SUGARCRM on IBM Social Business and Social Selling Journey DNUG Appetizer

1. Those will not reach the destination,
who do not know where the journey
will go. Michel de Montaigne
SUGARCRM on IBM
Social Business and Social Selling Journey
The Future of Business is Open
@
Tuesday, June 12, 2012
Friedel Jonker
Business Development Manager
IBM & SUGARCRM
jonker@de.ibm.com, Friedel.Jonker@sugarcrm.com

2. Friedel Jonker,
Business Development Manager
IBM & SUGARCRM
IBM Software Group
Career History and Education
2008- today IBM, Germany, Business Development Manager IBM
& SugarCRM, Software Client Leader, Business
Development Manager Analytics & PM, Managing
Consultant CRM & BI
1994- 2008 Deutsche Leasing AG, S-Finance Group, Germany,
CRM & BI Business and Program Director
1990- 1994 Citicorp-Citibank AG, Germany, European Manager
Marketing Database VISA
1989- 1990 Ogilvy & Mather Dataconsult, Germany, Consultant
Database Marketing
1988- 1989 Infas, Germany, LOCAL-Direct Project manager for
SRPM with Location Intelligence (LI)
1982- 1988 University of Münster, Master of Business
Management in Marketing & Statistics
Languages and Profile
German, English (fluent).
CRM, BI/LI Strategy Leader IBM GBS Germany.
Winner of the Sales Excellence Award 2005 from the University
of St. Gallen and Handelsblatt.
Broad experience in Planning and Implementing value based
CRM & BI/LI Strategy, Processes, Architecture and Systems.
Member of the MIT, Sales Executive Councile, SAMA and
member of Marketing Alumni, University of Münster, Germany

3. References 1994-2012
References –Literature and Presentations 1994-2012
Database Marketing (1994-2000)
Neue Informationsqualität für das VISA Kartenmanagement der Citicorp, in: Oracle Finanzwelt, 1994
Database Marketing bei der Deutschen Leasing AG, in: Jahrbuch 2000, Deutscher Direktmarketing Verband e.V.
CRM (2001-2007)
Von Database Marketing zum CRM, in: Computerwoche, 19/2001
Customer Relationship Management, Bericht über das Deutsche Leasing CRM-Projekt, in: GoAhead 9/2001, CSC- Ploenzke
CRM – die nächste Generation, Interview mit Friedel Jonker, in: Computerwoche, 33/2002
Mit intelligentem Database Marketing und CRM zu überdurchschnittlichem Markterfolg, in: Cognos- Kundenmagazin
Case Study Präsentation C3M-Eagle, marcusevans, FoCus Gipfel CRM, Montreux, 19.-21. Januar 2003
Erfolgreiches Customer Relationship Management bei der Deutschen Leasing AG, Nordakademie, Elmshorn, e-think-tank,
Februar 2003
Konflikte zwischen Vertrieb und Vertrag lösen, in: Praxismagazin für Marktkommunikation der Sparkassen-Finanzgruppe, 2004,
11. Jahrgang, Nr. 5, S 38 ff
CRM und Sales -2 Seiten einer erfolgreichen Verbindung, im Beratungsbrief von http://www.vertriebs-experts.de , 23.03.2005
Deutsche Leasing Gruppe: Mit Siebel/Oracle CRM-System das Neugeschäft jährlich um durchschnittlich 12 Prozent
gesteigert, in: Oracle Customer Snapshot Juli 2006
CRM als strategisches Element der wertorientierte Unternehmensführung der Deutschen Leasing AG -7P Programm für
erfolgreiche CRM-Programme –Position_Path_Portfolio_Program_People_Progress_Performance, marcusevans, FoCus Gipfel
CRM, Montreux, 14.-16. Februar 2007
Case Study CRM bei der DL, in Kundenmanagement –Grundlagen-Strategien-Beispiele von Manfred Krafft, März 2007
Multichannel Customer Management (2008-2009)
Vom Callcenter zum Intelligent Multichannel Customer Management Center, IBM Callcenter Circle, Hamburg HASPA, Mai 2008
Neue Technologien schaffen eine Demokratisierung der Information, Initiative Mittelstand
http://www.imittelstand.de/themen/topthema_100288.html , 16.11.2009
Integrated Realtime Corporate Management (2009-2010)
Integrierte Echtzeit Unternehmenssteuerung (IEU), IBM Partner Channel Kick Off Berlin, Januar 2010, Salesforce.com Cloudforce2
Frankfurt, März 2010, Teradata Enterprise Intelligence Summit Berlin, April 2010, IBM Partner University-Frankfurt, April 2010, Bechtle
Partner Präsentation Mannheim, Juni 2010, FuM Partner Präsentation Stuttgart, Juli 2010
Integrated Realtime Corporate Management (IRCM), IBM Europe & Asia IT Architects University Stuttgart, April 2010
Integrierte Echtzeit Unternehmenssteuerung –IBM Synergy Play, SAP-DSAG Nürnberg, September 2010, IBM ISV Technical
Executive Forum Ehningen, Oktober 2010, Institut für BI Stuttgart, Dezember 2010
Social Business and Social CRM (2011-YYYY)
Die Rolle von Analytics für Social Software Business, IBM Social Business JamCamp, Frankfurt, October 2011
SUGARCRM on IBM Social Business Overview @CeBIT 2012, Hannover, März 2012, IBM Partner Event, Kaprun, März 2012

4. Social Business and Social Selling Journey
The Future of Business is Open
Agenda:
-The Wealth of Nations
-Time-Achievement Intelligence
- Social Business Defintion, Developments and Value
- Social Selling Defintion, Developments and Value
- Analytics to understand the Social Connected
- Analytics to drive Business Value by Connections
- Mobility brings Business into your Hands
- Mobility drives Users adoption and reduce IT costs
- Cloud is now in the Focus of the CXOs
- Cloud brings flexible and secure IT to the Business
- Global has become reality for Business
- Global high speed market development is now possible
- SUGARCRM on IBM a Social Business and Social Selling Open Platform
- Transform your Business into a Social Business

5. The Wealth of Nations
Kondratiev Innovation Waves
1825 1875 1925 1950 1995
Cotton, Railway, Chemistry, Automobiles, Information
Steam Engine Steel Electrical Petrochemicals Technology
1780 1. Wave 1830 2. Wave 1880 3. Wave 1930 4. Wave 1970 5. Wave 2020
Ending of Early Ending of Beginning
Agriculture Age Industrial Age Industrial Age of the Knowledge Age
Primary Land Work Capital The Knowledge
Wealth Current
of Wealth
Nations of
Nations
Organization Feudal- Property Hierachy Network
System Management Management Leadership
Konzepte und
Prinzipien More about Kondratiev:
TUI and IBM Impulscamp 2012
http://www-
05.ibm.com/de/events/impulscamp2012/
praesentationen.html

6. Time-Achievement-Intelligence
Hand-Work + Machines and Computer-Work + Brain-Work
Kondratiev Agriculture Pre Industrial Industrial Information and Information and
Waves Age Age Age Technolgy Age Knowledge Age
Mobile Systems
Plow Hammer Machines, Computer +Social Realtime
Tools Electronics +Software CRM, BI, PM,..
Petrochemicals, +Internet +Intelligent
Automobiles Agents
Primary Creativity Creating Constructing Controlling Consulting
Activities
1780 1970 1995 2020
t
200 Jahre 20 Jahre 10 Jahre
The Importance of Human Qualification DL, BCG und
Mathias Horx
Human Intelligence and technologie Possibilities create Future Forum
hoch Synergies. But the amount of Synergies is only a result spectrum 2/2000
of Human Intelligence. Business is People ☺
niedrig Zeit

7. SugarCRM: 8,000+ Customers in 70+ Countries

8. 26 New Case Studies in work
North America APAC
LAC EMEA

9. Top Partners

10. IBM Coremetrics –Leader in Web Analytics

11. IBM Cognos a Leader in the Forrester Wave™: Enterprise BI Platforms
The Forrester Wave is copyrighted by Forrester
Research, Inc. Forrester and Forrester Wave are
trademarks of Forrester Research, Inc. The Forrester
Wave is a graphical representation of Forrester's call on a
market and is plotted using a detailed spreadsheet with
exposed scores, weightings, and comments. Forrester
does not endorse any
vendor, product, or service depicted in the Forrester
Wave. Information is based on best available resources.
Opinions reflect judgment at the time and are subject to
change.
Source: Forrester Research Inc. “The ForresterWave: Enterprise Business Intelligence Platforms, Q4 2010”, Oct 21, 2010.
Full report can be accessed at http://www.ibm.com

12. IBM Unica –Leader in CRM Multichannel Campaign Management

13. DEMO time!
and

14. SUGARCRM on IBM helpful Web-Links
SUGARCRM on IBM Landing Page
http://www.sugarcrm.com/crm/content/become-smarter-business-sugarcrm-ibm
SUGARCRM Editions Page
http://www.sugarcrm.com/crm/products/editions
SUGARCRM University
http://www.sugarcrm.com/university/
SUGARCRM SUGARFORGE Community
http://www.sugarforge.org/
SUGARCRM Exchange – THE SUGARCRM MARKETPLACE
http://www.sugarexchange.com/
SUGARCRM on IBMSmartCloud Selling Community (By access request)
https://apps.lotuslive.com/communities/service/html/communityview?community
Uuid=c1e9527e-044e-4517-9387-60e02876f49f
SUGARCRM on IBM on Scribd
http://www.scribd.com/FJonker

15. Questions?
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题
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Preguntas Cwestiwn
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Domande
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Questions
Perguntas
問

16. Contact Details
Friedel Jonker Wilhelm-Fay-Strasse 30-34
Dipl.-Kaufmann D-65936 Frankfurt
Business Dev. Manager
IBM & SUGARCRM Phone (+49)-69-6645-1227
IBM Software Group Fax (+49)-69-6645-5640
Mobile (+49)-160-9638657
Jonker@de.ibm.com
More information from IBM and me. Look at Xing, Linkedin, Youtube,
Twitter, Scribd, Slideshare and Lotus Greenhouse.
Selection of Companies on my Networks:
Join my Networks as Philip Kotler (North.West.Uni), Manfred Krafft (WWU Münster), 3M, Amadeus, Ameriprise, Booz & Company, Citigroup,
Thomas H. Davenport (Babson College), Peter Weill (MIT), Jeanne W. Ross (MIT), Daimler, Deutsche Bank, Deutsche Telekom,
Andrea Back (St. Gallen), Jon Katzenbach (Booz), Genie Z. Laborde (I.D.E.A.),
Daniel Pink, Ross Dawson (AHT) Charles Savage (KEE), Soumitra Dutta (INSEAD) Deloitte & Touchee, Ernst & Young, IBM, Lufthansa,
Chuck House (Stanford Uni.), Thomas Hutzschenreuter (WHU), Gunter Dueck (IBM), McKinsey, Nokia, O2, REWE, Samsung, Siemens, Swisscard,
David Croslin and other leading Thinkers and Practitioners have already done it.
Thomas Cook, TUI, Vodafone, Volkswagen and more.
Business is People ☺