Business is People ☺IBM Social Business DevelopmentOur Answers of 3 CXOs QuestionsFriedel JonkerIBM Software Client Leader...
CXOs 3 Fragen/QuestionsWas ist möglich ?/ What is possible ?Was bringt es ?/ What is the business value ?Wie ist es machba...
CXOs 3 Fragen/QuestionsWas ist möglich ?/ What is possible ? 3
As the world’s largest business softwarecompany, IBM is helping organizationsof all sizes tackle their most importantbusin...
IBM solutions are built on a core setof software capabilitiesTurning Information into Insights   Business Analytics       ...
CXOs citing creativity as a top leadership quality provided new     insights into leading in the new economic environment ...
Global Leaders highlighted the need to improve their use ofrealtime information to enhance decision making                ...
Harvard and Tom Davenport -Competing on Analytics“In Zeiten in denen Unternehmen in den meisten Industrienüber ähnliche Pr...
IBM Synergy Play Platform -Extending BI for Enterprise 2.0                                Connecting People and           ...
10IBM SWG –IBM Synergy Play 2011 –Business Value Chain                                                                    ...
Enable product and service innovationIntegrating best of breed functionality enriches the capabilities and simplifies depl...
Turn information into insightsIntegrating best of breed functionality enriches the capabilities and simplifies deployment ...
Drive Business Integration and OptimizationIntegrating best of breed functionality enriches the capabilities and simplifie...
Manage risk, security, and complianceIntegrating best of breed functionality enriches the capabilities and simplifies depl...
IBM SWG –IBM Synergy Play 2011 –Architecture Layout 2011                  Potentiale, Interessenten, Kunden, Partner, Wett...
IBM SWG –IBM Synergy Play 2011 –Architecture Layer 2011                   Better Results by Business Analytics and PM     ...
IBM Synergy Play -Industry Reference Architecture with IBM SWG Product Overlays           Channels                        ...
Finance and Integrated Risk Management (FIRM): Sample DasboardsRisk Metrics Summary       Credit Risk Dashboard   Real Tim...
IBM Rational Architecture Management Solutions                               Enterprise                                IT ...
IBM Infosphere –Information Supply Chain         Business        Subject Matter         Architects            Data        ...
IBM Cognos 10 –Integrated Business & SocialIntelligence Solution with Unified Workspace 1. Part                           ...
IBM Cognos 10 –Integrated Business & SocialIntelligence Solution with Unified Workspace 2. PartDrag-and-drop content      ...
IBM Lotus-Cognos Social Collaboration       IBM Cognos 10 BI                                       Lotus Connections      ...
IBM Content Analytics       Dokumente                                             Facetten                                ...
IBM SPSS Predictive Analytics                                                       Realtime Recommenda-                  ...
26IBM Smarter Commerce Solution   Manage Marketing across Multiple Interaction Channels     – Cross-channel marketing stra...
CXOs 3 Fragen/QuestionsWas bringt es ?/ What is the business value ? 27
28
29
MIT BMW Business Value from StrategicArchitecture Management  30
McKinsey –Web 2.0 finds ist payday  31
CXOs 3 Fragen/QuestionsWie ist es machbar ?/ How can we do it ? 32
Strategy Architecture Integration Path to Business Value                                                      Zeit/Integra...
IBM BAO Services methodologyPHADE (Process-Application-Data-Insight-Embed)   34
Delta=Veränderung=ChangeWas ist möglich ?/ What is possible ?Was bringt es ?/ What is the business value ?Wie ist es machb...
Leading Capabilities…          “...Blend the Cognos portfolio with IBMs       data integration, data quality, data warehou...
IBM Cognos a Leader in the Forrester Wave™: Enterprise BI Platforms                                                       ...
IBM Unica –Leader in CRM Mulitchannel Campaign Management   38
IBM Coremetrics –Leader in Web Analytics    39
40
In neue Dimensionen vordringen: Effiziente Verwaltung vonInformationen. Tiefe Einblicke durch Analysen. Prognostizieren un...
Quelle: Welt der Wunder 11/2010The new formula of success for THE NEW PIONEERS of theintelligent enterprise in the GLOBAL ...
If you can Do what you             THINK       and wanted to Do.       Thats Your Way !     Business is People ☺43
44
Contact Details Friedel Jonker                    Wilhelm-Fay-Strasse 30-34 Dipl.-Kaufmann                    D-65936 Fran...
Friedel Jonker,Software Client LeaderIBM Software GroupCareer History and Education                                       ...
Selected IBM Learning History 2008-2011Selected IBM Learning History 2008-2011From         To           Learnings2011/02/0...
References 1994-2010References –Literature and Presentations 1994-2010      Neue Informationsqualität für das VISA Kartenm...
References    49
IBM Social Business Development for CXOs
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IBM Social Business Development for CXOs

  1. 1. Business is People ☺IBM Social Business DevelopmentOur Answers of 3 CXOs QuestionsFriedel JonkerIBM Software Client Leader The 7 Cs of IBM Social Business Development Creativity, Competence, Contacts, Communication, Connections, Collaboration and Change
  2. 2. CXOs 3 Fragen/QuestionsWas ist möglich ?/ What is possible ?Was bringt es ?/ What is the business value ?Wie ist es machbar ?/ How can we do it ? 2
  3. 3. CXOs 3 Fragen/QuestionsWas ist möglich ?/ What is possible ? 3
  4. 4. As the world’s largest business softwarecompany, IBM is helping organizationsof all sizes tackle their most importantbusiness needs* Turn information Connect and Optimize the impact of into insights collaborate business infrastructures and services Drive business integration Enable product and Manage risk, security, and and optimization service innovation compliance 4
  5. 5. IBM solutions are built on a core setof software capabilitiesTurning Information into Insights Business Analytics Enable Product and Service Application Lifecycle Management Data Management Innovation Complex and Embedded Systems Data Warehousing Design and Development Enterprise Content Management Enterprise Architecture and Portfolio Information Governance Management Information Integration and Federation Enterprise Modernization Security Application Infrastructure Asset ManagementDrive Business Integration and Optimize the impact of businessOptimization Business Process Management infrastructures and services Business Service Management Commerce Cloud and Virtualization Management Connectivity and Integration Network and Service Assurance Enterprise Marketing Management Security Storage Management Systems Management Social Business Application Development Application and ProcessConnect and Collaborate Manage Risk, Security, and Social Collaboration Compliance Data and Information Unified Communications Network, Server, and Endpoint Web Experience People and Identify Physical Infrastructure 5
  6. 6. CXOs citing creativity as a top leadership quality provided new insights into leading in the new economic environment “We do everything to simplify our business, but at the same time need to manage increasing external complexity - for example, with our customers and partners.” CEO, Public Sector Organization, Czech “The magic of our industry - you enter Republic the shop with money and you leave with a piece of paper (......). The main problem of financial crisis is lack of transparency.” CEO in a bank, SlovakiaGlobal thinking enables the bestassessment of risks, you can meet indeveloping your business. Deputy General Director, Telecommunications, Russia Quelle: IBM Global CEO Study 2010; n (1541) 6
  7. 7. Global Leaders highlighted the need to improve their use ofrealtime information to enhance decision making Information-related components 60% Safety Net Ideal Zone 55% 50% Current Capability 45% Info displayed Used for differently realtime 40% for different Integrated decision audiences data sources making 35% Rate and Area of Focus 30% comment on Automatically business pushed to information stakeholders 25% 20% Below the Radar 15% 15% 20% 25% 30% 35% 40% 45% 50% 55% 60% Importance Information Integrated from multiple data sources Information used for realtime decision making Quelle: A New Way of Working. Insights from Global Leaders Study 2010, N=300 7
  8. 8. Harvard and Tom Davenport -Competing on Analytics“In Zeiten in denen Unternehmen in den meisten Industrienüber ähnliche Produkte und vergleichbare Technologien verfügen sindhochperformante Geschäftsprozesse einer der letzten verbleibenendifferenzierenden Wettbewerbsvorteile. Tom Davenport, “Competing on Analytics” Zehn der wichtigsten visionären Planungselemente Interviewte CIOs konnten soviel auswählen wie Sie wollten 86% Business Intelligence and Analytics 80% 77% Virtualization 76% 73% Risk Management and Compliance 70% 71% Mobility Solutions 66% BI/Analytics Nr. 1 der 73% Customer and Partner Collaboration Low Investitionen zur 64% growth 71% Steigerung der Self-Service Portals 63% Wettbewerbsfähigkeit Application Harmonization 62% 67% High growth 70% Business Process Management 61% IBM Global CIO Study 2009 68% SOA/Web Services 55% 63% Unified Communication 57%Source: IBM Global CIO Study 2009; n = 2345 8
  9. 9. IBM Synergy Play Platform -Extending BI for Enterprise 2.0 Connecting People and Information to Drive Better Business Performance… Platform for decision making Enterprise 2.0 Business Intelligence, Performance Web 2.0 Management Interfaces Data Integration User generated Content Data & Content Management Hardware & SOA: Dynamic Systems Applications Management 9
  10. 10. 10IBM SWG –IBM Synergy Play 2011 –Business Value Chain CORE BUSINESS SOLUTIONS Core business processes Buy Market Sell Service Sourcing and procuring goods Selling and fulfillment of products Servicing customer needs across Developing, delivering, and and materials required to measuring relevant and consistent and services across multiple all interaction channels to drive deliver products and services to messages across multiple channels channels to drive sales repeat sales and enhance lifetime meet customer demand to drive demand value of a customer Sterling Commerce Sterling Commerce Sterling Commerce • Cross-Channel Order Capture, Cart • Warehouse Management • Distributed Order Management • Delivery & service Scheduling and Catalog • Transportation Management • Warehouse Management • Reverse Logistics • Customer-centric Shopping Experience • Supply Chain Visibility • B2C/B2B Storefronts • Transportation Management • Sterling Collaboration Coremetrics • Supply Chain Visibility Sterling IBM Case Manager Network/B2B Services • Digital Analytics Collaboration Network/B2B Services • Case Design, Run-time, Analytics Retail Store Solutions • Behavioral Segmentation • Collaboration • Retail POS Solutions • Search Optimization, Ad • Rules & Events • Self-Service Portal/Kiosk Targeting, and Real-time • POS Applications ILOG Supply Chain Website Recommendations • Network Optimization ILOG Supply Chain • Transportation Optimization • Product Optimization Unica • Inventory Optimization Sterling Commerce • Cross-channel • Cross Channel Order Campaign Mgmt Management • Real-time Decisioning, • Configuration Event Detection, and • Pricing Contact Optimization • Multi-vendor catalog • Operations Mgmt • Quoting Advanced analytics Store analytics | Purchase analytics | Consumer loyalty | Predictive and prescriptive | Social Analytics | Master data management Workload Optimized Systems (Z-Enterprise, Power, X, Storage and Systems Software) 10 PureScale Application Smart Analytics focused on agility, integration and automation to drive relevant business outcomes BPM Suite Systems System
  11. 11. Enable product and service innovationIntegrating best of breed functionality enriches the capabilities and simplifies deployment and management Enterprise architecture and Design and development Application lifecycle portfolio management management Software design and Team-based development development | 2003 tools | 2003 Systems engineering and Systems engineering and sw Enterprise architecture, product and software development | development | 2008 portfolio management, requirements 2008 | 2007 Open source software Automated build and development platform | 2001 release mgt. | 2006 Complex and Security embedded systems Web application security and Tools for complex and embedded compliance | 2007 systems | 2007 Source code security analysis | 2009 11
  12. 12. Turn information into insightsIntegrating best of breed functionality enriches the capabilities and simplifies deployment and management Business analytics Information integration Information governance Business intelligence and federation and performance Archiving and test Real time data integration data mgt. mgt. 2007 2007 2008 Predictive analytics Master data mgt. | 2010 2009 Data discovery 2009 Financial governance | 2010 Database security Governance, 2009 compliance, risk mgt. | 2010 Web analytics 2010 Enterprise content management Data warehousing Data management Data & document capture | 2010 Data warehouse appliances | In-memory 2010 database 2008 Legal & information governance | 2010 12
  13. 13. Drive Business Integration and OptimizationIntegrating best of breed functionality enriches the capabilities and simplifies deployment and management Connectivity and integration Business process management Business rules | 2008 B2B integration 2010 BPM for LOB | 2010 Cloud integration 2010 Business event processing 2008 Commerce Enterprise marketing management Selling, order mgmt, supply chain mgmt 2010 Web analytics | 2008 Optimization | 2008 Enterprise marketing mgt. 2010 13
  14. 14. Manage risk, security, and complianceIntegrating best of breed functionality enriches the capabilities and simplifies deployment and management Security governance, risk Data and information management, and compliance Database Security | 2009 Database Security | 2009 BI and Performance Mgmt Platform | 2008 Network, server, and endpoint Application and process Application Security and Endpoint Management Compliance | 2009 2010 Web application security & compliance | 2007 14
  15. 15. IBM SWG –IBM Synergy Play 2011 –Architecture Layout 2011 Potentiale, Interessenten, Kunden, Partner, Wettbewerber und Anwendungs-Benutzer Android ® Personal Mobile Performance Management CRM-Anwendung, …-Anwendung iPhone® Black Berry® Datawarehouse An (vorhandenen interne/ zu w e externe Daten) r S nd te un ig ge er Geschäfts- un n_W Personal Work Fragestellungen g Benötigte interne/ Geschäfts- de isse externe Daten Performance r P n_ Performance er Me fo rm die an n ce Geschäfts- BI, SPM, CPM, HCM*1) –Planung, Antworten und Reporting-, Analyse- und Prognose- neue Frage- Anwendungen stellungen Zeit-/Kosten Based on: Geschäfts- Geschäfts- Entscheidungen/ Ergebnisse *1)BI=Business Intelligence SPM=Sales Performance Management Planung und CPM=Corporate Performance Management Steuerung Management HCM=Human Capital Management Development 15
  16. 16. IBM SWG –IBM Synergy Play 2011 –Architecture Layer 2011 Better Results by Business Analytics and PM Financial Workforce Dynamic Optimization Supply Chain Multi-Channel Customer & Product Risk Insight Profitability Marketing Business Intelligence und Performance Manangement 4. Analysis, Planning and Use of trusted Data and ContentEnd-to-End Information Integration, Solutions Warehousing und Master Data Mgmt. 3. Trusted Relatime Delivery of Data and Content FileNet Informix ® ® Enterprise Enterprise software software Data Content DB2 ® Management Management software 1. Management of Enterprise Data and 2. … and use in Business Content Processes 16
  17. 17. IBM Synergy Play -Industry Reference Architecture with IBM SWG Product Overlays Channels Lotus Forms Banking Enterprise Core Systems Business BankingBanking Branches Forms Information Mgmt & Credit Mgmt Business ProcessesIndustry OperationsExample Systems Debt Credit Cards Rules Service Marketing Customer Engine Processes Processes Relationship General iLog Risk Mgmt Ledger ATMs Electronic Compliance Sales Business Marketing Fraud Corporate Processes Banking Signature Processes Partner Decision Retail Services Support Product Banking WebSphere Business Monitor Real Relationship Loan Process Models Campaign Mgr Management Resource Origination Utility & Business Events 3rd Party Presentation / Interaction ServicesCustomer Systems Process Manager Products/Svcs Case Regulatory Payments WebSphere Management Call Centers Enterprise Access Services WebSphere Process Server Portal Thin Service Registry Service Registry Service Mgmt Service Mgmt Enterprise External Client Enterprise Service Hub Enterprise Service Bus & Repository & Repository && Invocation Invocation Service Bus Services Gateway WebSphere ESB, MQ, Message Broker Internet Data Integration/ Information Information Services FICO Fico Customer Framework Credit Banking Industry Analytics Scores Rich Client Cognos, SPSS Models DataStage Master Content Business Demographic Relationship Insight QualityStage Data Mgmt Data Mgmt MDM Systems Managers / Agents Search & Server 3rd party Discovery Data Analytics Customer Document EAS Account Mgmt Product Systems WMBTT Server Threat & FileNet Fraud Banking Data Analytics Warehouse Banking Unstructured Mobile Multi-Channel Customer Data Data Data Marts Banking Integration Insight Warehouse & Analytics Data Information WMBTT (Build Warehousing Foundation Option) Tivoli (ITM, TAM, …) Security, Management & Governance Governance & Monitoring 17 Rapid Development & Integration Modeler, WID, RSA, IDA, …
  18. 18. Finance and Integrated Risk Management (FIRM): Sample DasboardsRisk Metrics Summary Credit Risk Dashboard Real Time Market RiskCounterparty Credit Risk Operational Risk Financial Reporting 18
  19. 19. IBM Rational Architecture Management Solutions Enterprise IT Business Manufactured Modernization Transformation Products n ti o ma Jazz Platform f or Enterprise Requirements Portfolio Product ns Project Performance Security Business Regulatory tr a Architecture Definition Management Management Management Management Policies Compliance e Business Planning & Alignment ec t ur Product & Project Management ge Compliance & Security hit t al A arc Change igi Requirements & Release Configuration Build Quality Management Management Management Management Management e the Collaborativehe t D Lifecycle Management n ag in to Ma Architecture Tools Modeling Tools Development Tools Testing Tools Engineering & Software Delivery Tools 19
  20. 20. IBM Infosphere –Information Supply Chain Business Subject Matter Architects Data Developers DBAs Users Experts Analysts d ru ste rt o5. Transform data to 1. Define business 2. Generate and deploy 3. Profile data nf s ifound target data format, as 4. Cleanse data sources, ha on model data model based on terms in glossary sources, mapping to resolving problems ec isi business terms business terms by profiling. defined by data alu c Business Rational Data Information v QualityStage d De DataStage Analyzer n Glossary Architect ati o an m t ics f or aly h e in s ,A n et ort Deployed g p application ana Re Information Services Framework M ta, Da Metadata Server 20
  21. 21. IBM Cognos 10 –Integrated Business & SocialIntelligence Solution with Unified Workspace 1. Part e e nc lig Intel d Unified Workspace across multipleial n an oc styles of analysis rma tio &S ss inf o s i ne ith alu e e Bu ve w ss v Business grat a cti sine Insight Int e pro bu w ork d riv e to toAnalytical Reporting Trending Scenario Modeling Advanced Analytics Drill Slice and Dice What-if What might be 21
  22. 22. IBM Cognos 10 –Integrated Business & SocialIntelligence Solution with Unified Workspace 2. PartDrag-and-drop content Do More… Exploration & Analysis with eReports & e nc Business Insight AdvancedAnalysis lig Business Insight In tel d ial n an oc tio TM1 S maCubes ss & n for si ne ithi alu eReal-Time e Bu ve w ss vMonitoring grat a cti s ine Social Collaboration with e pro bu Int Lotus Connections w ork d riv e Metrics to to Unified BI workspace Toolbox 22
  23. 23. IBM Lotus-Cognos Social Collaboration IBM Cognos 10 BI Lotus Connections e e nc Reports ellig l Int an d cia tio n & So rm a IBM o ess inf Ad-hoc queries Lotus-Cognos value sin ith Bu ve w te tiSocial iness Blogs Activities Profiles Files egra oa c s Int pr Collaboration bu ork r ive Analysis t ow t od Wikis Bookmarks Communities Dashboards 23
  24. 24. IBM Content Analytics Dokumente Facetten Abweichungen t he s in Trends d r en dt ata sa n n al d ern ter p att ni n o wn e ow Facetten Paare kn Time Series rat e un rpo Se d co an w eb 24
  25. 25. IBM SPSS Predictive Analytics Realtime Recommenda- tions for Web & CRM Personalized m e alti Offerings e i nR ata Target Group m er d Analytical stoDecision rings e cu Improvement Analytics e Off Action Scoring ys Anal One to O ne for Real-time Identification of fraud transactions Web-User Risk Scoring and Fraud Analytics Prevention 25
  26. 26. 26IBM Smarter Commerce Solution Manage Marketing across Multiple Interaction Channels – Cross-channel marketing strategy is defined and planned using Unica – Coremetrics is used to track consumer actions, and make relevant recommendations – The e-commerce web site and order capture is provided by WebSphere Commerce gs n f eri – Customer experience with responsive interaction is guaranteed by workload optimized systems el Of nn Optimize display and search results with a o sts ich sc Coremetrics AdTarget and Coremetrics Search Marketing messages and ult les eM ith campaigns are defined and On w planned using Unica Campaign o re et mo On ell me ds alti an Web Re ers te d s t om ma cu Retail MobileInsights from A ut o o rm Store infsocial media, Systemsthird partywebsites, to Storepurchase Deliver custom landing pages with targetedhistory ,etc messages and promotions via WebSphere Generate demand with Unica eMessage Commerce Precision Marketing (email creation, delivery, tracking 26 Capture responses and refine
  27. 27. CXOs 3 Fragen/QuestionsWas bringt es ?/ What is the business value ? 27
  28. 28. 28
  29. 29. 29
  30. 30. MIT BMW Business Value from StrategicArchitecture Management 30
  31. 31. McKinsey –Web 2.0 finds ist payday 31
  32. 32. CXOs 3 Fragen/QuestionsWie ist es machbar ?/ How can we do it ? 32
  33. 33. Strategy Architecture Integration Path to Business Value Zeit/Integrationsgrad isoliert harmonisiert konzentriert integriert Business Standardized Optimized Business Silos Technology Core Modularity33
  34. 34. IBM BAO Services methodologyPHADE (Process-Application-Data-Insight-Embed) 34
  35. 35. Delta=Veränderung=ChangeWas ist möglich ?/ What is possible ?Was bringt es ?/ What is the business value ?Wie ist es machbar ?/ How can we do it ? 35
  36. 36. Leading Capabilities… “...Blend the Cognos portfolio with IBMs data integration, data quality, data warehouse, content management, text mining & other offerings, & theres no more extensive information management portfolio available, period…” 2008 Editor’s Choice Awards Intelligent Enterprise Magazine36
  37. 37. IBM Cognos a Leader in the Forrester Wave™: Enterprise BI Platforms The Forrester Wave is copyrighted by Forrester Research, Inc. Forrester and Forrester Wave are trademarks of Forrester Research, Inc. The Forrester Wave is a graphical representation of Forresters call on a market and is plotted using a detailed spreadsheet with exposed scores, weightings, and comments. Forrester does not endorse any vendor, product, or service depicted in the Forrester Wave. Information is based on best available resources. Opinions reflect judgment at the time and are subject to change. Source: Forrester Research Inc. “The ForresterWave: Enterprise Business Intelligence Platforms, Q4 2010”, Oct 21, 2010. Full report can be accessed at http://www.ibm.com 37
  38. 38. IBM Unica –Leader in CRM Mulitchannel Campaign Management 38
  39. 39. IBM Coremetrics –Leader in Web Analytics 39
  40. 40. 40
  41. 41. In neue Dimensionen vordringen: Effiziente Verwaltung vonInformationen. Tiefe Einblicke durch Analysen. Prognostizieren undbewerten von Chancen und Risiken. Schnellere und bessereEntscheidungen. Das verstehen wir unter New Intelligence. Quelle: Welt der Wunder 11/2010 A smarter World drives New Intelligence New Intelligence Infrastructures & Applications drives a smarter WorldTo enter new dimensions: Leading not Managing Informations.Plan to achieve your Vison. Get new Insights by predictiveAnalytics. Forecast Chances and Risks. Achieve higher CorporatePerformance by collapsing the time from Information to BusinessValue. That IBM´s defintion of New Intelligence.41
  42. 42. Quelle: Welt der Wunder 11/2010The new formula of success for THE NEW PIONEERS of theintelligent enterprise in the GLOBAL REALTIME INFORMATIONAge is:Business Value = TINT(TDI + TBI + TSI + TMI) withTINT=Trusted IntegrationTDI=Trusted Data IntelligenceTBI=Trusted Business IntelligenceTSI=Trusted Social IntelligenceTMI=Trusted Marketing Intelligence42
  43. 43. If you can Do what you THINK and wanted to Do. Thats Your Way ! Business is People ☺43
  44. 44. 44
  45. 45. Contact Details Friedel Jonker Wilhelm-Fay-Strasse 30-34 Dipl.-Kaufmann D-65936 Frankfurt Software Client Leader IBM Software Group Phone (+49)-69-6645-1227 Fax (+49)-69-6645-5640 Mobile (+49)-160-9638657 Jonker@de.ibm.comMore information from IBM and me. Look at Xing, Linkedin, Youtube,Twitter, Scribd, Slideshare and Lotus Greenhouse. Selection of Companies on my Networks:Join my Networks as Philip Kotler (North.West.Uni), Manfred Krafft (WWU Münster), 3M, Ameriprise, Booz & Company, Citigroup,Thomas H. Davenport (Babson College), Peter Weill (MIT), Jeanne W. Ross (MIT), Daimler, Deutsche Bank, Deutsche Telekom,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) Deloitte & Touchee, Ernst & Young, IBM, McKinsey,Chuck House (Stanford Uni.), Thomas Hutzschenreuter (WHU), Gunter Dueck (IBM), Nokia, O2, REWE, Samsung, Siemens, Swisscard,David Croslin and other leading Thinkers and Practitioners have already done it. TUI, Vodafone, Volkswagen and more.Business is People ☺ 45
  46. 46. Friedel Jonker,Software Client LeaderIBM Software GroupCareer History and Education Selected Programs/Projects2008- today IBM, Germany, Software Client Leader, Business Development Manager Analytics & PM, Managing Consultant CRM & BI ims: German Business Value Concept to improve Sales Force1994- 2008 Deutsche Leasing AG, S-Finance Group, Effectiveness based on eBusiness Assessment, Pain Point Germany, CRM & BI Business and Program Analysis, Definition of Requirements and Portfolio Director Prioritization.1990- 1994 Citicorp-Citibank AG, Germany, European Contribution: Lead the German Business Value Concept to Manager Marketing Database VISA improve Sales Force Effectiveness. Daimler: Global Concept and implementation coordination1989- 1990 Ogilvy & Mather Dataconsult, Germany, Consultant Database Marketing together with the Boston Consulting Group to set up IT/Data Governance and Data Modelling/Re-Engineering of an As/is1988- 1989 Infas, Germany, LOCAL-Direct Project manager Landscape with the objective to reduce costs in development for SRPM with Location Intelligence (LI) and maintenance and increase and secure the Quality of Data as a base for high quality use of CRM, BI/LI for Sales & Risk1982- 1988 University of Münster, Master of Business Performance Management (SRPM). Management in Marketing & Statistics Contribution: Lead the IT/Data Governance and acted as the SME for all IT/Data Governance related issues at theLanguages and Profile company. German, English (fluent). Dresdner Bank/Commerzbank: Definition of a Business CRM, BI/LI Strategy Leader IBM GBS Germany. Driven Traffic Light Test Management Concept to successfully implement an Oracle/Siebel CRM & BI solution. Winner of the Sales Excellence Award 2005 from the University of St. Gallen and Handelsblatt. Contribution: Lead the Testmangement and acted as the SME for all CRM & BI related Testmanagement matters. The Broad experience in Planning and Implementing value based Testmanagement Concept is now used as a global handbook CRM & BI/LI Strategy, Processes, Architecture and Systems. for Testmanagement. Member of the MIT, Sales Executive Councile, SAMA and member of Marketing Alumni, University of Münster, Germany 46
  47. 47. Selected IBM Learning History 2008-2011Selected IBM Learning History 2008-2011From To Learnings2011/02/07 2011/02/08 IBM Analytics & Performance Management Fast Start 2011, London2010/09/13 2010/09/17 IBM Cognos 10 Business Intelligence One Week Workshop 2010, Frankfurt2010/05/18 2010/05/21 IBM Information On Demand (IOD) Conference 2010, Rome2008/09/26 2008/09/26 Germany Information On Demand University 2008, Stuttgart2008/09/08 2008/09/19 SAP CRM 2007 Reskilling Training, Walldorf2008/08/22 2008/08/22 LEADing@IBM - elearning for Leader Foundation, Frankfurt2008/06/04 2008/06/06 SAP Skills Transformation Training Event, Frankfurt2008/03/14 2008/03/15 Customer Value Mangement Communication and Education IMT Germany, Stuttgart2008/02/18 2008/02/20 EMEA Customer Focused Enterprise Workshop, London 47
  48. 48. References 1994-2010References –Literature and Presentations 1994-2010 Neue Informationsqualität für das VISA Kartenmanagement der Citicorp, in: Oracle Finanzwelt, 1994 Database Marketing bei der Deutschen Leasing AG, in: Jahrbuch 2000, Deutscher Direktmarketing Verband e.V. Von Database Marketing zum CRM, in: Computerwoche, 19/2001 Customer Relationship Management, Bericht über das Deutsche Leasing CRM-Projekt, in: GoAhead 9/2001, CSC- Ploenzke CRM – die nächste Generation, Interview mit Friedel Jonker, in: Computerwoche, 33/2002 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 Erfolgreiches Customer Relationship Management bei der Deutschen Leasing AG, Nordakademie, Elmshorn, e-think-tank, Febraur 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 Vom Callcenter zum Intelligent Multichannel Customer Management Center, IBM Callcenter Circle, Hamburg HASPA, Mai 2008 Neue Technologien schaffen eine Demokratisierung der Information, Initiative Mittelstand http://www.imittelstand.de/themen/topthema_100288.html , 16.11.2009 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 48
  49. 49. References 49

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