IMPACT!
Sales & Marketing
Selling Enterprise Applications
and
Other High-End Software Using the Internet
Learn How to Leverage This Channel, for >$500 Software,
Utilizing Non-Traditional Approaches
January 29, 2003
Enterprise
applications - those designed to manage and coordinate the activities
and/or output of many individuals - typically cost $500 to $10,000
or even more, and usually require professional services for deployment.
This price range and implementation model is not conducive for
selling over the Internet, which favors low cost applications
(e.g., purchasable using a credit card) that can be installed
and tailored by the end user (formerly called "shrinkwrap"
software). Typically, Enterprise applications and other expensive
applications have been sold direct or through IT Consultancies.
However, clever companies are finding ways of leveraging the Internet
to generate leads and move prospects through the sales cycle more
effectively, gaining competitive advantage and maximizing their
return on their Sales and Marketing dollars.
If
you are selling software that requires the extensive "touch"
of salespeople and professional service organizations, you should
not miss this event. Learn how progressive companies are adopting
their sales practices to gain maximum sales/marketing leverage
from the Internet, and walk away with practical tips for improving
the revenue and profitability of your own business!
As
a bonus for attending, please pick up your free copy of the Top
Do’s &
Don’ts For Selling High End Software Using The Internet
Presenters:
Harold Katz, Technology
Enabling Manager, Syspro
Harold Katz is the Technology Enabling Manager for SYSPRO US,
a vendor of enterprise software that includes Enterprise Resource
Planning, Customer relationship Management and E-Commerce. In
this role, he assists customers in leveraging SYSPRO technology
and also contributes to the development and deployment of the
SYSPRO Marketing Program. Katz' extensive corporate management
background includes positions in Technology, Finances, Operations,
Marketing and General Management in both small to medium size
privately owned and publicly traded organizations. He has a MAP
from Wits Business School, a Van Zyl & Pritchard Diploma in
Computer Programming and an IMMB Certificate. He currently resides
in Irvine, CA, with his wife and three children.
Diane
Mayer, President, B2B Web Marketing Solutions
Diane Mayer is the founder of B2B Web Marketing Solutions, which
provides Web-based marketing events and lead generation for technology
companies. It emphasizes helping aggressive companies achieve
corporate marketing and sales objectives, lower cost per lead,
condense the sales cycle and speed market penetration. She previously
was Director of Business Development for Saligent, Inc., a provider
of prospect development and lead management services for companies
selling complex, big-ticket business products, and she has had
senior positions at Techmar Communications and Inquiry Handling
Service. During her 20+ years in a variety of sales and marketing
positions, she has been instrumental in helping more than 60 companies
implement telemarketing strategies, prospect seminars, channel
development and lead management programs to open and expand target
markets.
Moderated
by Lee Shaeffer - Sissach Technologies
Lee Shaeffer
has a wealth of experience in sales, marketing and business development
for software and high technology products. Recent experience includes
a senior position in sales and product management for a Application
Service Provider (ASP) offering enterprise-level Internet-based
recruiting tools to Fortune 1000 companies as well as career centers
for organizations. Prior experience includes Apple Computer and
McKinsey & Company, Inc. Mr Shaeffer has a B.S.E.E from MIT
and MBA from Stanford.
