Winning Private Sector Solutions Contracts

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(Invitation-only meeting for sponsors of ITSMA membership)

ITSMA Marketing Roundtable
Winning Private Sector Solutions Contracts

28 April 2006
12:00 – 15:00 CET
EQUANT
Paris, France

"Solutions are the embodiment of technology improving our lives."

— Ellen Johnson, IBM



Overview

Driven by perceived changes in customer requirements and the need to differentiate from a sea of competitors, many European technology companies are in the midst of transforming themselves into solution providers. To support the development of compelling value propositions for these solutions, however, companies must have a strong focus on gaining detailed insights into individual clients'—and prospects'—business challenges, business processes, and buying dynamics.

Building on ITSMA’s groundbreaking work on How Customers Choose Solutions in North America last year, the European team has surveyed private sector buyers in the UK, France, and Germany to:

Explore their solutions-specific perceptions and priorities
Understand their plans to buy solutions
Get a clearer picture of how they select solutions suppliers
Outline the buying process for solutions
Learn what suppliers can do to win solutions contracts

In addition to sharing the results of ITSMA’s latest research at this Roundtable, we will dedicate substantial time to discussing concrete examples of how companies across the industry are successfully marketing and selling technology solutions to the private sector.

The roundtable is designed for maximum discussion and peer interaction. Beyond the prepared topics, please feel free to ask the group for input and advice on other top-of-mind issues facing you and your company. There is no charge for participation; however the roundtable is limited to 25 representatives of ITSMA member companies. Lunch is included.

Participation is by invitation only. If you would like to discuss who might be eligible to participate from your company, please contact Victoria Keen on +44 1892 523060 or at vkeen@itsma.com



Your Facilitator	[TOP OF PAGE]

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.


Location and Event Information	[TOP OF PAGE]

Event Date:	28 April 2006
Event Time:	12:00 – 15:00 CET (lunch included)
Member price:	No Charge
Non-member price:	This event is open to ITSMA member companies only.
Event Location:	EQUANT
	190 avenue de France 75013 PARIS Phone: +33 1 46 46 90 00
Directions:	Metro ligne 6 (Charles de Gaulle Etoile - Nation through Denfert Rochereau. Station Quai de la Gare
	To reach E-magine, exit the station from the right-hand side, which is the same side as the “Truffaut” shop (Boulevard Vincent Auriol, side of odd numbers). Walk along the boulevard for about 150m, the entrance of the builidng is on the left, at the corner of avenue de France (2nd on the left).
	Download a map PPT (160KB)
	Should you need any additional information, details or assistance please contact Victoria Keen on +44 (0)1892 523 060 or at vkeen@itsma.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.

Phone: 1-888-ITSMA92 (Outside the U.S. +1-781-862-8500)