Tag Archives: ISAMS

11 Reasons to Attend the 7th Annual Marketing & Sales Summit

If anyone out there is on the fence about joining us next week, here are 11 Reasons to Attend… And my friend Kathy says, there’s 11 because 10 is just not enough!

Hope to see you there.  Registration can be emailed or faxed in or completed onsite, online registration is closed.  I’m so excited to see familiar faces next week :).

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Transforming Local Best Practices to a Global Competence

Marcus Tennant is presenting this topic at the Marketing & Sales Summit.

In marketing terms, we have heard about “the global economy” and the impact on a global scale of decisions made centrally and “globalization” using global metho

ds locally. Both of these terms use the word “global” in the sense of taking something from a central location or headquarters facility and rolling it out globally. But what about taking local best practices and using them on a global basis to ensure consistency of approach within major companies and the ability to offer consistent products and services to customers and clients globally? This presentation will look at the way best practices can emerge locally but are often ignored in a global perspective due to their local origin. Many of these best practices are developed “below the radar” and work very well for a local market; however small changes or adaptations could make them of global significance. We will discuss examples of these best practices and how they could be used to improve business performance globally. We will also look at things that can go wrong if this is not done correctly and finally, we will discuss ways that a company can “dig out” these practices and apply them


Marcus Tennant has been with Yokogawa Corporation since December 2008 as a Principal Systems Architect. Prior to Yokogawa, Marcus was employed at Rockwell Automation for 10 years as a Product Manager and Application Engineer. Prior to that, he was with Morton International for 10 years holding various positions in Process Development, Project Engineering, and Q.A. and with Jones-Blair Company for 5 years as an R&D Chemist and Process Engineer. Marcus has a B.S. in Chemical Engineering from Michigan State University and an M.S. in Operations and Technology Management from the Stuart School of Business at Illinois Institute of Technology. He has been a member of AIChE since 1984 and is also a member of ACS and WBF-the organization for production technology.

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Call For Papers: 2011 ISA M&S Summit, St. Louis

Calling all Marketing and Sales Professionals in Industrial Automation, B2B Sales & Marketing, Systems Integrators, Technical Marketers…we want to learn from you!

You are invited to share your expertise, solutions, and best practices for how

to thrive in our fast-paced, technology-driven markets. We need your help to move our industry ahead by sharing your experience with other marketing and sales professionals in the industrial automation community.

Approved abstracts will be presented at the upcoming 6th Annual ISA Marketing & Sales Summit:

September 7-9th, 2011
Chase Park Plaza Hotel
St. Louis, MO

Topics for consideration cover these areas:

  • Strategic Marketing – market segmentation and research, brand marketing, developing marketing personas, industry marketing
  • Integrated Marketing and Sales – successful guerrilla marketing, lead generation programs, event marketing, sales tactics and tools
  • Online Marketing and Social Media – successful campaigns, ROI examples, online branding, web site strategies, social media tips and tools
  • Product Marketing & Management -market-driven product development, product marketing vs. product management
  • Sales Best Practices – business development, winning complex accounts, distributor channel strategies, sales training practices

Abstracts should be submitted based on the topics listed above or related areas. Abstracts should be 500 words or less and describe what the presentation will cover along with a brief bio.

In order to be considered for the 2011 program, please submit your abstract no later than 14 March 2011, to Shari Worthington, Summit program chair, at [email protected]

This event is sponsored by the International Society of Automation (ISA) Management Division.

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Aligning Your Marketing with Your Customers’ Buying Process

Chris Chariton is presenting this topic at the Marketing & Sales Summit.

The buy cycle has been around for as long as products have been bought and sold. While the stages of the process haven’t changed over the years, the way buyers

navigate through the buy cycle and where they go to get information has changed dramatically.

This interactive workshop will shed light onto the four major stages of the B2B buy cycle – Needs Awareness, Research, Consideration & Comparison, and Procurement – and effective marketing strategies for each of these steps.

Attendees of this session will walk away with:

  • Information on what sources B2B buyers rely on today for each step of the purchasing funnel
  • Tips for what your company should do to address buyers at each stage of the process
  • Actionable research data on how industrial buyers purchase today, and what influences them
  • Details on the role social, traditional and online media play in the various buying stages
  • Why the “last click” that leads to the purchase should not receive all of the credit for the sale… and how to effectively build your marketing strategy to address this

This workshop will also cover best practices in conducting a content audit to ensure that your marketing materials are addressing the needs of buyers at various stages of the buy cycle, and that your company and products are visible in various media/information sources used across each stage.

About Chris Chariton

Chris Chariton is Vice President of Marketing Services and Product Management for GlobalSpec (www.globalspec.com), a specialized search engine, information resource, e-publishing and online events company for the industrial sector. In this role, Chariton oversees direct marketing, demand generation, product management and market research, as well as public relations and advertising.

An expert in the field of industrial marketing, Chariton has been with GlobalSpec since 2000. Since that time, GlobalSpec has grown to six million registered users and consistently achieves record levels of profitability. Overall, she has nearly 20 years of marketing experience, including 10 years with Pactiv and Saint-Gobain Performance Plastics.

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