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The goal of the New Business Development SIG is to facilitate on-going education of strategies, principles, and techniques for organic growth. It addresses best practices of growth strategy development, marketing, and sales as applied to new and emerging businesses as well as mature multi-national businesses.

Presenting for 3forward are co-founders Dan Hudson and Matt Smith.  Their presentation will illustrate a path and a process to make sense of Sales 2.0 technologies – while keeping the focus on company revenue goals.  Topics include setting 2.0 strategy and priorities; Selecting applications and vendors; Demand generation; Lead optimization, nurturing and management; Prospect and competitor research; and Social networking for lead development.

Dan Hudson, president, will be presenting for 3forward, a leader in lead creation and sales acceleration programs for companies worldwide.  3forward’s session will illustrate a path and a process to make sense of sales 2.0 technologies – while keeping the focus on company revenue goals.  Topics include setting 2.0 strategy and priorities; Selecting applications and vendors; Demand generation; Lead optimization, nurturing and management; Prospect and competitor research; and Social networking for lead development.

3forward’s Presentation

More than 1,500 contact center professionals and thought leaders world-wide are expected to attend this year’s conference.  The theme of the conference is “2010 and the New Global Services Economy”.   It is an opportunity for business leaders to learn first-hand from the experiences and best-practices of companies that are leveraging global resources for their strategic Call Center, IT and Business Process Outsourcing needs.

Organizers & Co-Chairs

The IMT is Mexico’s leading Contact & Call Center / Customer Contact institution.   Founded in 1991, it offers a wide range of services to the industry, from training to consulting to certification and is recognized as the preeminent authority for Contact Center professionals in the country and throughout Latin America.  The Global ContactForum is Co-Chaired by Keith Fiveson, CEO of ITESA and Anupam Govil, CEO of Global Equations.

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Presenting for 3forward are co-founders Dan Hudson and Matt Smith.  Their presentation covers 3forward’s methodology for sales revenue planning, reveals the forecasting traps many companies fall into and illustrates their formulas and models for successful multi-year revenue planning.   Participants will learn The Five Most Important Numbers for Revenue Planning, Takeaways for Growing Pipelines and Increasing Wins, Essentials for Prospect Profiling and Targeting, Best practices in Lead Creation and Development.  Participants also receive 3forward’s 2010 Revenue Planner for measuring, evaluating and projecting sales revenues.

The Alternative Board brings together owners of privately held businesses to overcome challenges and seize new opportunities with a combination of peer advice and business coaching.   The Dallas / Ft. Worth chapter of TAB has over 100 members who meet monthly in a facilitated board session to learn from one another’s successes and lessons learned.  Each board has up to 10 sitting members with over 200 years of combined business experience. Confidential, frank discussions at TAB meetings opens eyes to new alternatives and opportunities brought from different vantage points; and helps members determine what they need to change, and how to confidently make the needed change.

The Everest Insights^TM suite includes four base components: Account Intelligence, Account Readiness, Special Insights and Active Surveillance, which together provide sales teams with actionable insight into a prospect’s sourcing portfolio.  The offering also provides an accurate prediction of both the likelihood and the timing of the prospect’s future sourcing activities.

“Sales organizations looking to improve top of the funnel results are increasingly turning to prospect analysis and on-going target research to better focus their teams,” commented Dan Hudson, President of 3forward.  “Everest Insights^TM greatly enhances opportunity qualification and helps sales teams strategically engage prospects at the optimal point in their buying process.  No other solution provides the research depth or accuracy in predicting outsourcing decisions as this product suite,” Dan Hudson added.

Regarding the partnership, Carl Esposti, Principal of Sales and Market Development at Everest, commented, “3forward’s value proposition to outsourcing service providers is tightly focused on lead generation and conversion. We were looking for a partner to help Everest bring this powerful new offering to the broader service provider market. 3forward’s product and service portfolio combined with Everest Insights^TM will effectively tackle the need for sales organizations to fill the funnel with high-value, qualified leads.”

The two companies are delivering a complimentary webcast on Enabling Sales Effectiveness Through Actionable Insight, on Wednesday, January 27 at 11:00 AM EST.  Executives from both companies will provide examples, lessons learned and recommendations for applying this solution to today’s sales model.

To register for and attend this free, on-line event, visit: http://3forward.com/events/actionable-insight/

About Us:

About 3forward www.3forward.com

3forward helps companies find and create leads, increase wins and accelerate sales.  Our services are designed for small to large B2B sales organizations and companies wanting to improve revenues.  3forward works with CEO’s, sales leaders and leadership teams interested in market entry, expansion, or anchor client programs, lead creation programs, and 2.0 services integration such as research and insight, social media engagement, and virtual event campaigns.

Contact: Matt Smith, matt.smith@3forward.net

About Everest Group www.everestgrp.com

Everest Group is a global consulting and research firm that comprehensively serves the outsourcing and offshoring market. An industry leader since creating the sourcing consultancy practice in 1991, Everest has earned a worldwide reputation for ongoing innovation by helping clients capture optimum value through sourcing strategies and implementation. Everest provides information, insight, and advice to help buyers, suppliers, and enablers of services effectively navigate all stages of the sourcing lifecycle. Committed to thought leadership, Everest is noted for its fact-based analyses and insights on the outsourcing and off-shoring marketplace.

3forward’s Sales Transformation Model bundles Sales Readiness, Lead Generation and Sales 2.0 services together to help companies accelerate top of the funnel lead creation, qualification, nurturing and conversion.   Incorporating LeadLife into this offering allows 3forward to offer their clients even greater lead generation results along with valuable web-based marketing analytics and visitor tracking.

“Nearly every company we talk to ranks improving lead generation as a top sales priority,” commented Dan Hudson, president of 3forward.   “Adding LeadLife to our Sales Transformation Model greatly improves lead identification, qualification and conversion.  It also improves targeting and typically lowers cost per lead,” Hudson added.

“We are excited to be working with 3forward and feel our partnership will be extremely successful.” said Lisa Cramer, president of LeadLife.  “With our software’s ability to score, nurture and track leads along with our experience in delivering lead management best practices, I feel our services will complement 3forward’s sales leadership expertise and their programs for sales acceleration.”

The two companies are delivering a complimentary webcast on leading practices for Finding, Creating and Managing Leads, on Thursday, January 21 at 1:00 PM EST.  Executives from both companies will provide lessons learned, helpful suggestions and recommendations on all aspects of lead lifecycle management.

To register for this free webcast, visit: https://www2.gotomeeting.com/register/232360403

About Us:

About 3forward www.3forward.com

3forward helps companies find and create leads, increase wins and accelerate sales.  Our services are designed for small to large B2B sales organizations and companies wanting to improve revenues.  3forward also provides expertise to CEOs and leadership teams interested in market entry and anchor client strategies, improving sales organization performance and implementing prospect intelligence, insight and research programs.

Contact: Matt Smith, matt.smith@3forward.net

About LeadLife www.leadlife.com

LeadLife Solutions, Inc. is a provider of on-demand lead management software that enables B2B marketers to automatically track, score, prioritize and nurture leads. With LeadLife’s flexible and intuitive software you can increase the value of your lead generation dollars online/offline, qualify sales leads, shorten sales cycles and increase your marketing ROI. At LeadLife it’s not only about leveraging automation, but also delivering lead management best practices to increase marketing and sales success. For more information on lead management and our best practices, please visit www.leadlife.com or call 1-800-680-6292.

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Presenting for 3forward will be co-founders Dan Hudson, president, and Matt Smith, Executive Vice President. 3forward’s “Growing Outsourcing Revenues” session will highlight the challenges facing many outsourcing sales teams, include examples of how these forces are impacting their businesses and provide actionable strategies and recommendations for achieving success.

Companies attending the 2009 Summit included Accenture, ACS, Air Canada, Allstate Insurance Company, American Express, Avery Dennison, Best Buy Company, Bleum Inc., Booz & Company, Carnegie Mellon University, Colliers International, Covidien, Eclipsys Corporation, Edward Jones, Enlace Operativo, Everest Group, Fasken Martineau, GMAC Financial Services, Hexaware Technologies, HOV Services, Humana, IBM, Infosys, Invest Chile – CORFO, Invest in Bogota, Johnson & Johnson Consumer Group, Kelly OCG, KeyBank, Kimberly – Clark Corporation, Kirkland & Ellis, KPMG LLP, Kraft Foods, LawScribe Inc., Liberty Mutual Insurance, McKesson Corporation, MDeC, MetLife Insurance, Microsoft Corporation, Nair & Co, NCO Group, Neusoft, Nike Inc., Novartis Pharmaceuticals, Océ Business Services, Orange Business Services, Pepsi Co., Perot Systems, Pfizer, Pitney Bowes, Pratt and Whitney, PricewaterhouseCoopers, Procter & Gamble, Siemens Medical Corporation, Sitel, SNC-Lavalin Profac Inc., State Farm Insurance, Sun Microsystems, Sutherland Global Services, Symantec, Inc., TeleTech, The Boeing Company, USAA, Vodafone, Washington Gas, Wellpoint, Whirlpool Corporation, WNS, Xceed, Xerox Corporation

The 2010 Outsourcing World Summit® Program Committee: Debi Hamill, Senior Managing Director, IAOP; Jag Dalal, Managing Director Thought Leadership,  IAOP; Jeff Russell, Project Director, Duke University; Neil Hirshman, Partner, Kirkland & Ellis LLP; Kurt Kohorst, Vice President, Liberty Mutual; David Prevost, Manager Global Initiatives, GM; Matthew Shocklee, CEO, GSOS, and IAOP Ambassador; Atul Vashistha, CEO, neoGroup; Rich Etzkorn, Senior Vice President, Colliers Turley Martin Tucker; and Scott Philips, Senior Manager, Accenture.

The Outsourcing Institute, a vendor-neutral professional association dedicated solely to outsourcing, announced the launch of its Outsourcing 2.0 road shows.  Designed to help business professionals navigate the complexities of making the right outsourcing decisions, the road shows will be held in 20 cities over the course of 20 weeks. Each road show features educational presentations on key outsourcing trends, critical best practices with regard to procurement, negotiations, transition and governance for all forms of outsourcing. A separate track within the program will help those who sell and market into this space better understand how to generate more business opportunities, better differentiate themselves and increase their awareness.

Frank Casale, founder and CEO of The Outsourcing Institute, shared, “Outsourcing has changed.  The process, the players, the options – the risks and rewards have all changed significantly.  We are currently in an Outsourcing 2.0 world, yet most are still outsourcing the old fashioned, 1.0 way.  Our mission with this aggressive Road show schedule and program is to get the key members of the outsourcing ecosystem upgraded and therefore better equipped to accelerate their outsourcing transactions, lower their costs,  and increase their outsourcing upside ”

The inaugural event will be held in, London Oct 8th 2009.  Dates for other cities are October 13 in Dallas, October 15 in San Francisco, October 29 in Miami, December 3 in New York City and December 10 in Chicago.  Subsequent events will be held in many other cities including, Washington DC, Sao Paolo, Boston, Toronto, Brussels, Beijing, Japan, India, Ukraine.

Echoing this sentiment are the key thought leaders and contributors to this program and overall effort.   Contributing their time and resources are representatives from outsourcing, sales and marketing industry leaders such as 3forward, Booz-Allen, DCI, The Delve Group, The Devon Group, Ingenia Group, Integrated Alliances, Strategy Group International, Sylvan VI and Vantage Partners.

More information about The Outsourcing Institute’s Outsourcing Institutes road shows tour, as well as registration details, can be accessed at www.outsourcing.com/roadshow.

InsideView’s solutions are a strong complement to 3forward sales acceleration and lead creation services and enable their clients to benefit from the combined strengths of the two companies.

Addressing this year’s event, Frank Casale, Founder and CEO of The Outsourcing Institute (OI), explained, “Tough economies fuel outsourcing decisions for companies with the need for cost savings and productivity enhancement.  This year’s Summit brings together buyer panels; sales, marketing and branding experts; social media specialists; negotiation strategists and other industry leaders to help outsourcers sharpen their competitive edge.”

For a complete agenda, location specifics and other information please click here for the 2009 Service Provider Summit event page.

About:

The Outsourcing Institute www.outsourcing.com and www.facebook.com/pages/The-Outsourcing-Institute/61204312621

The Outsourcing Institute is a global marketplace and community of more than 70,000 executive members, including leading practitioners, service providers, advisors, thought leaders, industry observers and analysts.

Contact: Frank Casale; fcasale@outsourcing.com; United States (516) 279-6850 x 706

3forward www.3forward.net; www.3forward-blog.net and www.facebook.com/pages/3forward/78670539605
3forward focuses on OUTSOURCERS, SOLUTION PROVIDERS and IT COMPANIES and increasing their success. Our services enable: faster growth, stronger global delivery models and improved margins.

Contact: Matt Smith
matt.smith@3forward.net
United States 214-674-3963
www.3forward.net
3forward-blog.net

Marketing and Sales Experts Share Innovative Strategies For Competitive Advantage -
Thursday, January 8, 2009 at 12:00 PM EST

Dallas (Business Wire) 3forward, a growth services firm for outsourcers, is moderating Sales Edge, a sales and marketing leadership event hosted by The Outsourcing Institute (OI), the leading professional association dedicated solely to outsourcing.  Register here (https://www2.gotomeeting.com/register/571816205) or at The Outsourcing Institute www.outsourcing.com.  The live panel discussion and webinar occurs Thursday, January 8, 2009, from 12:00 PM until 1:00 PM.     

Make sure your outsourcing sales team has the right tools, the right resources and the right partners necessary to obtain that ever so critical edge in the coming year.   Join the Outsourcing Institute and a premiere panel of marketing, communications and sales experts as we highlight strategies and approaches to putting today’s powerful tools to use in your marketing mix . 

Sales Edge Panel

ingenia group, Pablo Hernández O’Hagan, CEO
Transform ‘electronic brochure’ web sites into the beginning of a sales cycle

The Delve Group, Inc., Brenna L. Garratt, CEO, Ellen G. Sluder, Senior Director
The power of Brand as a sales accelerator

Direct Connections International, Inc., Clayton Geiser, CEO
The telephone can be your most powerful lead generator

The FeedRoom, Matt DeLoca, SVP Sales & Marketing
Winning clients and markets with online video

Host by: The Outsourcing Institute, Frank Casale, Founder, CEO
Moderated by: 3forward, Dan Hudson, President, co-founder, Matt Smith, Executive Vice President, co-founder

 About:

The Outsourcing Institute www.outsourcing.com

The Outsourcing Institute is a global marketplace and community of more than 70,000 executive members, including leading practitioners, service providers, advisors, thought leaders, industry observers and analysts.   The mission of OI is to leverage the collective wisdom and best practices of this evolving outsourcing ecosystem along with the latest abilities of internet technologies to enable powerful alternatives for learning, networking, career development, publishing, transacting and relationship management for those in the outsourcing arena. 

Contact:  Frank Casale; fcasale@outsourcing.com; United States (516) 279-6850 x 706

3forward www.3forward.net and www.3forward-blog.net

3forward focuses on OUTSOURCERS, SOLUTION PROVIDERS and IT COMPANIES and increasing their success. Our services enable: faster growth, stronger global delivery models and improved margins.

Contact: Matt Smith
matt.smith@3forward.net
United States 214-674-3963
www.3forward.net
3forward-blog.net

DALLAS (Business Wire) 3forward, a Dallas-based growth services firm specializing in sales, marketing and alliances for outsourcers, BPOs and IT companies, has introduced new offerings to accelerate the creation of Global Service Delivery Alliances.   These programs are designed for outsourcers, BPOs and IT companies seeking to expand existing capabilities and coverage by creating, formalizing or strengthening partner delivery models.   

Outsourcers establish delivery alliances, innovation networks and business ecosystems to achieve strategic goals, leverage resources, address portfolio or delivery gaps, and speed time to market.  Even the largest global providers integrate alliance-based solutions with internal delivery as a cost-effective, reliable approach to addressing complex customer requirements and global delivery expectations.   

Companies often face either experience or resource challenges in establishing successful delivery alliances.  Some lack the internal expertise to design a global alliance strategy and delivery framework.   Others are short the resources to identify, qualify and contract partners, create engagement processes, integrate delivery programs and define standards-based governance models.

Outcomes and Benefits of 3forward’s Global Service Delivery Alliances:

• Analysis of various relationship models and alliance-based delivery options
• Development of ‘make/buy’ frameworks and alliance architecture standards
• Partner identification and due diligence
• Negotiated master agreements, partnering terms and standardized SOWs
• Formalized pre-sales workflow, and (ITIL / ISO standards-based) operational level agreements
• Access to 3forward’s Global Services Provider RegistryTM, a database containing hundreds of niche technology providers world-wide

“Global service delivery is a major differentiator, often a winning factor, in many outsourcing decisions,” said Dan Hudson, 3forward, President and co-founder.  “Most providers need service delivery alliances to complete that global services strategy, but many lack the experienced resources to create and implement the solution.  That specific experience is one of 3forward’s deepest strengths and helps our clients accelerate their efforts to build and manage their partner programs.”

About:

3forward – Growth Services for Solution Providers™

3forward focuses on SOLUTION PROVIDERS and increasing their success. Our services enable: faster growth, stronger global delivery models and improved margins. 3forward clients benefit from our broad industry perspective, many years experience in sales, marketing and delivery, ability to develop winning strategies and relationships with key executives and leaders in the global outsourcing and IT communities.

Contact:
Matt Smith
matt.smith@3forward.net
United States 214-674-3963
www.3forward.net

3forward, a Dallas-based growth services firm specializing in sales, marketing and alliances for IT services and outsourcing companies, has introduced new Indirect Sales offerings to help position IT Providers for increased revenues from the global outsourcing market. IT outsourcing is one of technology’s largest markets, currently estimated at $162 billion annually in the US and $517 billion globally.  Despite its size, many niche or specialized Solution Providers find it difficult to penetrate this market because buyers often require capabilities and scale beyond what they alone possess.   

3forward’s Indirect Sales Models create alternative paths to the outsourcing market by aligning IT Providers with global suppliers and leading outsourcers.  For Providers considering this approach to the market, 3forward’s processes, relationships and experience can accelerate results by one to two years.

Industry analysts and client advisors stress that successful outsourcers must be highly effective at delivering, managing and transforming contracted environments and many outsourcers rely on alliances to help them achieve these results.  Solution Providers implementing 3forward’s Indirect Sales Models gain access to a much broader market and outsourcers benefit from increased capabilities.     

Outcomes and Benefits of 3forward’s Indirect Sales Model:

• Analysis of targeted outsourcers, insight into unique strengths and actionable recommendations
• Specific value propositions, marketing programs and sales plans
• Sales resources that accelerate results and improve efficiency

 “One of 3forward’s value propositions is our relationships with leading outsourcers, particularly many tier-one U.S. and Indian ITOs, and our experience in helping Providers around the world sell and deliver programs together,” said Dan Hudson, 3forward, President and co-founder.  “These new Indirect Sales offerings allow Providers to take advantage of that experience to accelerate their results when developing these co-selling and integrated delivery programs.”

About:

3forward – Growth Services for Solution Providers™

3forward focuses on SOLUTION PROVIDERS and increasing their success. Our services enable: faster growth, stronger global delivery models and improved margins. 3forward clients benefit from our broad industry perspective, many years experience in IT sales, marketing and delivery, ability to develop winning strategies and solutions and relationships with key executives and leaders in the outsourcing and IT services community.

Contact:
Matt Smith
matt.smith@3forward.net
United States 214-674-3963
www.3forward.net

Dallas (Business Wire) 3forward, a Dallas-based growth services firm specializing in sales, marketing and alliances for IT services companies, has introduced new offerings specifically to help mid-tier and emerging off-shore technology providers improve sales in mature markets such as the United States.   

Selling IT services, solutions and outsourcing requires unique offerings, market experience and sales discipline.  Mid-tier and emerging outsourcers and solution providers must choose customer segments carefully, demonstrate a unique value proposition, determine the most effective sales approach, maintain a pipeline of qualified opportunities and operate at high velocity.  In the global IT marketplace it is even more difficult as providers often operate on the opposite side of the world from customer targets, creating both cultural and geographic sales challenges.   

“We built these offerings primarily for niche, off-shore providers wishing to improve their sales execution in the US,” commented Dan Hudson, 3forward President and co-founder.   “Our experience is these providers excel at delivery based on IP and domain experience, but may struggle at selling and marketing their services because of market complexities.  3forward’s approaches have been developed over our many years in selling technology solutions in the US.  They help our clients grow faster, sell more efficiently and compete for larger, more profitable contracts.”

3forward Offerings for IT Services, Solutions and Outsourcing Sales
For mid-tier and emerging solution providers and outsourcers 3forward provides benefits including: 

• Understanding market needs and competition to improve the strategic planning process
• Optimizing sales models, both direct and indirect, to reach customers in all verticals
• Marketing programs for selling through Resellers and System Integrators to reach SMB markets
• Experienced resources to execute sales plans, identify opportunities and manage sales efforts

About:

3forward – Growth Services for Solution Providers™

3forward focuses on SOLUTION PROVIDERS and increasing their success. Our services enable: faster growth, stronger global delivery models and improved margins. 3forward clients’ benefit from our broad industry perspective, many years experience in IT sales, marketing and delivery, ability to develop winning strategies and solutions and relationships with key executives and leaders in the outsourcing and IT services community.

Contact:
Matt Smith
matt.smith@3forward.net
United States 214-674-3963
www.3forward.net