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Executive Advisory EventsExecutive Advisory Events range from exclusive executive Telebriefings presented by our expert analysts, to live, on-site events such as the annual Sales and Marketing Effectiveness Summit. EAG Analysts also frequently present at IDC's annual Directions Conference. Please scroll below to view and register for upcoming events. You may also "post-register" for many events and view their respective recordings.
IDC's Third Annual Buyer Experience Study - Guidance for Sales & MarketingAnalyst(s): Richard Vancil, Michael GerardApr 2010 - Doc # TB20100422 - Event Proceeding IDC's Sales and CMO Advisory Services recently completed its annual survey of 200+ IT Buyers, soliciting their feedback for how sales and marketing can improve the customer creation process. IDC's Sales and Marketing Advisory t ... Sales & Marketing Strategies for 2010: Key Success Factors for GrowthAnalyst(s): Richard Vancil, Michael GerardMar 2010 - Doc # TB20100318 - Event Proceeding IDC's Sales and CMO Advisory Services will conduct an exclusive readout of its recent Sales and Marketing Barometer Surveys. IT sales and marketing challenges will continue into 2010 as buyers remain under pressure to manage th ... Tech Marketing and Sales: The Transformation AcceleratesAnalyst(s): Richard VancilMar 2010 - Doc # DR2010_GS3_RV - Event Proceeding The following was presented at the IDC Directions conferences in Boston and Santa Clara in March 2010.: Tech Marketing in 2010: Trends, Forecast, and Essential GuidanceAnalyst(s): Richard VancilMar 2010 - Doc # DR2010_T1_RV - Event Proceeding The following was presented at the IDC Directions conferences in Boston and Santa Clara in March 2010.: Track 1: Three Recipes for Sales SuccessAnalyst(s): Michael GerardMar 2010 - Doc # DR2010_T1_MG - Event Proceeding The following was presented at the IDC Directions conferences in Boston and Santa Clara in March 2010.: Tech Marketing 2009-2010: Move from Budget Bust...to Budget Build!Analyst(s): Richard Vancil, Michael GerardSep 2009 - Doc # TB20091001 - Event Proceeding Senior analysts from IDC's CMO Advisory Service will provide the very latest from IDC's comprehensive survey of marketing investment and trends in 2009.: Topics to be addressed in this telebriefing include the fo ... Key Success Factors for Your B-to-B Social Media StrategyAnalyst(s): Michael Gerard, Seth FishbeinJul 2009 - Doc # TB20090716 - Event Proceeding IDC's CMO Advisory Practice will present the latest results of its digital marketing and social media studies, including its applicability to marketers' strategic planning and go-to-market execution processes. Marketers are onl ... Surviving and Thriving in 2009: Tactics Guaranteed to Deliver Fourth Quarter Sales SuccessAnalyst(s): Lee LevittMay 2009 - Doc # TB20090514 - Event Proceeding 2009 will go down in history as one of the most challenging and difficult years for businesses. Yet we know that at the end of this year, most businesses will remain standing and some will even have prospered. Three simple tact ... Critical Tools and Techniques to Weather the Perfect StormAnalyst(s): Lee LevittApr 2009 - Doc #SMES2009_02 - Event Proceeding The following was presented at the IDC Sales and Marketing Effectiveness Summit held in New York, NY on April 1, 2009: Challenging times call for innovative practices and tools for every sales and marketing organ ... The First Line Sales Manager as a Backbone of Sales Productivity: Overview of Best PracticesAnalyst(s): Lee Levitt, Thomas BarrieauMar 2009 - Doc #TB20090312 - Event Proceeding As companies search for improvements in sales productivity, a few key leverage points stand out. Of these, the first line sales manager is one of the most critical. The effective first line sales manager ensures ... Marketing TransformationAnalyst(s):Richard VancilMar 2009 - Doc #DR2009_T3_RV - Event Proceeding The following was presented at the IDC Directions conferences in Boston and San Jose in March 2009 ... 2009 - How to Win in Challenging Times: A Recipe for Sales SuccessAnalyst(s):Lee LevittMar 2009 - Doc #DR2009_T3_LL - Event Proceeding The following was presented at the IDC Directions conferences in Boston and San Jose in March 2009 ... Executive Panel: Best Practices in Marketing and Sales EffectivenessAnalyst(s):Michael GerardMar 2009 - Doc #DR2009_T3_MG - Event Proceeding The following was presented at the IDC Directions conferences in Boston and San Jose in March 2009 ... Don't Understand Sales Enablement? You're Not Alone!Analyst(s): Lee Levitt, Thomas BarrieauJan 2009 - Doc #TB20090127 - Event Proceeding Sales enablement is one of only two groups within technology companies expected to substantially increase headcount in 2009. Yet most companies have a limited understanding of the role sales enablement has in improving sales pr ... Selling in 2009: 10 Ways to Find, Win, and Keep the MoneyAnalyst(s): Lee LevittJan 2009 - Doc #TB20090108 - Event Proceeding Prediction #1 - Selling strategies that worked last year will not work in 2009. Many customers are in capital preservation mode, many opportunities will end in "no decision," sales cycles are longer, sales reps are less confide ... Winning in 2009 - A Recipe for Success in a Challenging EnvironmentAnalyst(s): Lee LevittOct 2008 - Doc #TB20081030 - Event Proceeding 2009 is shaping up to be a challenging year for technology organizations. Buyers around the world have gone into a "cash preservation" mode, with non-essential technology acquisitions deferred or cancelled. Few sales or marketi ... Does Technology Really Make Sales People More Productive?Analyst(s): Lee LevittSep 2008 - Doc #TB20080925 - Event Proceeding Under pressure to improve sales productivity, organizations are increasing their investments in sales technology. Do these investments actually boost sales productivity or are they a distraction for both the organization and th ... Trends and Forecast for Marketing, Sales, and Market Intelligence: Essential Guidance for 2009 PlanningAnalyst(s):Richard VancilSep 2008 - Doc #TB20080918 - Event Proceeding Are you ready for the 2009 planning season? How do your plans, investments, and objectives stack up versus industry leaders and bellwethers? Rich Vancil will provide the latest marketing, sales, and market intelligence trends a ... Best Practices in Marketing Performance Measurement 2.0: A Framework and Case StudiesAnalyst(s):Michael GerardJul 2008 - Doc #TB20080710 - Event Proceeding Marketers in the technology sector have made significant strides in developing and deploying their marketing performance measurement (MPM) strategies. Most have moved beyond the unrealistic quest to establish the perfect return ... Sales Enablement 203: A Framework for Driving Business GrowthAnalyst(s):Lee Levitt, Michael BleyhlJun 2008 - Doc #TB20080619 - Event Proceeding As organizations continue their transition from transaction to more customer-oriented sales practices, the skills and capabilities of sales reps and account managers have become a critical limiting factor. The typical sales per ... Best Practices in Sales Metrics - The Five Key "Levers" of Sales ProductivityAnalyst(s):Lee LevittJun 2008 - Doc #TB20080605 - Event Proceeding As sales continues its progression from art to science, organizations increasingly use key sales metrics to inspect and analyze their operations. Managers now use key sales metrics to make fundamental business operation and inv ... Sales Productivity 203: Critical Success Factors in Customer SegmentationAnalyst(s):Lee LevittApr 2008 - Doc #TB20080417 - Event Proceeding With increased focus on opportunities in the midmarket and the ongoing demand for higher sales productivity, sales organizations are under pressure to deliver. This pressure is driving specialization within sales organizations ... Welcome to the 4th Annual IDC Sales and Marketing Effectiveness SummitAnalyst(s):Lee LevittApr 2008 - Doc #SMES2008_05 - Event Proceeding The following was presented at IDC Sales and Marketing Effectiveness Summit 2008.: Sales Enablement - Top 5 Strategies to Achieve Higher Value Sales ConversationsAnalyst(s):Lee Levitt, Michael BleyhlMar 2008 - Doc # DR2008_CCLL - Event Proceeding The following was presented at Directions 2008.: The Market Intelligence Role: Trends and Forecast for 2008 and BeyondAnalyst(s): Laura Curtis, Richard VancilMar 2008 - Doc #TB20080327 - Event Proceeding Join IDC's Rich Vancil and Laura Curtis for the latest research about the Market Intelligence function. This presentation will provide IDC's new "MI 2.0 Framework" for building a more strategic and impactful MI organization. It ... Go-to-Market Innovations - What's in for 2008?Analyst(s): Michael Gerard, Laura NurzynskiMar 2008 - Doc #DR2008_CCMG - Event Proceeding The following was presented at Directions 2008. The Voice of the New CustomerAnalyst(s): Clare GillanMar 2008 - Doc #DR2008_5CG - Event Proceeding The following was presented at Directions 2008. Tech Marketing and Sales: It's Time for TransformationAnalyst(s): Richard VancilMar 2008 - Doc #DR2008_5RV - Event Proceeding The following was presented at Directions 2008. Selling to the Mid-market Without Going BrokeAnalyst(s): Lee LevittFeb 2008 - Doc #TB20080228 - Event Proceeding Selling to the mid-market requires different practices than those employed in selling to large enterprise organizations. Enterprise buyers value strong technical expertise, effective relationship management, and deep industry a ... Best Practices in Sales Productivity: Inside SalesAnalyst(s): Lee LevittJan 2008 - Doc #TB20080110 - Event Proceeding Most companies leverage inside sales in one form or another, substituting less expensive office-based sales resources for more expensive field-based staff. In conducting research on inside sales best practices, IDC found a vari ... CMO Advisory Best Practices: B-to-B Online and Interactive Marketing - Cutting Through the HypeAnalyst(s): Michael GerardJan 2008 - Doc #TB20080117 - Event Proceeding Online advertising, social networking, search engine marketing, Internet broadcasting, wikis, Web 2.0... What do these terms mean for your marketing strategy? How do you harness the power of this new medium without losing cours ... Peer to Peer Board MeetingsYour annual subscription to the CMO Advisory or Sales Advisory Service includes attendance at the popular Leadership Board Meetings for clients. IDC provides Best Practice case studies of topical management challenges. Meeting members then collaborate and problem-solve with their peers in a dynamic round-table setting. Not only are these meetings excellent networking opportunities but they are private forums exclusive to clients, enabling your peers to share their challenges and successes in Technology Sales and Marketing.
Board Meeting Minutes: May 26, 2010, CMO Advisory Marketing Leadership BoardAnalyst(s): Richard Vancil, Joseph A. Ferrantino, Gerald MurrayJul 2010 - Doc # 223769 - Insight This IDC Insight is a brief summary of the CMO Advisory Board meeting held on May 26, 2010, in San Jose, California, with more than 25 senior marketing executives. The morning session focused on the issue of talent management with Cushin ... purchase document IDC Sales Leadership Board Meeting Notes: May 25 and 26, 2010Analyst(s): Irina Zvagelsky, Michael GerardJun 2010 - Doc # 223736 - Insight This IDC Insight is a summary of the IDC Sales Leadership Board meeting of May 25 and 26 in San Jose, California, with sales and sales operations executives from leading technology firms in attendance. Key findings from the discussions a ... purchase document IDC Sales Leadership Board Meeting Minutes: October 14-15, 2009Analyst(s): Michael GerardNov 2009 - Doc #220599 - Insight Sales and sales operations executives from leading technology companies convened in October 2009 to discuss strategies for improving sales productivity. The group discussed solutions and best practices across the spectrum of IDC's Sales Productivity Framework, including sales performance measurement, account planning, pipeline management strategies, customer intelligence and sales enablement. purchase document Board Meeting Minutes: October 2009 Marketing Operations Leadership BoardAnalyst(s): Seth Fishbein, Richard VancilNov 2009 - Doc #220730 - Insight This IDC Insight is a summary of IDC's Marketing Operations Leadership Board meeting of October 15, 2009, held at Half Moon Bay, California. There were 26 clients in attendance from companies including: Autodesk, Autonomy, Cisc ... purchase document Board Meeting Minutes: May 6, 2009, IDC's Marketing Operations Leadership BoardAnalyst(s): Michael Gerard, Richard Vancil, Seth FishbeinMay 2009 - Doc #218576 - Insight This IDC Insight is a brief summary of the Marketing Operations Board meeting held on May 6, 2009, in San Jose, California, with 20+ marketing executives in attendance. The morning session was devoted to a discussion centered o ... purchase document Board Meeting Minutes: February 2009 Sales Leadership BoardAnalyst(s): Lee LevittApr 2009 - Doc #218082 - Insight This IDC Insight is a summary of the IDC Sales Leadership Board meeting of February 17 and 18 in Menlo Park, California, with more than a dozen sales executives in attendance. purchase document Board Meeting Minutes: February 4, 2009: IDC's Marketing Operations Leadership Board - Marketing Shared Services and Other Actions Marketers Should Consider in the DownturnAnalyst(s): Michael Gerard, Richard Vancil, Seth FishbeinFeb 2009 - Doc #216926 - Insight This IDC Insight provides a brief summary of the Marketing Operations Leadership Board meeting held on February 4, 2009, in San Jose, California, with 20 marketing executives in attendance. The morning session was devoted to a ... Board Meeting Minutes: October 2008 Sales Leadership Board, Marketing Operations Leadership BoardAnalyst(s): Lee Levitt, Michael Gerard, Seth Fishbein, Richard Vancil, Thomas BarrieauNov 2008 - Doc #215153 - Insight This IDC Insight is a summary of the IDC Leadership Board meetings of October 15 and 16, 2008, in Cambridge, Massachusetts, with more than 40 sales and marketing executives in attendance. Board Meeting Minutes: May 20, 2008, Marketing Operations Leadership BoardAnalyst(s): Lee Levitt, Richard VancilMay 2008 - Doc #212525 - Insight This IDC Insight is a brief summary of the Marketing Operations Leadership Board meeting of May 20, 2008, in San Jose, California, with 33 marketing executives in attendance. The morning session was devoted to a discussion of t ... Board Meeting Minutes: October 2007 Sales Leadership Board, Marketing Operations BoardAnalyst(s): Lee Levitt, Michael Gerard, Clare Gillan, Seth Fishbein, Richard Vancil, Rachel E. HappeNov 2007 - Doc #209525 - Insight This IDC Insight is a brief summary of the leadership board meetings of October 23 and 24 in Boston, with 40 sales and marketing executives in attendance. The Executive Advisory GroupThe Executive Advisory Group has unparalleled access to business leaders in industries served by IDC and IDC-owned companies, as well as the support of more than 1,000 analysts covering global market trends that drive change, challenge, and opportunity.How to EngageEach Executive Advisory Group practice area provides a variety of ways to engage. This includes the most popular format of a 12-month subscription service; and also multi-client studies; custom consulting projects; or shorter engagements depending on client need.
Typical Discussions with IT Industry Executives
Client Testimonials"Professional, concise"
MARKETING OPERATIONS Board Meetings 2009 "I like the way you open up the discussion by sharing some of your research"
MARKETING OPERATIONS Board Meetings 2009 "Michael keeps things on track and moving along"
MARKETING OPERATIONS Board Meetings 2009 "Your Insight studies have served as valuable learning tools and supporting data in helping us transition into more of a channels strategy. . . e.g., justifying the increased investment in marketing as we expand our channel strategy"
Top Tech Marketing Executive "Excellent meeting due to caliber and common focus of attendees"
>$500M software company, MARKETING OPERATIONS Board Meetings 2008 "Good balance of visuals and discussion... no 'death by slides'"
MARKETING OPERATIONS Board Meetings 2009 "A great meeting as usual"
MARKETING OPERATIONS Board Meetings 2009 "Great to be back in the IDC CMO family!"
Jack Androvich, Senior Director Marketing Research, Planning & Operations, Autodesk "Rich, I'm really glad we did this call. I have known your material since the beginning, but I was not aware of how much the Services have expanded over the past year or so..."
Brian Bonazzoli, VP of Market Intelligence "You have served as a valuable extension of my marketing team"
Multi-billion dollar hardware company "Achieving a position in the Marketing Leadership quadrant of your Matrix is on my CMO dashboard"
Multi-billion dollar hardware company "Your best practice research provides a level of depth and insight that few companies achieve"
>$500M software company "You've got the best and only insight that is relevant!"
Multi-billion dollar software company "Excellent, one of the best ever"
MARKETING OPERATIONS Board Meetings 2009 "Your Marketing Performance Matrix served as a key driver for change within our organization, indicating our potential for advancement on the Matrix including what measures are necessary to enable that advancement."
Top Tech Marketing Executive "Excellent as usual"
MARKETING OPERATIONS Board Meetings 2009 "Continues to improve, which is why I keep coming back"
MARKETING OPERATIONS Board Meetings 2009  
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