IBM Software

Innovate 2014






June 1–5 Orlando, Florida

Innovate@SPEED

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IBM Business Partners at Innovate 2014

Innovate 2014: Innovate@SPEED will include many exciting, informative and business savvy activities to help business partners navigate the Devops and Continuous Engineering landscape. It all starts with the exclusive Business Partner Summit general session on Sunday, June 1 at 11:30 AM, where Kristoff Kloeckner, Marcy Pearson, and Gina Poole talk about the Rational leadership roles on these areas. Mark Register and Shaun Jones talk making the most of the business partner relationship.

In addition to the general session, the business partner summit will deliver 14+ breakout sessions designed to help you maximize performance and solidify how you and IBM can go to market together to Innovate@SPEED and move your business forward.

Agenda
11:30 a.m. – 1:30 p.m.
1:40 p.m. – 2:30 p.m.

Breakout Sessions:

2:40 p.m. - 3:30 p.m.

Breakout Sessions:

3:40 p.m. - 4:30 p.m.

Breakout Session:

Speakers:
Gina Poole, VP, Worldwide Rational Marketing
Kristof Kloekner, General Manager, Rational Software
Marcy Pearson, VP, Worldwide Rational Sales
Mark Register, VP of Software Business Partners & Midmarket Sales
Sandy Carter, GM EcoSystem Development
Shaun Jones, VP Marketing, Software Business Partners and Midmarket

Design, Deliver and Innovate@Speed. The Business Partner Summit will provide every Business Partner with the power of innovation to drive competitive advantage. This session will address how Rational is helping Business Partners navigate the ever-changing DevOps and Continuous Engineering landscape and how to capitalize on opportunities with the right solutions at the right time. IBM leaders will cover how to take marketing to the next level, incentives, programs, and promotions that reward our mutual success, and what Innovate@Speed means for ISV's and Startups.

Jump on the Ecosystem Development Express to Success
1:40 p.m. - 2:30 p.m. | Mockingbird
Speaker: Jonathan Libby, Manager, Austin Innovation Center, Ecosystem Development

Learn how IBM Business Partners and IT professionals team with IBM's Ecosystem Development experts to address monumental opportunities presented by the convergence of three major IT shifts — emergence of data as a new natural resource, cloud computing, and new systems of engagement. See how growth initiatives such as Cloud, Mobile, Cognitive Computing and more can fit into your business plan.

In this session, discover the breadth and depth of IBM Ecosystem Development resources capable of maximizing the impact on your business. Engage in dialog, and share best practices directly with IBM and IBM Business Partners.

Learn how to establish priorities and develop plans that reinforce your alignment with IBM solutions, and take advantage of today's opportunities. Come with Questions... Get Answers!

A Go-to Guide for your Cloud Makeover: Helping Business Partners Transform their Business Model
1:40 p.m. - 2:30 p.m. | Macaw 1-2
Speaker: Warren Turner
Come learn how IBM is helping its Business Partners Transform their Business Model and evolve to a more cloud centric delivery model. IBM has engaged Cardinal Points Group, an independent channels advisement firm, to create a unique workshop experience for Partners wanting to change their business model. To date IBM and Cardinal Points Group have delivered over 100 Partner Workshops Globally. If you want to learn firsthand the essential elements necessary for successful transformation this briefing is for you.

Continuous Engineering: By Engineers for Engineers--Are you Ready?
1:40 p.m. - 2:30 p.m. | Swan 8
Speaker: Nicole Katrana
Today’s products and systems – from medical devices to cars to smart power grids – are becoming more intelligent, instrumented and interconnected. Companies know that to compete they must be able to rethink, redesign, reintegrate, and re-innovate—to improve their products and solutions. Continuous engineering is an enterprise capability that helps manufacturers speed delivery of increasingly complex and connected products while managing cost, quality, and risk within this challenging environment. In this session you will learn:

Rational Token Licensing for Channel
1:40 p.m. - 2:30 p.m. |Swan 10
Speaker: Sue Ward
Tokens are an IBM-only licensing offering that enables you to go head to head with competitive technologies, move your customers to new Rational technologies and share products across users and geographies - all to optimize use of the Rational portfolio. Join the IBM channel team and token tigers for a discussion on how tokens can raise your revenue opportunities, establish long engagements with customers and provide them with what they really need. This session will build your confidence and expertise to sell the value propositions and the unique token offerings to whitespace and existing customers. Case studies and execution of Channel Tokens deals will be addressed.

Today's clients live in the digital world. Will they find you there?
2:40 p.m. - 3:30 p.m. | Mockingbird
Speaker: Shaun Jones
By recent estimates, 93% of business-to-business purchases start with an online search. Most buyers do most of their own research before ever contacting a vendor or Business Partner. When your target audience goes looking for information on the web, can they find you? An effective inbound marketing plan, paired with a top-notch web presence, is essential for you to attract new buyers and new clients. Learn about the power of digital and social media marketing, and identify key actions to ensure prospective clients will find you in today's digital marketplace.

A Go-To Guide for your Cloud Makeover: Helping Business Partners Transform their Business Model
2:40 p.m. - 3:30 p.m. | Macaw 1-2
Speaker: Warren Turner
Come learn how IBM is helping its Business Partners Transform their Business Model and evolve to a more cloud centric delivery model. IBM has engaged Cardinal Points Group, an independent channels advisement firm, to create a unique workshop experience for Partners wanting to change their business model. To date IBM and Cardinal Points Group have delivered over 100 Partner Workshops Globally. If you want to learn firsthand the essential elements necessary for successful transformation this briefing is for you.

Faster to build, faster to market: New Solutions for Devops and Smarter Product Development
2:40 p.m. - 3:30 p.m. | Swan 7
Speaker: Randy Newell
The IBM DevOps solution uses an open-standards-based platform and a continuous feedback loop across the delivery process, and it is designed to integrate into existing heterogeneous lifecycle environments to deliver value quickly. IBM Business Partners and the open standards community are an essential part of the IBM DevOps solution and help our clients achieve successful business outcomes.

Continuous Engineering: By Engineers for Engineers--Are you Ready?
2:40 p.m. - 3:30 p.m. | Swan 8
Speaker: Nicole Katrana
Today’s products and systems – from medical devices to cars to smart power grids – are becoming more intelligent, instrumented and interconnected. Companies know that to compete they must be able to rethink, redesign, reintegrate, and re-innovate—to improve their products and solutions. Continuous engineering is an enterprise capability that helps manufacturers speed delivery of increasingly complex and connected products while managing cost, quality, and risk within this challenging environment. In this session you will learn:

The Quick and Easy Way to Find Customers
2:40 p.m. - 3:30 p.m. | Swan 10
Speaker: Imran Hashmi
Learn how a multi-pronged approach to Territory Development and Prospecting can put you in the driver's seat on the road to success with Rational Software. Understand why your best asset is your existing customer base and how to leverage that base for more opportunities. Learn how to make the best use of today's social networking software to attack white space and how to zone in on key problem areas for a given industry and then have prospects knocking on your door for help. So you got a lead, Now what??? Learn what to do and what not to do before you make that first phone call or send an email to a hot prospect. Finally---- learn how to wrap it all within a well-oiled and disciplined plan to help you exceed your sales objectives.

Faster to build, faster to market: New Solutions for DevOps and Smarter Product Development
3:40 p.m. - 4:30 p.m. | Swan 7
Speaker: Randy Newell
The IBM DevOps solution uses an open-standards-based platform and a continuous feedback loop across the delivery process, and it is designed to integrate into existing heterogeneous lifecycle environments to deliver value quickly. IBM Business Partners and the open standards community are an essential part of the IBM DevOps solution and help our clients achieve successful business outcomes.

Integrating your solutions into Rational solution for DevOps and Continuous Engineering
3:40 p.m. - 4:30 p.m.

Come to this session to get more information about the above topics. We will also provide more details on building plug-ins for UrbanCode Deploy.

The Ecosystem for Developers
1:40 p.m. - 2:30 p.m. | Macaw 1-2
Speaker: Sandy Carter

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