Agenda

We are excited to announce that IBM is hosting its 2019 IBM Sales Performance Management Summit in New York. The event will be held on June 11-12 in New York City for sales executives and compensation leaders such as yourself, who are transforming sales performance and applying every approach to motivate the sales team to achieve incredible business results.

In this 2-day event, we are inviting CSOs, CFOs, sales executives, sales managers, and compensation leaders to network, learn, and discuss key topic areas centered around sales performance and incentive compensation management.

  • Learn about some of the shifts and changes that are impacting sales and compensation leaders and how these are influencing IBM’s point of view, as well as, how we plan and continue to bring value to our customers.
  • Discover some of the challenges and issues sales executives and compensation leaders are facing in the ever-changing world of sales performance and compensation.
  • Find out about new trends, best practices and insights in sales performance and compensation that are impacting the way organizations drive sales performance and sales team motivation.
  • Discover the new capabilities and features of the most recent release of IBM Incentive Compensation Management (ICM) and view solution demonstrations.
  • Gain an understanding of the clearly defined path to upgrading your compensation model to the most recent release of ICM.
  • Hear about some of the innovations and technology investments on the product roadmap that are planned for 2019 while speaking with portfolio managers driving these efforts.
  • Learn from customers as they tell their stories from implementation, to go-live, to next steps on the SPM journey.
  • Learn, network, collaborate, and share experiences with other customers and your peers, taking back valuable tips, tricks, and solutions that have a positive impact on your business.
  • Participate in a 3-hour IBM Enterprise Design Thinking session where you, as a customer, will be able to collaborate with our Product Offering and Design Thinking team members and help shape new features and capabilities.

Seating for this complimentary event is limited. Please register today and our team will be in touch with you shortly to confirm availability.

New York, United States

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

Note: IBM has not secured a hotel room block for this event, however, here are recommended hotels close to 590 Madison Avenue for your convenience.

Agenda (Subject to change)
Day 1 - June 11, 2019
Time Session Room
8:30am Breakfast & registration Breakout Area
9:00am Session #1001
Keynote: Driving sales performance innovation: Why IBM remains out front of the race?
Zach Burnett, Global Sales Leader, Sales Performance Management, IBM
Yoni Rouache, Global Sales Strategy Leader, Sales Performance Management, IBM
Auditorium, Think Lab
10:00am Session #1002
IBM Incentive Compensation Management: What's next?
Paul Peters, Portfolio Offering Manager, Sales Performance Management, IBM
Auditorium, Think Lab
10:40am Break Breakout Area
11:00am Session #1003
Quotas: How to turn one of your biggest sales challenges into a strategic advantage
Jim Bernard, Executive Director of Consulting Services, SalesGlobe
Auditorium, Think Lab
11:40am Session #1004
Streamline your model building with the Rapid Deployment methodology
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
Auditorium, Think Lab
12:20pm Lunch Conference Room 1
1:00pm Session #1005
Training and enablement strategies: Key to adoption and self-sufficiency
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
Paul Heng, Manager, Development, Employee and Indirect Channels Commissions Systems, T-Mobile

Session #1007
Alexander Group: Selling in the digital age
Gary Tubridy, Senior Vice President, Alexander Group
Dining Room




Think Lab





Auditorium
1:50pm Session #1008
Make the compensation administrators life easier: Creating business process efficiencies with IBM ICM process lists
Greg Hartl, Project Manager, Sales Performance Management, IBM

Session #1009
Zions Bancorp: Extending the business value beyond calculating compensation
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
Stephen North, Senior Project Manager, Sales Performance Management, IBM
Kishor Pillia, Managing Consultant, Sales Performance Management, IBM
Dining Room



Think Lab





Auditorium
2:30pm Break Breakout Area
2:50pm Session #1011
Data visualization for improved Sales Performance Management
Kevin McFaul, Senior Offering Management, BI and Self-discovery, Business Analytics, IBM

Session #1012
First Republic Bank: Leveraging IBM Support to gain a greater mastery of your model
Ahad Abdullah, Director of Compensation-Ops, Human Resources, First Republic

Session #1014
Investors Group: Performance, growth and the value in understanding your compensation model
Craig Woodward, Senior Systems Architect, Investors Group
Dining Room



Think Lab





Auditorium
3:40pm Session #1013
Better dashboard and visualization design for Sales Performance Management
Sam Wong, Head of Business Solutions, IBM Business Analytics, IBM

Session #1015
Sprint: Utilizing Robotic Process Automation (RPA) with IBM Incentive Compensation Management
Tim Rassette, Information Technology Manager, Sprint
Rebecca Rodriguez, Expert RPA and ICM Architect, Lanshore

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"
Dominique Tucci, Technical Project Lead, Sales Performance Management, IBM
Noriyuki Yumiyama, Lead Solution Architect, Sales Performance Management, IBM
Dining Room



Think Lab





Auditorium
4:30pm Session #1017
Wrap-up
Zach Burnett, Global Sales Leader, Sales Performance Management, IBM
Yoni Rouache, Global Sales Strategy Leader, Sales Performance Management, IBM
Auditorium, Think Lab
5:10pm Networking reception Breakout Area

Day 2 - June 12, 2019
Time Session Room
8:30am Breakfast Breakout Area
9:00am Session #1018
"Ask the Experts": A group of SPM consultants and domain experts stand ready to answer your questions
Enrico Baldovino, BUE, Watson FSS, Sales Performance Management, IBM
Auditorium, Think Lab
10:10am Session #1019
Sales commission to goal-based incentive – when, why and how to make the change
Donya Rose, Managing Principal, The Cygnal Group
Auditorium, Think Lab
10:50am Break Breakout Area
11:10am Session #1020
Promontory and IBM: Why companies are paying attention to "conduct risk"
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
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)
Brad Burnaman, NA ICM Premium Performance Leader, Sales Performance Management, IBM
Dominique Tucci, Technical Project Lead, IBM
Dining Room




Think Lab





Auditorium
11:50pm Lunch Conference Room 1
1:00pm Session #2000
IBM Incentive Compensation Management Workshop (3 Hours)
Stephen North, Senior Project Manager, Sales Performance Management, IBM
Kishor Pillai, Managing Consultant, Sales Performance Management, IBM

Session #1023
Ask Watson: Inquiries – Giving time back to compensation administrators
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
Justin Godard, Design Team Lead, Watson Financial Services, IBM
Zach Nilsson, User Researcher, Watson Financial Services, IBM
Dining Room





Think Lab





Auditorium
1:50pm Session #2000
IBM Incentive Compensation Management Workshop (3 Hours)
Stephen North, Senior Project Manager, Sales Performance Management, IBM
Kishor Pillai, Managing Consultant, Sales Performance Management, IBM

Session #1025
Equinox: Luxury fitness – Driving performance with IBM ICM
Bachir El Koussa, Manager, Compensation Systems, Equinox
Divyesh Rana, Lead Software Engineer, Equinox

Session #1026
Achieve automation and standardization with workflow repeatable processes
Michael J Matwichuk, Senior Business Consultant, Sales Performance Management, IBM
Dining Room





Think Lab




Auditorium
2:30pm Break Breakout Area
2:50pm Session #2000
IBM Incentive Compensation Management Workshop (3 Hours)
Stephen North, Senior Project Manager, Sales Performance Management, IBM
Kishor Pillai, Managing Consultant, Sales Performance Management, IBM

Session #1027
Closing remarks
Zach Burnett, Global Sales Leader, Sales Performance Management, IBM
Yoni Rouache, Global Sales Strategy Leader, Sales Performance Management, IBM
Dining Room





Auditorium, Think Lab