March 1-2, 2011
Omni Mandalay Hotel
Dallas, Texas

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Register by February 1, 2011to save $100.

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Keys to unlock growth: with a special focus on the B-to-B markets of this decade
Learn new strategies and tools illustrated through new working cases: new approaches – tuned for today to help you lead in building top line, bottom line, cash flow, asset value, and more.

• Gallup and Deloitte set the stage with an economic outlook panel
• Product, service and business design innovation: cases and research perspectives
• Mobilizing Sustainability for Growth
• Gathering data and mobilizing analytics for growth
• Equipping your sales force to drive growth
• …and more.

An Invitation to Step Up to the Growth Challenge.
Through the downturn we did what we had to do. Cut costs. Inventory. Capacity. Personnel. Marketing. We survived. Through the first year of this new decade things have been better: Profits are back, for many, at record levels. Demand is percolating back.

However, for many firms, growth is stalled, and B-to-B Marketers are being asked to take the lead in getting it started again!

At a recent CMO meeting at GE we heard a powerful quote from Jeff Immelt regarding the role of marketing in the decade: “Marketing's role is to translate customers and markets to our firm in language we can act on. Marketing needs to translate market and customer needs to our firm as actionable insights.”

Come learn new strategies, tools, and cases – all targeted to driving organic growth

We’ll set the stage on the new economy with insight from Gallup and Deloitte. Frame the growth challenge with interesting financial perspectives from ISBM Member firm RGL Forensics. Examine innovation and growth strategy: new products, new services, new processes. Develop new perspective on tha data you’ll need and the analytics to use in mobilizing that data for growth. Approaches to tuning your sales force for the growth challenge and more.

Equip your team to step up to the growth challenge. Don’t miss this important meeting!

Topics

Setting the Stage – The Shape of the New B-to-B Global Economy
Dr. Dennis Jacobe, Chief Economist, Gallup
Jim Manocchi,  Director, Deloitte
Moderator: Dr. Fred Wiersema, ISBM Fellow and Noted Author

Many of us are asking: Just what is this new economy we’re practicing in? What’s coming back? What won’t? How can we capitalize on the unique features of this new economy to grow faster than “the pack” No easy answers – but important frameworks and perspectives from research on today’s markets.

Framing the Growth Initiative: Harmonizing Marketing and Finance to Grow Shareholder Value
Matthew Morris; Managing Director, RGL Forensics

As we marketers look to drive growth we might want to be sure the CFO is with us. Are we speaking the right language? Focused on the right things? Are we growing revenue and profits? Cashflow? Asset value? Brand value? Learn important frameworks for thinking about growth and bringing the financial team and additional resources to your side to help.

Driving Growth Through Innovative New Offerings
John Jacko; CMO, Kennametal

Innovation in new products, service, and offerings is still a key driver of growth. But what processes are working today? The Kennametal Innovation Process has just won the PDMA Outstanding Corporate Innovation Award this year. Gain insight on how they do what they do: what’s new, what’s the same, what’s different.

Driving Growth Through Service Innovation
Dr. Steve Brown; Professor and Executive Director, Center for Services Leadership, Arizona State University

ISBM has enjoyed a cordial relationship with the prestigious Center for Service Leadership at Arizona State University. Executive Director, Dr. Steve Brown, will bring us insights from his research, and the spectrum of practice cases across CSL member firms, on how to drive growth through service innovation in the new economy. 

Gathering Data and Mobilizing Analytics to Drive Growth
Dr. Kevin Clancy; Chairman, Copernicus Marketing Consulting

Driving growth in today’s markets involves plenty of creative, “right-brain” thinking. But that must be balanced and tuned through gathering carefully focused data, and mobilizing the right sort of analytics, to feret out opportunities for real organic growth. Kevin Clancy, noted author, thought leader, and navigator of business-to-business analytics, will provide a new look on what data is important now, and what to do with it once you have it to help drive growth.

Capturing Today’s Profit and Driving Tomorrow’s Growth
Sarah Halper; Executive Communication Manager - Strategy and Planning, Worldwide Operations, Cisco

A new book from Cisco: Doing Both: How Cisco Captures Today’s Profit and Drives Tomorrow’s Growth, outlines their approach to maintaining a balanced focus on growth and profitability through today’s economy. We’ll hear from Sarah Halper, Executive Communication Manager, on how Cisco creates a culture and process for making balanced decisions on disruptive vs. sustaining innovation, optimization or reinvention – and other tradeoffs that enable them to maintain balance moving forward.

Driving Growth Together with Your Sales Force
John Gleason, Chief Sales Officer, Ryder
Mary Donato, ISBM Associate Director

Insight from work in process at Ryder on hiring, equipping, and motivating your sales force to be key partners in driving growth in this economy. New approaches to navigation will be necessary as we turn the dials toward organic growth. Benchmark practice from an ISBM member firm, with frameworks and perspectives from an experienced ISBM Associate Director.

Mobilizing Sustainability Strategies for Organic Growth
Steve French, Managing Partner, Natural Marketing Institute
Together with Executives from Tetra Pak (Invited, not confirmed)

Environmental stewardship and sustainability are emerging as key elements of strategy through the coming decade.  But how to best mobilize sustainability, marketing, and customer focus to drive growth? We’ll hear insights from an expert from the Natural Marketing Institute, and a case in practice from Tetra Pak.

“Co-Destiny”: Driving Growth Through Innovation and Business Design
George F. Brown, JR. and Atlee Valentine Pope, Co-Founders, Blue Canyon Partners

In their new book Co-Destiny: Overcome Your Growth Challenges by Helping Your Customers Overcome Theirs, two thought leaders outline business design innovations enabling firms to drive growth in today’s globally competitive world. 

Bonus! Each member attendee will receive a copy of Co-Destiny: Your Growth Challenges by Helping Your Customers Overcome Theirs by George Brown and Atlee Valentine Pope.

Agenda

Cost and Registration

REGISTER

Register by January 31, 2011 and save $100!

ISBM Member: $950 before January 31, 2011; $1,050 after
Non Member: $1,550 before January 31, 2011; $1,650 after

Cancellation Policy:
Up to 30 days prior to meeting: No fee
Between 15 and 30 days prior: $100 fee
14 days or less: Full conference fee
All substitutions within 14 days prior will be subject to a $50 administrative fee.

Meeting Location

 Omni Mandalay Dallas
221 East Las Colinas Boulevard
Irving, TX 75039
972-556-0800

Hotel Reservations

A room block will be held at the Omni Mandalay until January 28, 2011. When making a reservation, reference “ISBM Members Meeting” for the group rate of $179/night. Room availability and rates after January 28 are subject to availability at time of booking.

Online Reservations: Click here 

Phone reservations: 1-800-THE-OMNI

Guests are encouraged to sign up for the Omni Select Guest program in order to receive additional room and hotel benefits including complimentary Wi-Fi, morning beverage delivery, newspaper of your choice, and more. Guests may enroll at www.omniselectguest.com.

For More Information

Contact Paula Dorminy or Gary Holler
814-863-2782
isbm@psu.edu