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Location: IBM, Waltham (North Entrance)
Series: (none)
Description: Sales & Marketing Roundtable: Knowledge-Added Services: Differentiation that Works!
Thursday, February 10, 8:00 - 10:00 AM
IBM, Solution Partnership Center
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-register; $50 for Members and $60 for Non-Members who register at the door.

Customers have choices when selecting their technology providers. Today, when customers take a close look at Technology-based solutions, they often see the same functionality and features in prospective offerings. How can you differentiate your company and your offering to become the chosen provider?

Instead of looking for product-related services to help you complete the transaction, think about Knowledge-Added Services that you can deliver to build and extend your customer relationship. Knowledge-Added Services go beyond the traditional Professional Services provided today which include training and customization. Companies offering Knowledge-Added Services deliver insight or leverage insight to bring new business value to their customers.

Our topic speaker, Sherri Dorfman, CEO of Stepping Stone Partners will:

  • Define the 3 levels of Knowledge-Added Services
  • Share specific examples of innovative Knowledge-Added Services
  • Explore potential Knowledge-Added Services for different types of technology companies
  • Identify the steps required to define Knowledge-Added Services for your organization

In the second hour of the Roundtable, we will use the approach described by Sherri and the experience of the Roundtable participants to help Dan Starr, Chief Marketing Officer at Salesnet, define and evaluate potential Knowledge-Added Services for his company. Dan will then share those Knowledge-Added Services that he has already implemented to-date.

Our speakers are well-qualified for this month's Roundtable topic:

Sherri Dorfman, CEO of Stepping Stone Partners launched her company in the Spring of 1998 to help small and mid-sized companies build their business WITH their customers. Using the proprietary Direct Path methodology, she helps clients view their company from their customer's perspective and uses this insight to identify, define and prioritize revenue-generating opportunities.

Before starting Stepping Stone Partners, Sherri was Vice President of Marketing at Family Education Company, where she was responsible for devising acquisition and retention strategies for site visitors and sponsors (partners). Prior to joining Family Education Company, Sherri worked for Epsilon, a subsidiary of American Express, where she developed and implemented database marketing programs for Fortune 500 companies in the financial services, retail, travel and publishing industries. Sherri's clients included The Tribune Corporation, CheckFree and BizTravel. Earlier in her career, Sherri was in the Interactive Marketing Group at American Express and Director of Database Marketing at GE Capital.

Over the past 9 years, she has worked with the Council to help plan and run events for sales and marketing executives. Sherri has a strong interest in supporting women entrepreneurs and is on the Program Council for the Commonwealth Institute and the marketing committee of the MIT Enterprise Forum.

Sherri has a Bachelor of Science from the University of Pennsylvania's Wharton School, and an MBA in Management Information Systems from Drexel University.

Dan Starr, Chief Marketing Officer at Salesnet, is responsible for Salesnet's corporate, product, and go-to-market strategies to deliver Salesnet's brand promise, customer satisfaction, and tangible value proposition. Dan balances strategic thinking with a results-oriented approach, to drive Salesnet forward in the fast-paced on-demand CRM industry.

Prior to joining Salesnet, Starr was Vice President of Marketing at Parametric Technology Corporation (PTC) (NASDAQ: PMTC), a $750 million software company specializing in creating and marketing product development software to global clients. Starr led large and successful teams responsible for repositioning, branding, product re-launch, online brand building, and customer loyalty strategies. While working for PTC, Starr created an Internet project - the World Car Project - to help reinforce the company's strategy. The project was recognized with the 2001 Smithsonian/Computerworld Honors Laureate Award - a prestigious honor that identifies and honors men and women whose visionary use of Information Technology produces positive social, economic, and educational change.

This is the first in a series of eight Sales & Marketing Roundtables for 2005. Please come prepared to raise issues and contribute your insights as Sherri Dorfman shares her experience with Knowledge-Added Services as the key to differentiate Technology solutions, and then join Dan Starr in a lively conversation about applying Knowledge-Added Services to differentiate the Salesnet offering.

Cost: Members

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