Transforming Marketing For
A Solutions World: A One-Day Workshop From ITSMA
23 September 2005
Institute of Directors, 116 Pall Mall, London, U.K.
Overview
Technology and professional services firms in Europe have begun moving
towards becoming solutions providers. Amid the changing customer landscape,
marketers are leading the charge to shift their companies' focus from
discrete technology products and services to more integrated, business-oriented
solutions. Yet the transition is proving to be extremely difficult. Even
as customers open their wallets to buy solutions, firms are realizing
that going to market as a solutions provider requires substantial strategic
and organizational change.
Which solutions to develop…How to gain visibility and credibility
with new offers…What types of marketing initiatives for what
types of buyers…How to empower the sales force to sell solutions…
This workshop is designed to provide technology and services marketers
with a hands-on immersion in the three critical priorities ITSMA has
identified for marketing in a solutions world:
Improving customer insight and looking differently at their needs;
Rethinking marketing communications;
Realigning marketing and sales.
Far beyond a general theory of solutions, the workshop will provide
participants with specific examples, models, and tools to help grow their
solutions businesses right now. The workshop will focus especially on
the core challenges facing marketers in communicating, and selling solutions.
"Great content" - Kelly
Hancox, Sprint
"Great Workshop!" -
Alan Leong, BearingPoint
"Exceeded expectations" -
Jeanne Urich, Adexta
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 also be able to compare their company’s solutions
capabilities against ITSMA’s database of nearly 50 high technology
companies that have already taken the assessment.
Transforming Marketing For A Solutions World is designed primarily
for marketing directors and managers tasked with developing and marketing
new technology-related solutions. The workshop will also provide great
benefit to marketing and other executives tasked with building a solutions
organization as well as services, sales support, business development,
and sales leaders responsible for developing and selling solutions.
Beverley Burgess
Vice President and Managing Director, ITSMA Europe info@itsma.com
Bev leads all of ITSMA’s membership, research, consulting, training,
and event services in Europe, supporting both European companies and the European
marketing organizations of other global IT and consulting firms.
Before joining ITSMA, Bev 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.
Tim delivers
advanced marketing training, facilitates workshops, and provides expert
consulting on strategic marketing issues such as market segmentation, portfolio
analysis, solutions marketing and value propositions, sales enablement,
and customer experience management. Tim joined ITSMA from IBM, where he
was strategy & marketing director for IBM Global Services in Northern
Europe, sat on the Board for IBM Global Services in Northern Europe from
2002-2005, and was a member of the Operating Team for IBM UK from 1995
to 2005.
Cancellation and Refund Policy
Any cancellations or substitutions must be in writing and forwarded to ITSMA
Ltd, 8 Mount Ephraim TN4 8AS Tunbridge Wells or via email to cpoulsen@itsma.com.
Nonattendance without written cancellation prior to the event will incur
the full event fee. No refunds will be made for cancellations received less
than 15 days before the event. Substitutions approved by ITSMA are permitted
up to the start of the event.
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 150 Euro cancellation
fee. Cancellations received less than 15 days before the event are subject
to a cancellation fee equal to 25% of the event fee or 150 Euros, whichever
is greater. You may request a refund of the remaining balance or apply it toward
a future 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.
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.
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