Despite possible overuse of the word “solutions,” there seems to be evidence that firms that take a “solutions” approach to technology and business problems can deliver genuine results. But what do customers think? What do customers want?

Join Dave Munn, ITSMA’s president and CEO, and Julie Schwartz, ITSMA’s vice president of research, as they provide insight into customers’ wants and needs for technology solutions. You will hear findings from the latest ITSMA research with customers, including ITSMA’s 2003 How Customers Choose Surveys, Professional Services and Network Services Brand Tracking Research, and ITSMA’s current solutions research with CIOs. The presentation will address such areas as:

• What types of marketing has the greatest influence on customers’ decision-making for solutions?
• How do customers prefer to buy solutions: from brand named companies or low cost providers? What works best: one stop shopping or best of breed? Custom or prepackaged?
• What are the pitfalls customers look to avoid when working with IT solution providers?
• What are the outcomes customers seek when implementing IT-enabled business solutions? How can they best be measured?
• What can solution providers do to make their value propositions more compelling, more differentiated?

This breakfast briefing provides ITSMA members and guests a vital opportunity to review current customer research about IT solutions, discuss key challenges with ITSMA experts, and meet industry peers from other leading companies.

All participants will receive copies of the detailed briefing presentation and ITSMA's white paper, Planning Your Route to Solutions Mastery: ITSMA's Solutions Roadmap.

The breakfast briefing is complimentary for ITSMA members and $95 for non-members.

ITSMA Presenters: Dave Munn, president and CEO Julie Schwartz, vice president of research

L O C A T I O N    A N D    E V E N T    I N F O R M A T I O N

Event Date:	September 16, 2003
Event Time:	7:30 am - 9:30 am ET
Member price:	No Charge
Non-member price:	$95
More information:	Contact Carolyn Jefferson at +1-781-862-8500, ext. 21, or cjefferson@itsma.com.
Event Location:	DoubleTree Guest Suites Waltham
	550 Winter Street Waltham, MA 02451 Phone: +1-781-890-6767 Fax: +1-781-890-8917
	URL: http://www.doubletree.com

About ITSMA
ITSMA specializes in helping companies market and sell services and solutions. As a membership organization, we work with the world's leading technology, communications, and professional services firms to generate new business, strengthen customer loyalty, and increase brand differentiation. Through research, consulting, training, and community we provide the insight companies need to improve marketing impact, sales performance, and business results. ITSMA is based in Lexington, Massachusetts, and has offices in the United States, the United Kingdom, and Japan. Learn more at www.itsma.com.