Current CUA Promotions and Discounts

ibm-cua – The CUA currently have a number of promotions running offering you and your company ways to obtain discounts off the price of events, and others providing incentives aimed at increasing CUA membership. A summary of these is provided below. For more information on any item, contact Chloe Burtt on 020 8518 5110 or email [email protected]

Introduce a Colleague

Bring a colleague, new to the CUA, to any of our one-day events and that colleague will receive a 50% discount off the cost of that event. To take advantage of this offer, all you have to do is ensure that the colleague is included on the same booking as yourself, and that person will automatically receive a discount.

Amazon Vouchers

If you know of an organisation that you feel would benefit from being a part of the CUA, then all we ask is that you point them in our direction, or pass on their details and we will do the rest. Just send us an email. If the companies you introduce then become members, you will receive Amazon vouchers to spend as you wish. Simple as that!

2 Events in Succession

Come to any one-day event in 2006 and you will receive a voucher in your delegate pack giving you or a colleague 20% discount off the subsequent event. All you have to do is send in the voucher with your booking form for the next event. It’s that easy!

Free Membership For A Year

Any company that is currently not a member of the CUA that has bought or upgraded an iSeries product in the last year, can now receive the first year’s membership free of charge. If your organisation, or a company you know of qualify for this promotion then please call or email the CUA. Please note you must have proof of purchase.

More Information :


Your Chance To Join An Independent, IBM Business Partner Forum

The CUA Business Partner group was set up in 2001. It was developed by us in response to IBM changing its sales model and working almost entirely through Business Partners for the majority of its customer facing activities.

The CUA BP Group meets two to three times a year usually in IBM Warwick. The timing of the meetings is intended to allow topics from IBM’s Business Partner Community Conferences to be raised providing the opportunity to drill down into some of the most critical issues during question and answer sessions.

The Chairman of the BP Group, Deni Wilson said, “I am very excited by this new format for the BP Group and all thanks are due to Sue Fraser of IBM who has worked very hard to drive the changes through and help to ensure that meetings provide high value to the BP’s.  We look forward to welcoming any BP’s and distributors to the next meeting”.

The group holds regular meetings with a unique opportunity for Business partners to:

Network with other BP’s and exchange views and experiences

Find out what is happening in the IBM world and its relevance for them

Gain a greater understanding of the best way to work with IBM

Provide an opportunity for asking IBM questions and giving feedback

To find ways to make money from working with IBM!and, most importantly

Tell IBM what you think





These Speaker Guidelines for CUA & Common UK have been adapted from the COMMON US code of ethics, which exist to promote and maintain fair dealing and reasonable conduct at all COMMON activities. Adherence to the guidelines is required for membership of the CUA and/or participation in any event organised by the association, either as a delegate or speaker. Any breach of the code can be referred to the CUA Council and may be punishable in accordance with CUA disciplinary policies and procedures. The CUA Council reviews and may amend the guidelines from time to time in order to ensure that they remain consistent with recognised and accepted principles of fair conduct. Additionally, the CUA Council has sole responsibility for deciding whether exceptions to these guidelines can be made.


In recognition of the special relationship between COMMON and IBM, and the membership’s need for information about IBM products and services, the CUA Council may determine from time to time that displays and promotional sessions regarding such products and services are not a breach of rules and regulations. The policy on organisations making marketing material available to delegates is discussed below.


Basic Guidelines
The following basic guidelines apply to CUA members and participants alike, and reflect the required behaviour within the CUA generically:


The bylaws, codes, rules, regulations and policies of the CUA will be strictly observed and enforced at all events.
All information provided through CUA events and other activities will be deemed proprietary and confidential to the organisation providing it. It will not be published or reported on by CUA members or participants without the prior written consent of the CUA Council or the provider (if different).
All CUA members and participants in events or other activities will promote and encourage the highest level of ethics within the industry.
CUA members and participants in events will support efforts to improve the industry’s products and to encourage the research and development of new products.


Speaker Guidelines

The following basic guidelines apply specifically to speakers and other participants in delivering CUA events. Refer to the Event Sponsorship section for controlled opportunities to present sales and marketing material:


1.    Prices may not be published or discussed at any CUA meeting without the prior approval of the CUA Council or the organiser (if different).

2.    The following are prohibited at CUA meetings without prior consent of the CUA Council or the organiser (if different).

Vendor initiated sales contact with event delegates
Vendor hospitality suites
Vendor product and/or service displays
Vendor sales presentations
Distribution of sales or marketing information of any type
Distribution or solicitation of employment applications or resumes

There are generally accepted exceptions to the above, such as at Common UK Symposiums or other events that include a vendor exhibition area, but in these cases, the guidelines will still apply outside of the exhibition area.


3.    Any speaker or other event participant found to be aggressively selling at a CUA event may be excluded from participating in future events.


Event Sponsorship

Recognising that any successful relationship is mutually beneficial, the guidelines below allow controlled distribution of limited marketing material at CUA events that do not include an exhibition area. The decision on whether sponsorship is available at an event lies with the event organiser.

Where sponsorship is allowed at a CUA event, the following process and rules apply in order that organisations can supply leaflets for the delegate Briefing Packs:

Leaflets are to be delivered to the CUA Offices in good time (date agreed on a case by case basis). Leaflets and other marketing material will not be distributed in any other manner.
The CUA will charge an administration fee of £100 (+VAT) per company wishing leaflets to be included in Briefing Packs.
The company must send at least one paying delegate to the event being sponsored, booked in the normal manner and at the appropriate member or non-member rate.
Participation in event sponsorship does not automatically entitle the company to a speaker slot or any other level of involvement
The CUA always reserves the right to decline any request for sponsorship in an individual basis, and all decisions are final.

50 Years of The CUA

at Rhodes 24, Tower 42
25 Old Broad Street, London EC2N 1HQ
Thursday 16th February


Global Technology Outlook

Rashik Parmar, IBM Chief Technology Office – North East Europe
IBM is, of course, in the technology business. We invent it, sell it, integrate it and maintain it. And we’ve been doing this for nearly 100 years. So it’s not surprising that we care deeply about how technology is changing and where future opportunities lie.
As such, it would be easy to assume that the Global Technology Outlook (GTO) is nothing more than an elaborate tool that IBM uses to inform its corporate and product strategies. But the GTO goes far beyond the typical product development exercise.
The GTO takes an unflinching look at trends that are well outside of IBM’s own offerings and expertise, some of which may even threaten entire IBM product lines. It uses history as a guide and takes a long-term view, looking out five or ten years further than most industry experts. It endeavours to understand the cultural and business contexts in which new technology will be used. The GTO solicits ample outside counsel from around the world when making its predictions. And unlike any other corporate strategy exercise, the GTO shares the results with clients, academics and even competitors.

The Business Case for Cloud

Chris Tiernan – Grosvenor Consultancy Services LLP
There has been much debate about security and data protection issues relating to Cloud solutions but rarely voiced are the many other management challenges which need to be tackled in developing business cases and plans to move into the Cloud.The table below compares traditional outsourcing with Cloud solutions and it is quite clear that there is much to be taken into account

Traditional Outsourcing Cloud
Transfer of assets & contracts No assets or contracts transfer
Transfer of staff No staff transfer
Medium to long term contracts Short term contracts
Face to face contact with users Service portal
Detailed service level agreements Basic service level agreements
High expenditures Subscription based
Desire to create partnership Utility

This means there are new areas to be tackled when considering strategy and departmental organisation, defining requirements, going to the market, negotiating contracts, future IT budgeting, dealing with HR issues, like career paths, and existing supplier contracts, transferring services to and the management of Cloud services providers. There are also many good management practices which have taken years to instil in our teams which must not be cast aside. The real challenge with Cloud is not the technology, it is knowing which good practices from the past we need to retain and which to change. All of these come together in making the business case.