Selling to IT Training Seminar
Chicago, IL | July 27, 2006
 This special event is focused specifically on
helping our members from the Vendor community better their approach
to meeting, selling and maintaining their relationships with the
area's senior Technology Buyers. Last year over 110 executives listened to senior Technology Buyers share their secrets on how they like to be sold to.
This year we expand our focus to include the following perspectives:
- We'll kick off the event with two presentations from Top IT Executives who will share their "secrets" on how their best vendors approach them, sell to them and maintain lasting and profitable relationships;
- Then we'll provide two primers on how to improve your selling and client interface process. By making you more effective in your process, your overall performance will increase;
- Finally, we'll finish the event with a panel of Senior IT Executives who will update participants on their view from the top and how to best make your sale by helping them.
Whether you sell to IT executives, manage a sales or support team, or run a company, department or service that serves the IT market, then you'll want to make sure you and your team attend this event! Be sure to register right away - space is limited for this special event.
NOTE: This is a special event. Club members cannot use their member tickets. Please reserve your tickets online.
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Agenda |
Event Logistics |
| 1:00 |
Welcome & Introductions |
 $125 Members
$150 Nonmembers
Thursday, July 27, 2006
1:00–5:15 PM
410 Club
410 N Michigan Ave
Chicago, IL
(located in the Wrigley Bldg) |
| 1:30–2:00 |
Maintaining Relationships With Vendors--What Makes a Good Relationship
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Tom Ciardiello, Director, Strategic Sourcing, Chicago Mercantile Exchange
Tom has lead the centralized sourcing function at the Chicago Mercantile Exchange since 2001. The function reports to the CFO, includes the procurement of products and services, corporate card and travel programs. Prior to joining the CME, Tom was the Director, Finance, Planning & Administration for SBC Corporate Finance; Finance Director & Controller for GE Capital, Auto Financial Services, and held a series of accounting, operations and technology positions for Discover Card Financial Services, Inc.. |
| 2:00–2:30 |
Enabling the Technical Sale - Best Practices in Aligning Messaging, Content, and Technology to Maximize Technical Solution Selling Effectiveness
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Jeff Summers, Sr. Vice President, Marketing, The Savo Group
Jeff oversees corporate marketing, business development, sales enablement, and strategic alliances. His 18 years of comprehensive sales, marketing and product management experience uniquely position him as a proven thought leader in Enterprise Sales Enablement. A Chicago native, Jeff joined SAVO from California-based Siebel Systems, Inc., where he was General Manager of the Siebel Sales Product Group. |
| 2:30–3:00 |
Enhancing Sales Through Communication Technology
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Peter Stewart,
Director, Global Product Management - Web Conferencing & Collaboration, Premiere Global Services
Peter's vision is to transform the very nature of how
geographically dispersed knowledge workers interact and collaborate in
virtual teams and online meetings. He drives the global strategy for
web conferencing and collaboration at Premiere Global Services, a $500M
business communication services company based in Atlanta. In one year,
Peter has increased web conferencing revenues by 90% to $14M (in an
industry growing at 20%) through an aggressive combination of new
product development and global partnerships. He is responsible for
market strategy, product line management, and partnerships including
WebEx, Microsoft, Adobe, and IBM. |
| 3:00–3:15 |
Break |
| 3:15–3:45 |
Selling to the CIO 10 Tips, From Both Sides of the Fence
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Joe Vetrano, Former CIO, Cosi Restaurants
Joe is an IT executive and consultant. His background includes CIO at Johnson Wax Professional, VP of Planning at Exelon Energy, VP at Flagstar Restaurants (included Dennys and Hardees), Director at Burger King, and Ryder Transportation. Joe is often sought to spearhead technology to generate revenues (exceeding $75 million), and a business approach to rationalizing IT investments that has saved over $50 million of operating capital. Joe actively consults and peaks on sales development, outsourcing, business recovery from experience after a natural disaster, and other C-level issues. |
| 3:45–4:45 |
Keynote Panel
Sales Tips from Top CIO's
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Moderator:
Joe Vetrano,
Former CIO, Cosi Restaurants
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Patrick Moroney, Former CIO, Health Care Services Corp
Patrick Moroney has been the SVP/CIO of Health Care Service Corporation (Blue Cross Blue Shield of Illinois, Texas, New Mexico, Oklahoma). His I.T. staff of 2,200 supported all enterprise business operations including claims processing, membership, customer service operations and strategic relationships. Previous to HCSC he served as SVP/CIO for The ServiceMaster Company (Terminix, TruGreen, Merry Maids, others) and as CIO for the Nutrition, Food and Consumer Products Sector of Monsanto (NutraSweet, Equal, Ortho Brands, others).
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Manny Montejano, CTO, Cars.com
Manuel (Manny) Montejano has been the CTO of Cars.com for almost a year now. As part of the family of Classified Ventures, LLC verticals, he’s been charged with aligning the Cars.com IT strategy with the business strategic vision. Prior to joining Cars.com, Manny was CIO for Cole Taylor Bank and before that, the CTO for Global Healthcare Exchange (GHX.com) in Colorado. Manny is an IT veteran of more than 20 years in the Chicago area with companies like Chicago Mercantile Exchange, Goldman Sachs, The Clearing Corporation and IBM Global Services.
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David Hambourger, Technology Partner-CIO, Winston & Strawn, LLP
David focuses on the strategic and tactical implementation of the firm's technological resources to further client service. He previously served as the firm’s Director of Practice Support. Prior to this position, David was the Director of the American Bar Association's Legal Technology Resource Center. He has J.D. from Loyola University of Chicago School of Law and an M.B.A. from the Kellogg Graduate School of Management at Northwestern University. David is a Fellow in the College of Law Practice Management, serves on its Board of Trustees as its Vice-President.. He has previously served on the Council of the American Bar Association's Law Practice Management Section. David is a frequent speaker and author on various legal technology and management topics.
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| 4:45–5:30 |
Networking Reception
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