My Social Business Development

1. Business is People ☺
My Social Business Development (CV)
@
with Program & Project Learnings
@
7 C of My Social Business Development
Creativity, Competence, Contacts, Communication,
Connections, Collaboration and Change
Friedel Jonker
IBM Software Client Leader Retail & Consumer Products
Version 01/2014

2. 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 and Program Director bei der
Deutschen Leasing AG einem Unternehmen der S-Finance Group.
Seit 2008 arbeitet Friedel Jonker bei der IBM. Zunächst als Managing Consultant CRM & BI,
dann als Business Development Manager Analytics & Performance Management als
Software Client Leader Travel & Transport, Business Development Manager SugarCRM on
IBM und derzeit als Software Client Leader Retail & Consumer Products.
Friedel Jonker ist Gewinner des Sales Excellence Awards des Handelsblatts und der
Universität St. Gallen. Er ist Mitglied des MIT, des Sales Excecutive Councils, der SAMA
Strategic Account Management Association und der Marketing Alumni, Universität Münster
2

3. IBM Software Group,
Friedel Jonker, Software Client Leader
Retail & Consumer Products (R&CP)
Career History and Education
2008-
today
IBM, SCL Retail & CP, Germany, Business
Development Manager IBM & SugarCRM, SCL
Travel & Transport, Business Development Manager
Analytics & PM, Managing Consultant CRM & BI
Selected Programs/Projects
1994-
2008
Deutsche Leasing AG, S-Finance Group, Germany,
CRM & BI Business and Program Director
ims: German Business Value Concept to improve Sales Force
Effectiveness based on eBusiness Assessment, Pain Point
Analysis, Definition of Requirements and Portfolio
Prioritization.
1990-
1994
Citicorp-Citibank AG, Germany, European Manager
Marketing Database VISA
Contribution: Lead the German Business Value Concept to
improve Sales Force Effectiveness.
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
Languages and Profile
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
3
Daimler: Global Concept and implementation coordination
together with the Boston Consulting Group to set up IT/Data
Governance and Data Modelling/Re-Engineering of an As/is
Landscape with the objective to reduce costs in development
and maintenance and increase and secure the Quality of Data
as a base for high quality use of CRM, BI/LI for Sales & Risk
Performance 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.

4. References–Literature and Presentations 1994-2013
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
4

5. Selected IBM Learning History 2008-2013
Selected IBM Learning History 2008-2013
From
To
Learnings
2013/06/17
2013/06/21
M.I.T. Summer Session Generation Business Value from Digitization, Boston
2013/01/28
2013/02/01
IBM Software Group University 2013, Barcelona
2011/02/07
2011/02/08
IBM Analytics & Performance Management Fast Start 2011, London
2010/09/13
2010/09/17
IBM Cognos 10 Business Intelligence One Week Workshop 2010, Frankfurt
2010/05/18
2010/05/21
IBM Information On Demand (IOD) Conference 2010, Rome
2008/09/26
2008/09/26
Germany Information On Demand University 2008, Stuttgart
2008/09/08
2008/09/19
SAP CRM 2007 Reskilling Training, Walldorf
2008/08/22
2008/08/22
LEADing@IBM - elearning for Leader Foundation, Frankfurt
2008/06/04
2008/06/06
SAP Skills Transformation Training Event, Frankfurt
2008/03/14
2008/03/15
Customer Value Mangement Communication and Education IMT Germany,
Stuttgart
2008/02/18
2008/02/20
EMEA Customer Focused Enterprise Workshop, London
5

6. Friedel Jonker
Dipl.-Kaufmann
Software Client Leader
Retail & CP
IBM Software Group
Wilhelm-Fay-Strasse 30-34
D-65936 Frankfurt
Phone (+49)-69-6645-1227
Fax (+49)-69-6645-5640
Mobile (+49)-160-9638657
Jonker@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 ☺
6
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. ☺

7. Seminararbeit -Strategiepl. im intern. Marketing, 1985
7

8. Diplomarbeit -Kundenbezogene Datenbanken, 1986
8

9. Diplomarbeit -Kundenbezogene Datenbanken, 1986
9

10. C.I.M.P. -Ein Computer Integr. M. Plan., 1987
10

11. Infas-LOCAL -Location Intelligence, 1988
11

12. Ogilvy&Mather Datac. -Direkt-Marketing, 1989
12

13. Citicorp –Neue Informationsqualität, 1994
13

14. Deutsche Leasing -CRM und BI in McKinsey, 2003
Das Deutsche Leasing CRM Programm
14

15. Deutsche Leasing -CRM and BI in 1to1, 2006
15

16. Deutsche Leasing -CRM and BI in Montreux, 2007
16

17. Deutsche Leasing -CRM und BI Programm, 1997-2008
17

18. IBM GBS -Call Center Event, HASPA, 2008
18

19. IBM GBS -Dresdner Bank, Testkonzept KMT, 2008
19

20. IBM GBS -ims Synapse Program, 2008
20

21. IBM GBS -Architecture Daimler, 2008 u. FI, 2009
21

22. IBM GBS -Ricoh, DWH-Rep. Dashboard, 2009
22

23. IBM GBS -DKV Sales Management, 2009
23

24. IBM SWG -Business Development –Webinare, 2009-2011
24

25. IBM SWG -Business Development –Events 2009-2010
Events
IT und Business Messe, Stuttgart, Neue Technologien schaffen eine Demokratisierung der Information,
Stuttgart 2009, Initiative Mittelstand http://www.imittelstand.de/themen/topthema_100288.html
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
25

26. IBM SWG -IBM Synergy Play, 2010
Vision 1987
Look Slide 7
IBM SWG Realität 2010
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
26
Look Slide 25

27. IBM SWG -IBI IBM Synergy Play, 2010
27

28. IBM SWG -Future Growth Enablement, 2010
28

29. IBM SWG -Future Growth Enablement, 2010
29

30. IBM SWG -Social Business Client Segmentation, 2011
Finance Controlling Marketing
ng
ru
tie
en
gm
se
rfs
da
Be
CXO
Sales
Service
IT
Client Listening (Employees, Google Alerts, RSS-Feeds,..)
Social Blogging (Twitter, Wordpress,..)
From Social
Social Events (Executive Conferences, Area Conf.,..)
Networking
Social Networking (Xing, LinkedIn, Facebook,..)
to
Sales
En
un tsc
d B he
ea ider
rbe er
itu fass
ng un
g
From BD
Solution Webinar
Sales Webinar
Innovation
Workshop
C3
re
(BD)
Social Webinar (Slideshare, Scribd,..)
e
er
rri
ba
gs
un
u tz
gN
un
er
nti
me
eg
ss
Development
C1
ch
no
log
ieb
ar
rie
Business
en
alt
rh
Look Slide 5
Ve
to
C2
un Kun
d K de
un ne
de rfa
nb ss
ea un
rbe g
itu
ng
From Contact to Client Network & From Solutions to Sales as of YYMMDD
Experience
Strategic
Account
Management (SAM)
In CRM Siebel
Workshop
C1=Herr..,Interesse für CO Lösung
C2=Frau..,Interesse für Sales Lösung
C3=Herr..,Interesse für BI Lösung
30
From Sales
to Service
POC
Te
Look Slide 26
Projekt
Consulting
Service
Look Slide 13, 28

31. IBM SWG -Strategic Account Management, 2011
Beobachtung_Befragung_Analyse_Selektion_Bewertung_Akquisition_Planung_FollowUp_Realisierung_Ergebniskontrolle
Produkte u.
Dienstleistungen
Markenwertschätzung
bei den Zielgruppen
des Geschäftsbereichs
insbes. bei den SAs
Potenziale
Leads
Valued Leads
langfristig nachgefragte,
Nutzen und Wert stiftende
Produkte und
Dienstleistungen
ein hoher kaufrelevanter
Markenbekanntheitsgrad
des Unternehmens, der
Geschäftsbereiche und
der Produkte und DienstLeistungen
potenzielle Kunden und
Partner
Kunden und Partner
mit kurz- bzw. mittelfristigem Bedarf
Investitionshinweise,
Geschäftsberichte,
Plan- AWs, DB2,3
bzw. RAOAROC*,
bewertete
Kunden und Partner
SAM / Marketing
SAM / Marketing
SAM / Marketing
Telemarketing
SAM / ZKVB
Opportunity
Objective
Activities
Fulfilment
Measurement
Customer Care
CRM- Siebel
CRM-Siebel
CRM-Siebel
Ermittlung der
tatsächlichen
Geschäftsmöglichkeiten
(Volumen / Wahrscheinlichkeit)
Einstellung der Geschäftsmöglichkeiten in
Planung und Forecast
abgestimmte Aktivitäten
zur Unterstützung der
Realisierung der
Geschäftsmöglichkeiten
– Vertragsabschluss
– Kundenservice
– Kundeninformation
– Ist- AWEntwicklung
– Ist-DB2,3Entwicklung
– Ist- RAOAROC*
SAM / Vertrieb
SAM / Vertrieb
SAM u. weitere
SAM u. weitere
SAM / Cont.
*RAOAROC = Risk and Object Adjusted Return on Capital
31

32. IBM SWG TUI & IBM Impulscamp, 2012
More on: http://www-05.ibm.com/de/events/impulscamp2012/praesentationen.html
32

33. TUI -Spotting the road to opportunity with BI and data warehousing
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.
“We searched for a solution that
grows along with business
requirements while keeping IT
costs flat. Scalable and highperformance functions have been
a basic requirement to realize
continuous, fast and knowledgebased decisions.”
— Matthias Wunderlich,
Head of BI TUI Deutschland
Solution components:
System p5®, System p®:
running AIX®
Storage: DS5300
Software
The new BI infrastructure provides a single core application that combines the
power of existing data warehouses, data marts and applications.
- Cognos® 8 BI, DB2® for
AIX, InfoSphere™
Warehouse
The new BI solution drills down into all relevant data for a 360-degree view of
consumer preferences and market conditions.
- ISSIM - IBM SWG Services
for Information Management
33

34. IBM´s Transformation Path to BV with SUGARCRM on IBM –IBM SalesConnect 2013
Zeit/Integrationsgrad
integriert
isoliert
Business
Silos
34
Business
Modularity

35. MIT CISR Summer Session, 2013
More on: http://pinterest.com/fjonker/boston-harvard-and-mit/
35

36. IBM SWG –Synergy Play for Intelligent Performance 2014 –Architecture Layout
Potentials, New Customers, Customers Partner, Competitors
and Employees/User
Android ® Personal Mobile
Performance Management
iPhone® Black
Berry®
Social CRM-Application
Big Data Datawarehouse
(with internal and external
Data and Informations)
Needed internal
and external
Data/Informations
Ap
to plic
dr at
ive io
Bu ns_
sin Kn
Businesses ow
Personal Work Questions &
s P led
Businesser ge
Answers
Performance Performance
fo _M
rm e
an dia
ce
BI, SPM, CPM, HCM*1) –Planing,
Business
Reporting-, Analytics- and ForecastNew Questions
Applications
Time-/Costs
*1)BI=Business Intelligence
SPM=Sales Performance Management
CPM=Corporate Performance Management
HCM=Human Capital Management
36
Based on:
BusinessResults
Business
Decisions
Management
Development

37. My Social Networking, 2009-2011/03/02
37

38. My Social Networking, 2009-2014/01/18
38

39. Willkommen zu einem intelligenten Jahrzehnt
Vision 1995
39
Realität 2011

40. Willkommen zu einem intelligenten Jahrzehnt
Vision 1995
40
Realität 2014

41. Willkommen zu einem intelligenten Jahrzehnt
Vision 1995
41
Realität 2014

42. In neue Dimensionen vordringen: Effiziente Verwaltung von
Informationen. Tiefe Einblicke durch Analysen. Prognostizieren und
bewerten von Chancen und Risiken. Schnellere und bessere
Entscheidungen. Das verstehen wir unter New Intelligence.
New Intelligence
Infrastructures & Applications
drives a smarter World
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.
42
Quelle: Welt der Wunder 11/2010
A smarter
World drives
New Intelligence

43. If you can Do what you
THINK
and wanted to Do.
Thats Your Way !
Business is People ☺
43

44. 44

45. Friedel Jonker
Dipl.-Kaufmann
Software Client Leader
Retail & CP
IBM Software Group
Wilhelm-Fay-Strasse 30-34
D-65936 Frankfurt
Phone (+49)-69-6645-1227
Fax (+49)-69-6645-5640
Mobile (+49)-160-9638657
Jonker@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 ☺
45
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. ☺

46. 46