DCI's Sales Force Automation Conference-at-a-Glance Monday, September 15, 1997 Post-Conference Seminars 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, Jr. 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, Jr. 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 SMI How To Programs The Net: A One-To-One Selling Vehicle SFA Road Map 2000 Internet Marketing Masters Certificate 9:00-9:50 Event Chair Address: Sales & Marketing Automation: The Business Perspective, B. Goldenberg A Step-by-Step Approach to Internet Marketing Strategy Creation, C. Harris 10:00-10:50 Reaching Your Markets Via the World Wide Web, D. Radin The Profile and Responsibilities of Your SFA Project Manager, J. Dickie Designing Effective Web Sites 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 The Black Art of Line-Sizing 2:30-3:20 One-to-One Relationship Marketing, D. Reske A New Look at Implementing SFA: Beyond Sales Productivity, T. McMahon Dealing with the Realities of Internet User Demographics 3:30-5:00 Special Presentation: The Dilbert Principle, S. Adams Wednesday, September 17, 1997 The Net: A One-To-One Selling Vehicle SFA Road Map 2000 Internet Marketing Masters Certificate 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 Partner With SFA Suppliers to Improve Sales Service Quality, J. Narducci Using Banner Advertising to Attract Your Target Audience 2:00-2:50 Keynote Presentations: Technology in the Trenches, G. Colombo The Customer Millennium: Gaining and Retaining Customers for the Next Century, C. Lochhead Leveraging Technology for Managing High-Value Customer Relationshiops, B. Janssen Helping Your Prospects Find You Via Search Engines 3:00-3:50 Java and Its Role in Sales and Marketing, E. Smith Project Management and Implementation: An Essential Ingredient for Success, J. Wheeler, Jr. Selecting and Building your Extended Internet Marketing Team 4:00-4:50 EXPO TIME Training: The Key to Success for Your SFA Project, T. Minero 5:00-6:30 VISIT THE EXPOSITION Thursday, September 18, 1997 The Net: A One-To-One Selling Vehicle SFA Road Map 2000 Internet Marketing Masters Certificate 8:30-9:20 Web Personalization—Sending a Focused Message, C. Vandenberg Monitoring and Quality Controlling Your SFA Implementation Process, J. Dickie Getting Your Corporation & Department to Buy In 9:30-10:30 Keynote Presentations: A Road Map for Successful Sales Force Automation, M. Coleman Leading Change-Ready People and Organizations, R. Kriegel Evaluating Web Site Activity 10:30-1:00 VISIT THE EXPOSITION 1:00-1:50 Keynote Presentations: It's the Implementation, Stupid!, B. Trailer Beyond SFA: Managing the Entire Customer Relationship, D. Stamm Readjusting Your Focus, Strategy and Tactics 2:00-2:50 A Smarter Path to Working the Web, H. Getson Clairol Professional Products Division—Taking SFA in New Directions, P. Holder, S. Nunnery Corporate Risk and Internet Marketing: Protecting Your Company 3:00-4-30 VISIT THE EXPOSITION 4:30-5:30 Closing Keynote Presentation: The Departmental Face-Off: Sales & Marketing vs. Information Systems, B. Goldenberg Leveraging the Entire Internet