© Copyright IBM Corporation 2006

Innovation Dialog Worksheet

Instructions, Sample, and Blank Worksheet

Innovation that matters

© Copyright IBM Corporation 2006Interactive Enablement Proposal via Learning Lighthouse

Map an innovation dialogue relevant to your client’s industry and needs - build a call plan directed to a specific outcome that anticipates dependencies and objections

Step 1 – Map the Innovation dialogue Input the name of your client’s enterprise on the top line Input the area of innovation you plan to focus on in the arrow-box Develop and input the key messages that you will convey relevant to

your client’s situation and specific to the area of innovation Choose industry appropriate client examples to reference; consider

using IBM proof points if appropriate Identify possible offerings to highlight in the call; consider IBM

differentiators to share with your client Be sure to consider the broad range of offerings and capabilities from

IBM and IBM partners – utilize the Sellers Guide to understand the range of offerings and linkage to innovation

Step 2: Build the call plan and next steps Identify and input relevant client pain points and/or client opportunities

related to the area of innovation Formulate and input questions to promote the dialogue; utilize the

scenarios, focus questions and other materials as a source of thought starter questions

Identify and log dependencies (i.e. resources required, client relationship to be developed, IBM executive involvement needed)

Determine next steps including: participants in the call, required preparation and anticipated dependencies and objections

Identify and record desired outcome of the call Use extra sheets for calls on other clients/areas of innovation

Innovation that matters

© Copyright IBM Corporation 2006Interactive Enablement Proposal via Learning Lighthouse

Innovation Dialogue Map Instructions –‘Enterprise Name’

Key Messages Supporting Client Examples and IBM Assets

Possible Plays

Input 2-3 key messages relevant to your client’s interests and industry

Input 1-2 references or IBM Assets relevant to your client’s interests and industry eg Industry Labs, Value Creation *

Input 1-2 plays or offerings relevant to your client’s interests and industry *

Identify 2-3 client pain points or opportunities in support of this area of Innovation:• Consider the CEO Study output – what questions drove you to this type of Innovation •

Formulate 2-3 opening questions to initiate the dialogue with your client:• What are the key issues for your client – what are the key phrases they would use to describe the

opportunity •

Identify IBM and Client participants in call & next steps to prepare including owner/timeframe:• See Slide 6 for Potential Next Steps & Desired Outcomes• How will this align to the BCS deployment of the CEO Study in your account? • What relationships need developing / leveraging• Identify desired outcome of the call• See Slide 6 for Potential Next Steps & Desired Outcomes•

Input area of innovation

Area of Innovation

* See Reference Guide for Possible Plays, References and Supporting Assets

Dependencies:Identify key dependencies, resources required and inhibitors

Innovation that matters

© Copyright IBM Corporation 2006Interactive Enablement Proposal via Learning Lighthouse

Innovation Dialogue Map – ________________________

Key Messages Supporting Client Examples and IBM Assets

Possible Plays

• • •

•

•

•

•

Client Pain Points or Opportunities:• • •

Opening Questions:• • •

IBM and Client call participants and next steps to prepare for call (owner/timeframe):• • • Desired outcome of the call:• •

Area of Innovation

Dependencies:

Innovation that matters

© Copyright IBM Corporation 2006Interactive Enablement Proposal via Learning Lighthouse

Sample Next Steps & Desired Outcomes

Sample Next Steps to prepare Sample Desired Outcomes of call

• Develop Relationship Plan for C-suite executive if needed to gain access for conversation

• Review the client’s annual report and website for references to an innovation agenda

• Identify innovation resources and offerings specific to your region as needed, as well as client success stories

• Collaborate with your BCS counterpart, Innovation Champion and/or other skilled resources in your industry to plan and participate in the call

• Review materials available on Innovation that Matters portal

• Consider and review possible leave behinds for your client including:• IBM Innovation Brief Assessment• CEO Study 2006 Summary Findings• GIO information and GIO Book• IBV brochure and white papers

Opportunity Identified in call•Identified/validated opportunity (initial offering) – engage BCS/appropriate SME to engage with client

Interest Generated w/o Opportunity Identification•Industry focused briefing at Industry Solution Lab (ISL)•Research or ISL Briefing to share IBM PoV on future technology and innovation (GIO/GTO)•IBV consultant call on client focused on industry specific issues

Further Interest Development Needed•Share or leave behind as the basis for a follow-on call:

• IBM Innovation Brief Assessment• CEO Study 2006 Summary Findings• Information on GIO, GIO Salons and/or the GIO Book • IBV brochure and/or selected industry white papers

•Invite client to GIO sponsored “Salon” or to CEO/CIO event to hear IBM PoV•IBM Partnership Executive to call on client to share Innovation Agenda PoV and IBM Transformation Story