Business Partners Group Briefing

Tuesday 19th March 2002
Elgar Room, IBM Warwick

 AGENDA

09.30    Registration   (Tea/Coffee)

10.00    Introduction   
Ray Titcombe, Chairman of Council - IBM Computer Users' Association

Ray will summarise the objectives of the IBM Computer Users' Association Business Partners group and introduce our speakers.

10.05    Business Partner update
Sean Kearon, Director of Business Partners - EMEA -  Region North.

Sean will update delegates on developments in the overall Business Partner programme since our last meeting in November 2001. A number of points were raised involving communications between IBM and its partners at our last meeting. 

10.40    Partnerships / Working with IBM Global Finance
Kevin Taws, Portfolio Financing Manager  - Region North

This short session will outline a number of ways that IGF is currently operating with the Business Partner community and the scope for further opportunities.

Kevin has been with IBM Global Financing (IGF), or FSL, as many would recognise it externally, in a number of management positions for over 12 years. He is currently the senior manager responsible for the 'Portfolio Financing' team in the UK, Netherlands & Ireland.

11.10    Tea/Coffee

11.30    Partnerships / Working with the IBM Printing Division
 Mark White, Sales Manager IBM Printing Systems

This session will address Printers in the marketplace, how they add value to your Customer Proposals and can be integrated with the existing IBM Portfolio to offer a Total Solution. Emphasis on the New Workgroup range, just launched, new full colour offering and the opportunity for our partners to move to high end high value solutions over time increasing Customer Penetration Revenue and Profit.

Mark is Sales Manager for Printing Systems in the UK with particular focus on Distributed Printers Including Network Lasers, Thermal Printers and Industrial  Impact  Printers.  

12.00   Working with the IBM Storage
 Shaun Coulson,North Region Business Director, Storage Solutions Group.
 

  • Majority of Business via Channel
            Target > 60%
        4Q 2001 Channel = 86%

  • All Types of Partner
            Integrators
        Resellers of IBM Servers
        High Volume Distributors
  • IBM & Non-IBM prospect base
            Supported by open standards
        Wide Connectivity
        Excellent Price Performance

 

Shaun is responsible for maximising revenue on all storage products via all routes to market.

 

12.30    Ten things IBM could/should do for Business Partners
Deni Wilson - Typex Ltd

 

12.50    Panel discussion
 Sean Kearon, Kevin Taws, Mark White and Shaun Coulson

Got questions you want answered ? - Need to follow up on the information given in the earlier presentations ?  This is your session - Sean, Kevin, Shaun and Mark will form a panel to address and respond to questions raised by the audience.

To round off the event, a buffet lunch will be available to allow all attendees to network and follow up on some of the information gained during the briefing.