ITSMA Recognizes Best in Class Marketing Programs with its 2012 Marketing Excellence Awards BT, Capgemini, Cisco, Dell, Deloitte, DocuSign, IBM, Infosys, Microsoft, Optum, and Tata Consultancy Services are recognized as B2B Marketing Leaders across six categories. An international jury of marketing executives and experts selected the winners based on excellence in situation analysis, innovation, program execution, and business results. The awards honor excellence at two levels: diamond and gold.

2. Let’s take a trip back to
1998 when it all began
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3. 1998
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4. ITSMA 1998
Services Marketing Excellence Awards
 Promote and recognize excellence
in services marketing practices
 Established to recognize the
leaders, the innovators,
the pioneers, and best performers
 Focus on four high-impact areas
that represent services marketing
excellence
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5. 1998 Services Marketing Areas of Excellence
Creating, Sustaining, & Harvesting
Customer Loyalty
Leveraging Sales Channels
Anticipating & Responding Building Market
to Competition Awareness & Preference
Market Selection New Services Pricing for
& Development Development Value & Profit
S TA F F E X C E L L E N C E
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6. Categories of Recognition from the
1998 Marketing Excellence Awards
New Service Innovation
HP
(Rapid/3 SAP Implementation Service)
Communications Impact
EDS
(Sports Event Delivery)
Sales Effectiveness
HP
(Leasing Laser Printers)
Staff Excellence
IBM
(Professionalize Services Marketing)
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7. Since 1998, we’ve included a number of
different categories
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8. And there have been many Award winners
FOR
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9. The Award logo has also changed
1998 2006
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10. The ITSMA Marketing Excellence Awards Program
continues to grow
Maybe next year
we’ll add your
organization’s name
to the list of
MEA winners
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11. A Commitment to Excellence
ITSMA’s Fifteenth Annual Marketing
Excellence Awards
 Promote excellence in services
and solutions marketing
 Focus attention on high-impact areas
of services and solutions marketing
 Honor industry leaders, innovators,
and best performers
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12. The Awards
Diamond Award Gold Award
Best in class for the industry, Standout achievement in
as measured by innovation, improving marketing
execution, and business performance, as measured
results by innovation, execution, and
business results
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13. 2012 Categories
In Search of Marketing Excellence
Transforming the Driving Business
Marketing with Thought
Organization Leadership
Strengthening
Client
Enabling
Relationships Sales Channels
and Building
Loyalty
Marketing with
Generating and
Social and
Nurturing Leads
Interactive Media
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14. The Judging Process
 Any company that markets
technology-related services
and solutions
 June 8 submission deadline
 MEA jury with senior ITSMA staff, advisory board,
and outside experts
 Judging emphasis on innovation, execution, and
business results
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15. And the winners are…
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16. Driving Business with
Thought Leadership
Creating and disseminating high quality
thought leadership content, leveraging new
and traditional marketing vehicles to more
effectively drive business.
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17. Driving Business with Thought Leadership
Finalists
for
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18. Driving Business with Thought Leadership
Gold Winner
 Race to the Line: Using Thought Leadership to create a
Sales Engagement Platform
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19. Driving Business with Thought Leadership
Diamond Winner
 Deloitte Financial Advisory Services LLP
Corruption Campaign
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20. Enabling Sales Channels
Improving sales effectiveness by successfully
enabling sales channels (including
field sales, telesales, channel
partner sales, and alliance partner
sales) and directly affecting
business results.
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21. Enabling Sales Channels
Finalists
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22. Enabling Sales Channels
Gold Winner
 IBM Sales and Distribution – Classroom to Client: Enabling
for Strategic Business Development
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23. Enabling Sales Channels
Diamond Winner
 AScend Elevates Sales Enablement for Advanced Services
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24. Generating and Nurturing Leads
Implementing marketing initiatives that create
awareness, generate demand, identify leads,
and nurture prospective customers at all
stages of the buying process.
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25. Generating and Nurturing Leads
Finalists
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26. Generating and Nurturing Leads
Gold Winner
 Creating a Volume Annuity Machine with Automated Lead
Generation
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27. Generating and Nurturing Leads
Gold Winner
 Expedite your Sales Cycle by mapping communications to
the Buyer's Journey with automated Nurture programs
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28. Generating and Nurturing Leads
Diamond Winner
 Dell’s Global Operational Excellence Initiative in Lead
Management and Revenue Performance
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29. Marketing with Social and
Interactive Media
Integrating social and interactive media into
marketing programs, the overall marketing
strategy, and the business.
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30. Marketing with Social and
Interactive Media Finalists
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31. Marketing with Social and
Interactive Media Gold Winner
 Breaking the Waves
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32. Marketing with Social and
Interactive Media Diamond Winner
 Dell: A recognized leader in social media
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33. Strengthening Client Relationships
and Building Loyalty
Executing marketing programs designed to deepen the
relationships with existing clients, foster loyalty,
and build partnerships based on mutual trust.
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34. Strengthening Client Relationships and
Building Loyalty Finalists
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35. Strengthening Client Relationships and
Building Loyalty Gold Winner
 Driving Innovation through Account Based Marketing
Measurement of Relationships & Business Impact
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36. Strengthening Client Relationships and
Building Loyalty Gold Winner
 Optum Client Nurturing Program
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37. Strengthening Client Relationships and
Building Loyalty Diamond Winner
 The IBM Select Access Program
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38. Transforming the Marketing Organization
Transforming marketing operations,
organization models, skills, and
processes to have a measureable
impact on the business.
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39. Transforming the Marketing Organization
Finalists
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40. Transforming the Marketing Organization
Gold Winner
 Transforming the Marketing Organisation
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41. Transforming the Marketing Organization
Diamond Winner
 Transforming Marketing: From “Indian IT”
to Global “Big Four”
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42. For More Information on ITSMA’s Marketing Excellence Awards
2012 Winners, please visit
http://www.itsma.com/pdfs/mea/2012_ITSMA_MEA_Winners.pdf
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