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SWG Channel Marketing – resource update Paul Shackleton Manager, BP
SWG Channel Marketing – resource update Paul Shackleton Manager, BP
SWG Channel Marketing
SWG Channel Marketing
SWG Channel Marketing – New model & interlocks
SWG Channel Marketing – New model & interlocks
SWG Channel Marketing Centre of Excellence Team
SWG Channel Marketing Centre of Excellence Team
Channel Marketing Roles – SWG CoE
Channel Marketing Roles – SWG CoE
IMT SWG Channel Marketing Teams (as at 8th July)
IMT SWG Channel Marketing Teams (as at 8th July)
SWG IMT Channel Marketing - key tasks
SWG IMT Channel Marketing - key tasks
SWG Marketing contacts – IOT and CoE roles
SWG Marketing contacts – IOT and CoE roles
IOT SWG Management Teams
IOT SWG Management Teams
IMT Map
IMT Map
Northeast IMTs – Countries (75)
Northeast IMTs – Countries (75)
Southwest IMTs Countries (48)
Southwest IMTs Countries (48)

Презентация: «SWG Channel Marketing – resource update Paul Shackleton Manager, BP Marketing SWG Centre of Excellence July 2005». Автор: IBM_USER. Файл: «SWG Channel Marketing – resource update Paul Shackleton Manager, BP Marketing SWG Centre of Excellence July 2005.ppt». Размер zip-архива: 253 КБ.

SWG Channel Marketing – resource update Paul Shackleton Manager, BP Marketing SWG Centre of Excellence July 2005

содержание презентации «SWG Channel Marketing – resource update Paul Shackleton Manager, BP Marketing SWG Centre of Excellence July 2005.ppt»
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1 SWG Channel Marketing – resource update Paul Shackleton Manager, BP

SWG Channel Marketing – resource update Paul Shackleton Manager, BP

Marketing SWG Centre of Excellence July 2005

2 SWG Channel Marketing

SWG Channel Marketing

New model and interlocks for the 3 SWG Channel Marketing Teams Organisation chart of SWG CoE SWG CoE – roles and responsibilities IMT Channel Marketing resources IMT Channel Marketing roles and responsibilities IOT Marketing resources IOT Channel Management team Maps of IOT / IMT

3 SWG Channel Marketing – New model & interlocks

SWG Channel Marketing – New model & interlocks

3 SWG Channel Marketing Teams – interlocking with all functions:

WW SWG CHANNEL MARKETING (Marjorie Tenzer team)

1

2

Channel Marketing Centre of Excellence

IMT - Integrated Channel Marketing

3

4 SWG Channel Marketing Centre of Excellence Team

SWG Channel Marketing Centre of Excellence Team

SWG Channel Marketing Centre of Excellence

This team has responsibility to interface with the 8 IMTs and work with both IOTs, reporting line is directly into WW SWG Channel Marketing

PAUL SHACKLETON Manager

* IT Student ** Contract work force

KERRY COSTELLO Channel Marketing Communications

SUE MORRIS Channel Marketing Program/Brand

GEORGINA GOFF Channel Marketing Business Partners

RITA THOMPSON Channel Marketing VAD/Alliances

LEWIS TUREK * Channel Marketing Enablement

ERIC PELLERIN** Channel Marketing Infrastructure

5 Channel Marketing Roles – SWG CoE

Channel Marketing Roles – SWG CoE

Manager - Paul Shackleton SWG Channel Management & Strategy for Europe Lead interface and link to SWG IOT Sales Interface into WW Channel Mkt team SWG Channel management interface to IMT Communications Manager - Kerry Costello Owner of SWG Channels comms plan for Europe Own SWG interlock into IOT comms process Co ordination and management of internal / external messages to IMT Management of key SWG events Manage PWCS interlock Management of end to end comms process for SWG Channels Ownership, management and local execution of PR, case studies, references Program/Brand Manager - Sue Morris Channel advocate - interface and interlock with Brand and Marketing Progs Partner route management - recruitment / enablement / engagement requirements Align and interlock Channel routes into Industry / Solution plays Management of xbrand Channel marketing initiatives for IMT / IOT Management of local SWG promotions & incentives Management of Volume marketing plays Enablement - Lewis Turek (IT student) Brand / Cross Brand / Program enablement focal point Enablement interlock with IMT Executive reporting and analysis

VAD / Alliances - Rita Thompson Management of all SWG VAD and Alliance programs & budget Owner / interface for all VAD co marketing programs - Agencies, Tools, Systems Owner of ROI for VAD marketing programs including lead management Owner of Route selection and engagement - Alliances / VADs Interface into xbrand partner programs for VAD Engagement / Execution of Partnerplans, marketing programs, brand initiatives BP Marketing - Georgina Goff Management of all SWG partner programs & budgets for BP routes Owner / interface for all BP co marketing programs - Agencies, Tools, Systems, Owner of ROI for co marketing programs including lead management Owner of Route selection and engagement - ISV, SI, VAR, SP Interface into xbrand partner programs for BPs Engagement / Execution of - Partnerplans, marketing programs, brand initiatives Infrastructure - Eric Pellerin (contract) Management of all co marketing tools, processes and systems Lead management and reporting IMT support and engagement Claims, queries and disbursements

6 IMT SWG Channel Marketing Teams (as at 8th July)

IMT SWG Channel Marketing Teams (as at 8th July)

Each IMT will align Channel marketing resources according to the local market approach i.e by Channel discipline or to maximse resource via a country based marketing model

IOT

IMT

Channel Marketing

Channel Marketing

Channel Marketing

Channel Marketing

NorthEast

NorthEast

NorthEast

NorthEast

Southwest

Southwest

Southwest

Southwest

* Denotes Contract Work force

Germany

Wolfgang Troidl

Michael Neuffer

Barbara Peter

Karl-Heinz Hirner

UKISA

Fiona Scholes/ Jeannette Knight

Diane Howarth Corinne Giffen *

Jayne Hudson

Sohini Nathoo (S.Af)

Nordics

Caroline Tengvall-Hundt (Sweden)

Margrethe Knudsen (Denmark)

Charlotte Lagerwald (BU MM Sweden)

Otto Backer Solberg (BU MM Norway)

CEMAAS

Delia Jozsa

tbc

tbc

tbc

France, NA

Anna Armillota

Alexandra Paschenda

Nicolas Atger

Italy

Michaela De Notaris

Paolo Monnati

Rita Cavalieri

Ornella Carrera

IGIT

Lucia Clara Martinez

Fernando Suarez *

Benelux

Sandra Grieden (interim)

TBC

7 SWG IMT Channel Marketing - key tasks

SWG IMT Channel Marketing - key tasks

Channel Strategy Execute brand/program plans for Channels and ensure SWG is optimised in IMT Channel plans Ensure SWG channel activities are scaled to meet the BU/IMT/DCM plans Channel Marketing Define SWG requirements to select and prioritise correct BPs in IMT Selection and management of SWG BPs (by route) for engagement Execute IMT SWG BP recruitment requirements as needed Execute SWG Channel marketing plans and brand priorities, interlock with IMT programs Execute co mkt programs to support BU/IMT objectives, interlock Channel marketing activities against Brand / program priorities Drive marketing input into key SWG partner plans, support IMT in top partnerplans Manage and execute all SWG co marketing funds SWG co mkt lead management, progression and reporting Integrate SWG marketing activities into volume program initiatives Execute SWG Promotions/Incentives, manage into local Channel process

4 New Channel disciplines:

Channel Management Execute SWG programs as required (BPIC, AEP etc..) Provide content and manage SWG internal / external messages to IMT comms process Interlock with PWCS as required and support the IMT for xbrand partner programs (PW, ISV Adv etc..) as needed Manage SWG process for Channel case studies, and engage into IMT reference programs Manage Channel translation & validation requirements Channel Enablement Engage with Brand MM to support SWG Channel enablement requirements Execute brand enablement requirement and manage local certification process Interlock Channel enablement requirements into IMT CE delivery process Provide SWG content for the foundation programs in IMT Lead, manage and execute local SWG only events (University, Partner Camps, etc..) Provide SWG content and team with IMT to support xbrand partner events

8 SWG Marketing contacts – IOT and CoE roles

SWG Marketing contacts – IOT and CoE roles

Marketing roles above IMT:

Global / CoE

IOT North-East

IOT South-West

Marketing Leader

DCM Leader

Category Marketing Management

Marketing Program Landing

TeleWeb Marketing

Channel Marketing

* Student ** Contract

Peter Beuke

G?raldine Tenten

Walther Johannessen

Daniel Duhautbout

Gary Bacon

Jean-Francois Jamet

Claire Bryant (NE) Angela Fresne (SW)

Brigitte Delearde (Mgr) Katty Schies (Prog Mgr) Michelle Andrews (Z Series & renewals) ** Michael Slebir (Web Mgr)

Paul Shackleton (Mgr) Georgina Goff (BP Mkt) Rita Thompson (VAD Mkt) Sue Morris (Progs/Brands) Kerry Costello (Comms) Lewis Turek (Enablement) * Eric Pellerin (Infrastructure) **

9 IOT SWG Management Teams

IOT SWG Management Teams

NORTHEAST IOT

SOUTHWEST IOT

Ilse Cilliers

IOT SMB/Channels/Tele

Cristina Semiao

Alain Boukhobza

Leader - SMB/Tele

Francesco Teodonno

Aidan Troy

Leader - Channels

Eric Menache

Richard Adolf

SMB/Channel Programs

Catherine Negrerie-Durivaux

Peter Weston

Routes 2 & 3

Teresa Martin Fillol

Klaus Hickl

Routes 4 & 6

Marie Jo Boudry

Aurore Achour

VAD

Olivier Della

Philippe Rycroft

OEM

Nicole Pelletier

Steve Zehavi

Lotus RTM

Michel Granger

tbc

WebSphere RTM

Sylvie Gillespie

Karl-Heinz Wonsak

Rational RTM

Etienne Morel

Ralf Wagner

Info Mgmt RTM

Massimo Rossini

Alexandre Wahl

Tivoli RTM

Coralie Lauferon

Paul Conacher

Operations - SMB

Michel Yen

Martin Perry

Operations - Channels

Frantz de Rycke

Tracy Mooney

Operations - Tele

Ricardo Miguez

10 IMT Map

IMT Map

11 Northeast IMTs – Countries (75)

Northeast IMTs – Countries (75)

CEMAAS(39) Austria Switzerland CEE & Russia (Central & Eastern Europe & Russia) Albania Armenia Azerbaijan Belarus Bosnia & Herzegovina Bulgaria Croatia Czech Republic Georgia Hungary Kazakhstan Kyrhgystan Macedonia Moldovia Poland Russia Romania Serbia & Montenegro Slovakia Slovenia Tajikistan Turkmenistan Ukraine Uzbekistan MEEP (Middle East, Egypt & Pakistan) Bahrain Egypt Iraq Jordan Kuwait Lebanon North Yemen Oman Pakistan Qatar Saudi Arabia Syria United Arab Emirates

UKISA(27) United Kingdom Ireland South Africa Angola Botswana Burundi Cape Verde Islands Eritrea Ethiopia Ghana Kenya Lesotho Liberia Malawi Malta Mozambique Namibia Nigeria Rwanda Sao Tome Islands Sierre Leone Somalia Swaziland Tanzania Uganda Zambia Zimbabwe

Germany(1) Germany

Nordic(8) Denmark Finland Estonia Latvia Lithuania Iceland (not on map!) Norway Sweden

12 Southwest IMTs Countries (48)

Southwest IMTs Countries (48)

France(38) France Morocco Tunisia Guinea Cameroon Chad Mali Equatorial Guinea Senegal Cote D'Ivoire Gabon Mauritania Togo Benin Burkina Faso Guinea-Bissau Niger Madagascar Comoros Republic of Djibouti Central African Republic Democratic Republic-Congo Gambia Algeria Andorra Guadeloupe French Guyana Martinique Monaco New Caledonia French Polynesia Vanuatu Wallis & Futuna Reunion Mauritius Mayotte Seychelles Libya

Italy(1) Italy

BeNeLux(3) Belgium Netherlands Luxembourg

IGIT(6) Iberia Spain Portugal Greece Greece Cyprus Israel Turkey

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