Innovate Business Partner Summit, Sunday, June 3 - Detailed agenda
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2012 IBM Business Partner Activities
Innovate 2012 – Business Partner SummitWalt Disney World Swan
Sunday, June 3, 2012 9:00 AM – 4:00 PM
The Rational Business Partner Summit, at Innovate 2012, is the day dedicated to you, all of our IBM Rational Business Partners. Whether you are an ISV, a Reseller, or a Value Added Distributor, the Innovate 2012 Business Partner Summit will be packed with all you need to know about IBM 2012 solutions, the 2012 Rational strategy, IBM Business Partner programs, and the IT and complex & embedded systems topics that are shaping the Rational global marketplace.
The Business Partner Summit keynote and breakout sessions will help you understand how to best position, market and sell solutions based on IBM Rational Software. Through an information-packed series of sessions, practical content will be delivered on marketing programs and best practices, selling strategies and techniques, tools and tips for facing off against the competition and how to leverage growth engines.
Breakfast will be light refreshments available at 8:30 AM
Morning Sessions: 9:00 AM - 11:00 AM
Final review sessions to prepare for new Technical Sales Mastery Exams
During your week at Innovate in Orlando, you will have the opportunity to take one of the three new Technical Sales Mastery (TSM) Exams covering Enterprise Modernization, Collaborative Lifecycle Management, and Systems and Software Engineering. As part of the Business Partner Summit on Sunday, we are offering two-hour "final reviews" for each of the exams.
These sessions will not teach you everything you need to know to successfully pass the exam. You still need to complete the virtual learning associated with each exam. The "final review" is designed to give you a high-level overview of the virtual learning materials as well as a discussion of what to expect on the test. You will also have the opportunity to ask any questions related to the learning materials.
Rational 2012 Competitive Landscape: A Look at the Major Players, Location (located in Swan 10)
In this session we will examine our positioning against key competitors as well as Open Source and low-cost providers, understand how IBM differentiates from these competitors and also how we can integrate their presence into our environments as a surround play. For key competitors, we will discuss strategies across the stack and priority offerings, value proposition and seller behavior.
Innovate 2012 Business Partner Summit General Session 11:30 AM – 1:30 PM
Lunch will be served (located in Swan 5 & 6)
Sunday, June 3 1:45 PM – 2:45 PM
Increasing Client Value Through the Rational Systems EcoSystem (located in Swan 7)
Speaker: Mark Lefebvre, Director - Systems Alliances & Integrations
Abstract: Companies that design, develop; and manufacture Smart Products are measured by innovation, profitability and quality. It therefore follows that the processes and tools these companies use to design and build these products are driven by time-to-market, cost, and risk management trade-offs. This presentation will provide an update to our Business Partners on the IBM strategy and execution plan for the Rational Systems Engineering platform that reduces client design & test cycle time, takes cost out of the development process, and ensures high quality products at market entry. This platform features an ecosystem of high value ISV's and partners that enhance the platform value, provide Rational with entry into specific markets, and meet unique integration requirements for client use cases.
The Relevance of Continuous Integration and Mobile to Enterprise Development (located in Swan 8)
Speaker: Hayden Lindsey, Vice President & Distinguished Engineer - Enterprise Modernization & Emerging Technologies
Abstract: Hayden will share insight on the challenges faced by today’s organizations. Specifically he’ll discuss the business demands created by the need for continuous integration by such things as mobile devices. Potentially disruptive technologies such as mobile in truth represent business opportunities, and IT teams must embrace, and deliver them while improving time to market, quality, time to value, predictability, and lower costs. IBM Rational has solutions that can help customers revitalize legacy applications, empower IT professionals, unify teams, and optimize performance – bridging the gaps that exist in every client environment.
IT Domain Strategy and Business Opportunities for Partners (located in Swan 9)
Speaker: Ashok Reddy, Director, Offering Strategy & Delivery, IT, EM, Cloud, DevOps, Mobile Offerings & Solutions
Abstract: Attend this session to understand the overall Rational strategy and how we're putting the strategy into action in 2012 deliverables and beyond. Hear about successful sales strategies and new emerging opportunities.
Make Your Marketing Deliver! Leverage IBM Marketing to Build a Stronger Pipeline (located in Swan 10)
Speaker: Shaun Jones, Vice President - WW Business Partner and Midmarket Marketing
Abstract: Your success is our success! Are you taking advantage of the marketing resources available to support your business growth? This session will cover new marketing programs and demand generation techniques in order to increase your pipeline and maximize your return on investment. Join our interactive session and demo, along with our IBM PartnerWorld experts, who will help you navigate the rich collection of resources, benefits, and programs inside PartnerWorld. Discover the power of teaming with IBM Software and unlock your profitability for 2012 and beyond.
Sunday, June 3 3:00 PM – 4:00 PM
Game Changing Advances in Quality Management: Market Insights and Partner Opportunities (located in Swan 7)
Speakers: Peter Cole, Green Hat CEO, Director for Quality Management, and Serge Lucio, IBM Rational Quality Management and Security Segment Lead
Abstract: Software testing become a bottleneck. Customers are looking to reduce costs (hardware, personnel, and technology), cycle times and improve quality. Hear how Rational's new quality management portfolio is changing the game and the opportunities for partners to help improve customer outcomes and capture revenue opportunities.
Ready for IBM Rational and Rational ISV Open House (located in Swan 8)
Speaker: Stephen Lauzon, Senior Manager, Ready for Rational
Abstract: Are you a potential Rational ISV partner? Come to this session to learn about Ready for IBM Rational, our validation program for ISV integration partners. For existing partners, we'll show you new ways we'll promote your solution through jazz.net, how to grow your revenue through ASL relationships , and best practices for working with the Rational field. Finally, there will be plenty of time to get your partnership questions answered.
The IBM Mobile Enterprise and Rational's Mobile Strategy (located in Swan 9)
Speaker: Leigh Williamson, Distinguished Engineer, Rational Software CTO Team, Mobile Software Development Strategy
Abstract: The recent acquisition of Worklight has accelerated IBM’s delivery of a mobile application platform, and forms the basis of the IBM Mobile Enterprise strategy. Rational has played a significant role n this IBM-wide effort and continues to contribute the major portion of the mobile application development solution for IBM. In this session we will cover the 3 themes that form the IBM Mobile Enterprise strategy, as well as take a close look at the component parts of Worklight. Then we will cover the details of how Rational’s collaborative lifecycle management capabilities fit with a mobile application development project, including information about mobile-specific code development and testing.
The Quick & Easy Way to Find New Customers (located in Swan 10)
Speaker: Imran Hashmi, National Rational BPLM Representative
Abstract: Learn how a multi-pronged approach to Territory Development and Prospecting can put you in the drivers seat on the road to success with Rational Software. Understand why your best asset is your existing customer base and how to leverage that base for more opportunities. Learn how to make the best use of today's social networking software to attack white space and how to zone in on key problem areas for a given industry and then have prospects knocking on your door for help. So you got a lead, Now what??? Learn what to do and what not to do before you make that first phone call or send an email to a hot prospect. Finally---- learn how to wrap it all within a well-oiled and disciplined plan to help you exceed your sales objectives.
When you register for Innovate 2012, be sure to request to pre-register for the BP Summit.