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ITSMA Marketing Excellence Awards 2012 winners
Let’s take a trip back to
1998 when it all began




           © 2012 ITSMA. All Rights Reserved. 2
1998
© 2012 ITSMA. All Rights Reserved. 3
ITSMA 1998
                 Services Marketing Excellence Awards

 Promote and recognize excellence
  in services marketing practices
 Established to recognize the
  leaders, the innovators,
  the pioneers, and best performers
 Focus on four high-impact areas
  that represent services marketing
  excellence




                       © 2012 ITSMA. All Rights Reserved. 4
1998 Services Marketing Areas of Excellence



           Creating, Sustaining, & Harvesting
                   Customer Loyalty
                 Leveraging Sales Channels
    Anticipating & Responding        Building Market
           to Competition       Awareness & Preference
Market Selection        New Services           Pricing for
& Development           Development          Value & Profit


      S TA F F E X C E L L E N C E

                      © 2012 ITSMA. All Rights Reserved. 5
Categories of Recognition from the
    1998 Marketing Excellence Awards

New Service Innovation
HP
(Rapid/3 SAP Implementation Service)


Communications Impact
EDS
(Sports Event Delivery)


Sales Effectiveness
HP
(Leasing Laser Printers)


Staff Excellence
IBM
(Professionalize Services Marketing)


 © 2012 ITSMA. All Rights Reserved. 6
Since 1998, we’ve included a number of
                    different categories




      © 2012 ITSMA. All Rights Reserved. 7
And there have been many Award winners




                                              FOR




       © 2012 ITSMA. All Rights Reserved. 8
The Award logo has also changed



1998   2006




          © 2012 ITSMA. All Rights Reserved. 9
The ITSMA Marketing Excellence Awards Program
                 continues to grow

     Maybe next year
      we’ll add your
  organization’s name
       to the list of
       MEA winners


                © 2012 ITSMA. All Rights Reserved. 10
A Commitment to Excellence

ITSMA’s Fifteenth Annual Marketing
Excellence 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




                      © 2012 ITSMA. All Rights Reserved. 11
The Awards


Diamond Award                              Gold Award
Best in class for the industry,            Standout achievement in
as measured by innovation,                 improving marketing
execution, and business                    performance, as measured
results                                    by innovation, execution, and
                                           business results




                         © 2012 ITSMA. All Rights Reserved. 12
2012 Categories
                          In Search of Marketing Excellence

                Transforming the                        Driving Business
                   Marketing                              with Thought
                  Organization                             Leadership



Strengthening
    Client
                                                                          Enabling
Relationships                                                          Sales Channels
 and Building
   Loyalty



             Marketing with
                                                     Generating and
                Social and
                                                     Nurturing Leads
            Interactive Media



                          © 2012 ITSMA. All Rights Reserved. 13
The Judging Process


 Any company that markets
  technology-related services
  and solutions
 June 8 submission deadline
 MEA jury with senior ITSMA staff, advisory board,
  and outside experts
 Judging emphasis on innovation, execution, and
  business results




                       © 2012 ITSMA. All Rights Reserved. 14
And the winners are…




© 2012 ITSMA. All Rights Reserved. 15
Driving Business with
                                                         Thought Leadership

Creating and disseminating high quality
thought leadership content, leveraging new
and traditional marketing vehicles to more
effectively drive business.




                         © 2012 ITSMA. All Rights Reserved. 16
Driving Business with Thought Leadership
                                Finalists




                                     for




        © 2012 ITSMA. All Rights Reserved. 17
Driving Business with Thought Leadership
                                         Gold Winner

 Race to the Line: Using Thought Leadership to create a
  Sales Engagement Platform




                       © 2012 ITSMA. All Rights Reserved. 18
Driving Business with Thought Leadership
                                      Diamond Winner

 Deloitte Financial Advisory Services LLP
  Corruption Campaign




                       © 2012 ITSMA. All Rights Reserved. 19
Enabling Sales Channels


Improving sales effectiveness by successfully
enabling sales channels (including
field sales, telesales, channel
partner sales, and alliance partner
sales) and directly affecting
business results.




                         © 2012 ITSMA. All Rights Reserved. 20
Enabling Sales Channels
                                       Finalists




© 2012 ITSMA. All Rights Reserved. 21
Enabling Sales Channels
                                                          Gold Winner

 IBM Sales and Distribution – Classroom to Client: Enabling
  for Strategic Business Development




                       © 2012 ITSMA. All Rights Reserved. 22
Enabling Sales Channels
                                                    Diamond Winner

 AScend Elevates Sales Enablement for Advanced Services




                     © 2012 ITSMA. All Rights Reserved. 23
Generating and Nurturing Leads


Implementing marketing initiatives that create
awareness, generate demand, identify leads,
and nurture prospective customers at all
stages of the buying process.




                        © 2012 ITSMA. All Rights Reserved. 24
Generating and Nurturing Leads
                           Finalists




© 2012 ITSMA. All Rights Reserved. 25
Generating and Nurturing Leads
                                            Gold Winner

 Creating a Volume Annuity Machine with Automated Lead
  Generation




                      © 2012 ITSMA. All Rights Reserved. 26
Generating and Nurturing Leads
                                            Gold Winner

 Expedite your Sales Cycle by mapping communications to
  the Buyer's Journey with automated Nurture programs




                      © 2012 ITSMA. All Rights Reserved. 27
Generating and Nurturing Leads
                                          Diamond Winner

 Dell’s Global Operational Excellence Initiative in Lead
  Management and Revenue Performance




                        © 2012 ITSMA. All Rights Reserved. 28
Marketing with Social and
                                                      Interactive Media

Integrating social and interactive media into
marketing programs, the overall marketing
strategy, and the business.




                         © 2012 ITSMA. All Rights Reserved. 29
Marketing with Social and
                    Interactive Media Finalists




© 2012 ITSMA. All Rights Reserved. 30
Marketing with Social and
                                 Interactive Media Gold Winner

 Breaking the Waves




                       © 2012 ITSMA. All Rights Reserved. 31
Marketing with Social and
                       Interactive Media Diamond Winner

 Dell: A recognized leader in social media




                        © 2012 ITSMA. All Rights Reserved. 32
Strengthening Client Relationships
                                 and Building Loyalty


Executing marketing programs designed to deepen the
relationships with existing clients, foster loyalty,
and build partnerships based on mutual trust.




                          © 2012 ITSMA. All Rights Reserved. 33
Strengthening Client Relationships and
             Building Loyalty Finalists




     © 2012 ITSMA. All Rights Reserved. 34
Strengthening Client Relationships and
                         Building Loyalty Gold Winner

 Driving Innovation through Account Based Marketing
  Measurement of Relationships & Business Impact




                      © 2012 ITSMA. All Rights Reserved. 35
Strengthening Client Relationships and
                         Building Loyalty Gold Winner

 Optum Client Nurturing Program




                      © 2012 ITSMA. All Rights Reserved. 36
Strengthening Client Relationships and
                    Building Loyalty Diamond Winner

 The IBM Select Access Program




                     © 2012 ITSMA. All Rights Reserved. 37
Transforming the Marketing Organization


Transforming marketing operations,
organization models, skills, and
processes to have a measureable
impact on the business.




                          © 2012 ITSMA. All Rights Reserved. 38
Transforming the Marketing Organization
                               Finalists




       © 2012 ITSMA. All Rights Reserved. 39
Transforming the Marketing Organization
                                         Gold Winner

 Transforming the Marketing Organisation




                      © 2012 ITSMA. All Rights Reserved. 40
Transforming the Marketing Organization
                                     Diamond Winner

 Transforming Marketing: From “Indian IT”
  to Global “Big Four”




                       © 2012 ITSMA. All Rights Reserved. 41
For More Information on ITSMA’s Marketing Excellence Awards
                  2012 Winners, please visit
http://www.itsma.com/pdfs/mea/2012_ITSMA_MEA_Winners.pdf




                             © 2012 ITSMA. All Rights Reserved. 42

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ITSMA Marketing Excellence Awards 2012 winners

  • 2. Let’s take a trip back to 1998 when it all began © 2012 ITSMA. All Rights Reserved. 2
  • 3. 1998 © 2012 ITSMA. All Rights Reserved. 3
  • 4. ITSMA 1998 Services Marketing Excellence Awards  Promote and recognize excellence in services marketing practices  Established to recognize the leaders, the innovators, the pioneers, and best performers  Focus on four high-impact areas that represent services marketing excellence © 2012 ITSMA. All Rights Reserved. 4
  • 5. 1998 Services Marketing Areas of Excellence Creating, Sustaining, & Harvesting Customer Loyalty Leveraging Sales Channels Anticipating & Responding Building Market to Competition Awareness & Preference Market Selection New Services Pricing for & Development Development Value & Profit S TA F F E X C E L L E N C E © 2012 ITSMA. All Rights Reserved. 5
  • 6. Categories of Recognition from the 1998 Marketing Excellence Awards New Service Innovation HP (Rapid/3 SAP Implementation Service) Communications Impact EDS (Sports Event Delivery) Sales Effectiveness HP (Leasing Laser Printers) Staff Excellence IBM (Professionalize Services Marketing) © 2012 ITSMA. All Rights Reserved. 6
  • 7. Since 1998, we’ve included a number of different categories © 2012 ITSMA. All Rights Reserved. 7
  • 8. And there have been many Award winners FOR © 2012 ITSMA. All Rights Reserved. 8
  • 9. The Award logo has also changed 1998 2006 © 2012 ITSMA. All Rights Reserved. 9
  • 10. The ITSMA Marketing Excellence Awards Program continues to grow Maybe next year we’ll add your organization’s name to the list of MEA winners © 2012 ITSMA. All Rights Reserved. 10
  • 11. A Commitment to Excellence ITSMA’s Fifteenth Annual Marketing Excellence 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 © 2012 ITSMA. All Rights Reserved. 11
  • 12. The Awards Diamond Award Gold Award Best in class for the industry, Standout achievement in as measured by innovation, improving marketing execution, and business performance, as measured results by innovation, execution, and business results © 2012 ITSMA. All Rights Reserved. 12
  • 13. 2012 Categories In Search of Marketing Excellence Transforming the Driving Business Marketing with Thought Organization Leadership Strengthening Client Enabling Relationships Sales Channels and Building Loyalty Marketing with Generating and Social and Nurturing Leads Interactive Media © 2012 ITSMA. All Rights Reserved. 13
  • 14. The Judging Process  Any company that markets technology-related services and solutions  June 8 submission deadline  MEA jury with senior ITSMA staff, advisory board, and outside experts  Judging emphasis on innovation, execution, and business results © 2012 ITSMA. All Rights Reserved. 14
  • 15. And the winners are… © 2012 ITSMA. All Rights Reserved. 15
  • 16. Driving Business with Thought Leadership Creating and disseminating high quality thought leadership content, leveraging new and traditional marketing vehicles to more effectively drive business. © 2012 ITSMA. All Rights Reserved. 16
  • 17. Driving Business with Thought Leadership Finalists for © 2012 ITSMA. All Rights Reserved. 17
  • 18. Driving Business with Thought Leadership Gold Winner  Race to the Line: Using Thought Leadership to create a Sales Engagement Platform © 2012 ITSMA. All Rights Reserved. 18
  • 19. Driving Business with Thought Leadership Diamond Winner  Deloitte Financial Advisory Services LLP Corruption Campaign © 2012 ITSMA. All Rights Reserved. 19
  • 20. Enabling Sales Channels Improving sales effectiveness by successfully enabling sales channels (including field sales, telesales, channel partner sales, and alliance partner sales) and directly affecting business results. © 2012 ITSMA. All Rights Reserved. 20
  • 21. Enabling Sales Channels Finalists © 2012 ITSMA. All Rights Reserved. 21
  • 22. Enabling Sales Channels Gold Winner  IBM Sales and Distribution – Classroom to Client: Enabling for Strategic Business Development © 2012 ITSMA. All Rights Reserved. 22
  • 23. Enabling Sales Channels Diamond Winner  AScend Elevates Sales Enablement for Advanced Services © 2012 ITSMA. All Rights Reserved. 23
  • 24. Generating and Nurturing Leads Implementing marketing initiatives that create awareness, generate demand, identify leads, and nurture prospective customers at all stages of the buying process. © 2012 ITSMA. All Rights Reserved. 24
  • 25. Generating and Nurturing Leads Finalists © 2012 ITSMA. All Rights Reserved. 25
  • 26. Generating and Nurturing Leads Gold Winner  Creating a Volume Annuity Machine with Automated Lead Generation © 2012 ITSMA. All Rights Reserved. 26
  • 27. Generating and Nurturing Leads Gold Winner  Expedite your Sales Cycle by mapping communications to the Buyer's Journey with automated Nurture programs © 2012 ITSMA. All Rights Reserved. 27
  • 28. Generating and Nurturing Leads Diamond Winner  Dell’s Global Operational Excellence Initiative in Lead Management and Revenue Performance © 2012 ITSMA. All Rights Reserved. 28
  • 29. Marketing with Social and Interactive Media Integrating social and interactive media into marketing programs, the overall marketing strategy, and the business. © 2012 ITSMA. All Rights Reserved. 29
  • 30. Marketing with Social and Interactive Media Finalists © 2012 ITSMA. All Rights Reserved. 30
  • 31. Marketing with Social and Interactive Media Gold Winner  Breaking the Waves © 2012 ITSMA. All Rights Reserved. 31
  • 32. Marketing with Social and Interactive Media Diamond Winner  Dell: A recognized leader in social media © 2012 ITSMA. All Rights Reserved. 32
  • 33. Strengthening Client Relationships and Building Loyalty Executing marketing programs designed to deepen the relationships with existing clients, foster loyalty, and build partnerships based on mutual trust. © 2012 ITSMA. All Rights Reserved. 33
  • 34. Strengthening Client Relationships and Building Loyalty Finalists © 2012 ITSMA. All Rights Reserved. 34
  • 35. Strengthening Client Relationships and Building Loyalty Gold Winner  Driving Innovation through Account Based Marketing Measurement of Relationships & Business Impact © 2012 ITSMA. All Rights Reserved. 35
  • 36. Strengthening Client Relationships and Building Loyalty Gold Winner  Optum Client Nurturing Program © 2012 ITSMA. All Rights Reserved. 36
  • 37. Strengthening Client Relationships and Building Loyalty Diamond Winner  The IBM Select Access Program © 2012 ITSMA. All Rights Reserved. 37
  • 38. Transforming the Marketing Organization Transforming marketing operations, organization models, skills, and processes to have a measureable impact on the business. © 2012 ITSMA. All Rights Reserved. 38
  • 39. Transforming the Marketing Organization Finalists © 2012 ITSMA. All Rights Reserved. 39
  • 40. Transforming the Marketing Organization Gold Winner  Transforming the Marketing Organisation © 2012 ITSMA. All Rights Reserved. 40
  • 41. Transforming the Marketing Organization Diamond Winner  Transforming Marketing: From “Indian IT” to Global “Big Four” © 2012 ITSMA. All Rights Reserved. 41
  • 42. For More Information on ITSMA’s Marketing Excellence Awards 2012 Winners, please visit http://www.itsma.com/pdfs/mea/2012_ITSMA_MEA_Winners.pdf © 2012 ITSMA. All Rights Reserved. 42