ITSMA’s Tenth Annual Marketing Conference to Highlight Marketing’s Changing Role in Technology Services and Solutions

Tech leaders to gather October 18-20 in Cambridge, Massachusetts, with chief marketers and strategists from Accenture, BearingPoint, Cisco, EMC, Fair Isaac, Forrester Research, Hewlett-Packard, ITAA, Northrop Grumman, Siebel, and others to discuss best practices in marketing technology services and solutions

LEXINGTON, Massachusetts—September 23, 2004— The continuing upheaval in the technology industry has put marketing organizations on the front lines of change. Even with the upturn in technology spending, business buyers have more options, less time, and almost no tolerance for traditional sales pitches. More and more they are looking for customized services and solutions rather than standard hardware and software. Succeeding in the new environment requires world-class marketing leadership to build credibility and demonstrate the value of technology investments.

ITSMA’s Tenth Annual Marketing Conference, “Marketing Matters,” will showcase the latest thinking in marketing and selling technology services and solutions. The conference will take place October 18-20 at the Charles Hotel in Cambridge, Massachusetts.

“The new buyer reality for enterprise-level technology has forced companies to rethink the way they go to market,” according to Dave Munn, ITSMA’s president and CEO. “Great products no longer carry the day and building up the sales force is not the answer to increasing sales. Business buyers want technology partners they can trust to deliver individualized services and solutions with measurable business benefits. It’s up to marketing to lead this customer-first transformation.”

As the premier annual event dedicated specifically to marketing technology services and solutions, the ITSMA conference will zero in on some of the industry’s most urgent challenges, including:

• Aligning marketing and strategy
• Moving from products and services to solutions
• Rethinking go-to-market strategies and programs
• Building effective account-based marketing programs
• Strengthening collaboration with channels and partners
• Improving the customer experience

Featured speakers include:

• George Colony (keynote speaker), Chairman and Chief Executive Officer, Forrester Research
• David Goulden, Executive Vice President, Customer Operations, EMC
• Arun Chandra, Vice President, Marketing, Strategy and Alliances, Technology Solutions Group, HP
• Charles Doyle, Worldwide Director, Marketing, Communications and High Tech, Accenture
• Keith Ferrazzi, Founder and CEO, Ferrazzi Greenlight
• Harris Miller, President, Information Technology Association of America
• Jeff Zabin, Director, Marketing, Fair Isaac: co-author, Precision Marketing: New Rules for Capturing, Retaining, and Leveraging Profitable Customers
• Jon Korin, Director, Strategic Development, Northrup Grumman Information Technology
• Andrew Salzman, Vice President, Corporate Marketing, Siebel Systems
• Elizabeth Lawson, Director, Channel Marketing, Cisco Systems
• Ira Entis, Vice President, Global Field Marketing, BearingPoint
• Dave Munn, President and CEO, ITSMA

The conference will also highlight the presentation of ITSMA’s annual Marketing Excellence Awards, a review of the technology industry’s standing in Washington on the edge of the presidential election, hands-on workshops and breakout groups, and extensive networking opportunities for marketing leaders from across the industry.

Conference sponsors include Rainmaker Systems and CMO Magazine.

For more information on the conference program, attendees, and registration, visit http://www.itsma.com/conference.

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.