About Vendor Summit 2003

Vendor Summit 2003:
New Strategies for Challenging Times

The Outsourcing Institute’s (OI’s) annual Vendor Summit provides a cost-effective means for sales and marketing executives to advance their professional development and drive more outsourcing deals.

The Vendor Intelligence “Vacuum”
The explosion of outsourcing over the past decade has created massive opportunities for outsourcing service providers. However, more than 75% of vendors are currently failing in their attempts to build and grow a profitable outsourcing enterprise*. The need for outsourcing-specific sales and marketing assistance is obvious, yet the majority of outsourcing information available in today’s market focuses exclusively on client-side sourcing and vendor management issues.

The Vendor Intelligence Source
Each of OI’s Vendor Summits covers topics outsourcing sales and marketing executives face every day. A sampling:

Marketing
- Market awareness
- Channel strategies
- Influencing the influencer

Sales
- Generating qualified leads
- Reference selling
- Pricing strategies
- Building an ROI-based business case

Delivery & Account Management
- Anatomy of an outsourcing contract
- Service level management
- Account growth

Mind of the Buyer
- Buyer-presented case studies
- What buyers are planning to outsource and why
- View from the CFO’s office
- Understanding the outsourcing procurement process

Vendor Summit 2003: New Strategies for Challenging Times.

Invest one day to win more business tomorrow. If you are an executive or manager tasked with marketing, selling or delivering outsourcing services, Vendor Summit is for you.

Key Research Findings

At the Vendor Summit 2003 be the first to see groundbreaking results of two research studies on outsourcing buyers trends and a salary survey on how and what outsourcing sales professionals are earning.

What's on the Mind of the Buyer

Future Purchase Influence:
– $14.4 million mean anticipated spend/member
– 22 companies anticipating > $100 million in spend