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Member Benefits

The technology industry today is grappling with a dramatic shift in the way customers evaluate, select, and purchase technology. Marketing leaders, strapped for time and budget, are expected to keep pace with these changes.

ITSMA, a membership community for technology services and solutions marketers, provides the insight, community, and advisory guidance you need to successfully go-to-market in today’s hypercompetitive marketplace.

Membership Objectives	[TOP OF PAGE]

As a technology marketer charged with growing a services or solutions business, you are faced with a number of challenging realities:

• Traditional marketing and sales approaches are less and less effective
• Customers are less loyal and more skeptical of vendor claims
• Marketing is under constant pressure to prove its strategic value to the organization

To help you meet your marketing goals in today’s competitive climate, ITSMA is dedicated to providing best practice insight, an active leadership community, and hands-on advisory guidance around the unique requirements for marketing services and solutions.

To ensure membership value, ITSMA works with member companies to craft customized programs geared directly to the top challenges facing each organization.

Membership Priorities	[TOP OF PAGE]

Membership activities are focused on the challenges identified by members each year as most essential to services and solutions success. In 2010, ITSMA research will focus on business challenges such as:

• Integrating Social Media into Marketing and the Business
• Increasing Sales Productivity: Sales Enablement Strategies and Tactics that Deliver
• Thought Leadership: Using Ideas to Establish Differentiation and Spark Epiphanies
• Exploiting New Delivery Models and New Offerings
• Globalizing Marketing and Penetrating Emerging Markets
• Marketing’s Role in Strategic Partnerships, Mergers, and Acquisitions

Insight	[TOP OF PAGE]

Membership includes access to ITSMA’s industry-leading research and insight on marketing and sales trends and best practices. Specific benefits include:

• Annual benchmark research on marketing budgets and priorities, as well as sales performance
• Ongoing coverage of marketing and sales best practices and trends, including Case Studies, topical Updates, executive Viewpoints, and newsletter reports
• Ongoing insight into buyer perspectives and behavior for services and solutions
• Unlimited organizational access to ITSMA’s online member library of more than 300 reports, briefings, and tools on a wide range of marketing and sales issues
• Membership rates for ITSMA multiclient research studies*

Community	[TOP OF PAGE]

Members participate in a community comprised of marketers from the world’s top technology, telecom, and services companies. The ITSMA community enables members to share ideas and challenges and learn from industry leaders. Specific benefits include:

• Executive-level roundtables and forums in North America and Europe
• Complimentary seat to annual conference in North America or Europe
• Access to participation in Executive Councils
• Unlimited organizational access to Web briefings and local breakfast and lunch briefings
• Membership rates for ITSMA workshops and conferences*
• Access to ITSMA’s Services Marketing Professional Program*

Advisory Guidance	[TOP OF PAGE]

Members take advantage of personalized advisory support from ITSMA experts on critical marketing and sales challenges. Specific benefits include:

• Annual membership plan to identify top priority issues and ensure membership support revolves around them
• Annual Insight Time: a customized consultation on a key strategic or tactical challenge
• Ongoing strategy and planning support
• Services marketing competency assessment for up to 12 team members
• Team access to “Ask ITSMA” inquiry service

Membership Options	[TOP OF PAGE]

Corporate Membership:

Available to any technology, telecommunications, or IT services organization. Corporate membership is led by an Executive Sponsor (typically the senior-most marketing or services marketing executive in a company or business unit), and includes access to ITSMA’s Insight, Community, and Advisory Guidance.

Corporate membership also includes unlimited access for anyone in the organization to ITSMA’s best practice research and member rates for add-on services.

Additional Team Membership:

Available to any regional, functional, or business unit within an existing corporate member company. Additional team membership is designed to support an additional Executive Sponsor and his/her team with access to ITSMA’s Insight, Community, and Advisory Guidance.

Associate Membership:

Available to any technology, telecommunications, or IT services organization with annual revenue of less than $100 M. Associate membership is designed to provide smaller and emerging companies with access to ITSMA’s Insight and Community .

Member organizations choose to receive principal support from an ITSMA team based in North America or Europe.

More Information
Contact Dirk Mullenger, Director of New Business Development, at +1-661-298-0015 or dmullenger@itsma.com.

*Additional fees required.

ITSMA specializes in helping companies market and sell services and solutions more effectively. We work with the world's leading technology, communications, and professional services providers to generate increased demand, strengthen customer relationships, and improve brand differentiation. ITSMA annual program clients include business leaders such as Avaya, BT, Cisco, Deloitte, Hewlett-Packard, IBM, Microsoft, and Tata Consultancy Services, among others. Our comprehensive research, consulting, and training on topics including ITSMA Account-Based Marketing℠, Brand Positioning, and Solutions Development provide the insight and experience companies need to improve business results. ITSMA is based near Boston, and has offices in London and Tokyo. Learn more at www.itsma.com.