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"In today's economy, market forces will quickly separate companies
that have efficient, solutions-oriented sales engines from the rest. Companies
that developed bad habits in managing its channel partners, and did not
invest in activities such as upgrading their sales force, or in developing
client-focused sales tools are suffering the consequences."
—Stephen T. Hurley, vice president, Learning & Performance
Excellence
Focus of Event
Over the past few quarters, most IT and networking companies have seen
their sales take a dive—indeed, many have plummeted to lows that
they haven't seen for years. We all know the litany of reasons cited—industry
oversupply, hyper-inflated capital markets, faulty products, loss of client
confidence, etc.
Regardless of the reasons why, your companies are often fixed on a single
fix—get the sales force to be more productive. This forum
may not be the "silver bullet" that you would like to get, but
we are confident that you will leave with at least a couple of new ideas,
tools, or best practice examples that will help you and your sales team
get back on track to growing your company's revenue.
For the third consecutive year, ITSMA will bring together key managers
and executives responsible for supporting and/or directly generating sales
revenue. This exclusive event will provide an intensive learning experience,
with practical, implementable ideas presented by speakers representing
ITSMA member companies who will provide insights into best practice activities.
In addition, ITSMA senior managers will present the results of its sales
effectiveness surveys and research, and host the Day Two workshop.
We urge you to mark the dates on your calendar today. If you are responsible
for supporting the sales activities of your company, either as a marketing
manager, a sales manager, or a business development professional, you
cannot afford to miss this event. Help your company pull out of this economic
downturn faster than your competition with a better chance for sustained
growth!
On Day One, industry experts from Cisco, IBM Global Services, Deloitte
Consulting, BMC Software, Sun Microsystems and other leading companies
will share their experiences and lessons learned that will help accelerate
your revenue growth.
On Day Two, ITSMA will deliver a workshop based on its highly acclaimed
"Client-Centric Selling" course. Participants will review how
to use a proven relationship-selling model as the basis for using sales
tools to support face-to-face client interaction. The workshop objective
is to review the model and apply it to your companies' specific needs.
Who Should Attend
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.
D A Y 1
F O R U M [August 22]
Best Practice Case Study Presentations and Interactive
Discussion
This 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. The forum will be hosted by Stephen Hurley, who will present
ITSMA 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.
Topics covered will include:
- How to Successfully Select and Implement a CRM System
- Managing and Growing Large Accounts
- Driving Sales Through Thought Leadership
- Developing Effective Interactive Sales Tools
- Using the Internet to Increase Sales Efficiency
- Building Bridges Between Sales and Marketing
F O R U M A G E N D A
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Wednesday, 22 August 2001
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7:30 a.m.
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Continental Breakfast & Registration
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8:30 a.m.
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Welcome and Opening Remarks:
Introduction and ITSMA Insights Into Selling Services
Stephen Hurley, Vice President, Learning & Performance Excellence,
ITSMA
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9:00 a.m.
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Research-based Marketing via the Internet
Jeff Lowe, Manager, Brand Communications, BMC Software
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10:00 a.m.
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Networking Break
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10:15 a.m.
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Using the Internet for End-to-End Services Selling
Rick DeTurck, Director, Integration Marketing, Service Provider
Division,
Cisco Systems
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11:15 a.m.
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ITSMA Research: The Role of the Internet for Selling Services
Group Discussion, ITSMA
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12:00 p.m.
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Lunch
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1:00 p.m.
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Managing Complex Opportunities -- Simply
Lyn Trodahl, Director, CRM Reengineering & Deployment,
IBM Global Services
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| 2:00 p.m. |
Using an Effective Thought Leadership Program to Sell Services
Anne Baxter, Global Director, Deloitte Research, Deloitte Consulting
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3:00 p.m.
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Networking Break & Refreshments
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| 3:15 p.m. |
Leveraging the Channel for Greater Services Sales
Sandy Anderson, Senior Director, Strategy & Integration, Global
Services Sales, Sun Microsystems
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| 4:15 p.m. |
ITSMA Research: Sales
Force Effectiveness
Group Discussion
Steve Hurley, Vice President, Learning & Performance Excellence,
ITSMA |
| 5:00 p.m. |
Closing remarks |
| 5:30-6:30 p.m. |
Networking Reception |
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D A
Y 2 W O R K S H O P [August
23]
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.
W O R K S H O P A G E N D A
Workshop Leader
Steve Hurley, vice president, Learning & Performance Excellence,
ITSMA. Steve manages ITSMA's Learning & Performance Excellence
activities, including custom education programs, public programs, and
the Services Marketing Professionals Program. Since joining ITSMA, Steve
has worked on custom sales programs for over a dozen major IT and networking
companies. He came to ITSMA after spending over a dozen years with a major
international management consulting firm, Arthur D. Little. His experiences
in managing a professional services practice, as well as designing sales
training programs for Arthur D. Little's nearly 2,000 consultants worldwide,
has provided him with the insights to help ITSMA's members excel at services
and solutions selling.
Event Sponsor
Event sponsorships are still available. Please visit the sponsorship
section of the website, or contact Rich Staples at +1-781-862-8500,
ext. 17 for more information.
R E G I S T R A T I O N I
N F O R M A T I O N
| Event Date: |
22-23 August 2001 |
| Member price: |
$1,595 2 days (Forum and Workshop)
$795 1 day (Forum OR Workshop) |
| Non-member price: |
$1,995 2 days (Forum and Workshop)
$1,095 1 day (Forum OR Workshop)
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(Register online and receive a 5% discount)
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If payment is not received by the start of the forum, a credit card
or other form of payment will be required for admittance. |
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| Event Location: |
The San Francisco Marriott Fisherman's Wharf is located in the
heart of Fisherman's Wharf, and within walking distance to all the
great sights of San Francisco including Ghirardelli Square, Pier
39, Nob Hill, Chinatown, and North Beach. The hotel is located 15
miles from San Francisco International Airport and 30 minutes from
Oakland International Airport.
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San Francisco Marriott Fisherman's Wharf
1250 Columbus Avenue
San Francisco, CA 94133 |
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Reservations: +1-415-775-7555
Fax: +1-415-474-2099 |
Accommodations:
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Hotel accommodations are the responsibility of the registrant. A
block of rooms has been reserved on a first-come, first-served basis
at The Marriott San Francisco Fisherman's Wharf. Request a room assignment
for the ITSMA Conference to take advantage of the special rate. Attendee
room rates are available until August 1, 2001.
Check In Time: 4:00 p.m./Check Out Time: 12:00 p.m. |
| Room Rates: |
$235 Single/Double Occupancy per night. |
Fee includes: continental breakfasts, luncheons, handouts, workshop
materials, and a special networking reception to be held Wednesday evening,
22 August.
ITSMA reserves the right to make changes or substitutions to this event.
Dress code is business casual.
Cancellation Policy
Any cancellations or substitutions must be in writing and forwarded to
ITSMA, One Militia Drive, Suite 4, Lexington, MA 02421 or via e-mail to
cjefferson@itsma.com.
You may cancel your enrollment without penalty up to five business days
before the start of the event. A $250 administration fee will be imposed
for cancellations received after this date. Nonattendance without cancellation
will incur the full conference fee. Substitutions approved by ITSMA are
permitted up to the start of the conference.
Satisfaction Guarantee
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.
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