Business is People ☺

Friedel JonkerIBM Software Client Leader Retail & Consumer ProductsVersion 01/2014

My Social Business Development (CV)@ with Program & Project Learnings@

7 C of My Social Business DevelopmentCreativity, Competence, Contacts, Communication, Connections, Collaboration and Change

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Friedel Jonker, IBM Software Client Leader, Retail & Consumer Products

Career History and Education (Overview)

Friedel Jonker, Dipl.-Kaufmann,

studierte Betriebswirtschaft an der Universität Münster .

Nach seinem Studium war er LOCAL-Direkt Projektleiter bei Infas, Consultant Database

Marketing bei Ogilvy &’ Mather Dataconsult, European Manager Marketing Database VISA

bei der Citicorp-Citibank AG und CRM & BI Business an d Program Director bei der

Deutschen Leasing AG einem Unternehmen der S-Finance Gr oup.

Seit 2008 arbeitet Friedel Jonker bei der IBM. Zunächst al s Managing Consultant CRM & BI,

dann als Business Development Manager Analytics & Per formance Management als

Software Client Leader Travel & Transport, Business Development Manager SugarCRM on

IBM und derzeit als Software Client Leader Retail & C onsumer Products.

Friedel Jonker ist Gewinner des Sales Excellence Awards des Handelsblatts und der

Universität St. Gallen. Er ist Mitglied des MIT, des Sa les Excecutive Councils, der SAMA

Strategic Account Management Association und der Mar keting Alumni, Universität Münster

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IBM Software Group, Friedel Jonker, Software Client LeaderRetail & Consumer Products (R&CP)

Career History and Education

� 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, Member of the Sales Executive Councile and member of Marketing Alumni, University of Münster, Germany

Languages and Profile

2008- today IBM, SCL Retail & CP, Germany, Business Development Manager IBM & SugarCRM, SCL Travel & Transport, 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

Selected Programs/Projects

� ims: German Business Value Concept to improve Sales Force Effectiveness based on eBusiness Assessment, Pain Point Analysis, Definition of Requirements and Portfolio Prioritization.

Contribution: Lead the German Business Value Concept to improve Sales Force Effectiveness.

� Daimler: Global Concept and implementation coordinationtogether with the Boston Consulting Group to set up IT/Data Governance and Data Modelling/Re-Engineering of an As/isLandscape with the objective to reduce costs in developmentand maintenance and increase and secure the Quality of Data as a base for high quality use of CRM, BI/LI for Sales & RiskPerformance Management (SRPM).

Contribution: Lead the IT/Data Governance and acted as the SME for all IT/Data Governance related issues at the company.

� Dresdner Bank/Commerzbank: Definition of a Business Driven Traffic Light Test Management Concept to successfully implement an Oracle/Siebel CRM & BI solution.

Contribution: Lead the Testmangement and acted as the SME for all CRM & BI related Testmanagement matters. The Testmanagement Concept is now used as a global handbook for Testmanagement.

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Database Marketing (1994-2000)

• Neue Informationsqualität für das VISA Kartenmanagement der Citicorp, in: Oracle Finanzwelt, 1994

• Leadership durch Informations- und Lernsysteme, in: Know-how, Schumann Unternehmensberatung AG, April 1996

• 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

• 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

• McKinsey, Handbuch StrategischensManagements, Kapitel 3, Innovation und Wachstum, Wachstum durch innovative Produkte, Gabler 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 (2008-2010)

• Vom Callcenter zum Intelligent Multichannel Customer Management Center, IBM Callcenter Circle, Hamburg HASPA, Mai 2008

• Business Intelligence und Performance Management in der Finanzverwaltung, IT & Business Messe Stuttgart, October 2009

http://fjonker.wordpress.com/2009/10/12/it-business-cio-des-bundes-bei-ibm-cognos/ , Staatssekretär Dr. Hans Bernhard Beus, CIO des Bundes

• Neue Technologien schaffen eine Demokratisierung der Information, Initiative Mittelstand http://www.imittelstand.de/themen/topthema_100288.html , 16.11.2009

Integrated Realtime Corporate Management (2010-2011)

• 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, Social CRM and Cloud (2011-2012)

• 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

• Social Collaboration and Social CRM in the Secure Cloud today, bwcon: Dialog @IBM 2012, Ehningen, April 2012

Retail & Consumer Products (2013)

• IBM Future of Retail & Consumer Products 2013, Frankfurt, Barcelona, Geneva, March 2013

• IBM and M.I.T. Winning through Smarter Integrative Re7HINKing & Execution, Frankfurt, Barcelona, Geneva, Boston, August 2013

References–Literature and Presentations 1994-2013

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Selected IBM Learning History 2008-2013

Selected IBM Learning History 2008-2013

M.I.T. Summer Session Generation Business Value fro m Digitization, Boston2013/06/212013/06/17

IBM Software Group University 2013, Barcelona2013/02/012013/01/28

IBM Information On Demand (IOD) Conference 2010, Ro me2010/05/212010/05/18

IBM Analytics & Performance Management Fast Start 20 11, London2011/02/082011/02/07

LEADing@IBM - elearning for Leader Foundation, Frankf urt2008/08/222008/08/22

SAP CRM 2007 Reskilling Training, Walldorf2008/09/192008/09/08

Germany Information On Demand University 2008, Stut tgart2008/09/262008/09/26

IBM Cognos 10 Business Intelligence One Week Worksho p 2010, Frankfurt2010/09/172010/09/13

LearningsToFrom

EMEA Customer Focused Enterprise Workshop, London2008/02/202008/02/18

Customer Value Mangement Communication and Education I MT Germany, Stuttgart

2008/03/152008/03/14

SAP Skills Transformation Training Event, Frankfurt2008/06/062008/06/04

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Friedel JonkerDipl.-KaufmannSoftware Client LeaderRetail & CPIBM Software Group

Wilhelm-Fay-Strasse 30-34D-65936 Frankfurt

Phone (+49)-69-6645-1227Fax (+49)-69-6645-5640Mobile (+49)-160-9638657Jonker@de.ibm.com

More information from IBM and me. Look at Xing, Linkedin, Youtube, Twitter, Scribd, Slideshare, Lotus Greenhouse and Pinterest.

http://pinterest.com/fjonker/

Join my Networks as Philip Kotler (North.West.Uni), Manfred Krafft (WWU Münster), Thomas H. Davenport (Babson College), Peter Weill (MIT), Jeanne W. Ross (MIT), 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)Chuck House (Stanford Uni.), Thomas Hutzschenreuter (WHU), Gunter Dueck (IBM), David Croslin, Rawn Shah (IBM), Sandy Carter (IBM) and other leading Thinkers and Practitioners have already done it.

Business is People ☺

Selection of Companies on my Networks:

3M, Amadeus, American Express, Ameriprise,

Booz & Company, Capgemini, Citigroup, Daimler, Deutsche Bank, Deutsche Telekom,

Deloitte & Touchee, EDEKA, Ernst & Young, Henkel, IBM, Kaufland, Kaisers, LIDL, Lufthansa,

McKinsey, Nestle, Nokia, OBI, O2, P&C, REWE, Samsung, Sears, Siemens, Swisscard, Tengelmann, Thomas Cook, TUI, Vodafone, Volkswagen and more. ☺

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Seminararbeit -Strategiepl. im intern. Marketing, 1985

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Diplomarbeit -Kundenbezogene Datenbanken, 1986

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Diplomarbeit -Kundenbezogene Datenbanken, 1986

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C.I.M.P. -Ein Computer Integr. M. Plan., 1987

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Infas-LOCAL -Location Intelligence, 1988

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Ogilvy&Mather Datac. -Direkt-Marketing, 1989

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Citicorp –Neue Informationsqualität, 1994

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Deutsche Leasing -CRM und BI in McKinsey, 2003

Das Deutsche Leasing CRM Programm

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Deutsche Leasing -CRM and BI in 1to1, 2006

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Deutsche Leasing -CRM and BI in Montreux, 2007

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Deutsche Leasing -CRM und BI Programm, 1997-2008

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IBM GBS -Call Center Event, HASPA, 2008

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IBM GBS -Dresdner Bank, Testkonzept KMT, 2008

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IBM GBS -ims Synapse Program, 2008

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IBM GBS -Architecture Daimler, 2008 u. FI, 2009

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IBM GBS -Ricoh, DWH-Rep. Dashboard, 2009

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IBM GBS -DKV Sales Management, 2009

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IBM SWG -Business Development –Webinare, 2009-2011

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� IT und Business Messe, Stuttgart, Neue Technologien schaffen eine Demokratisierung der Information, Stuttgart 2009, Initiative Mittelstand http://www.imittelstand.de/themen/topthema_100288.h tml

� Integrierte Echtzeit Unternehmenssteuerung (IEU), IBM Partner Channel Kick Off Berlin, Januar 2010, Salesforce.com Cloudforce2 Frankfurt, M ärz 2010, Teradata Enterprise Intelligence Summit Berli n, April 2010, IBM Partner University-Frankfurt, April 2010, Bechtle Partner Pr äsentation Mannheim, Juni 2010, FuM Partner Pr äsentation 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 N ürnberg, September 2010, IBM ISV Technical Executive Forum Ehningen, Oktober 2010, Institut f ür BI Stuttgart, Dezember 2010

IBM SWG -Business Development –Events 2009-2010

Events

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IBM SWG -IBM Synergy Play, 2010 Vision 1987 Look Slide 7 Look Slide 25Realität 2010IBM SWG

IBM IBV Studies

IBM CFE

IBM Customer Insight

IBM Client VM

IBM Industry Framew.

IBM Blueprints

IBM Open Pages

IBM Content A.

IBM Cognos

IBM Lotus

IBM Unica

IBM Infosphere

IBM SPSS

IBM ILOG

IBM Rational

IBM ECM

IBM DB2, Neteeza

IBM Watson

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IBM SWG -IBI IBM Synergy Play, 2010

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IBM SWG -Future Growth Enablement, 2010

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IBM SWG -Future Growth Enablement, 2010

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IBM SWG -Social Business Client Segmentation, 2011

Look Slide 5

From Contact to Client Network & From Solutions to Sal es as of YYMMDD

CXO Finance Marketing Sales ITServiceControlling

Look Slide 26 From Sales

to Service

Bedarfssegmentierung Verhaltenssegm

entierung Nutzungsbarriere

Ents

chei

dere

rfass

ung

K

unde

nerfa

ssun

g

und

Bear

beitu

ng

und

Kun

denb

earb

eitu

ng

Tech

nolo

gieb

arrie

re

From Social

Networking

to

Business

Development

(BD)

From BD

to

Sales

Client Listening (Employees, Google Alerts, RSS-Feed s,..)

Social Blogging (Twitter, Wordpress,..)

Social Events (Executive Conferences, Area Conf.,..)

Social Networking (Xing, LinkedIn, Facebook,..)

Social Webinar (Slideshare, Scribd,..)

Solution Webinar

Sales Webinar

Innovation

Workshop

Experience

Workshop

POC

Projekt

Consulting

Service

Strategic

Account

Management (SAM)

In CRM Siebel

Look Slide 13, 28

C2

C1

C3

C1=Herr..,Interesse f ür CO Lösung

C2=Frau..,Interesse f ür Sales L ösung

C3=Herr..,Interesse f ür BI L ösung

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IBM SWG -Strategic Account Management, 2011

Beobachtung_Befragung_Analyse_Selektion_Bewertung_Akquisition_Planung_FollowUp_Realisierung_Ergebniskontrolle

*RAOAROC = Risk and Object Adjusted Return on Capital

Produkte u. Dienstleistungen

langfristig nachgefragte,Nutzen und Wert stiftende Produkte und Dienstleistungen

SAM / Marketing

Markenwertschätzungbei den Zielgruppendes Geschäftsbereichsinsbes. bei den SAs

ein hoher kaufrelevanterMarkenbekanntheitsgraddes Unternehmens, der Geschäftsbereiche und der Produkte und Dienst-Leistungen

SAM / Marketing

Potenziale

potenzielle Kunden undPartner

SAM / Marketing

Leads

Kunden und Partnermit kurz- bzw. mittel-fristigem Bedarf

Telemarketing

Valued Leads

Investitionshinweise,Geschäftsberichte,Plan- AWs, DB2,3 bzw. RAOAROC*,bewerteteKunden und Partner

SAM / ZKVB

Opportunity

Ermittlung der tatsächlichenGeschäftsmöglichkeiten(Volumen / Wahrschein-lichkeit)

SAM / Vertrieb

Objective

Einstellung der Geschäfts-möglichkeiten in Planung und Forecast

SAM / Vertrieb

Activities

abgestimmte Aktivitätenzur Unterstützung der Realisierung der Geschäftsmöglichkeiten

SAM u. weitere

Fulfilment

– Vertragsabschluss– Kundenservice– Kundeninformation

SAM u. weitere

Measurement

– Ist- AW-Entwicklung

– Ist-DB2,3-Entwicklung

– Ist- RAOAROC*

SAM / Cont.

CRM-Siebel

CRM- SiebelCustomer CareCRM-Siebel

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More on: http://www-05.ibm.com/de/events/impulscamp2012/praesentationen.html

IBM SWG TUI & IBM Impulscamp, 2012

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TUI -Spotting the road to opportunity with BI and data warehousing

Solution components:

� System p5®, System p®: running AIX®

� Storage: DS5300

� Software

- Cognos® 8 BI, DB2® for AIX, InfoSphere™

Warehouse

- ISSIM - IBM SWG Services for Information Management

“We searched for a solution that grows along with business requirements while keeping IT costs flat. Scalable and high-performance functions have been a basic requirement to realize continuous, fast and knowledge-based decisions.”

— Matthias Wunderlich, Head of BI TUI Deutschland

The Need:

To meet the intense competition of the travel industry, this tour operator sought a way to make faster and more focused decisions. This was made difficult by the company’s aging business intelligence (BI) system, which could not keep up with growing amounts of data found in several areas of operation critical to profitability.

The Solution:

With a strategic framework in place, the company has designed a BI architecture capable of quickly analyzing massive amounts of consumer and operational data—without increasing IT cost. To support these changes, the new BI solution relies on a new data warehousing environment that seamlessly integrates with the company’s existing data warehousing investments.

What Makes it Smarter:

�The new BI/data warehousing solution helps managers spot opportunities and areas of improvement in near-real time by sifting through all relevant information. As soon as any fluctuation in customer demand is identified, managers can quickly determine the most appropriate response.

�The new BI infrastructure provides a single core application that combines the power of existing data warehouses, data marts and applications.

�The new BI solution drills down into all relevant data for a 360-degree view of consumer preferences and market conditions.

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Zeit/IntegrationsgradIBM´s Transformation Path to BV with SUGARCRM on IBM –IBM SalesConnect 2013

integriert

BusinessModularity

isoliert

BusinessSilos

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More on: http://pinterest.com/fjonker/boston-harvard-and-mit/

MIT CISR Summer Session, 2013

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Potentials, New Customers, Customers Partner, Competitors and Employees/User

Social CRM-Application

Big Data Datawarehouse(with internal and externalData and Informations)

Business-Questions &Answers

BusinessNew Questions

BusinessDecisions

Needed internaland external Data/Informations

Business-Performance

BI, SPM, CPM, HCM*1) –Planing,Reporting-, Analytics- and Forecast-Applications

Time-/CostsBusiness-Results

ManagementDevelopment

*1)BI=Business IntelligenceSPM=Sales Performance ManagementCPM=Corporate Performance ManagementHCM=Human Capital Management

Personal MobilePerformance Management

Personal WorkPerformance

Based on:

iPhone®

Applications_Knowledge_Media

to drive Business Performance

BlackBerry®

IBM SWG –Synergy Play for Intelligent Performance 2014 –Architecture Layout

Android ®

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My Social Networking, 2009-2011/03/02

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My Social Networking, 2009-2014/01/18

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Willkommen zu einem intelligenten JahrzehntVision 1995 Realität 2011

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Willkommen zu einem intelligenten JahrzehntVision 1995 Realität 2014

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Willkommen zu einem intelligenten JahrzehntVision 1995 Realität 2014

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In neue Dimensionen vordringen: Effiziente Verwaltung von Informationen. Tiefe Einblicke durch Analysen. Prognostizieren und bewerten von Chancen und Risiken. Schnellere und bessereEntscheidungen. Das verstehen wir unter New Intelligence.

To enter new dimensions: Leading not Managing Informations.Plan to achieve your Vison. Get new Insights by predictive Analytics. Forecast Chances and Risks. Achieve higher Corporate Performance by collapsing the time from Information to Business Value. That IBM´s defintion of New Intelligence.

A smarterWorld drivesNew Intelligence

New IntelligenceInfrastructures & Applicationsdrives a smarter World

Quelle: W

elt der Wunder 11/2010

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If you can Do what you

THINK

and wanted to Do.

Thats Your Way !

Business is People ☺

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Friedel JonkerDipl.-KaufmannSoftware Client LeaderRetail & CPIBM Software Group

Wilhelm-Fay-Strasse 30-34D-65936 Frankfurt

Phone (+49)-69-6645-1227Fax (+49)-69-6645-5640Mobile (+49)-160-9638657Jonker@de.ibm.com

More information from IBM and me. Look at Xing, Linkedin, Youtube, Twitter, Scribd, Slideshare, Lotus Greenhouse and Pinterest.

http://pinterest.com/fjonker/

Join my Networks as Philip Kotler (North.West.Uni), Manfred Krafft (WWU Münster), Thomas H. Davenport (Babson College), Peter Weill (MIT), Jeanne W. Ross (MIT), 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)Chuck House (Stanford Uni.), Thomas Hutzschenreuter (WHU), Gunter Dueck (IBM), David Croslin, Rawn Shah (IBM), Sandy Carter (IBM) and other leading Thinkers and Practitioners have already done it.

Business is People ☺

Selection of Companies on my Networks:

3M, Amadeus, American Express, Ameriprise,

Booz & Company, Capgemini, Citigroup, Daimler, Deutsche Bank, Deutsche Telekom,

Deloitte & Touchee, EDEKA, Ernst & Young, Henkel, IBM, Kaufland, Kaisers, LIDL, Lufthansa,

McKinsey, Nestle, Nokia, OBI, O2, P&C, REWE, Samsung, Sears, Siemens, Swisscard, Tengelmann, Thomas Cook, TUI, Vodafone, Volkswagen and more. ☺

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