ISA Marketing & Sales Summit

Webinar:  Wednesday November 16th  12:00 pm EST

Download the presentation PPT

Many technology and process automation firms adhere to a rigorous product development process, but few have mastered the art of adapting that process to build customer-centric, high value solutions.  In this webinar, Matt Leary and Nikki Fisher, Senior Principals with  Solutions Insights, Inc.,  will introduce elements unique to successful solutions development from deep research on customer business imperatives, to building mass customizable solutions.   Matt and Nikki will present examples from industry leaders, and provide you with tips and recommendations on how you can adapt your development process to deliver more effective, high value solutions to your customers.

Solutions Insights, Inc. (SI), is a consulting and training company that works with B2B firms interested in providing real solutions to their customers’ problems through better integration of products and enabling services.  SI has worked with leading technology firms in IT, telecom, industrial automation, manufacturing and professional services.

Attendees will learn:

• Understanding the Solutions Development Continuum
• Building systems that ensure that your customers and channel partners are part of the process
• How to adapt the product development process for solutions
• Filling the competency gap between product managers and solutions creators

System Requirements
PC-based attendees
Required: Windows® 7, Vista, XP or 2003 Server

Macintosh®-based attendees
Required: Mac OS® X 10.5 or newer

Space is limited.

Reserve your Webinar seat now at:
https://www3.gotomeeting.com/register/516498182

About the Presenters

Matt Leary, Principal, Solutions Insights
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. While at ITSMA, Matt led projects in such areas as value proposition for services, customer loyalty, strategic account planning and training, solutions sales training, solutions marketing, and solutions business transformation. Matt also produced a number of thought leadership events, published and spoke on services and solutions issues, and contributed substantially to ITSMA’s ongoing research on marketing and sales for services and solutions.

Nikki Fisher, Principal, Solutions Insights

As a marketing and sales executive at pioneering companies in telecommunications, mobile technology and Internet consulting, Nikki Fisher gained deep, hands-on experience in developing, marketing and delivering successful market-based solutions.

Before joining Solutions Insights in 2011, Fisher was President of The Fisher Group where she specialized in helping B2B companies improve the effectiveness, customer focus and integration of their sales, marketing and service functions. Strategic projects include helping a multinational company develop a detailed strategy and roadmap to transform itself from a product reseller to a services/solutions business; designing and delivering solutions training for all customer-facing employees at an IT services firm; and creating a new solutions-development process for a Fortune 50 telecommunications company.

As a Senior Associate at ITSMA, Nikki has provided solutions consulting to a number of clients including Dimension Data, Avaya, Nortel and Verizon. Nikki was also the principal ITSMA consultant to Xerox Global Services as that company built it’s award-winning ABM program.

Webinar hosted by ISA’s Management Division

Presented by Steve Hurley and Matt Leary, Solutions Insights

Recorded Webinar:

Wednesday August 24, 2011  12:00 pm EST

The data doesn’t lie – your best opportunities for additional revenues will be with your top accounts. In slow-growth economies that are hyper-competitive,  you need to use every tool and method available to meet the business demands of your key customers. If you do a good job, you will lose these accounts.  If you do a very good job, you will likely just maintain them as customers.  If you can do an outstanding job, however, you will have a chance to grow your business with them.

Steve Hurley and Matt Leary, senior executives with Solutions Insights, Inc.,  have just completed a study of over 20 well-known companies — including IBM, Boeing, AT&T, Ericsson, and many others – about how they continue to build stronger relationships and  grow their key accounts while their competition struggles.

This webinar will share the results from their Best Practice Study to provide you with insights into what global companies are doing to grow their footprint inside their best accounts. They’ll share their findings around new ways to structure your key account teams, how to leverage all of your corporate assets, the changing role of the Account Executive, and a number of other surprising findings. Their insights will be useful for sales directors and executives, marketers, and strategic planners.

Please join Steve and Matt in an interactive webinar where they will answer many of your questions about how you can improve your company’s key account management practices and structures.

Register today

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.

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.