Realizing measurable sales and marketing uplift from strategic alliances is an increasingly important element of the alliance management process.  In fact, companies are spending more money and allocating more resources to partner marketing every year in their attempts to maximize financial results from alliance partners.

Register Now:  http://www.acteva.com/booking.cfm?bevaid=160785

In this session, John Neeson, Managing Partner and Cofounder of Sirius Decisions, will lead an interactive panel discussion to explore how alliance managers can work with sales and marketing personnel to drive sales.  With more than three hundred customers, Sirius Decisions is a research and advisory services firm focused on providing the operational intelligence that sales and marketing executives need to maximize top line growth.

Through a combination of interactive presentation, facilitated discussion, and panelist Q&A, you will:

• Hear local alliance and marketing executives discuss how they approach co-selling and marketing with alliance partners
• Learn how others define partner marketing
• Gain exposure to benchmark data
• Gain insight into why companies are spending more on partner marketing

Speakers (bios below):

John Neeson, Managing Director and Co-Founder, SiriusDecisions
Peter Koliopoulos, Vice President of Global Channel Marketing, EMC
Anna Dorcey, Senior Director of Corporate Marketing, 3Com
Sandy Smith, Director of Global Systems Integrator Alliances Marketing, CA, Inc.

Location:

Foley Hoag Emerging Enterprise Center
Bay Colony Corporate Center
1000 Winter Street
Suite 4000, North Entrance
Waltham, Massachusetts 02451-1436

To Register, Click Here

Directions:  http://www.emergingenterprisecenter.com/other/other.aspx?oID=directions

Kindly Assist Us Pre-Meeting:

To provide a framework for this session, Sirius Decisions has asked that participants complete this survey.  Thank you.

Speaker Bios:

John Neeson is an industry thought leader with more than 20 years of experience focused on marketing, product development, sales management, communications and general management for a variety of businesses and industries.  Prior to founding Sirius Decisions, John was chief executive officer of Skila, an ASP provider of business intelligence solutions for the pharmaceutical, medical device and biotechnology industries. He led Skila through a reorganization and capitalization that included the re-architecture of the company's core product.  John also spent 12 years at Gartner Group as a member of the company's senior management team, holding positions that included vice president of sales, senior vice president of worldwide marketing, and executive vice president and general manager of the Technology Provider Group. John, along with Richard was one of the five officers of the company. While at Gartner, John played an active role in more than 25 acquisitions and investments. John has served as a board member for Jupiter Communications, and a board advisor to ICSA Security, Gartner Institute. He also is the founder of ExecutiveEdge magazine, a joint venture between Gartner Group and Forbes. John received a BA in Economics from Ithaca College.

Peter Koliopoulos leads the Global Channel Marketing group at EMC.  The partner community at EMC includes VADs, VARs, System Integrators and the ISV community.  Before assuming responsibility for the Global Channels Marketing Group at the end of 2006, Peter led the Software Channels Group for EMC.  The combined channels group is responsible for over $5B in revenue.  Peter joined EMC early in 2003. Prior to joining EMC, he spent 5 years at Storage Technology Corporation in Colorado.  At StorageTek, he was responsible for the product marketing group, for tape and tape library subsystems, and tape related software products.  Peter has extensive product marketing experience as well as indirect channels experience with both software and hardware products. He holds a BS in Mathematical Computer Science from Lock Haven University.

Anna Dorcey is senior director of corporate marketing for 3Com, responsible for the company’s online and print marketing communications activities. In addition, she created and spearheads 3Com’s Open Network™ Program (3Com|ON™). The program supports independent software and hardware vendors, consultants, service providers, systems integrators and open source developers that build interoperable and integrated solutions around the entire 3Com portfolio, creating a unique ecosystem for 3Com customers and channel partners. Prior to joining 3Com, Dorcey founded Avaya’s DeveloperConnection program, a premier developer program, which combines the capabilities of the company’s communications technologies with innovative third-party products creating a unique network of collaborative solutions that interoperate with Avaya products. Under Dorcey’s leadership, the program contributed more than $500 million of leveraged revenue annually from a network of more than 2,500 solution providers whose products and services tightly integrated with Avaya solutions.  Prior to Avaya, Dorcey held business development management positions at Lucent, Candle Corporation (acquired by IBM), and various channel, acquisitions and sales management positions at Oracle.  She holds a bachelor’s degree in Business Communications & Organizational Communication from Vanguard University.

Sandy Smith leads the alliances marketing function at CA, Inc (formerly Computer Associates) in the North America Field Marketing organization where she works with firms such as Accenture, Deloitte & Touche LLP, and PricewaterhouseCoopers.  Sandy has 25 years of high tech marketing experience, including starting up partner marketing functions at several software companies.  She has held marketing leadership positions at both global enterprises and startup organizations, including Rational Software, Digital Equipment Corporation, Seer Technologies, HAHT Commerce, and Exide Electronics.  Prior to joining CA, Sandy led KnowledgeTree Marketing Services, a strategic marketing consulting firm.  She has lived in the high tech hubs of Greater Boston, the Bay Area, and North Carolina’s Research Triangle Park.  Sandy is on the board of the ASAP Boston/New England Chapter.  In North Carolina, she was on the board of the International Society for Performance Improvement/Carolinas Chapter and the steering committee of North Carolina Technology Association Women in Science and Engineering Program.  She holds an MBA from Western New England College, an MSEd from Lesley University, and a BS in Psychology from William Smith College.