Online Briefing:
Getting Close to the Customer:
Adventures in Field Marketing

19 June 2001
12:00 - 1:00 p.m. ET
(free for ITSMA members)

The best performing IT services marketers centralize marketing strategy and processes, but build strong field capabilities to execute locally. Striking the right balance between headquarters and the field is not easy. But all the electronic tools in the world mean little if you don't continue to get as close as possible to your customers. Join Rob Leavitt, ITSMA's director of member advocacy, for a timely discussion of best practices and benchmarks for field marketing strategies and tactics. Rob will present ITSMA's latest research findings on field marketing, and highlight specific examples of how IT services marketers are working to increase field marketing efficiencies and returns amid the current economic slowdown.

Robert Leavitt is Director of Member Advocacy at ITSMA, and oversees the development and delivery of all research, online briefings, news, and information services provided to members as part of their membership. He serves as the voice of ITSMA's growing membership within the company, and leads all efforts to insure that members receive the maximum possible value from ITSMA's varied offerings. Rob is also ITSMA's "cause" champion, leading the company's participation and support of local, national, and global causes.

Since joining ITSMA in 1999, Rob has authored numerous ITSMA research studies including a Focus Report on Building Brand Loyalty, Best Practice Case Studies on companies such as Cisco Systems, PricewaterhouseCoopers, and AGENCY.COM, and topical Updates on Cause-Related Marketing and Strategic Philanthropy. Rob edits ITSMA's monthly E-ZINE newsletter, and frequently writes commentaries on services marketing news and trends. He is a regular speaker at ITSMA events and online briefings.

Prior to joining ITSMA, Rob owned his own consulting firm, specializing in research services, business and project development, and public relations for corporate and nonprofit clients. He has also managed research and professional training programs at New York University, Harvard University, and other organizations, and has designed and led media projects in more than a dozen countries. Rob also serves on the board of directors of the Public Education Center, a media organization in Washington, DC. Rob holds a Bachelor's degree in History from the University of Pennsylvania where he graduated Magna cum Laude, and a Master's in Political Science from MIT. Leavitt is married and has two children.

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. They are presented every three to four months depending on the association calendar, holidays and the like. 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. This can be done at the speakers office or home as long as two telephone lines are available, one for the audio and one for the Internet connection. 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. They also manage the question and answer session by giving each questioner access to the phone line to communicate with the presenter.

Technical Requirements

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.

You will be provided with a pass code and dial in number 24-48 hours prior to the briefing.

The technical requirements for receiving this ITSMA seminar are:

Fees and Registration

Aside from the telephone call, the fee for the presentation is complimentary for active ITSMA members, and $195 for all others.

Note: Registration is on a first-come/first-served basis. You must register by 5:00 p.m. ET, Monday, June 18, 2001.