Session Details


Select a day below to view sessions for the day:


Day 1 - June 11, 2019

Session #1001
Keynote: Driving sales performance innovation: Why IBM remains out front of the race?

Come hear how IBM continues to be in the driver seat in technical excellence while building a vision of the future around Cognitive Compensation. Be reminded about the value of a Sales Performance Management program and how continued enhancement, growth and innovation can drive your organization to the front.

Speakers:
Zach Burnett, Global Sales Leader, Sales Performance Management, IBM
Yoni Rouache, Global Sales Strategy Leader, Sales Performance Management, IBM

Session #1002
IBM Incentive Compensation Management: What’s next?

IBM Sales Performance Management has three goals in our vision: Lead through innovation, Solve the Big Problems, and Empower Clients through Cognitive opportunities. The designs of a product shift to provide clients a single platform through IBM ICM started in 2015. A client ascent for improvements through the release of ICM 10 in 2016, and the bolstered advancements in the January 29, 2019 update to the Payee Web, have raised clients to a new level of capability at a rapid pace. So what's next?

During this session, we will highlight the success, discuss the lessons learned, and map out the journey ahead with new technology investments. Our vision is to be the best offering for Sales Performance Management. A vision we can't achieve without successful clients.

Speaker:
Paul Peters, Senior Portfolio Offering Manager, Sales Performance Management, IBM

Session #1003
Quotas: How to turn one of your biggest sales challenges into a strategic advantage

Setting sales quotas is a fundamental process in nearly all sales organizations. It forms the primary basis for aligning and driving sales force behavior, measuring performance, and motivating and rewarding the sales team. However, more than 66% of companies report that setting effective sales quotas is one of their top management issues. Although they know they have a problem, many companies struggle to factually diagnose the factors that are contributing to their unease about their current quota-setting methodology.

Frequently, what appears to be a sales performance problem is actually due to a number of fundamental flaws in the quota setting process. Instead, some of the factors that need to be considered are:
  • Heavy reliance on historical data
  • Incomplete or inconsistent information
  • Lack of transparency
  • Mistrust of the quota-setting process
  • Not involving the right people
  • Failure to account for market changes
  • Not considering sales capacity
This presentation will provide a structured framework that will help identify the underlying sources of conflict and inefficiency in your current quota setting methods and provide best practices to realign the process and the organization to drive sales results.

Speaker:
Jim Bernard, Executive Director of Consulting Services, SalesGlobe

Session #1004
Streamline your model building with the Rapid Deployment methodology

Rapid Deployment for ICM Rapid Deployment is a methodology exclusively offered by IBM based on years of best practices and insights to provide clients a fast track to model creation. If you are looking to upgrade to the latest version of ICM or are a new member of the ICM community, you may want to consider utilizing this practice.

During this panel discussion, you will hear from two of the most recent clients participating in this deployment methodology on what they learned, how these projects were executed, and what they found most important in the experience.

Also joining this session is a member of the services team to discuss the advantages for clients considering this in part of an upgrade path.

Speakers:
Paul Peters, Senior Portfolio Offering Manager, Sales Performance Management, IBM
Gretchen Cox, AVP - Ivy Sales Operations, Waddell & Reed
Pamela Foulis, Director of Application Development – Finance, Rollins

Session #1005
Training and enablement strategies: Key to adoption and self-sufficiency

Enablement is a fundamental part of any systems implementation to ensure that customers can diagnose, troubleshoot, correct and make changes immediately after deployment. What can you do to ensure your team is fully trained and knowledgeable of the solution before deployment? How can you increase the ownership and engagement levels of your organization? How can you achieve self-sufficiency? How can you reduce overall costs as you transition the project into operations?

During this session attendees will discover how to accelerate IBM Incentive Compensation Management training and enablement:
  • Learn more about the IBM ICM training offerings.
  • Review some typical training and enablement scenarios based on IBM’s ICM implementation experience, highlighting what works and what does not.
  • Learn more about the most common enablement strategies during and after the project
  • Understand the economic impact and timing of training and enablement decisions
Speakers:
Ryan Ferguson, Client Director, Sales Performance Management, IBM
Christina Chang, Client Director, Sales Performance Management, IBM

Session #1006
T-Mobile: Maintaining the incentive compensation program, adopting to change, and ensure the sales team remains delighted and focused

Sales incentive compensation in the telecommunications industry is complex with high data volumes, complex crediting rules, extensive calculation logic, and thousands of payees who are depending on accurate payouts.  A sales rep sells a mobile phone and a cellular plan today, and 4 or 5 months later, the customer is looking to upgrade – returning the original mobile phone and requesting a different mobile plan.  This scenario adds even more complexity to calculating incentive compensation in the telecommunications industry.  Now add hundreds of products and services, thousands of customers, thousands of sales roles, and millions of transactions each month.  You start to understand the complexity involved. 

T-Mobile selected IBM Sales Performance Management because the solution promised the highest performance, agility, flexibility, visibility, and business friendliness.  Join Paul Heng, Manager, Development, Employee and Indirect Channels Commissions Systems, T-Moble to learn how his team is able to maintain their sales incentive compensation program, adopt to change, and ensure the sales team remains delighted and focused.  Hear how T-Mobile started with the IBM Sales Performance Management solution, some of the lessons along the way, how they have worked with IBM to solve specific challenges, and how they plan to take advantage of the solution to gain even more business value.

Speakers:
Paul Heng, Manager, Development, Employee and Indirect Channels Commissions Systems, T-Mobile 

Session #1007
Alexander Group: Selling in the digital age

There is no doubt that digital technology has changed the way selling gets done. Consider just a few examples:
  1. Buyers educate themselves on products
  2. Buyers serve themselves by ordering through web sites
  3. Chat services answer vexing questions
  4. Artificial Intelligence provides sellers advice on where to go and what to say
In the face of so much “automation”, what is the future of personal selling? Actually, the future is pretty bright. But digital changes how different customer segments interact with companies. And the role of personal selling in these interactions. In some cases, digital technology is at the center of the sales motion. In other cases, personal selling expertise, assisted by digital technology, is at the center of the motion. This session will offer insight into how companies are harnessing digital technology to add both efficiency and effectiveness to their sales motions and improve coverage of virtually all customer segments.

Speaker:
Gary Tubridy, Senior Vice President, Alexander Group

Session #1008
Make the compensation administrators life easier: Creating business process efficiencies with IBM ICM process lists

Integrating operational processes and standard operating procedures within the solution is one of the key features of IBM Incentive Compensation Management system. This seamless integration consolidates standard daily, weekly, monthly, annual tasks into an easy to use interface that lets your team manage these activities within ICM, without the need of creating additional standalone manuals or procedures.

During this session attendees will enhance their understanding on how to use IBM ICM v10 process list capabilities:
  • Learn more about the process list capabilities of IBM ICM v10.
  • Review typical process list uses.
  • Review recommendations in how to use process lists
Speaker:
Greg Hartl, Project Manager, Sales Performance Management, IBM

Session #1009
Zions Bancorp: Extending the business value beyond calculating compensation

The Sales Performance Management (SPM) journey – there are numerous drivers that organizations experience that ignites the search for a SPM solution. It may be because they want to streamline the compensation process while paying the sales people accurately and on-time. For others, the company is growing, and they need to invest in a SPM solution as they’ve matured to a state where spreadsheets are no longer viable. Or maybe it’s because the sales team want more visibility into key performance metrics such as commission earnings, quota attainment and peer rankings.

One of the key drivers that resulted in Zions Bancorporation search for an SPM solution was to calculate accurate and timely commission payouts however; as a long-time user of IBM Incentive Compensation Management (ICM), they have discovered the solution brings more and more business value to the organization.

Following the global financial crisis, banks’ incentive compensation plans came under greater scrutiny than ever before, so institutions looked for ways to better meet the increased expectations. Zions Bancorporation seized control of incentive compensation management with our cloud-based IBM ICM solution, enabling a detailed audit trail, defined workflows, reporting and dashboards. What's next you ask? Like many organizations, Zions is looking to leverage the rich and trusted data within the the solution and are defining more sales analytic and reporting. It's no wonder that the new Data Discovery dashboard interest therm.

Join David Hauptman and Stephen Diedrich as they discussed their SPM journey from changes not only from a technology perspective but how they have changed their business model.

Speakers:
David Hauptman, Business Systems Analyst, Zions Bancorporation
Stephen Diederich, HR Compensation, Zions Bancorporation

Session #1010
Building a new ICM model or changing an existing ICM model: Automated testing strategies to reduce risk

Testing is one of the top areas of delay on projects because of multiple reasons including: test team experience level and expertise in ICM, underestimation of the amount of time required to setup the test cases, test data sets, executing test cases, regression, etc. If all these activities are executed manually the project has a much higher risk. Developing some solid principles of automated testing can significantly reduce this risk. How can I start quickly applying automated testing principles to my existing implementation? How can I leverage ICM capabilities to enhance my automated testing strategy?

During this session attendees will enhance their understanding of automated testing strategies applied to IBM Incentive Compensation Management implementations:
  • Review automated testing strategies and best practices.
  • Understand the capabilities that IBM ICM v10 provides and some of the most typical automated testing use cases.
  • Review the automated testing vision of the Rapid Deployment model
Speakers:
Stephen North, Senior Project Manager, Sales Performance Management, IBM
Kishor Pillia, Managing Consultant, Sales Performance Management, IBM

Session #1011
Data visualization for improved Sales Performance Management

“The organization of information actually creates new information.” - Richard Saul Wurman, Creator & Chair TED Conference

Today’s sales force faces a deluge of data. Attempting to analyze these data points and take the next best action in the sales process can be slowed without the proper tools. Data Discover and other data visualization tools consider the data in hand and allow for that shaping into tangible information. Data visualization provides sales to act quickly on usable data to target key accounts.

During this session best practices and strategies to align data to sales for consumable information is the focus. Questions addressed in this session: What is the right data? What options can I provide? Who is seeing this? How can that improve sales? How can we repeat this for continued improvements?

Join Kevin McFaul, Senior Offering Manager for BI & Self-Discovery, Business Analytics for IBM as he provides insights on how to help users improve the ability to analyze and reason sales opportunities, results, and pipelines based on data and evidence.

Speaker:
Kevin McFaul, Senior Offering Manager, BI and Self-discovery, Business Analytics, IBM

Session #1012
First Republic Bank: Leveraging IBM Support to gain a greater mastery of your model

It’s natural for your calculation times to increase as you process payments, lock calendars, increase data loads and make changes to your model. For our organization this hit a fever pitch roughly 1 year after go-live.

Through a series of interactions with IBM Support, we were able to learn mitigation strategies to keep calculation times at bay, and even improve our calculation times to be faster than they ever were in the past. IBM Support has seen hundreds of models over the year. They have the expertise to ensure the model is built in a way to properly take advantage of the performance technology that is part of the IBM ICM platform.

Are you utilizing the out of the box inquiry feature? If so, are slow response times being escalated to your leadership? What can you do to gain insights into inquiry response times? These were some of the questions we started to ask ourselves after our first year of go-live. By engaging IBM Support, we were able to discover an easier way to tracking this information, and subsequently were able to use this information to provide reporting dashboards to our management.

In this session, we will discuss:
  • Viewing live progress
  • Restarting the environment via IBM Wind v3
  • Identifying slow running calculations
  • Changing calc paths and strategies for modifying slow running calculations
  • The backend table names which contain inquiry metadata
  • Using this data to create data sources for reports
  • Establishing SLAs
Speaker:
Ahad Abdullah, Director of Compensation-Ops, Human Resources, First Republic

Session #1013
Better dashboard and visualization design for Sales Performance Management

With the launch of the new Data Discovery Dashboard tool, it may feel daunting to create your own content. What color palette should I use? Are six visualizations too many? During this workshop, we will share best practices and samples to help you build your own dashboards on your own SPM dataset.

Join Sam Wong, Head of Business Solutions, Business Analytics for IBM as he leads you through the design principles to build better dashboards and visualizations. Sam's team is responsible for developing solutions to accelerate the adoption and use of IBM's Business Analytics suite of products.

Speaker:
Sam Wong, Head of Business Solutions, IBM Business Analytics, IBM

Session #1014
Investors Group: Performance, growth and the value in understanding your compensation model

IG Wealth Management went live with ICM in June of 2018 providing compensation services to IG Wealth Management’s 4,000+ sales advisors. Craig will share his experiences over the last 12 months supporting ICM as an on-premise customer. Topics covered will be monitoring and tuning ICM computations, ICM model growth and next steps as IG Wealth Management makes the transition to ICM version 10.

Speaker:
Craig Woodward, Senior Systems Architect, Investors Group

Session #1015
Sprint: Utilizing Robotic Process Automation (RPA) with IBM Incentive Compensation Management

Sprint has a vision to increase sales rep. experience and reduce the risk of fraud and other unsightly activities. There is a need and value to identify and react to disputes in ICM with RPA along with enhancing fraud and risk detection.

We have all been hearing about the coming of Robotic Process Automation, but what does that mean to a sales organization and commissions team? In this presentation we will be looking to define RPA and what it is, along with how Artificial Intelligence can be leveraged in RPA toolkits. We will discuss two use cases with a demonstration as it pertains to IBM ICM.

First, how RPA works for Sprint with dispute management. Last, we will look at how RPA and AI can be leveraged to identify risks as sales professions reach quota and other qualifiers.

Speakers:
Tim Rassette, Information Technology Manager, Sprint
Rebecca Rodriguez, Expert RPA and ICM Architect

Session #1016
New features and capabilities in the most recent release of IBM ICM: We are here to help ensure a smooth transition from the "old" to the "new"

Are you on an older version of IBM Incentive Compensation Management and feeling a little anxious about taking on an upgrade project? As with any upgrade, there are risks to consider, and planning activities that need to be schedule for a successful upgrade that you need to think through in advance.

During this session attendees will learn key benefits to upgrading to the most recent release of IBM ICM as well as understand how IBM manages their upgrades to ensure a smooth transition.

The topics we will cover are:
  • Key benefits and advantages of upgrading to the latest release of IBM ICM
  • Risks and planning for an upgrade to take place
  • IBM’s premium upgrade scope
  • Consideration for any solution specific work outside IBM ICM
Speakers:
Dominique Tucci, Technical Project Lead, Sales Performance Management, IBM
Noryuki Yumiyama, Lead Solution Architect, Sales Performance Management, IBM


Day 2 - June 12, 2019

Session #1018
"Ask the Experts": A group of SPM consultants and domain experts stand ready to answer your questions

Regardless of where you are on the Sales Performance Management (SPM) journey – an organization just getting started and learning how an SPM solution can help, one that has already transformed and streamlined the business processes associated to managing sales territories, quotas, and incentive compensation, or one that has fully deployed the IBM SPM solution and is simply looking to get more ROI out of the technology – this session is for you. After all, it’s not often that you have access to a group of SPM consultants and domain experts who stand ready to answer your questions!

This session is designed to be interactive and collaborative. You drive the agenda and discussion topics. What challenges are you facing in managing your incentive compensation plans and how can the IBM SPM solution help? How can you better manage your sales territory plan and coverage model? How can IBM SPM be leveraged to enable quota target setting that are fair and equitable?

In this interactive and collaborative session, you’ll have the opportunity to talk and ask questions directly with IBM SPM consultants and domain experts who have years of experience implementing the IBM SPM/ICM solution. Think ahead and prepare your questions in advance regardless of what the challenge you are facing. Feel confident that our SPM consultants and domain experts will be able to provide sound advice to help find you the right solution – whatever the challenge.

Speakers:
Ian Torres, Sales Performance Management Services Lead, IBM

Session #1019
Sales commission to goal-based incentive – when, why and how to make the change

Does your selling model depend primarily on “rock star” sales talent operating with relative independence, closing deals and managing accounts based on their own network of connections, using their own sales process and approach, and managing customers and prospects based on personal trusted advisor relationships? Or does your business “own” a reliable repeatable selling model that available sales talent can be placed and trained to use, and that generates predictable and effective selling? The former approach could be called the Stable of Stars, and the latter the Sales Machine.

Early stage businesses (even “startups” inside very large organizations) tend to start with the Stable of Stars approach. And more mature businesses tend to have a Sales Machine. Compensation for these two models is quite different, with the Stars generally earning a true commission (percent of production), and sales people working as part of the Machine earning goal-based incentives (payout depends primarily on goal attainment). But where in the evolution from “early stage” to “mature” does that compensation change happen? And how should it be executed to maintain sales productivity and avoid jarring compensation effects?

Join us as we explore this critical transition that most businesses face. Done badly, the move to a goal-based incentive can catalyze an exodus of top talent, distract and de-focus the sales leaders and sales people, and have disastrous financial effects on both sales’ productivity and cost of compensation. Done well, it focuses sales effort, retains the best talent, and sets the stage for a more scalable approach to sales.

Speaker:
Donya Rose, Managing Principal, The Cygnal Group

Session #1022
Promontory and IBM: Why companies are paying attention to “conduct risk”

In this session, Promontory and IBM will discuss why companies are paying attention to “conduct risk,” why effective management of it matters, and how IBM’s Incentive Compensation Management (ICM) tool can help drive insights into what behaviors your company is actually incentivizing.

We will help you understand how to add value to key stakeholders at your institution by showing you additional monitoring and reporting functionality of ICM showing how incentives effect employee behaviors and outcomes, which can lead to conduct risk.

Speakers:
Allyson Savin, Director, Promontory Financial Group, an IBM Company
Jim J. Kvoriak, North America Technical Sales Leader, SPM, IBM

Session #1021
Synovus Bank: Long-time user of IBM ICM remains agile to change

As a long-time customer leveraging the IBM Incentive Compensation Management solution, Synovus Bank has experienced many changes and business challenges over the years where the IBM ICM solution has brought business value – from initial implementation, to maintaining compensation plans year over year, to upgrading from one release to another, to configuring the solution to meet regulations in the financial industry – Synovus Bank has relied upon IBM ICM to provide the agility and flexibility needed to stay competitive and agile.

Join this fireside chat with Kevin Gray, Portfolio Marketing Lead, Sales Performance Management at IBM and Amber Shellman, Sales Incentive Manager at Synovus to learn how IBM ICM continues to provide business value to Synovus Bank and support the bank in their growth, manage their sales team compensation, and ensure that they are driving the right sales behaviors while mitigating conduct risk.

Speakers:
Kevin Gray, Portfolio Marketing Lead, Sales Performance Management, IBM
Amber Shellman, Sales Incentive Manager, Synovus

Session #1022
Five shocking facts about the Premium Performance Offering (PPO)
The Premium Performance Offering (PPO) enables organizations to take advantage of the capabilities that improve the calculation time of customer model. Learn about five shocking facts about IBM Premium Performance Offering (PPO) and its ability to deliver Speed to Insight to IBM ICM customers.

In this session, we will walk you through the reasons why IBM PPO may be a good fit for your business and how it has helped other customers. The discussion will also touch on the technology advances that have been introduced into the Premium Performance offering over the last year.

Speakers:
Brad Burnaman, Sales Performance Management Services Lead, IBM
Dominique Tucci, Technical Project Lead, IBM

Session #1023
Ask Watson: Inquiries – Giving time back to compensation administrators

Artificial Intelligence (AI), Machine Learning (ML), and Natural Language Processing (NLP) are the most recent buzz words being used in the technology market. IBM is a leader in product offerings that leverage IBM Watson capabilities including IBM SPM/ICM. We have been teaching IBM Watson to understand ‘incentive compensation’ and the use case to reduce and automate the inquiry/dispute. Imagine all the time you and your compensation team will ‘get back’ to focus on more strategic initiatives.

Join this session to learn how we are focused on how IBM ICM is using Machine Learning (ML) and Natural Language Processing (NLP) technology to have an impact on your business through Watson Inquiries. Watson Inquires is a new cognitive assistant within IBM ICM that can understand a sales person’s request and provide them a relevant answer, point them in the right direction, or route them to an administrator for action.

In this session you will learn:
  • How IBM ICM is using machine learning
  • How ICM with Watson can impact your business
  • High level components of how:
    - Watson Assistant works
    - It can be customized to your business
    - IBM ICM can accelerate this process for you - You can get involved to drive the IBM ICM and Watson experience
Speaker:
Abdul Moiz Muhammad, Sales Performance Management, Offering Management, IBM

Session #1024
What IBM Enterprise Design Thinking means for customers leveraging the IBM Incentive Compensation Management solution

IBM Enterprise Design Thinking is a powerful approach to innovation and brand differentiation focused on creating experiences to delight customers. But how does it work and what does that mean to me as a customer? How do I see results in the IBM Incentive Compensation Management solution?Join Justin Godard and Zach Nilsson as they take you on a journey from a sticky note to a full feature. During this session attendees will:
  • Learn more about the IBM Enterprise Design Thinking framework
  • Experience the alignment of multi-disciplinary teams focus on user needs and interests
  • Understand the build exercises for minimum viable experience taking clients from concept to execution
  • Learn how you can become a member of our ‘Sponsor User Program’, improving the IBM Incentive Compensation Management solution for the greater community
Speakers:
Justin Godard, Design Team Lead, Watson Financial Services, IBM
Zach Nilsson, User Researcher, Watson Financial Services, IBM

Session #1025
Equinox: Luxury fitness – Driving performance with IBM ICM

Equinox uses ICM to process variable pay for Sales Advisors, Personal Trainers, Pilates Instructors, and Group Fitness Instructors (new). We will go over some of the ways in which ICM is integrated with the different systems making the most use out of the internal imports and exports.

Speakers:
Bachir El Koussa, Manager, Compensation Systems, Equinox
Divyesh Rana Lead Software Engineer, Equinox

Session #1026
Achieve automation and standardization with workflow repeatable processes

Enablement is a fundamental part of any systems implementation to ensure that customers can diagnose, troubleshoot, correct and make changes immediately after deployment. What can you do to ensure your team is fully trained and knowledgeable of the solution before deployment? How can you increase the ownership and engagement levels of your organization? How can you achieve self-sufficiency? How can you reduce overall costs as you transition the project into operations?

During this session attendees will discover how to accelerate IBM Incentive Compensation Management training and enablement:
  • Learn more about the IBM ICM training offerings.
  • Review some typical training and enablement scenarios based on IBM’s ICM implementation experience, highlighting what works and what does not.
  • Learn more about the most common enablement strategies during and after the project. Understand the economic impact and timing of training and enablement decisions.
Speakers:
Michael J Matwichuk, Senior Business Consultant, Sales Performance Management, IBM

Session #2000
IBM Incentive Compensation Management Workshop (3 Hours)

This workshop will highlight some of the new innovations the IBM Lab Services Team has been working over the past year. These emerging solutions and best practices are aimed at 5 major pillars such as Accelerated ROI, Performance, Efficiency, Usability and Best Practice Adoption.

During this session attendees will enhance their understanding on these great solutions and how it can benefit their ICM Solution.

The topics which we will cover are:
  • Rapid Deploy
  • Automated Testing
  • Admin Portal
    o System Diagnostic
    o Online Data Model
  • API Innovations
  • Future Ideas
Speakers:
Stephen North, Senior Project Manager, Sales Performance Management, IBM
Kishor Pillai, Managing Consultant, Sales Performance Management, IBM