Business is People ☺

My Social Business Development (CV)

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with Program & Project Learnings
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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 11/2014
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

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IBM Software Group,
Friedel Jonker, Software Client Leader
Retail & Consumer Products (R&CP)
Career History and Education Selected Programs/Projects
2008- today IBM, SCL Retail & CP, Germany, Business
Development Manager IBM & SugarCRM, SCL
Travel & Transport, Business Development Manager  ims: German Business Value Concept to improve Sales Force
Analytics & PM, Managing Consultant CRM & BI
Effectiveness based on eBusiness Assessment, Pain Point
1994- 2008 Deutsche Leasing AG, S-Finance Group, Germany, Analysis, Definition of Requirements and Portfolio
CRM & BI Business and Program Director Prioritization.

1990- 1994 Citicorp-Citibank AG, Germany, European Manager

Contribution: Lead the German Business Value Concept to
Marketing Database VISA improve Sales Force Effectiveness.
 Daimler: Global Concept and implementation coordination
1989- 1990 Ogilvy & Mather Dataconsult, Germany, Consultant
together with the Boston Consulting Group to set up IT/Data
Database Marketing
Governance and Data Modelling/Re-Engineering of an As/is
1988- 1989 Infas, Germany, LOCAL-Direct Project manager Landscape with the objective to reduce costs in development
for SRPM with Location Intelligence (LI) and maintenance and increase and secure the Quality of Data
as a base for high quality use of CRM, BI/LI for Sales & Risk
1982- 1988 University of Münster, Master of Business Performance Management (SRPM).
Management in Marketing & Statistics
Contribution: Lead the IT/Data Governance and acted as the
SME for all IT/Data Governance related issues at the company.
Languages and Profile
 Dresdner Bank/Commerzbank: Definition of a Business
 German, English (fluent). Driven Traffic Light Test Management Concept to successfully
 CRM, BI/LI Strategy Leader IBM GBS Germany. implement an Oracle/Siebel CRM & BI solution.

 Winner of the Sales Excellence Award 2005 from the University Contribution: Lead the Testmangement and acted as the SME
of St. Gallen and Handelsblatt. for all CRM & BI related Testmanagement matters. The
Testmanagement Concept is now used as a global handbook
 Broad experience in Planning and Implementing value based for Testmanagement.
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

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References–Literature and Presentations 1994-2014

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
• IBM GSE Executive Event, From Social Media to Social CRM-KAM, Lisbon, March 2014
• 4 CRM-expo 2014, IBM Vertriebstransformation auf globaler Ebene, Stuttgart, Ooctober 2014
IBM
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

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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 SWG -IBI IBM Synergy Play, 2010

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 MIT CISR Summer Session, 2013

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

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