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Accelerating Sales with Executive Engagement

May 17, 2017 @ 12:00 pm - 2:00 pm BST

  • Briefing, Event, Europe
  • One Alfred Place, London, WC1E 7EB

Executive engagement is one of the most exciting areas in marketing today. Reaching, engaging and advancing conversations with senior level executives requires marketing involvement and leadership more than ever before. For many companies, changes in business strategy have made it more important to sell at the executive level, and/or to engage with new types of executives. But sales people cannot do it all alone.

The executives we need to reach are incredibly busy and have no interest in traditional cold calls, mass emails and generic sales presentations. The good news, however, is that those same executives are anxious for new ideas and are interested in learning about and engaging with providers who can help them with their specific challenges. They are also looking to connect with providers through a variety of executive engagement programs, channels, and activities through all phases of the buyer’s journey.

The briefing will explore ITSMA’s latest research on executive engagement and will feature industry examples, new approaches, and focus areas for companies looking to strengthen engagement at the executive level.

Vincent Rousselet, Senior Associate, ITSMA, will lead the session and present key findings from ITSMA research. Ian Hunter, Vice President, Head of EMEIA Marketing at Fujitsu, will join Vincent in sharing examples and lessons learned from Fujitsu’s initiatives to deepen relationships in the C-suite. Rounding out the discussion will be David Smith, Chief Technology Officer of the Parliamentary Digital Service, who will provide his own insight and experience from the buyer perspective having been engaged in his role on the receiving end of targeting and engagement efforts.

For ITSMA members only

Participation is open to all ITSMA member companies. To register, please contact Victoria Monger at vmonger@itsma.com or +44 (0) 7971 398968.

A buffet lunch will be available at 12:00 pm.


Vincent Rousselet

Senior Director, ITSMA

Vincent is an experienced B2B marketer and strategist who has worked for and advised a number of blue-chip organizations in media, high tech, telecoms, and financial services in Europe, America and Asia. As a senior associate with ITSMA, Vincent provides practical experience and insight to members and clients on a wide range of topics from strategy formulation, market intelligence, go-to-market planning, brand positioning, campaign management, value proposition development, storytelling, account-based marketing, analyst relations, and more.

Full bio

Ian Hunter

Vice President, Head of EMEIA Marketing, Fujitsu

Ian Hunter is Vice President, Head of EMEIA Marketing at Fujitsu, responsible for delivering value-based outcomes through content marketing; thought leadership; marketing automation and industry marketing, complemented by account-based and deal-based marketing across Europe, the Middle East, India, and Africa.

Full bio

David Smith

Chief Technology Officer, Parliamentary Digital Service

David Smith is the Chief Technology Officer within the Parliamentary Digital Service (PDS). PDS is driving a digital transformation agenda across UK Parliament, delivering benefits for both Chambers, the supporting staff and improving services for UK citizens.

Full bio


One Alfred Place, London
One Alfred Place, London, WC1E 7EB,
Venue phone
+44 (0)20 7000 1999
Venue website

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