Web Briefing

Tackling the Primary Impact Points for Sales Enablement and Productivity

March 16, 2010
8:00 am Pacific – 11:00 am Eastern – 15:00* London (Duration: One hour)

(Free for ITSMA members)

*Not yet adjusted for daylight savings time (DST)

Overview

2010 is a year of marketing transformation and one area that remains at the top of the priority list is sales enablement. Marketers have made progress in trying to reduce the cost and effort to move opportunities through the buying process, but the fact remains that most sales teams and business development resources still spend more time on marketing related activities than they should.

According to ITSMA’s 2009 Sales Enablement survey, sales people and business developers averaged 23% of their time on indirect selling activities that were almost all marketing related. A number that high should be unacceptable to senior management. Part of the problem is that companies have cut marketing funding and resources that are needed to enable sales. The other part involves marketing’s need to focus the resources it does have on the areas that will have the greatest impact.

So what are the primary impact points to improve sales enablement? ITSMA has identified five areas critical for high performance in sales enablement that will be discussed in this briefing. They include:

• Marketing and Sales Integration
• Sales Process Clarity
• Lead Generation Maturity
• Sales Tool Alignment
• Collaborative Account/Territory Planning

In this Online Briefing, Dave Munn will discuss how to find out what separates high performers from average performers in sales enablement. You will also hear from members who will provide insight on where they have had the greatest impact on sales and how they approach sales enablement. In a year where marketers are focused on transformation, don’t miss out on this critical briefing.

This Briefing is complimentary for ITSMA members and $195 for nonmembers.

Presenter

David C. Munn
President and CEO
dmunn@itsma.com

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.

Guest Speakers

Ed Daly
Senior Director, Field Enablement & Marketing, Cisco Systems.

Ed Daly is Cisco Service’s Senior Director or Field Enablement & Marketing. He and his team are responsible for accelerating sales growth through field enablement and marketing strategy/initiatives that support Cisco’s business strategies and drive customer, as well as partner, success. In addition, Ed’s team is responsible for all sales planning and operations from business and financial planning. He has an MBA from the J. L. Kellogg Graduate School of Management at Northwestern University and a B.S. in chemistry from the University of Illinois.

Charles Brower
US Director of Marketing for  Information, Communications & Entertainment Industry Segments, KPMG

Charles Brower joined KPMG in March 2005 as the US Director of Marketing for the Information, Communications & Entertainment industry segments where he directs all Marketing, Communications and Sales initiatives for this $1.0B line of business.

His background includes post-graduate education in Psychology, consumer advertising account management experience with J. Walter Thompson, a year-long stint with an online startup during the dotcom boom and more than 18 years in professional services marketing.  He recently led the US marketing team for Deloitte’s middle market IT consulting practice – building successful alliance channel programs, leading strategic marketing communications efforts, creating brand awareness and messaging campaigns and helping the group grow from $120 million to over $300 million in revenue.

Charles has been a member of the Contemporaries board at the Museum of Contemporary Art (MOCA) in Los Angeles, past president the SMU Alumni Association, a member of the board of the LA Chapter of the American Red Cross and has successfully completed the Skip Barber SCCA racing school at Laguna Seca.  He currently resides in New York City with his wife Wendy Miles.

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. 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 BT Conferencing. All participants are required to test their browsers 24-48 hours prior to ensure compatibility. This test can be done by clicking here: Check your system. You will receive a pass code and dial in number three business days prior to the briefing.

Technical Requirements

The technical requirements for this ITSMA online briefing are:

• Direct or dial-up Internet connection of 56Kbps or higher.
• A separate telephone line to access the audio teleconference.
• If participating from your company, ask about your company’s Internet Firewall 48 hours prior to the event. This will enable your IT technician to reconfigure your connections if necessary to ensure access to the Internet portion of the briefing.
• No plug-ins or software downloads are required.
• System Requirements: Windows 2000 or higher, Internet Explorer 6.x or greater, Netscape 7.2 or later. The following operating systems will work with limitations: Windows 98 SE, NT Server or Workstation 4.0, Mac OSX 10.3 with Safari 1.2; Solaris 9 with Netscape 7.0 or Mozilla 1.4, Sun JVM 1.4.2.

Fees and Registration

Aside from the telephone call, the fee for the presentation is complimentary for active ITSMA members, and $195 per location for non-members.

Note: Registration is on a first-come/first-served basis.