ITSMA 2011 Marketing Excellence Awards Winners


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ITSMA Recognizes Best in Class Marketing Programs with its 2011 Marketing Excellence Awards
Cisco, Cognizant, Deloitte, Fujitsu, HCL America, HDS, HP, IBM, Microsoft, and SAP are recognized as B2B Marketing Leaders across six categories.
An international jury of marketing executives and experts selected the winners based on excellence in situation analysis, innovation, program execution, and business results. The awards honor excellence at two levels: diamond and gold.

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ITSMA 2011 Marketing Excellence Awards Winners

  1. 1. For More Information on ITSMA’s MarketingJeff Sands Excellence Awards,Vice President, ITSMA please visitOctober 26, 2011
  2. 2. A Commitment to ExcellenceITSMA’s Fourteenth Annual MarketingExcellence Awards Promote excellence in services and solutions marketing Focus attention on high-impact areas of services and solutions marketing Honor industry leaders, innovators, and best performers 2
  3. 3. The Awards Diamond Award  Best in class for the industry, as measured by innovation, execution, and business results Gold Award  Standout achievement in improving marketing performance, as measured by innovation, execution, and business results 3
  4. 4. Past Winners FOR 4
  5. 5. 2011 CategoriesIn Search of Marketing Excellence Marketing Building with Client Loyalty Social Media and Trust Generating Developing and Nurturing New Markets Leads Driving Enabling Business Sales with Thought Channels Leadership 5
  6. 6. The Judging Process Any company that markets technology- related services and solutions June 3 submission deadline MEA jury with senior ITSMA staff, advisory board, and outside experts Judging emphasis on innovation, execution, and business results 6
  7. 7. A special thank you to our judges… 7
  8. 8. And the winners are… 8
  9. 9. Building Client Loyalty and Trust Marketing programs designed to deepen the relationship with existing clients, to foster loyalty, and to build a partnership based on mutual trust. 9
  10. 10. Building Client Loyalty and TrustFinalists 10
  11. 11. Building Client Loyalty and Trust Gold WinnerCisco Services Partner Advisory BoardProgram 11
  12. 12. Building Client Loyalty and Trust Diamond WinnerHCL Customer AdvisoryCouncilFostering CXO Intimacyand Steering HCLStrategy 12
  13. 13. Developing New Markets Expanding into new verticals, new categories, or emerging markets, building a presence, and balancing global/ corporate and local/field strategies and tactics. 13
  14. 14. Developing New MarketsFinalists 14
  15. 15. Developing New Markets Gold WinnerSAP Rapid Deployment Solutions:Setting a New Standard for Packaged Solutions 15
  16. 16. Developing New Markets Diamond WinnerIBM Smarter Commerce Example: Making a Market … Smarter Commerce Press and Analysts Education Establish the Vision and Shared Agenda Avail for BPs via PartnerWorld Analysts Briefings Smarter Commerce Client and Business Partner Coverage, By Lined Innovation Discovery and Press Announcements Op Ed and Reports Classroom to Client Workshops Smarter Commerce Events Sales Tools Op Ads IBV Studies Thought Leadership & Collateral Smarter Commerce Client and BP Presentations Demo Video Smarter Commerce Web & Social Media Build a Social Network Mini Main Tent of Influencers Smarter Commerce Microsites & Related Sites Smarter Commerce London, Paris, New York Innovation Discovery Smarter Client Workshops Commerce Client and BP References Videos / podcasts Client and Partner Webcasts Customer Banner Ads IBM PartnerWorld Smarter Commerce Global Collateral/White Papers Videos Search Marketing Summit Progression Paths © 2011 IBM Corporation 19 16
  17. 17. Driving Business with Thought LeadershipCreating and disseminatinghigh quality thought leadershiputilizing new and traditionalvehicles to more effectivelydrive business. 17
  18. 18. Driving Business with Thought LeadershipFinalists 18
  19. 19. Driving Business with Thought Leadership Gold WinnerIBM Watson:Smarter Answers for a Smarter Planet 19
  20. 20. Driving Business with Thought Leadership Gold WinnerThe Future of Work 20
  21. 21. Driving Business with Thought Leadership Diamond WinnerDeloitte Discovery:Making the Most of Thought Leadershipthrough Idea Marketing 21
  22. 22. Enabling Sales ChannelsImproving sales effectivenessby enabling sales channels(including field sales,telesales, channel partnersales, and alliance partnersales) to drivebusiness results. 22
  23. 23. Enabling Sales ChannelsFinalists 23
  24. 24. Enabling Sales Channels Gold WinnerCisco Collaborative Services:Transforming the Relationshipbetween Cisco andOur Channel Partners Customer Partner Partner • Higher Satisfaction • High Margin Service • Drive Product Revenues Acceleration • Proactive Visibility and Support • Market Differentiation • Support Partner Architectural Selling • Improved 3-Way • Customer Loyalty Relationship • Minimized Escalations © 2010 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 4 24
  25. 25. Enabling Sales Channels Diamond WinnerFujitsuEnabling Field Sales to Deliver Business Results Segmentation Targeting Positioning Vertical Industries 5x5 Vertical Industries Interactive Documents Attractiveness Scores Targeting Tool These map the Fujitsu IT Identifies the priority Identifies which prospects, services against the Business industries to focus on customers and issues within an industry opportunities to focus on Output: 17 vertical sector Output: Visual slide pack available documents to assist in customer for each sector Output: Visual bubble chart or conversations table showing which targets are priority. Vertical Industries High- External ‘Business Level Strategies Benefits’ led campaign Identifies the current state of Integrated external White Space campaign, positioning Fujitsu each industry and Fujitsu’ Chart strategy for each in the market as Identifies understanding customer opportunities to business issues Output: Slide pack containing cross and up sell current state of each industry, Output: Full marketing mix Fujitsu’s strategy and value Output: Chart for the top campaign delivered to 300 private proposition to take to market customers identifying where sector organisations opportunity to sell offerings are 25
  26. 26. Generating and Nurturing LeadsMarketing initiatives that create awareness, generatedemand, identify leads, and nurture prospectivecustomers at all stages of the buying process. 26
  27. 27. Generating and Nurturing LeadsFinalists for 27
  28. 28. Generating and Nurturing Leads Gold WinnerEnterprise Customer Care + Relationship Marketing 28
  29. 29. Generating and Nurturing Leads Diamond WinnerIBM Target-MAP Predictive Analytics Platform for Demand Generation 29
  30. 30. Marketing with Social MediaIntegrating social media into individual marketingprograms, the overall marketing strategy,as well as the business. 30
  31. 31. Marketing with Social MediaFinalists 31
  32. 32. Marketing with Social Media Gold WinnerKey Learnings forExpanding a Small SocialMedia Budget into BigResults – HDS SocialMedia Buzz Contest 32
  33. 33. Marketing with Social Media Diamond WinnerHP Technology Services: Launching “Where’s the Humanity in yourTechnology” Point of View with Social Media 33
  34. 34. The 2011 Award Winners! 34
  35. 35. Thank you for 14 years of EXCELLENCE! For More Information on ITSMA’s Marketing Excellence Awards, please visit 35