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BDD302 - Transforming into a Social Business Partner

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BDD302 - Transforming into a Social Business Partner

  1. 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. 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.
  3. 3. Agenda <ul><li>Introductions
  4. 4. The Notes Domino Heritage, Skillset, Successes
  5. 5. Shift from IT to Employee Directed Technology
  6. 6. Social Media, Social Business, Social Everywhere, Social Social!
  7. 7. Crossing the Bridge – IBM Social Entitlements Overview
  8. 8. Customer Transformations
  9. 9. Market Opportunity – Evolve into a #IBMSocialBiz Discussion!
  10. 10. It's Evolution – Engage with IBM for Success
  11. 11. Q & A </li></ul>
  12. 12. Carlos Casas, CEO The RockTeam & Lotus Education Online (LEOnline.Net) <ul><li>About Me </li><ul><li>2011-12 IBM Champion. Started my Lotus career with R4 of Notes in 1997. Worked for Manufacturing, Banking, Non-profit Organizations, and IBM Business Partners. </li></ul><li>Speaker </li><ul><li>Lotusphere 2009-12, IamLUG 2010-11, MWLUG 2011, LTAP 2010
  13. 13. Delaware Social Media Network
  14. 14. Delaware Economic Development Office </li></ul><li>Contact Me </li><ul><li>Blog: http://lotusrocks.tumblr.com | Linkedin.com/in/ccasas |Twitter.com/ccasas
  15. 15. www.rockteam.com | www.leonline.net | about.me/carloscasas </li></ul></ul>
  16. 16. <ul><li>Incorporated 1980 (Celebrating 31 Years in Technology & Education) </li><ul><li>IBM Premier Business Partner </li></ul><li>IBM ECIS Award Winner for Best Collaborative Learning Solution </li><ul><li>Lotus Education Online (LEOnline.Net) – Instructor-Led Online Training (ILO) </li></ul><li>IBM Collaboration Software Expertise </li><ul><li>Notes Domino, Sametime, Quickr, IBM Forms, and Connections
  17. 17. Websphere Portal, Web Content Manager 7, WCL 2.7 </li></ul><li>Course Developers & Redbook team members for: </li><ul><li>Social Software Adoption for Business Productivity
  18. 18. Web Content Manager
  19. 19. Lotus Learning Management Systems 2.5 / WCL 2.7
  20. 20. Lotus Forms Integration
  21. 21. IBM Lotus Notes Domino 8.x Helpdesk Fundamentals </li></ul><li>SVP Authorized for Lotus, Social Software & UCC, Information Mgmt, Websphere Portal, WAS, Tivoli
  22. 22. IBM STG Partner for System X/Blade Center </li></ul>
  23. 23. Agenda <ul><li>Introductions
  24. 24. The Notes Domino Heritage, Skillset, Successes
  25. 25. Shift from IT to Employee Directed Technology
  26. 26. Social Media, Social Business, Social Everywhere, Social Social!
  27. 27. Crossing the Bridge – IBM Social Entitlements Overview
  28. 28. Market Opportunity – Evolve into a #IBMSocialBiz Discussion!
  29. 29. Customer Transformations
  30. 30. It's Evolution – Engage with IBM for Success
  31. 31. Q & A </li></ul>
  32. 32. Messaging & Collab Partners account for nearly 50% of overall software revenue for ICS
  33. 33. IBM Lotus is a tangible selling asset - competitive, strong ROI, proven heritage and tradition of collaborative technology
  34. 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 .
  35. 35. <ul>Social Business ROI – Measurable & Intangible “Rather than try to calculate a technology ROI, you need to look at the return on collaboration and the value of knowledge access and skill sharing. If a streamlined collaboration process enables employees to work more efficiently or more productively, there is value that should be measurable. Similarly, if social media enables the organization to more efficiently find and tap the knowledge and skills of its workers and share that widely and more quickly, again there should be something that can be measured and given a value” Source: http://bigfatfinanceblog.com/2011/11/23/measuring-the-business-roi-for-social-networks/ </ul>
  36. 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. 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. 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.
  39. 39. Agenda <ul><li>Introductions
  40. 40. The Notes Domino Heritage, Skillset, Successes
  41. 41. Shift from IT to Employee Directed Technology
  42. 42. Social Media, Social Business, Social Everywhere, Social Social!
  43. 43. Crossing the Bridge – IBM Social Entitlements Overview
  44. 44. Market Opportunity – Evolve into a #IBMSocialBiz Discussion!
  45. 45. Customer Transformations
  46. 46. It's Evolution – Engage with IBM for Success
  47. 47. Q & A </li></ul>
  48. 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. 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. 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. 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. 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
  53. 53. Agenda <ul><li>Introductions
  54. 54. The Notes Domino Heritage, Skillset, Successes
  55. 55. Shift from IT to Employee Directed Technology
  56. 56. Social Media, Social Business, Social Everywhere, Social Social!
  57. 57. Crossing the Bridge – IBM Social Entitlements Overview
  58. 58. Market Opportunity – Evolve into a #IBMSocialBiz Discussion!
  59. 59. Customer Transformations
  60. 60. It's Evolution – Engage with IBM for Success
  61. 61. Q & A </li></ul>
  62. 62. Social Business Evolution Mainframes -> PC PC -> Internet Internet -> Social “ It's Evolution Baby!” Pearl Jam, “Do the Evolution”
  63. 63. Are Facebook, Twitter, LinkedIn, etc. SOCIAL BUSINESS??? No.
  64. 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. 65. Key Questions: Where does email fit in this social transformation? Can it help us become more engaged, more transparent and more nimble?
  66. 66. Engagement requires more than just an inbox. Engaged
  67. 67. Agenda <ul><li>Introductions
  68. 68. The Notes Domino Heritage, Skillset, Successes
  69. 69. Shift from IT to Employee Directed Technology
  70. 70. Social Media, Social Business, Social Everywhere, Social Social!
  71. 71. Crossing the Bridge – IBM Social Entitlements Overview
  72. 72. Market Opportunity – Evolve into a #IBMSocialBiz Discussion!
  73. 73. Customer Transformations
  74. 74. It's Evolution – Engage with IBM for Success
  75. 75. Q & A </li></ul>
  76. 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. 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. 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. 79. Transparent...
  80. 80. How was that information shared?
  81. 81. Profiles Status Updates (a.k.a. “micro blogging”) Update yours and View others in your network
  82. 82. Nimble Leveraging these networks to speed up business, gain real-time insight and make quicker and better decisions
  83. 83. Business cards help you know more than a name
  84. 84. Profile Search
  85. 85. Profiles results
  86. 86. Easy access to Connections Files Simply double click to edit...
  87. 87. Or drag and drop to share a link to a file via email
  88. 88. Drag and drop to upload and share new content
  89. 89. Workplace cultural assimilation is a two-way street Digital Natives <ul>“ New ways to work” </ul>Digital Immigrants “ I live in my inbox”
  90. 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. 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
  92. 92. Sametime & UCC enables Community <ul><li>Moving from the Inbox to Instant Meetings (Real-Time Collaboration!) </li></ul>
  93. 93. Social Business in the Cloud - LotusLive <ul><li>The All Encompassing Trip </li><ul><li>Complete set of Community Building Tools (As A Service) </li></ul></ul>
  94. 94. Community in the Cloud – LotusLive (cont'd)
  95. 95. Social Business Services Opportunity Today <ul><li>Upgrade to Notes Domino 8.5.3 and bundle Connections Files & Profiles </li><ul><li>Jumpstart to Social Business </li></ul><li>Upgrade to Sametime Standard or Advanced from free Entitlement </li><ul><li>Allow customers to engage in real-time collaboration
  96. 96. Take advantage of the Social Everywhere sales play!! </li></ul><li>IBM LotusLive – Social Business in the Cloud </li><ul><li>Compelling for organizations of all sizes
  97. 97. Messaging & Collaboration infrastructure dependency lessens
  98. 98. Full set of capabilities – the All Encompassing Trip
  99. 99. Services opportunities in migration, training, usability </li></ul></ul>
  100. 100. Agenda <ul><li>Introductions
  101. 101. The Notes Domino Heritage, Skillset, Successes
  102. 102. Shift from IT to Employee Directed Technology
  103. 103. Social Media, Social Business, Social Everywhere, Social Social!
  104. 104. Crossing the Bridge – IBM Social Entitlements Overview
  105. 105. Market Opportunity – Evolve into a #IBMSocialBiz Discussion!
  106. 106. Customer Transformations
  107. 107. It's Evolution – Engage with IBM for Success
  108. 108. Q & A </li></ul>
  109. 109. Customer Example: Health & Wellness Social-focused Customer Service Internal/External Digital Conversations Engaged Brand Management Social Business. Social Wellness
  110. 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. 111. Government New Social Value Proposition Socializing Business Continuity “ I Want That”
  112. 112. Agenda <ul><li>Introductions
  113. 113. The Notes Domino Heritage, Skillset, Successes
  114. 114. Shift from IT to Employee Directed Technology
  115. 115. Social Media, Social Business, Social Everywhere, Social Social!
  116. 116. Crossing the Bridge – IBM Social Entitlements Overview
  117. 117. Customer Transformations
  118. 118. Market Opportunity – Evolve into a #IBMSocialBiz Discussion!
  119. 119. It's Evolution – Engage with IBM for Success
  120. 120. Q & A </li></ul>
  121. 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. 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. 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. 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
  125. 125. How are we going to close “Social Business” deals in 2012? <ul><li>The Notes Domino Base is now thinking about Social Business </li><ul><li>Example : Domino Customer over 15 years, 600 WW seats, now expanding into social </li><ul><li>Entitlements are leading to services opportunities </li></ul><li>Example : Domino Customer (SMB) since R4, have moved into Social Business in the Cloud </li><ul><li>Win Revenue in LotusLive and services to migrate from on-prem to Cloud </li></ul><li>Example : International eLearning Organization creating Social Learning via Connections </li><ul><li>Win Revenue in IBM Connections based on Partner knowledge and expertise in Social Business and Social Learning </li></ul></ul></ul>
  126. 126. Agenda <ul><li>Introductions
  127. 127. The Notes Domino Heritage, Skillset, Successes
  128. 128. Shift from IT to Employee Directed Technology
  129. 129. Social Media, Social Business, Social Everywhere, Social Social!
  130. 130. Crossing the Bridge – IBM Social Entitlements Overview
  131. 131. Customer Transformations
  132. 132. Market Opportunity – Evolve into a #IBMSocialBiz Discussion!
  133. 133. It's Evolution – Engage with IBM for Success
  134. 134. Q & A </li></ul>
  135. 135. Get engaged with IBM <ul><li>Join the Sametime, Bleedyellow, LotusLive Sametime Communities
  136. 136. Engage in daily OI discussions with IBMers
  137. 137. Make sure your IBM channel and direct reps are on your sales teams (assigned) in GPP! </li></ul>
  138. 138. 31175 Go-To-Market – IBM & RockTeam Growth thru partnering, sharing, & engaging via Greenhouse, LotusLive, & Sametime
  139. 139. Numbers Don't Lie... Partnering has it's advantages... <ul><ul><li>125% Growth in ICS Software Sales
  140. 140. 40.5% Growth in Professional Services (Consulting)
  141. 141. 40.4% Growth in Lotus Online Training (ILO) </li></ul></ul>2011 Growth!
  142. 142. Call to Action! <ul><li>Social Software & UCC SVP Authorization </li><ul><li>00M-196 Social Software and Unified Communications Sales Mastery Test v1
  143. 143. LOT-917 Administering IBM Connections 3.0 </li></ul><li>REGISTER your deals! </li><ul><li>In order to get on the radar, you have to turn the radar ON
  144. 144. SVI/VAP (need I say more?) </li></ul><li>Engage your Channel Team for sales assistance! </li><ul><li>They will make cold and follow-up calls if they are on your sales team!
  145. 145. Understand the quarterly sales plays! </li></ul></ul>
  146. 146. It's Evolution Baby - ENGAGE Source: http://26.media.tumblr.com/tumblr_lknfugIpCF1qed3awo1_400.gif
  147. 147. Thanks! Questions?
  148. 148. IBM’s statements regarding its plans, directions, and intent are subject to change or withdrawal without notice at IBM’s sole discretion. Information regarding potential future products is intended to outline our general product direction and it should not be relied on in making a purchasing decision. The information mentioned regarding potential future products is not a commitment, promise, or legal obligation to deliver any material, code or functionality. Information about potential future products may not be incorporated into any contract. The development, release, and timing of any future features or functionality described for our products remains at our sole discretion.
  149. 149. Legal disclaimer © IBM Corporation 2012. All Rights Reserved. The information contained in this publication is provided for informational purposes only. While efforts were made to verify the completeness and accuracy of the information contained in this publication, it is provided AS IS without warranty of any kind, express or implied. In addition, this information is based on IBM’s current product plans and strategy, which are subject to change by IBM without notice. IBM shall not be responsible for any damages arising out of the use of, or otherwise related to, this publication or any other materials. Nothing contained in this publication is intended to, nor shall have the effect of, creating any warranties or representations from IBM or its suppliers or licensors, or altering the terms and conditions of the applicable license agreement governing the use of IBM software. References in this presentation to IBM products, programs, or services do not imply that they will be available in all countries in which IBM operates. Product release dates and/or capabilities referenced in this presentation may change at any time at IBM’s sole discretion based on market opportunities or other factors, and are not intended to be a commitment to future product or feature availability in any way. Nothing contained in these materials is intended to, nor shall have the effect of, stating or implying that any activities undertaken by you will result in any specific sales, revenue growth or other results. If the text contains performance statistics or references to benchmarks, insert the following language; otherwise delete: Performance is based on measurements and projections using standard IBM benchmarks in a controlled environment. 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