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Location: IBM, Waltham (North Entrance)
Series: (none)
Description: ONLINE REGISTRATION IS OVER, HOWEVER, YOU CAN STILL REGISTER AT THE DOOR.

Sales and Marketing Roundtable: Go-to-Market Approach - Telesales vs. Direct Sales
Thursday, November 14, 8:00 - 10:00 AM
IBM, Solution Partnership Center, 404N Wyman Street, Waltham
Registration and breakfast begin at 7:30 AM.

For directions, please visit http://www.developer.ibm.com/spc/waltham.htm

Join moderator and marketing veteran Mike Kinkead, CEO of TIMEblaster for our next Sales and Marketing Roundtable tackling the issue of how to use both telesales and a direct sales force to penetrate a new market for enterprise software. A Harvard Business School case study on Centra Software, an enterprise software company in the eLearning market, will be the focus of the conversation. Centra is targeting three different eLearning markets with three product offerings at different price points. The central issue in the case is the decision facing the VP of Worldwide Sales in April, 2001, how to best deploy both direct sales and telesales people in these three target markets to close new accounts and to increase Centra’s penetration within existing customers.

The case will be emailed to all attendees who pre-register online.

This event is for senior sales or marketing executives from software or Internet companies only.

Cost: Members
$40.00
Non-members
$50.00
The event is over.
 

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