Breakfast Briefing
The Power of Focus:
Practical Approaches to Account-Based Marketing

September 19, 2007
7:30-9:30 am ET

Boston Marriott Newton
Newton, MA

Overview

We all know that strong relationships with customers are critical to long-term business success. Among other things, strong relationshipscan lead to faster sales cycles, a larger share of wallet, and greater lifetime value. But how do you get there?

Of course, there are many ways to improve the quality of your company's customer relationships, but one of the most successful approaches we're seeing right now is account-based marketing (ABM).

Rather than promoting undifferentiated offers to broad market segments, marketers who are involved in ABM identify individual accounts for which they can create customized communications plans, information, and offers. And the results they're getting (one ITSMA member leveraged ABM to win a $2B deal!) can be astounding.

Attendees at this Briefing will learn:

• How to overcome the most common obstacles to ABM
• How to implement ITSMA's research-based approach to ABM
• How leading services and solutions companies are succeeding with this exciting approach

If you are responsible for maximizing wallet share and mind share from existing customers, building deeper relationships, and identifying opportunities for revenue growth with new accounts, this Briefing will provide fresh ideas, helpful models, and new confidence for building and executing personalized, customized, and targeted campaigns.

The Briefing is complimentary for ITSMA members and $95 for nonmembers. Breakfast is included.

ITSMA Presenter	[TOP OF PAGE]

Jeff Sands
Vice President
jsands@itsma.com

With more than 35 years of experience in technology marketing, sales, and business development, Jeff brings a keen understanding of the priorities and pain points for services and solutions marketing. At ITSMA, Jeff works directly with member companies to help them take best advantage of ITSMA resources and to provide focused advisory support around go-to-market strategies for technology services, portfolio rationalization, sales enablement, customer advisory councils and more. Jeff is also the Practice Lead for Account-Based Marketing.

Location and Event Information	[TOP OF PAGE]

Event Date:	September 19, 2007
Event Time:	7:30 - 9:30 am ET
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:	Boston Marriott Newton, Newton, MA
	2345 Commonwealth Avenue Newton, MA 02466 USA Phone: +1-617-969-1000 Fax: +1-617-527-6914
Website:	www.marriott.com
Special Requests:	If there is anything we can do to make your participation in this event easier, please complete the appropriate space on the Registration Form or contact Carolyn Jefferson at cjefferson@itsma.com or on +1-781-862-8500, Ext. 21.

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.