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

Sales and Marketing Roundtable: Crafting a Must Have Value Proposition - The Foundation for Success in the Software Business
Thursday, January 8, 8:00 - 10:00 AM
Solution Partnership Center
IBM, 404N Wyman Street, Waltham
For directions, please visit

Registration and breakfast begin at 7:45 AM. The charge for this program is $40 for Members and $50 for Non-Members who pre-pay, and $50 for Members and $60 for Non-members who pay at-the-door.

Join moderator and marketing veteran Mike Kinkead, CEO, TIMEblaster, for another lively discussion about crafting a must-have value proposition to kick off the new year.

Start with a "Must Have" value proposition or fold your tent. Every successful software company offers a "Must Have" value proposition, one that translates into concrete revenue growth or expense reduction for a customer. This "Must Have" value proposition may target a strategic initiative - improving chip yield or raising field sales productivity or a departmental imperative, like conserving cash in accounts payable. But in every case, it renders current practice obsolete and addresses serious, high priority pain.

The January Roundtable will focus on how these "Must Have" value propositions are created and validated in the marketplace. To address this issue, we will have the help of an outstanding marketing practitioner and analyst, Stan Dolberg, and a successful, experienced entrepreneur, Geoffrey Hyatt.

Stan Dolberg, founder and Principal, Carriage House Consulting, will explain his approach to constructing a "Must Have" value proposition and the common mistakes to avoid. He will illustrate his approach with live stories from the field. At Carriage House Consulting Stan has synthesized his marketing, strategy, operations, and research expertise into a "tools approach" to problem solving with one goal, help technology firms address strategic challenges. Stan brings 30 years of business, marketing and computer industry experience to the table. Prior to founding Carriage House Consulting, Stan served as Chief Research Officer and Vice President of Strategy at Forrester Research. Stan has an undergraduate degree from Harvard College and received his MBA from the Carroll School of Management at Boston College.

Geoffrey Hyatt, Chairman and co-founder, Contact Network Corporation, will present a live case on crafting a "Must Have" value proposition for his current business. Contact Network Corporation offers a software solution for Enterprise Contact Collaboration that answers the question: "Who in my company knows someone at Company X?". Contact Network is targeted at sales and B2B business development where approaching prospects through established relationships can significantly increase lead stream, accelerate sales cycles, and improve close rates (vs. "cold" approaches). Geoffrey will present the case situation, ask the Roundtable participants to help him refine and validate the value proposition, and then present his latest field research on validation of his value porposition.

Geoffrey has more than 15 years of experience in management and consulting with high technology and investment firms. Prior to founding Contact Network Corporation, Geoffrey was the founder and CEO of Strong Numbers, a pricing research firm for calculating current fair market values of over 10 million products. He led the company from start-up, and later sold the company to Income Dynamics (subsidiary of Intuit). Mr. Hyatt holds a Master of Management degree with distinction from Kellogg Graduate School of Management at Northwestern University and a BA from Dartmouth College.

This is the kick-off Sales and Marketing Roundtable for 2004. Please come prepared to contribute your insights as Stan Dolberg discusses his approach to creating Must Have value propositions, and then help Geoffrey Hyatt refine and validate his value proposition for Contact Network Corporation. As always, we expect that the January Roundtable will be another lively, interactive learning experience for everyone!

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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