friedel jonker career history education and references as of 20110221
DESCRIPTION
You requested more information about my career history, education and references. Here it is. Kind regards, Friedel New Version. I added my new position as IBM Software Client Leader and IBM Synergy Play 2010/2011 for CXOs on just slides 22 to 46. Look what IBM can do for you on only 24 slides :-)TRANSCRIPT
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Business is People ☺
Small is Beautiful ☺IBM Synergy Play 2010/2011 for CXOs on just slides 22 to 56
My Social Business Development@ with Program & Project Learnings@
7 C of My Social Business DevelopmentCreativity, Competence, Contacts, Communication, Connections, Collaboration and Change
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Friedel Jonker, Software Client LeaderIBM Software Group
Career History and Education Selected Programs/Projects
� ims: German Business Value Concept to improve Sales Force Effectiveness based on eBusiness Assessment, Pain Point Analysis, Definition of Requirements and Portfolio Prioritization.
Contribution: Lead the German Business Value Concept to improve Sales Force Effectiveness.
� Daimler: Global Concept and implementation coordinationtogether with the Boston Consulting Group to set up IT/Data Governance and Data Modelling/Re-Engineering of an As/isLandscape with the objective to reduce costs in developmentand maintenance and increase and secure the Quality of Data as a base for high quality use of CRM, BI/LI for Sales & RiskPerformance Management (SRPM).
Contribution: Lead the IT/Data Governance and acted as the SME for all IT/Data Governance related issues at the company.
� Dresdner Bank/Commerzbank: Definition of a Business Driven Traffic Light Test Management Concept to successfully implement an Oracle/Siebel CRM & BI solution.
Contribution: Lead the Testmangement and acted as the SME for all CRM & BI related Testmanagement matters. The Testmanagement Concept is now used as a global handbook for Testmanagement.
� German, English (fluent).
� CRM, BI/LI Strategy Leader IBM GBS Germany.
� Winner of the Sales Excellence Award 2005 from the University of St. Gallen and Handelsblatt.
� Broad experience in Planning and Implementing value based CRM & BI/LI Strategy, Processes, Architecture and Systems.
� Member of the MIT, Sales Executive Councile, SAMA and member of Marketing Alumni, University of Münster, Germany
Languages and Profile
University of M ünster, Master of Business Management in Marketing & Statistics
19881982-
Infas, Germany, LOCAL-Direct Project managerfor SRPM with Location Intelligence (LI)
19891988-
Ogilvy & Mather Dataconsult, Germany, Consultant Database Marketing
19901989-
Citicorp-Citibank AG, Germany, European Manager Marketing Database VISA
19941990-
Deutsche Leasing AG, S-Finance Group, Germany, CRM & BI Business and ProgramDirector
20081994-
IBM, Germany, Software Client Leader, Business Development Manager Analytics & PM, ManagingConsultant CRM & BI
today2008-
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Selected IBM Learning History 2008-2011
Selected IBM Learning History 2008-2011
IBM Information On Demand (IOD) Conference 2010, Ro me2010/05/212010/05/18
IBM Analytics & Performance Management Fast Start 20 11, London2011/02/082011/02/07
LEADing@IBM - elearning for Leader Foundation, Frankf urt2008/08/222008/08/22
SAP CRM 2007 Reskilling Training, Walldorf2008/09/192008/09/08
Germany Information On Demand University 2008, Stut tgart2008/09/262008/09/26
IBM Cognos 10 Business Intelligence One Week Worksho p 2010, Frankfurt
2010/09/172010/09/13
LearningsToFrom
EMEA Customer Focused Enterprise Workshop, London2008/02/202008/02/18
Customer Value Mangement Communication and Education I MT Germany, Stuttgart
2008/03/152008/03/14
SAP Skills Transformation Training Event, Frankfurt2008/06/062008/06/04
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� Neue Informationsqualität für das VISA Kartenmanagement der Citicorp, in: Oracle Finanzwelt, 1994
� Database Marketing bei der Deutschen Leasing AG, in: Jahrbuch 2000, Deutscher Direktmarketing Verban d e.V.
� Von Database Marketing zum CRM, in: Computerwoche, 19/2001
� Customer Relationship Management, Bericht über das Deutsche Leasing CRM-Projekt, in: GoAhead 9/2001, CSC- Ploenzke
� CRM – die nächste Generation, Interview mit Friedel Jonker, in: Computerwoche, 33/2002
� Mit intelligentem Database Marketing und CRM zu überdurchschnittlichem Markterfolg, in: Cognos- Kundenmagazin
� Case Study Präsentation C3M-Eagle, marcusevans, FoCus Gipfel CRM, Montreux, 19.-21. Janu ar 2003
� Erfolgreiches Customer Relationship Management bei der Deutschen Leasing AG, Nordakademie, Elmshorn, e-think-tank, Febraur2003
� Konflikte zwischen Vertrieb und Vertrag lösen, in: Praxismagazin f ür Marktkommunikation der Sparkassen-Finanzgruppe, 2 004, 11. Jahrgang, Nr. 5, S 38 ff
� CRM und Sales -2 Seiten einer erfolgreichen Verbindung, im Beratungsbrief von http://www.vertriebs-experts.de , 23.03.2005
� Deutsche Leasing Gruppe: Mit Siebel/Oracle CRM-System das Neugeschäft jährlich um durchschnittlich 12 Prozent gesteigert, in: Oracle Customer Snapshot Juli 2006
� CRM als strategisches Element der wertorientierte Unternehmensführung der Deutschen Leasing AG -7P Programm für erfolgreiche CRM-Programme –Position_Path_Portfolio_Program_People_Progress_Performance, marcusevans, FoCus Gipfel CRM, Montreux, 14.-16. Februar 2007
� Case Study CRM bei der DL, in Kundenmanagement –Grundlagen-Strategien-Beispiele von Manfred Krafft, März 2007
� Vom Callcenter zum Intelligent Multichannel Customer Management Center, IBM Callcenter Circle, Hamburg HASPA, Mai 2008
� Neue Technologien schaffen eine Demokratisierung der Information, Initiative Mittelstand http://www.imittelstand.de/themen/topthema_100288.h tml , 16.11.2009
� Integrierte Echtzeit Unternehmenssteuerung (IEU), IBM Partner Channel Kick Off Berlin, Januar 2010, S alesforce.comCloudforce2 Frankfurt, M ärz 2010, Teradata Enterprise Intelligence Summit Berli n, April 2010, IBM Partner University-Frankfurt, April 2010, Bechtle Partner Pr äsentation Mannheim, Juni 2010, FuM Partner Pr äsentation Stuttgart, Juli 2010
� Integrated Realtime Corporate Management (IRCM), IBM Europe & Asia IT Architects University Stuttgart, April 2010
� Integrierte Echtzeit Unternehmenssteuerung –IBM Synergy Play, SAP-DSAG N ürnberg, September 2010, IBM ISV Technical Executive Forum Ehningen, Oktober 2010, Institut f ür BI Stuttgart, Dezember 2010
References 1994-2010
References –Literature and Presentations 1994-2010
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Diplomarbeit -Kundenbezogene Datenbanken, 1986
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Diplomarbeit -Kundenbezogene Datenbanken, 1986
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C.I.M.P. -Ein Computer Integr. M. Plan., 1987
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Infas-LOCAL -Location Intelligence, 1988
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Ogilvy&Mather Datac. -Direkt-Marketing, 1989
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Citicorp –Neue Informationsqualität, 1994
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Deutsche Leasing -CRM und BI in McKinsey, 2003
Das Deutsche Leasing CRM Programm
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Deutsche Leasing -CRM and BI in 1to1, 2006
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Deutsche Leasing -CRM and BI in Montreux, 2007
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Deutsche Leasing -CRM und BI Programm, 1997-2008
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IBM GBS -Dresdner Bank, Testkonzept KMT, 2008
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IBM GBS -ims Synapse Program, 2008
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IBM GBS -Architecture Daimler, 2008 u. FI, 2009
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IBM GBS -Ricoh, DWH-Rep. Dashboard, 2009
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IBM GBS -DKV Sales Management, 2009
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IBM SWG -Business Development –Webinare, 2009-2011
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� IT und Business Messe, Stuttgart, Neue Technologien schaffen eine Demokratisierung der Information, Stuttgart 2009, Initiative Mittelstand http://www.imittelstand.de/themen/topthema_100288.h tml
� Integrierte Echtzeit Unternehmenssteuerung (IEU), IBM Partner Channel Kick Off Berlin, Januar 2010, Salesforce.com Cloudforce2 Frankfurt, M ärz 2010, Teradata Enterprise Intelligence Summit Berlin , April 2010, IBM Partner University-Frankfurt, April 2010, Bechtle Partner Pr äsentation Mannheim, Juni 2010, FuM Partner Pr äsentation Stuttgart, Juli 2010
� Integrated Realtime Corporate Management (IRCM), IBM Europe & Asia IT Architects University Stuttgart, April 2010
� Integrierte Echtzeit Unternehmenssteuerung –IBM Synergy Play, SAP-DSAG N ürnberg, September 2010, IBM ISV Technical Executive Forum Ehningen, Oktober 2010, Institut f ür BI Stuttgart, Dezember 2010
IBM SWG -Business Development –Events 2009-2010
Events
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CXOs 3 Fragen/Questions� Was ist möglich ?/ What is possible ?
� Was bringt es ?/ What is the business value ?
� Wie ist es machbar ?/ How can we do it ?
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CXOs 3 Fragen/Questions� Was ist möglich ?/ What is possible ?
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IBM SWG -IBI IBM Synergy Play, 2010
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Source: IBM Global CIO Study 2009; n = 2345
“In Zeiten in denen Unternehmen in den meisten Indu strienüber ähnliche Produkte und vergleichbare Technologi en verfügen sind hochperformante Geschäftsprozesse einer der letzten verbleibenen differenzierenden Wettbewerbsvorteile.
Tom Davenport, “Competing on Analytics”
57%
55%
61%
62%
63%
64%
66%
70%
76%
80%
63%
68%
70%
67%
71%
73%
71%
73%
77%
86%
Unified Communication
SOA/Web Services
Business Process Management
Application Harmonization
Self-Service Portals
Customer and Partner Collaboration
Mobility Solutions
Risk Management and Compliance
Virtualization
Business Intelligence and Analytics
Zehn der wichtigsten visionären Planungselemente
Interviewte CIOs konnten soviel auswählen wie Sie wollten
Highgrowth
Low growth
BI/Analytics Nr. 1 der Investitionen zur Steigerung der
Wettbewerbsfähigkeit
IBM Global CIO Study 2009
IBM SWG -IBI IBM Synergy Play, 2010
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IBM SWG -IBM Synergy Play, 2010 Vision 1987 Look Slide 7 Look Slides 27-47Realität 2010IBM GBS & SWG
1.IBM IBV Studies
2. IBM CFE
3. IBM Customer Insight
4. IBM BAO
5. IBM Industry Framew.
6. IBM Blueprints
7. IBM Open Pages
8. IBM Content A.
9. IBM Cognos
10. IBM Lotus
11. IBM Unica
12. IBM Infosphere
13. IBM SPSS
14. IBM ILOG
15. IBM Rational
16. IBM ECM
17. IBM DB2, Neteeza
18. IBM Watson
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IBM SWG –IBM Synergy Play 2010 –Area Value (X) Matrix
X
X
X
X
X
X
X
X
X
X
X
X
X
Sales
X
X
X
X
X
X
X
X
X
X
X
X
X
X
X
Service
X
X
X
X
X
X
X
X
X
X
X
X
X
X
X
X
IT/Orga
X
X
X
X
X
X
X
X
X
X
X
X
X
X
X
X
X
X
CXO
X
X
X
X
X
X
X
X
X
X
X
X
X
X
X
Finance/CO
X
X
X
X
X
X
X
X
X
X
X
X
X
X
Marketing
Future Artificial Intelligence
High Perform. Databases
Enterprise Content M.
Application Development
Optimization, Rules
Predictive Analytics
Data Management
Marketing Campaign M.
Social Collaboration
Business Intelligence
Social Web Analysis
Financial Risk Management
Ready to Start Models
Predefined Business & Architecture Frameworks
Business Analytics & Opt.
Customer Insight Consulting
Customer Focused Enterpr.
Business Value Studies
Main Functions
18. IBM Watson
17. IBM DB2, Neteeza
16. IBM ECM
15. IBM Rational
14. IBM ILOG
13. IBM SPSS
12. IBM Infosphere
11. IBM Unica
10. IBM Lotus
3. IBM Customer Insight
1. IBM IBV Studies
6. IBM Blueprints
5. IBM IndustryFrameworks
4. IBM BAO
2. IBM CFE
Services & Products
9. IBM Cognos
8. IBM Content Analytics
7. IBM Open Pages
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As the world’s largest business software company, IBM is helping organizations of all sizes tackle their most important business needs*
Turn information into insights
Drive business integration and optimization
Connect and collaborate
Enable product and service innovation
Optimize the impact of business infrastructures and services
Manage risk, security, and compliance
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IBM solutions are built on a core set of software capabilitiesTurning Information into Insights Business Analytics
Data Management
Data Warehousing
Enterprise Content Management
Information Governance
Information Integration and Federation
Drive Business Integration and Optimization
Application Infrastructure
Business Process Management
Commerce
Connectivity and Integration
Enterprise Marketing Management
Connect and Collaborate Social Business Application Development
Social Collaboration
Unified Communications
Web Experience
Enable Product and Service Innovation
Application Lifecycle Management
Complex and Embedded Systems
Design and Development
Enterprise Architecture and Portfolio Management
Enterprise Modernization
Security
Optimize the impact of business infrastructures and services
Asset Management
Business Service Management
Cloud and Virtualization Management
Network and Service Assurance
Security
Storage Management
Systems Management
Manage Risk, Security, and Compliance
Application and Process
Data and Information
Network, Server, and Endpoint
People and Identify
Physical Infrastructure
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“The magic of our industry - you enter the shop with money and you leave with a piece of paper (......). The main problem of financial crisis is lack of transparency.”
CEO in a bank, Slovakia
CXOs citing creativity as a top leadership quality provided new insights into leading in the new economic environment
Global thinking enables the best assessment of risks, you can meet in developing your business.
Deputy General Director, Telecommunications, Russia
“We do everything to simplify our business, but at the same time need to manage increasing external complexity -for example, with our customers and partners.”
CEO, Public Sector Organization, Czech Republic
Quelle: IBM Global CEO Study 2010; n (1541)
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Global Leaders highlighted the need to improve their use of realtime information to enhance decision making
Information Integrated from multiple data sourcesInformation used for realtime decision making
Importance
Area of Focus
Below the Radar
Safety Net Ideal Zone
Information-related components
Cur
rent
Cap
abili
ty
15% 20% 25% 30% 35% 40% 45% 50% 55% 60%
Integrated data sources
Used for realtime decision making
Info displayed differentlyfor different audiences
Rate and comment on business information
Automatically pushed to stakeholders
15%
20%
25%
30%
35%
40%
45%
50%
55%
60%
Quelle: A New Way of Working. Insights from Global Leaders Study 2010, N=300
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IBM Synergy Play Platform -Extending BI for Enterprise 2.0
Enterprise 2.0
Hardware &Systems
Management
Data & Content Management
Data Integration
Business Intelligence, Performance Management
Connecting People and Information to Drive Better Business Performance …
User generated Content
Web 2.0 Interfaces
Platform for decision making
SOA: Dynamic Applications
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3333
Buy Market Sell Service
Core business processesCORE BUSINESS SOLUTIONS
Advanced analyticsStore analytics | Purchase analytics | Consumer loyalty | Predictive and prescriptive | Social Analytics | Master data management
Sourcing and procuring goods
and materials required to
deliver products and services to
meet customer demand
Selling and fulfillment of products
and services across multiple
channels to drive sales
Servicing customer needs across
all interaction channels to drive
repeat sales and enhance lifetime
value of a customer
• Cross-Channel Order Capture, Cart
and Catalog
• Customer-centric Shopping Experience
• B2C/B2B StorefrontsCoremetrics• Digital Analytics
• Behavioral Segmentation
• Search Optimization, Ad
Targeting, and Real-time
Website
Recommendations
Sterling Commerce• Cross Channel Order
Management
• Configuration
• Pricing
• Multi-vendor catalog
• Quoting
Sterling Commerce• Distributed Order Management
• Warehouse Management
• Transportation Management
• Supply Chain Visibility Sterling
Collaboration Network/B2B Services
Unica• Cross-channel
Campaign Mgmt
• Real-time Decisioning,
Event Detection, and
Contact Optimization
• Operations Mgmt
ILOG Supply Chain• Network Optimization
• Transportation Optimization
Sterling Commerce• Warehouse Management
• Transportation Management
• Supply Chain Visibility
• Sterling Collaboration
Network/B2B Services
ILOG Supply Chain• Product Optimization
• Inventory Optimization
Retail Store Solutions
• Retail POS Solutions
• Self-Service Portal/Kiosk
• POS Applications
Sterling Commerce• Delivery & service Scheduling
• Reverse Logistics
IBM Case Manager• Case Design, Run-time, Analytics
• Collaboration
• Rules & Events
PureScale Application
Systems
Smart Analytics
System BPM Suite
Workload Optimized Systems(Z-Enterprise, Power, X, Storage and Systems Software)
focused on agility, integration and automation to drive relevant business outcomes
Developing, delivering, and
measuring relevant and consistent
messages across multiple channels
to drive demand
IBM SWG –IBM Synergy Play 2011 –Business Value Chain
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Enable product and service innovationIntegrating best of breed functionality enriches the capabilities and simplifies deployment and management
Enterprise architecture and
portfolio management
Enterprise architecture, product and portfolio management, requirements
| 2007
Design and development
Software design and development | 2003
Systems engineering and software development | 2008
Open source software development platform | 2001
Application lifecycle
management
Team-based development tools | 2003
Systems engineering and sw development | 2008
Automated build and release mgt. | 2006
Complex and
embedded systems
Tools for complex and embedded systems | 2007
Security
Source code security analysis | 2009
Web application security and compliance | 2007
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Turn information into insightsIntegrating best of breed functionality enriches the capabilities and simplifies deployment and management
Business analytics
Business intelligence and performance mgt.2008
Predictive analytics2009
Financial governance | 2010
Governance, compliance, risk mgt. | 2010
Web analytics2010
Information integration
and federation
Real time data integration2007
Master data mgt. | 2010
Data warehouse appliances | 2010
Information governance
Archiving and test data mgt.2007
Data discovery2009
Database security2009
Data management
In-memory database2008
Enterprise content management
Data & document capture | 2010
Legal & information governance | 2010
Data warehousing
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Drive Business Integration and OptimizationIntegrating best of breed functionality enriches the capabilities and simplifies deployment and management
Connectivity and integration
B2B integration2010
Cloud integration2010
Business process management
Business rules | 2008
Business event processing2008
BPM for LOB | 2010
Commerce
Selling, order mgmt,supply chain mgmt2010
Optimization | 2008
Enterprise marketing
management
Enterprise marketing mgt.2010
Web analytics | 2008
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Manage risk, security, and complianceIntegrating best of breed functionality enriches the capabilities and simplifies deployment and management
Security governance, risk
management, and compliance
Database Security | 2009
BI and Performance Mgmt Platform | 2008
Data and information
Database Security | 2009
Application Security and Compliance | 2009
Application and processNetwork, server, and endpoint
Web application security & compliance | 2007
Endpoint Management2010
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Potentiale, Interessenten, Kunden, Partner, Wettbewerber und Anwendungs-Benutzer
CRM-Anwendung, …-Anwendung
Datawarehouse(vorhandenen interne/externe Daten)
Geschäfts-Fragestellungen
Geschäfts-Antworten und neue Frage-stellungen
Geschäfts-Entscheidungen/Planung undSteuerung
Benötigte interne/externe Daten
Geschäfts-Performance
BI, SPM, CPM, HCM*1) –Planung,Reporting-, Analyse- und Prognose-Anwendungen
Zeit-/KostenGeschäfts-Ergebnisse
ManagementDevelopment
*1)BI=Business IntelligenceSPM=Sales Performance ManagementCPM=Corporate Performance ManagementHCM=Human Capital Management
Personal MobilePerformance Management
Personal WorkPerformance
Based on:
iPhone®
Anwendungen_Wissen_Medien
zur Steigerung der Performance
BlackBerry®
IBM SWG –IBM Synergy Play 2011 –Architecture Layout 2011
Android ®
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Better Results by Business Analytics and PM
End-to-EndSolutions
Customer & Product Profitability
Workforce Optimization
Dynamic Supply Chain Multi-Channel
Marketing
Financial Risk Insight
Enterprise Data
Management
1. Management of Enterprise Data and Content
Information Integration, Warehousing und
Master Data Mgmt.
3. Trusted Relatime Delivery of Data and Content
Business Intelligenceund
Performance Manangement
4. Analysis, Planning and Use of trusted Data and Content
2. … and use in Business Processes
Enterprise Content
Management
FileNet®
software
DB2®
software
Informix®
software
IBM SWG –IBM Synergy Play 2011 –Architecture Layer 2011
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IBM Synergy Play -Industry Reference Architecture with IBM SWG Product Overlays
MasterDataMgmt
Enterprise Service Hub Service Registry& Repository
EnterpriseService Bus
Service Mgmt& Invocation
BusinessPartner
ServicesReal
Campaign Mgr
3rd PartyProducts/Svcs
CustomerRelationship
Mgmt
RelationshipManagement
DecisionSupport
Marketing
CaseManagement
Banking& Credit
Operations
LoanOrigination
CorporateBanking
RetailBanking
GeneralLedger
Credit Cards
Payments
BusinessMgmt
Resource
Fraud
Product
Risk
Debt
RegulatoryProcess Manager
Process Models
SalesProcesses
MarketingProcesses
ServiceProcesses
ComplianceProcesses
Business Processes
Governance & Monitoring
3rd partyData
FicoCreditScores
DemographicData
CustomerInsight
& Analytics
CustomerAnalytics
BusinessInsight
Search &DiscoveryAnalytics
Threat &Fraud
Analytics
Data Integration/Information Services
InformationFoundation
UnstructuredData
Core Systems
Ban
king
Indu
stry
Mod
els
ContentMgmt
Systems
DocumentMgmt
Systems
Customer Account Product
BankingData
WarehouseDataMarts
Rapid Development & Integration
Multi-ChannelIntegration
ElectronicSignature
UtilitySystems
Enterprise Service Bus Service Registry& Repository
ExternalServices Gateway
Service Mgmt& Invocation
BusinessPartner
ServicesReal
Campaign Mgr
3rd PartyProducts/Svcs
CustomerRelationship
Mgmt
RelationshipManagement
DecisionSupport
Marketing
CaseManagement
Banking& Credit
Operations
LoanOrigination
CorporateBanking
RetailBanking
GeneralLedger
Credit Cards
Payments
BusinessMgmt
Resource
Fraud
Product
Risk
Debt
RegulatoryProcess Manager
Process Models
SalesProcesses
MarketingProcesses
ServiceProcesses
ComplianceProcesses
Business Processes
Security, Management & Governance
3rd partyData
FICOCreditScores
DemographicData
CustomerInsight
& Analytics
CustomerAnalytics
BusinessInsight
Search &DiscoveryAnalytics
Threat &Fraud
Analytics
Banking EnterpriseInformationSystems
ContentMgmt
Systems
DocumentMgmt
Systems
Rapid Development & Integration
Customer
FormsMgmt
Data Warehousing
Call Centers
Internet
Relationship Managers /
Agents
ChannelsBranches
Mobile Banking
ATMs
RulesEngine
Pre
sent
atio
n / I
nter
actio
n S
ervi
ces
ThinClient
RichClient
Ent
erpr
ise
Acc
ess
Ser
vice
s
April 2010
WebSphere
Process Server
Lotus Forms
WebSphere
Business Monitor
& Business Events
iLog
Banking Data
Warehouse
FileNet
Information
Framework
Tivoli (ITM, TAM, …)
Modeler, WID, RSA, IDA, …
WebSphere ESB, MQ, Message Broker
WMBTT (Build
Option)
Cognos, SPSS
EAS
WMBTT Server
WebSphere
Portal
DataStage
QualityStage
MDM
Server
BankingIndustryExample
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IBM Rational Architecture Management Solutions
Product & Project ManagementBusiness Planning & Alignment Compliance & Security
Engineering & Software Delivery Tools
Collaborative Lifecycle Management
Enterprise Architecture
Requirements Definition
Portfolio Management
Project Management
ProductManagement Security Business
PoliciesRegulatoryCompliance
Performance Management
DevelopmentTools
Testing Tools
Modeling Tools
Architecture Tools
Quality Management
Change& Release
Management
ConfigurationManagement
Build Management
RequirementsManagement
IT BusinessTransformation
Enterprise Modernization
ManufacturedProducts
Jazz Platform
Manage the architecture transformation
into the Digital Age
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Metadata Server
DataStageInformationAnalyzer
Rational Data Architect
Information Services Framework
BusinessGlossary
3. Profile data sources, mapping to business terms
4. Cleanse data sources,resolving problems foundby profiling.
Deployed application
1. Define business terms in glossary
2. Generate and deploy data model based on business terms
QualityStage
5. Transform data totarget data format, asdefined by data model
DevelopersSubject Matter Experts
DataAnalysts
Business Users
Architects DBAs
IBM Infosphere –Information Supply Chain
Manage the information value chain for trusted
Data, Reports , Analytics and Decisions
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Unified Workspace across multiple styles of analysis
Business Business Business Business
InsightInsightInsightInsight
Analytical ReportingDrill
Trending Slice and Dice
Scenario ModelingWhat-if
Advanced AnalyticsWhat might be
IBM Cognos 10 –Integrated Business & Social Intelligence Solution with Unified Workspace 1. Part
Integrate Business & Social Intelligence
to work proactive withinformation and
to drive business value
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Exploration & Analysis withBusiness Insight Advanced
Business Insight
Social Collaboration withLotus Connections
Reports & Analysis
Real-Time Monitoring
Drag-and-drop content
TM1 Cubes
Metrics
Toolbox
Do More…
Unified BI workspace
IBM Cognos 10 –Integrated Business & Social Intelligence Solution with Unified Workspace 2. Part
Integrate Business & Social Intelligence
to work proactive withinformation and
to drive business value
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IBM Content AnalyticsDokumente
Facetten
Trends
Abweichungen
Facetten Paare
Time Series
See unknown patterns and trends in the
web and corporate own internal data
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Realtime Recommenda-tions for Web & CRM
Target GroupAnalytics
IBM SPSS Predictive Analytics
Analytical Decision
Improvement
Web-User Analytics
Real-time Identification offraud transactions
Risk Scoring and FraudPrevention
Action Scoring
PersonalizedOfferings
Analyse customer data in Realtime
for One to One Offerings
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� Manage Marketing across Multiple Interaction Channels
– Cross-channel marketing strategy is defined and planned using Unica
– Coremetrics is used to track consumer actions, and make relevant recommendations
– The e-commerce web site and order capture is provided by WebSphere Commerce
– Customer experience with responsive interaction is guaranteed by workload optimized systems
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Generate demand with Unica eMessage
(email creation, delivery, tracking
Marketing messages and
campaigns are defined and
planned using Unica Campaign
Deliver custom landing pages with targeted
messages and promotions via WebSphere
Commerce Precision Marketing
Web
MobileRetail Store Systems
Store
Optimize display and search results with
Coremetrics AdTarget and Coremetrics Search
Insights from
social media,
third party
websites,
purchase
history ,etc
Capture responses and refine
IBM Smarter Commerce Solution
Automated Realtime One to One Multic
hannel Offerings
to informcustomers and sell more with
less costs
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CXOs 3 Fragen/Questions� Was bringt es ?/ What is the business value ?
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MIT BMW Business Value from Strategic Architecture Management
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McKinsey –Web 2.0 finds ist payday
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CXOs 3 Fragen/Questions� Wie ist es machbar ?/ How can we do it ?
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Zeit/Integrationsgrad
isoliert konzentriert integriertharmonisiert
StandardizedTechnology
OptimizedCore
BusinessModularity
BusinessSilos
Strategy Architecture Integration Path to Business Value
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IBM BAO Services methodologyPHADE (Process-Application-Data-Insight-Embed)
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Delta=Veränderung=Change
� Was ist möglich ?/ What is possible ?
� Was bringt es ?/ What is the business value ?
� Wie ist es machbar ?/ How can we do it ?
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IBM SWG -Future Growth Enablement, 2010
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IBM SWG -Future Growth Enablement, 2010
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IBM SWG -Social Business Client Segmentation, 2011
Look Slide 5
From Contact to Client Network & From Solutions to Sal es as of YYMMDD
CXO Finance Marketing Sales ITServiceControlling
Look Slide 58 From Sales
to Service
Bedarfssegmentierung Verhaltenssegm
entierung Nutzungsbarriere
Ents
chei
dere
rfass
ung
K
unde
nerfa
ssun
g
und
Bear
beitu
ng
und
Kun
denb
earb
eitu
ng
Tech
nolo
gieb
arrie
re
From Social
Networking
to
Business
Development
(BD)
From BD
to
Sales
Client Listening (Employees, Google Alerts, RSS-Feed s,..)
Social Blogging (Twitter, Wordpress,..)
Social Events (Executive Conferences, Area Conf.,..)
Social Networking (Xing, LinkedIn, Facebook,..)
Social Webinar (Slideshare, Scribd,..)
Solution Webinar
Sales Webinar
Innovation
Workshop
Experience
Workshop
POC
Projekt
Consulting
Service
Strategic
Account
Management (SAM)
In CRM Siebel
Look Slide 60
C2
C1
C3
C1=Herr..,Interesse f ür CO Lösung
C2=Frau..,Interesse f ür Sales L ösung
C3=Herr..,Interesse f ür BI L ösung
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IBM SWG -Strategic Account Management, 2011
Beobachtung_Befragung_Analyse_Selektion_Bewertung_Akquisition_Planung_FollowUp_Realisierung_Ergebniskontrolle
*RAOAROC = Risk and Object Adjusted Return on Capital
Produkte u. Dienstleistungen
langfristig nachgefragte,Nutzen und Wert stiftende Produkte und Dienstleistungen
SAM / Marketing
Markenwertschätzungbei den Zielgruppendes Geschäftsbereichsinsbes. bei den SAs
ein hoher kaufrelevanterMarkenbekanntheitsgraddes Unternehmens, der Geschäftsbereiche und der Produkte und Dienst-Leistungen
SAM / Marketing
Potenziale
potenzielle Kunden undPartner
SAM / Marketing
Leads
Kunden und Partnermit kurz- bzw. mittel-fristigem Bedarf
Telemarketing
Valued Leads
Investitionshinweise,Geschäftsberichte,Plan- AWs, DB2,3 bzw. RAOAROC*,bewerteteKunden und Partner
SAM / ZKVB
Opportunity
Ermittlung der tatsächlichenGeschäftsmöglichkeiten(Volumen / Wahrschein-lichkeit)
SAM / Vertrieb
Objective
Einstellung der Geschäfts-möglichkeiten in Planung und Forecast
SAM / Vertrieb
Activities
abgestimmte Aktivitätenzur Unterstützung der Realisierung der Geschäftsmöglichkeiten
SAM u. weitere
Fulfilment
– Vertragsabschluss– Kundenservice– Kundeninformation
SAM u. weitere
Measurement
– Ist- AW-Entwicklung
– Ist-DB2,3-Entwicklung
– Ist- RAOAROC*
SAM / Cont.
CRM-Siebel
CRM- SiebelCustomer CareCRM-Siebel
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My Social Networking, 2009-2011/03/02
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“...Blend the Cognos portfolio with IBM's
data integration, data quality, data warehouse, content management, text mining & other offerings,
& there's no more extensive information management portfolio available, period…”
2008 Editor’s Choice AwardsIntelligent Enterprise Magazine
Leading Capabilities…
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IBM Cognos a Leader in the Forrester Wave™: Enterprise BI Platforms
The Forrester Wave is copyrighted by Forrester Research, Inc. Forrester and Forrester Wave are trademarks of Forrester Research, Inc. The Forrester Wave is a graphical representation of Forrester's call on a market and is plotted using a detailed spreadsheet with exposed scores, weightings, and comments. Forrester does not endorse any vendor, product, or service depicted in the Forrester Wave. Information is based on best available resources. Opinions reflect judgment at the time and are subject to change.
Source: Forrester Research Inc. “The ForresterWave: Enterprise Business Intelligence Platforms, Q4 2010”, Oct 21, 2010.
Full report can be accessed at http://www.ibm.com
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IBM Unica –Leader in CRM Mulitchannel Campaign Management
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IBM Coremetrics –Leader in Web Analytics
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Willkommen zu einem intelligenten JahrzehntVision 1995 Realität 2011
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In neue Dimensionen vordringen: Effiziente Verwaltung von Informationen. Tiefe Einblicke durch Analysen. Prognostizieren und bewerten von Chancen und Risiken. Schnellere und bessereEntscheidungen. Das verstehen wir unter New Intelligence.
To enter new dimensions: Leading not Managing Informations.Plan to achieve your Vison. Get new Insights by predictive Analytics. Forecast Chances and Risks. Achieve higher Corporate Performance by collapsing the time from Information to Business Value. That IBM´s defintion of New Intelligence.
A smarterWorld drivesNew Intelligence
New IntelligenceInfrastructures & Applicationsdrives a smarter World
Quelle: W
elt der Wunder 11/2010
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The new formula of success for THE NEW PIONEERS of the intelligent enterprise in the GLOBAL REALTIME INFORMATION Age is:
Business Value = TINT(TDI + TBI + TSI + TMI) with
TINT=Trusted Integration
TDI=Trusted Data Intelligence
TBI=Trusted Business Intelligence
TSI=Trusted Social Intelligence
TMI=Trusted Marketing Intelligence
Quelle: Welt der Wunder 11/2010
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If you can Do what you
THINK
and wanted to Do.
Thats Your Way !
Business is People ☺
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Contact Details
Friedel JonkerDipl.-KaufmannSoftware Client LeaderIBM Software Group
Wilhelm-Fay-Strasse 30-34D-65936 Frankfurt
Phone (+49)-69-6645-1227Fax (+49)-69-6645-5640Mobile (+49)[email protected]
More information from IBM and me. Look at Xing, Linkedin, Youtube, Twitter, Scribd, Slideshare and Lotus Greenhouse.
Join my Networks as Philip Kotler (North.West.Uni), Manfred Krafft (WWU Münster), Thomas H. Davenport (Babson College), Peter Weill (MIT), Jeanne W. Ross (MIT), Andrea Back (St. Gallen), Jon Katzenbach (Booz), Genie Z. Laborde (I.D.E.A.), Daniel Pink, Ross Dawson (AHT) Charles Savage (KEE), Soumitra Dutta (INSEAD)Chuck House (Stanford Uni.), Thomas Hutzschenreuter (WHU), Gunter Dueck (IBM), David Croslin and other leading Thinkers and Practitioners have already done it.
Business is People ☺
Selection of Companies on my Networks:
3M, Ameriprise, Booz & Company, Citigroup,
Daimler, Deutsche Bank, Deutsche Telekom,
Deloitte & Touchee, Ernst & Young, IBM, McKinsey,
Nokia, O2, REWE, Samsung, Siemens, Swisscard,
TUI, Vodafone, Volkswagen and more.
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