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Sales & Marketing Roundtable: Don't Just Sell ROI - Deliver and Measure Quantifiable Business Value
Thursday, October 14, 8:00 - 10:00 AM
IBM, Solution Partnership Center
404N Wyman Street, Waltham
For directions, please visit www.developer.ibm.com/en_US/spc/waltham_text.html
Registration and breakfast begin at 7:45 AM. The charge for this program is $40 for Members and $50 for Non-Members who pre-register; $50 for Members and $60 for Non-Members who register at the door.
Join moderator and sales & marketing veteran Mike Kinkead, Mass Software Council Trustee, for a lively discussion about delivering business value.
Technology vendors need to evolve from merely selling ROI to actually delivering and then measuring quantifiable business value after installation. Without a comprehensive pre-sales and post-sales approach to selling, delivering and measuring value, it is often difficult to justify the purchase price of your software. If properly implemented, a methodology to deliver and measure quantifiable business value will provide the following benefits: increased competitive differentiation, improved customer retention, and additional follow-on sales.
The October Roundtable session will describe how sales, marketing and service should work together to define, measure, and continually improve the quantifiable value provided to key clients. The Roundtable will be geared toward solution and service providers who want to develop long term relationships with their customers and significantly impact their customers' revenue and business costs.
The Roundtable participants will gain the following from this session:
- Understanding of the importance of using quantifiable value as the basis of the ongoing client relationship, not just a sales tool
- How to create a win-win with a customer
- Responses to common objections
- The three key characteristics of an implementable ROI
- A process for working with your customers to define, measure, and continually improve the quantifiable value of your solutions
- Integrating with customers' Balanced Scorecard and Six Sigma initiatives
- Insight into best practices as well as pitfalls to avoid
This will be a highly interactive session in which the process will be discussed in the context of a case situation, and the group will determine how to best approach the opportunity. The case will be Adesso Systems, a Massachusetts software company in the exciting wireless space.
Two highly qualified, experienced executives will guide our conversation:
- Dan Merriman, President, Chapin Consulting Group
For over 20 years, he has helped his clients realize significant business gains using technologies such as Customer Relationship Management (CRM), Enterprise Resource Planning (ERP), e-business, Internet communications, wireless voice and data, security, and telecommunications.
- Chris Hawver, Senior Vice President of Sales and Chief Marketing Officer of Adesso Systems
Chris has over two decades of business experience in the healthcare, life sciences, consumer and high-tech manufacturing sectors. He has compiled an outstanding track record of identifying promising markets and driving aggressive business growth both for companies and clients served.
This is the eighth in a series of nine Sales & Marketing Roundtables for 2004. Please come prepared to raise issues and contribute your insights as Dan and Chris discuss a leading-edge approach to maximizing the quantifiable value that you provide to your customers.