bdd302 - transforming into a social business partner

BDD 302 Transforming into a Social Business Partner for Messaging & Collaboration Partners

Carlos Casas | CEO | RockTeam & Lotus Education OnlineDennis Shafto | WW BUE Sametime | IBM Corporation

Session Summary

This session focuses on the evolution and transformation from a classic IBM Notes Domino business partner into a partner that creates a new focus in IBM Social Business. Presenters will discuss the elements of a classic Notes Domino partner and bridge those successes into a new social business opportunity. They will provide a few case studies on how Social Business has created new opportunities to drive revenue and compliment the IBM Notes Domino revenue stream with the social entitlements. Finally, they will cover key best practices in leveraging your IBM Channel and Direct sales teams to drive opportunity and win revenue.

Agenda

Introductions

The Notes Domino Heritage, Skillset, Successes

Shift from IT to Employee Directed Technology

Social Media, Social Business, Social Everywhere, Social Social!

Crossing the Bridge IBM Social Entitlements Overview

Customer Transformations

Market Opportunity Evolve into a #IBMSocialBiz Discussion!

It's Evolution Engage with IBM for Success

Q & A

Carlos Casas, CEO
The RockTeam & Lotus Education Online (LEOnline.Net)

About Me2011-12 IBM Champion. Started my Lotus career with R4 of Notes in 1997. Worked for Manufacturing, Banking, Non-profit Organizations, and IBM Business Partners.

SpeakerLotusphere 2009-12, IamLUG 2010-11, MWLUG 2011, LTAP 2010

Delaware Social Media Network

Delaware Economic Development Office

Contact MeBlog: http://lotusrocks.tumblr.com | Linkedin.com/in/ccasas |Twitter.com/ccasas

www.rockteam.com | www.leonline.net | about.me/carloscasas

Incorporated 1980 (Celebrating 31 Years in Technology & Education)IBM Premier Business Partner

IBM ECIS Award Winner for Best Collaborative Learning SolutionLotus Education Online (LEOnline.Net) Instructor-Led Online Training (ILO)

IBM Collaboration Software ExpertiseNotes Domino, Sametime, Quickr, IBM Forms, and Connections

Websphere Portal, Web Content Manager 7, WCL 2.7

Course Developers & Redbook team members for: Social Software Adoption for Business Productivity

Web Content Manager

Lotus Learning Management Systems 2.5 / WCL 2.7

Lotus Forms Integration

IBM Lotus Notes Domino 8.x Helpdesk Fundamentals

SVP Authorized for Lotus, Social Software & UCC, Information Mgmt, Websphere Portal, WAS, Tivoli

IBM STG Partner for System X/Blade Center

ECIS Education Center IBM SoftwareILO Instructor-led Online

Agenda

Introductions








Q & A

Messaging & Collab Partners account for nearly 50% of overall software revenue for ICS

What does this number tell us? - We are essential to the sales process for ICS- Our revenue is representative of our influence in the marketplace.- And it needs to GROW

IBM Lotus is a tangible selling asset - competitive, strong ROI, proven heritage and tradition of collaborative technology

We've been successful in selling Notes and Domino into the marketplace for nearly 2 decades. Why?- It's core to our expertise- We know the deliverables- We know the platform- We know the capabilities- Most importantly, we BELIEVE.

At it's core, Messaging & Collaboration Partners have successfully sold on the fact that IBM Lotus Notes & Domino represents a complete set of tools to effectively collaborate in an organization and DO BUSINESS.

Plain and Simple you can do business with Notes and DominoWhy is it a fact? The numbers don't lie, it's a leading platform world-wide for messaging and collaboration

Social Business ROI Measurable & Intangible

Rather than try to calculate a technology ROI, you need to look at the return on collaboration and the value of knowledge access and skill sharing. If a streamlined collaboration process enables employees to work more efficiently or more productively, there is value that should be measurable. Similarly, if social media enables the organization to more efficiently find and tap the knowledge and skills of its workers and share that widely and more quickly, again there should be something that can be measured and given a value

Source: http://bigfatfinanceblog.com/2011/11/23/measuring-the-business-roi-for-social-networks/

Share Customer ROI or General Stats from Analysts

Notes & Domino remains the core of our Expertise as Social Sellers

Sametime Instantmessaging

E-mail, calendar, contacts

Documents, presentations, spreadsheets

Connections Profiles

Connections Files

Feeds,
My Widgets,
Live Text

Collaborative and business applications

When someone asks what you do for work, you're unlikely to respond, " I send and receive emails for a living." Unfortunately, it sometimes feels like that. Your Inbox represents a valuable flow of information. While you're in it, you are more valuable. The problem is that sending and receiving emails doesn't amount to a unit of work, in most cases. We have to leave the valuable information flow in order to "get work done". When we do this, we are "out of the loop" for a period of time. Further, we run the risk of becoming distracted, prolonging our absence from the information flow. Notes keeps you "in the flow" by bringing the information to you. We do this by including IM/presence awareness, Lotus Quickr personal content library integration, the Lotus Symphony Editors, sidebar plug-ins, RSS feeds, composite applications and widgets invoked from Live Text.

...the fastest-growing segment of the collaborative applications market is the emerging social platforms category. The social platforms market achieved $370 million in 2009 and will reach nearly $2 billion by 2014, representing a compound annual growth rate (CAGR) of 38.2% over the forecast period.

Source: Becoming a Social Business: The IBM Story - ftp://ps.boulder.ibm.com/ftp/demos/226706-IDC-Whitepaper-Becoming-a-Social-Business-IBM-Story.pdf

Web 2.0 is not going away. Social platforms will drive business prodcutivity internally and brand awareness externally.

It's 2012 - We are at the halfway point of this growth!

Why shift to Social Business?

(We're happy with core Notes Domino Opportunity!)

IBM continues to evolve the Notes & Domino Platform however the market has spoken.

Our core strength is in Notes and Domino. We know Notes and Domino selling strategies, and the strong value proposition around the product. IBM will continue make significant investments in features, functionality reinforcing the value proposition however the market has spoken. Consumer technology, ways of communicating, access to information is changing. The market is telling us we need to start thinking outside the Inbox.

Agenda

Introductions








Q & A

Social Media, it turns out, isnt about aggregating audiences so you can yell at them about the junk you want to sell. Social Media, in fact, is a basic human need, revealed digitally online. We want to be connected, to make a difference, to matter we want to belong... Seth Godin, sethgodin.typepad.com

http://www.famousbloggers.net/66-awesome-social-media-quotes.html

We come full circle in our digital world. We've evolved from analog communication to digital which has effectively created barriers in communication. Technology actually has enabled the silos of today and now we are seeing new socail technology breaking them down.With social tools such as IBM Connections, Twitter, Facebook, LinkedIn, people and organizations are able to revive the conversation and reconnect as they would back when it was only you and telephone. But at a phenomenal pace. Information sharing is the key point here. Meaning, we're transitioning back to virtual face-to-face conversation.

The Consumerization of IT

You can blame the iPhone, Salesforce.com, and Facebook, but the truth is that business itself has driven the shift to employee-directed tech

Source: http://www.infoworld.com/t/consumerization-it/the-real-force-behind-the-consumerization-it-177617

Social computing has empowered business users to go beyond the facets of traditional technologies. They are now influencing technology shifts that often don't involve IT departments. How do we as traditional Notes Domino technologist accept this shift and learn from it? We have to start using the social platforms ourselves and join the conversation

Anyone under the age of 50 sees PCs and other tech as normal and familiar the IT Mystique (and priesthood) is dead.

Source: http://www.infoworld.com/t/consumerization-it/the-real-force-behind-the-consumerization-it-177617

Adding to the previous slide, sure...the IT walk on water stereotypes still do exist but not as substantial as they once did in the 90's. In the 90's, business users were not adept to technology that enabled them to work better, faster, and be more agile. Twitter, Facebook, Salesforce, LinkedIn has created an information sharing network that has enabled organic learning for technology almost by accident. Embrace this change, join the conversation, and leverage it to close business in new ways

And the job itself most likely won't be based in an IT department, but embedded in another business function such as sales, marketing, manufacturing, or supply chain, with the employee working alongside tech-savvy business colleagues.

Source: Computer World IT's winning (and losing Job Titles - http://bit.ly/shV5Tw

This computerworld article reinforces the marriage between business and technology. Silos are shrinking and we as IBM Partners have a real opportunity to sell the social concept within the firewall. The tools for us are there now to work with tech savvy end users.

Unlike the traditional IT environment, which consisted of a portfolio or inventory of discrete applications and technologies tended by in-house technical specialists, the emerging environment is a tightly-woven fabric of on-premises and off-premises services offered to an increasingly mobile workforce and customer base on an ever-widening range of consumer devices, like smartphones and iPads.

Source: Computer World IT's winning (and losing Job Titles) - http://bit.ly/shV5Tw

Mobile and Cloud is essential. It enables social business. It enables business to happen in new ways and allows your customers sales force to work rapidly and information share with their customers. Social Business in the cloud is available with IBM. Get enabled with the Smart Cloud.

Agenda

Introductions








Q & A

Social Business Evolution

Mainframes PCPC InternetInternet Social

It's Evolution Baby! Pearl Jam, Do the Evolution

Evolution of Collaboration> Value discussions to business turning to social communication to grow business> Create a basis for social business through an evolution of business and technology

Are Facebook, Twitter, LinkedIn, etc. SOCIAL BUSINESS???

No.

Social business leverages social media concepts internally to enable an organization to be come nimble, transparent, and engaged.

- Sandy Carter, IBM VP Social Evangelism

Key Questions:

Where does email fit in this social transformation?

Can it help us become more engaged, more transparent and more nimble?

Because Notes & Domino is still the cornerstorne of our customers collaboration environment. It can now be the on-ramp to the social discussion with the social entitlements

Engagement requires more than just an inbox.

Engaged

How many of you would like to get more email?How many of you think more email (or a different user interface to email) will make your organization a standout organization?

Agenda

Introductions








Q & A

Social Mail Starts NOW.

Effective October 4, 2011 concurrent with the availability of Notes and Domino 8.5.3 we are are providing a new software entitlement to Connections Files and Connections Profiles to each Notes/Domino user on active software subscription.

Notes Domino is now a component of the IBM Social Brand. Meaning, we can now lead into opportunity with a Social Business objective.

The message here is that social business can now start with Notes Domino and extend into IBM Connections and Sametime. It's time to have these discussions to generate OI and Win Revenue for Services and eventually SOFTWARE

A New Opportunity now available to start the Social Business Journey

Lead in with Notes Domino and extend the conversation beyond email.

FilesPost, share, and discover documents, presentations, images, and more

ProfilesFind the people you needMicro-bloggingReach out for help your social network

Notes Domino can still be the cornerstone of a collaborative environment however we have a unique opportunity to sell the value of social computing with IBM Connections entitlements. This gives your customers an opportunity to begin their social business transformation at little to no cost.

The driving force for a successful deployment of these entitlements is not in the technology themselves but we as partners to represent what a social business is all about and showcasing that these tools (including Notes and Domino) is just a plaftform for the cultural shift in communication.

Transparent...

Engaged - A Social Business connects people to expertise. It connects individuals whether customers, partners or employees as networks of people to generate new sources of innovation, foster creativity, and establish greater reach and exposure to new business opportunities. It establishes a foundational level of trust across these business networks and thus a willingness to openly share information, developing a deeper sense of loyalty among customers and employees. It empowers these networks with the collaborative, gaming and analytical tools needed to engage each other and creatively solve business challenges.

Transparent - A Social business is always learning and therefore believes that it should remove unnecessary boundaries between experts inside the company and experts in the marketplace to allow your people and culture to reflect your brand and your values. It embraces the tools and leadership models that support capturing knowledge and insight from many sources allowing it to quickly sense changes in customer mood, employee sentiment, or process efficiencies. It utilizes analytics and social connections inside and outside the company to solve business problems and capture new business opportunities.

Nimble - A Social Business leverages these social networks to speed up business, gaining real-time insight to make quicker and better decisions. It gets information to customers and partners in new ways - faster. Supported by ubiquitous access on mobile devices, new ways of connecting and working together in the Cloud and on open platforms, a Social Business turns time and location from constraints into advantages. Business is free to occur when and where it delivers the greatest value, allowing the organization to adapt quickly to the changing marketplace.

How was that information shared?




Profiles Status Updates (a.k.a. micro blogging)
Update yours and View others in your network

Engaged--- an interesting cultural shift is happening on twitter and facebook. We're connecting with people we know, we trust, we confide in. In business, we develop similar relationships to foster similar feelings for a common goal business success. If you think about it, we share information innately with one another when we are facing the person, physically. Micro-blogging or status updates allows us to information share across our entire network and if we are doing it in the context of Notes and Domino, we contribute to the common goal a successful business outcome!

Nimble

Leveraging these networks to speed up business,
gain real-time insight and make quicker and better decisions

Finally, as a benefit of being more engaged and transparent, a Social Business becomes more Nimble. A Social Business leverages these social networks to speed up business, gaining real-time insight to make quicker and better decisions. They get information to customers, partners and employees in new ways and deliver it much faster. Supported by ubiquitous access on mobile devices, and new ways of connecting and working together in the Cloud and on open platforms, a Social Business turns time and location from constraints into advantages. Business is free to occur when and where it delivers the greatest value, allowing the organization to adapt quickly to the changing marketplace.

Business cards help you know more than a name




Profile Search




Profiles results




Easy access to Connections Files
Simply double click to edit...




Or drag and drop to share a link to a file via email




Drag and drop to upload and share new content




Workplace cultural assimilation is a two-way street

Digital NativesNew ways to work

Digital ImmigrantsI live in my inbox

Can you give back an hour, or two, or three of time back to the Inbox worker?Compellng reason to act Entitlements give you back on how to information share and not be a slave to the inbox.

We Live in a Real-Time Culture. Dissemination of news via social media, social sharing, location-based apps, shopping, the list goes on.

We live in breathe in a real-time culture. On-Demand is more prevalent than ever and Sametime Meetings enables us to talk and share in real-time. Invite whomever and share.

Why aren't you leveraging Sametime Meetings?

There is no good reason NOT to leverage real-time technologies today.

IBM Sametime & UCC

Our idea is to let knowledge workers have all-round connectivity, said IBM Country Manager for Lotus (IBM Software Group) Karthik Padmanabhan.

http://www.deccanherald.com/content/211760/ibm-unveils-apps.html

To touch a little bit on Sametime

For us as partners, Sametime gives us the ability to demonstrate real-time collaboration WITH IBM.

For our customers, there is no longer a valid excuse for not leveraging this entitlement and using Social Everywhere sales plays to our advantage

Sametime & UCC enables Community

Moving from the Inbox to Instant Meetings (Real-Time Collaboration!)

Questions to pose to audienceHow many would describe their inbox as wild or untamed?How many would say they get too much e-mail?

There are different types of inboxes and management strategy

-Out of control-Doubles as a to-do list (flags, folders)-Extract and reorganize using project management tool-Do nothing (incoming only, dont respond)

Is there a better solution than working out of the inbox?There has to be, right???!!!

So why dont we change our behavior?Its in our nature to resist changeIts in our best interest improve, not stay stagnant.

Social Business in the Cloud - LotusLive

The All Encompassing TripComplete set of Community Building Tools (As A Service)

Social Business in the Cloud The opportunity?- Demonstrating TCO in infrastructure vs. service based technology- TCO involves all aspects of technology, support, hardware, people, power, and software VS. Cloud services a compelling argument

Community in the Cloud LotusLive (cont'd)

Great onramp for smaller to midsize organizations who want to get out of supporting their business and get into doing business

Social Business Services Opportunity Today

Upgrade to Notes Domino 8.5.3 and bundle Connections Files & ProfilesJumpstart to Social Business

Upgrade to Sametime Standard or Advanced from free EntitlementAllow customers to engage in real-time collaboration

Take advantage of the Social Everywhere sales play!!

IBM LotusLive Social Business in the CloudCompelling for organizations of all sizes

Messaging & Collaboration infrastructure dependency lessens

Full set of capabilities the All Encompassing Trip

Services opportunities in migration, training, usability

Agenda

Introductions








Q & A

Customer Example: Health & Wellness

Social-focused Customer ServiceInternal/External Digital ConversationsEngaged Brand Management

Social Business. Social Wellness

New RockTeam customer this year who engaged us to evaluate social technolgies for their startup. Product launch in March 2012We performed a study to evaluate their competition on social media and also how those concepts could help them internally for evolving their product AFTER the launch.

Customer Example: Flowline Components

Getting back to doing businessMoving to Web 2.0 SaaSGains of 40-60% in productivity

Social Business in the Cloud

Flowline Components With nearly 20 years experience in this business, Flowline is well-known and respected as a full-service supplier of state-of-the-art components for hydraulic and pneumatic hose assemblies

They've been on Notes Domino since 1993 with blade center technology and some doc management notes applications.

Greg Johnston (CEO) made the decision to work on his business and move away from supporting his business.

Government

New Social Value PropositionSocializing Business ContinuityI Want That

Agenda

Introductions








Q & A

Over the next three years, the market for worldwide social platforms is expected to triple from $630 million in 2011 to $1.86 billion by 2014, according to market research firm IDC(1)

Source: http://www-03.ibm.com/press/us/en/pressrelease/33515.wss

We can answer the why behind this fact. The social phenomenon has been led by facebook, twitter...we are being led by consumers... it's an evolution

One year ago, International Data Corporation (IDC) predicted that the IT industry's next dominant platform, built on mobile computing, cloud services, social networking, and big data analytics technologies, would begin its transition into the mainstream. Today, spending on these technologies is growing at about 18% per year and is expected to account for at least 80% of IT spending growth between now and 2020. With future market revenues at stake, IDC predicts that 2012 will be marked by some of the first high-stakes battles as companies seek to position themselves for leadership in these critical and fast-growing technology areas.

Source: http://www.idc.com/getdoc.jsp?containerId=prUS23177411

2012 is our year! The analysts are seeing this as a competitive year and it's time to lead our customers into the Social entitlements to start their social business transformation

At RockTeam, I would say 80% of our own customers have asked us about Social technologies whether external or internal. It's on their minds.

Engage in this conversation.

On a smarter planet, people are transforming the way they interact... and this transformation is impacting the way business is being done

95% of standout organizations will focus more on getting closer to the customer over the next 5 years.

IBM CEO Study 2010

Standout organizations are 57% more likely to allow their people to use social and collaborative tools.

IBM CHRO Study 2010

Why Social Business matters...

Social Business address these new
challenges delivering business value.

Start with definition of what is a standout organization. It is an organiation who's business performance as defined by typical metrics: revenue growth, market cap, Price to Earnings ratio is better than their peers.

Leverage CMO, CEO, CHRO work done by IBM Institute for Business Value. Use Props!! (Studies, reports) relevancy

This information helps you (Mr. IT Person) prove relevancy and value to your execs. 57% of standouts are using social tools = It's not just a time waster

The world is changing, and becoming more

3i_instru_ko_0109.pngInstrumented

smartphone shipments will outpace PCs by 2012

3i_interc_ko_0109.pngInterconnectedsocial networking accounts for 22% of all online time

3i_intelli_ko_0109.pngIntelligentthe social data analytics opportunity will grow to 1 Zettabyte by 2011

How are we going to close Social Business deals in 2012?

The Notes Domino Base is now thinking about Social Business Example: Domino Customer over 15 years, 600 WW seats, now expanding into socialEntitlements are leading to services opportunities

Example: Domino Customer (SMB) since R4, have moved into Social Business in the CloudWin Revenue in LotusLive and services to migrate from on-prem to Cloud

Example: International eLearning Organization creating Social Learning via ConnectionsWin Revenue in IBM Connections based on Partner knowledge and expertise in Social Business and Social Learning

Agenda

Introductions








Q & A

Get engaged with IBM

Join the Sametime, Bleedyellow, LotusLive Sametime Communities

Engage in daily OI discussions with IBMers

Make sure your IBM channel and direct reps are on your sales teams (assigned) in GPP!

Go-To-Market IBM & RockTeam
Growth thru partnering, sharing, & engaging via Greenhouse, LotusLive, & Sametime

31175

Numbers Don't Lie...

Partnering has it's advantages...

125% Growth in ICS Software Sales

40.5% Growth in Professional Services (Consulting)

40.4% Growth in Lotus Online Training (ILO)

2011 Growth!

Call to Action!

Social Software & UCC SVP Authorization00M-196Social Software and Unified Communications Sales Mastery Test v1

LOT-917Administering IBM Connections 3.0

REGISTER your deals!In order to get on the radar, you have to turn the radar ON

SVI/VAP (need I say more?)

Engage your Channel Team for sales assistance!They will make cold and follow-up calls if they are on your sales team!

Understand the quarterly sales plays!

It's Evolution Baby - ENGAGE

Source: http://26.media.tumblr.com/tumblr_lknfugIpCF1qed3awo1_400.gif

Thanks! Questions?

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