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Online Briefing |
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Marketing and the Bottom Line: January 18, 2005 Registration Closed Amid the new buyer-led reality, technology service and solutions firms need to change the way they market and sell…or risk being left behind. With more demanding, proactive, and skeptical customers, companies relying on traditional product-oriented, mass marketing are failing to gain traction in the marketplace. Marketing leaders need to adopt more services- and solutions-led techniques to make a greater impact on the bottom line. Join ITSMA's Dave Munn, president and CEO, and Julie Schwartz, senior vice president and chief research officer, for their annual review of the most important trends and priorities in marketing services and solutions. Dave and Julie will explore marketing's changing role and the most significant contributions that marketing can make to growth and profitability. In particular, Dave and Julie will address such issues as:
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David C. Munn 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 U.S., 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. |
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Julie Schwartz Julie oversees ITSMA's thought leadership development and custom research. She has authored numerous reports and articles on technology services trends, marketing, branding, and sales topics, and is a frequent speaker at public events and client meetings. Julie created ITSMA's Solutions Roadmap and Services Competency Assessment, developed a balanced scorecard approach to measuring services marketing performance, and designed ITSMA's 360° brand assessment research, which helps companies better understand how their brands are perceived by customers, prospects, partners, employees, and influencers. Prior to joining ITSMA in 1996, Julie was an analyst with State Street Research. Earlier, Julie was the director of professional services research for Dataquest and manager of research for The Ledgeway Group. Julie holds 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. |
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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 Connex International. All participants
are required to test their browsers on Connex International's Website
24-48 hours prior to ensure they are ‘Java-enabled’. This
test can be done at www.connexpresents.com, by clicking on the "Equipment
Check" icon. The technical requirements for this ITSMA online briefing are:
Aside from the telephone call, the fee for the presentation is complimentary for active ITSMA members, and $95 per location for non-members. Note: Registration is on a first-come/first-served basis. You must register by 5:00 pm ET, January 17, 2005. 
About ITSMA
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