave 2
Expert Cloud
Adrian Fingleton Wave 1
Go To List of Experts
Valerie Byrne Wave 1
Home Room
Peter Nolan Wave 2
Honours Area
Amanda Egan Wave 2
Monthly Brand Huddles Aleksandra Kaminska Wave 2
New Hire mentoring programme Louise Noone Wave 1
New Hire Team Days
Hanna McMahon Wave 1
People Finder
Laura Caporusso Wave 1
Public Speaking Classes Barry Lane Wave 1
Seating Assigned by Brand not IMT Gerard Clancy Wave 1
Share Upcoming Projects Valerie Byrne Wave 1
SmarterWorkforce
Garrett Ryan Withdraw
Speaker's Corner
Peter Backstrom Wave 1
Visual Sales Figures & Noises Amanda Egan Wave 2
THINK Friday Education Collaboration Corner
Maria Nordwind Wave 1
Green Days Time Management Alma Uviedo Wave 2
Idea
Owner
Status
After Work Clubs
Mark McDonagh Withdraw
Bootcamp
Kristina Glasnovic Wave 1
Collaboration
Anthony Connaughton Withdraw
Company-wide events Louise Noone Withdraw
Culture Resource Room Laura Caporusso Wave 2
Culture Room
Mark McDonagh Withdraw
Electronic Suggestion Box Walter Carroll Wave 2
Festival of Centre Culture Laura Caporusso Wave 1
Get To Know You Coffees Valerie Byrne Wave 1
Good environment to talk Claus Frydendahl Wave 2
Hobbies Database
Walter Carroll Wave 1
Hobby Room
Mark McDonagh Withdraw
Language Classes
Barry Lane Withdraw
Mentor Space
Peter Nolan Wave 2
Music Room
Mark McDonagh Withdraw
Networked Videogaming Mark McDonagh Withdraw
Persona Groups
Marco Cavicchia Withdraw
Physical Labour
Elizabeth Kelly Withdraw
Positive Culture Programme Sasi Sriram Wave 2
Public Social Media Forum Ciaran Ashe Wave 1
Remote Working Facility Susanne Lippert Wave 2
Save money
Claus Frydendahl Wave 2
Small group
Claus Frydendahl Wave 2
Sports Club
Mark McDonagh Withdraw
Stretching / Workout / Meditation Daniele Bolletta Wave 1
t3d2 (till the traffic dies down) Adrian Fingleton Wave 2
Town Square
Peter Nolan Wave 2
Viral Video
Ann Graham Withdraw
Volunteering Showcasing Adrian Fingleton Wave 2
Win-Win
Claus Frydendahl Withdraw
Social Media Car Pooling Claus Frydendahl Withdraw
Health & Fitness
Jonas Hammar Wave 1
Employee Room
Del Tillyer Wave 1
New Employee Rewards system Imelda Fallon Wave 2
Senior Manager Floor Walking Imelda Fallon Wave 2
Innovation Jam
Felix Liljedahl Wave 1
Family Fun Day
Giueseppe Aurelia Wave 2
Sports League
Giueseppe Aurelia Wave 2
Travel Buddy
Marco Cavicchia Wave 1

9. © 2013 IBM Corporation
Sales Collaboration - Lessons Learnt
1. ATTRITION – we’ve had 80% of ideas continue through to final stages of
implementation and only 20% drop-out. Value in driving a SUSTAINABLE
programme to give people skills in ‘business idea’ development.
2. SILOS – people simply not knowing each other, where the experience lies or
how to get an idea off the ground acts as a barrier to creating innovation
within the workplace.
3. SKILLS – even if ideas don’t progress through to the end, intention is that
participants have gained valuable business development skills that they can
use in Client engagements, business and project planning and career
management.
4. INNOVATION PROGRAMME – experience so far suggests an INNOVATION
approach will ensure that there’s a continual pipeline of new ideas coming
into the business across all 5 pillars – it shouldn’t be a one-off activity.
5. QUICK WINS – fastest RoI in September will be around Expert Cloud (who has
skills), connecting people (GRID Central), Client Engagement (connecting Reps
across accounts, sectors and within IMT Teams) and

10. © 2013 IBM Corporation
1. Create incubation blueprints that will result in client-value (via CAMMS)
2. Present as cross-unit piece of collaborative work within IBM Ireland
Programme 2: Client Value Innovation - Objectives

11. © 2013 IBM Corporation
11
Oct
Sep showcase
idea generation
workshops
WHY?
• Why do it….what’s the ‘So What’?
WHAT?
• What are you offering?
• Fact-based Value Proposition
HOW?
• Walk it through top to tail
• Anticipate and address objections
RESULT?
• What does success look like?
B
C
F
F
reviews
showcase
Programme Framework & Timeframe
103 48
2
A
kick-off
weekly clinics
D
1
3
2
7-Oct
10-Sep 17-Sep 23-Sep 14-Oct
30-Sep
4-Sep 21-Oct 28-Oct
4
implementation
value proposition
market research
customer validation
resources
G
H
The INCUBATORS – get your idea off the ground
deadline - 17 Oct
E

12. © 2013 IBM Corporation
• user-centric design thinking framework –
workshop and clinics supported by Mentors
• End-objective to present 1 pager business plan
that has been validated against NEED
WHY?
• Why do it….what’s the ‘So What’?
WHAT?
• What are you offering?
• Fact-based Value Proposition
HOW?
• Walk it through top to tail
• Anticipate and address objections
RESULT?
• What does success look like?
Sales Collaboration – Generation and Progression

13. © 2013 IBM Corporation
Oct
Sep showcase
workshops
WHY?
WHAT?
HOW?
RESULT?
C
F
F
3
2
7-Oct
23-Sep 14-Oct
30-Sep 21-Oct
4
value proposition
market research
customer validation
resources
1
Clinic # 1 – 8 Oct
• What’s your idea NAME...
• Identify your PROBLEM....WHY statement
• WHO has this problem...identify customer types
Clinic # 2 – 14 Oct
• WHO did you talk to...
• WHAT has your feedback told you?
• WHAT exactly are you proposing?
• HOW should your proposed solution look?
Submission – 17 Oct
• WHAT specific Client set and problem?
• WHAT’s your value proposition?
• HOW will it work?
• WHAT results do you target to have?
Sales Collaboration – Generation and Progression
value proposition
1
3
2 market research
customer validation
4 resources

14. © 2013 IBM Corporation
Why?
How?

15. © 2013 IBM Corporation
Programme in #s
Count of # Proj RAG
Project Idea Owner Lead Mentor G A R
Badger – Smart Networking Marco Bassi Nicola Mennuni 1
Battery Sage Liam Harpur Hugh Crean 1
Business Cloud Lorenzo Boccaccia Brian O'Gorman 1
Cloud Physics Michael Maher Paul French 1
Customer Satisfaction Survey Peter Colvin Trevor Forbes 1
Customer Shopping App Gareth Burke Jon Czernel 1
Device Management Solution Dominic O'Toole Paul French 1
Energyscope Paul-Emmanuel Bidaut Brian O'Gorman 1
GPS Enabled Notes Calendar Peter Colvin Daniel Blom 1
IBM CoCo Gareth Burke Trevor Forbes 1
In Quarter Revenue Reporting Shane Roche Barry Magee 1
Intelligent APARs Sarah O'Reilly Brian O'Gorman 1
JUDI Des Duggan John Power 1
Making PEPPOL social Ger Clancy Jakobus Prinsloo 1
MindYak Peter Hanily Lloyd Courtney 1
My Health Map Sonya Purcell Patrick Fagan 1
PBCs Tracker Luca Landi Marco Cavicchia 1
Reverse Auction Danyal Aydin Lloyd Courtney 1
SaaS Lite Programme Christopher Verdelli-Mason John Carolan 1
SMARTER Planet Recycling Silvia Demontis Gaia Dal Ferro 1
Smarter Social Spending John Delaney Patrick Fagan 1
Social Network Migrator Danyal Aydin Fred Raguillat 1
SQO Bid Tool Peter Tutty Gaia Dal Ferro 1
The All-Thing Lloyd Courtney Fred Raguillat 1
Unite to Get It Done Zoryana Tischenko Johan Sloos 1
Worklight Deficiency App Anthony Cunningham Mark Gargan 1
Cross-Seller James McIntyre Barry Magee 1
PaperFree Fabio Pagura Daniel Blom 1
Network Based Community Subscription Lakshmi Nallamothu Fred Raguillat 1
Sub-Let Storage Ben Dawkins Jakobus Prinsloo 1
Integrated Real Time Support Eoin Jordan John Power 1
User Centred Adaptive Transports Marzia Mura Jon Czernel 1
Itch out of the Switch Caroline Shannon Lloyd Courtney 1
Wildfire Monitor Colm Holligan Mark Gargan 1
Skypefest Kenneth Berry Nicola Mennuni 1
Onboarding Wizard Eamonn O'Brien TBA 1
Meeting Planner Eamonn O'Brien TBA 1
Grand Total 11 11 15
37
ideas
12
submissions
5
finalists
2
“winners”
140
collaborators
• 27% of participants put
forward ideas
• Approx 50%
participation in clinics
• 32% of ideas became
formal submissions
• Approx 60% of ideas
underwent some level of
ideation ‘development’

16. © 2013 IBM Corporation
Lessons Learnt – SUMMARY
what WORKED
Attrition @
60%
Workshops &
Clinics
X-division
Participation
Marketing &
Promotion
what DIDN’T QUITE WORK
Showcase
Format
SWG
participation
Team
Formation
Social & Peer-
help
Mentors
future CONSIDERATIONS to IMPROVE
Time Cycle
Education
Dimension?
External
Collaboration
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Lessons Learnt – SUMMARY
1 2 3 4
5 6 7 8 9
A D
C
B

17. © 2013 IBM Corporation
Lessons Learnt – what WORKED
1. ATTRITION – 64% attrition rate shows the power of a hands on programme
where participants are encouraged to validate their idea and sell their
business case. The alternative would have been 38 raw un-validated ideas in a
box that then needed to be understood and processed
2. WORKSHOPS : Really challenge people to focus on the problem and validating
the solution for that problem. Could be useful to all in our day jobs when
pitching ideas to product managers. Excellent feedback from participants -
they would do it again
3. PARTICIPATION ACROSS DIVISIONS: This was the best initiative I have seen in
terms of participation across divisions and the most commitment I have seen
from GBS. We should build on that
4. MARKETING and PROMOTION - Repeatable structure in place, albeit we may
want to tweak it. I hope we raised awareness on innovation but our
perspective may be swayed by being participants in the process

18. © 2013 IBM Corporation
1. SHOWCASE FORMAT - While fun and encourages participation publicly, judges
do not get a full appreciation of the idea in the 5 min pitch compared to the
view we got during programme. Also questionable about ‘latent’ value sitting
in non-finalists that may be missed due to ‘winner takes all’ model.
2. SWG PARTICIPATION - Not enough submissions from SWG dev community :
mainly Sales, GBS and test orgs
3. COLLABORATION - teams did not form as we hoped. This may have been
because people did not want to share any glory or it could be because mentors
and feedback from business contacts meant no help was needed
4. SOCIAL - Community and forums to provide self-help did not contribute much.
In an ideal world, we should be able to use these to deliver many aspects of
the programme - reality is that a hands on programme is needed.
5. MENTORS: While some worked well, not sure we chose mentors correctly.
Perhaps more product managers or business leads are required.
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Lessons Learnt – what DIDN’T QUITE WORK

19. © 2013 IBM Corporation
 TIME - time needed by organisers which must be managed with their day jobs.
Can we have someone assigned to spend a percentage of their time on this?
 CYCLE - Having a start and stop encourages submissions. We discussed an
ongoing innovation cycle but some kind of deadlines may be needed if
encouraging participation from everyone
 DESIGN THINKING EDUCATION - Perhaps the focus of some future program is
not just on soliciting ideas but also providing education in the form of workshops
 EXTERNAL COLLABORATION – we should start to think about a more structured
way to bring clients into programme to provide value-add to clients, bring dev
and sales teams closer and strengthen validation and discovery processes.
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Lessons Learnt – future CONSIDERATIONS to IMPROVE