References are critical to marketing and selling services and solutions,
yet the challenges of managing a robust, effective reference program
are substantial. This unique event will zero in on the key elements
of building and maintaining reference programs in technology companies,
with feature presentations from executives at HP, Lucent, Unisys,
and other top firms, as well as an overview of best practices from
ITSMA's Steve Hurley.
Organized by Lee Communications, and co-sponsored by ITSMA and Point
of Reference, Customer Reference Forum 2005 will bring together
some of the best Customer Reference professionals in the world to
explore new ideas, trends, and best practices in such areas as:
Making the case and demonstrating the business value of reference
programs
Motivating customers to become references
Motivating sales to provide references
Creatively leveraging references
Gaining internal support
Mastering the reference database
Avoiding reference burnout
Featured Speakers
Janice Burg-Levi, Global Strategic Marketing, Vice President,
Unisys
Ken Darby, Director, Worldwide Customer Reference Program, HP
Barbara Krasner (formerly Khait), Director, Client Reference
Program, Lucent Technologies
Denise Cochrell, Manager, Customer Evidence, Infrastructure,
Microsoft
Steve Hurley, Vice President, Member Engagement,
ITSMA
John Raftrey, Program Director, Customer Success Program,
Intel
The forum is designed for reference program managers and other
marketing, sales, and delivery people from technology-related companies
charged with designing, developing, managing, or using customer references.
The forum agenda highlights extensive networking and peer sharing
with colleagues.
Hotel accommodations are the responsibility of the registrant.
A block of rooms has been reserved on a first-come, first-served
basis at The SunBurst Resort & Spa. We encourage making arrangements
as soon as possible to ensure room availability.
Room Rates:
Please contact the hotel directly for room reservations. Indicate
that you are attending CUSTOMER REFERENCE FORUM to receive the
special rate of $210 per night (Single/Double), available until
January 19, 2005. For other area hotels, please contact the concierge
at The Sunburst Resort & Spa.
Hotel Information:
The SunBurst Resort is a distinctive blend of sophisticated New
West design with the charm and hospitality of the Old West. In
the resort's living room, hand-painted adobe walls stretch to
open beamed ceilings, with a three-story sandstone fireplace
as centerpiece. Exceptional service and a sense of relaxation
greet the moment you arrive at this Scottsdale hotel.
Cancellation Policy
Any cancellations or substitutions must be in writing and forwarded to ITSMA,
420 Bedford Street, Suite 110, Lexington, MA 02420 or via email to cjefferson@itsma.com.
You may cancel your enrollment up to 30 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 30 days before the
event are subject to a $250 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.
About Lee Communications Lee Communications creates success stories, case studies, and other
customer reference collateral. Our specialty is making the strongest
possible business case for our clients' solutions. For more information,
visit www.lee-communications.com.
About Point of Reference Point of Reference is an outsourced provider of reference management
solutions designed to preserve, protect and make abundantly renewable
your most valuable sales resource: your customers. We offer an array
of options to address challenges at all stages of the reference program
lifecycle: Identify & Recruit, Capture & Leverage, Update & Maintain.
We improve sales effectiveness, allow marketing to focus on higher
value activities, and dramatically reduce the risk of reference burnout.
For more information, visit www.point-of-reference.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.
Customer Reference Forum 2005
Point of Reference is an outsourced provider of reference management
solutions designed to preserve, protect and make abundantly renewable
your most valuable sales resource: your customers. We offer an array
of options to address challenges at all stages of the reference program
lifecycle: Identify & Recruit, Capture & Leverage, Update & Maintain.
We improve sales effectiveness, allow marketing to focus on higher
value activities, and dramatically reduce the risk of reference burnout.
For more information, visit