ITSMA Newsletter Add-ins 2010-04-06
Participate in Our Joint Lead Generation Research with RainToday
ITSMA and RainToday have teamed up and launched a new B2B services lead generation survey. Participants will receive a free report. To the survey.
Calling All Innovators: Enter the ITSMA Marketing Excellence Awards
Has marketing helped lead your company out of the downturn? Tell us how. Submit an entry today for the 2010 Marketing Excellence Awards program. New categories include Marketing with Social Media, Senior Client Engagement Programs, and Developing and Launching New Offerings. For a complete list of this year’s categories and to download an application, go to http://www.itsma.com/news/mea/.
Ask ITSMA: How Should Marketing Support Sales Bids?
By Dave Munn, President and CEO, ITSMA
Each month, ITSMA receives a number of queries through Ask ITSMA, a resource designed to give members a quick and easy way to get insight on important services and solutions marketing questions they face. In this column, we will publish some of our favorite questions, along with excerpts from our replies.
Q: Do you have any research available on how organizations support sales bids?
A: Most bid response groups sit in the sales organization and have their own resources for managing bid responses. Those groups rely on marketing for references, competitive intelligence, and the like. Most companies track win/loss data, sole-source bid data, follow-on business, cost of sales pursuits, referrals, and so forth to help measure how well they are doing with their bid management groups.
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| Do you have a sales or marketing question? Visit Ask ITSMA to access our experience, insight, and research results. |
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Services Marketing News
HP bets on services, Wipro focuses on its American strategy, and we offer suggestions for how marketers can reach CIOs.
- HP’s Hurd declares the importance of services; now come the challenges of following through.
- Wipro says it plans for at least 50% of its US staff to be American.
- Which providers will buy their way into the economic stimulus for electronic medical records?
- How UPS’ CIO has moved beyond the traditional IT role.
- Measuring User Influence in Twitter: The Million-Follower Fallacy.
- InfoWeek’s top-10 strategic vendors.
- Marketers can help themselves and their customers by changing the language CIOs use for IT.
- What CIOs want from marketers: Learn a little bit about my business and me.
For up-to-the-minute services marketing news, follow ITSMA on Twitter: @itsma_b2b.
Upcoming ITSMA Events
To view all events, please go here.
Avoiding the Social Media Silo: How to Integrate Social Media into Your Marketing Strategy
In-Person Briefing (Free for ITSMA members)
April 7, 2010
12:00–2:00 pm PT
Hyatt Regency, Santa Clara, CA
(A complimentary lunch will be served)
Attend ITSMA’s In-Person Briefing to learn how to use social media to complement—rather than compete with—existing strategies and tactics. Using ITSMA research data and in-depth case studies from successful B2B social media practitioners, we will discuss the skills, processes, tools, and thinking needed to make social media a valuable piece of the marketing strategy. Register here
Building the Business Case for Social Media in B2B Marketing
Social Media Workshop
May 5, 2010
London, UK
Attend ITSMA’s Social Media workshop to learn how to use social media to complement—rather than compete with—existing strategies and tactics. Using ITSMA research data and in-depth case studies from successful B2B social media practitioners, you will learn the skills, processes, tools, and thinking needed to build the business case for social media, to review and develop your social media activity, and to make it a valuable piece of your marketing strategy. Sign up today!
Communicating Business Transformation in the Public Sector
Roundtable
May 19, 2010
12:00–3:00 pm London Time
London, UK
Business transformation by its very definition implies a major change in the way services in the public sector are approached, and with that change comes the need for new thinking. At this ITSMA round table we will be joined by Karen Bridges, Head of Business Transformation for Birmingham City Council, and Doug Maclean, Managing Director of SocITM Consulting, who will provide some valuable insights on how they are approaching business transformation, and addressing the communication challenge. More information
ITSMA’s 2010 Marketing Leadership Forum: The New Vision for Marketing
May 25-26, 2010
Westin Verasa, Napa, CA
(Welcome Reception Evening of May 24)
Join us as we explore the topics shaping marketing. To do this, we’ve invited several experts to join us to share their experiences, mini-case studies, practical tips, future trends, and well-grounded research insights. ITSMA’s 2010 Marketing Leadership Forum will provide ample learning in a peer-sharing environment conducive to sharing new ideas and proven approaches. Register by April 16 for the best rate!
ITSMA Featured Research
Join Our Professional Services Brand Study
How strong is your brand? ITSMA is working on the 2010 Professional Services Brand Study
View the prospectus
Services Marketing Budgets and Benchmarks: 2010 Budget Allocations and Trends
This report delivers a detailed look at the state of the services marketing profession as it exists in early 2010. It provides data on services marketing budgets, budget allocations, and marketing priorities from a range of companies across the technology and consulting industries.
Get more information.
Recent ITSMA Thought Leadership
Tackling the Primary Impact Points for Sales Enablement and Productivity
This online briefing identifies and discusses the five areas critical for high performance in sales enablement. The briefing was led by ITSMA’s Dave Munn and includes presentations from Ed Daly of Cisco and Charles Brower of KPMG.
Listen now
Why Marketers Need to Rethink Their Mix and, Ultimately, Their Operations
Marketers are struggling to add social media strategies on top of already stretched marketing budgets and lean staffs. As McKinsey’s David Edelman proposes in this ITSMA Viewpoint, maybe it’s time to start thinking differently rather than just trying to add more.
Read it now
How IBM Uses Analytics to Predict Marketing Success
Would you like to be able to predict whether a particular marketing tactic will work before investing money in it? In this Viewpoint, Katharyn White of IBM discusses how the company uses analytics to evaluate the effectiveness of marketing in its various geographies.
Read it now
