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Location: IBM, Waltham (North Entrance)
Series: (none)

Sales and Marketing Roundtable: A Secret Driver of Strong Revenue Growth: Building and Motivating a Team-oriented Selling Culture
Thursday, September 18, 8:00 - 10:00 AM
IBM, Solution Partnership Center, 404N Wyman Street, Waltham
Registration and breakfast begin at 7:45 AM. The charge for this program is $40 for Members and $50 for Non-Members.

For directions, please visit

Join moderator and marketing veteran Mike Kinkead, CEO of TIMEblaster for another lively discussion on structuring and motivating a direct sales force.

In a landmark study of high performing sales people already possessing excellent selling skills and strong product and market knowledge, the Forum Corporation found that one factor set these people apart from lower performing sales people: their ability to work effectively with the rest of the company. By marshalling the resources of their companies to help close business and ensure customer satisfaction, these sales people generated substantially more than their fair share of revenues for their firms. The flipside is also true: a company that truly understands how to support and is motivated to help its direct sales, telesales and field implementation forces is difficult to beat in the marketplace. This month's Roundtable will focus on different approaches that companies are taking to grow revenues by crafting successful, team-oriented selling cultures. Specifically, we want to answer three questions:

(1) How do you create a high performance, team-oriented selling culture in software & software services companies?

(2) What behaviors by the marketing, implementation, customer service and financial functions result in successful sales support and thus strong revenue growth?

(3) What types of incentive compensation structures help to reinforce this high performance selling culture?

We will discuss building and motivating a team-oriented selling culture with the help of two outstanding and experienced entrepreneurs:

Mark Atkins, President and CEO, Invention Machine, will present his approach to building a team-oriented selling culture. Mark has more than 25 years of management experience building both entrepreneurial and Fortune 1000 firms in the computer and financial industries. Prior to Invention Machine, Mark served as Chairman, President and CEO of Vality Technology Inc., which evolved from a startup in 1990 to its current position as a leader in the enterprise data quality market. Mark sold Vality Technology in April 2002 to Ascential Software Corporation for a cash transaction valued at 100 million dollars.

David Teplow, Founder and President, Integra Technology Consulting, will describe a very innovative approach to motivating his professional services team. He will then ask the Roundtable participants to help him formulate an effective sales force compensation structure by leading a conversation about the Integra Technology Consulting case situation. Before founding Integra, David founded Database Technologies (DBT) where his unshakeable commitment to excellence in employee relations helped build DBT into a company that is consistently recognized for its superior services and exceptional growth. In David's last two years as CEO, DBT won the Deloitte & Touche Fast 50 and Fast 500 awards for being among the 50 fastest growing technology companies in New England, and the 500 fastest growing technology companies in the United States.

Please come prepared to answer the three questions posed above with high impact ideas that you have implemented successfully. It's "back-to-school" time, and we expect that the September Roundtable will be another lively, interactive learning experience for all participants!

Please Note: This event is for CEO's, Presidents, and senior sales/marketing executives from software or Internet companies only.

Cost: Members
The event is over.

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