Web Briefing

Account Based Marketing: Four Steps to Adopting and Optimizing a Successful ABM Program

March 20, 2012
8:00 am Pacific – 11:00 am Eastern – 16:00 London (Duration: One hour)

(Free for ITSMA members)

Overview

Account Based Marketing (ABM) is a powerful strategy for building deeper relationships with top accounts. ABM helps you achieve long-term influence with your clients, moving you from a vendor to a trusted advisor.  It can also help B2B marketers generate more revenue for their companies.

ITSMA has worked with companies to develop and implement key account marketing strategies for more than a decade. With the ITSMA ABM approach, marketing and sales work side-by-side to look at key business issues facing target accounts, then tailor campaigns to address those issues and fully integrate them into the sales account plan.

In addition to our client work, ITSMA has done extensive research on ABM. We have found that ABM requires a strong partnership between sales and marketing, a commitment to building new levels of relationships with customers, and strong support from sales and marketing leadership. That kind of change takes time and effort.

In this ITSMA briefing, Jeff Sands, Vice President and ABM Practice Lead, ITSMA, draws from experience and research to identify the four steps for ABM adoption and shows you how to optimize and scale your ABM program for better results.

This Briefing is complimentary for ITSMA members and $195 (€160) for non-members.

Presenter

Jeff Sands Vice President and ABM Practice Lead ITSMA Learn More >

General Information

ITSMA’s Online Briefings offer recent research findings or survey results from thought leaders on a variety of services marketing topics. The Online Briefings can be viewed individually, or in groups composed of people within the same company. The briefings are available anywhere in the world that has telephone service and access to the Internet. A typical program runs 45 minutes followed by 15 minutes of questions and answers. The person making the online presentation speaks into a telephone and advances the visual portion of the presentation via their computer connected to the Internet. At the end of the presentation and at the presenter’s discretion, the listeners are invited to ask questions. Each listener with a question identifies him or herself and is listed in a queue and taken one at a time by the presentation monitor. The monitor also manages the question and answer session by giving each questioner access to the phone line to communicate with the presenter.

This briefing will be administered by BT Conferencing. All participants are required to test their browsers 24-48 hours prior to ensure compatibility. This test can be done by clicking here: Check your system. You will receive a pass code and dial in number three business days prior to the briefing.

Technical Requirements

The technical requirements for this ITSMA online briefing are:

• Direct or dial-up Internet connection of 56Kbps or higher.
• A separate telephone line to access the audio teleconference.
• If participating from your company, ask about your company’s Internet Firewall 48 hours prior to the event. This will enable your IT technician to reconfigure your connections if necessary to ensure access to the Internet portion of the briefing.
• No plug-ins or software downloads are required.
• System Requirements: Windows 2000 or higher, Internet Explorer 6.x or greater, Netscape 7.2 or later. The following operating systems will work with limitations: Windows 98 SE, NT Server or Workstation 4.0, Mac OSX 10.3 with Safari 1.2; Solaris 9 with Netscape 7.0 or Mozilla 1.4, Sun JVM 1.4.2.

Fees and Registration

Aside from the telephone call, the fee for the presentation is complimentary for active ITSMA members, and $195 (€160) per location for non-members.

Note: Registration is on a first-come/first-served basis.

Web Briefing

ITSMA’s 2012 State of the Marketing Profession Address

January 24, 2012   (DATE CHANGE)
6:00 am Eastern – 12:00 pm Central Europe – 4:30 pm India

Also on January 25, 2012
8:00 am Pacific – 11:00 am Eastern – 16:00 London (Duration: One hour)

(Free for ITSMA members)

Note: The same session is being offered at two different times to accommodate our global audience. Choose the session that is most convenient for you.

Overview

In 2010, ITSMA called for a marketing transformation, and marketers have gained ground and delivered wins in numerous areas. In 2011, we’ve seen a need to drive more relevance and intimacy across all of marketing, improving relevancy earlier in the buying process and building more client intimacy after the deal is closed. What does 2012 have in store for marketers? How is the marketing budget changing? How does the rise of the social buyer impact the marketing mix? Do you have the right content and customer engagement programs in place to drive revenue?

In this Online Briefing, Dave Munn and Julie Schwartz will share their views on marketing’s priorities, including new marketing skills, organizational alignments, and investments. Dave and Julie will also share trends and highlights from ITSMA’s 2012 Marketing Budgets & Trends Survey to give marketers insights and recommendations on how to take advantage of the changes that await in the year ahead.

Specifically this briefing will explore such issues as:

• What are the top priorities for marketers in 2012 and how does that compare with 2011?
• What new marketing models, structures, practices, and skills are emerging?
• What is changing most in the marketing mix and marketing staffing?
• How are marketers addressing the rise of the B2B Social Buyer and balancing marketing programs between traditional buyers and the new social buyer?
• How are marketers realizing the promise of data driven marketing?
• Are companies investing in the right thought leadership vehicles to build brand preference, generate leads, and engage clients?
• What are leading companies doing to take advantage of the next wave of opportunity and get ahead of competitors?

This Briefing is complimentary for ITSMA members and $195 (€160) for non-members.

Presenters

David C. Munn President and CEO ITSMA Learn More >

Julie Schwartz Senior Vice President, Research and Thought Leadership ITSMA Learn More >

General Information

ITSMA’s Online Briefings offer recent research findings or survey results from thought leaders on a variety of services marketing topics. The Online Briefings can be viewed individually, or in groups composed of people within the same company. The briefings are available anywhere in the world that has telephone service and access to the Internet. A typical program runs 45 minutes followed by 15 minutes of questions and answers. The person making the online presentation speaks into a telephone and advances the visual portion of the presentation via their computer connected to the Internet. At the end of the presentation and at the presenter’s discretion, the listeners are invited to ask questions. Each listener with a question identifies him or herself and is listed in a queue and taken one at a time by the presentation monitor. The monitor also manages the question and answer session by giving each questioner access to the phone line to communicate with the presenter.

This briefing will be administered by BT Conferencing. All participants are required to test their browsers 24-48 hours prior to ensure compatibility. This test can be done by clicking here: Check your system. You will receive a pass code and dial in number three business days prior to the briefing.

Technical Requirements

The technical requirements for this ITSMA online briefing are:

• Direct or dial-up Internet connection of 56Kbps or higher.
• A separate telephone line to access the audio teleconference.
• If participating from your company, ask about your company’s Internet Firewall 48 hours prior to the event. This will enable your IT technician to reconfigure your connections if necessary to ensure access to the Internet portion of the briefing.
• No plug-ins or software downloads are required.
• System Requirements: Windows 2000 or higher, Internet Explorer 6.x or greater, Netscape 7.2 or later. The following operating systems will work with limitations: Windows 98 SE, NT Server or Workstation 4.0, Mac OSX 10.3 with Safari 1.2; Solaris 9 with Netscape 7.0 or Mozilla 1.4, Sun JVM 1.4.2.

Fees and Registration

Aside from the telephone call, the fee for the presentation is complimentary for active ITSMA members, and $195 (€160) per location for non-members.

Note: Registration is on a first-come/first-served basis.

Web Briefing

ITSMA’s 2012 State of the Marketing Profession Address

January 25, 2012
8:00 am Pacific – 11:00 am Eastern – 16:00 London (Duration: One hour)

Also on January 24, 2012 (DATE CHANGE)
6:00 am Eastern – 12:00 pm Central Europe – 4:30 pm India

(Free for ITSMA members)

Note: The same session is being offered at two different times to accommodate our global audience. Choose the session that is most convenient for you.

Overview

#Marketing2012

In 2010, ITSMA called for a marketing transformation, and marketers have gained ground and delivered wins in numerous areas. In 2011, we’ve seen a need to drive more relevance and intimacy across all of marketing, improving relevancy earlier in the buying process and building more client intimacy after the deal is closed. What does 2012 have in store for marketers? How is the marketing budget changing? How does the rise of the social buyer impact the marketing mix? Do you have the right content and customer engagement programs in place to drive revenue?

In this Online Briefing, Dave Munn and Julie Schwartz will share their views on marketing’s priorities, including new marketing skills, organizational alignments, and investments. Dave and Julie will also share trends and highlights from ITSMA’s 2012 Marketing Budgets & Trends Survey to give marketers insights and recommendations on how to take advantage of the changes that await in the year ahead.

Specifically this briefing will explore such issues as:

• What are the top priorities for marketers in 2012 and how does that compare with 2011?
• What new marketing models, structures, practices, and skills are emerging?
• What is changing most in the marketing mix and marketing staffing?
• How are marketers addressing the rise of the B2B Social Buyer and balancing marketing programs between traditional buyers and the new social buyer?
• How are marketers realizing the promise of data driven marketing?
• Are companies investing in the right thought leadership vehicles to build brand preference, generate leads, and engage clients?
• What are leading companies doing to take advantage of the next wave of opportunity and get ahead of competitors?

This Briefing is complimentary for ITSMA members and $195 (€160) for non-members.

Presenters

David C. Munn President and CEO ITSMA Learn More >

Julie Schwartz Senior Vice President, Research and Thought Leadership ITSMA Learn More >

General Information

ITSMA’s Online Briefings offer recent research findings or survey results from thought leaders on a variety of services marketing topics. The Online Briefings can be viewed individually, or in groups composed of people within the same company. The briefings are available anywhere in the world that has telephone service and access to the Internet. A typical program runs 45 minutes followed by 15 minutes of questions and answers. The person making the online presentation speaks into a telephone and advances the visual portion of the presentation via their computer connected to the Internet. At the end of the presentation and at the presenter’s discretion, the listeners are invited to ask questions. Each listener with a question identifies him or herself and is listed in a queue and taken one at a time by the presentation monitor. The monitor also manages the question and answer session by giving each questioner access to the phone line to communicate with the presenter.

This briefing will be administered by BT Conferencing. All participants are required to test their browsers 24-48 hours prior to ensure compatibility. This test can be done by clicking here: Check your system. You will receive a pass code and dial in number three business days prior to the briefing.

Technical Requirements

The technical requirements for this ITSMA online briefing are:

• Direct or dial-up Internet connection of 56Kbps or higher.
• A separate telephone line to access the audio teleconference.
• If participating from your company, ask about your company’s Internet Firewall 48 hours prior to the event. This will enable your IT technician to reconfigure your connections if necessary to ensure access to the Internet portion of the briefing.
• No plug-ins or software downloads are required.
• System Requirements: Windows 2000 or higher, Internet Explorer 6.x or greater, Netscape 7.2 or later. The following operating systems will work with limitations: Windows 98 SE, NT Server or Workstation 4.0, Mac OSX 10.3 with Safari 1.2; Solaris 9 with Netscape 7.0 or Mozilla 1.4, Sun JVM 1.4.2.

Fees and Registration

Aside from the telephone call, the fee for the presentation is complimentary for active ITSMA members, and $195 (€160) per location for non-members.

Note: Registration is on a first-come/first-served basis.

Web Briefing

Fulfilling the Promise of Integrated Marketing with Social Media

June 27, 2011
7:00 am Eastern – 12:00 pm London – 4:30 pm India (Duration: One hour)

Also offered on June 28

(Free for ITSMA members)

Overview

Building the competence, accelerating adoption, and measuring the impact: these are the keys to making social media work in your organization. For the last few years, marketers have been told why they should be using social media, but now it’s time to tell them how they should be doing it. Calling on three years of research and interviews with practitioners, ITSMA’s Chris Koch will look at how companies should structure themselves for social media, the skills needed, and the processes for integrating social media into the overall marketing mix. We will also delve into the question of just how companies are measuring the impact of social media. Chris will be joined by Lyn Fariello, Head of Influencer Relations at Fujitsu, who will discuss how the company is getting its thought leaders actively involved in social media marketing.

This Briefing is complimentary for ITSMA members and $195 (€160) for non-members.

Presenter

Chris Koch Associate Vice President, Research and Thought Leadership ITSMA Learn More >

Guest Presenter

Lyn Fariello, Head of Influencer Relations, Fujitsu As the Head of Influencer relations at Fujitsu, Lyn Fariello is responsible for external communications and relationship development with influencer groups in the UK and Ireland marketplace. Such influencer groups include the media, industry analysts, sourcing advisors and public sector advisors. Lyn also has been leading on Fujitsu’s adoption of social media channels for marketing, as well as the integration of social media into Fujitsu’s wider marketing communications programs.

General Information

ITSMA’s Online Briefings offer recent research findings or survey results from thought leaders on a variety of services marketing topics. The Online Briefings can be viewed individually, or in groups composed of people within the same company. The briefings are available anywhere in the world that has telephone service and access to the Internet. A typical program runs 45 minutes followed by 15 minutes of questions and answers. The person making the online presentation speaks into a telephone and advances the visual portion of the presentation via their computer connected to the Internet. At the end of the presentation. and at the presenter’s discretion, the listeners are invited to ask questions. Each listener with a question identifies him or herself and is listed in a queue and taken one at a time by the presentation monitor. The monitor also manages the question and answer session by giving each questioner access to the phone line to communicate with the presenter.

This briefing will be administered by BT Conferencing. All participants are required to test their browsers 24-48 hours prior to ensure compatibility. This test can be done by clicking here: Check your system. You will receive a pass code and dial in number three business days prior to the briefing.

Technical Requirements

The technical requirements for this ITSMA online briefing are:

• Direct or dial-up Internet connection of 56Kbps or higher.
• A separate telephone line to access the audio teleconference.
• If participating from your company, ask about your company’s Internet Firewall 48 hours prior to the event. This will enable your IT technician to reconfigure your connections if necessary to ensure access to the Internet portion of the briefing.
• No plug-ins or software downloads are required.
• System Requirements: Windows 2000 or higher, Internet Explorer 6.x or greater, Netscape 7.2 or later. The following operating systems will work with limitations: Windows 98 SE, NT Server or Workstation 4.0, Mac OSX 10.3 with Safari 1.2; Solaris 9 with Netscape 7.0 or Mozilla 1.4, Sun JVM 1.4.2.

Fees and Registration

Aside from the telephone call, the fee for the presentation is complimentary for active ITSMA members, and $195 (€160) per location for non-members.

Note: Registration is on a first-come/first-served basis.

Web Briefing

How to Successfully Navigate the Four Stages of Lead Management Maturity

December 1, 2011
8:00 am Pacific – 11:00 am Eastern – 16:00 London (Duration: One hour)

(Free for ITSMA members)

Overview

In this web briefing, ITSMA experts will discuss ITSMA’s new Lead Management Roadmap, which outlines best practices through four stages of lead management:

• Defining the Process
• Building the Infrastructure
• Transforming Marketing Lead Management, and
• Optimizing Lead Management Process.

We will go into details for each of these phases, and also share the results from ITSMA’s latest survey, B2B Services and Solutions Lead Management Benchmarks, which includes insights on the fundamental lead management practices underpinning the most successful services and solution providers.  You will come away from this briefing with the ideas, benchmarks and best practices you need to improve your lead management plans and activities.

This Briefing is complimentary for ITSMA members and $195 (€160) for non-members.

Presenters

Dave Munn President & CEO ITSMA Learn More >

Kathy Macchi Senior Associate ITSMA Learn More >

General Information

ITSMA’s Online Briefings offer recent research findings or survey results from thought leaders on a variety of services marketing topics. The Online Briefings can be viewed individually, or in groups composed of people within the same company. The briefings are available anywhere in the world that has telephone service and access to the Internet. A typical program runs 45 minutes followed by 15 minutes of questions and answers. The person making the online presentation speaks into a telephone and advances the visual portion of the presentation via their computer connected to the Internet. At the end of the presentation. and at the presenter’s discretion, the listeners are invited to ask questions. Each listener with a question identifies him or herself and is listed in a queue and taken one at a time by the presentation monitor. The monitor also manages the question and answer session by giving each questioner access to the phone line to communicate with the presenter.

This briefing will be administered by BT Conferencing. All participants are required to test their browsers 24-48 hours prior to ensure compatibility. This test can be done by clicking here: Check your system. You will receive a pass code and dial in number three business days prior to the briefing.

Technical Requirements

The technical requirements for this ITSMA online briefing are:

• Direct or dial-up Internet connection of 56Kbps or higher.
• A separate telephone line to access the audio teleconference.
• If participating from your company, ask about your company’s Internet Firewall 48 hours prior to the event. This will enable your IT technician to reconfigure your connections if necessary to ensure access to the Internet portion of the briefing.
• No plug-ins or software downloads are required.
• System Requirements: Windows 2000 or higher, Internet Explorer 6.x or greater, Netscape 7.2 or later. The following operating systems will work with limitations: Windows 98 SE, NT Server or Workstation 4.0, Mac OSX 10.3 with Safari 1.2; Solaris 9 with Netscape 7.0 or Mozilla 1.4, Sun JVM 1.4.2.

Fees and Registration

Aside from the telephone call, the fee for the presentation is complimentary for active ITSMA members, and $195 (€160) per location for non-members.

Note: Registration is on a first-come/first-served basis.

Web Briefing

How Buyers Consume Information

November 15, 2011
8:00 am Pacific – 11:00 am Eastern – 16:00 London (Duration: One hour)

(Free for ITSMA members)

Overview

Where do buyers of large B2B solutions get information on solution providers? For years, the answer was “my peers.” However, according to ITSMA’s “How Buyers Consume Information Survey,” peers are no longer the most influential source of information for buyers of large B2B solutions. We are seeing the rise of the B2B social buyer, who consumes information voraciously and from a variety of sources, including solution provider sites, online communities and social media. Yet, traditional buyers still look to their peers and even to print-based marketing materials first.

What’s a marketer to do? On this Briefing, we will discuss how to market to today’s buyer and we’ll also share highlights from ITSMA’s latest buyer survey.

This Briefing is complimentary for ITSMA members and $195 (€160) for non-members.

General Information

ITSMA’s Online Briefings offer recent research findings or survey results from thought leaders on a variety of services marketing topics. The Online Briefings can be viewed individually, or in groups composed of people within the same company. The briefings are available anywhere in the world that has telephone service and access to the Internet. A typical program runs 45 minutes followed by 15 minutes of questions and answers. The person making the online presentation speaks into a telephone and advances the visual portion of the presentation via their computer connected to the Internet. At the end of the presentation. and at the presenter’s discretion, the listeners are invited to ask questions. Each listener with a question identifies him or herself and is listed in a queue and taken one at a time by the presentation monitor. The monitor also manages the question and answer session by giving each questioner access to the phone line to communicate with the presenter.

This briefing will be administered by BT Conferencing. All participants are required to test their browsers 24-48 hours prior to ensure compatibility. This test can be done by clicking here: Check your system. You will receive a pass code and dial in number three business days prior to the briefing.

Technical Requirements

The technical requirements for this ITSMA online briefing are:

• Direct or dial-up Internet connection of 56Kbps or higher.
• A separate telephone line to access the audio teleconference.
• If participating from your company, ask about your company’s Internet Firewall 48 hours prior to the event. This will enable your IT technician to reconfigure your connections if necessary to ensure access to the Internet portion of the briefing.
• No plug-ins or software downloads are required.
• System Requirements: Windows 2000 or higher, Internet Explorer 6.x or greater, Netscape 7.2 or later. The following operating systems will work with limitations: Windows 98 SE, NT Server or Workstation 4.0, Mac OSX 10.3 with Safari 1.2; Solaris 9 with Netscape 7.0 or Mozilla 1.4, Sun JVM 1.4.2.

Fees and Registration

Aside from the telephone call, the fee for the presentation is complimentary for active ITSMA members, and $195 (€160) per location for non-members.

Note: Registration is on a first-come/first-served basis.

Web Briefing

Fulfilling the Promise of Integrated Marketing with Social Media

June 28, 2011
8:00 am Pacific – 11:00 am Eastern – 16:00 London (Duration: One hour)

Also offered on June 27

(Free for ITSMA members)

Overview

Building the competence, accelerating adoption, and measuring the impact: these are the keys to making social media work in your organization. For the last few years, marketers have been told why they should be using social media, but now it’s time to tell them how they should be doing it. For example, we will look at how companies should structure themselves for social media, the skills needed, and the processes for integrating social media into the overall marketing mix. We will also delve into the question of just how companies are measuring the impact of social media.

This Briefing is complimentary for ITSMA members and $195 (€160) for non-members.

Presenter

Chris Koch Associate Vice President, Research and Thought Leadership ITSMA Learn More >

Guest Presenter

Alan Alper, Editorial Director, Cognizant Technology Solutions As Chief Story Teller for Cognizant, a $4 billion leading provider of global IT, consulting and business process outsourcing services, Alan Alper is responsible for thought leadership content across all media, including print, online, and events. He has followed the IT industry for more than 30 years as a reporter, editor, analyst, and marketing communications professional.

General Information

ITSMA’s Online Briefings offer recent research findings or survey results from thought leaders on a variety of services marketing topics. The Online Briefings can be viewed individually, or in groups composed of people within the same company. The briefings are available anywhere in the world that has telephone service and access to the Internet. A typical program runs 45 minutes followed by 15 minutes of questions and answers. The person making the online presentation speaks into a telephone and advances the visual portion of the presentation via their computer connected to the Internet. At the end of the presentation. and at the presenter’s discretion, the listeners are invited to ask questions. Each listener with a question identifies him or herself and is listed in a queue and taken one at a time by the presentation monitor. The monitor also manages the question and answer session by giving each questioner access to the phone line to communicate with the presenter.

This briefing will be administered by BT Conferencing. All participants are required to test their browsers 24-48 hours prior to ensure compatibility. This test can be done by clicking here: Check your system. You will receive a pass code and dial in number three business days prior to the briefing.

Technical Requirements

The technical requirements for this ITSMA online briefing are:

• Direct or dial-up Internet connection of 56Kbps or higher.
• A separate telephone line to access the audio teleconference.
• If participating from your company, ask about your company’s Internet Firewall 48 hours prior to the event. This will enable your IT technician to reconfigure your connections if necessary to ensure access to the Internet portion of the briefing.
• No plug-ins or software downloads are required.
• System Requirements: Windows 2000 or higher, Internet Explorer 6.x or greater, Netscape 7.2 or later. The following operating systems will work with limitations: Windows 98 SE, NT Server or Workstation 4.0, Mac OSX 10.3 with Safari 1.2; Solaris 9 with Netscape 7.0 or Mozilla 1.4, Sun JVM 1.4.2.

Fees and Registration

Aside from the telephone call, the fee for the presentation is complimentary for active ITSMA members, and $195 (€160) per location for non-members.

Note: Registration is on a first-come/first-served basis.

Web Briefing

Marketing Metrics to Business Metrics: Taking the Leap

May 17, 2011
8:00 am Pacific – 11:00 am Eastern – 16:00 London (Duration: One hour)

(Free for ITSMA members)

Overview

It’s time to stop measuring marketing and start measuring marketing’s impact on the business. Rather than trying to quantify marketing’s influence on the pipeline, instead focus on time to revenue and other measures of business health such as customer retention, loyalty, and growth. Overemphasis on marketing’s contribution to the pipeline actually has the potential to harm marketing’s relationship with sales, creating a chasm rather than alignment. With the right marketing and sales automation systems, your organization will be able to move beyond traditional marketing metrics, better align with sales, and even take the leap to predictive analytics.

This Briefing is complimentary for ITSMA members and $195 (€160) for non-members.

Follow this event on Twitter: #ITSMAMetrics.

Presenter

Julie Schwartz Senior Vice President, Research and Thought Leadership ITSMA Learn More >

Guest Presenters

Meagen Eisenberg Director – WW Programs, Marketing Automation and Operations Meagen has spent over 15 years working in the high-tech industry. Before joining ArcSight, an HP Company, she led worldwide programs and events at TRIRIGA (acquired by IBM) for integrated workplace management systems. Prior to TRIRIGA, she was at Postini (acquired by Google) and IBM, working in solutions and product marketing for security and compliance. Earlier she worked as an IT Engineer at Cisco Systems and Applied Materials. She has a Master of Business Administration with a focus on marketing and strategy from Yale School of Management, and a Bachelor of Science degree in MIS with a minor in CSC from Cal Poly – San Luis Obispo.

Susan McKittrick, Client Service Leader at McKittrick Associates, has more than 30 years of marketing and business consulting experience. She teams with associates who have specialized skills in complementary areas to deliver the right mix of services to achieve clients’ business objectives. In addition to her work with McKittrick Associates, Sue serves as Analyst and Principal Consultant at Patricia Seybold Group, where she reports on business-to-business marketers’ use of technology. Before starting her own firm, Sue led various nation-wide marketing initiatives for PricewaterhouseCoopers’ Advisory practice, consulted on management and technology matters for Price Waterhouse, and led marketing for a fast growing technology company. She earned her MBA from Stanford University Graduate School of Business and her BA in economics from Wellesley College.

General Information

ITSMA’s Online Briefings offer recent research findings or survey results from thought leaders on a variety of services marketing topics. The Online Briefings can be viewed individually, or in groups composed of people within the same company. The briefings are available anywhere in the world that has telephone service and access to the Internet. A typical program runs 45 minutes followed by 15 minutes of questions and answers. The person making the online presentation speaks into a telephone and advances the visual portion of the presentation via their computer connected to the Internet. At the end of the presentation. and at the presenter’s discretion, the listeners are invited to ask questions. Each listener with a question identifies him or herself and is listed in a queue and taken one at a time by the presentation monitor. The monitor also manages the question and answer session by giving each questioner access to the phone line to communicate with the presenter.

This briefing will be administered by BT Conferencing. All participants are required to test their browsers 24-48 hours prior to ensure compatibility. This test can be done by clicking here: Check your system. You will receive a pass code and dial in number three business days prior to the briefing.

Technical Requirements

The technical requirements for this ITSMA online briefing are:

• Direct or dial-up Internet connection of 56Kbps or higher.
• A separate telephone line to access the audio teleconference.
• If participating from your company, ask about your company’s Internet Firewall 48 hours prior to the event. This will enable your IT technician to reconfigure your connections if necessary to ensure access to the Internet portion of the briefing.
• No plug-ins or software downloads are required.
• System Requirements: Windows 2000 or higher, Internet Explorer 6.x or greater, Netscape 7.2 or later. The following operating systems will work with limitations: Windows 98 SE, NT Server or Workstation 4.0, Mac OSX 10.3 with Safari 1.2; Solaris 9 with Netscape 7.0 or Mozilla 1.4, Sun JVM 1.4.2.

Fees and Registration

Aside from the telephone call, the fee for the presentation is complimentary for active ITSMA members, and $195 (€160) per location for non-members.

Note: Registration is on a first-come/first-served basis.

Web Briefing

Lead Generation High Performers: Lessons from the Best

March 22, 2011
8:00 am Pacific – 11:00 am Eastern – 15:00 London (Duration: One hour)

(Free for ITSMA members)

Overview

Lead generation has become a top priority for marketers lately, but their results have been mixed. Why are some companies succeeding while others are languishing?

Join our online briefing to find out. We will learn how some companies flourish in lead generation, while others flounder. We will also present highlights from the Lead Generation Benchmark Report: How the Best Firms Fill the Pipeline, a 2010 ITSMA and RainToday.com Lead Generation Survey.

Based on the data, we have found that high-performing technology and professional services companies do many things well. We have identified eight best practices of lead generation, and we will discuss these in detail. We will also hear about successful lead generation programs that B2B marketers have developed to add real value to their organizations.

Kathy Macchi, Senior Associate, at ITSMA and subject matter expert on lead generation, lead nurturing, target marketing and Account-Based Marketing will be joining Dave as a co-presenter for this briefing.  In addition, Erin Cresta, director of Americas campaigns for HP Software, and Denise Giacoia, director of interactive marketing at TriZetto, will join us as guest presenters to share their programs and insights on lead nurturing and lead management.

This Briefing is complimentary for ITSMA members and $195 (€160) for non-members.

Follow this event on Twitter: #ITSMALeadGen.

ITSMA Presenters

Dave Munn President and CEO ITSMA Learn More >

Kathy Macchi Senior Associate ITSMA Learn More >

Guest Presenters

Denise Giacoia is a long-time specialist in developing marketing and sales support processes for telecom, IT, publishing, and pharmaceutical industries. She is currently Director of Interactive Marketing and Marketing Technology for TriZetto, where she recently designed a platform for tracking the performance of the company’s extensive lead generation and marketing projects in support of a B-to-B sales force. She can be reached at denise.giacoia@trizetto.com.

Erin Cresta, director of Americas campaigns for HP Software.

General Information

ITSMA’s Online Briefings offer recent research findings or survey results from thought leaders on a variety of services marketing topics. The Online Briefings can be viewed individually, or in groups composed of people within the same company. The briefings are available anywhere in the world that has telephone service and access to the Internet. A typical program runs 45 minutes followed by 15 minutes of questions and answers. The person making the online presentation speaks into a telephone and advances the visual portion of the presentation via their computer connected to the Internet. At the end of the presentation. and at the presenter’s discretion, the listeners are invited to ask questions. Each listener with a question identifies him or herself and is listed in a queue and taken one at a time by the presentation monitor. The monitor also manages the question and answer session by giving each questioner access to the phone line to communicate with the presenter.

This briefing will be administered by BT Conferencing. All participants are required to test their browsers 24-48 hours prior to ensure compatibility. This test can be done by clicking here: Check your system. You will receive a pass code and dial in number three business days prior to the briefing.

Technical Requirements

The technical requirements for this ITSMA online briefing are:

• Direct or dial-up Internet connection of 56Kbps or higher.
• A separate telephone line to access the audio teleconference.
• If participating from your company, ask about your company’s Internet Firewall 48 hours prior to the event. This will enable your IT technician to reconfigure your connections if necessary to ensure access to the Internet portion of the briefing.
• No plug-ins or software downloads are required.
• System Requirements: Windows 2000 or higher, Internet Explorer 6.x or greater, Netscape 7.2 or later. The following operating systems will work with limitations: Windows 98 SE, NT Server or Workstation 4.0, Mac OSX 10.3 with Safari 1.2; Solaris 9 with Netscape 7.0 or Mozilla 1.4, Sun JVM 1.4.2.

Fees and Registration

Aside from the telephone call, the fee for the presentation is complimentary for active ITSMA members, and $195 (€160) per location for non-members.

Note: Registration is on a first-come/first-served basis.

Web Briefing

ITSMA’s 2011 State of the Marketing Profession Address

January 27, 2011
6:00 am Eastern – 12:00 pm Central Europe – 4:30 pm India (Duration: One hour)

Also on January 25, 2011

(Free for ITSMA members)

Note: The same session is being offered at two different times to accommodate our global audience. Choose the session that is most convenient for you.

Overview

Over the past few years, marketers have weathered an incredible amount of change and most have come through it more focused, more savvy and more nimble. But with economic growth returning, will marketers return to their old ways? Or will marketers stay on the path toward transformation and continue to progress as a leadership function?

In this Online Briefing, Dave Munn and Julie Schwartz will share their views on where marketing is going, including how marketers need to think and act differently and where they need to invest. Dave and Julie will also share trends and highlights from ITSMA’s 2011 Marketing Budgets & Trends Survey to give marketers recommendations and insight on how to take advantage of the changes that await in the year ahead.

Specifically this briefing will explore such issues as:

• What is changing most in the marketing mix and marketing staffing?
• Which areas of marketing are transforming and have yet to transform?
• Which marketing tactics are delivering business results?
• What skills are essential to marketing’s future success?
• How is social media being integrated into marketing and the business?
• What are the prerequisites for successful lead management and nurturing?
• What are leading companies doing to take advantage of the next wave of opportunity and get ahead of competitors?

This Briefing is complimentary for ITSMA members and $195 (€160) for non-members.

Presenters

David C. Munn President and CEO ITSMA Learn More >

Julie Schwartz Senior Vice President, Research and Thought Leadership ITSMA Learn More >

General Information

ITSMA’s Online Briefings offer recent research findings or survey results from thought leaders on a variety of services marketing topics. The Online Briefings can be viewed individually, or in groups composed of people within the same company. The briefings are available anywhere in the world that has telephone service and access to the Internet. A typical program runs 45 minutes followed by 15 minutes of questions and answers. The person making the online presentation speaks into a telephone and advances the visual portion of the presentation via their computer connected to the Internet. At the end of the presentation. and at the presenter’s discretion, the listeners are invited to ask questions. Each listener with a question identifies him or herself and is listed in a queue and taken one at a time by the presentation monitor. The monitor also manages the question and answer session by giving each questioner access to the phone line to communicate with the presenter.

This briefing will be administered by BT Conferencing. All participants are required to test their browsers 24-48 hours prior to ensure compatibility. This test can be done by clicking here: Check your system. You will receive a pass code and dial in number three business days prior to the briefing.

Technical Requirements

The technical requirements for this ITSMA online briefing are:

• Direct or dial-up Internet connection of 56Kbps or higher.
• A separate telephone line to access the audio teleconference.
• If participating from your company, ask about your company’s Internet Firewall 48 hours prior to the event. This will enable your IT technician to reconfigure your connections if necessary to ensure access to the Internet portion of the briefing.
• No plug-ins or software downloads are required.
• System Requirements: Windows 2000 or higher, Internet Explorer 6.x or greater, Netscape 7.2 or later. The following operating systems will work with limitations: Windows 98 SE, NT Server or Workstation 4.0, Mac OSX 10.3 with Safari 1.2; Solaris 9 with Netscape 7.0 or Mozilla 1.4, Sun JVM 1.4.2.

Fees and Registration

Aside from the telephone call, the fee for the presentation is complimentary for active ITSMA members, and $195 (€160) per location for non-members.

Note: Registration is on a first-come/first-served basis.