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SWG Channel Marketing

SWG Channel Marketing – resource update Paul Shackleton Manager, BP Marketing SWG Centre of Excellence July 2005. SWG Channel Marketing. New model and interlocks for the 3 SWG Channel Marketing Teams Organisation chart of SWG CoE SWG CoE – roles and responsibilities

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SWG Channel Marketing

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  1. SWG Channel Marketing – resource update Paul ShackletonManager, BP Marketing SWG Centre of ExcellenceJuly 2005

  2. 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. WW SWG BRAND Channel Marketing WW SWG PROGRAMS Marketing Tivoli Lotus Rational WS Data Integration Mid Market People Prod Info Mgmt Inf’structure SDP SWG Channel Marketing Centre of Excellence (Paul Shackleton team) North West IOT South East IOT IMT - SWG Channel Marketing Benelux IMT Germany IMT UKISA IMT CEMAAS IMT France IMT Italy IMT IGIT IMT Nordics IMT SWG Channel Marketing – New model & interlocks • 3 SWG Channel Marketing Teams – interlocking with all functions: WW SWG CHANNEL MARKETING (Marjorie Tenzer team) 1 Channel Marketing Centre of Excellence 2 IMT - Integrated Channel Marketing 3

  4. SWG Channel Marketing Centre of Excellence Team SWG Channel Marketing Centre of Excellence PAUL SHACKLETON Manager 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 * IT Student ** Contract work force • This team has responsibility to interface with the 8 IMTs and work with both IOTs, reporting line is directly into WW SWG Channel Marketing

  5. Channel Marketing Roles – SWG CoE 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 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

  6. North West IOT South East IOT IMT - SWG Channel Marketing Benelux IMT Germany IMT UKISA IMT CEMAAS IMT France IMT Italy IMT IGIT IMT Nordics IMT 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 * Denotes Contract Work force

  7. SWG IMT Channel Marketing - key tasks 4 New Channel disciplines: 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

  8. SWG Marketing contacts – IOT and CoE roles Marketing roles above IMT: * Student ** Contract

  9. IOT SWG Management Teams

  10. IMT Map

  11. 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. 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 Southwest IMTs Countries (48) • Italy(1) • Italy • BeNeLux(3) • Belgium • Netherlands • Luxembourg • IGIT(6) • Iberia • Spain • Portugal • Greece • Greece • Cyprus • Israel • Turkey

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