ibm software group channel marketing © 2003 ibm corporation emea q2 channel marketing and...

IBM Software Group Channel Marketing

© 2003 IBM Corporation

EMEA Q2 Channel Marketing and Enablement Calendar of Events

and Activities

IBM Software Group Channel Marketing 2004

Table of Contents

3 Legend for type of tactic 4 - 9 Q2 Integration Program tactics 10 - 15 Q2 Automation Program tactics 16 - 21 Q2 People Productivity Program tactics 22 - 26 Q2 SMB Program tactics 27 Q2 Developer Program tactics 28 Q2 Install Base Program tactics 29 - 30 Q2 SWG product launches 31 Q2 IBM Software Group brand enablement 32 - 38 Q2 Channel enablement by region

* All tactics and events are subject to change

Page No.


Legend

OTM = Outbound Telemarketing via Vendor

DM = Direct Marketing

EM = email

Event = Face to face seminar or tradeshow

Tele = Telemarketing

COL = Collateral

BPE = Business Partner enablement


Q2 Integration ActivitiesName of Tactic Type of

TacticTarget Audience

City/Country/Region

IBM Contact URL Reference (if avail) Date

Integration Lunch and Learn

WW Webcast

PWSW BPs WW https://www-100.ibm.com/partnerworld/software/pwswzone.nsf/docs/KSCR-5WKRAA?opendocument

8 April

Gartner AI & WebServices

Event EMEA Claire [email protected]

7/8 June

EAI Forum Event Germany Jany Dumz-Hanssen

May

ARS Raodshow Event Germany Jany Dumz-Hanssen

Information Integration mailing

DM LOB/IT audiences

Germany Jany Dumz-Hanssen

Introductory Integration Mailing/eMail 2nd wave

DM/EM LOB/IT audiences

Germany Jany Dumz-Hanssen

E12-Gipfel – EMEA 2004 BI

Event Germany Jany Dumz-Hanssen

April


Q2 Integration ActivitiesName of Tactic

Type of Tactic

Target Audience

City/Country/Region


ComputerWoche BARC BI

Event Germany Jany Dumaz-Hanssen

Relationship/ Closing Integration event


EBOD cross-software, cross Program event


BI City briefings Event Germany Jany Dumaz-Hanssen

May

Exec Event Event Koln, Germany Jany Dumaz-Hanssen

June

Process Integration theme

Tele Germany Jany Dumaz-Hanssen

April

Telediscovery on Process Integration theme


April

eCommerce theme





City/Country/Region


European Supply Chain Summit

Event Amsterdam Christina Mavromatis

April

Information Integration theme

EM/DM LOB/IT audiences

UK Christina Mavromatis



UK Christina Mavromatis

Retail Solutions Event UK Christina Mavromatis

Content Management in Public Sector – Butler Group Management Briefing

Event UK Christina Mavromatis

BI Exec event Event UK Christina Mavromatis

May

EBOD cross software, cross Program event

Event UK Christina Mavromatis

June

BI City briefings Event UK Christina Mavromatis

May




City/Country/Region



Tele UK Christina Mavromatis

April

Telediscovery on demand theme


Telediscovery eComerce theme


Telediscovery Information Integration theme





City/Country/Region


Information Integration theme

EM/DM LOB/IT audiences

France Gina-Marie Collingnon



France Gina-Marie Collingnon

EBOD cross software, cross Program event

Event France Gina-Marie Collingnon

June


Tele France Gina-Marie Collingnon

April

Rencontres Technologiques Business Integration

Event France Gina-Marie Collingnon

April



April

Telediscovery on Mobility theme





City/Country/Region

IBM Contact URL Reference (if avail)

Date


Tele LOB/IT audiences

Italy Francesca Lando

Telediscovery on Information Integration theme

Tele LOB/IT audiences





Wireless Business Forum

Event Italy Francesca Lando April 28/29

EBOD cross software, corss Program event

Event Italy Francesca Lando June

BI City briefings Event Italy Francesca Lando May

Joint Vodafone/ Omnitel event

Event Italy Francesca Lando


Tele Italy Francesca Lando April


Q2 Automation ActivitiesName of Tactic

Type of Tactic

Target Audience

City/Country/Region


Date

Automation Intro DM IA, top SMB. Fr/Ger/IT/UK. Cross Industries

UKFranceGermanyItaly

Ruth MurrayElisabeth ObadiaKarin Schwenk Maurizio Simionato

Jan - April

Automation Intro - followup

Tele IA, top SMB. Fr/Ger/IT/UK. Cross Industries


Ruth Murray Elisabeth Obadia Karin Schwenk Maurizio Simionato

Feb - May

Optimising IT (conference)

Event Event own list. UK , Cross industries

UK Ruth Murray March 10

Optimising IT - followup

Tele Event own list. UK. Cross industries

UK Ruth Murray March - April

ATM(Seminar)

Event IA, top SMB Italy, Finance Sector

Italy Maurizio Simionato March 30


Q2 Automation ActivitiesName of Tactic Type of Tactic Target

AudienceCity/Country/Region


Date

Security/Identity Telediscovery

Tele IA, top SMB ItalyCross industries

Italy Maurizio Simionato Feb - March

Security/Identity (sales closing seminar)

Event IA, top SMB ItalyCross industries

Italy Maurizio Simionato April 1

Infosecurity (exhibition)

Event Event own list. Italy Cross industries

Italy Maurizio Simionato Feb 11-13

Infosecurity - followup

Tele Event own list. Italy Cross industries

Italy Maurizio Simionato Feb – March

Storage Expo(exhibition)

Event Event own list. Italy Cross industries

Italy Maurizio Simionato Feb 11-13

Storage Expo – followup

Tele Event own Italy list. Cross industries

Italy Maurizio Simionato

Security Summit(Seminar)

Event IA, top SMB Germany,Cross industries

Germany Karin Schwenk

Security Summit - followup

Tele IA, top GermanySMB, Cross industries



Q2 Automation ActivitiesName of Tactic Type of Tactic Target

AudienceCity/Country/Region


Date

Recontre Technologiques (seminar)

Event IA, top SMB France Cross industries

France Elisabeth Obadia http://www-5.ibm.com/fr/events/rencontres_tivoli.html

Jan – July

Recontre Technologiques – followup

Tele IA, top SMB France Cross industries

France Elisabeth Obadia Feb – August

Automation Intro DM/EM IA, top SMB. Fr/Ger/IT/UK. Cross Industries



May

Automation sub themes

DM/EM IA, top SMB. Fr/Ger/IT/UK. Cross Industries



June – Sept

Automation Intro and sub themes – followup

Tele IA, top SMB. Fr/Ger/IT/UK. Cross Industries



May - Sept

Security Summit - followup

Tele IA, top GermanySMB, Cross industries



Q2 Automation ActivitiesName of Tactic Type of

TacticTarget Audience City/

Country/Region


Date

IDC Storage (conference)

Event Event own list UK, London Ruth Murray 20 May


Event Event own list Italy, Milan Maurizio Simionato 26 May


Event Event own list France, Paris Elisabeth Obadia 27 May


Event Event own list Netherlands, Amsterdam

Ine Van Gisbergen 3 June


Event Event own list Sweden, Stockholm

Anja Mejnert Smith 8 June


Event Event own list Denmark, Copenhagen

Anja Mejnert Smith 10 June


Event Event own list Austria, Wien Teresa Karacsonyi 15 June


Event Event own list Germany, Frankfurt

Karin Schwenk 17 June


Event Event own list Spain, Madrid Teresa Lozano Munoz

22 June


Event Event own list Czech Republic, Prague

Gabriela Pacso 1 April


Event Event own list Hungary, Budapest




TacticTarget Audience City/Country/

Region IBM Contact URL Reference

(if avail)Date


Event Event own list Croatia. Zagreb Gabriela Pacso 15 April


Event Event own list Poland, Warsaw Gabriela Pacso 22 April


Event Event own list Dubai,United Arab Emirates



Event Event own list Russia, Moscow Gabriela Pacso October 2004

IDC Storage -followup

Tele Event own list Countries as per above IDC conference

Contacts as for above country events

April – Nov

Roland Garros hospitality presentation

Event IA, top SMB. Fr/Ge/IT/UK. Cross Industries

France but pan EMEA attendance

Ruth Murray, Elisabeth Obadia, Karin Schwenk, Maurizio Simionato

June

Wimbledon hospitality presentation

Event1 IA, top SMB UK Cross Industries

UK Ruth Murray June

CIO Dialog IT Konsolidierun g10

Event IA, top SMB Germany Cross Industries

Germany Karin Schwenk April 1

CIO Dialog IT Konsolidierun g10 - followup

Tele IA, top SMB Germany Cross Industries

Germany Karin Schwenk April - May




Country/Region


Date

Lotus Admin15 Event IA, top SMB, Germany, Cross Industries

Germany Karin Schwenk April 1

IBM Middleware Seminar

Event IA, top SMB, Fr/Ge/IT/UK, Cross Industries

UK, France, Germany, Italy


June

IBM Middleware Seminar – followup

Event IA, top SMB, Fr/Ge/IT/UK, Cross Industries



June – Sept

Xprog telediscovery

Tele IA, top SMB, Fr/Ge/IT/UK, Cross Industries



April – June

Automation & security telediscovery

Tele IA, top SMB. FR cross industries

France Elisabeth Obadia April – June

Automation, iSeries & pSeries

Tele IA, top SMB. FR cross industries

France Elisabeth Obadia April – June

Compliance research

Tele/DM IA, top SMB. Fr/Ge/IT/UK Finance and Govt.



April – June


Q2 People Productivity Activities

Name of Tactic Type of Tactic

Target Audience City/Country/Region


People Productivity Program Lunch and Learn

Webcast PWSW BPs WW https://www-100.ibm.com/partnerworld/software/pwswzone.nsf/docs/KSCR-5WKRAA?opendocument

22 April

Collaboration subtheme

EM/DM I&A and focus accounts

EMEA M. Yolanda Moreno [email protected]

April

Content Management subtheme

EM/DM I&A and focus accounts


May

PP advertising ADV M. Yolanda Moreno [email protected]

April to December

Portal, Collaboration & Content Management telediscovery

OTM Distribution and Industrial sectors (1200 contacts)


April/May


Q2 People Productivity Activities




Date

Portal, Collaboration & Content Management telediscovery

Tele Public and FSS sectors (2000 contacts)


May/June

eBOD Seminar Roadshows

Event I&A and focus accounts

EMEA:Stuttgart 1/6Munich 3/6Berlin 6/6Warwick 14/6La Gaude 21/6Paris 12/5Milan, Rome, Catania 18/5

Jarmila Halovsky-Yu [email protected]

May/June


Q2 People Productivity Activities – UK




Date

Linux Expo External event

Event London, UK http://www.linuxexpo.co.uk

20/21 April

Content Management Technical event

Event Staines, UK April

Institute of Financial Services

Event London, UK 12 May

ST/QP conference

Event Bedfont, UK 27 May


Q2 People Productivity Activities – Germany


Target Audience

City/Country/Region IBM Contact URL Reference (if avail)

Date

Common Storage Event Boeblingen, Germany 21 April and 18 June

Content Manager Referenz-kundentage

Event 09.03.04 Wüstenrot Bank30.03.04 Deutsche Bahn06.04.04 BASF15.04.04 PAUL HARTMANN AG27.04.04 Kraft Foods11.05.04 BASF25.05.04 Wüstenrot Bank08.06.04 BASF22.06.04 Deutsche Bahn06.07.04 Kraft Foods20.07.04 BASF

Customer breakfast

Event May


Q2 People Productivity Activities –Italy




Date

Software solution Center

Event Italy April

SMB focus event Event Napoli 28 April

SMB focus event Event Genova 4 May

SMB focus event Event Pordenone 11 May

SMB focus event Event Verona 18 May

SMB focus event Event Bologna 20 May

PA Forum Event Rome 10 to 14 May


Q2 People Productivity Activities – France




Rencontres Technologiques

Event http://www5.ibm.com/fr/events/rencontres_lotus.html

April, 8, 29,May 27, June 10,23, July 1


Q2 SMB ActivitiesName of Tactic Type of


City/Country/Region


SMB Program Lunch and Learn

Webcast PWSW BPs

WW https://www-100.ibm.com/partnerworld/software/pwswzone.nsf/docs/KSCR-5WKRAA?opendocument

6 May

Banner ad campaign

Adv Angela [email protected]

April to Dec

Print advertising campaign

Adv Angela [email protected]

April to Dec

Express telediscovery

Tele Angela [email protected]

April/May

Integration / Express

DM Regional SMB PMs May

Integration process telediscovery

OTM Regional SMB PMs May

Integration process landing pages/ information kits

Web Regional SMB PMs May

Integration / Express

DM Regional SMB PMs June


Q2 SMB Activities – UK


Target Audience

City/Country/Region


Date

BI Manufacturing mailing

DM Terry [email protected]

January

Smarter Business Event Terry [email protected]

June


Q2 SMB Activities – Germany


Target Audience

City/Country/Region


Date

Cubus event Event Stuttgart Rita [email protected]

March

CRN Storage Solution days

Event Munich Rita [email protected]

March

GSMB Integration events

Event Hannover, Köln, Rheinland, Erfurt, Stuttgart, Nürnberg, Frankfurt

Rita [email protected]

March to June


Q2 SMB Activities – ItalyName of Tactic Type of


City/Country/Region


Date

BP SSC brochure COL Angela [email protected]

April

Portal & Content Management event

Event Napoli Angela [email protected]

May

Integration/ Primeur

Event Geneva Angela [email protected]

May

Automation event Event Verona Angela [email protected]

May

People Productivity event

Event Bologna Angela [email protected]

May

Rational event Event Catania Angela [email protected]

June


Q2 SMB Activities – France


Target Audience

City/Country/Region


Date

GSMB Express road show

Event Lille Emilie [email protected]

8 April

GSMB Express road show

Event Lyon Emilie [email protected]

June

Express pocket guide

COL Emilie [email protected]

April


Q2 Developer Activities

Name of Tactic

Type of Tactic Target Audience

City/Country/Region


Software Developer Program Lunch and Learn

WW Webcast PWSW BPs https://www-100.ibm.com/partnerworld/software/pwswzone.nsf/docs/KSCR-5WKRAA?opendocument

20 May


Q2 Install Base ActivitiesName of Tactic Type of


City/Country/Region


Rational to WebSphere

Tele WebSphere Studio users

UK, GE, IT, FR Claude Haik [email protected]

under construction 13 April

Informix Xsell/Upsell

Tele Informix IDS customers


under construction 19 April

Informix Infobahn seminars

Events Informix IDS customers

All Europe Angus Falcone under construction June

Events-in-a-boxSeminars by BPs

Events BPs install base

All Europe Fredy [email protected]

May

Lotus 'Jump' Tele Lotus with no maintenance

All Europe Fredy [email protected]

TDB

zSeries DB2 & IMS Seminar/tech update

Event Series DB2 & IMS


14 June

zSeries CICS Seminar

Event zSeries All Europe Claude Haik [email protected]

June

Install Base Program Lunch and Learn

WW Webcast PWSW BPs https://www-100.ibm.com/partnerworld/software/pwswzone.nsf/docs/KSCR-5WKRAA?opendocument

3 June


Q2 SWG Brand Product Launches

DB2 Tivoli Rational Websphere Lotus

DB2 UDB 8.2ITSM Storage Managers 5.2.x

IBM Rational Rapid Developer (Service Release)

CICS Performance Monitor 1.3

IBM Lotus Workplace Messaging 2.5 **

Informix, XPS 8.5 ITM NP 2.1

IBM Ratinoal v2003.06 (Service Release 2) Full respin / new baseline of product set

AIX Fortran Family - XL Fortran for AIX V9.1

IBM Lotus Workplace Content Management 2.5

Portlets IIIIT Service Level Advisor 2.1

IBM WebSphere Studio 5.1.2 (Site Developer and Application Developer now part of Rational) C for AIX 7.0

IBM Lotus Workplace Express New

DB2 II Replication Server 8.2 SA for z/OS 2.3

Purify for Linux and UNIX C/C++ Feature of z/OS 1.6

IBM Lotus Workplace Team Collaboration 2.5 ***

DB2 CM Portlets III V8.2 License Mgr 2.1

IBM Rational SUMMIT Ascendant (now part of Rational) CICSVR 3.3

IBM Lotus Workplace Real Time Collaboration 2.5 *** New

DB2 CM OnDemand/iSeries V5.3

IT Security Assurance Manager

IBM WebSphere MQ Everyplace 2.1

IBM Lotus Workplace Collaborative Learning 2.5


Q2 SWG Brand Product Launches

DB2 Tivoli Rational WebSphere Lotus

DB2 CM/iSeries V5.3AIX Fortran Family - XL Fortran for AIX V9.1

IBM Lotus Workplace Document Manager 2.5 New

C for AIX 7.0

IBM Lotus Notes 6.5.1 including IBM Lotus Instant Messaging

C/C++ Feature of z/OS 1.6IBM Lotus Domino Access for Microsoft Outlook

CICSVR 3.3 IBM Lotus WorkflowIBM WebSphere MQ Everyplace 2.1 IBM Lotus Team Workplace

VisualAge C++ for AIX 7.0IBM Lotus Instant Messaging and Web Conferencing

XL Fortran for Linux on pSeries V9.1

IBM Lotus Domino Document Manager

z/OS Communications Server V1R6

New & Updated Portlets & Sample Portal Page & Documentation

IBM WebSphere Studio Asset Analyzer 4.0WebSphere Everyplace Platform for SMB


Q2 Enablement by Brand (click on the course to view all details)BRAND Type of

entitlementType of course TITLE

Cross Brand Classroom TechnicalECIS - Education Centers for IBM Software cross brand traing

Cross Brand online SalesPartnerWorld University and Brand 101s

Cross Brand online TechnicalVIC - IBM Integrated Runtime

Cross Brand online Sales/TechnicalVirtual Inovation Center Courses - Listed Individually

Data online TechnicalIBM DB2 Universal Database

Data online TechnicalIBM DB2 Content Manager

Data online SalesData 101

Data online SalesData 201

Data online SalesVIC-DB2 Content Manager Express Edition Sales Education

Data online SalesVIC-DB2 UDB Express Edition Sales Education

Data online TechnicalVIC - DB2 Content Manager Express Edition V8.2


Q2 Enablement by Region (Central)Name of Tactic Type of


Country/Region


Date

Tivoli Storage Virtualisierung

BEE Sales contacts in BP orgs

Stuttgart, Germany, Central

Registration via e-mail to [email protected]

20 April



Düsseldorf, Germany, Central


27 April



Berlin, Germany, Central


11 May

User training for IBM Tivoli ROI Analyst Tool (V5.1)

BEE Sales & Mktg contacts in BP orgs

Barbara Peter [email protected]

26 April

WebSphere Jump Start Session und Installation Parties

BEE Sales contacts in BP orgs interested in WS Application Server Express and WS Portal Express

Munich, Germany, Central


http://www.ibm.com/de/events/jump

26 April

WebSphere Jump Start Session und Installation Parties

BEE Sales contacts in BP orgs interested in WS Application Server Express and WS Portal Express

Dortmund, Germany, Central


http://www.ibm.com/de/events/jump

29 April




Country/Region


Date

IBM Tivoli Storage Reziprok Mtg

BEE Sales contacts in BP org.

Mainz 5 May

Web Services (WebSphere, Rational, DB2)

BEE Technical contacts in BP org

Munchen 6 May


BEE Sales contacts in BP org

Berlin 11 May

DB2 and WebSphere Integration WS

BEE Technical, sales contacts in BP org

Stuttgart 11-13 May

Migration Strategies for ISVs


Stuttgart 18 May

WebSphere Studio Device Developer WS


Stuttgart 25-27 May

Business application integration WS


Stuttgart 2-3 June

Business Integration using portals


Stuttgart 8 June




Country/Region


Date

Create a collaborative portal with WS Portal Express


Stuttgart 16-17 June

Building Applications with the IBM SW Development platform


Hamburg 17 June

Informix Infobahn BEE Technical contacts in BP org

Berlin 24 June

E-business on demand SW: build, run, manage


Frankfurt 22 June

DB2 Migration Workshop


Boblingen 22 June

E-business on demand SW: build, run, manage


Wien 24 June


Berlin 24 June

I




Country/Region


Date


Koln 29 June

Content management certification preparation WS


Stuttgart 29 June – 1 July

Enabling applications for Business Process Integration


Stuttgart 8 July

I


Q2 Enablement by Region (West)Name of Tactic Type of


Country/Region


Date

General BP enablement

BEE BP Sales & Mktg, Alliance mgrs, consultants, preSales

Paris [email protected] 30 March



Brussels Denise [email protected]

tbc



Toulouse [email protected] 29 April



Nantes [email protected] 4 May



Marseille [email protected] 6 May



Lyon [email protected] 13 May


Q2 Enablement by Region (West)Name of Tactic Type of


Country/Region


Date



Strasbourg [email protected] 27 May


Q2 Enablement by Region (North)Name of Tactic Type of


Country/Region


Date

Storage BEE Sales contacts in BP orgs

Johannesburg Mandi [email protected]

7 April

Business Intelligence



21 April

Content Management



28 April

Automation & Security



5 May

In Technology – IBM Software Innovation Centre Launch

BEE All contacts, All BPs

London [email protected]

27 April

Passport Advantage Enablement

BEE BPs who sell PA, TCI and VAP BPs esp.

EBC, Staines [email protected] 19 May

BP Sales College Workshops

BEE Sales contacts of BPs with focus on Sales Speciality solution area

Bedfont [email protected] (include ‘Business Partner Sales College’ in title)

20 May




Country/Region


Date

BP Sales College Workshops

BEE Sales contacts of BPs with focus on Sales Speciality solution area

Manchester [email protected] (include ‘Business Partner Sales College’ in title)

8 June

BP Induction Day BEE New BPs, new employees at existing BPs

Staines [email protected] (include ‘Business Partner Induction’ in title)

20 May

Lotus Workplace Launch events

BEE Sales contacts BP orgs

Scotland [email protected]

11 May



Warwick [email protected]

13 May



Bracknell [email protected]

18 May



Bracknell [email protected]

20 May




Country/Region


Date

Passport Advantage Enablement

BEE BPs who sell PA, TCI and VAP BPs esp.

EBC, Staines [email protected] 13 July


Q2 Enablement by Region (Nordic)Name of Tactic Type of


Country/Region


Date

Lotus Workplace Launch

Event 1 day launch event with BP participation aimed at CEO, CIO, IT Managers, HRM

Denmark Louise [email protected]

www.ibm.com/dk/news/events/lotusworkplace

19 May

Linux Technical Briefing

BEE Technical audience

Denmark Grania [email protected]

http://www.ibm.com/news/dk/events

1 June

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