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IBM Software Group

SWG Channel Marketing – resource update

Paul ShackletonManager, 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 CoE

SWG CoE – 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 3 SWG Channel Marketing Teams – interlocking with all functions:

WW SWG BRAND Channel Marketing

WS

Lotus

Tivo

li

Data

Rational

WW SWG PROGRAMS Marketing

Peo

ple

Pro

d

Info

Mgm

t

Inf’s

truc

ture

Mid

Mar

ket

Inte

grat

ion

SD

P

WW SWG CHANNEL MARKETING (Marjorie Tenzer team)

Channel MarketingCentre of Excellence

SWG Channel Marketing Centre of Excellence (Paul Shackleton team)

Fra

nce

IMT

Ben

elu

xIM

T

IGIT

IMT

Ital

yIM

T

Ger

ma

ny

IMT

UK

ISA

IMT

CE

MA

AS

IMT

No

rdic

sIM

T

North West IOT South East IOT IMT - SWG Channel Marketing

IMT - Integrated Channel Marketing

1

2

3

IBM Software Group

SWG Channel Marketing Centre of Excellence Team

PAUL SHACKLETON

Manager

KERRY COSTELLO

Channel MarketingCommunications

LEWIS TUREK *

Channel MarketingEnablement

GEORGINA GOFF

Channel Marketing Business Partners

SUE MORRIS

Channel MarketingProgram/Brand

RITA THOMPSON

Channel MarketingVAD/Alliances

ERIC PELLERIN**

Channel MarketingInfrastructure

SWG Channel Marketing Centre of Excellence

* 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 CoE 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

Communications Manager - Kerry Costello 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

Program/Brand Manager - Sue Morris Channel advocate - interface and interlock with Brand and Marketing Progs

Partner route management - recruitment / enablement / engagement requirements

Align and interlock Channel routes into Industry / Solution plays

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) Brand / Cross Brand / Program enablement focal point Enablement interlock with IMT Executive reporting and analysis

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

Interface into xbrand partner programs for VAD

Engagement / Execution of Partnerplans, marketing programs, brand 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,

Owner of ROI for co marketing programs including lead management

Owner of Route selection and engagement - ISV, SI, VAR, SP

Interface into xbrand partner programs for BPs

Engagement / Execution of - Partnerplans, marketing programs, brand initiatives

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 8th July)

IOT IMT Channel Marketing Channel Marketing Channel Marketing Channel Marketing

No

rthE

ast

Germany Wolfgang Troidl Michael Neuffer Barbara Peter Karl-Heinz Hirner

UKISA Fiona Scholes/ Jeannette KnightDiane Howarth

Corinne Giffen *Jayne Hudson Sohini Nathoo (S.Af)

NordicsCaroline Tengvall-Hundt

(Sweden)Margrethe Knudsen

(Denmark)Charlotte Lagerwald (BU

MM Sweden)Otto Backer Solberg (BU

MM Norway)

CEMAAS Delia Jozsa tbc tbc tbc

So

uth

we

st

France, NA Anna Armillota Alexandra Paschenda Nicolas Atger

Italy Michaela De Notaris Paolo Monnati Rita Cavalieri Ornella Carrera

IGIT Lucia Clara Martinez Fernando Suarez *

Benelux Sandra Grieden (interim) TBC

Fra

nce

IMT

Ben

elu

xIM

T

IGIT

IMT

Ital

yIM

T

Ger

ma

ny

IMT

UK

ISA

IMT

CE

MA

AS

IMT

No

rdic

sIM

T

North West IOT South East IOT IMT - SWG Channel Marketing

* Denotes Contract Work force

Each IMT will align Channel marketing resources according to the local market approach i.e by Channel discipline or to maximse resource via a country based marketing model

IBM Software Group

SWG IMT Channel Marketing - key tasks

Channel Strategy Execute brand/program plans for Channels and ensure SWG is

optimised in IMT Channel plans

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

Execute co mkt programs to support BU/IMT objectives, interlock Channel marketing activities against Brand / program priorities

Drive marketing input into key SWG partner plans, support IMT in top partnerplans

Manage and execute all SWG co marketing funds

SWG co mkt lead management, progression and reporting

Integrate SWG marketing activities into volume program initiatives

Execute SWG Promotions/Incentives, manage into local Channel process

Channel Management 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

Channel Enablement Engage with Brand MM to support SWG Channel enablement

requirements

Execute brand enablement requirement and manage local certification process

Interlock Channel enablement requirements into IMT CE delivery process

Provide SWG content for the foundation programs in IMT

Lead, manage and execute local SWG only events (University, Partner Camps, etc..)

Provide SWG content and team with IMT to support xbrand partner events

4 New Channel disciplines:

IBM Software Group

SWG Marketing contacts – IOT and CoE roles

Global / CoE 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)

Angela Fresne (SW)

TeleWeb Marketing Brigitte Delearde (Mgr)

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

Marketing roles above IMT:

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 WebSphere 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

no IBM presence

Southwest

Iberia, Greece, Israel, Turkey (IGIT)

France, North Africa

Italy

BeNeLux

Northeast

Nordic

Germany

UK & Ireland, South Africa (UKISA)

Central & Eastern Europe/Middle East/Africa (CEMA)Austria, Switzerland

IBM Software Group

Northeast

Nordic

Germany

UK & Ireland, South Africa (UKISA)

Central & Eastern Europe/Middle East/Africa (CEMA)Austria, Switzerland

Northeast IMTs – Countries (75)CEMAAS(39) Austria Switzerland CEE & Russia (Central

& Eastern Europe & Russia)

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 MEEP (Middle East,

Egypt & Pakistan) Bahrain Egypt Iraq Jordan Kuwait Lebanon North Yemen Oman Pakistan Qatar Saudi Arabia Syria United Arab Emirates

Germany(1) Germany

Nordic(8) Denmark Finland Estonia Latvia Lithuania Iceland (not on

map!) Norway Sweden

UKISA(27) 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

IBM Software Group

Southwest IMTs Countries (48)

IGIT(6) Iberia

SpainPortugal

GreeceGreeceCyprus

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

Italy(1) Italy

BeNeLux(3) Belgium Netherlands Luxembourg

Southwest

Iberia, Greece, Israel, Turkey (IGIT)

France, North Africa

Italy

BeNeLux