The IBM Smarter Commerce Global Summit Nashville, TN May 21-23
Highlight: Business Partner Forum Monday May 20
This is the #1 event for IBM and for IBM Partners focused on the Smarter Commerce market opportunities. This is an executive leadership event for ISVs and for IBM, with participation that will include: IBM sales, IBM executive leadership, heads of business development, heads of marketing, heads of sales.... and line of business decision makers from a range of businesses aligned with Smarter Commerce Solutions.
Here, the purpose of this post is to share inside insights for ISV Partnes on how to maximize the value for this event.
Top 5 Tips: (1) Attend the ISV Breakout, Monday May 20 at 2:45pm, Presidential Ballroom B. (2) Be intentional. Work with your IBM rep to build a intentional plan. (3) Connect with other partners to leverage the ecosystem, take advantage of the Business Partner Resource Tool in the café to schedule meetups. (4) Schedule meetings with subject matter experts, with IBM execs, with IBM sellers and your prospects. (5) Have your organization participate in the conversation by following #smartercommerce on twitter.
To give you the best, most exclusive inside tips and guidance we can, I invited Carol Anderson to join me in brief Teaming with IBM Interview. Carol is our WW ISV Smarter Commerce Marketing Manager, and is our planning lead for this event. Carol is working very hard to ensure this is a great event for our IBM ISV Partners and has a front row seat from which to share tips.
Here are Carols’s great insights and must-dos for partners….
Open-Logix are a leader in enterprise mobility and integration, delivering solutions for customers as diverse as American Airlines, General Motors and the Mayo Clinic.
More recently, they are building up a following for their Worklight Wednesdays in which each month they address a hot topic in enterprise mobility.
We recently caught up with the team who were eager to demonstrate some of the power Worklight can bring to the development of mobile applications. Here Harry Ho presents an app utilizing the camera and location-awareness functionality of a mobile device.
The IBM Smarter Commerce Global Summit concludes with Gin Blossoms and Foreigner rocking the Grand Ole Opry in Nashville, Tennessee with more than 3,700 attendees from 26 countries across 25 industries.
The New Buyer
The third Summit for Smarter Commerce, the tone is now different. The game has changed. We have passed the tipping point in the new buyer experience, not just in Retail, but in Banking, in Insurance, in Telco... anywhere where there is a relationship between a brand and a customer.
Now, it’s about the demographic of “1”. Speaker Jay Baer, President of Convince and Convert (@jaybaer), summed it up with the comment “B2B and B2C as you know it are dead. It's people to people networks across demand signals & supply chains.” Looking at the trending discussions, clearly the Marketing and Services pillars of Smarter Commerce are top of mind, differentiating with customers by the quality of service, the depth of engagement, the commitment of the relationship. It’s not about the stuff - in many cases everyone has basically the same stuff, it’s more about how you engage with your customers to build fierce loyalty.
Steve Cowley, IBM VP WW Sales Industry Solutions (@Steven_Cowley), remarked on "the experience”, articulating how this will define your brand. He then highlighted ISV partner fluidretail.com, who has transformed the customer experience at The North Face, Vans and David Jones.
Speaking of Vans... you should have seen Mark Easton, IBM VP Industry Solution Sales, rocking the ISV partner-day breakout session with his red vans (a nod to partner Fluid @fluid). Way to bring energy to the dialog Mark.
Tom Inman, Mark Easton and Michelle Killebrew (@shellkillebrew) joined Rita Jackson (@ripjay), Clayton Pyne (@claytonpyne) and ISV patners Fluid (www.fluidretail.com); Pubmatic (www.pubmatic.com); and NICE (www.nice.com) to dialog around “Inside Insights for Success around Joint Sales with IBM Smarter Commerce.”
Watson At Your Service
Not to be left out of the fun, Watson made a surprise appearance... with the announcement of IBM Watson At Your Service, more officially knows as IBM Watson Engagement Advisor, the first commercially available Watson solution that will transform how brands engage today's connected consumers. From the Cloud, Watson crunches big data to provide fast personalized advice for mobile consumers.
What does this mean? it means customer facing staff can help customers with data-driven, deep, personalized insights to provide better advice and more personalized solutions. Think of Watson as an uber cognitive assistant, able to draw meaning from a mountain of data... big data, and pull out the best advice for a particular client or customer. Oh, and this is all in natural language.
BTW, in case you not familiar with Watson and cognitive computing, this represents the next wave of computing in the world. This is a big deal. Why? See my post here to hear what IBM CEO Ginni Rometty has to say about this next transformation, the third wave, of computing.
It might be more accurate to say this event was not “in” Nashville, but “based” in Nashville. The conversation across social carried many of the key highlights and insights for the event. Sharing some here:
"Youtility is marketing so useful, people would pay for it.”
“You don't want 1 leader in an organization; you want thousands!”
" A leader will take u further than u can go on your own." U want 1000's of leaders, anywhere u touch customers.
"By the time it [information] gets to the CEO's office, it's often a fairy tale."
"When I learned to follow the customer, I stopped having to look for growth"
"Fully engaged customers are more likely to spend 3x more and recommend 2x more"
For great insight... I want to share two videos with great insights and perspectives to really take in.
On the real drivers now surfing, and maturing, in the marketplace, Craig Hayman shares insights and key takeaways for the event overall.
At really heart of themes echoing throughout the event, Jay Baer discusses the five blueprints for creating marketing so useful, people will pay for it. Transcending the transactional. Youtility marketing.
And... I can’t close here without first congratulating this year's Industry Solutions IBM Smarter Commerce Award Winners: ISVs - Brightcove (@brighcove), e-Spirit (e-SpiritNA) and Revoo (@Reevo). These are great IBM partners, we are very excited to be jointly delivering value for clients with these partners and I encourage you to check them out.
To follow back the conversation in the Twittersphere, search on #smartercommerce.
Meg Selfe, IBM Vice President, Smarter Physical Infrastructure, introduces us to National Instruments, a leader in testing.
Combining forces with IBM allows National Instruments to put customers in the driver's seat. The aggregation of all information within Rational Quality Manager helps National Instruments deliver better products to their customers.
Chris Washington, Application Segment Manager at National Instruments shows us a demo of how their software works seamlessly with Rational Quality Manager.
In this interview, Tieto’s Annette Ibsen explains the broad portfolio offered by the Nordic company. They deliver solutions for operations centers and data centers, application management, develop industry solutions as well as offering consulting.
Using the IBM Rational toolset, Tieto can help companies improve the efficiency of their application development. They use a lot of IBM middleware and infrastructure and concentrate on applying technology to deliver industry-focused solutions, for instance targeting Smarter Commerce and Smarter Cities. Annette points out that if you wanted to open a bank tomorrow, Tieto can provide all the technology you will need. As another example, she explains how they are using IBM SPSS analytics to track potential outbreaks of pandemics by monitoring patient medical records and internet news. Tieto are also employing IBM Cognos Mobile to offer a mobile tracking of supply chains for production managers who can access the data from anywhere on a plant.
To better understand what is Smarter Commerce, what do real implementations look like in different industries, how might a partner solution align to the portfolio, or how might a company leverage Smarter Commerce in their business.... this is the best video to date that really provides a great overview.
The IBM Global Solutions Directory (GSD) is a central comprehensive catalog of IBM Business Partner Solutions. Solutions can be filtered by a number of criteria including: industry, country, solution area, language, validations and specialities, platforms and more.
Did you know?
Every week, >1000 IBM Sellers and IBM Clients search the directory for solutions. Every week, dozens of IBM Partners add new Solutions to the directory.
Why is this important? Let me offer 3 key reasons why.
(1) Joint Business: Listing your IBM Partner Solution in the IBM Global Solutions Directory is the most effective way you can get your solution into a central database that thousands of IBMers use internally to search for key partner solutions to address specific client needs in active opportunities. To maximize the value for each of IBM’s clients, IBMers seek to leverage the entire portfolio of IBM offering….AND the complete portfolio of offerings across the IBM partner ecosystem.
(2) Direct Business: Thousands of businesses around the globe trust IBM and the partners in our ecosystem. Because of this trust, businesses, particularly small and medium size businesses and organizations, rely exclusively on fit-to-purpose solutions from IBM partners… solutions tailored to specific industry solution areas and business needs, and search the IBM Global Solutions Directory.
(3) Intra-Ecosystem Networking: With tens of thousands of partners around the world, in every country, in every industry, in every partner segment (distributors, resellers, system integrators, application providers), there is an enormous opportunity for partners to leverage advantage in the marketplace through peer-to-peer partner networking and teaming. Need services support to build a custom solution for a client…. use the IBM Global Solutions Directory to find a system integrator; want to expand your sales into new countries (where you do not yet have your own sales channel)…. Use the GSD to find a distributor; want to gain additional competitive advantage by addressing gaps in your solution portfolio… use the GSD to find other partners in your industry of focus to find solutions from other partners that complement and extend your business solutions.
Leverage the Global Solutions Directory. Make your solutions visible and findable. List each of your IBM partner solutions today.
One of the most valuable benefits of being an IBM Business Partner is the access IBM’s entire global ecosystem of distributors, application developers, resellers, system integrators and startups. The best way to connect with the ecosystem, is with the IBM Business Partner Locator Tool.
Here is info on why this is important, an example, a video walk-thru and link to the tool
Why should partners connect? To gain unfair advantage in the marketplace, to reach new geographies, to add new sales routes to market, to create differentiated value for your clients, and gain reach and access you just won’t be able to achieve on your own.
Let me share a scenario of how one partner recently leveraged the tool An ISV in the US specializing in applications for Telco Service Providers wanted to expand into Southern Africa, a market they viewed as high potential for their offerings. They didn’t have a sales team in Africa. They needed deeper local insights into the specific regional buyer decision criteria and purchasing processes. They needed feet on the ground they didn’t have. They turned to the IBM Business Partner Locator tool, and quickly found local distributors and resellers in Countries and Cities they wanted to target. They teamed up, gained the local insights and connections they needed, and are now jointly developing and closing sales opportunities with these IBM partners. This is about partner-to-partner teaming to capitalize on opportunity, align to maximize value for clients, and creating a win/win relationship.
Look at your growth strategy, your business plan, the opportunities and connect Be intentional and leverage the IBM Business Partner Ecosystem. In addition to partnering with IBM, think about how you can partner with other partners. Look at your strategy, your business plan, the opportunities you see in the marketplace and think about what kinds of partners and where they might help you. Together, you can go farther.
"Use the IBM Business Partner Locator Tool to do very specific searches to find partners that align with your goals."
The tool is powerful, fast and dynamic, enabling your to search and filter: by product or service by industry by solution area by partner type by country
See their map locations, see their full contact info, see a comprehensive summary of their offerings and capabilities.
Save your searches or mark partners as favorites for follow up.
Stream Integration are a leader in data integration and information management. They help businesses develop their business analytics and big data strategies through the development of industry-focused solutions.
In this video, Brian Kordelski, VP Sales and Solution Architecture for Stream Integration explains how they spend more time working in the structured and unstructured space, and how customers are demanding more capabilities when it comes to handling big data.
Keeping Yarra trams or any public transit system running is no simple task. Public transit systems are quickly finding that their greatest asset in tackling challenges is data and smarter infrastructure software.
Click on the image below for an interactive look at how Yarra Trams is improving operations and passenger experience with the help of IBM Smarter Infrastructure software, big data, mobile, analytics and cloud technology.
We have all been there—a broken down train stuck on the tracks, or delays that result in missed meetings or being late for a personal event. The good news is that now, technology can help by translating the data that infrastructure already creates into meaningful insights. These insights empower public transit organizations to better understand performance, maintenance needs and the overall health of their network.
Yarra Trams is an industry leading example of how unlocking the insights from data generated by infrastructure and technology can transform an organization.
Interested in learning more about how Yarra Trams is keeping their trams on track with the help of technology? Check this out: http://ibm.co/18TJvrH