New ITSMA Workshop on Solutions Marketing to Help Technology Companies Accelerate Their Move to Solutions

Workshop Responds to Buyer Demands for Business Value with Tech Purchases

LEXINGTON, Mass.—February 25, 2004—As buyers demand proof of the business value of technology investments, tech firms are rushing to develop, market, and sell integrated solutions rather than discrete products and services. Yet the transition requires substantial change in the way firms go to market.

To help tech firms make the transition, ITSMA, the specialists in marketing technology services and solutions, today announced a new workshop, “Growing Your Solutions Business: Developing, Marketing, and Selling Integrated Solutions.” The workshop, to be held April 13–14, 2004, in San Francisco, will provide attendees with the models, tools, and best practice examples they need to generate growth in solutions amid a growing and still skeptical market.

“IT and technology consulting companies are finding it extremely difficult to make the transition to solutions,” according to Steve Hurley, vice president of learning at ITSMA and workshop leader. “Even as customers are opening their wallets to buy solutions, marketing leaders are realizing that going to market as a solutions provider requires substantial strategic and organizational change.”

Designed specifically for senior marketing professionals at technology, telecom, and professional services companies, ITSMA’s new workshop highlights the key elements of the solutions transformation, including:

• Building a solutions strategy
• Developing solutions-focused offerings
• Generating leads and building awareness for solutions
• Supporting the sales force with the right knowledge and tools to sell solutions

The workshop builds on ITSMA’s unique Solutions Roadmap, already in use with a number of top tech firms, and ITSMA’s ongoing research with vendors and customers about the requirements for solutions success.

For more information on "Growing Your Solutions Business," visit http://www.itsma.com/events/event_desc/04WS04N19.htm.

About ITSMA
ITSMA specializes in helping companies market and sell services and solutions more effectively. As a membership organization, we work with the world's leading technology, communications, and professional services providers to generate increased demand, strengthen customer relationships, and improve brand differentiation. ITSMA members include business leaders such as Accenture, BT, Cisco, Hewlett-Packard, IBM, Microsoft, SAP, and Tata Consultancy Services, among others. Our comprehensive research, consulting, and training on topics including ITSMA Account-Based Marketing ^SM, Brand Positioning, and Solutions Development provide the insight and experience companies need to improve business results. ITSMA is based near Boston, and has offices in London and Tokyo. Learn more at www.itsma.com.