eBroadcast Agenda


Fred Landis, Program Leader, CRM, Frost & Sullivan
Decreased budgets, more complex decision-making and increased competition have made effective sales interactions more important than they have ever been. However, organizations struggle with maximizing each interaction with their customers. And, it is becoming more difficult for the sales person to achieve mindshare with their customers since enterprises have increased scrutiny on all purchases. A focus on modeling the "customer messaging" processes of top performers, effectively establishing communications to C-level executives, and fostering customer-centric behaviors by the whole organization is key -- if progress is to be made against the forces mentioned above.



William Glazier, Director, CMO Council
Mr. Glazier will detail recent research collected from the CMO Council task force team, which includes senior executives from Adobe, AT&T, Hitachi America, HP, Oracle, Sierra, and many other leading organizations. He will report on the results of these findings, and provide a forum for the discussion and development of best practices.



Ariel Kelman, VP of Marketing, Ventaso
This presentation will elaborate on results shared by the CMO Council and further address the principles and best practices for creating, delivering and managing more “sales-ready marketing.”

• Customer-centric messaging – how you can transition from company- or product-centric to client-centric messaging that works the way customers want to buy
• Rep-ready access – how you can distribute your messaging and content in the way sales people are trained to – and want to – consume and use it.
• Sales process-relevant delivery – how you can equip key coaching, conversations and collaterals required throughout an entire sales cycle.

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