Agenda

Join us October 16th and 17th, 2018 for the IBM Sales Performance Management Summit in New York City.

  This industry leading 2-day event will focus on Sales Performance Management best practices, solution innovations, and customer stories. Learn how organizations improve sales performance and operational efficiencies with better management of incentive compensation plans, smarter administration of sales territories and quotas, and advanced analytics. 

  The event will begin with a keynote session delivered by the SPM leadership team, followed by an IBM Incentive Compensation Management solution Strategy and Vision session. You will learn about the state of Sales Performance Management, how the solution offering is evolving, and innovations we’ve been working on and what is planned on the product roadmap for 2019.  Throughout the event, customers and Business Partners will also share success stories, implementation challenges, and what’s next on their SPM/ICM journey. Hear how these Partners have successfully implemented and continue to maintain some of the most complex sales and compensation models in the world.

  We hope you can join us on October 16th and 17th to network with senior industry and IBM executives and learn from our IBM SPM experts and IBM SPM business partners.  Attendance at this exclusive event is limited.  Please register by September 28th and our team will be in touch with you shortly to confirm availability.  There is no fee to attend the Summit.

New York, United States

IBM Client Center
590 Madison Avenue
New York, New York
United States

Day 1, Tuesday, October 16
Agenda
Time Session Location
8:30am Breakfast & Registration Breakout Area
9:00am Session #1000
Sales Performance Management continues to evolve and enter into a new era that broadens the business value

Speakers:
Zach Burnet, WW Sales Leader SPM, IBM
Simona Barcau, Product Offering Lead SPM, IBM
Think Lab
10:00am Session #1001
Bringing business value to our customers – A review of the IBM Sales Performance Management Solution Roadmap for 2019

Speakers:
Simona Barcau, Product Offering Lead SPM, IBM
Paul Peters, Sr. Product Offering Manager IBM Incentive Compensation Management
Think Lab
10:40am Break Breakout Area
11:00am

Session #1002
Intangent: Achieving incentive compensation process excellence with IBM Incentive Compensation Management

Speakers:
Manu Makker, Director, Shared Services, Intangent
Eric Foltmer, Senior Manager, Business Systems of Equinox

Think Lab
11:40am Session #1003
IBM Incentive Compensation Management: A deep-dive and exploration of the new and the next to come

Speakers:
Paul Peters, Sr. Product Offering Manager Incentive Compansation Management, IBM
Simona Barcau, WW Sales Performance Management Offering Leader, IBM
Think Lab
12:20pm Lunch


Intangent Luncheon (Invite Only)
Conference Room 1

Dining Room

1:20pm Session #1004
Structuring your model to support change in the IBM Incentive Compensation Management solution
Speakers:
Kishar Pillai, Sr. Business Consultant, SPM, IBM
Stephen North, Sr. Business Consultant, SPM, IBM


Session #1005
Sales Performance Management and Conduct Risk: Are you driving the right sales behavior or are you at risk?
Speaker:
James K., NA Technical Sales Leader SPM, IBM

Session #1006
Operational Efficiency: Becoming self-sufficient in the IBM Incentive Compensation Management solution and remaining agile to change
Speakers:
Christina Chang, PMP, Project Manager SPM, IBM Global Services
Enrico Baldovino, Business Unit Executive, Watson FSS, SPM, IBM
Dining Room








Think Lab





Auditorium
2:00pm Break Breakout Area
2:10pm Session #1007
Workflow and Routing business processes: The power of configuring process nodes to manage workflow and routing business processes
Speaker:
Rohit Thakur, Solution Architect, SPM, IBM


Session #1008
Model Review and Assessment: Understanding your model is the first step to optimizing, maintaining, and improving it
Speakers:
Swastik Patel, WW Technical Solutions Leader, SPM, IBM
Kishar Pilai, Sr. Business Consultant, SPM, IBM


Session #1009
Two separate topics: GDPR Compliance in IBM Incentive Compensation Management and the New ASC 606/IFRS 15 Accounting Standards
Speakers:
Christina Chang, PMP, Project Manager, SPM, IBM
Enrico Baldovino, Business Unit Executive, Watson FSS, SPM, IBM
Dining Room







Think Lab









Auditorium
2:50pm Break Breakout Area
3:10pm Session #1010
Delivering your IBM Incentive Compensation Management project with an Agile methodology
Speaker:
Brad Burnaman, Business Unit Executive, WW Services Sales Leader, SPM, IBM


Session #1011
From Transaction to Sales Territory Management: Business drivers and technical strategy in IBM Incentive Compensation Management
Speakers:
Gilbert Cedillo, Sr. Business Consultant, SPM, IBM
Sai Nagendran, Principal Consultant, SPM, IBM


Session #1012
The fastest calculation engine in the market: IBM SPM/ICM Premium Performance is unbeatable.
Speaker:
Swastik Patel, WW Technical Solutions Leader, SPM, IBM
Dining Room







Think Lab







Auditorium
3:50pm Change Think Lab
4:00pm Session #1013
Deloitte: Collaboration between man and machine: Extend it to Sales Performance Management
Speaker:
Bruce Jackson, Specialist Leader, Deloitte Consulting LLP

Session #2000
How IBM ICM and Watson can have an immediate impact to your business
Speaker:
Moiz Muhammad, Offering Manager, IBM Incentive Compensation Management
Auditorium/ Think Lab




Dining Room
4:40pm Wrap Up Day 1 Think Lab
5:10pm Reception Sponsored by Intangent Breakout Area


Day 2, Wednesday, October 17
Agenda
Time Session Location
8:30am Breakfast Breakout Area
9:00am Session #1014
Panel Discussion: Myths in Sales Compensation: A Rapid-Fire Approach

Speakers:
Donya Rose, Managing Principal, Cygnal Group
David Cichello, VP, Alexander Group
Mark Donnolo, Managing Partner, SalesGlobe
Think Lab
9:40am Session #1015
Spectrum Technologies: Ideas for deriving more value from your investment in IBM SPM

Speakers:
Maneesh Gupta, Managing Partner, Spectrum Technologies
Think Lab
10:20am Break Breakout Area
10:40am Session #1016
Lanshore: Architecting the IBM SPM solution: How one customer has an eye on the present, is mindful of the past, and is forecasting the future

Speakers:
Kevin Ohernberg, Director of Application Development, Lanshore
Doug Erb, CEO and President, Lanshore
Tim Rassette, Information Technology Manager, Sprint
Think Lab
11:20pm Session #1017
From paper reports to real-time dashboards: Ameritas’ Incentive Compensation Management transformation

Speakers:
Blinda Weber, VP, Group Operations and Business Systems, Ameritas
John F. O'Neill, Lead Business Analyst, Group Business Systems, Ameritas
Scott Werstlein, VP, NA Sales, OpenSymmetry
Think Lab
12:00pm Lunch


Open Symmetry Luncheon (Invite Only)
Conference Room 1

Dining Room
1:00pm Session #1018
The Alexander Group: Sales Compensation—Project Simplify

Speakers:
David J. Cichelli, Sr. VP, The Alexander Group, Inc.
Think Lab
1:40pm Session #1019
InnoVyne: Synergy Equipment Business Transformation in 13 weeks

Speakers:
Khalid Rahmany, Founder and Managing Partner, InnoVyne Technologies
Lisa Chancey, VP Strategic Planning & Development, Synergy Equipment
Jonathan Menezes, Services Director, InnoVyne Technologies
Think Lab
2:20pm Break Breakout Area
2:40pm Session #1020
WorkCentive: What we did WRONG the first time, RIGHT the second time and will do even BETTER the next time.

Speaker:
Noah Bass, CEO, WorkCentive
Christal Merrelli, IT Lead Business Analyst, Ameritas Life Insurance
Think Lab
3:20pm Break Breakout Area
3:30pm Session #1021
The Cygnal Group: The End of Weighting – Relative Rate Plans to Direct Sales Focus
Speaker:
Donya B. Rose, Managing Principal, The Cygnal Group

Session #1022
Taking advantage of ICM 10's REST API capabilities
Speakers:
Brian Chan, Sr. Business Consultant, SPM, IBM
Jim Cozzetto, Sr. Business Consultant, SPM, IBM

Session #1023
SalesGlobe: Quotas! Solving Your Biggest Sales Challenge
Speakers:
Mark Donnolo, Managing Partner, SalesGlobe
Michelle Seger, Global Sales Strategy and Change Management Leader
Dining Room






Think Lab
4:10pm Change
4:20pm Session #1024
Need answers to tough questions: Ask the SPM Experts for advice and guidance

Speakers:
Ian Torres along with other SMEs
Think Lab
5:00pm Wrap Up