IBM Software

Innovate 2014






June 1–5 Orlando, Florida

Innovate@SPEED

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Welcome
Chris Mowry: Worldwide Channel Sales Executive, IBM Rational

Brand Strategy
The excitement of Devops and continuous engineering, the right solutions at the right time. Kristof Kloeckner, General Manager, IBM Rational

Rational Sales
Capitalizing on opportunities and value propositions
Marcy Pearson: WW VP Rational Sales

Rational Marketing
Our plans for capturing the market opportunity with Rational and how you can participate: Helping you take your marketing to the next level
Gina Poole: VP, IBM Software Group, IBM Rational Marketing & Practitioner Outreach & Shaun Jones: Vice President, Worldwide Business Partner and Midmarket Marketing

Partnering with IBM
Mark Register: Vice President, Software Business Partners & Midmarket
Reinforce partner opportunities and how to expand relationships with IBM

Ecosystem Development
Sandy Carter: General Manager, Ecosystem Development and Social Business Evangelist
Innovate@Speed for ISVs and Startups and what it means for you


BTI Workshop: 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.


Why Subscription and Support is vital to your Customers and your Business
1:40 p.m. - 2:30 p.m. | Swan 7
Speakers: Lisa Harris (Tong) & Patrick O'Connor
Learn how S&S directly benefits your customer with the latest software enhancements and support of the offering they own AND in parallel provides you with a stronger and continual relationship with your customers, providing you with further opportunities to help them adopt additional offerings from IBM.


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.

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