Overview

Business buyers are again investing in technology, but only when they are convinced it will solve urgent business problems. For IT and IT services organizations, winning in the solutions world requires a fundamental shift from pitching products and services to collaborating with customers to create genuine business solutions.

"Taking Solutions to Market" provides a hands-on immersion in the models, tools, and best practice examples that companies need to market and sell solutions. Based on ITSMA's powerful Solutions Roadmap, this half-day workshop will help marketing, sales, and business development leaders identify the critical next steps they can take to improve results right now.

The workshop will provide action-oriented insight into three critical topics:

The New Buyer Reality: Why Solutions Matter

• Data and analysis from ITSMA research documenting a fundamental change in IT buyers' priorities, preferences, and buying processes.

Communicating Solutions: Three Steps to Successful Campaigns

• Building Awareness with Thought Leadership
• Targeting Clients with Micro-Marketing
• Building Credibility with Reference Management

Selling Solutions: Enabling the Sales Force for the Solutions Future

• Winning strategies for sales training, tools, and techniques

Solutions Roadmap Assessment
As a special benefit, all workshop participants will be able to evaluate their organization’s place on the ITSMA Solutions Roadmap, a model of how organizations transform themselves to become true solutions providers. Each participant will be able to compare their company’s solutions capabilities against ITSMA’s database of leading companies from across the IT industry.

Workshop Faculty	[TOP OF PAGE]

Steve Hurley, ITSMA’s vice president of learning and performance excellence, will lead the workshop. Steve has worked with a number of IT companies to support their move to solutions, and has organized and led numerous public and custom briefings and workshops on marketing and selling solutions. Read Steve's bio.

Steve will be joined by senior representatives from ITSMA and ITAA.

Fees and Registration Information	[TOP OF PAGE]

Event Date and Time:	September 30, 2004
	Registration and breakfast begin at 8:00 am. The workshop will run from 8:30-12:30.
ITSMA or ITAA Member:	$295
Non-Member:	$395
	You can also register via phone at 1-888-ITSMA92 ext. 19, or dial +1-781-862-8500 ext. 19 for outside the U.S.
	If payment is not received by the start of the event, a credit card or other form of payment will be required for admittance.
Event Location:	Accenture 161 North Clark St., 47th floor Chicago, IL 60601
	Website: www.accenture.com

Dress code is business casual

Cancellation Policy
Any cancellations or substitutions must be in writing and forwarded to ITSMA Events, 420 Bedford Street, Suite 110, Lexington, MA 02420 or via email to cjefferson@itsma.com.

You may cancel your enrollment up to 15 days before the start of the event and receive a full refund or apply the full fee toward a future event. Cancellations received less than 15 days before the event are subject to a $75 administrative charge. Nonattendance without written cancellation prior to the event will incur the full event fee. Substitutions approved by ITSMA are permitted up to the start of the event.

Satisfaction Guarantee
ITSMA guarantees your complete satisfaction with this event. If you are not satisfied, we will provide you with a full refund of your money or provide a credit towards another offering.