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IAOP Chapter: Sales & Marketing

Meeting held on August 17, 2017

TOPIC:  Win/Win Marketing
TIME: 11:00 AM EDT


 
  The format of this meeting was a panel discussion featuring a provider, buyer and advisor, moderated by Pretium Partners.  By obtaining the perspectives of those on the "every side of the table", attendees gained relevant insights they can use within their companies to drive marketing improvement.  Panel questions were provided primarily by the attendees.  
 
Panelists:
Maura Hudson, COP – JLL (provider)
Amrita Joshi – Xoriant (advisor)
Ves Kjenstad – Bristol-Myers Squibb (buyer)
 
Moderator: 
Kyle Andrews, Vice President, Pretium Partners (Sales and Marketing Chapter Chair)

 

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LEAD ORGANIZATIONS

LEADERSHIP


Kyle Andrews, Co-chair
Founding Partner
Pretium Partners, Inc


Bill Hall, Co-chair
Founding Partner
Pretium Partners, Inc

PRIMARY PURPOSE

To make providers and their salespeople more successful selling outsourcing. To accomplish this, the 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 catalogue these practices and disseminate them to interested parties within IAOP.

MEETING FREQUENCY

Quarterly

MEETING TYPE

Virtual

NON-SOLICITATION POLICY

All IAOP Chapters adhere to the non-solicitation policy. Click here to view the policy.

ARCHIVES


Webinar held November 30, 2016

The IAOP Sales & Marketing chapter, chaired by Pretium Partners, held a webinar at 11am EST on November 30, 2016.

Topic: Selling to Big Buyers – What Works, What Doesn’t?
 
Description:  This web meeting explored what it takes for non-Tier 1 providers to sell their services into a market place of medium and larger size buyers.  The objective was to broaden the understanding of skills, attributes and other key differentiators necessary for sales success and share them with interested IAOP members.  The format of this meeting was a panel discussion featuring a provider, buyer and advisor, moderated by Pretium Partners.  By obtaining the perspectives of those on the "every side of the table", attendees gained relevant insights they can use within their companies to drive sales improvement.  
 
Moderator: 
Kyle Andrews, Vice President, Pretium Partners (Sales and Marketing Chapter Chair)
Panelists:
Paula Cabrera-Urena, Bristol--Myers Squibb
Joelle Smith, VP, Mindtree Ltd
Randy Vetter, Senior Director, Alsbridge
 
 We explored areas such as:
 
- Overall, how has the buyer/seller experience changed over the last 5 years?
 
- What is the appeal that non-Tier 1 providers have to large buyers?  And why?
 
- What are some of the best ways to position non-Tier 1 providers to catch the attention of large buyers?  Is that different from positioning with medium size buyers?
 
- Other than strong knowledge about deliverables, what areas of knowledge are required to sell your services? 
 
- What are the best methods for getting an introductory meeting with a buyer executive, and what determines the success of that meeting? 
 
- What do you believe are the most common reasons that sales professionals are ineffective? 
 
- What specific characteristics do prospective buyers value in the provider sales professional?  Does that change in different areas of the world, and if so, how? 
 
- How do large buyers like to be approached and worked with during their buying process?
 
- How often is a jointly crafted business case created that outlines the expected business outcomes?
 
- As an advisor what are the most common mistakes you see providers make during the sales process? And where do customers need to improve?
 
- As a buyer, what do you like to see from providers in order to not only buy from them, but to continue to work with them?
 
- Are there any company or solution key differentiators that a large buyer may be specifically looking for?


Webinar held September 20, 2016


The IAOP Sales & Marketing chapter, chaired by Pretium Partners, held a webinar in conjunction with the RPA Chapter, co-chaired by Automation Anywhere, Syntel, Genpact, Cognizant, Alsbridge, USAABlue PrismXchanging and Neo Group at 11am EDT on September 20, 2016.
 
Topic: Translating Intelligent Automation to Business Outcomes
 
Description:  This web meeting explored what it takes for providers to successfully sell Intelligent Automation.  The objective was to broaden the understanding of skills, attributes and other key differentiators necessary for sales success and share them with interested IAOP members.  The format of this meeting was a panel discussion.  By obtaining the perspectives of those on all sides of the table, attendees gained relevant insights they can use within their companies to drive sales improvement.  Panel questions were provided primarily by the attendees.  
 
Moderator: 
Kyle Andrews, Vice President, Pretium Partners (Sales and Marketing Chapter Chair)
Panelists:
Dennis Winkler, Senior Director, Outsourcing Advisory Practice from Alsbridge
Edmundo Costa, VP Alliances & Enterprise Accounts from Automation Anywhere
Samara K. Makinsi, COP, Program Project Manager from USAA

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Webinar held February 10, 2015


The  Sales & Marketing chapter, chaired by Pretium Partners, held a webinar at 11am EST on February 10, 2015.

Topic: Selling Latin American Outsourcing on a Global Scale
 
Description:  This web meeting explored what it takes for Latin American outsourcing providers to successfully sell their services both inside and outside of Latin America.  The objective was to broaden the understanding of skills, attributes and other key differentiators necessary for sales success and share them with interested IAOP members.  The format of this meeting was a panel discussion featuring providers, buyers and advisors, moderated by Pretium Partners.  By obtaining the perspectives of those on the "every side of the table", attendees gained relevant insights they can use within their companies to drive sales improvement.  Panel questions were provided primarily by the attendees. 
 
Moderator: 
Kyle Andrews, Vice President, Pretium Partners (Sales and Marketing Chapter Chair)

Panelists: 
Chris Long, ClearTurn Consulting, Inc; Marco Baars, Intel Costa Rica; Mauricio Velasquez, Outsourcing Advisor & IAOP Latin America Ambassador; Juliana Gomez, Proexport and Federico Toscano, IBM.
 
The meeting participants drove the panel discussion.  We hope explored areas such as:
 
~ Other than strong knowledge about deliverables, what areas of knowledge are required to sell your services inside/outside LA? 
~ What are the best methods for getting an introductory meeting with a buyer executive inside/outside of LA, and what determines the success of that meeting? 
~ What are the most common reasons that sales professionals are ineffective? 
~ What do prospective buyers value in the LA provider sales professional?  Does that change in different areas of the world, and if so, how? 
~ How do buyers like to be approached and worked with during their buying process both inside LA and in different geos?
~ How often is a jointly crafted business case created? Does that change when selling to different geos?
~ As an advisor what are the most common mistakes you see providers make during the sales process? Customers?
~ As a customer, what do you like to see from providers in LA?
~ Why do buyers outside LA look to that region for a solution?

Meeting held September 19, 2013


The  Sales & Marketing chapter, chaired by Pretium Partners, held a webinar in conjunction with the Contact/Call Center chapter, chaired by Microsoft, Deloitte Consulting and HGS,  at 11am EDT on September 19, 2013.

This session entitled "Selling Contact/Call Center Outsourcing -The Buyers’ View on What it Takes to Succeedexplored what it takes to be a successful outsourcing sales professional in the call center space.  Our expert panel as shared insights that broadened understanding of skills and attributes necessary for sales success. Participants obtained the perspectives of those on the "other side of the table" and got real advice that their organization's could use to drive the direction of its sales development efforts.

Esteemed Panelists included:  Jon Browning, Microsoft; Larry Wood, Intuit; John Bowden, formerly of Time Warner Cable and Greg Carr, SVP-Sales, AmeriPAC for Sitel

We explored areas such as:
~ Other than strong knowledge about deliverables, what areas of knowledge are required to sell call center outsourcing?
~ What are the best methods for getting an introductory meeting with a buyer executive, and what determines the success of that meeting?
~ What are the most common reasons that sales professionals are ineffective?
~ What do prospective buyers value in a call center outsourcing sales professional?
~ How do buyers like to be approached and worked with during their buying process?
~ How often is a jointly crafted business case created? What are the key elements?

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Webinar held March 14, 2013

The Sales and Marketing Chapter, chaired by Pretium Partners, held a virtual meeting on March 14, 2013.


"What Makes a Successful Outsourcing Sales Person – According to Buyers and Advisors" 
Moderator: 
Kyle Andrews, Vice President, Pretium Partners (Sales and Marketing Chapter Chair)
Panelists: Julia Santos, COP, Richard C. Chang and Chris Long, COP
 
Description: This web meeting explored what it takes to be a successful outsourcing sales professional. The objective was to broaden the understanding of skills and attributes necessary for sales success and share them with interested parties in IAOP. The format of this meeting was a panel discussion featuring advisors and buyers, moderated by Pretium Partners. By getting the perspectives of those on the "other side of the table", attendees will get real advice that their companies can use to drive the direction of their sales development efforts. Panel questions will provided primarily by the attendees.
 
The meeting participants drove the panel discussion. We hope to explore areas such as:

  • Other than strong knowledge about deliverables, what areas of knowledge are required to sell outsourcing?
  • What are the best methods for getting an introductory meeting with a buyer executive, and what determines the success of that meeting?
  • What are the most common reasons that sales professionals are ineffective?
  • What do prospective buyers value in an outsourcing sales professional?
  • How do buyers like to be approached and worked with during their buying process?
  • Where and how does the advisor fit into the process?
  • How does the addition of an advisor alter the interaction between buyer and seller?
Download the presentation
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Webinar held December 5, 2012

The Sales and Marketing Chapter, chaired by Pretium Partners, held a virtual meeting on December 5, 2012.

"The Role of Advisors in the Outsourcing Sales and Buying Processes" 


This virtual meeting featured a talent-laden panel of outsourcing experts from the buyer, provider and advisor side. Have you ever wondered about the specific value legal and pure play advisors bring to the table? How the process works? Roles and responsibilities? How this alters the interaction between buyer and provider? This is your chance to hear first-hand, not only from the advisors, but from the buyers and providers themselves. This is your opportunity to get the perspectives from all sides.

Download the presentation
 


Webinar held June 12, 2012

The Sales and Marketing Chapter, chaired by Pretium Partners, held a virtual meeting on June 12, 2012.

"A Sales Transformation Case Study and Panel Discussion" 

In 2009 Orange Business Services changed their go to market strategy to improve growth and profitability. Since sales hiring had been done under the old model, and new sales roles were being put into place, it was critical to ensure that the right sales people would be placed into the right sales positions for their skill set. The new strategy required a complete sales force transformation. How did they do it?

Recently, Savvis was undergoing similar transformation challenges and needed to optimize their sales force around the skills required for success.
How did they do it? This exciting virtual panel discussion highlighted both the strategic and tactical issues, and discovered how Orange and Savvis applied actuarial science to successfully transform their sales forces.
Webinar held January 25, 2012

The Sales and Marketing Chapter, chaired by Pretium Partners, held a virtual meeting on January 25, 2012.

"Sales Transformation – How World Class is Your Company’s Sales Strategy, Organization and Talent"
Scott Hudson, Chally Group Worldwide

Sales Executives from companies of all sizes admit that their hiring accuracy for sales is well below 50%. The single greatest impact on revenue improvement is accurate selection and placement; more than training, coaching or technology. This Sales and Marketing Chapter virtual meeting looked at how to apply actuarial science to identify high potential sales professionals, place them in the correct roles and explore development opportunities, all while improving selection accuracy to greater than 80%.

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Webinar held October 13, 2011

The Sales and Marketing Chapter, chaired by Pretium Partners, held a virtual meeting on October 13, 2011.

The 5 Key Steps to Building Your Brand

Investors in public companies tend to value well-branded companies higher. According to an article in CFO Magazine, corporate brand plays a real role in stock performance of approximately 5-7%.

Our guest was Brenna Garratt, brand expert, long time IAOP Member and CEO of The Delve Group. Brenna discussed the hard ROI benefits of building brands, the 5 shared characteristics of the top B2B brands along with the 5 key steps to building your brand.

Download the presentation


Webinar held June 29, 2011

The Sales and Marketing Chapter, chaired by Pretium Partners, held a virtual meeting on June 29, 2011.

"The Science of Identifying High Potential Sales Professionals"

Sales Executives from companies of all sizes admit that their hiring accuracy for sales is well below 50%. That’s a frightening fact considering that sales people are responsible for the lifeblood of your company: revenue. It isn't just hiring; it's poor internal selection as well. The single greatest impact on revenue improvement is accurate selection; more than training, coaching or technology.

In this virtual meeting we examined how to apply actuarial science to identify high potential sales professionals and improve selection accuracy to greater than 80%.

Download the presentation
 


Meeting held December 3, 2010

The Sales and Marketing Chapter, chaired by Pretium Partners, held a virtual meeting on December 3, 2010. 

“Renegotiating a Contract?  The Real Scoop From All Sides – Buyer, Seller and Legal”

According to Pillsbury Global Sourcing, current economic conditions have created a near “perfect storm” of opportunity for customers to renegotiate existing outsourcing contracts.  Principal drivers of the opportunity include: (1) many earlier generation contracts nearing middle or end of term, (2) the global economic downturn, and (3) the political bias against off-shoring US jobs.  The combined effects of these forces have been so significant that outsourcing providers have reportedly shaved as much as 10-15% off existing contracts to retain their customers.  

What does this mean for you, the outsourcing provider?  How will you react when your customer wants to renegotiate?  Get the answers to your most difficult questions as we bring together some of the best and brightest to help.  Join Chapter Chair Pretium Partners and moderator Kyle Andrews as we get the latest from our expert panel:  Brooke Daniels, Senior Associate of Pillsbury Global Sourcing, Lance Kwasniewski, Division Vice President of Belcan Corporation, and Julia Santos, Director, Head of Worldwide Strategic Outsourcing for Johnson & Johnson Consumer Companies. 

We will cover topics such as: Which contracts are good candidates for renegotiation, why now, preparing for renegotiation, goals, risks and more. The outcome will be driven by your questions.  Please come with an inquisitive mind - we look forward to seeing you! 

Download the presentation
 


Meeting held May 13, 2010

The Sales and Marketing Chapter, chaired by Pretium Partners, held a virtual meeting on May 13 from 11:30 am to 12:30 pm eastern time. The topic was “The Business Value of Informational Webinars - Insights - Best Practices – Metrics”.

In the B2B world, webinars are becoming an important tool in the go-to-market arsenal for organizations of all sizes, from bootstrapped to name brands. Not only is their true business value to webinars, but experience validates that a properly conceived and executed webinar campaign breathes life and creates excitement around a compelling value proposition will help you raise brand awareness, boost your thought leadership and most importantly drive fresh new sales leads for optimizing revenue generation.

This meeting was not about webinar theory. It's a "how-to" opportunity to learn first-hand about what you need to know about all the logistics, core competencies, and key milestones required for recruiting the right audience to attend a polished and delivered informational webinar.

The program was moderated by Kyle Andrews of Pretium Partners and include a presentation from IAOP Professional Member Mike Agron along with Bret Smith of WebAttract, followed by 15-20 minutes of audience Q&A .

Some topics that were covered:

  •  The business value of informational webinars including case studies and metrics
  •  Webinars are really "mini events" that need a well thought out work plan
  •  Audience recruitment options
  •  Testing that your messaging and content development is compelling and relevant
  •  The role of the case stud and 3rd party thought leaders
  •  Using E-Broadcasting to promote your webinar
  •  The use of analytics for gaining valuable registration, attendance and performance insights
  •  Practice, Practice, Practice
  •  What you need to know about the technology for hosting webinars
  •  In house or outsource
  •  Post webinar sales follow up
 Download the presentation


Meeting held September 29, 2009

The Sales and Marketing Chapter chaired by Pretium Partners, with support from the Contracting Process Chapter chaired by Mayer Brown LLP, conducted a virtual meeting on September 29 from 12:00 pm to 1:00 pm eastern time. Their discussion was framed around "The Top Ten Friction Points in Outsourcing Deals." 

The program included a presentation from Paul J. Roy and Brad Peterson of Mayer Brown LLP followed by a 15-20 minute panel discussion. Panelists Julia Santos of Johnson & Johnson Group of Consumer Companies and Steve Reynolds of WNS Global Services shared the buyer and seller perspectives based on experience and expertise gained through their involvement in significant outsourcing deals. The goal was to help sellers be more effective by understanding these friction points and gaining insights for dealing with them during the sales process.

Download the presentation
 


Meeting held April 14, 2009

This virtual meeting of the Sales and Marketing Chapter, chaired by Pretium Partners, was held on April 14, 2009.

In the current economy and the hypercompetitive outsourcing marketplace, aggressive pricing and quality outsourcing capabilities are prerequisites only — they are no longer enough to differentiate one provider from the next. Today, the best sales and marketing organizations are those that get invited to the most deals and grow the most profitable businesses. Participants who joined us found out how to be one of them!

Kyle Andrews of Pretium Partners moderated a panel discussion entitled “Sales Readiness for Outsourcers.” Industry veterans dedicated to sharing how to establish a high performance sales model addressed every aspect of the sales cycle including: choosing customer segments carefully; differentiating your business with a unique value proposition; making a memorable brand impression; determining the most effective sales approach; building qualified pipelines to operate at peak velocity; learning the five key performance indicators of sales success; building the business case that gets the deal; and closing more deals, reducing sales cost and accelerating revenue.

The panel of experts included: Dan Hudson, president, and Matt Smith, executive vice president, 3forward; Brenna Garratt, CEO, The Delve Group; Atul Sood, CEO, Karvy Global and Bill Hall, president, Pretium Partners.

Download the presentation
 

Meeting held October 14, 2008

This virtual meeting of the Sales and Marketing Chapter was held on October 14, 2008 from 12 Noon to 1 p.m. EDT.

Chapter co-chair Kyle Andrews of Pretium Partners, Inc. moderated a panel discussion entitled “Planning for 2009 – Making the Most of Your Budget”.  The panel consisted of marketing executives who are experts in their fields, specifically it included: Tom Manter of Unisys, Deborah Kops of WNS Global, Shari Wenker of Accenture and Ted Ardelean of Oce Business Services.

The discussion centered on these issues: ‘with 2009 fast approaching, marketing and sales executives are once again preparing their budgets and plans for a successful year. Challenges arise when marketing budgets are tightening as expectations and needs are growing. By successfully renegotiating contracts, continually pushing the creative elements to sales and/or marketing plans and simply “doing more with less,” entering into a new year can be a challenge for any team.’

Panelists discussed lessons learned from 2008, what is impacting 2009 planning, key methods in developing those plans and creating win-win situations for buyers and suppliers.


Meeting held Thursday, June 12, 2008

This virtual meeting of the Sales and Marketing Chapter was held on Thursday, June 12 from 11:00 am – 12:00 pm (EDT).

Chapter Chair, Kyle Andrews of Pretium Partners led an expert panel in a dynamic discussion entitled “How to Successfully Incorporate the Services Delivery Team Into the Sales Process.”  The panel was composed of buyers and sellers who are experts in their fields.  Included were: Steve Welch of ATSRamesh Anand of HTMT, Elliot Bruns ofInfosys, Stacey Zeisel of Rolls-Royce and John Hammitt of Quickstart Global. 

As if the outsourcing sales process wasn’t complicated enough, add to it the complexities of bringing in the services delivery team — at the right time and in the right way. How is this accomplished in a way that manages risk, optimizes cost of sales, aids in competitive differentiation and sets correct expectations with the customer? And what about the business case, which is the foundation of the agreement? The sales team develops and sells it — and operations has the responsibility to deliver on it. How do these get connected to ensure the success of the agreement?

This action packed hour provided key insights to move your sales processes forward. It was a great opportunity to ask the questions that had been on the minds of the participants while gaining unique perspectives from this diverse panel of sellers and buyers.


Chairman Summary September 6, 2007

This recent meeting of IAOP’s Sales & Marketing chapter took place via webinar on Thursday, September 6, 2007 beginning at 11:00 am Eastern time.

Guest speakers Danny Ertel, Founding Partner of Vantage Partners, and Sara Enlow, Senior Consultant with Vantage Partners, guided us through the role that governance plays in the buying process, and what sellers must do in order to prove their capability to govern and manage relationships. Considering that 66% of buyers surveyed said that relationship management is formally evaluated as part of the vendor selection process, this capability is not only essential, but can be a key differentiator in an extremely competitive marketplace.

The meeting was packed with actionable information and explored answers to many questions on the minds of sellers today, including: 

  1. How much should we focus on governance and relationship management during the sales process - does it really matter to buyers?
  2. What do buyers really want to know about our capability when it comes to governance and what information about us goes into their formal evaluation?
  3. How do we articulate our process for successful governance to prospective customers?
  4. Distinguishing ourselves from the competition - isn't it all just about cultural fit?

Those in attendance took away valuable takeaways that will help them start down the path of effectively demonstrating governance and relationship management capabilities during the selection process.

Those who couldn't attend, and are looking for assistance in this important arena, would receive great benefit by viewing the recording of the meeting.

 


Chairman's Summary May 8, 2007

What Makes a Successful Outsourcing Sales Professional
 - 
According to the Buyers and Advisors

The fourth meeting of IAOP’s Sales & Marketing Chapter, moderated by Kyle Andrews, was held via webinar on Tuesday, May 8 starting at 11:00 am EST.

This webinar explored what it takes to be a successful outsourcing sales professional. The objective was to broaden the understanding of skills and attributes necessary for sales success and share them with interested parties in IAOP. The format of this meeting was a panel discussion featuring advisors and buyers, moderated by Pretium Partners.

By getting the perspectives of those on the "other side of the table," attendees gained real advice that their companies can use to drive the direction of their sales development efforts.

The Panelists were: 

Lori Blackman - President, DNL Global
Bill Metz, COP - Global Business Services External Business Development Manager, Procter and Gamble
Cindy Kearney - President and CEO of CJ Kearney, Inc., and formerly Vice President R&D Procurement, Johnson & Johnson Pharmaceuticals

Panel Moderator Kyle Andrews of Pretium Partners asked questions that were supplied primarily by the meeting participants.

Many questions were explored, including:

  • What are the best methods for getting an introductory meeting with a buyer executive, and what determines the success of that meeting?
  • What is the best way to ID the key people for IT outsourcing opportunities within an organization?
  • What knowledge would you expect a salesperson to have? Do you think it would be helpful if they were a COP?
  • Is it an advantage when a salesperson comes in with a single focus?
  • What are the panelists’ "pet peeves" or definite DONT's in the sales process that should be avoided?
  • If you are going to build a world class elite outsourcing sales team, what is the makeup of the right person for that team? Is it someone with a huge rolodex? Is it someone with a 100 million dollar pipeline?
  • How would the panelists feel about salespeople, in an honorable way, reaching out to them via LinkedIn or some other networking connection?
  • What are the most common reasons that sales professionals are ineffective?

The program was recorded and is available to IAOP Members via the Knowledge Center.





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