Topic: The “Other” Solution Launch: Preparing Sales to Sell A New Solution
By: Matt Leary, Solutions Insights and Dr. Peter Martin, Invensys
Date: Thursday, Januray 31, 2013
Time: 12:00 pm, Eastern Standard Time (New York) Register Today
Many marketing departments have elaborate plans and fine-tuned processes to introduce a new solution to the marketplace. But they often neglect an equally-important activity that requires the same level of strategy, preparation and follow-up: the launch a new solution to partners and direct sales. In this webinar, Matt Leary, Principal with Solutions Insights, will discuss the steps and governing principles critical for enabling partners and direct sales to successfully sell a new solution. He will be joined by Peter Martin, Ph.D., Vice President and Invensys Fellow at Invensys Operations Management, who will present real-world examples of activities and lessons learned when his company launched a new solution to a product-focused sales team.
Solutions Insights, Inc. (SI) is a consulting and training company that helps B2B firms develop, market and sell solutions that provide tangible business value to customers through the integration of products, services and intellectual capital. SI’s client list includes leading firms in IT, telecom, industrial automation, manufacturing and professional services. For more information: www.solutionsinsights.com <http://www.solutionsinsights.com> .
Matt Leary, Principal
An expert in solutions development, management, and sales, Matt has spent the last 15 years helping leading technology companies improve performance in market strategy and planning, services and solutions development, sales enablement and impact.Prior to Solutions Insight, Matt was Vice President of Business Development for commercial partnership activities at a Boston-area technology start-up. Previously, he was Director of Member Engagement at ITSMA, where he managed several of ITSMA’s industry segments and developed custom research, consulting, and training programs for a wide variety of leading technology firms.Before joining ITSMA in 2000, Matt helped create and manage the custom marketing programs group for Horizon House Publications, publisher of Telecommunications Magazine. He began his technology marketing and sales management career directing the activities of a niche outbound call center. Matt holds a Bachelor’s degree in Anthropology from the University of Chicago. He is currently a Senior Associate at ITSMA.
Peter Martin, Ph.D.
Peter Martin, Ph.D, Vice President and Invensys Fellow at Invensys Operations Management in Foxboro, Massachusetts. Dr. Martin joined The Foxboro Company in the 1970s and has worked in a variety of positions in training, engineering, product planning, and marketing and strategic planning. He left Foxboro to become Vice President at Intech Controls and also at Automation Research Corporation before returning to Invensys in 1996. Since his return he has been VP of Marketing for Foxboro and Chief Marketing Officer for Invensys Manufacturing and Process Systems prior to moving into his current position.
inar: Anatomy of a Solutions Marketer” href=”http://www.slideshare.net/MarketingAndSalesSummit/webinar-anatomy-of-a-solutions-marketer” target=”_blank”>Webinar: Anatomy of a Solutions Marketer
The move to a customer-centric, solutions business model continues to grow in scope and importance. What started out as a key strategy for the high technology sector has spread across a number of B2B sectors, including manufacturing automation. But what do we mean when we talk about solutions marketing? And what makes a successful solutions marketer?
ISA and Solutions Insights, Inc., a leading consulting and research company that specializes in solutions marketing, recently conducted an online survey of solutions marketers representing over 125 companies to understand a range of issues relevant to solutions marketers, including their top challenges, roles and responsibilities, and future trends of solutions marketing, The survey turned up some very surprising and useful findings.
In this ISA briefing, Solutions Insights Partners Matt Leary and Steve Hurley will highlight the findings from the recent survey, The Anatomy of a Solutions Marketer.
Please join us for this presentation and discussion of the first-of-its-kind research into Solutions Marketers.
About the Presenters
About Steve Hurley
A leading expert on solutions and solutions marketing, Steve has worked over the past decade developing and implementing innovative methodologies and tools that have enabled companies to transform their business models to be more solutions-focused.
In 2009, Steve established Solutions Insights, Inc. (SI), a consulting and training company that works with companies in a diverse set of industries on solutions sales and marketing issues. Most of SI’s work in helping large technology-based companies with the key account strategies.
Prior to establishing Solutions Insights, Steve was Vice President at ITSMA, the premier association for technology-based companies focused on marketing and selling services and solutions. Steve was a major contributor to ITSMA’s solutions publications and tools, including its Solutions Roadmap, and its Account-Based Marketing methodology.
Prior to joining ITSMA, Steve spent more than 15 years with Arthur D. Little, Inc. (ADL), formerly one of the world’s leading management consulting companies. At ADL, he worked as a senior consultant in the International Economics and Development practice.
About Matt Leary
An expert in solutions development, management, and sales, Matt has spent the last 15 years helping leading technology companies improve performance in market strategy and planning, services and solutions development, sales enablement and impact.
Prior to Solutions Insight, Matt was Vice President of Business Development for commercial partnership activities at a Boston-area technology start-up. Previously, he was Director of Member Engagement at ITSMA, where he managed several of ITSMA’s industry segments and developed custom research, consulting, and training programs for a wide variety of leading technology firms.
Before joining ITSMA in 2000, Matt helped create and manage the custom marketing programs group for Horizon House Publications, publisher of Telecommunications Magazine. He began his technology marketing and sales management career directing the activities of a niche outbound call center. Matt holds a Bachelor’s degree in Anthropology from the University of Chicago. He is currently a Senior Associate at ITSMA.
Matt Leary, Principal
Peter Martin, Ph.D.
