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Delivering Value: Marketing in Action 2-3 May 2007 |
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The European marketplace is an exciting place for business right now. Continued expansion of the European Union, combined with strong economic indicators throughout the region, opens up incredible growth opportunities for companies in Europe. Given the dynamic and often complex aspects of the region, it's more important than ever for European marketers to focus on the strategic activities that will drive growth, value, and results to every corner of the organisation. But Is Marketing Speaking the Right Language? The diversity and challenge facing European marketers in the external marketplace is clear, but what about communications with other key stakeholders throughout the business? If marketing is to raise its game and ensure contributions to business success are recognized by the CEO, finance team, business unit heads, and sales, it will need to speak their language, too. Effective communication, focus, and measurable delivery are essential elements of the new marketing mix. Join us and leading industry marketers at ITSMA Europe's 2007 Marketing Forum to explore:
Ninety percent of new business comes from focused, proactive networking and word-of-mouth referrals. But for many, networking does not come naturally. So, in addition to a fabulous breakout workshop led by Heather White, founder of The Magic of Networking, all Forum attendees will also receive a copy of Heather's book, Networking for Success: Quick Tips for Busy People. The book is filled with suggestions, advice, and tips for busy professionals needing immediate answers to their networking issues. Keynote Presentations
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Robert Bailey Robert leads ITSMA Europe's programme of events, education, research, and consultancy, all designed to keep members at the forefront of marketing practice. Robert brings over twenty years of international marketing and business development experience to the position. Prior to joining ITSMA, he held numerous senior-level positions at SITA, a leading global telecommunications and IT services company serving the airlines, travel, and transportation sectors. Prior to SITA, he held general management positions at Galileo International and Swissair Group. Robert holds an MBA from Cranfield School of Management, as well as an MA and BA (Hons) from Cambridge University. |
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Steve Cash Steve has held this position for the past three years and is focused on driving profitable business growth through partnering across all GS Channels. Prior to this, he was deputy general manager within the Health Sector in BT Government. He held this position for 4 years and was primarily responsible for leading the team supporting the IT Networking solutions and consultancy requirements across the NHS and other major Health organisations. Steve was heavily involved in the successful BT Global Services Outsourcing bid for the NHS IT Services as part of the NHS National Programme for IT. From 1995 to 1999, Steve held a number of management positions within BT engaged in the Corporate market. He was responsible for heading the Legal and Voluntary Sector Lines of Business, and prior to that he worked in a number of sales management and business management roles within BT Group that make up a 24 year career. |
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Chris Cottam, Marketing Director, EMEA, HP Consulting & Integration Chris Cottam leads the EMEA Marketing and Communication function for HP Consulting & Integration. An HP veteran, Chris joined the company in 1980 as a systems engineer, and he has served in a wide variety of roles for the company since then. Before assuming his current role in February 2006, Chris managed a sales team focused on the manufacturing sector. In June 2002, following the merger with Compaq Computer, he was appointed UK market development director for HP Consulting & Integration. Before that, he served as the European general manager for HP Education and European marketing manager for technology programs in the Professional Services organization. Chris holds an honours degree in Computer Engineering and has additional qualifications in finance and marketing. |
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Jerry Dixon Jerry Dixon supports ITSMA Europe members around their marketing priorities and decision making through consultancy, research, and analysis. A creative and enthusiastic practitioner, Jerry has led a variety of strategic marketing projects for the UK, EMEA, and worldwide markets, and has developed strategic and tactical marketing solutions for companies including Microsoft, T-Mobile, Cellnet, Clifford Chance, Marshalls, IBM, and ICO Global Communications. |
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Leif Fågelstedt, Marketing Director, Nokia Siemens Networks Leif Fågelstedt is responsible for building Nokia’s worldwide services strategy and brand, solutions portfolio, business solution development function, competence management, and account-based sales support model. He draws from over 11 years of experience in the IT, telecommunication, and consultancy sectors and is supported by deep knowledge and leadership experience from the advertising industry (B2B, services, and consumer goods). Prior to joining Nokia, Leif held several positions at IBM, including marketing executive for IBM Global Services based in Paris, marketing communications executive for IBM Server Group based in Somers, USA, marketing planning director for IBM headquarters based in Armonk, USA, and marketing and communications manager for IBM Nordic based in Stockholm, Sweden. Earlier in his career, Mr. Fågelstedt was the founder and CEO of a successful and profitable marketing communications agency which developed a concept of “action marketing.” Leif is a distinguished and lively speaker who has presented marketing and management topics to various audiences throughout his career. Currently living in Stockholm, he is married and has two children. |
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Celia Gaffney Celia is an Associate Director with ITSMA Europe, working on operational marketing issues, particularly where they interface with other business functions such as business development, sales, and customer service. With nearly 20 years in the Marketing, Sales and Customer Service fields, at IBM, as a Partner at KPMG Consulting, and latterly as Marketing Director at Atos Origin, Celia has a wealth of experience both in operational business management, and in professional services Consulting. Celia’s focus is on assisting businesses in developing pragmatic customer management strategies through to operational delivery, working with organisations to help them to improve reach and deliver value to the business. Celia holds a BA (Hons) degree from University College, London. |
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Per Kristiansson, Director, Services Marketing & Business Development, Europe & North Region, Alcatel-Lucent Per Kristiansson is responsible for positioning Alcatel-Lucent's service capabilities in areas such as next generation networks, network operations and outsourcing, as well as professional services. He is also responsible for the regional strategy planning supporting Alcatel-Lucent's growth ambitions as a leading network integrator in the region. Per joined Alcatel-Lucent in 2005, having served in various senior management positions in both service delivery and business development at IBM and CSC. He studied Computational Linguistics at the University of Stockholm and has since come back to the university as a guest teacher. |
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Clive McNamara, Founder & Managing Director, The Marketing Practice Clive is a founder and managing director of The Marketing Practice, one of the UK’s fastest-growing marketing services agencies. Educated at Lancaster University (MA Marketing) & Reading University (BSc Physics), Clive has spent the last 16 years working in sales or marketing management positions within the IT sector. Prior to founding The Marketing Practice, he served as group marketing director for the CRM software provider AIT Group plc. Clive’s passions are his family, swimming, skiing, and rugby. |
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George Miller George is responsible for a marketing programme that includes positioning BT with SIs, strengthening executive level relationships, building new business pipeline, and providing marketing support to sales. Prior to BT, George was head of marketing UK&I for Capgemini, and marketing director for Fujitsu Services. George first became interested in the world of IT services while working as a member of the Management Group at PA Consulting. He began his career as an account planner in advertising, with a special interest in service brands. George has an MBA from the London Business School, and a BSc in Engineering from Sussex University. |
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David C. Munn Dave oversees all ITSMA strategy, partnerships, and international operations. Since joining ITSMA in 1995, 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. |
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Paul Newton, Finance & Planning Executive, North East Europe, IBM Global Technology Services Paul Newton was appointed Northeast Europe Global Services Finance & Planning Executive in July 2005. Prior to this, he held the position of director of Finance & Planning, IBM Global Services, North Region. Paul began his career at IBM in 1984 as a systems engineer in one of IBM’s first Professional Services Groups —ISS. Over the years, he has worked on large British Telecom bids; had a role in Public Sector, Commercial Management; spent time serving on the U.K. Central Finance Team; and held roles such as manager of Finance & Planning for the Printing Business and FSS. In 1998, he moved to the first of several EMEA Hardware Brand roles, including director of F&P for the EMEA hardware brands. Prior to joining IBM in 1984, Paul taught mathematics to teenagers in London and New York City. He wrote a text book on mathematics which was published by Oxford University Press and sold around 120,000 copies. |
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Craig Redbond, Founding Director, The Executive Change Partnership Craig Redbond is a founding director of The Executive Change Partnership, an organisation providing high level consultancy and training services to the world’s leading IT players. Apart from his general management skills, he takes an active role in helping clients develop their market profile and executive engagement strategies. Craig was also a founding director of CIO Connect, the premier forum for senior IT executives of European and Global corporations. CIO Connect provides the forum for the world’s CIOs to identify competitive business strategies to maximise the effectiveness of IT in today’s and tomorrow’s business scenario. Prior to forming CIO Connect and The Executive Change Partnership, Craig held executive positions with a number of major IT providers. |
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Tim Shercliff 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. |
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Heather White, Founder, The Magic of Networking With no formal training, Heather White worked out the principles of strategic networking skills and techniques and successfully applied them to her previous business. The means then became the end: she now delivers a unique blend of consultancy and coaching services that help people engage with the "magic" of networking to meet company objectives. Heather is dyslexic, and like other dyslexic entrepreneurs—Richard Branson and Charles Schwab to name but two—is blessed with the ability to analyse situations and empower people, unhindered by "management speak." |
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Laurie Young, International Services Marketing Specialist Laurence (Laurie) Young is a senior executive who has held senior positions with BT, Unisys, and PricewaterhouseCoopers. An experienced manager and leader with strong consultative and communication skills, he has also advised senior executives at a number of other companies, including Ericsson, Microsoft, Cable & Wireless, Hitachi, Motorola, BBC, Deloitte, Russell Reynolds Associates, and American Express. In the mid 1990s, Laurie founded a professional service company, Blakes Marketing Practice, focusing on services marketing. By its fourth year of business, the company had become a vibrant niche consultancy with offices in London, Paris, and Stockholm. It was then sold to WPP, via Ogilvy & Mather. Laurie takes an active interest in marketing issues, having studied to the Masters level, spoken at many public conferences, and published three books on the subject. He has lectured at three prestigious universities (Essec, Cranfield and Hull) on various service marketing issues. He has also designed and delivered courses for Ericsson, Nokia, Motorola and PwC. |
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The Forum is designed especially for marketing leaders responsible for developing, managing, marketing, and selling services and solutions. Anyone involved with the following activities will gain inspiration and insight:
Most of all, the Forum is designed for marketers who are dedicated to delivering value for their organisations. *Please note: Group discounts are available. Contact ITSMA for details.
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Cancellation and Refund Policy Any cancellations or substitutions must be in writing. Send any notices to ITSMA Europe, 8 Mount Ephraim, Tunbridge Wells, Kent, TN4 8AS, UK. You may cancel your enrollment up to 30 days before the start of the event and receive a full refund. Cancellations received less than 30 days before the event are subject to a €350 administrative charge. Cancellations received less than 15 days are subject to a cancellation fee equal to 25% of the event fee or €350, whichever is greater. Cancellation fees above the administrative charge can be applied toward a future event. 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.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.
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