ITSMA’s Solutions Council is comprised of senior-level executives focused primarily on building their companies’ solutions businesses. The Council is a peer network designed to raise the bar for developing, marketing, and selling integrated solutions through best practice knowledge sharing, thought leadership, and research.

1. ITSMA’s Solutions Council Overview
Tammy Ribaudo
Senior Director
Member Programs & Executive Councils
ITSMA
Chris Koch
Director
Research & Thought Leadership
ITSMA
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2. Overview
ITSMA’s Solutions Council is comprised of senior-level executives
focused primarily on building their companies’ solutions businesses.
The Council is a peer network designed to raise the bar for
developing, marketing, and selling integrated solutions through best
practice knowledge sharing, thought leadership, and research.
SC111909 ITSMA’s Solutions Council Overview © 2009 ITSMA. All Rights Reserved. 2

3. Council Objectives
 Creating a knowledge community to facilitate
networking among marketing and business executives
dedicated to growing their solutions businesses
 Sharing best practices with other client companies on
critical solutions business challenges
 Creating working groups to develop solutions best
practices, benchmarking and research
 Setting industry standards on selected solutions
practices and issues
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4. Solutions Council Members
The Council is limited to 25 seats and is by invitation only
Solutions Council participants are:
 Employed at an ITSMA client
company
 Senior-level executives with
significant influence over the
solutions portfolio and/or solutions
marketing
 Passionate about improving their
companies’ ability to develop,
market, and sell solutions
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5. Council Criteria and Guidelines
Eligibility for Council participation includes the  Participation—All contributors are expected to
following: participate actively in the Council. This includes:
 ITSMA Client—Council participants must – Actively participating in Council research
represent companies that are corporate clients projects, and
of ITSMA. – Leading or collaborating on a Council
subcommittee, and/or
 Position—All participants must hold senior level
– Making a presentation (or providing a subject
positions in their organizations and have
matter expert to deliver a presentation) at a
significant influence over the solutions portfolio,
Council meeting.
or how the solutions are marketed.
 Confidentiality—Council meetings are
 Attendance—All participants are encouraged to
organized to encourage open discussion without
attend all meetings. At a minimum, participants
concern for personal or company reputation.
must attend at least one teleconference and one
Council participants and ITSMA itself are free to
face-to-face meeting per year. Participants may
use the information received at Council
not send delegates in their place, unless:
meetings, but not to reveal the identity or
– They are presenting as subject matter
company affiliation of the speaker(s) or any
experts, or
other participant.
– Are approved in advance by ITSMA and the
attending council members.  Invitation Only—The Council is limited to 25
companies, with vacancies filled by invitation
only. ITSMA is responsible for extending
invitations.
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6. Program and deliverables
 During 2010, ITSMA’s Solutions Council  In addressing these topics, participants
will cover a wide range of topics benefit from:
recommended by Council members. – New thought leadership on solutions based
Some of the issues to be addressed on primary and secondary research
during meetings and through research – Peer learning and best practice sharing
include: (including several Council participant
– Sales Force Transformation presentations)
– Solutions Innovation vs. Delivery Risk – Complementary access to ITSMA’s Solutions
Competency Assessment for up to 12
– Expansion and Globalization
participants
– Marketing and Social Media—new and
– Two in-person meetings, two+ teleconference
exciting applications
meetings
– Sales Enablement (continuing activity with
– Participation in Solution Council
subcommittee)
subcommittees, research, and tasks
– Partnering (continuing activity with
subcommittee)
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7. Council Meetings and Promotion
Council Meetings Council Promotion
 Meetings are held on a quarterly  ITSMA includes general
basis with two in-person information about the Solutions
meetings and two (or more) Council and its activities on the
teleconference meetings per ITSMA website, including a list
year of companies represented on
 ITSMA organizes each meeting the Council
based on input and content  Individual council participants
contributions from Council are not identified by name
participants except to others within their
company
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8. For additional information, contact:
Tammy Ribaudo
Senior Director, Member Programs and Executive Councils
ITSMA
tribaudo@itsma.com
+1-781-862-8500, Ext. 143
Chris Koch
Director, Research & Thought Leadership
ITSMA
ckoch@itsma.com
+1-781-862-8500, Ext. 115
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