NEOSA Podcast: Recent Episodes
NEOSA
Established in 1998 as the Northeast Ohio Software Association, NEOSA is a membership-based organization that promotes the advancement of the Technology Community and IT Industry of Northeast Ohio.
Panelists: Ron Copfer, VE Discovery; Doug Copley, Beaumont
Moderator: Chuck Mackey, Avantia
A number of high-profile IT security breaches have made headlines over the past year, perhaps most notably Target and Neiman-Marcus. However, business and IT risks come in a variety of shapes, sizes and potential for damage, over and above data security. Thoroughly understanding your organization’s risks and the related exposure is challenging, but critical.
This session will include a peer-led presentation on risk issues and moderated roundtable discussions among attendees.
Panelists: Carl Scruggs, Sherwin-Williams, Debra Lyons, CHRO (retired)
Moderator: Greg Flanik, CIO - Baldwin-Wallace University
Virtually all aspects of information technology have been steadily advancing since the end of the great recession several years ago. Entrepreneurial tech companies are growing, enterprise IT operates with strong budgets, and tech start-ups are finding unprecedented levels of support and funding.
These factors and more put severe strain on the talent aspect of IT. From managing intergenerational issues to maintaining productivity while encouraging creativity, CIOs are faced with many challenges as they navigate an evolving work environment.
This session will include a peer-led presentation on tech talent issues and moderated roundtable discussions among attendees.
Between the iPhone and Andorid markets, there are now hundreds of thousands of mobile apps available for both businesses and consumers. More and more companies are looking for opportunities to leverage a mobile platform to grow their business or help reduce costs. But how does your company go about actually executing on a mobile app, from concept to development to approval?
Join us for an interesting case study presentation that comes out of the recent GiveCamp project. Spaces Gallery offered a project for the GiveCamp volunteers: develop an iPhone app that creates awareness of, and interest in, the gallery. After a lot of hard work in a relatively brief period of time, the app was completed and has been approved by Apple for the iPhone market. Michelle White-Grady of Intense Creative and Randy Beiter of Sideways, LLC will present the case study on their app from concept to completion.
This is a great opportunity for first-hand knowledge on executing a mobile app from both the client’s and developer’s perspectives.
Voice of the Customer (VOC) refers to the process a company uses to gather client needs and requirements. Done properly, VOC can provide a detailed set of customer wants and needs, prioritized to by relative importance and current alternatives. Capturing the voice of the customer is critical to software development, whether your company provides custom application development or offers a proprietary product. But it’s equally important if your company offers web development solutions or provides IT services.
But what are effective elements of a VOC program? How can your company ensure it’s truly “hearing” what your clients are saying?
Join us for an engaging, interactive session featuring VOC experts and local tech companies who’ve implemented successful VOC programs. To this: Join us for an engaging, interactive session and learn the value of a VOC program and how to implement a successful one at your business.
Darrin W. Fleming is a Partner at Maark, llc, a Strategic and Interactive B2B Marketing firm. Fleming has worked with a variety of B2B firms to build and execute sound marketing strategies focused on business growth. His experience includes helping clients quantify the value of their solutions and build compelling business cases that specifically address client needs. His years of starting and managing consulting and professional services businesses at companies like Rockwell Automation allow him to bring a wide range of experiences and insights to his clients.
Karen Hough - Difficult Times and Constraints? Perfect...Time to Grow Creativity and Build Strategy
NEOSA Sales and Marketing SIG: Beyond the Website: Using "The Whole Web" for more Sales, Leads and Publicity, May 6, 2009 - Q&A Segment
NEOSA Sales and Marketing SIG: Beyond the Website: Using "The Whole Web" for more Sales, Leads and Publicity, May 6, 2009
Afternoon keynote: Dr. Mark Sniderman, Ph.D - Chief Policy Officer - Federal Reserve Bank of Cleveland: Our Economy Today: Analysis and Forward View of Regional Impacts
In this panel discussion, we’ll see “Green” vantage points courtesy of three NEOhio CIOs and tech leaders, sharing practical successes at justifying the variety of strategic and operational adjustments necessary to achieving the green benchmark, which might be required as early as next year.
Overhyped or ready for action? Listen and more importantly, join in on a lively discussion on the present and the promise of one of the most talked about IT technologies of the last three years.
This cutting edge group of public sector CIOs and tech leaders continues to assemble shared service strategies for making the most out of human and equipment capital as well as software and service. Learn firsthand how shared service innovation in the public sector can directly and indirectly benefit NEOhio for-profit organizations.
This panel session features thought leaders who have successfully moved their IT organization to the executive suite and have clearly aligned IT goals with business strategy.
NEOSA Sales & Marketing SIG - Growing Sales in a Tough Economy - Using a Quantified Business Case, January 13, 2009
Software pricing continues to go through a major shift as more and more providers move from traditional perpetuity and annual licensing models into a newer pay-as-you go model called Software-as-a-Service (SaaS). SaaS has many benefits for both software providers and their customers.
Customers benefit from a low cost of entry, easily scalable deployment, and reduced spending on infrastructure, upgrades and maintenance. Providers can quickly deploy updates, enjoy lower support costs, create “stickier” clients, and generate a continuous annuity stream. Providers that can successfully navigate the significant challenges presented by SaaS, such as changes to their business model, cash flow, and software delivery, can open new markets and gain new customers.
This session will explore various software pricing models, specifically focusing on SaaS and its impact on providers. Professionals in business development, marketing and product management are encouraged to attend this event to determine if SaaS is right for their company.
Our panelists represent leading software companies: SageQuest (Best of Tech Winner), Dakota Software (Best of Tech Finalist), Datacore Consulting and Workflow.com (Best of Tech Finalist).
Software pricing continues to go through a major shift as more and more providers move from traditional perpetuity and annual licensing models into a newer pay-as-you go model called Software-as-a-Service (SaaS). SaaS has many benefits for both software providers and their customers.
Customers benefit from a low cost of entry, easily scalable deployment, and reduced spending on infrastructure, upgrades and maintenance. Providers can quickly deploy updates, enjoy lower support costs, create “stickier” clients, and generate a continuous annuity stream. Providers that can successfully navigate the significant challenges presented by SaaS, such as changes to their business model, cash flow, and software delivery, can open new markets and gain new customers.
This session will explore various software pricing models, specifically focusing on SaaS and its impact on providers. Professionals in business development, marketing and product management are encouraged to attend this event to determine if SaaS is right for their company.
Our panelists represent leading software companies: SageQuest (Best of Tech Winner), Dakota Software (Best of Tech Finalist), Datacore Consulting and Workflow.com (Best of Tech Finalist).
Our region is on the cusp of an explosion of funding sources for technology businesses. Sources of angel capital, early stage funding and VC money have been locating here and finding great companies and ideas in which to invest. But unlocking the treasure chest requires more than a bright idea and a pretty business plan. Join us for a lively session featuring three local investors that focus on tech businesses for early stage or later stage investments. Our panelists include: Mike Stubler, Managing Director of the Cleveland office of Draper Triangle Ventures, an affiliate of Draper Fisher Jurvetson, a midwest leader in seed and early stage venture Capital. Mike's experience not only includes professional investing but leadership positions in a variety of early stage tech businesses. Charles Stack, CEO of Flashline Partners; Charles is former founder and CEO of Flashline which was sold to BEA Systems; Charles has formed Flashline Partners to invest in promising, technology-based, early stage businesses in northeast Ohio. Becca Braun, COO of JumpStart; who co-founded and was the initial CEO of Supplier Insight, a company that offers supplier management services and software to corporations and government agencies and that was ultimately acquired by Ariba (Nasdaq: ARBA); Becca was also formerly VP of Kirtland Capital Partners. These entrepreneurs turned investors will share their insight into the changing environment for investing, positioning a company for investment, and working with investors.
Our region is on the cusp of an explosion of funding sources for technology businesses. Sources of angel capital, early stage funding and VC money have been locating here and finding great companies and ideas in which to invest. But unlocking the treasure chest requires more than a bright idea and a pretty business plan. Join us for a lively session featuring three local investors that focus on tech businesses for early stage or later stage investments. Our panelists include:
Mike Stubler, Managing Director of the Cleveland office of Draper Triangle Ventures, an affiliate of Draper Fisher Jurvetson, a midwest leader in seed and early stage venture Capital. Mike's experience not only includes professional investing but leadership positions in a variety of early stage tech businesses.
Charles Stack, CEO of Flashline Partners; Charles is former founder and CEO of Flashline which was sold to BEA Systems; Charles has formed Flashline Partners to invest in promising, technology-based, early stage businesses in northeast Ohio.
Becca Braun, COO of JumpStart; who co-founded and was the initial CEO of Supplier Insight, a company that offers supplier management services and software to corporations and government agencies and that was ultimately acquired by Ariba (Nasdaq: ARBA); Becca was also formerly VP of Kirtland Capital Partners.
These entrepreneurs turned investors will share their insight into the changing environment for investing, positioning a company for investment, and working with investors.
A full-time professional sales team can be the catalyst for substantial growth or a boat anchor costing you time, money and missed business opportunities. Every expanding business will inevitably face the challenge of hiring and building a dedicated sales team. Each hire is a key employee, especially so when it comes to the sales staff. Whether it’s your first hire or the fiftieth, each decision is fraught with a variety of concerns: closing skills, work ethic, incentives, and more.
This session will address the challenge of building and staffing an effective, high-performing sales organization that is competent and capable of finding and closing profitable sales. The session will cover:
Finding competent talent within my industry or identifying complementary markets for talent Training non-sales personnel versus training a dedicated sales staff Interviewing skills to verify credentials: closer vs. poser or do you need a farmer or a hunter? Compensation, quotas and territory management Training new sales hires? Recognizing the differences between selling as the principal or owner versus as a dedicated sales executive. Articulating and establishing a repeatable sales process that doesn’t depend on you. Sales management – when to add this level and how to find it
A full-time professional sales team can be the catalyst for substantial growth or a boat anchor costing you time, money and missed business opportunities. Every expanding business will inevitably face the challenge of hiring and building a dedicated sales team. Each hire is a key employee, especially so when it comes to the sales staff. Whether it’s your first hire or the fiftieth, each decision is fraught with a variety of concerns: closing skills, work ethic, incentives, and more.
This session will address the challenge of building and staffing an effective, high-performing sales organization that is competent and capable of finding and closing profitable sales. The session will cover:
Finding competent talent within my industry or identifying complementary markets for talent Training non-sales personnel versus training a dedicated sales staff Interviewing skills to verify credentials: closer vs. poser or do you need a farmer or a hunter? Compensation, quotas and territory management Training new sales hires? Recognizing the differences between selling as the principal or owner versus as a dedicated sales executive. Articulating and establishing a repeatable sales process that doesn’t depend on you. Sales management – when to add this level and how to find it
CEOs from three high growth tech companies will deliver their unique perspectives on growth challenges. From strategic planning, to funding, to finding talent in the region, these companies have overcome challenges and are successfully navigating significant growth curves. Here what it took to get these companies on a high growth path.
Our panelists include: Micki Tubbs, CEO-Fit Technologies, winner of the 2008 E&Y Entrepreneur of the Year Award; Ted Rieple, Regional President-MCPc, one of the largest integrators and hardware re-sellers in the region; and Dennis Abrahams, CEO-SageQuest, winner of the 2008 NEOSA Best of Tech Award for Best Software Product.
Sponsored by Dollar Bank.
CEOs from three high growth tech companies will deliver their unique perspectives on growth challenges. From strategic planning, to funding, to finding talent in the region, these companies have overcome challenges and are successfully navigating significant growth curves. Here what it took to get these companies on a high growth path.
Our panelists include: Micki Tubbs, CEO-Fit Technologies, winner of the 2008 E&Y Entrepreneur of the Year Award; Ted Rieple, Regional President-MCPc, one of the largest integrators and hardware re-sellers in the region; and Dennis Abrahams, CEO-SageQuest, winner of the 2008 NEOSA Best of Tech Award for Best Software Product.
Sponsored by Dollar Bank.
Increasing the visibility of your online presence is paramount to growing your company’s business. However, it’s not always easy for prospects to find your Web site amid the clutter of the Internet. This program will provide details on:
How Search Engine Optimization (SEO) can improve your search engine ranking Uncovering why some SEO initiatives fail to produce the desired results Identifying current best practices to increase your sales. Our speaker is Charles Armstrong, SEO Consultant with Brulant. Mr. Armstrong's SEO specialties include focused web strategy, content development, competitive analysis, and link acquisition strategies.
Professionals in marketing, product management and sales are encouraged to attend this event to learn how to improve the effectiveness of their online strategies.
Increasing the visibility of your online presence is paramount to growing your company’s business. However, it’s not always easy for prospects to find your Web site amid the clutter of the Internet. This program will provide details on:
How Search Engine Optimization (SEO) can improve your search engine ranking Uncovering why some SEO initiatives fail to produce the desired results Identifying current best practices to increase your sales. Our speaker is Charles Armstrong, SEO Consultant with Brulant. Mr. Armstrong's SEO specialties include focused web strategy, content development, competitive analysis, and link acquisition strategies.
Professionals in marketing, product management and sales are encouraged to attend this event to learn how to improve the effectiveness of their online strategies
There is gold in your existing customer information. Real world case studies for finding it and using it to focus your marketing and sales teams on your best prospects. Learn how to use a CRM system to plan and manage campaigns while tracking responses for understanding your campaign ROI.
Join us as our panel of experts discusses how to implement a CRM philosophy and use it to grow your company.
Our panelists include Doug Richardson, President of Help marketing, Karen Ziton, President of Visualytic Solutions and Bob Sullivan, President of InfoGrow.
There is gold in your existing customer information. Real world case studies for finding it and using it to focus your marketing and sales teams on your best prospects. Learn how to use a CRM system to plan and manage campaigns while tracking responses for understanding your campaign ROI.
Join us as our panel of experts discusses how to implement a CRM philosophy and use it to grow your company.
Our panelists include Doug Richardson, President of Help marketing, Karen Ziton, President of Visualytic Solutions and Bob Sullivan, President of InfoGrow.
There is gold in your existing customer information. Real world case studies for finding it and using it to focus your marketing and sales teams on your best prospects. Learn how to use a CRM system to plan and manage campaigns while tracking responses for understanding your campaign ROI.
Join us as our panel of experts discusses how to implement a CRM philosophy and use it to grow your company.
Our panelists include Doug Richardson, President of Help marketing, Karen Ziton, President of Visualytic Solutions and Bob Sullivan, President of InfoGrow.
The sales process can be long, complex and frustrating, or it can be short, easy and very rewarding. Why the difference?What can a sales professional do to impact the process?
A panel of business executives who make buying decisions on a daily basis and industry experts will discuss the sales process from their point of view. Topics to include:
How the sales process works from a customer standpoint What slows the sales process How can you influence the speed of the process Why sometimes nothing helps What really happens behind the scenes When can you confidently "commit" to your boss
Panelists include: Robert A. Schepens - President, Champion Staffing and Joe Smucny - CIO Tri-C
The sales process can be long, complex and frustrating, or it can be short, easy and very rewarding. Why the difference?What can a sales professional do to impact the process?
A panel of business executives who make buying decisions on a daily basis and industry experts will discuss the sales process from their point of view. Topics to include:
How the sales process works from a customer standpoint What slows the sales process How can you influence the speed of the process Why sometimes nothing helps What really happens behind the scenes When can you confidently "commit" to your boss
Panelists include: Robert A. Schepens - President, Champion Staffing and Joe Smucny - CIO Tri-C
The sales process can be long, complex and frustrating, or it can be short, easy and very rewarding. Why the difference?What can a sales professional do to impact the process?
A panel of business executives who make buying decisions on a daily basis and industry experts will discuss the sales process from their point of view. Topics to include:
How the sales process works from a customer standpoint What slows the sales process How can you influence the speed of the process Why sometimes nothing helps What really happens behind the scenes When can you confidently "commit" to your boss
Panelists include: Robert A. Schepens - President, Champion Staffing and Joe Smucny - CIO Tri-C
Selling to C-level executives can be a daunting challenge, but all is not lost, as we've assembled a panel of area CIO's who will share with us the good, the bad and the ugly of engaging in technical project sales and implementations.
Our panel of CIO's and seasoned will provide real world tips on everything from getting noticed to getting an appointment and building a relationship. This panel will help you understand how to sell to and work with this C-level executive. Our panelists include:
Jim Sage, CIO, The University of Akron George Dufour, CIO, CBIZ Leslie Pochaukas, CIO, Electronic Merchant Systems
Selling to C-level executives can be a daunting challenge, but all is not lost, as we've assembled a panel of area CIO's who will share with us the good, the bad and the ugly of engaging in technical project sales and implementations.
Our panel of CIO's and seasoned will provide real world tips on everything from getting noticed to getting an appointment and building a relationship. This panel will help you understand how to sell to and work with this C-level executive. Our panelists include:
Jim Sage, CIO, The University of Akron George Dufour, CIO, CBIZ Leslie Pochaukas, CIO, Electronic Merchant Systems
Selling to C-level executives can be a daunting challenge, but all is not lost, as we've assembled a panel of area CIO's who will share with us the good, the bad and the ugly of engaging in technical project sales and implementations.
Our panel of CIO's and seasoned will provide real world tips on everything from getting noticed to getting an appointment and building a relationship. This panel will help you understand how to sell to and work with this C-level executive. Our panelists include:
Jim Sage, CIO, The University of Akron George Dufour, CIO, CBIZ Leslie Pochaukas, CIO, Electronic Merchant Systems
Selling to C-level executives can be a daunting challenge, but all is not lost, as we've assembled a panel of area CIO's who will share with us the good, the bad and the ugly of engaging in technical project sales and implementations.
Our panel of CIO's and seasoned will provide real world tips on everything from getting noticed to getting an appointment and building a relationship. This panel will help you understand how to sell to and work with this C-level executive. Our panelists include:
Jim Sage, CIO, The University of Akron George Dufour, CIO, CBIZ Leslie Pochaukas, CIO, Electronic Merchant Systems
While the technology industry continues to thrive for the most part, other sectors have not been so fortunate. The housing slump, manufacturing struggles, and typical retailer issues have all put dampers on different elements of the economy. Of course you can't just shut your doors and hope for things to improve, your company still needs to acquire customers and at least "tread water" if growth is not possible. But how does one keep the sales pipeline full when so many sectors are struggling? Join us for this enlightening session and find out. Hear industry veterans describe strategies and tactics they've used during past down-turns to ensure their companies not only survived, but in many cases even thrived.
Our panelists include:
Moderator: Darrin Fleming, FutureSight Consulting
Mike Rapaport, President - IQS
Milan Dayalal, Director of Sales - Dakota Software
Rob Schlanser, Director, Mid-West Sales Consulting - Oracle Corp.
While the technology industry continues to thrive for the most part, other sectors have not been so fortunate. The housing slump, manufacturing struggles, and typical retailer issues have all put dampers on different elements of the economy. Of course you can't just shut your doors and hope for things to improve, your company still needs to acquire customers and at least "tread water" if growth is not possible. But how does one keep the sales pipeline full when so many sectors are struggling? Join us for this enlightening session and find out. Hear industry veterans describe strategies and tactics they've used during past down-turns to ensure their companies not only survived, but in many cases even thrived.
Our panelists include:
Moderator: Darrin Fleming, FutureSight Consulting
Mike Rapaport, President - IQS
Milan Dayalal, Director of Sales - Dakota Software
Rob Schlanser, Director, Mid-West Sales Consulting - Oracle Corp.
While the technology industry continues to thrive for the most part, other sectors have not been so fortunate. The housing slump, manufacturing struggles, and typical retailer issues have all put dampers on different elements of the economy. Of course you can't just shut your doors and hope for things to improve, your company still needs to acquire customers and at least "tread water" if growth is not possible. But how does one keep the sales pipeline full when so many sectors are struggling? Join us for this enlightening session and find out. Hear industry veterans describe strategies and tactics they've used during past down-turns to ensure their companies not only survived, but in many cases even thrived.
Our panelists include:
Moderator: Darrin Fleming, FutureSight Consulting
Mike Rapaport, President - IQS
Milan Dayalal, Director of Sales - Dakota Software
Rob Schlanser, Director, Mid-West Sales Consulting - Oracle Corp.
According to Wikipedia, Innovation is characterized by something new - or substantially different, not an insignificant change. Innovations are intended to make someone better off, and the succession of many innovations grows the whole economy.
NEO is home to a variety of tech companies offering innovative designs and executions to solve customer problems and enhance business. This quarterly forum will feature tech companies introducing truly unique innovations that have put their companies on impressive growth trajectories. Among our panelists are:
Phil Alexander, CEO - BrandMuscle (http://www.brandmuscle.com); founded in 2000, BrandMuscle provides a unique solution that automates and facilitates advertising creation and placement. this solution has been widely adopted and implemented by global companies both in the United States and overseas.
Mike Broderick, CEO - Turning Technologies; winner of the 2007 Weatherhead 100, Turning Technologies created and markets Turning Point, an interactive technology that enables real-time, direct interaction between presenters and audiences.
Gene Groys, CEO/Founder of Staff KNEX; founded in 2007, Staff KNEX features a mobile texting platform encompassing hardware and software that connects a company to its employees on a real-time, interactive basis.
Sponsored by Calfee.
According to Wikipedia, Innovation is characterized by something new - or substantially different, not an insignificant change. Innovations are intended to make someone better off, and the succession of many innovations grows the whole economy.
NEO is home to a variety of tech companies offering innovative designs and executions to solve customer problems and enhance business. This quarterly forum will feature tech companies introducing truly unique innovations that have put their companies on impressive growth trajectories. Among our panelists are:
Phil Alexander, CEO - BrandMuscle (http://www.brandmuscle.com); founded in 2000, BrandMuscle provides a unique solution that automates and facilitates advertising creation and placement. this solution has been widely adopted and implemented by global companies both in the United States and overseas.
Mike Broderick, CEO - Turning Technologies; winner of the 2007 Weatherhead 100, Turning Technologies created and markets Turning Point, an interactive technology that enables real-time, direct interaction between presenters and audiences.
Gene Groys, CEO/Founder of Staff KNEX; founded in 2007, Staff KNEX features a mobile texting platform encompassing hardware and software that connects a company to its employees on a real-time, interactive basis.
Sponsored by Calfee.
According to Wikipedia, Innovation is characterized by something new - or substantially different, not an insignificant change. Innovations are intended to make someone better off, and the succession of many innovations grows the whole economy.
NEO is home to a variety of tech companies offering innovative designs and executions to solve customer problems and enhance business. This quarterly forum will feature tech companies introducing truly unique innovations that have put their companies on impressive growth trajectories. Among our panelists are:
Phil Alexander, CEO - BrandMuscle (http://www.brandmuscle.com); founded in 2000, BrandMuscle provides a unique solution that automates and facilitates advertising creation and placement. this solution has been widely adopted and implemented by global companies both in the United States and overseas.
Mike Broderick, CEO - Turning Technologies; winner of the 2007 Weatherhead 100, Turning Technologies created and markets Turning Point, an interactive technology that enables real-time, direct interaction between presenters and audiences.
Gene Groys, CEO/Founder of Staff KNEX; founded in 2007, Staff KNEX features a mobile texting platform encompassing hardware and software that connects a company to its employees on a real-time, interactive basis.
Sponsored by Calfee.
Microsoft partners with Apple, Sun partners with Google, seems like every couple of months there's a blockbuster announcement of one partnership or another. Sometimes these partnerships develop into a great, growth endeavor and sometimes they don't. But how does a small or mid-market company identify partnering opportunities? What are the pitfalls and challenges and how does one identify strong upside potential? Not to mention, how does a strategic partnership fit into your company's overall channel strategy.
Our panelists include: Dr. Jeffrey Green, Founder / CEO of Datatrak international http://www.datatrak.net , Michael DeAloia, former Tech Czar and current Senior Director of Business Development at Fit Technologies http://www.fittechnologies.net, and Rich Figer, Group Sales Manager - National Systems Integrators, Microsoft.
Microsoft partners with Apple, Sun partners with Google, seems like every couple of months there's a blockbuster announcement of one partnership or another. Sometimes these partnerships develop into a great, growth endeavor and sometimes they don't. But how does a small or mid-market company identify partnering opportunities? What are the pitfalls and challenges and how does one identify strong upside potential? Not to mention, how does a strategic partnership fit into your company's overall channel strategy.
Our panelists include: Dr. Jeffrey Green, Founder / CEO of Datatrak international http://www.datatrak.net , Michael DeAloia, former Tech Czar and current Senior Director of Business Development at Fit Technologies http://www.fittechnologies.net, and Rich Figer, Group Sales Manager - National Systems Integrators, Microsoft.
Microsoft partners with Apple, Sun partners with Google, seems like every couple of months there's a blockbuster announcement of one partnership or another. Sometimes these partnerships develop into a great, growth endeavor and sometimes they don't. But how does a small or mid-market company identify partnering opportunities? What are the pitfalls and challenges and how does one identify strong upside potential? Not to mention, how does a strategic partnership fit into your company's overall channel strategy.
Our panelists include: Dr. Jeffrey Green, Founder / CEO of Datatrak international http://www.datatrak.net , Michael DeAloia, former Tech Czar and current Senior Director of Business Development at Fit Technologies http://www.fittechnologies.net, and Rich Figer, Group Sales Manager - National Systems Integrators, Microsoft.
Microsoft partners with Apple, Sun partners with Google, seems like every couple of months there's a blockbuster announcement of one partnership or another. Sometimes these partnerships develop into a great, growth endeavor and sometimes they don't. But how does a small or mid-market company identify partnering opportunities? What are the pitfalls and challenges and how does one identify strong upside potential? Not to mention, how does a strategic partnership fit into your company's overall channel strategy.
Our panelists include: Dr. Jeffrey Green, Founder / CEO of Datatrak international http://www.datatrak.net , Michael DeAloia, former Tech Czar and current Senior Director of Business Development at Fit Technologies http://www.fittechnologies.net, and Rich Figer, Group Sales Manager - National Systems Integrators, Microsoft.
When a visitor comes to your website they have a specific objective. How good is your website at helping them to meet their objective? Did it answer their question? Did they get to the information that they were looking for? Did they find a solution that will help solve a problem that they have? Did they have a good experience and will they want to come back the next time that they need something? Rich Internet Applications (RIA’s) could be a key differentiator for you when you can give visitors what they are looking for and give them a good experience while doing so.
RIA’s are really starting to change the nature of website design and web presence. Over the last several years, both Microsoft and Adobe have committed vast resources to this coming generation of applications. They began turning their attention to RIA technologies as they recognized the paradigm shift that was already underway. Now, RIA’s sit atop the list of innovative and disruptive web technologies that are creating opportunities for companies both big and small. This session will explore RIA technologies and how smart marketers and product developers are already using them to create real value for both their customers and their organization.
One of our most popular programs in 2007, Selling to the CIO is back for a repeat performance.
Selling to C-level executives can be a daunting challenge, but all is not lost, as we've assembled a panel of area CIO's who will share with us the good, the bad and the ugly of engaging in technical project sales and implementations.
Our panel of CIO's and seasoned will provide real world tips on everything from getting noticed to getting an appointment and building a relationship. This panel will help you understand how to sell to and work with this C-level executive. Our panelists include:
Jim Sage, CIO, The University of Akron George Dufour, CIO, CBIZ Leslie Pochaukas, CIO, Electronic Merchant Systems
This will be a great session for anyone selling technology solutions, or anyone who needs to sell to the upper levels of an organization. Join us to learn why you shouldn't ask the CIO, "So, what keeps you awake at night?"
IT metrics - interactive presentation and sharing
It’s been said, “You are what you measure”. But measuring the right performance and matching to strategic goals is as much art as science. This session will feature an overview of performance metrics and a cross-industry CIO panel discussing the “hows and whys” of their company’s measurement systems. The session will also feature the use of audience response technology so that all attendees can share their impressions and opinions on key metric information.
Data Discovery: new rules for civil procedures
Do you have questions regarding the development and implementation of best practices, as they relate to data discovery? Without defined policies regarding the retention, protection and access to your electronic data, your company may be at risk. Join us as we discuss the legal and business implications of data protection. Panelists include: Tracy Johnson, Partner - Calfee, Halter & Griswold; Dominic Brown, eDiscovery Solutions - EMC; and Ryan Terry, Director - Advanced Technologies, OneCommunity.
Web 2.0
Blogging, wikis, social networking, mass collaboration: how do these concepts translate to your company’s business? And if they ARE applicable, how do you incorporate into your business? This panel session features representatives from Sun MicroSystems and Case Western sharing details on product offerings, opportunities and lessons learned to date on web 2.0 implementations.
Talent and the 21st Century Workforce
We all say it, "people are our greatest asset". Never has this been more true than in today's information technology profession. CIO's and business leaders are all searching for ways to create dynamic, progressive, and attractive professional environments for their teams. In this panel, you will hear about a real-life working model of such an organization in our region, and have the opportunity to learn some of the 'nuts and bolts' of how they did it. You will also have the opportunity to meet a leading Executive Recruiter and a "Generation X" IT professional who will share their perspectives on recruiting, retaining and rewarding top talent in today's business environment. Panelists: Lora Veselsky, Case Western Reserve University; Lee Ann Howard, Howard & O'Brien Associates; Jason DeSantis, University Hospitals.
Learning from my CIO brothers: a cross-industry CIO discussion
CIOs are often viewed through a single lens, and with good reason. All CIOs lead teams that manage the organization’s hardware and technology platforms, minimize security concerns and maximize resources. But not all CIO roles are created equal. Unappreciated is the vast amount of specialized, vertical, knowledge that must be acquired and marshaled for a truly breakout CIO performance. Join us as three CIOs reveal both the important distinctions that make their jobs so different as well as the unseen similarities that unite them.
Dr. Martin Harris, CIO-The Cleveland Clinic, Topic: The impact of IT advances on healthcare systems
CIO SYMPOSIUM Since 2000, NEOSA has offered the premier CIO conference in northeast Ohio - the annual CIO Symposium. Each year, a committee of volunteers spends tweve months planning this outstanding educational and peer-to-peer networking event.
Beginning in 2005, NEOSA launched the CIO of the Year award to recognize outstanding CIO's from four industry categories: Large Company, Small Company, Large Non-Profit and Small Non-Profit.
CEOs from three high-flying companies will deliver their unique perspectives on growing their companies. From strategic planning, to funding, to finding talent in the region, these companies have overcome challenges and are successfully navigating significant growth curves. Guest Panelists:
Bill Bradfield, CEO, PerceptIS (http://www.perceptis.com) Len Pagon, CEO, Brulant (http://www.brulant.com) Dave Roush, CEO, Insurance.com (http://www.insurance.com) PerceptIS, founded in 2004, has recently added it's 80th employee and sales are projected to grow by 80% in 2007. Brulant has grown from 30 employees in 2002 to 330 as of July 2007; sales have been growing at an annual average rate of roughly 80% for the past 3-5 years. And Insurance.com, which was founded in 2000 and now has 250 employees, saw revenue growth of 155% in '04 and 45% in each of the last two years.
Develop a more strategic approach to your Customer Relationship Management (CRM). This seminar reviews how companies administer their interactions with customers, including the use of technology to secure, store and analyze customer data. Learn how companies of all sizes can ehance CRM efforts to develop more profitable sales and marketing campaigns.
Who should listen: Company owners and executives interested in developing a more strategic approach to managing customers and prospects.
Sales and makreting professionals involved in the creation and execution of sales and marketing campaigns, customer acquisition, cross-selling, ip-selling and retention.
Customer service professionals who use or are looking into CRM software to support their call center or client/technical support staff.
This program is ideal for sale and marketing managers, directors and executives. It's essential for anyone involved in your organization's sales cycle.
The first annual NEOSA Best of Tech Awards recognized outstanding companies and individuals from the Tech community. Awards and finalists will be recognized in six categories:
Best Software Product Best SEO/SEM company Best Website/E-commerce application Best Emerging Company Best Tech Leader Brain Gain Company of the year
In addition to the awards, A.J. Hyland, CEO of Hyland Software, will deliver a keynote address.
The first annual NEOSA Best of Tech Awards recognized outstanding companies and individuals from the Tech community. Awards and finalists will be recognized in six categories:
Best Software Product Best SEO/SEM company Best Website/E-commerce application Best Emerging Company Best Tech Leader Brain Gain Company of the year
In addition to the awards, A.J. Hyland, CEO of Hyland Software, will deliver a keynote address.
The first annual NEOSA Best of Tech Awards recognized outstanding companies and individuals from the Tech community. Awards and finalists will be recognized in six categories:
Best Software Product Best SEO/SEM company Best Website/E-commerce application Best Emerging Company Best Tech Leader Brain Gain Company of the year
In addition to the awards, A.J. Hyland, CEO of Hyland Software, will deliver a keynote address.
NEOSA Sales & Marketing SIG: Lead Generation'
Even if you have the right product or service, connecting with the ultimate buyer can be a challenge. This program will review the importance of proper prospecting and cold calling. The significance of value-added selling will be emphasized in relationship to the interpersonal skills development of sales professionals. Gain practical advice for developing the individual abilities of sales professional to achieve your corporate goals. This is an excellent session for both sales professionals and sales managers.
Speaker Bio: Bill Truax is President of TRUFIELD ENTERPRISES, Inc., a firm specializing in skill based training workshops for Managers, Sales Professionals, and Sales Managers. Along with workshop facilitation, Bill is involved in Consulting and Field Implementation. Bill and his wife, Sue, co-authored the book, The BLITZ CALL®, A System for Fear Free Prospecting and Making Cold Calls. They developed and conduct BLITZ CALL Workshops, Seminars, and Train the Trainer programs. Bill has spent literally thousands of hours in the field making cold calls with sales professionals to teach his BLITZ CALL System. His focus is in Sales Operations Consulting and skill based training, designed to enhance the skills, performance, and promotability of the people with whom he works.
Bill frequently addresses classes at universities in Northern Ohio and he holds a degree in Marketing from Indiana University.
Manufacturing is the foundation on which the Northeast Ohio economy was built, while the tech sector continues to grow in prominence. Historically, industrial companies have not been viewed as growth markets for tech businesses, but that's been changing rapidly. We've assembled a unique panel discussion to shed light on the potential that manufacturers represent, and also to share information on how tech and industrial companies can work together most effectively.
Our panel includes: Mike Berlin, Managing Member, Briteskies, LLC; Mark Roshon, President, Tornado Technologies; John Broerman, Director of Information Technology, A. Schulman, Inc; and Jim Cookinham, Moderator.
We consistently hear from NEOSA members and other tech companies about how hard it is to attract and retain highly skilled staff, locally or otherwise. And our local universities and community colleges are reporting declining enrollment in many tech disciplines. What's being done about these trends and how can your company better meet its needs?
This panel discussion addresses this key technology issue for our region.
Our panelists include: Chaz Napoli, President-Datavantage Debbie Connelly, V.P. of Human Resources-Hyland Software Dr. Raj Aggarwal-Dean of the College of Business Administration, The University of Akron Dr. Santosh Misra-Chairman of Computer and Information Science, Cleveland State University
Selling to the CIO without being DOA
"What keeps you awake at night?" just may be the MOST overused question by technology salespeople today, according to local CIO's. But all is not lost, as we've assembled a panel of area CIO's who will share with us the good, the bad and the ugly of engaging in technical project sales and implementations. From getting noticed to getting an appointment and building a relationship, this panel will help you understand how to sell to and work with this C-level executive.
Panelists: Rich Weber, former CIO of Dental Care Partners, Sasi Pillay, CIO of the NASA Glenn Research Center, Doug Wenger, CIO of Omnova Solutions.
This is a great session for anyone selling technology solutions, or who needs to sell to the upper levels of an organization.