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Online Briefing |
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Measuring the Solutions Business: July 12, 2005 Registration Closed Moving to solutions poses a substantial challenge in the area of metrics. Companies looking to solutions for new sources of growth and profit often find it difficult to measure their actual contribution to the business. For one thing, rethinking accounting systems for cross-organizational solutions is no simple matter. Getting a handle on direct and indirect costs of delivery, for example, is far more difficult when multiple products, services, and business units are involved—and often partners as well. Join ITSMA's Anna Whiting and Steve Hurley for a look at the newest approaches and best practices in measuring the solutions business. Anna and Steve will share results from ITSMA's latest research on solutions metrics with top technology and professional services firms, and highlight ITSMA's recommendations on meeting the metrics challenge. Specific issues covered in the briefing will include:
The briefing will be particularly valuable for anyone involved in exploring, justifying, and/or measuring the business value of moving to solutions.
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Anna Whiting Anna leads numerous research projects for ITSMA in areas ranging from opportunity analysis and competitive assessment to best practices in services and solutions marketing. She has more than ten years of experience in consulting and market research with special emphases on project scooping, project management, qualitative and quantitative data collection and analysis, and research-based consulting. Prior to joining ITSMA, Anna was a consultant in Gartner’s Market and Business Strategy Consulting group where she authored white papers, conducted vertical analyses, and assisted corporations with their partner and alliance programs. Anna has a BA in political science from Syracuse University and a master’s degree in Pacific International Affairs (MPIA) with a specialization in international management and Latin America from the University of California, San Diego. |
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Steve Hurley As the former head of ITSMA’s member engagement activities in North America, Steve continues to work with ITSMA on select projects and event programs. For eight years, Steve served in senior roles at ITSMA, where he oversaw development and delivery of the company’s core educational programs on services and solutions marketing. He also helped create or refine many of ITSMA’s consulting methodologies and frameworks on such topics as: growing a solutions business; rationalizing services portfolios; improving demand through Account-Based Marketing; and enhancing customer relationship programs. Prior to joining ITSMA, Steve worked for Arthur D. Little, Inc. (ADL), a global management consulting company that had offices in over 45 countries. Among other accomplishments at ADL, Steve was responsible for creating its first corporate university, leading to standardized learning and development programs across all parts of the firm worldwide. Steve holds a Bachelor of Science degree in Economics and Math from the University of Windsor in Windsor, Ontario, and a Master of Science in Management from the Arthur D. Little School of Management. |
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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. 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. 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. The monitor also manages the question and answer session by giving each questioner access to the phone line to communicate with the presenter.
This briefing will be administered by Connex International. All participants
are required to test their browsers on Connex International's Website
24-48 hours prior to ensure they are ‘Java-enabled’. This
test can be done at www.connexpresents.com, by clicking on the "Equipment
Check" icon. The technical requirements for this ITSMA online briefing are:
Aside from the telephone call, the fee for the presentation is complimentary for active ITSMA members, and $95 per location for non-members. Note: Registration is on a first-come/first-served basis. You must register by 5:00 pm ET, July 11, 2005. 
About ITSMA
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