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Online Briefing |
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How Customers Choose Solutions: September 13, 2005 Registration Closed IT solutions providers are wrestling with a truism that those in the non-IT services sector have always known: the customer is, in fact, always right. And not only is he right, he also wants to be driving the development of new technology at your company as well. A bit extreme? Perhaps. But if you want to stay in the solutions game, you clearly need to keep pace with your customers’ demands, responding quickly to shifts in priorities, practices, and pain points. In this online briefing, ITSMA's Julie Schwartz and Adnelly Reyes will help you keep pace by providing an in-depth review of the customer decision process for solutions. Julie and Adnelly will share results from ITSMA's latest research on how customers buy solutions, highlighting best practice insight and specific suggestions for successfully marketing and selling solutions. Specific briefing topics will include:
Truly understanding how customers choose solutions is the necessary first step to creating more compelling offers and campaigns. If your solutions marketing and sales initiatives could use a boost, this briefing will provide news you can use right now to build credibility with your target audience.
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Julie Schwartz Julie oversees ITSMA's thought leadership development and custom research. She has authored numerous reports and articles on technology services trends, marketing, branding, and sales topics, and is a frequent speaker at public events and client meetings. Julie created ITSMA's Solutions Roadmap and Services Competency Assessment, developed a balanced scorecard approach to measuring services marketing performance, and designed ITSMA's 360° brand assessment research, which helps companies better understand how their brands are perceived by customers, prospects, partners, employees, and influencers. Prior to joining ITSMA in 1996, Julie was an analyst with State Street Research. Earlier, Julie was the director of professional services research for Dataquest and manager of research for The Ledgeway Group. Julie holds a Bachelor of Science degree from the University of Pennsylvania, where she graduated summa cum laude and was elected a member of Phi Beta Kappa. She also has a Master of Science in Management from the MIT Sloan School of Management, where she was named a Seley Scholar. |
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Adnelly Reyes Adnelly's responsibilities include managing custom engagements, ongoing research projects, and multiclient studies, as well as researching and writing ITSMA membership deliverables. Knowledgeable and experienced in both qualitative and quantitative research methods, Adnelly’s areas of expertise include marketing strategy, competitive analysis and benchmarking, research methodology, and data interpretation. Prior to joining ITSMA, Adnelly worked at BiT Group, a Boston-based Internet consulting and Web Business Solutions provider. She earned a Bachelor of Science degree in Management from the A.B. Freeman School of Business, Tulane University, and a Master of Business Administration degree in Information-Age Marketing from the McCallum Graduate School of Business, Bentley College. |
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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, September 12, 2005. 
About ITSMA
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