Lunch Briefing
Next Steps in Solutions Marketing

April 27, 2006
12:00–2:00 pm PT

Hyatt Regency Santa Clara
Santa Clara, CA

Overview

It’s been over five years since the technology industry began to market integrated, business-oriented solutions, and solutions marketing has evolved a great deal since then. Making the solutions transformation, however, is clearly a multiyear effort, and there’s more progress to be made! At this Lunch Briefing, ITSMA’s Steve Hurley will provide an overview of where the industry is today in making the shift to solutions marketing, specific examples of successful solutions marketing initiatives, and recommendations for accelerating the shift.

Steve will kick off the session with new data from the CIO Executive Council about what CIOs are looking for in a solutions provider, how they want to work with suppliers, and how they want your marketing efforts to change. He will then show how leading solutions providers are working to meet customers’ demands, focusing especially on:

• Changing organizational culture from product and service out to customer business needs in
• Developing offerings that are truly customer-focused and integrated across the company
• Getting more intimate with your customers through account-based marketing and other relationship growth programs
• Supporting sales as they transform from selling single services and products to understanding and resolving business challenges
• Organizing the marketing function to be able to truly support the solutions component of your business strategy

This Briefing is complimentary for ITSMA members and $95 for nonmembers. Lunch is included.

ITSMA Presenters	[TOP OF PAGE]

Steve Hurley
Vice President, Member Engagement
shurley@itsma.com

Steve leads ITSMA’s member engagement team, which works directly with member companies to provide focused advisory support on a wide range of marketing and sales challenges. Steve leads the development of ITSMA’s project methodologies and frameworks and oversees advisory projects on such issues as: go-to-market strategy; growing the solutions business; portfolio rationalization; account-based marketing; and relationship growth.

Location and Event Information	[TOP OF PAGE]

Event Date:	April 27, 2006
Event Time:	12:00–2:00 pm PT
Member price:	No Charge
Non-member price:	$95
More information:	Contact Carolyn Jefferson at +1-781-862-8500, ext. 21, or cjefferson@itsma.com.
Event Location:	Hyatt Regency Santa Clara 5101 Great America Parkway, Santa Clara, California, USA
	Phone: +1-408-200-1234    Fax: +1-408-980-3990
Website:	http://santaclara.hyatt.com/hyatt/hotels/

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.