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Sales & Marketing Automation: The Business Perspective
Barton Goldenberg President, ISM, Inc. Tuesday, 9:00-9:50 am |
Leading author and consultant, Barton Goldenberg describes the business perspective of different players involved in sales and marketing automation, ranging from large Fortune to small Inc. companies.
Using "live" case studies, Mr. Goldenberg addresses these and related business perspective issues. Go behind the scenes as he describes actual business situations within companies prior to and highlights the key business issues associated with successful sales and marketing automation.
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The Most Important Things to Know and Understand about Automating a Sales Force Tim Bajarin President, Creative Strategies, Inc. Tuesday, 1:30-2:20 pm |
Tim Bajarin outlines the critical issues surrounding the technology that can be used for automating a sales force and details the fundamental process for using technology to effectively automate a sales organization. Bajarin, co-chairman of the conference, explains the direction that technology is heading and how it impacts the automation of a sales group. A specific technological framework will be drawn around the conference programs while highlighting the top 10 technologies to see and understand.
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Virtual Marketing and the New Internet Commerce Paradigm
Tom Siebel Chairman and CEO, Siebel Systems, Inc. Tuesday, 11:00-11:50 am |
The Internet has created a new computing paradigm that allows for interactive, personalized and instantaneous global information processing. Sales is a primary beneficiary of these changes. Today's version of selling on the Internet is just a fraction of what is possible. Join Mr. Siebel as he examines the true possibilities of the Internet.
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Network Management and Lowering the Cost of Ownership
Jeff Raikes Vice President, Sales and Marketing, Microsoft Corporation Wednesday, 8:30-10:00 am |
Jeff Raikes outlines how organizations can gain the benefit of network technology to reduce the cost of desktop computing. In this presentation Mr. Raikes highlights existing solutions and illustrate how new Windows architectures (Net PC and Windows Terminals) can eliminate the need to configure and maintain desktop machines manually while preserving investment in Windows applications. The Zero Administration Kit for Windows NT Workstation 4.0 and Windows 95 is a set of tools, methodologies, and guidelines for I.T. Managers and OEMs that incorporates and supplements existing Windows technologies to allow for simplified implementation of a centralized, policy-based management.
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Technology in the Trenches
George Colombo Author, Sales Force Automation, Influence Technologies Wednesday, 2:00-2:50 pm |
Best-selling author George Colombo reveals tips, techniques and tools designed to enhance the productivity of sales people in the field. Mr. Colombo offers practical, hands-on information for sales people and managers who are interested in utilizing technology more effectively in hotels, airplanes and customer's offices.
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The Customer Millennium: Gaining and Retaining Customers for the Next Century
Christopher Lochhead Executive Vice President, The Vantive Corporation Wednesday, 2:00-2:50 pm |
On average, corporations are losing half their customers every five years. That statistic, combined with the rising costs of getting new customers, spells a prescription for disaster for those companies who don't refocus their attention on the customer. In the past, companies were able to dictate and control interaction with prospects and customers. Now, technology is empowering prospects and customers to take control of their buying experiences. Only companies who embrace technology and give their customers what they want will survive in the next millennium.
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A Road Map for Successful Sales Force Automation
Mary Coleman President & CEO, Aurum Software, Inc. Thursday, 9:30-10:30 am |
According to a recent Forrester Report on Sales Automation, only 28% of Fortune 500 companies are reporting highly successful sales automation efforts. That leaves over 70% who are not. In this key area of technology, anything less than highly successful is not good enough. Ms. Coleman addresses how, with increasing reliance on the Internet and other key technologies, companies can no longer skate by with systems that fail to deliver effective solutions.
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It's the Implementation, Stupid!
Barry Trailer Co-Founder, Trailer Vavricka, Inc. Thursday, 1:00-1:50 pm |
The Sales Force Automation industry/market continues to grow with new applications and new vendors every month. IBM predicts more computers than televisions will be sold in the U.S. in 1998. Yet meaningful sales productivity gains remain elusive, if not illusory. Anecdotal evidence is mixed and quantifiable productivity gains exist mainly in theory. Hear from Mr. Trailer exactly how far the Sales Force Automation industry has come and where it's headed.
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Beyond SFA: Managing the Entire Customer Relationship Dave Stamm, President & CEO, Clarify, Inc. Thursday, 1:00-1:50 pm |
Forward-looking companies are adopting a new approach to SFA that addresses the entire customer relationship -- from pre-sale to post-sale. Customer relationship management aims to increase sales by leveraging a critical corporate asset -- the customer database -- to find, win and retain customers. This keynote explores customer relationship management and the competitive advantages of integrating sales and support to increase revenues, reduce costs and build customer loyalty.
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The Departmental Face-Off: Sales & Marketing vs. Information Systems
Moderator: Barton Goldenberg President, ISM, Inc. Thursday, 4:30-5:30 pm |
Effective implementation of sales and marketing automation systems requires cooperation and coordination between sales and marketing personnel. However, oftentimes the objectives of these two key departments are quite different, thus complicating the automation process from start to finish. Mr. Goldenberg moderates a "face-off" between sales and marketing executives from leading Fortune 500 companies.
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