ISA Marketing & Sales Summit

We are happy to announce that Jane Lansing, VP of Marketing at Emerson Process Management will be our keynote speaker for the 7th Annual Marketing & Sales Summit.

Jane has been leading Emerson Process Management’s Marketing efforts for several years, and we are happy to have her back as a keynote for the Summit. Jane keynoted our very first ISA Marketing & Sales Summit back in 2005. She was so personable and had some great insights about the industry and common challenges around marketing technical products.  We look forward to having her back.

About Jane Lansing

30 years in the process automation business: 9 years as a software engineer and project manager, designing and executing process automation projects; 21 years with Emerson in various technical and commercial marketing positions.  Prior to current position spent 4 years overseas as Systems Marketing Director, Europe.  Currently responsible for Emerson Process Management marketing, including brand management, cross-divisional marketing coordination, and PlantWeb Marketing of products and solutions across all Emerson divisions globally. BSCE, University of Minnesota, 1976.

Other interests:  Cross-cultural business consultant, Window on the World/FCI; Produced #1 selling musical comedy in 2003 Minnesota Theatre Festival; Mentor, Mentium 100; Volunteer ESL tutor (English as a second language); Languages: Spanish and Dutch.

This topic will be presented by Steve Hurley and Matt Leary of  Solutions Insights at the ISA Marketing and Sales Summit.

Paradox is the new normal for B2B marketing and sales: Customers 2.0 don’t want to spend money but they absolutely want to invest in solutions with real business impact.  They are skeptical of every pitch and want to do their own research, but they’re anxious for new insight and practical advice.  They’re impossible to reach but they want stronger relationships with a few trusted partners.

Amid the paradox, key account relationships are more important than ever.  It’s not just that key accounts typically drive a disproportionate share to the top and bottom lines.  It’s also that working with your key accounts is the best way to gain deeper insight into the market, test new products and solutions, and learn more about what really works in serving customer needs.

Succeeding with key accounts 2.0, however, means going far beyond the basics of strong account leadership and focused sales plans.  Join Steve and Matt for a fast-paced, interactive session that digs into the specific ways marketing and sales can work together with key accounts to build and sustain strategic relationships, deepen understanding of critical challenges and opportunities, co-create new solutions, and generate greater mutual value.  The session will include a model for key account collaboration, examples of where it’s working, and a practical roadmap to guide the move toward key account success.

Webinar Recording:

Open Discussion Forum on Consultative Selling

Panelists:  Julie Fraser, Cambashi and Rick Albrecht, Dynatech Control Solutions

Wednesday, August 10, 2011  12:00 pm EST

How many times have you eagerly told a prospect about your products only to have them say, “So what?” Everyone wants to avoid that wet blanket during a sales call. This will be an open discussion forum about consultative selling, also sometimes called solution selling. The concept is to ask what they want rather than telling them what you’ve got. This requires a concerted effort on the part of the salespeople, but also the marketing and sales readiness or training teams.

How is it going for you?

Please come and share what is working for you, what you have learned, and in a safe environment, also discuss what the challenges and frustrations are.

Register Today

About the Presenters

Rick Albrecht – Sales Engineer, Dynatech Control Solutions

Rick Albrecht is a Certified Sales Professional with 20 years in instrument sales and service, system integration and project management.  He is an ISA Senior member, currently serving on the Executive Board.  He is currently a Sales Engineer for DynaTech Control Solutions, a representative and distributor of high quality instrumentation for measurement and control of flow, level, pressure, temperature, chemical process, water & wastewater.   Rick is an avid mountain climber and volunteers for not only ISA, but also the Boy Scouts of America.

Julie Fraser – President & Principal Industry Analyst, Cambashi Inc.

Julie has 25 years experience as a manufacturing systems industry advisor, marketer, speaker and consultant. She is one of the world’s leading authorities on production plant software or MES.  Fraser is President of US operations for Cambashi. Prior to joining Cambashi, Fraser ran the manufacturing applications focused analyst firm Industry Directions, and was VP Marketing for Baan Supply Chain Solutions, Senior Analyst on Manufacturing Execution Systems (MES) and Integration at AMR, and editor-in-chief of the CIM Strategies newsletter.  Fraser writes a regular column for Managing Automation magazine, and is quoted frequently in other publications.

This topic will be presented by Jay Jeffreys and Rusty Steele from Schneider Electric

There are 3 major aspects to delivering complete business process solutions in the MES space (or any complex software domain, for that matter):

[1] creating and supporting the software product itself, and staying in business while doing so,

[2] matching and managing local market and commercial requirements against what a vendor can deliver, and staying in business while doing so, and

[3] creating and delivering individual business process solutions for specific customer needs –  and staying in business while doing that!

And it seems that a person or organization can be good at one or two of those things – but very seldom all three! So I think we ought to address in general [1] the business of software, [2] the business of software distribution, and [3] the business of system integration.

About Schneider Electric

As a global specialist in energy management with operations in more than 100 countries, Schneider Electric offers integrated solutions across multiple market segments, including leadership positions in energy and infrastructure, industrial process control and SCADA/MES, building automation, and data centers/networks, as well as a broad presence in residential applications. Focused on making energy safe, reliable, and efficient, the company’s 100,000 plus employees achieved sales of more than 15.8 billion euros in 2009, through an active commitment to help individuals and organizations “Make the most of their energy”.

About  Jay Jeffreys and Rusty Steele

Jay is the Channel Program Manager for the Citect business unit of Schneider Electric.   Rusty is the MES Business Manager at Schneider Electric.   He has 22 years experience in marketing and sales of automation products/services to utility and industrial markets.   For more information on Schneider Electric visit http://www.schneider-electric.com.