At Lotusphere 2010, IBM launched the Collaboration Agenda, a new go to market strategy. The Collaboration Agenda is about realizing measurable business value from improving the way people interact. This session will help you apply the Collaboration Agenda to your business, be it business partner or customer. First, we will introduce to you the industry focused model and review how it applies to your projects or customers. Second, a practical mapping of how the IBM Lotus technologies fit into Collaboration Agenda via repeatable solutions and success stories will enable your implementations and/or sales. Last, we will review how the competitors (Microsoft, Google, and other Web 2.0 technologies) would map in a competitive situation – giving you the information and tools to compete with your competitors (for partners) or respond to potential system replacements (customers). 2010 is going to be a year full of challenges and competitors – leave this session prepared to win!
3. Who am I?
• Carlos Casas
CEO, The RockTeam & Lotus Education Online
• Speaker
The RockTeam has been a presenter at Lotusphere since 2005
Collaboration Agenda
E-Learning
Domino Development
• Contact Me
Linkedin.com/in/ccasas
Twitter.com/ccasas
www.rockteam.com | www.leonline.net
ccasas@rockteam.com
(o) 610-640-4880 | (m) 484-798-5286
IamLUG 2010
4. • Incorporated 1980 (Celebrating 30 Years in Learning & Education!)
IBM Advanced Business Partner Since 1993
• Lotus ECIS Award Winner for Best Collaborative Learning Solution
Lotus Education Online (LEOnline.Net)
• Developed the following courses for IBM
Lotus Active Insight
Web Content Manager
Learning Management Systems
Lotus Forms Integration
IBM Lotus Notes Domino 8.x Helpdesk Fundamentals
• Redbook Team for
Lotus Active Insight
Web Content Manager
Learning Management Systems
IamLUG 2010
5. Who am I?
• John D. Head
Director of Enterprise Collaboration at PSC Group, LLC
Involved in Lotus technology since 1993
OpenNTF.org Steering Committee Member and IP Working Group Chairman
• Speaker
Over 30 sessions at Lotusphere since 1996
Speaker at Lotus Developer, ILUG, UKLUG, MWLUG, IamLUG, & TriStateLUG
conferences
• Author
Publications on Office and SmartSuite integration with Notes
LotusUserGroup.org contributing Author and Forum moderator
“Lotus Symphony for Dummies” Technical Editor
“Self Assessment and Strategy Guide for Migrating from
Domino Document Manager “ Redbook Author
IamLUG 2010
6. PSC Group, LLC
IBM Premium Business Partner for 20+ Years
Host of the following blogs:
Microsoft Gold Partner
Ed Brill’s
Notes & Domino 8.5.X Design Partner (www.edbrill.com)
Lotus Design Blog
OpenNTF.org Alliance Member, Steering (Mary Beth Raven)
Committee Company, & Former Host of (www.notesdesign.com)
OpenNTF.org LotusStaffNotes (Brent Peters)
(www.lotusstaffnotes.com)
Sponsor of IamLUG in 2009 & 2010 Lotus Connections team
(synch.rono.us)
Winner of 2007 & 2009 Lotus Award!
Domino Server Team
(www.dominoblog.com)
Lotus Mashups
(www.mix-and-mash.com)
Chris Pepin – IBM CTO’s Office
(www.chrispepin.com)
IamLUG 2010
7. Are you …
Customer Business Partner
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8. What We’ll Cover …
• What is the Collaboration Agenda?
• Collaboration Agenda Model & Trends
• A Few Success Stories
• Collaboration Agenda for the Customer
• Collaboration Agenda for the Business Partner
• How Other Vendors Measure Up
• Q&A
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9. What is the Collaboration Agenda?
Positive Interaction
Conversations Measurable Outcomes
Value Creating
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10. What is the Collaboration Agenda?
• The Collaboration Agenda is about realizing measurable
business value from improving the way people interact
Goal: To create a vision of collaboration with Line-of-Business
(LOB) users within your industry and organization
Resulting in a tangible business result
Leveraging your industry knowledge to articulate a vision
Thus, creating value and becoming a value creator
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12. What We’ll Cover …
• What is the Collaboration Agenda?
• Collaboration Agenda Model & Trends
• A Few Success Stories
• Collaboration Agenda for the Customer
• Collaboration Agenda for the Business Partner
• How Other Vendors Measure Up
• Q&A
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13. The Collaboration Agenda Trend
Why an industry-specific Collaboration Agenda? Why now?
A recent survey by IDC
shows that close to 65% of
businesses say they will
Decision makers have deep industry pay a premium for Industry-
knowledge, little technical knowledge specific solutions
Forrester finds that the LOB
IT spend decisions based on contribution to and C-Suite have a strong
influence on purchase
business objectives and shareholder value decisions at least half the
time*
IT spend justification to business leaders can 12/16: AMR identifies industry
no longer be founded in technology oriented alignment as top opportunity for
feature/function comparisons Lotus – noting LOBs are leading their
client inquiries
12/2 &15: Forrester and Gartner note
that IBM's competitors cannot match
In these economic times, business leaders IBM for deep industry knowledge
are cutting budgets across their organizations All Agree: CA is differentiated and a
winning formula
Customers are demanding tailored solutions bringing
business value relevant to their industry context
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14. What We’ll Cover …
• What is the Collaboration Agenda?
• Collaboration Agenda Model & Trends
• A Few Success Stories
• Collaboration Agenda for the Customer
• Collaboration Agenda for the Business Partner
• How Other Vendors Measure Up
• Q&A
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15. Collaboration Example – Healthcare
Cataloging
Healthcare Dynamic Business Metrics
Saving Time
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20. What We’ll Cover …
• What is the Collaboration Agenda?
• Collaboration Agenda Model & Trends
• A Few Success Stories
• Collaboration Agenda for the Customer
• Collaboration Agenda for the Business Partner
• How Other Vendors Measure Up
• Q&A
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23. But What About me?
• My company isn’t in …
Banking
Health Care
Insurance
Government
• Do I care?
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24. The Real Question
• Will customers really stick around long enough to listen
to the story about solutions and vertices and more …
• Time will only tell …
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25. What We’ll Cover …
• What is the Collaboration Agenda?
• Collaboration Agenda Model & Trends
• A Few Success Stories
• Collaboration Agenda for the Customer
• Collaboration Agenda for the Business Partner
• How Other Vendors Measure Up
• Q&A
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29. Selling Lotus via the Collaboration Agenda Methodology
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30. Collaboration Agenda Pitfalls for Business
• At the end of the day, there is still a Quota
IBM Reps have to sell licenses
BPs are still measured on licenses & certifications
• Selling Head to Head
Other Vendors are selling pure tech plays
Other Solution Providers are selling on cost savings
• Don’t use Collaboration Agenda Methodology
Customers with an outsourcing mindset
Customers 100% focused on cost
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31. What We’ll Cover …
• What is the Collaboration Agenda?
• Collaboration Agenda Model & Trends
• A Few Success Stories
• Collaboration Agenda for the Customer
• Collaboration Agenda for the Business Partner
• How Other Vendors Measure Up
• Q&A
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32. How do the Other Vendors Measure Up?
Traditional Web 2.0
Microsoft Google
Oracle Jive
Social Text
Salesforce.com
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33. Microsoft
• Office
• Exchange
• SharePoint
• .NET / Visual Studio
• BPOS
• Dynamics / CRM
• Live
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35. Google
• Google Apps
Gmail
Google Calendar
Google Maps
Google Tools
• Google Apps for the
Enterprise
Health Care
Education
Government
Small Business
Not for Profits
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36. Jive
• Jive SBS
Employee Communities
Internal Communities
• Foundation / Modules
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37. Socialtext
• SocialText 4.0
Social Networking
Microblogging
Groups
Social Spreadsheets
Dashboard
Wiki Workspaces
Internal Blogs
• Delivery
Hosted
Appliance
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40. Planet Lotus (www.planetlotus.org) is an aggregation of Lotus related blogs and news
IdeaJam (www.ideajam.net) is a place where people can post and share their ideas, and
gauge the marketability, popularity and viability with input from others
OpenNTF (www.openntf.org) is a site devoted to getting groups of individuals all over the
world to collaborate on Lotus Notes/Domino applications and release them as open source
IBM’s Official portal for developers including a dedicated section for Lotus
(www.ibm.com/developerworks/lotus)
Bleedyellow.com provides community implementations of Lotus
Connections and Sametime
Lotus Greenhouse (greenhouse.lotus.com) is a live community
website where you can use Lotus Collaboration Products for free!
LotusUserGroup.org is the on-line home of the IBM Lotus
community for regional and virtual user groups
The Lotus Community Podcasts
IamLUG 2010
41. John Head
jhead@psclistens.com Facebook.com/johndhead Facebook.com/PSCGroup
Twitter.com/johnhead Twitter.com/PSCGroup
1051 Perimeter Drive
Suite 500 LinkedIN.com/in/johndhead LinkedIN.com/PSCGroup
Schaumburg, IL 60173
Slideshare.com/johndhead Slideshare.com/PSCGroup
(847) 517-7200 Youtube.com/johnhead Youtube.com/PSCGroup
(847) 517-7600 fax
www.johndavidhead.com
IamLUG 2010
www.pscgroup.com