Focus
of Event
Companies that survive in the new services
economy will need to do a better job of selecting the "right"
sales opportunities. They must learn how to integrate multiple sales channels,
from dedicated services sales and product sales forces to third party
channels, telesales, and the web. They will need to provide sales tools
and training for each! They’ll need to quantify value delivery in
each channel, while also improving their client/employee loyalty management
skills.
A tall order? Absolutely—but very
doable. ITSMA has orchestrated this two-day event to address these issues
by leveraging the in-depth knowledge and experiences of leading services,
sales, and marketing practitioners on the first day—plus an insightful
workshop led by senior ITSMA executives on the second day, covering
the topic of client-centric selling.
All speakers will touch on different aspects
of the services selling system and those strategies/systems/approaches
that have led to increased sales effectiveness for services. Topics
will range from lead development, opportunity selection and pursuit
to sales processes, productivity tools, training, and follow-up client
reference management.
Who
Should Attend
BACK TO TOP
This event will be valuable for individuals
and teams responsible for services sales, business development, new
services roll-outs, sales support, and services marketing. Day Two is
targeted specifically to those focused on marketing and selling value-added
and professional services.
Day
1 Forum [August 15]
Case Studies in Leveraging
Sales Channels
Best Practice Case Study Presentations
and Interactive Discussion
The first day forum has been designed
to provide a combination of best practice case examples—given by
leading companies in IT services—with dynamic interchanges between
speakers, attendees, and peers in an open setting. ITSMA will present
insights on the critical areas influencing services sales performance.
The combination of real company case discussion, ITSMA knowledge, insight
and structured peer-sharing guarantees an intensive and powerful learning
experience.
Presenters will discuss three key themes:
- Integrating multiple sales channels
for maximum results
- Utilizing online or Internet-based sales
tools to increase sales rep productivity
- Quantifying the value of services you
will deliver to increase client confidence and selection
Presenters
Tim
Mead, Senior Vice President & Chief Marketing Officer
Cambridge Technology Partners
Leveraging Clients as Part of Your Communications Strategy
Tim will discuss the value of including clients and client success stories
as part of your marketing and communications activities. Given the importance
of references and recommendations in the professional services world,
Cambridge Technology Partners has invested in developing client relationships
to build awareness for their offerings.
Tom Sadtler, Director, Marketing Programs
Compaq Services
Using TCO to Move from Transaction Based to Consultative
Selling
Tom will discuss the rollout and adoption of a new
consultative sales methodology within Compaq Services' centered around
helping companies improve their total cost of ownership (TCO) of IT
assets, processes, and people. He will share marketing's roll in helping
make this approach successful and the challenges and obstacles that
they have overcome to make this "the" model for selling products
and services in the future.
James W. Cortada, Director,
Client Service Leader Program
IBM Global Services
Taking a Client Service Approach to Managing Complex Opportunities
with Large Accounts
Jim will discuss the launch and implementation of IBM Global Services
new Client Service Leader program which was created to improve the management
of complex portfolios of offerings to IBM's largest service clients.
As the leader of this program in the Americas, Jim will share the objectives
of why this new "account management" team was created, how
it is structured, the profile of the Client Service Leaders, some of
the early results, their lessons learned in the process and much more.
Joe Zeccardi, Director of Sales Productivity
Lucent NetworkCare Professional Services
Organizing for Sales Productivity - Leveraging Sales Tools to Increase
Service Sales Results
Joe will discuss the new go-to-market coverage model at Lucent NetworkCare
Professional Services for services, and highlight numerous sales tools
that were designed to help increase overall sales effectiveness in the
Enterprise and Service Provider markets.
Michael Peters, Partner, Americas Theatre
Marketing & Sales
PricewaterhouseCoopers Management Consulting Services
Creating the Sales Model of the Future in a Partner-Centric
Culture
Mike will discuss the evolution of PwC's direct sales
force model to complement the more traditional partner-centric client
service approach used within Big Six consulting firms. He will share
the background, integration process, key success factors, and future
of this newly formed organization.
Rick DeTurck, Director of Sales Development,
Enterprise Services
Sun Microsystems, Inc.
E-Enabling Service Sales: Using Online Tools to Increase
Sales Results
Rick will discuss the evolution of Sun's services sales model and the
online use of SunWeb to help support field, teleweb, and channel services
sales resources to become more productive.
Mike Wethington, President & CEO
Synet
The Risks and Rewards of Guaranteeing
Business Results of Complex IT Consulting Projects
Founded in 1991 Synet, has pursued an aggressive approach to pricing
and guaranteeing results to expand their enterprise systems and IT infrastructure
consulting business. Mike Wethington, the founder and CEO of the company
will discuss the evolution of their results-oriented approach and the
sales and delivery related issues they have overcome to help generate
a 70 percent compound annual growth rate since their inception.
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ITSMA
Services Sales Effectiveness participants please join Julie Schwartz
in an informal discussion after our first day of speakers. We
will update you on the program, discuss the next set of deliverables,
and facilitate a discussion around the research findings.
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Day
2 Workshop [August 16] BACK
TO TOP
Client-Centric Selling
This popular ITSMA workshop will address
how marketing can improve the effectiveness of both the services sales
force and sales channels. It introduces marketing tools and programs
that make services easier to sell while indicating how to align marketing
with sales efforts.
Workshop Agenda
- Learn the nine critical differences
between selling products and services.
- Craft a compelling and measurable
value proposition based on the client experience.
- Apply a five-stage client relationship
development model that focuses on clients’ buying criteria.
(Based on extensive ITSMA research into how clients buy IT and telecom
services.)
- Use value-based sales tools to
move clients along the relationship spectrum.
- Position services (and products) to
present clients with a solutions-based
offer.
Workshop
Leader BACK
TO TOP
Steve Hurley, Vice President, Learning
& Development, ITSMA. Steve manages ITSMA's Services Marketing
Institute, custom education program and leads all ITSMA courses. He
came to ITSMA after spending over 15 years with a major international
management consulting firm, Arthur D. Little. His experiences in developing
a large practice in professional services and working with clients,
will provide excellent insights into the core issues of marketing and
selling intangibles. Steve was also responsible for designing sales
development training programs for Arthur D. Little's 3,500 employees
worldwide.
Schedule
and Dress Code BACK
TO TOP
| TUESDAY,
AUGUST 15 |
|
| 7:30 a.m.–8:30
a.m. |
Registration
and Continental Breakfast |
| 8:30 a.m.–4:30
p.m. |
Forum Schedule |
| 4:30 p.m.–6:15
p.m. |
Networking
Reception |
| WEDNESDAY,
AUGUST 16 |
|
| 7:00 a.m.–8:00
a.m. |
Registration
and Continental Breakfast |
| 8:00 a.m.–4:00
p.m. |
Workshop Schedule |
Dress code: business
casual.
Event
Sponsor BACK
TO TOP
ITSMA would like to thank Evolve
for their sponsorship of this event. Their support and continued involvement
with ITSMA is much appreciated.
Location
BACK
TO TOP
The event will be held at The Fairmont
Copley Plaza in Boston, Massachusetts. Please contact the hotel directly
for room reservations and ask for ITSMA's special rate of $189 per night,
available until July 24, 2000. For other area hotels, please contact
the concierge at the Fairmont.
The hotel is located at:
138 St. James Avenue, Boston, Massachusetts 02116
Phone: +1-617-267-5300
Fax: +1-617-375-9648
Fees
and Registration BACK
TO TOP
|
ITSMA
Members |
Non-ITSMA
Members |
| Two-Day Event |
$1,495 |
$1,995 |
| Forum or Workshop only |
$795 |
$1,095 |
Fee includes: continental breakfasts,
luncheons, handouts, workshop materials, and a special networking reception
to be held Tuesday evening, August 15.
Cancellation
Policy BACK
TO TOP
Any cancellations or substitutions must
be in writing and forwarded to ITSMA, One Militia Drive, Suite 4, Lexington,
MA 02421, or via email to cjefferson@itsma.com.
You may cancel your event enrollment up
to August 8, 2000 without penalty. A $250 administration fee will be
imposed for cancellations received after this date. Nonattendance without
cancellation will incur the full event fee. Substitutions approved by
ITSMA are permitted up to the start of the event.
Satisfaction
Guarantee BACK
TO TOP
ITSMA guarantees your complete satisfaction
with this event. If, however, you are not satisfied, we will provide
you with a full refund of your money or provide a credit towards another
offering. Telephone: +1-781-862-8500, Fax: +1-781-674-1366, Email: info@itsma.com.
Please note: ITSMA reserves the right to make changes or substitutions
to this event.
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