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For the vast majority of companies in the IT, professional services, and telecom space, changes in the marketplace over the past five years have made the move to solutions a top priority. Although companies face numerous challenges as they undergo this transformation, the rewards they are reaping at each stage of the process are great. By developing and bringing integrated solutions to market, providers are delivering more significant business value to their customers and generating loyalty, positive word-of-mouth, and—ultimately—a more profitable business. For most companies, the crux of the solutions transition is a shift from a distinct line-of-business approach to one that fosters cross business-unit collaboration. This typically requires changes in organizational structure, the role of marketing, strategic planning, offering management and development, communications, sales, and corporate culture. At ITSMA's 2007 Marketing Leadership Forum, we will focus on three key challenges to ensuring the success of the solutions business:
We will spend a significant amount of time on each of these topics, delving into detailed case study presentations, discussing innovative approaches in small groups, and collectively working on exercises that illuminate answers to the questions above.
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Karl Bream Vice President, Corporate Strategic Marketing, Alcatel-Lucent Karl Bream is responsible for Alcatel-Lucent’s global market strategy, market research and analysis, emerging opportunity development, and corporate solutions marketing. Karl is transforming Alcatel-Lucent's market strategy and solution functions into a focused team that fully understands Alcatel-Lucent’s customers and markets, and is translating that understanding into new revenue opportunities for Alcatel-Lucent. Prior to his current role, Karl held several positions supporting strategic business development for AT&T and Lucent Technologies including mergers and acquisitions and channel development. During the remainder of his 22 years in the networking and telecommunication industry, he held positions of increasing responsibility in network and systems engineering, project management, sales, and sales management. Karl earned a Bachelor’s degree in Computer Science from George Washington University, and a Master’s degree in Business Administration from The Stern School at New York University. |
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Joann Duguid Joann Duguid assumed her current position in October of 2004. She has responsibility for end-to-end solutions marketing in the Americas which includes integration of hardware, software, services, and consulting brands to deliver a single program view. She also has responsibility for industry marketing and has recently taken on two new go-to-market programs. These new programs are targeted to the CIO and line of business executives. In addition, she has responsibility for the go-to-market plans with the integrated and cross industry ISVs. Since 1984, Joann has held leadership positions in sales, product development, and marketing. After she completed her B.A. at Rutgers, she joined IBM as a systems engineer, after which she moved to the telecommunications industry staff. She joined IBM's Poughkeepsie lab in 1994 as a product manager, and then moved to the marketing ranks, where her responsibilities included zSeries e-business marketing, definition of cross IBM eServer offerings, and the ISV strategy. In 2000, Joann led a team to define the worldwide channel strategy for zSeries. In 2001, she was asked to run the zSeries Linux business, and was named director of zSeries Linux Worldwide. In October 2002, Joann was named vice president, Systems Group Small and Medium Business, where she put together the strategy and plans to package, price, develop, and market eServers and Total Storage to the SMB marketplace. |
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Steven Garrou Steve Garrou is responsible for global solutions management and field enablement of the Unisys IT Outsourcing service line. He is responsible for directing solutions development teams, identifying go to market programs, and driving field readiness for the service line. Steve has more than 13 years in advanced network technology and IT security consulting and marketing. Prior to joining Unisys in 2004, he was director of product management and marketing at AimNet Solutions, with responsibility for the vision, strategy, and development of professional and managed service offerings. Previously, Steve managed IP services for AT&T Solutions as a global service line manager. Before joining AT&T Solutions, Steve was a senior product manager for WorldCom. He began his career with WilTel. Steve earned BSBA and MBA degrees from the University of Tulsa. He currently serves on the ITSMA Solutions Council. |
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Terry Gebert, Vice President and General Manager, Manufacturing & Process Solutions, Rockwell Automation Terry Gebert joined Rockwell Automation in January 2006 as vice president and general manager for the Manufacturing and Process Solutions business. In this role, he is responsible for overseeing all operations of the business, with a focus on driving customer satisfaction, P&L, and continued growth. The majority of Terry's 30-year professional career was spent in the solutions business, with a proven track record in the global solutions industry. He joined Rockwell Automation from Flowserve Corporation where he served as vice president and general manager of their Controls division. Prior to that, he was responsible for the solutions businesses at Honeywell International, Raychem, and Fluor, Inc. Terry's broad ranging contributions include driving client satisfaction through excellence in product, project, and aftermarket service delivery; growth through acquisition/consolidation; driving profits and rapid growth; P&L responsibility; and tactical implementation of project management and engineering programs. Terry earned a bachelor’s degree in Electrical Engineering from Texas A&M University, College Station, Texas, USA, and is a registered professional engineer and a Six Sigma Black Belt. |
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John Hagel III John Hagel is an independent management consultant and author who works with senior management at large enterprises around the world to shape business strategies and improve business performance. His experience includes senior management positions in technology businesses and sixteen years as a consultant with McKinsey & Co. He continues to serve as Senior Advisor to McKinsey & Co. Harvard Business School Press has published four books by John, including his most recent, The Only Sustainable Edge, co-authored with John Seely Brown. He has also received two awards for best articles published in Harvard Business Review and he has published extensively in other business publications including the Wall Street Journal, Financial Times, and McKinsey Quarterly. John is a Forum Fellow at the World Economic Forum and serves on the Steering Committee of the Harvard Business School Research Center. He received his M.B.A. from Harvard Business School, a J.D. from Harvard Law School, a graduate degree (B.Phil.) in Modern Middle Eastern Studies from Oxford University, and a B.A. in economic history from Wesleyan University. |
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Amir Hartman, Co-founder and Managing Director, Mainstay Partners
Amir Hartman is the co-founder and managing director of Mainstay Partners in San Mateo, California, which provides strategic services to business leaders in such companies as Oracle, Honeywell, Motorola, and Office Depot. One of the leading global authorities on corporate and technology transformations, Amir is an international bestselling author and sought-after advisor to senior business leaders in a broad cross-section of industries. He is on the faculty at Berkeley’s Haas School of Business, and Columbia’s Graduate School of Business where he teaches in their MBA and Executive MBA programs. He is a renowned expert in IT strategy, business and IT governance, and portfolio management. Prior to founding Mainstay Partners, Amir was at Cisco Systems where he was responsible for building the Internet Business Solutions Group and IT Strategy. A frequently requested speaker to forums of senior business leaders, he is the author of the recent book Ruthless Execution: What Business Leaders Do When Their Companies Hit The Wall. |
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Steve Hurley Steve leads ITSMA’s member engagement team, which works directly with member companies to help them take best advantage of ITSMA resources and to provide focused advisory support on a wide range of marketing and sales challenges. In this capacity, Steve leads the development of ITSMA’s project methodologies and frameworks and oversees advisory projects on issues including: go-to-market strategy; growing the solutions business; portfolio rationalization; account-based marketing; and relationship growth. Prior to joining ITSMA, Steve worked for Arthur D. Little, Inc. (ADL), a global management consulting company that had offices in over 45 countries. Among other accomplishments at ADL, Steve was responsible for creating its first corporate university, leading to standardized learning and development programs across all parts of the firm worldwide. Steve holds a Bachelor of Science degree in Economics and Math from the University of Windsor in Windsor, Ontario, and a Master of Science in Management from the Arthur D. Little School of Management, where he graduated magna cum laude. |
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Robert Mattis Vice President, Solutions Management, Pitney Bowes Robert (Bob) Mattis is responsible for the development and application of a wide range of practical and innovative business solutions to meet the needs of Pitney Bowes customers. He is credited with restoring profitable growth to the company’s financial services segment and with creating an innovative, cross-company mail and document strategy that has been responsible for multi-million dollar customer acquisitions. Bob has more than 29 years of experience in operational management, general management, and executive management. He joined Pitney Bowes in 1977 in assembly operations with the company’s manufacturing division, and has held positions of increasing responsibility ever since. Prior to his present position, Bob was vice president of Enterprise Account Management. In this position, he developed strategic programs and processes that helped Pitney Bowes meet or exceed its growth targets among enterprise accounts. |
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Julie Schwartz Julie oversees ITSMA's thought leadership development and custom research. She has authored numerous reports and articles on technology services trends, marketing, branding, and sales topics, and is a frequent speaker at public events and client meetings. Julie created ITSMA's Solutions Roadmap and Services Competency Assessment, developed a balanced scorecard approach to measuring services marketing performance, and designed ITSMA's 360° brand assessment research, which helps companies better understand how their brands are perceived by customers, prospects, partners, employees, and influencers. Prior to joining ITSMA in 1996, Julie was an analyst with State Street Research. Earlier, Julie was the director of professional services research for Dataquest and manager of research for The Ledgeway Group. Julie holds a Bachelor of Science degree from the University of Pennsylvania, where she graduated summa cum laude and was elected a member of Phi Beta Kappa. She also has a Master of Science in Management from the MIT Sloan School of Management, where she was named a Seley Scholar. |
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Palghat Viswanathan During the course of a successful career spanning over 30 years, Palghat "Vish" Viswanathan has spent a number of years in marketing and general management across a range of industries in India, including communications, information technology, office equipment, and consumer goods. He has served as Chief Transformation Officer at Tata Consultancy Services (TCS) since 2001. Prior to joining TCS, Vish held a sales and marketing role at Johnson & Johnson. Prior to that, he worked for a variety of advertising agencies, including Lintas, Rediffusion, Dentsu, and Young & Rubicam. Over the years, his most rewarding and gratifying experiences have come from:
Vish holds a Bachelor of Engineering degree from Madras (Chennai) University and an MBA from the Indian Institute of Management, Ahmedabad. |
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Mark Yolton Mark Yolton leads SAP’s network of communities oriented around the company’s platform, products, and technologies. These include the SAP Developer Network (SDN) and the Business Process Expert (BPX) communities, totalling more than 700,000 individual members interacting around the world in 100+ countries, and around the clock 7x24, primarily online at http://sdn.sap.com and http://bpx.sap.com and at global SAP Tech Tour and SAP TechEd events. The SDN and BPX communities drive adoption of, and innovation around, the SAP platform, products, and technologies by providing information, tools, training, best practice examples, demos, downloads, articles, whitepapers, and a rich array of resources to developers, enterprise architects, business analysts, systems administrators, and application and solution consultants in customer, ISV, and systems integrator organizations. Mark joined SAP and his current role in November 2005. Immediately prior, he managed online properties for PeopleSoft, and then post-acquisition managed Oracle’s online presence while integrating more than a dozen acquired companies into those channels. Previously, Mark was vice president of marketing and strategy for the $3.4B Services division of Sun Microsystems and was a catalyst for the company’s transformation to eBusiness practices. Mark has degrees in Communications/Journalism and Marketing from Shippensburg University in central Pennsylvania, and has completed MBA coursework at LaSalle University. |
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ITSMA's 2007 Marketing Leadership Forum is designed specifically for senior marketing and other business executives (e.g., strategy, sales, business management, and delivery) involved with growing the solutions business. ITSMA reserves the right to limit participation to director-level and above. If you are unsure of your eligibility to participate, please contact Meghann Wooster at +1-781-862-8500, ext. 18, or mwooster@itsma.com.
Join us after the first day of the Forum to relax and enjoy beverages and plentiful hors d’oeuvres & food stations. Meet with old friends and new acquaintances in the elegant setting of The Claremont Resort & Spa to socialize with other attendees and discuss the day's sessions.
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Cancellation and Refund Policy You may cancel your enrollment up to 30 days before the start of the event and receive a full refund or apply the full fee toward a future event. Cancellations received less than 30 days before the event are subject to a $250 cancellation fee. You may request a refund of the remaining balance or apply it toward a future event. Satisfaction Guarantee 
About ITSMA |
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Kick back and relax.
