Engagement Roadmap

How to Maximize Your Value with ITSMA

This step-by-step plan shows you how ITSMA will work with you to help you get the most out of our insight, community, and advisory services.

Step 1. Member Engagement Planning

Upon joining ITSMA or renewing your program, your engagement director will schedule time to begin your annual planning process.

During the meeting, your engagement director will walk you through a planning guide to better understand how membership can help you with your:

Company, marketing, and sales objectives
Marketing strategy and programs
Team and individual professional development
Marketing research and thought leadership
Peer community relationship growth

This discussion will enable ITSMA to craft a customized engagement plan that maximizes the benefits available to you, your team, and your entire organization.

After completing an engagement plan, it’s time to make sure everyone on your team and within your organization is aware that they have access to ITSMA resources, including:

Our Online Library containing hundreds of marketing, sales, and strategy whitepapers; along with tools, briefings, and best practice case studies
Regular web briefings and local events
“Ask ITSMA” inquiry service
ITSMA’s monthly Marketing Strategist newsletter
Client rates for ITSMA workshops and conferences
Chris Koch’s Blog. Technology Sales and Marketing Strategy: ITSMA’s blog on what’s working, what’s not, and what’s next

Your engagement director will support your efforts to inform your team with ideas and templates for internal promotion.

Step 2. Schedule Insight Time

The second step in the engagement process is scheduling Insight Time, a free* presentation, webinar, mini-workshop, or strategic review on the topic of your choice.

Clients use Insight Time to address challenges in a variety of areas, such as:

Developing marketing strategy and plans
Launching new offers
Refining value propositions and messaging
Managing customer relationship programs such as councils, executive events, and reference management
Exploring best practices (e.g., thought leadership marketing, Account-Based Marketing, or demand generation)
Reviewing services and solutions portfolios

*Up to 4 hours of Insight Time (for Category 1 & 2 clients) or up to 2 hours of Insight Time via phone (for Category 3 & 4 clients)

Insight Time is organized at the discretion of the Executive Sponsors at client organizations. Each client organization is able to utilize its Insight Time during the annual program term. There is no fee associated with your annual Insight Time (beyond travel expenses for ITSMA experts, if applicable).

Step 3. Access Events & Research

As part of your engagement plan, ITSMA will identify specific events and research studies that will be beneficial for you and your team.

Clients may elect to participate in:

Give-to-get benchmarking studies
Sponsored brand tracking studies
Client surveys on a wide range of topics

Select events include:

Marketing Leadership Forum
A wide array of Web and Lunch or Breakfast Briefings
Annual Marketing Conference

Step 4. Get Expert Advice and Consulting

To gain even more value, it’s important that you and your team members are proactive about reaching out for support from ITSMA experts. Just a few of the ways we can help to achieve your marketing goals include:

Conducting a Services Marketing Competency Assessment for up to 12 members of your team to evaluate their proficiency and help you shore up your professional development programs
Responding to queries through our “Ask ITSMA” inquiry service

In addition, our hands-on consulting practice can help you and your team to achieve quantifiable marketing, sales, and business results in a number of areas, including:

Go-to-Market Strategy, Implementation, and Measurement
Brand Positioning and Differentiation
Portfolio Management and Rationalization
Solutions Strategy and Marketing
Account-Based Marketing
Customer Relationship Programs
Sales Enablement

Consulting services are available at an additional fee.

Step 5. Value Review

At any time, your engagement director can put together a comprehensive report that outlines the activities you and your team participated in during the year.

Together, we will review the customized member engagement plan created in Step 1 and evaluate how well your goals were met. The value review process will spur thinking about your goals for the upcoming year and how ITSMA can help you achieve them.

More Information

Contact your account manager for more details or +1-781-862-8500 or send an email to info@itsma.com.

ITSMA specializes in helping companies market and sell services and solutions. As part of our annual client program we work with the world's leading technology, communications, and professional services firms to generate new business, strengthen customer loyalty, and increase brand differentiation. Through research, consulting, training, and community we provide the insight companies need to improve marketing impact, sales performance, and business results. ITSMA is based in Lexington, Massachusetts, and has offices in the United States, the United Kingdom, and Japan. Learn more at www.itsma.com.