InterSystems DEVCON2009

Executive Track

How Application Providers Can
Prosper in Today’s Economy

Mastering Essential Business Strategy & Positioning
InterSystems Technology to Your Advantage in a Down Economy.

In a down market it’s never business as usual. Often we know what goals we need to reach to stay profitable in tough times, but we could all use a little help getting there. In the Executive Track at DEVCON2009, we’ll provide some practical advice on how to position yourselves effectively in a challenging economy.   

We’ll be joined by an industry analyst from IDC, and marketplace strategy guru Richard Currier of Park City Marketing, who will walk us through topics that are critical to success in 2009, including: 

• Transforming latent need into an active sales cycle
• Gaining a competitive advantage with InterSystems technology
• Building visibility and recognition in the market

Executive Track Agenda

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Items in bold are for Executive Track participants only.

Sunday, March 22

IDC Market Analysis
What End Users Need From Application Providers in 2009
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Sunday, March 22, 4:00 PM – 5:00 PM
In a research project specifically conducted for InterSystems Application Providers by IDC, end users across all industries were surveyed.  They were asked what their business focus will be in 2009 and what they’re looking for in the vendors they select, as well as the new applications they plan to purchase.  IDC also interviewed application providers to get their perspective on the current state of affairs. In this session, an IDC analyst will present the survey results. Richard Currier of Park City Marketing will wrap up the presentation, giving tips for how to apply IDC’s learning to your own business strategy.

Speakers:

Sandra Rogers Program Director for SOA, Web services, and Integration IDC

Richard Currier President Park City Marketing

 

Executive Networking Reception
Sunday, March 22, 5:00 PM – 6:00 PM
After the IDC presentation, we invite you to stay for drinks and appetizers, and an opportunity to get to know other executives attending the track.

Host:

Jerry Hinch Director of North American Marketing InterSystems

 

DEVCON2009 Welcome Reception
Sunday, March 22, 6:00 PM – 7:30 PM
Join us outside (weather permitting) for the DEVCON opening reception. 

Monday, March 23

DEVCON2009 Keynote Presentations
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Monday, March 23, 9:00 AM – 10:30 AM
Hear from InterSystems’ founder, Terry Ragon, Chief Operating Officer, John McCormick, and Vice President of Strategic Planning, Paul Grabscheid. 

What’s New & What’s Next for InterSystems’ Technology
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Monday, March 23, 11:00 AM – 12:00 PM
Robert Nagle and Joe DeSantis of InterSystems will give preview demonstrations of some exciting features planned for future product releases. 

InterSystems Innovator Awards Presentation
Monday, March 23, 12:00 PM – 12:30 PM
Attend the awards presentation to learn about the most innovative InterSystems technology projects worldwide. 

Executive Luncheon
Monday, March 23, 12:30 PM – 2:00 PM
Join us for an executive luncheon and peer-to-peer discussion on the hot topics facing your business. 

Host:

Jerry Hinch Director of North American Marketing InterSystems

 

Building Pipelines by Transforming Latent Need into Active Demand
Initiating Active Sales Cycles
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Monday, March 23, 2:00 PM – 3:00 PM
Always important, filling pipelines becomes crucial – but even more challenging – in tough times.  Traditional lead generation programs can fail miserably as buyers turn cautious.  And sales cycles increasingly stall out or dead-end with that dreaded “no decision.”  More than ever, your company needs to master transforming latent buyer needs into active sales cycles that proceed urgently.  This session shows you the sales and marketing secrets to rebuilding robust pipelines in otherwise languishing markets. Through relevant real-world case studies you will learn how to get the full pipelines and accelerated sales cycles that are “must haves” in today’s tough markets.   

Speaker:

Richard Currier President Park City Marketing

 

Gaining a Competitive Advantage with InterSystems Technology
(Application Provider Case Studies)
No presentation used - panel discussion
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Monday, March 23, 3:15 PM – 4:15 PM
Do you know how to properly position the business benefits of InterSystems technology vs. the technical benefits? Beyond just “faster, better, cheaper”, the benefits provided by InterSystems’ technologies can change how you go to market. Game-changing business messages, more so than product and technology messages, can propel your business to new heights of market leadership.

Attend this case study presentation to hear from a representative of long-time InterSystems’ application partners, Netsmart Technologies and MedPlus. Learn how they are changing the way they do business and succeeding in their marketplace, just by aligning their main message with InterSystems core business benefits.

Speakers:	Richard Currier President Park City Marketing	Matthew Nee Vice President of Sales InterSystems
	Jim Gargiulo Netsmart Technologies	Rebecca Hellmann MedPlus

 

Building Visibility and Recognition in Today’s Market
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Monday, March 23, 4:30 PM – 5:30 PM
Learn the best approaches to making your company stand out among your competitors and nail the #1 spot when it comes to the short list.  Building awareness and visibility is something we all struggle with and once you’ve achieved it, everything else becomes a whole lot easier.  Richard has helped a number of companies in this regard over the span of his career and he’ll give you the best insider tips and tricks of the trade to help your own sales and marketing departments reach the #1 spot when it comes to reaching ultimate recognition in your particular space.

Speaker:

Richard Currier President Park City Marketing

 

Networking
Monday, March 23, 5:30 PM – 6:00 PM
After all of the notes have been taken and questions have been asked, join us for appetizers and beverages with fellow Executive Track attendees and Richard Currier.  Mingle with your peers and discuss the next steps needed to put what you learned into action in your own respective companies. 

Hosts:

Jerry Hinch Director of North American Marketing InterSystems

Richard Currier President Park City Marketing