® IBM Software Group SWG Channel Marketing – resource update Paul Shackleton Manager, BP Marketing SWG Centre of Excellence July 2005
IBM Software Group SWG Channel Marketing § New model and interlocks for the 3 SWG Channel Marketing Teams § Organisation chart of SWG Co. E § SWG Co. E – roles and responsibilities § IMT Channel Marketing resources § IMT Channel Marketing roles and responsibilities § IOT Marketing resources § IOT Channel Management team § Maps of IOT / IMT
IBM Software Group SWG Channel Marketing – New model & interlocks WW SWG BRAND Channel Marketing SDP Inf’structure Info Mgmt People Prod Mid Market Data Lotus WS Tivoli Rational Integration § 3 SWG Channel Marketing Teams – interlocking with all functions: WW SWG PROGRAMS Marketing WW SWG CHANNEL MARKETING (Marjorie Tenzer team) 1 SWG Channel Marketing Centre of Excellence (Paul Shackleton team) 2 Channel Marketing Centre of Excellence Benelux IMT IGIT IMT Italy IMT France IMT Nordics IMT CEMAAS IMT UKISA IMT 3 Germany IMT North West IOT South East IOT IMT - SWG Channel Marketing IMT - Integrated Channel Marketing
IBM Software Group SWG Channel Marketing Centre of Excellence Team SWG Channel Marketing Centre of Excellence PAUL SHACKLETON Manager KERRY COSTELLO SUE MORRIS GEORGINA GOFF RITA THOMPSON LEWIS TUREK * ERIC PELLERIN** Channel Marketing Communications Channel Marketing Program/Brand Channel Marketing Business Partners Channel Marketing VAD/Alliances Channel Marketing Enablement Channel Marketing Infrastructure * IT Student ** Contract work force • This team has responsibility to interface with the 8 IMTs and work with both IOTs, reporting line is directly into WW SWG Channel Marketing
IBM Software Group Channel Marketing Roles – SWG Co. E Manager - Paul Shackleton § SWG Channel Management & Strategy for Europe § Lead interface and link to SWG IOT Sales § Interface into WW Channel Mkt team § SWG Channel management interface to IMT VAD / Alliances - Rita Thompson § Management of all SWG VAD and Alliance programs & budget § Owner / interface for all VAD co marketing programs - Agencies, Tools, Systems § Owner of ROI for VAD marketing programs including lead management § Owner of Route selection and engagement - Alliances / VADs Communications Manager - Kerry Costello § Interface into xbrand partner programs for VAD § § § § Engagement / Execution of Partnerplans, marketing programs, brand Owner of SWG Channels comms plan for Europe Own SWG interlock into IOT comms process Co ordination and management of internal / external messages to IMT Management of key SWG events Manage PWCS interlock Management of end to end comms process for SWG Channels Ownership, management and local execution of PR, case studies, references initiatives BP Marketing - Georgina Goff § Management of all SWG partner programs & budgets for BP routes § Owner / interface for all BP co marketing programs - Agencies, Tools, Systems, Program/Brand Manager - Sue Morris § Owner of ROI for co marketing programs including lead management § § § § Interface into xbrand partner programs for BPs Channel advocate - interface and interlock with Brand Marketing Progs Partner route management - recruitment / enablement / engagement requirements Align and interlock Channel routes into Industry / Solution plays § Engagement / Execution of - Partnerplans, marketing programs, brand initiatives Management of xbrand Channel marketing initiatives for IMT / IOT Management of local SWG promotions & incentives Management of Volume marketing plays Enablement - Lewis Turek (IT student) § § Owner of Route selection and engagement - ISV, SI, VAR, SP Brand / Cross Brand / Program enablement focal point Enablement interlock with IMT Executive reporting and analysis Infrastructure - Eric Pellerin (contract) § Management of all co marketing tools, processes and systems § Lead management and reporting § IMT support and engagement § Claims, queries and disbursements
IBM Software Group IMT SWG Channel Marketing Teams (as at 8 th July) § Each IMT will align Channel marketing resources according to the local market approach i. e by Benelux IMT IGIT IMT Italy IMT France IMT Nordics IMT CEMAAS IMT North West IOT South East IOT IMT - SWG Channel Marketing UKISA IMT Germany IMT Channel discipline or to maximse resource via a country based marketing model IOT Channel Marketing Wolfgang Troidl Michael Neuffer Barbara Peter Karl-Heinz Hirner UKISA Fiona Scholes/ Jeannette Knight Jayne Hudson Sohini Nathoo (S. Af) Nordics Caroline Tengvall-Hundt (Sweden) Margrethe Knudsen (Denmark) Charlotte Lagerwald (BU MM Sweden) Otto Backer Solberg (BU MM Norway) CEMAAS Delia Jozsa tbc tbc France, NA Southwest Channel Marketing Germany North. East IMT Anna Armillota Alexandra Paschenda Nicolas Atger Italy Michaela De Notaris Paolo Monnati Rita Cavalieri IGIT Lucia Clara Martinez Fernando Suarez * Benelux Sandra Grieden (interim) TBC Diane Howarth Corinne Giffen * Ornella Carrera * Denotes Contract Work force
IBM Software Group SWG IMT Channel Marketing - key tasks 4 New Channel disciplines: Channel Strategy Channel Management § Execute brand/program plans for Channels and ensure SWG is optimised in IMT Channel plans § Execute SWG programs as required (BPIC, AEP etc. . ) § Provide content and manage SWG internal / external messages to IMT comms process § Interlock with PWCS as required and support the IMT for xbrand partner programs (PW, ISV Adv etc. . ) as needed § Manage SWG process for Channel case studies, and engage into IMT reference programs § Manage Channel translation & validation requirements § Ensure SWG channel activities are scaled to meet the BU/IMT/DCM plans Channel Marketing § Define SWG requirements to select and prioritise correct BPs in IMT § Selection and management of SWG BPs (by route) for engagement § Execute IMT SWG BP recruitment requirements as needed § Execute SWG Channel marketing plans and brand priorities, interlock with IMT programs Channel Enablement § § Execute co mkt programs to support BU/IMT objectives, interlock Channel marketing activities against Brand / program priorities Engage with Brand MM to support SWG Channel enablement requirements § § Drive marketing input into key SWG partner plans, support IMT in top partnerplans Execute brand enablement requirement and manage local certification process § Interlock Channel enablement requirements into IMT CE delivery process § SWG co mkt lead management, progression and reporting § Provide SWG content for the foundation programs in IMT § Integrate SWG marketing activities into volume program initiatives § § Execute SWG Promotions/Incentives, manage into local Channel process Lead, manage and execute local SWG only events (University, Partner Camps, etc. . ) § Provide SWG content and team with IMT to support xbrand partner events § Manage and execute all SWG co marketing funds
IBM Software Group SWG Marketing contacts – IOT and Co. E roles Marketing roles above IMT: Global / Co. E IOT North-East IOT South-West Marketing Leader Peter Beuke Géraldine Tenten DCM Leader Walther Johannessen Daniel Duhautbout Category Marketing Management Gary Bacon Jean-Francois Jamet Marketing Program Landing Claire Bryant (NE) Tele. Web Marketing Brigitte Delearde (Mgr) Angela Fresne (SW) Katty Schies (Prog Mgr) Michelle Andrews (Z Series & renewals) ** Michael Slebir (Web Mgr) Channel Marketing Paul Shackleton (Mgr) Georgina Goff (BP Mkt) Rita Thompson (VAD Mkt) Sue Morris (Progs/Brands) Kerry Costello (Comms) Lewis Turek (Enablement) * Eric Pellerin (Infrastructure) ** * Student ** Contract
IBM Software Group IOT SWG Management Teams NORTHEAST IOT SOUTHWEST IOT Ilse Cilliers IOT SMB/Channels/Tele Cristina Semiao Alain Boukhobza Leader - SMB/Tele Francesco Teodonno Aidan Troy Leader - Channels Eric Menache Richard Adolf SMB/Channel Programs Catherine Negrerie-Durivaux Peter Weston Routes 2 & 3 Teresa Martin Fillol Klaus Hickl Routes 4 & 6 Marie Jo Boudry Aurore Achour VAD Olivier Della Philippe Rycroft OEM Nicole Pelletier Steve Zehavi Lotus RTM Michel Granger tbc Web. Sphere RTM Sylvie Gillespie Karl-Heinz Wonsak Rational RTM Etienne Morel Ralf Wagner Info Mgmt RTM Massimo Rossini Alexandre Wahl Tivoli RTM Coralie Lauferon Paul Conacher Operations - SMB Michel Yen Martin Perry Operations - Channels Frantz de Rycke Tracy Mooney Operations - Tele Ricardo Miguez
IBM Software Group IMT Map
IBM Software Group Northeast IMTs – Countries (75) CEMAAS(39 ) § Austria § Switzerland § CEE & Russia (Central & Eastern Europe & Russia) UKISA(27) § § § § Germany(1) § Germany Nordic(8) Denmark Finland Estonia Latvia Lithuania Iceland (not on map!) § Norway § Sweden § § § § § § § United Kingdom Ireland South Africa Angola Botswana Burundi Cape Verde Islands Eritrea Ethiopia Ghana Kenya Lesotho Liberia Malawi Malta Mozambique Namibia Nigeria Rwanda Sao Tome Islands Sierre Leone Somalia Swaziland Tanzania Uganda Zambia Zimbabwe § § § § § § Albania Armenia Azerbaijan Belarus Bosnia & Herzegovina Bulgaria Croatia Czech Republic Georgia Hungary Kazakhstan Kyrhgystan Macedonia Moldovia Poland Russia Romania Serbia & Montenegro Slovakia Slovenia Tajikistan Turkmenistan Ukraine Uzbekistan § § § § Bahrain Egypt Iraq Jordan Kuwait Lebanon North Yemen Oman Pakistan Qatar Saudi Arabia Syria United Arab Emirates § MEEP (Middle East, Egypt & Pakistan)
IBM Software Group Southwest IMTs Countries (48) Italy(1) § Italy Be. Ne. Lux(3) § Belgium § Netherlands § Luxembourg IGIT(6) § Iberia §Spain §Portugal § Greece §Cyprus § Israel § Turkey France(38) § § § § § § § § § § France Morocco Tunisia Guinea Cameroon Chad Mali Equatorial Guinea Senegal Cote D'Ivoire Gabon Mauritania Togo Benin Burkina Faso Guinea-Bissau Niger Madagascar Comoros Republic of Djibouti Central African Republic Democratic Republic. Congo Gambia Algeria Andorra Guadeloupe French Guyana Martinique Monaco New Caledonia French Polynesia Vanuatu Wallis & Futuna Reunion Mauritius Mayotte Seychelles Libya
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