September 10-11, 2007
The Hotel Valencia
San Jose , CA
For more information
please contact us at
(415) 553-4142 or tlsinfo@tlsummits.com
Sponsored By:
Media Partners:
Agenda
September 10, 2007
7:30 AM – 8:30 AM
Registration & Breakfast
8:30 AM
Opening Remarks
Jon Munzel – Founder
Thought Leadership Summits, Inc.
8:35 AM
Remarks from the Chair
Shanker Trivedi - Senior Vice President Corporate Development
Callidus Software
8:45 AM
Keynote Presentation
David Macaulay - Corporate Senior Vice President
Siemens AG
Transforming the Sales Organization in an Era of Convergence
As Industry Convergence creates new market opportunities, companies are faced with the challenge of getting more out of their sales operations. They have several alternatives: a) selectively change various elements, or b) undertake a comprehensive and continuous improvement. The first has less risk and also less impact. The second has more risk, but a leapfrog effect on potential benefit. For those who choose the second path to a sales transformation, here is an opportunity to understand the key elements and the process for change.
This session will address:
- How to align and optimize the Sales Process
- How to enable the Sales Process with information (otherwise known as CRM)
- How to create transparent processes to ensure offerings are optimized for each new market opportunity
- What is needed to achieve people excellence
- How customer segmentation can optimize account management
9:30 AM
Sponsor Presentation
Jim Christen - Vice President, CRM Center of Excellence
SAP
Developing an Uncompromised Customer Strategy
As companies focus on growing their brand, market leadership and revenues, they recognize the need for a holistic customer strategy. After all, no matter how good a product or how efficient a company – without customers there is neither growth nor profitability. A customer’s perception of everything a company does creates a company’s image, defines its brand and eventually determines success or failure. As a result, companies need to develop uncompromised customer strategies that enable them to continuously improve upon understanding, winning, and retaining customers. Industry convergence accentuates the importance of successful customer strategies as companies pursue new customer segments or target markets. This presentation will discuss the SAP CRM Without Compromise strategy, its’ three pillars – simple, flexible and comprehensive, and its’ goals - rapid user adoption, high productivity, and quick time to value. Companies pursuing customer initiatives to achieve their strategic goals will benefit from this presentation.
10:15 AM – 10:45 AM
Networking Break
10:45 AM
Doug Rozen - Vice President, Interactive Marketing
Peppers & Rogers Group
What’s Next? The Converging Intersection of Interactive Trends, Examples and Best Practices
Ask any major marketer what’s next in their marketing mix and the answer will most likely be trying to succeed with emerging media. With rapid evolution of media and industry convergence occurring faster than marketer adoption, Doug Rozen takes a pause from his real-world application to explore What’s Next by reviewing global trends, case examples and presenting his point of view on how to capitalize on the ooportunities.
11:30 AM
Jim Hintze - Senior Vice President, Marketing
Fujitsu Network Communications
Empathetic CRM Drives Opportunity & Risk Partnerships in Growth Markets
Every good company excels in the mechanics of managing their customer relationships. But the greatest companies actually engage in fully empathetic partnerships that truly connect with their customers. Instead of simply facilitating sales transactions, great companies develop an internalized understanding of the market ecosystems, usage models and economic drivers that affect their customers. Rather than seeing their customers as "buyers," great companies rotate their perspective 180 degrees to view their customers as "makers," "doers," and "providers."
Fujitsu's Jim Hintze uses real-world examples to illustrate how empathetic partnerships compel entire organizations to drive decision-making from their customers' perspectives on risk and opportunity. By creating real, empathetic relationships with its customers, Fujitsu responds with product and service strategies that maximize its customers' opportunities and mitigate their business risks.
For example, the staggering growth opportunity of "Web 2.0" is undisputedly large, but uncertain in its exact timing and size. Fujitsu's close customer relationships resulted in a product specifically designed to facilitate network scalability that can be implemented quickly and cost effectively as demand actually presents itself. Fujitsu's customers can avoid lost opportunities while mitigating capital investment risks.
Corporate priorities must include holistic, empathetic relationships that fully comprehend customers' inevitable need to juggle opportunities and risks. Cultural, operational and product strategies that make it possible for customers to capitalize on those needs and opportunities while minimizing financial exposure are paramount to successful, long-term customer relationships.
12:15 PM – 1:15 PM
Networking Lunch
1:15 PM
Jack Confrey - Executive Vice President
Citizen Holdings Co., Ltd.
The Effects of Industry Convergence at Citizen
- Industry Convergence Impact in the Specialty Printer Market
- Brief History (1972 – 2007)
- Technology Effects
- Market Maturity Effects
- Demographic and Psychographic Effects
- Citizen’s Strategic Response
- Evolving Definition of Target Customers
- Today’s Modes of Customer Interaction
- New Customer Strategy
- Results
2:00 PM
Justin Honaman - Director, Customer Intelligence
Coca-Cola Bottlers' Sales & Services
Enabling Customer Stewardship Through Business Intelligence
Innovative companies like Coca-Cola are finding new ways to leverage information to significantly improve business performance. This presentation will provide a framework by which customer initiatives may be built through access to real-time customer sales information.
2:45 PM – 3:15 PM
Networking Break
3:15 PM
Alicia Dietsch - Vice President, Channel Marketing Programs
AT&T, Inc.
Redefining Differentiation In A Converging Industry
Differentiate: to distinguish; to evolve as to lead, or develop in a way most suited to the environment.
Amid a dramatically changing competitive landscape, the traditional terms in which a company "differentiates" no longer apply - in some cases it requires an entirely new language. Today's networking customers don't want phones - they want seamless business solutions and applications that support they way the work and live. Follow the journey of how AT&T recognized this pivot in the business marketplace, developed a strategy to evolve from a product company to a solutions oriented business partner, and established the goal of becoming the only communications and entertainment partner our customers will ever need.
4:00 PM
Panel Discussion
Leveraging Core Competencies in the Pursuit of Convergence Market Opportunities
Moderator:
Ginger Conlon - Editor in Chief
1 to1 Media
Panel Members:
Alicia Dietsch - Vice President, Channel Marketing Programs, AT&T, Inc.
Kirby Drysen - Director, Customer Listening, Cisco Systems, Inc.
Justin Honaman - Director, Customer Intelligence, Coca-Cola
Kevin Kells - Consumer Goods Industry Development Director, Google, Inc.
5:00 PM – 6:30 PM
Networking Reception
September 11 , 2007
7:30 AM – 8:30 AM
Registration & Breakfast
8:30 AM
Day Two Remarks
Jon Munzel – Founder
Thought Leadership Summits, Inc.
8:35 AM
Remarks from the Chair
Shanker Trivedi - Senior Vice President Corporate Development
Callidus Software
8:45 AM
Keynote Presentation
Tony Hart – Vice President, Online Marketing & Community Experience Management
Electronic Arts, Inc.
Turning Customers into Brand Advocates
In Mr. Hart’s session, he will discuss how EA is applying direct-to-consumer, direct response, and CRM principles and tools to establish more robust permission-based relationships with Customers in it’s communities; and how developing and utilizing customer insights leads to differentiating the interactions and experiences Customers have, which in turn results in stronger loyalty and word-of-mouth advocacy.
9:30 AM
Sponsor Presentation
John Hagel - Co-Chair, Deloitte Center of Innovation
Deloitte & Touche USA, LLP
The Future of Convergence and Its Impact on New Business Models
Are things coming together or falling apart? Listen to thought-provoking ideas on the future direction of Convergence and its impact on new business models. This presentation will cover issues organizations must consider to develop successful business strategies, providing real world examples of:
- Where convergence has been successful in the market and where it has failed
- How go-to-market partnerships are changing
- Requirements for successful business model development
Don't miss this great opportunity to learn how companies can position themselves to capitalize on the potential of Convergence.
10:15 AM
Kim Povirk - General Manager of Sales & Service, Consumer Markets
Embarq Holdings Company, LLC
Embarq's Way of Life – The Cycle of Compensation, Reporting, Analysis & Strategy
As the Telecommunications industry converges with Media, High Tech, and Consumer Goods, Embarq recognized that our customers are demanding completely new products and services - in addition to unique combinations of existing products. In order to manage this increasingly complex set of products, services, and customers; Embarq developed a process that creates a customer focus throughout the organization. This continuous cycle utilizes true compensation to maximize both sales and customer satisfaction, real-time reporting and analysis to accurately track and understand trends, and the development of strategy based on these analyses. Kim’s presentation will discuss the converging business environment, explain the continuous cycle Embarq employs, and identify the benefits achieved.
11:00 AM - 11:30 AM
11:30 AM
Kevin Kells – Consumer Goods Industry Development Director
Google, Inc.
Marketing in the Clouds: Life in the Digital World
Radical new marketing opportunities are re-shaping the way brand marketers connect with their consumers, and are re-defining the advertising landscape due to accurate measurability and accountability. Google is working closely with Consumer Goods companies to help them avoid the pitfalls and successfully take advantage of the opportunities created by Digital Marketing. Kevin’s presentation will cover how marketers can activate the brand and take advantage of consumer insights that are underleveraged in the traditional landscape. He will highlight the absolute link that exists between offline and online activities, and review how a major consumer goods company has achieved significant sales lift in their brick and mortar stores from a targeted online search and display campaign. Finally, he will outline how marketers should focus not on share of voice but on share of receptive consumer moments (when they are open to receiving relevant messages), and how Digital Marketing can create and leverage those moments.
12:15 PM
Cyrus Aram – Senior Manager, Strategy & Planning
Hewlett-Packard
Managing the Triple Constraint - A Pragmatic Framework for Integrating Sales, Service, and Marketing
This session aims to mitigate the inherent conflicts between Sales (e.g. driving revenue), Service (e.g. exceeding service standards) and Marketing (e.g. implementing a marketing campaign) by sharing a succinct 5 step framework, related set of tools and ultimate guidance on fusing a shared capabilities roadmap. Participants will gain a practical understanding of this triple constraint through a case study of a well known Fortune company.
1:00 PM
Summit Closes
| © 2007 Thought Leadership Summits Thought Leadership Summits, Inc. - 415.553.4142 - tlsinfo@tlsummits.com |
|
Site Developed by: Synergy Soup Interactive |
|