Sales & Marketing Chapter



The Voice of the Customer and the Sales/Marketing chapters held a webinar on June 19, 2019 and turned the tables by asking if a customer is a good customer rather than if a supplier is a good supplier. This was a high energy panel discussion between suppliers and customers, where we heard expectations of a Customer Sourcing Executive and Supplier VPs as they engaged in dialogue that will ultimately help the supplier meet expectations.

Moderator: Kyle Andrews, Partner, Pretium Partners

Speakers: Vijay Verma, Executive Vice President, HCL America, Inc, Michael Nacarato, IAOP's Buy-Side Ambassador, and David Althoff, Senior Vice President, Cognizant

Playback the Webinar      











  • Kyle Andrews, Founding Partner, Pretium Partners, Inc
  • Bill Hall, Founding Partner, Pretium Partners, Inc
  • Shimona Chadha, Senior Director, HCL







To make providers and their salespeople more successful selling outsourcing. To accomplish this, the Sales & Marketing Chapter will strive to bring together the best minds on the provider and buyer sides to determine successful practices and disciplines for marketing and selling outsourcing. In doing so, the chapter can uncover and catalog these practices and disseminate them to interested parties within IAOP.

Meeting Frequency:  Quarterly  Meeting Type:  Virtual



  • January 23, 2019 - Growing Importance of AI in B2B Sales & Marketing - Playback the Webinar
  • August 17, 2017 - Win/Win Marketing  Playback The Webinar
  • November 30, 2016 - Selling to Big Buyers – What Works, What Doesn’t?
  • September 20, 2016 - Translating Intelligent Automation to Business Outcomes  Playback the webinar
  • February 10, 2015 - Selling Latin American Outsourcing on a Global Scale
  • September 19, 2013 - Selling Contact/Call Center Outsourcing -The Buyers’ View on What it Takes to Succeed   Download the presentation - Playback the webinar 
  • March 14, 2013 - What Makes a Successful Outsourcing Sales Person – According to Buyers and Advisors   Download the presentation   Playback the webinar
  • December 5, 2012 - The Role of Advisors in the Outsourcing Sales and Buying Processes  Download the presentation  
  • June 12, 2012 - A Sales Transformation Case Study and Panel Discussion  Download the presentation - Playback the webinar
  • October 13, 2011 - The 5 Key Steps to Building Your Brand  Download the presentation
  • June 29, 2011 - The Science of Identifying High Potential Sales Professionals  Download the presentation 
  • December 3, 2010 - Renegotiating a Contract?  The Real Scoop From All Sides – Buyer, Seller and Legal Download the presentation 
  • May 13, 2010 - The Business Value of Informational Webinars - Insights - Best Practices – Metrics    Download the presentation
  • September 29, 2009 - The Top Ten Friction Points in Outsourcing Deals   Download the presentation 
  • April 14, 2009 - Sales Readiness for Outsourcers   Download the presentation 
  • October 14, 2008 - Planning for 2009 – Making the Most of Your Budget
  • June 12, 2008 - How to Successfully Incorporate the Services Delivery Team Into the Sales Process
  • September 6, 2007 - The Role of Governance in the Buying Process
  • May 8, 2007 - What Makes a Successful Outsourcing Sales Professional - According to the Buyers and Advisors


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