Member Benefits

The technology industry today is grappling with a dramatic shift in the way customers evaluate, select, and purchase technology. Marketing leaders, strapped for time and budget, are expected to keep pace with these changes.

ITSMA, a membership community for technology services and solutions marketers, provides the insight, community, and advisory guidance you need to successfully go-to-market in today’s hypercompetitive marketplace.

Membership Objectives

As a technology marketer charged with growing a services or solutions business, you are faced with a number of challenging realities:

Traditional marketing and sales approaches are less and less effective
Customers are less loyal and more skeptical of vendor claims
Marketing is under constant pressure to prove its strategic value to the organization

To help you meet your marketing goals in today’s competitive climate, ITSMA is dedicated to providing best practice insight, an active leadership community, and hands-on advisory guidance around the unique requirements for marketing services and solutions.

To ensure membership value, ITSMA works with member companies to craft customized programs geared directly to the top challenges facing each organization.

Membership Priorities

“Because we’ve been members of ITSMA for so long and used them for counsel and training so many times, they have an inside understanding of our company, our goals, and our culture that allows us to get right to the business at hand.”

—Julie Meyers, VP, Marketing, Xerox Global Services

Membership activities are focused on the challenges identified by members each year as most essential to services and solutions success. In 2010, ITSMA research will focus on business challenges such as:

Integrating Social Media into Marketing and the Business
Increasing Sales Productivity: Sales Enablement Strategies and Tactics that Deliver
Thought Leadership: Using Ideas to Establish Differentiation and Spark Epiphanies
Exploiting New Delivery Models and New Offerings
Globalizing Marketing and Penetrating Emerging Markets
Marketing’s Role in Strategic Partnerships, Mergers, and Acquisitions

Insight

“ITSMA keeps my team on the cutting edge of what’s happening in services marketing.”

—Stef van Aarle, COO Europe, Vice President, Global Marketing & Strategy, Lucent

Membership includes access to ITSMA’s industry-leading research and insight on marketing and sales trends and best practices. Specific benefits include:

Annual benchmark research on marketing budgets and priorities, as well as sales performance
Ongoing coverage of marketing and sales best practices and trends, including Case Studies, topical Updates, executive Viewpoints, and newsletter reports
Ongoing insight into buyer perspectives and behavior for services and solutions
Unlimited organizational access to ITSMA’s online member library of more than 300 reports, briefings, and tools on a wide range of marketing and sales issues
Membership rates for ITSMA multiclient research studies*

Community

Members participate in a community comprised of marketers from the world’s top technology, telecom, and services companies. The ITSMA community enables members to share ideas and challenges and learn from industry leaders. Specific benefits include:

Executive-level roundtables and forums in North America and Europe
Complimentary seat to annual conference in North America or Europe
Access to participation in Executive Councils
Unlimited organizational access to Web briefings and local breakfast and lunch briefings
Membership rates for ITSMA workshops and conferences*
Access to ITSMA’s Services Marketing Professional Program*

Advisory Guidance

“Selling integrated solutions is a top priority for Sprint. We’ve set ambitious targets for developing, marketing, and selling new solutions in an aggressive timeframe, and ITSMA has been an important source of advice and guidance to help us reach our goals.”

—Kenny Wyatt, VP, Marketing & Product Development, Sprint Nextel

Members take advantage of personalized advisory support from ITSMA experts on critical marketing and sales challenges. Specific benefits include:

Annual membership plan to identify top priority issues and ensure membership support revolves around them
Annual Insight Time: a customized consultation on a key strategic or tactical challenge
Ongoing strategy and planning support
Services marketing competency assessment for up to 12 team members
Team access to “Ask ITSMA” inquiry service

Membership Options

Corporate Membership:

Available to any technology, telecommunications, or IT services organization. Corporate membership is led by an Executive Sponsor (typically the senior-most marketing or services marketing executive in a company or business unit), and includes access to ITSMA’s Insight, Community, and Advisory Guidance.

Corporate membership also includes unlimited access for anyone in the organization to ITSMA’s best practice research and member rates for add-on services.

Additional Team Membership:

Available to any regional, functional, or business unit within an existing corporate member company. Additional team membership is designed to support an additional Executive Sponsor and his/her team with access to ITSMA’s Insight, Community, and Advisory Guidance.

Associate Membership:

Available to any technology, telecommunications, or IT services organization with annual revenue of less than $100 M. Associate membership is designed to provide smaller and emerging companies with access to ITSMA’s Insight and Community .

Member organizations choose to receive principal support from an ITSMA team based in North America or Europe.

More Information
Contact Dirk Mullenger, Director of New Business Development, at +1-661-298-0015 or dmullenger@itsma.com.

*Additional fees required.

ITSMA specializes in helping companies market and sell services and solutions. As part of our annual client program we work with the world's leading technology, communications, and professional services firms to generate new business, strengthen customer loyalty, and increase brand differentiation. Through research, consulting, training, and community we provide the insight companies need to improve marketing impact, sales performance, and business results. ITSMA is based in Lexington, Massachusetts, and has offices in the United States, the United Kingdom, and Japan. Learn more at www.itsma.com.