DCI's Sales Force Automation Conference-at-a-Glance Monday, September 15, 1997 Post-Conference Seminars Total Customer Management: Key To the Future Implementing Sales Automation Best Practices Supercharging Sales with the Latest Technology Empowering the 21st Century Sales Manager Marketing Automation Full Day Sessions 9:30-5:30 The Internet Frustration Buster™, C. Harris SFA Tools 101: The Place to Start—A Readiness Assessment, G. Brown, D. Shimberg Sales Process Modeling: A Proven Methodology, D. Herington The Project Manager's Guide to Successful Sales and Marketing Automation, C. Lochhead Friday, September 19, 1997 Post-Conference Seminars Full Day Sessions 9:00-5:30 Sales Automation Implementation: An Executive Briefing, D. Herington Integrating Sales, Marketing and Service/Support Functions for Increased Customer Satisfaction, D. Holden Return on Investment: An In-Depth Look at Sales Automation Choices, T. Peterson Tuesday, September 16, 1997 9:00-9:50 Event Chair Address: Sales & Marketing Automation: The Business Perspective, B. Goldenberg 10:00-10:50 Enterprise Customer Management: The Death (and Redemption) of SFA, I.B. Goldberg Sales Automation Results Measurement, D. Herington Jr. Choosing Applications that Sell, D. Shimberg and G. Brown Solving the Sales Manager/Sales Automation Equation, T. McMahon Integrating Sales and Marketing Principles, G. Colombo 11:00-11:50 Keynote Presentation: Virtual Marketing and the New Internet Commerce Paradigm, T. Siebel 12:00-1:20 BREAK 1:30-2:20 Event Chair Address: The Most Important Things to Know and Understand about Automating a Sales Force, T. Bajarin Total Customer Management: Key To the Future Implementing Sales Automation Best Practices Supercharging Sales with the Latest Technology Empowering the 21st Century Sales Manager Marketing Automation 2:30-3:20 Return on Relationships, K. Clark Ten Critical Success Factors for Effective Sales & Marketing Autmation, B. Goldenberg Toys to Tools: Portable Multimedia Tools that Really Sell, K. Rowe How Technology Can Make You a Better Coach, D. Hanaman Building Marketing Tools for the 21st Century, S. Blank 3:30-5:00 Special Presentation: The Dilbert Principle, S. Adams Wednesday, September 17, 1997 8:30-10:00 Keynote Presentation: Network Management and Lowering the Cost of Ownership, J. Raikes 10:15-12:00 Special Presentation: Product Organizations are from Mars, Services Organizations are from Venus, G. Moore 12:00-1:00 VISIT THE EXPOSITION 1:00-1:50 EXPO TIME 2:00-2:50 Keynote Presentations: Technology in the Trenches, G. Colombo The Customer Millenium: Gaining and Retaining Customers for the Next Century, C. Lochhead Total Customer Management: Key To the Future Implementing Sales Automation Best Practices Supercharging Sales with the Latest Technology Empowering the 21st Century Sales Manager Marketing Automation 3:00-3:50 Transitioning from Sales Force Automation to Customer Value Management, D. Holden Is Outsourcing the Way to Go? B. Lundin Integrating the Mobile Workforce, P. McVeigh Managing the SFA Transition: The People Requirements of Change, J. Lockhart Using Database Marketing for SFA and Data Warehousing, M. Commitee 4:00-4:50 EXPO TIME 5:00-6:30 VISIT THE EXPOSITION