David C. Munn
President and CEO
Dave oversees all ITSMA strategy, partnerships, and international operations. He also moderates numerous ITSMA conferences and speaks at a variety of industry and client events.
Since joining ITSMA in 1995, one year after its formation, Dave has played a central role in expanding the organization’s offerings to include: Best-practice, benchmarking, and customer research; custom consulting and training; and a wide range of member services to help companies improve marketing, sales, and business results. ITSMA now has operations in the US, Europe, and Japan, serving over 100 member companies representing close to half of the total Technology & Telecom services revenues generated worldwide.
Prior to joining ITSMA, Dave held senior-level field positions with Oracle Corporation and Apple Computer, responsible for marketing products and services to commercial and government accounts. Earlier, Dave was a senior analyst with The Ledgeway Group, where he authored Ledgeway’s first “Service Trends and Forecast” study and launched the company’s inquiry hotline service.
Dave holds a Bachelor of Arts degree in Economics from Denison University and an M.B.A. from Northwestern University’s Kellogg School, where he concentrated in Marketing and Corporate Strategy. Dave is a former President of the Alcott Toastmasters Club and an alumni interviewer for Kellogg’s MBA program.
Julie runs. A lot. And the longer the run, the better. Her colleagues are convinced that all this running is what gives Julie the endurance and focus to be the powerhouse behind ITSMA’s research and thought leadership. Julie has originated and manages ITSMA research, including benchmarks, models, frameworks, and assessments on a wide range of subjects such as Thought Leadership, Account Based Marketing, Customer Engagement, Marketing Performance, Marketing Technology, Sales Enablement, Brand Positioning, and Customer Loyalty to name a few. She also pioneered ITSMA’s widely regarded annual study, How Buyers Consume Information.
In addition, Julie leads consulting engagements and custom projects for individual members and clients. She is a Buyer Persona Certified Practitioner and Net Promoter Certified. Her clarity, candor, and integrity are highly valued by colleagues and members alike.
Prior to joining ITSMA in 1996, Julie held senior roles with State Street Research, Dataquest, The Ledgeway Group, and Meditech. Julie earned a Bachelor of Science degree from the University of Pennsylvania, where she graduated summa cum laude and was elected a member of Phi Beta Kappa. She also has a Master of Science in Management from the MIT Sloan School of Management, where she was named a Seley Scholar.
Bev has the best one-two punch in the industry: her ready smile puts you immediately at ease before her impressive marketing chops knock you clean out. Bev wrote the book on marketing technology services (Marketing Technology as a Service was published by Wiley in 2010) and was the first to codify Account Based Marketing, an approach she developed jointly with several clients. She also designed the Professional Diploma in Marketing for Business Services and Solutions for ITSMA and the UK’s Chartered Institute of Marketing. Bev is also the co-lead for ITSMA’s global ABM Council.
Luckily for us, Bev uses her powers for good, leading ITSMA’s activities in Europe and supporting members locally. Her passion for helping marketing teams deliver results and individual marketers to build successful careers stems from her extensive experience both managing and marketing services businesses. In addition to running her own strategic marketing consultancy, Bev was previously Private Sector Marketing Director for Fujitsu Services and Managing Director, Europe for ITSMA. She has also held senior marketing roles at British Gas and Epson.
Bev holds a BSc Honours in Business & Ergonomics from Aston University and an MBA in Strategic Marketing, with distinction, from Hull University. She is also a Chartered Marketer, a Fellow of the Chartered Institute of Marketing, and a former International Trustee.
Managing Director, ITSMA
President, ITSMA Japan
President, Services Strategies, Inc.
Kohmoto-san is the managing director of ITSMA and president of ITSMA Japan founded in 1999. He is responsible for business development and research execution in Japan. He is also the president of Services Strategies, Inc., a company he founded in 1996 to advance the state of the IT services industry in Japan.
Kohmoto-san currently sits on the Board of Advisors for AFSMI and is president of the organization’s Samurai Chapter, which he co-founded in 1989. In 2007, he received the “Tom Evans Lifetime Achievement Award” from AFSMI in recognition of a lifetime of accomplishment in the services management arena.
For nearly three decades, Kohmoto-san held responsibility for services market research and strategy at Hitachi Electronics Services Co., Ltd.
Vice President and ABM Practice Co-Lead, ITSMA
With more than 40 years of experience in technology marketing, sales, and business development, Jeff brings a keen understanding of the priorities and pain points for services and solutions marketing. At ITSMA, Jeff works directly with member companies to help them take best advantage of ITSMA resources and to provide focused advisory support around go-to-market strategies for technology services and solutions, message platforms and targeted Value Propositions, sales enablement, customer advisory councils and more. Jeff led the effort to develop the current ITSMA Account Based Marketing℠ Model and works to continually develop the methodology to support and drive today’s business and marketing needs. In addition to Jeff’s role as the Practice Lead for Account-Based Marketing and leader of ITSMA’s Account Based Marketing Council, he works with member companies on Penetrating New Accounts and on Vertical Marketing strategies and programs.
Jeff started his marketing career at Digital Equipment Corporation, where, during his 18-year tenure, he created and implemented the company’s first marketing plans for both the Systems Integration and IT Outsourcing. While at Digital, Jeff was also a founding member of ITSMA and represented Digital on ITSMA’s Board of Advisors from the association’s inception in 1994 through 1996.
After his time at Digital, Jeff moved to EMC, where he created the company’s first revenue-producing professional services business. He also led the effort to create the first Consulting Service offerings for this new business. From there, Jeff was VP Marketing for Parametric Technologies Global Services. After PTC he served as Vice President of technology consulting for Wallwork Curry McKenna, a Boston-based marketing and advertising agency.
Most recently, Jeff spent the last two years designing, building and implementing the ABM program for CA Technologies in North America which involved creating integrated sales and marketing actionable campaigns.
Jeff holds a BBA in Marketing from Hofstra University and an MBA from Long Island University. He is also a graduate of the Tuck Executive Program at Dartmouth College.
Vice President, ITSMA
Lori joins ITSMA to meet the organization’s increased demand for customized consulting solutions. She previously managed ITSMA’s multi-client brand tracking studies, performance benchmarking studies, and led custom research engagements with select member companies.
Before joining ITSMA, Lori worked as a partner with CVS Health to design a baseline measurement of the company’s brand equity prior to and following its rebranding and anti-tobacco initiatives. Before that, she was at Applied Marketing Science, providing market research and consulting to solve critical business issues in new product and process development as well as litigation support. There she manage B2B and B2C primary market research projects utilizing “Voice of the Customer” and other techniques.
Earlier in her career, Lori was a director in the Services practice of the GartnerConsulting Technology Marketplace unit. There, she directed and conducted custom market research and consulting engagements ranging from product and market evaluations and assessments to competitive and strategic analyses. At Gartner, she focused especially on the organizational, marketing, financial, and operational issues affecting IT service vendors. In addition to her client responsibilities, Lori oversaw the professional development of a team of consultants. She has contributed articles to the popular trade press and has spoken at several industry conferences.
Lori holds a Bachelors of Arts degree from Wellesley College and an MBA from the University of Massachusetts at Amherst, where she was elected a member of the Beta Gamma Sigma honor society.
Director – Strategic Services, ITSMA India
As the Director – Strategic Services for ITSMA India, Rohit is responsible for ITSMA’s expansion in India including business development, member relations, and event programs. With over 16 years of experience in services marketing and brand management, Rohit will also actively contribute in identifying and customising consulting and research projects for Indian IT services members.
Before joining ITSMA, Rohit was leading corporate and brand marketing at iGate-Patni (formerly Patni) particularly the brand globalization, influencer & customer relationship marketing and digital strategic roadmap. Prior to Patni, he had 8+ years stint in brand planning, account and media management at IPG, WPP, Omnicom and Hakuhodo group agencies. Rohit also founded 3pointlight – a brand and communication consulting firm.
A physics graduate with a post graduate degree in Marketing Management, he also has management excellence certification from IIM – Ahmedabad. He can be reached at (+91)9820217372.
Though she spent most of her adult life living in London and Paris, Nicole is a California girl at heart. Quietly contemplating the Pacific, she finds, is a nice counterpoint to her professional occupation. Nicole is responsible for managing the editorial calendar of ITSMA member research as well as researching, producing, and editing a variety of content including articles, reports, case studies, presentations, and videos.
After nine years as a Gartner analyst and eight years in various marketing roles at Fujitsu and Equinix, Nicole jumped at the chance put her research skills and first-hand experience to work for ITSMA members. She joined the team in 2014.
Nicole graduated with honors from the University of California, Berkeley with a B.A. in Political Economy of Industrial Societies and completed an accounting and financial analysis program at the London Business School.
Anna is responsible for designing, conducting, managing and delivering custom research projects, and researching and writing membership content. She has conducted numerous brand awareness studies, voice of the customer/satisfaction/loyalty surveys, benchmarking analyses, buyer wants and needs evaluations, and value proposition testing.
Anna has been in market research since 1994. She has expertise in qualitative and quantitative data collection and analyses for a wide range of technology and professional services clients.
Prior to ITSMA, Anna was a consultant in Gartner’s Market and Business Strategy Consulting group where she conducted custom research and consulting projects, authored white papers, conducted vertical analyses, and assisted corporations with their partner and alliance programs.
Anna received a BA in political science from Syracuse University and a master’s degree in Pacific International Affairs with a specialization in international management and Latin America from the University of California, San Diego. She is also an avid yoga instructor and practitioner.
Director, Client Engagement
As Director, Client Engagement with ITSMA, Dirk’s responsibilities include Client Relations with ITSMA members, as well as New Member Development for North America. Dirk also oversees Event sales and sponsorships.
Dirk has been with ITSMA since its inception in 1994, where he worked with the founder handling events sales; then managed a team for event sales; he then led membership sales and built the corporate member base to over 100 companies.
Dirk has a Bachelor of Arts degree in English from University of Iowa, where he graduated from the Undergraduate Writers Workshop; he also conducted a year-long studies program at the Sorbonne in Paris, France, and studied music at the Musicians Institute, in Los Angeles, California. Dirk is married and has four children.