Agenda & Session Abstracts
 

Tuesday 28 September
08.30-09.30	Solution Selling Basics
	looksoftware's internal sales team use the solution selling approach coupled with our sales process to retain control of sales cycles.  We will introduce you to some basic solution selling principles, and give some guidance on how to drive the sales process.
09.30-10.00	Lead Generation
	Lead generation is the foundation of any sales-focused organisation. This session covers basic practical principles to ensure that your resources are allocated to the most effective lead-generation programmes.
10.00-10.15    Break
10.15-11.15	Qualification & Opening the Sale
	Whilst each lead is a potential sale, it's important to qualify opportunities as early as possible, so as to be able to allocate time and resources accordingly.  Small opportunities can be transformed into high-value sales through effective probing and a consultative approach. This session covers the basic questions that will quickly and effectively qualify opportunities.  We will also provide you with some practical "cheat sheets" that you can use to ensure you question effectively going forward.
11.15-12.15	Initial Presentation
	That first presentation is your opportunity to shine, and in doing so, to eliminate the competition.  Based on the successful qualification, we'll discuss how to create and present effective, tailored demos and sales presentations for the looksoftware product portfolio.
12.15-13.00    Lunch
13.00-15.15	Product Showcase
	2010 is a huge year for looksoftware in terms of new product.  This session will cover product positioning, features, benefits and sales collaterals.  We will also explore key competitors for each product area, and recommend how to sell against them.
15.15-15.30     Break
15.30-16.30	P.O.C & Final Stages
	Whilst the P.O.C can be a highly compelling sales tool, it is most effective when used as a closing gambit.  We discuss the various methods of closing the sale, and how to ensure that a healthy pipeline translates to a successful sales number.
16.30-17.00	Resources
	looksoftware has a range of resources and collaterals which can be developed and used for tailored partner campaigns.  We discuss the key campaigns available "off the shelf", as well as the marketing resource available to reseller partners.
	Drinks

Wednesday 29 September
8.30-9.00	Registration
	Sign-in process. Collect your conference pass. Please arrive before 9am to register.
9.00-9.20	Introductions & Welcome - Session 1
	Introduction to the conference, the looksoftware team and event logistics.
9.20-11.20	Keynote: The Path Forward - Session 2
	A comprehensive explanation of the most important directions, technologies and trends that will shape your business. This session will include a looksoftware business  update to show how we are expanding our capabilities and offerings to help partners and customers address their increasingly demanding and complex modernization projects. We will then run through some exciting new products and features, including a brand new application development tool, a new RIA client and a sneak peak of future projects and directions.
11.20-11.45	Interactive Question & Answer session
	Your opportunity to ask questions based on the morning's keynote presentation, and future directions.
11.45-13.00    Lunch
13.00-14.00	looksoftware Modernization Portfolio– Session 3
	A look at the depth and breadth of what can be done with the current looksofware solution set. Using a single real RPG application and real business needs we will show how the products can meet diverse business needs and provide compelling business solutions.
14.00-14.45	Partner Showcase Presentation:  - Session 4
	Abstract TBC.
14.45-15.00     Break
15.00-17.00	RPG OA Session 5
	IBM Rational's Open Access for RPG (ROA) is a strategic investment in RPG. When used effectively it enables native RPG code to deliver modern user experiences (UX) across multiple platforms, UIs and devices like web, RIA, iPhone, iPad and Android smartphones. This session will provide an overview of how looksoftware’s products can leverage RPG code using the latest technologies and interfaces.
18.30-21.00    Evening conference dinner

Thursday 30 September
8:00-9.00	RPG OA /Demo Workshop - Session 6
	Abstract TBC
9:00-9.30	User Experience from a Microsoft Perspective: WPF & Silverlight  - Session 7
	Microsoft have significantly enhanced their development capabilities to support the demands of Web 2.0 and improved user experience. This presentation will provide an overview of WPF and Silverlight. What are they? Why are they important?.
9:30-10.45	Introduction to re:new - Session 8
	looksoftware's latest addition to the product suite is a technology that makes the task of  extending, rewriting and replacing applications much easier, quicker and less risky than manual coding. By integrating with looksoftware’s reuse tools, the combination of both technologies provides a powerful extension path for developers. This session will provide an overview and live demonstration.
10.45-11.00   Break
11.00-12.00	lookserver 9.0- Session 9
	lookserver has been significantly updated with many new features. This session provides an overview of the latest release – version 9.0.
12.00-13.00   Lunch
13.00-13.45	Introduction to looksoftware's riaclient – Session 10
	looksoftware announces a brand new channel offering that takes advantage of the Rich Internet Architecture supported by Silverlight. Learn about this powerful and easy to deploy technology.
13.45-14.45	Partner Presentation:  - Session 11
	Abstract TBC
14.45-15.15   Break
15.15-16.00	Deployment with smartframe – Session 12
	looksoftware have recently updated and simplified the smartclient webframe to make the task of creating your own design much easier and quicker than ever before. This session will provide an overview of the new Web frame, an explanation of the architecture and astep-by-step guide to using it with your own smartclient applications.
16.00-17.00	Service Enable your Apps with soarchitect– Session 13
	Back-end integration and building reusable webservices from existing logic is becoming more and more critical to succeed with today’s application modernization projects.  This session will show how to do just that quickly and easily with soarchitect.
17.00-18.00	lookserver - Walk-through – Session 14
	This is an optional technical workshop to get some more in-depth exposure and education n working with lookserver 9.0.
18.30- 21.00    Evening social networking event

  

Friday 1 October
8.00-9.00	re:new- Walk-through – Session 15
	An opportunity to get hands-on and more in-depth experience with the new smartframe.
9.00-10.00	Mobilising your applications with lookserver - Session 16
	Mobile devices such as the iPhone, Blackberry and Nexus One provide unprecedented reach access for users. This session will provide an overview of how looksoftware’s tools can leverage these devices for your users to access your IBM i applications securely and easily. Also, see a sneak preview of support for the new Apple iPad.
10.00-10.15 Break
10.15-11.00	Design & Layout – Optimizing the ‘User Experience’– Session 17
	The quality of design and layout of your modernized applications can make or break your project success. Learn how you can improve the user experience (UX) of your applications with some helpful guidelines.
11.00-12.00	HTML5 – Session 18
	HTML 5 gets a lot of publicity but there is still enormous confusion about what it actually is. HTML 4 is about a decade old and the web has changed a lot in that time. This session will explore the features being included in HTML 5 specification and show which features can be relied upon for serious business applications.
12.00-13.00   Lunch
13.00-14.00	Best Practices – Tips & Tricks – Session 19
	Experts from the looksoftware team will share their knowledge and wisdom learned over many years working with the tools. Best practices, tips & tricks and other helpful insights will be explained & shared.
14.00-14.30	Open Forum &  Finishing Note – Session 20
	Your opportunity to provide input and feedback regarding looksoftware’s product plans. The outcomes from this session provide key inputs to enable us to prioritize specific enhancements to our product development plans.