April Road Show – Evening Briefing & Networking Reception

Real-Time Sales Enablement: Helping Sales Develop Opportunities and Deepen Relationships

April 25, 2012
4:00–6:30 pm PT
Hyatt Regency Santa Clara
Santa Clara, CA

(Free for ITSMA members)

Also in:

New York, NY
April 3, 2012

Newton, MA
April 5, 2012

Overview

ITSMA research shows that sales enablement has hit the number one priority for marketers, replacing differentiation and brand positioning. B2B Marketers, feeling the pressure in an ongoing difficult economic climate, are looking to add direct value to the business by generating sales leads and helping sales move prospects through the pipeline and close more deals.

At the same time, marketers need to lower customer acquisition costs and increase sales effectiveness. This means marketers need to shift away from sales support and toward sales enablement. The challenge is knowing where to focus. What are the key things that marketing can do to best help sales? Do they have the right tools, the right programs, the right messages?

Join Jeff Sands, Vice President of ITSMA as he reveals the secrets to improving marketing’s portfolio of sales enablement activities and shares highlights from ITSMA’s 2012 sales enablement practices survey.

As always, this ITSMA Briefing will feature lots of interactive discussion and peer sharing among ITSMA members and guests. It is also a great opportunity for in-person networking with other senior-level marketers from IT and professional services companies.

The Briefing is complimentary for ITSMA members and $95 for nonmembers. Light hors d’oeuvres and cocktails are included.

Lead Facilitator

Dave Munn President & CEO ITSMA Learn More >

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

Agenda

4:00 – 4:30 Registration & Networking
4:30 – 6:00 Presentation
6:00 – 6:30 Discussion & Networking

Event & Location Information

Event Date: March 23, 2011

Event Time: 4:00–6:30 pm PT

Member price: No Charge

Non-member price: $95

Event Location:

Hyatt Regency Santa Clara
5101 Great America Parkway
Santa Clara, CA

Phone: +1-408-200-1234

Website: http://santaclara.hyatt.com/hyatt/hotels/

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. 121.

April Road Show – Lunch Briefing

Real-Time Sales Enablement: Helping Sales Develop Opportunities and Deepen Relationships

April 3, 2012
12:00–2:00 pm ET
The Roosevelt Hotel
New York, NY

(Free for ITSMA members)

Also in:

Newton, MA
April 5, 2012

Santa Clara, CA
April 25, 2012

Overview

ITSMA research shows that sales enablement has hit the number one priority for marketers, replacing differentiation and brand positioning. B2B Marketers, feeling the pressure in an ongoing difficult economic climate, are looking to add direct value to the business by generating sales leads and helping sales move prospects through the pipeline and close more deals.

At the same time, marketers need to lower customer acquisition costs and increase sales effectiveness. This means marketers need to shift away from sales support and toward sales enablement. The challenge is knowing where to focus. What are the key things that marketing can do to best help sales? Do they have the right tools, the right programs, the right messages?

Join Jeff Sands, Vice President of ITSMA as he reveals the secrets to improving marketing’s portfolio of sales enablement activities and shares highlights from ITSMA’s 2012 sales enablement practices survey.  Also hear from Jane Hiscock, President of the Farland Group and Janis Fratamico, Director, North America Marketing at IBM Global Business Services as they discuss IBM’s new platinum customer program and how they engaged sales and IBM clients to participate.

As always, this ITSMA Briefing will feature lots of interactive discussion and peer sharing among ITSMA members and guests. It is also a great opportunity for in-person networking with other senior-level marketers from IT and professional services companies.

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

Lead Facilitator

Dave Munn President & CEO ITSMA Learn More >

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

Sponsor

Farland Group is a marketing services consulting firm with expertise in building customer community strategies and programs. Our deep experience in business-to-business and consumer brand environments, creates opportunities for businesses to engage their customers in new market development, product innovation and service differentiation. Headquartered in Cambridge, Massachusetts, Farland Group brings together expert marketers, writers, consultants and sales professionals to help technology, health and science, financial services and consulting companies create long-term customer engagement and relationship extension programs.

Event & Location Information

Event Date: April 3, 2012

Event Time: 12:00–2:00 pm ET

Member price: No Charge

Non-member price: $95

Event Location:

The Roosevelt Hotel
45 East 45th Street at Corner of Madison Avenue
New York, NY 10017

Toll Free: +1-888-TEDDY-NY

Phone: +1-212-661-9600

Website: http://www.theroosevelthotel.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. 121.

April Road Show – Evening Briefing & Networking Reception

Real-Time Sales Enablement: Helping Sales Develop Opportunities and Deepen Relationships

April 5, 2012
4:00–6:30 pm ET
Boston Marriott Newton
Newton, MA

(Free for ITSMA members)

Also in:

New York, NY
April 3, 2012

Santa Clara, CA
April 25, 2012

Overview

ITSMA research shows that sales enablement has hit the number one priority for marketers, replacing differentiation and brand positioning. B2B Marketers, feeling the pressure in an ongoing difficult economic climate, are looking to add direct value to the business by generating sales leads and helping sales move prospects through the pipeline and close more deals.

At the same time, marketers need to lower customer acquisition costs and increase sales effectiveness. This means marketers need to shift away from sales support and toward sales enablement. The challenge is knowing where to focus. What are the key things that marketing can do to best help sales? Do they have the right tools, the right programs, the right messages?

Join Jeff Sands, Vice President of ITSMA as he reveals the secrets to improving marketing’s portfolio of sales enablement activities and shares highlights from ITSMA’s 2012 sales enablement practices survey.  Also hear from Jane Hiscock, President of the Farland Group and Janis Fratamico, Director, North America Marketing at IBM Global Business Services as they discuss IBM’s new platinum customer program and how they engaged sales and IBM clients to participate.

As always, this ITSMA Briefing will feature lots of interactive discussion and peer sharing among ITSMA members and guests. It is also a great opportunity for in-person networking with other senior-level marketers from IT and professional services companies.

The Briefing is complimentary for ITSMA members and $95 for nonmembers. Light hors d’oeuvres and cocktails are included.

Lead Facilitator

Dave Munn President & CEO ITSMA Learn More >

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

Sponsor

Farland Group is a marketing services consulting firm with expertise in building customer community strategies and programs. Our deep experience in business-to-business and consumer brand environments, creates opportunities for businesses to engage their customers in new market development, product innovation and service differentiation. Headquartered in Cambridge, Massachusetts, Farland Group brings together expert marketers, writers, consultants and sales professionals to help technology, health and science, financial services and consulting companies create long-term customer engagement and relationship extension programs.

Agenda

4:00 – 4:30 Registration & Networking
4:30 – 6:00 Presentation
6:00 – 6:30 Discussion & Networking

Event & Location Information

Event Date: April 5, 2012

Event Time: 4:00–6:30 pm ET

Member price: No Charge

Non-member price: $95

Event Location:

Boston Marriott Newton
2345 Commonwealth Avenue
Newton, MA 02466 USA

Phone: 617-969-1000

Website: http://www.marriott.com/hotels/travel/bosnt-boston-marriott-newton/

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. 121.

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.

Agenda | Sponsors | Fees & Hotel Info

Overview

In 2010 many of our members embarked on a journey to transform their marketing organizations. And it’s working—our research shows that marketers emerged from the economic downturn stronger and more focused on matters that drive revenue. Now, they are looking to focus on increasing their relevance and intimacy with customers throughout the sales cycle. At the 2011 Marketing Leadership Forum: Driving Customer Relevance and Intimacy we will explore the topics currently shaping marketing. You will hear about the challenges that your peers—B2B marketing and sales professionals at the director-level and above—are facing, as well as some innovative approaches to driving business results. A select group of senior marketers and practitioners will share their experiences, practical tips, future trends, and well-grounded research insights. Some of the topics we’ll address together include:

#ITSMAMLF11

• Becoming a data-driven marketing organization
• Marketing in new markets and geographies
• Thought leadership marketing: moving from ideas to revenue
• Integrating social media into the overall marketing mix
• Expanding growth through loyalty and trust programs
• Sales channel enablement

The Marketing Leadership Forum is one of the only events designed specifically for senior marketing leaders at technology, communications, and professional services companies.

Exceptional Speakers

ITSMA President and CEO, Dave Munn will host the Marketing Leadership Forum. The more intimate setting of the Forum invites interaction between the presenters and participants. We have some outstanding B2B Marketing Leaders who are speaking at the Forum.

• Neil Blakesley,Vice President, Marketing, BT Global Services
• Jonathan Copulsky, Principal, Deloitte Consulting LLP
• Brian Ellefritz, Vice President, Global Social Media Marketing, SAP
• Rick Gray, Senior Vice President, Marketing & Communications, Hudson Highland Group
• Chris Koch, Associate Vice President, Research & Thought Leadership
• Steve Pinedo, Vice President, Oracle Customer Services Marketing
• Sunil Rayan, Associate Principal, McKinsey & Company
• Julie Schwartz, Senior Vice President, Research & Thought Leadership, ITSMA
• Jon Vander Ark, Principal, McKinsey & Company
• Michelle Weiss, Vice President, Worldwide Marketing, Technology Services, Hewlett-Packard

Second City Communications (SCC) is the corporate services arm of The Second City, handling learning and development, internal communications and brand marketing assignments for clients across all industry sectors. In essence, core competencies of The Second City — creating customized comedic content and grooming talent — extend to Second City Communications and are guided by a fundamental assumption: Business is one big act of improvisation. Despite all the planning and forecasting involved in operating any company, business often comes down to building relationships and adjusting to change as fast as it happens.

By using humor judiciously and by applying relevant principles of improvisation, we help our clients deal with challenges honestly, work more collaboratively, and adapt to the inevitable unknowns in the business world. Cultural perceptions of change and the need for people to connect better — both internally with colleagues, and externally with customers — are the common threads throughout all of our corporate learning engagements.

SCC serves a wide range of client organizations, including: Google, DuPont, Procter & Gamble, Nike, The Economist, GE Medical, Pepsi, Wal-Mart, Starbucks, eBay, Wachovia, Allstate, Fidelity Investments, MAC Cosmetics, Kraft, McDonalds, Hilton Hotels, Hyatt Hotels, Motorola, Sony, Research in Motion, Hewlett-Packard, Siemens, Boston Consulting Group, Deloitte, BearingPoint, Major League Baseball, The Oprah Winfrey Show, The University of Chicago GSB, Kellogg School of Management, AstraZeneca, Bayer, Abbott Labs, Toyota.

1:1 Meetings with ITSMA Subject Matter Experts

In addition, we are also excited to offer one-to-one meetings to your Forum experience. Identify an area of interest (or question or issue) when you register, and we’ll schedule a 30-minute informal meeting for you with an ITSMA subject matter expert or associate during the Forum. Meeting times are limited, so let us know what you want to talk about. A sampling of some of the topics you might consider includes:

• Any of ITSMA’s research, including Services Marketing Budgets and Benchmarks, How Customers Choose, Brand Tracking Study
• Account-Based marketing
• Brand positioning
• Customer Satisfaction and Loyalty Programs
• Internal Communications
• Lead Generation
• Sales enablement
• Social media marketing
• Solutions
• Thought Leadership

Not exactly a fit with your area of interest? No problem. Let us know what you want to discuss, and we’ll do our best to find the appropriate expert to meet with you. Take advantage of this opportunity when you register!

Who Should Attend

ITSMA’s 2011 Marketing Leadership Forum is designed specifically for senior marketing and sales executives at director-level and above. If you are unsure of your eligibility to participate, please contact Carolyn Jefferson at +1-781-862-8500, Ext. 121, or cjefferson@itsma.com.

Welcome Reception, Monday Evening

Eat, drink, and enjoy. Join us after your long day of business or travel to relax, enjoy complimentary hors d’oeuvres and beverages, and meet with old friends and new acquaintances.

Agenda

View Agenda with Speech Descriptions >

Please note: ITSMA reserves the right to make changes or substitutions to this event.

Sponsors

Host Sponsor

SAVO is the industry’s leading provider of sales enablement solutions, which maximize a sales organization’s ability to communicate value and differentiation in clear, consistent, and compelling ways. SAVO’s award-winning, on demand application combines proven sales and marketing best practices to address all aspects of the sales enablement challenge – spanning people, process, content, and technology. SAVO’s on-demand application and services have been developed and refined through long-standing relationships with companies such as Morgan Stanley, VMware, Walt Disney, ADP, Staples, Unum and GE Healthcare. The combination of real-world client experience, an innovative consulting approach and award-winning technology uniquely positions SAVO to deliver practical solutions to enable the entire sales organization.

Sponsorship Opportunities

Sponsoring ITSMA’s Marketing Leadership Forum is a great way to showcase your brand strength and gain visibility with senior-level marketing and sales executives. Several opportunities are available to meet your needs and budget. Contact Dirk Mullenger at dmullenger@itsma.com for more information.

Fees and Hotel Information

Event Date:	May 24-25, 2011
Pricing:	Now thru 3/31 4/1 up to forum $1,495 $1,695 $1,895 $2,095
Member price:
Non-member price:
	Fees include forum materials, continental breakfasts, lunches, refreshments, and receptions.
	*Contact ITSMA for details about special discounts for three or more participants from your organization. Details at info@itsma.com
Event Location:	The Ritz-Carlton (a Four Seasons Hotel) Chicago 160 East Pearson Street at Water Tower Place Chicago, IL US 60611-2309
	Phone: +1-312-266-1000
Website:	http://www.fourseasons.com/chicagorc/
Accommodation:	Hotel accommodations are the responsibility of the registrant. ITSMA has reserved a block of rooms on a first-come, first-served basis at The Ritz-Carlton. Please call the hotel directly for room reservations. To receive the discounted rate, please identify yourself as an attendee of ITSMA’s Marketing Leadership Forum.
Room Rates:	$265 Deluxe Room with King Bed Available until May 13, 2011
Hotel Information:	Centrally located in Chicago, this elegant hotel sits atop Water Tower Place, near the shops on the Magnificent Mile and the Hancock Observatory. The hotel provides a full-service health spa, two restaurants, and indoor pool, and sun deck with city views.
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 +1-781-862-8500, Ext. 121.
International Travelers:	Effective January 20, 2010 inbound travelers to the United States from Visa Waiver Program countries may be denied boarding by the airlines if they don’t have ESTA authorization, and by March 2010, the old I-94 entry form is expected to be a thing of the past. Here’s what you need to know. U.S. Electronic System for Travel Authorization (ESTA) information: https://esta.us/

Cancellation and Refund Policy

Cancellations and substitutions must be in writing and forwarded to ITSMA via email to cjefferson@itsma.com.

• Full refund or future event credit given 30+ days prior to the event
• $250 cancellation fee 15-29 days prior to the event
• No shows will incur the full event fee
• Substitutions approved by ITSMA are permitted

Satisfaction Guarantee

ITSMA guarantees your complete satisfaction with this event. If you are not satisfied, we will provide you with a full refund of your money or provide a credit towards another offering.

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.