Sales & Marketing in St Louis: Speakers announced

The keynote speakers for the 6th Annual ISA Marketing & Sales Summit to be held in St. Louis, Missouri, USA on 7–9 September 2011 have been announced. As we mentioned last May, (So good we’re doing it again! 13/5/2011) The Read-out Signpost is one of the sponsors for this important event again this year.

Jobs Fair @#ISAms
The economy is still in tough shape but we are starting to hear about new job openings in the automation industry. This is welcome news for all! So the 6th Annual ISA Marketing & Sales Summit has added a Jobs Fair to the program.
September 9th, 2011
10:45am – 12:45pm

A number of Pre-Summit Workshops are also scheduled for 7th September.

The four keynote addresses will focus on various aspects of the summit’s theme, “Customer 2.0.” Peter Martin, Ph.D., Invensys Operations Management, will discuss the challenges of being first to market; Julie Fraser, Cambashi, will explore the issues of being on the front line of Marketing and Sales; Dan Miklovic, Lean Manufacturing Research, will challenge the status quo with why Nobody Buys Technology; and Richard “Dick” Morley will bend minds with a roaming discussion on black swans, group statistics and Lady Gaga.

“We have a top-notch line-up for our summit in St. Louis this year,” stated Shari Worthington, summit co-chair. “We have assembled notable industry leaders from the industrial automation space who will help chart a new course to meet the demands of Customer 2.0 in a digital world. The schedule is filled with outstanding content, from three pre-summit workshops to a day and a half of learning sessions and a fun evening tour at Anheuser-Busch brewing company. It will be a productive, yet fun event where attendees will walk away with plenty of information to use back at the office.”

Peter Martin, Ph.D.

Dr Peter Martin

Dr. Martin, vice president and Invensys Fellow at Invensys Operations Management in Foxboro, Massachusetts, USA, will present “The Trials and Tribulations of Creating a New Market Space.” He will share the story of a product launch at Invensys in 2006 that involved creating a new market space in an engineering-driven market, requiring a shift from product features to business solutions.

Dr. Martin joined The Foxboro Company in the 1970s and has worked in a variety of positions in training, engineering, product planning, and marketing and strategic planning. He left Foxboro to become vice president at Intech Controls and also at Automation Research Corporation before returning to Invensys in 1996. Since his return, he has been vice president of marketing for Foxboro and chief marketing officer for Invensys Manufacturing and Process Systems prior to moving into his current position. Among many books written by Mr Martin is Automation Made Easy: Everything You Wanted to Know about Automation-and Need to Ask! which he co-wrote with Greg Hales which is, as we said in another place, “a very useful tool to the person who wants to understand what is going on in the plant and how to relate it to those who ought to know but are too busy to find out for themselves.”

Julie Fraser
Fraser, principal analyst at Cambashi, will deliver the keynote address, “Sales and Marketing on the Front Lines: Understanding and Delivering All that the Customer Values.”  She will explore the importance of understanding customer value and how to meet the demands of a Web 2.0 customer.

Fraser has 25 years experience as a manufacturing systems industry advisor, marketer, speaker, and consultant. She is one of the world’s leading authorities on production plant software or Manufacturing Execution Systems (MES). Fraser is currently president of US operations for Cambashi. She writes a regular column for Managing Automation magazine, and is quoted frequently in other publications.

Dan Miklovic
Miklovic, principal of Lean Manufacturing Research and senior research advisor, chief of research at Sustainable Collaborations Group, will deliver the Thursday dinner keynote address, “Nobody Buys Technology.” Miklovic will challenge attendees’ understanding of what ultimately drives a customer to make technology purchases, and it’s not technology.

In addition to being senior research advisor at Sustainable Collaborations Group, Miklovic is also the principal analyst at Lean Manufacturing Research, a firm he founded in 2009. Prior to that, he was at Gartner Group for 15 years where he served as managing vice president in the Industries Advisory Service where he led Gartner’s manufacturing research team.

Richard “Dick” Morley
Morley, accompanied by Bruce Bower, will discuss the New Hampshire view of marketing and sales with, “Knowing Where You Are Does Not Tell You Where You Are Going.”  Morley will discuss philosophy, mathematics and sociology as they relate to marketing and sales in a digital world.

Morley, best known as the father of the programmable logic controller, is a visionary in the field of advanced technological development. Morley holds more than 20 US and foreign patents, including the parallel inference machine, hand-held terminal, floppy disk, motors, personal rapid transit, and the programmable logic controller. His book “Techshock Caution – Future under repair!” atracted the following critique: “Morley not only writes about the future, he’s helped create it. He’s not only analyzed changes, he’s driven them. He’s one of the few, not the plenty.”


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