Web Briefing

Making the Case for Marketing:
Communicating with Senior Management

December 12, 2006
8:00 am Pacific – 11:00 am Eastern – 16:00 London (Duration: One hour)
(Free for ITSMA members)

Registration Closed

Overview

We all know the importance of gaining senior-level support. Without it, projects aren't funded, resources aren't allocated, and things don't get done. The good news for technology marketers is that in a recent survey conducted with ITSMA members, 83% of the respondents believe that their executive colleagues' perception of marketing's impact has increased over the past two years.

The bad news? There's still plenty of work to be done (particularly with CFOs, sales executives, and line of business managers) to convince senior management that marketing can—and does!—have a significant impact on the business.

Join ITSMA’s Dave Munn for a discussion of today's most effective strategies for communicating effectively with senior management. Dave will highlight successful examples of how marketing leaders are making the case for marketing, and outline specific initiatives you can take to secure top-level commitment to your marketing goals.

The briefing is complimentary for ITSMA members and $95 for nonmembers.

David C. Munn
President and CEO
dmunn@itsma.com

Dave oversees all ITSMA strategy, partnerships, and international operations. He also moderates numerous ITSMA conferences and speaks at a variety of industry and client events.

Since joining ITSMA in 1995, one year after its formation, Dave has played a central role in expanding the organization’s offerings to include: Best-practice, benchmarking, and customer research; custom consulting and training; and a wide range of member services to help companies improve marketing, sales, and business results. ITSMA now has operations in the U.S., Europe, and Japan, serving over 100 member companies representing close to half of the total Technology & Telecom services revenues generated worldwide.

Prior to joining ITSMA, Dave held senior-level field positions with Oracle Corporation and Apple Computer, responsible for marketing products and services to commercial and government accounts. Earlier, Dave was a senior analyst with The Ledgeway Group, where he authored Ledgeway’s first “Service Trends and Forecast” study and launched the company’s inquiry hotline service.

Dave holds a Bachelor of Arts degree in Economics from Denison University and an M.B.A. from Northwestern University’s Kellogg School, where he concentrated in Marketing and Corporate Strategy. Dave is a former President of the Alcott Toastmasters Club and an alumni interviewer for Kellogg’s MBA program.

General Information	[TOP OF PAGE]

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.

Technical Requirements	[TOP OF PAGE]

This briefing will be administered by BT Conferencing. All participants are required to test their browsers 24-48 hours prior to ensure compatibility. This test can be done by clicking here: Check your system. You will receive a pass code and dial in number 24-48 hours prior to the briefing.

The technical requirements for this ITSMA online briefing are:

• Direct or dial-up Internet connection of 56Kbps or higher.
• A separate telephone line to access the audio teleconference.
• If participating from your company, ask about your company’s Internet Firewall 48 hours prior to the event. This will enable your IT technician to reconfigure your connections if necessary to ensure access to the Internet portion of the briefing.
• No plug-ins or software downloads are required.
• System Requirements: Windows 2000 or higher, Internet Explorer 6.x or greater, Netscape 7.2 or later. The following operating systems will work with limitations: Windows 98 SE, NT Server or Workstation 4.0, Mac OSX 10.3 with Safari 1.2; Solaris 9 with Netscape 7.0 or Mozilla 1.4, Sun JVM 1.4.2.

Fees and Registration	[TOP OF PAGE]

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, December 11, 2006.

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.