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!

1. The Collaboration Agenda – Putting It
to Work in your Organization
Carlos Casas – The RockTeam
John Head – PSC Group
© 2010 by the individual speaker

2. IamLUG 2010 Sponsors
© 2010 by the individual speaker

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
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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)
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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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11. The Collaboration Agenda
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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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16. Collaboration Agenda - Banking
Compliance
Banking Planning to Execution
Investment Qualification
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17. Collaboration Agenda - Government
New Value Proposition
Government Streamline Communication
“I want that”
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18. Collaboration Agenda - Insurance
Document Compliance
Insurance eForms
Security / HIPPA / SOX
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19. Collaboration Agenda – E-Learning
Compliance
E-Learning Knowledge Dissemination
Coursemill for Websphere Portal
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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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21. Collaboration Agenda for Customers
Why should I care?
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22. Collaboration Agenda = Solutions
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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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26. Collaboration Agenda for Business Partners
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27. Just Another IBM Program?
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28. Collaboration Agenda = Solutions
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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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34. Oracle
• Database
• Fusion
• Oracle Online
• Oracle CRM
• BEA
• Hyperion
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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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38. Salesforce.com
• Sales Cloud
• Service Cloud
• Chatter
• Force.com
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39. Resources
• Lotus Education Online – Collaboration Agenda Webinar
http://www.leonline.net
• Collaboration Agenda on IBM.com
http://www-01.ibm.com/software/lotus/collaborationagenda/
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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