Understanding & Engaging Buyers in Financial Services

4 September 2003
12:00 UK Time – 13:00 CET
(Free for ITSMA Europe members)

Registration Closed

Briefing slides available; free for ITSMA Europe members (password-protected)

The financial services sector represents one of the most lucrative yet challenging markets for IT services providers in Europe. As leading-edge users of IT and IT services, financial services buyers require that providers demonstrate industry and business expertise, technology
leadership, and sensitivity to local conditions and preferences. Winning in this crucial market depends on gaining a detailed understanding of the issues and priorities that motivate financial services buyers as well as knowledge of the buying process and key influences on buyer behaviour.

Join ITSMA Europe¹s Managing Director, Bev Burgess, for a review of ITSMA research with senior decision makers in financial services companies across the UK, France and Germany. Bev will review the most pressing issues for financial services companies in all three countries, the influence of thought leadership programmes, the impact of various communications techniques, and the role of third parties in the buying process. Bev will compare and contrast the behaviour and preferences of buyers in the UK, France and Germany, and provide recommendations for building strong, issues-led marketing programmes within and across all three countries.

Presenter

Beverley Burgess Professional Services Director, ITSMA Europe info@itsma.com With over a decade of experience in marketing, the majority spent in business-to-business technology and professional services, Beverley brings a wealth of knowledge and enthusiasm to ITSMA Europe clients. Beverley has created and implemented a full range of corporate and marketing strategies in Europe, America and Asia for companies such as Epson, Ericsson, BT, Cable & Wireless, British Gas, United Utilities, Biomni and Computasoft. Beverley holds an MBA in strategic marketing, gained in 1998 with distinction from Hull University and incorporating an in-depth study of the implications of cultural diversity to perceptions of service quality. She also holds a BSc Honours degree in business and psychology. Beverley is a Chartered Marketer and a member of the Chartered Institute of Marketing, gaining her Diploma in 1991 and becoming chairman of the North London Branch in 1996.

General Information

ITSMA's Online Briefings offer recent research findings or survey results from thought leaders on a variety of services marketing topics. The Online Briefings can be viewed individually, or in groups composed of people within the same company. The briefings are available anywhere in the world that has telephone service and access to the Internet. A typical program runs 45 minutes followed by 15 minutes of questions and answers. They are presented every three to four months depending on the association calendar, holidays and the like. The person making the online presentation speaks into a telephone and advances the visual portion of the presentation via their computer connected to the Internet. This can be done at the speakers office or home as long as two telephone lines are available, one for the audio and one for the Internet connection. At the end of the presentation and at the presenter's discretion, the listeners are invited to ask questions. Each listener with a question identifies him or herself and is listed in a queue and taken one at a time by the presentation monitor. They also manage the question and answer session by giving each questioner access to the phone line to communicate with the presenter.

The technical requirements for receiving this Online Briefing are:

• Pentium Class PC
• Direct or dial-up Internet connection of 28.8 kb/s or higher
• Any JAVA enabled browser
• Separate phone line to access audio teleconference

Fees and Registration

Aside from the telephone call, the fee for the presentation is complimentary for active ITSMA Europe members, £275 per location for non-members.

Note: Registration is on a first-come/first-served basis. You must register by 17:00 U.K. time, Wednesday, 3 September 2003.