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Worldwide ROI Summit Boston
October 29, 2015

Thank you to everyone who attended the 2015 event
We look forward to hosting you again. Save your seat for 2016

Walk away with the framework required to build a
more powerful marketing and sales strategy


Thursday, October 29, 2015


Registration and Breakfast


Welcome and Opening Remarks
Presented by: Mike Cotoia, Chief Operating Officer


Session 1: Understanding the IT Landscape and the Needs of Today’s Technology Buying Teams
Presented by: Jon Brown, Vice President, Market Intelligence


Before building an intelligence-driven strategy, you must first understand the dynamics of your market and how your target audience makes a purchase decision. With growing budgets and a wealth of information readily available to them, technology buyers are seeking more from marketing and sales when selecting the right vendor.

Featuring research from TechTarget's latest IT Priorities and Media Consumption studies, and a panel discussion with IT decision makers, this session will discuss the new IT landscape and why it requires a more intelligence-driven approach from technology vendors.

What attendees will learn:

  • The emerging priorities and trends that are driving IT investments in 2015
  • How IT purchase decisions are made and by whom in the organization
  • How certain marketing strategies are ineffective when it comes to influencing purchase decisions
  • How sales reps are losing out on deals from marketing-generated opportunities and what changes must be made



Session 2: Be a Publisher, By a Publisher: Building a Content Architecture That Closes
Presented by: Courtney Kay, Vice President, Field & Product Marketing


Today everyone’s a publisher, which means content has become your business. Being an effective brand publisher takes planning, teamwork and a strong foundation- or content architecture- to effectively deliver. Operating in the technology publishing space for over 15 years, TechTarget has learned a thing or two about making a business out of content.

In this session we’ll share a few of our secrets (and screw ups) to help you make the most out of your content business, explore how to insert your content into the buyer’s journey content through the right channels, and to the most applicable audiences and leverage today’s data tools to improve the return.

In particular, we’ll highlight considerations and tips around:

  • Establishing a taxonomy (bringing order to content chaos through smarter classification),
  • Prioritizing content types (what to say, who should say it, and how)
  • Determining the right content types to build, (140 characters, or 140 pages? decisions decisions)
  • Formulating a content calendar (keeping production on point)
  • Understanding distribution channels (a look at which channels b2b tech buyers are prioritizing)
  • Aligning content types and distribution channels (figuring out “what” goes “where”)
  • Enabling the buyer’s journey (nurture strategies to keep buyers on “your” journey)
  • Evaluating distribution channels (rethinking attribution models in 2015)
  • And more


Session 3: Integrating Intelligence into the Work Flow of Sales and Marketing
Presented by: Justin Hoskins, Vice President, Product Architecture and Innovation


The right content strategy will isolate the best opportunities for you and your sales teams and will feature the insight and intelligence required to effectively engage today’s buyer. Now it is time to ensure your sales team adopts and effectively utilizes the intelligence that you deliver.

In this session, we’ll share the new tools and approaches to identify ready-to-buy opportunities, inside and outside of your own database, and how your intelligence-driven marketing strategy can generate the best ROI for your organization.

What attendees will learn:

  • New approaches to make the most out of your database
  • New tools available for project and opportunity identification
  • Firsthand use cases of how leading sales and marketing teams are identifying projects in real-time, based on different organization structures



Session 4: Best Practices from the Front Lines
Moderated by: Sandra Nangeroni, Senior Director, Customer Marketing
Panelist: ‎Pam Casale, Senior Vice President, Dimension Data

In this session, Pam Casale, Senior Vice President, Dimension Data, discusses her team’s integrated approach to enabling sellers in regions and industries with game changing tools and tactics, and translating market demand into offers that empowers clients. She shares valuable insights and lessons learned along the way as a direct result of her vast marketing and sales experience from large enterprise to emerging companies.


Session 5: TechTarget Research for Technology Vendors
Presented by: Ken Male, Senior Vice President and General Manager, TechTarget Research

An overview of TechTarget’s new game-changing research, a net new data source that brings unprecedented intelligence on the market landscape. TechTarget Research “closes the loop” and discovers key findings such as winning vendors, who was shortlisted, price paid, discounts, concessions and vendor deal ratings.

In this session, Ken will walk through TechTarget’s first-party purchase intent data that helps C-level executives within technology companies make key business decisions by providing comprehensive pre- and post-deal market intelligence relevant to their go-to-market objectives in order to gain market share.


Closing Remarks: How TechTarget Can Help You Build and Execute an Intelligence-Driven Marketing and Sales Strategy
Presented by: Kevin Beam, President


Networking Lunch


"Marketers think they have seen it all and know it all – the Summit is a reminder that we don’t!"

Director of Marketing, Paxata

Thank you to all of our 2015 presenters


The technology purchasing process has evolved.
So should the approach taken by marketing & sales.

The Worldwide ROI Summit returns to the Boston area to deliver the framework to build the Intelligence-Driven Marketing and Sales strategy the marketplace demands

The Summit changed my views on what is driving the buying process. It had lots of great ideas about helping sales through marketing intelligence.

Senior Manager, Channel Marketing, NetApp

The Summit featured great takeaways. It is always valuable to hear actual real-life examples and in-depth strategies from marketers.

Digital Marketing Specialist, Extreme Networks

I am very glad I came. The Summit was a great investment of my time.

Director, Demand Generation Strategy, Fiserv

Research and panel discussions on the current technology buying landscape
Gain a complete understanding of your target audience; their investment priorities, their roles in the decision-making process and what they expect from you when making a purchase. The Worldwide ROI Summit will present results from TechTarget’s latest IT Priorities and Media Consumption research studies to show how today’s growing IT budgets are now being allocated with the rise of emerging technologies such as cloud computing and BYOD and the information buyers seek from vendors. The summit will also bring a group of IT decision makers together to discuss how their organization makes a purchase and which marketing and sales tactics are most effective influencing those decisions.

Templates and steps to build the strong content strategy that will influence today’s technology buying team
Build a content strategy that identifies the right prospects, educates them on your offering and drives them to your sales team for engagement. Marketers from some of today’s leading technology vendors and TechTarget’s Content Marketing experts will share what it takes to accurately plan, build and execute the right content strategy to deliver the best opportunities for your sales team.

Tools to identify sales-ready opportunities inside and outside of your database
Make the most out of your database and avoid missing out on identifying which of your contacts are looking to make a purchase. There are new tools and ways to gain an in-depth view of who has an IT project within your technology market segment along with a detailed profile for sales to have when engaging the decision makers. The Worldwide ROI Summit will show how to attain this view and the competitive advantage it provides.

The new sales approach that closes deals with today’s well-informed technology buyer
Complete the intelligence-driven strategy by seamlessly integrating intelligence into your organization’s work flow. Leverage the data and insight you have developed through your marketing strategies in the engagement efforts of your sales team. The Worldwide ROI Summit will provide easy-to-implement approaches to get your sales team to adopt the intelligence you provide and utilize it in their engagement strategies to close more deals.

Free to attend
All Worldwide ROI Summits are compliementary and we encourage you to bring your teams together to hear about the latest research and technology marketing strategies to help drive towards maximum ROI.

Register Now and Join More than 100 Boston-Based Technology Marketers


TechTarget Headquarters | 275 Grove StreetNewton, MA02466


Register for 2016

2015 TechTarget Worldwide ROI Summits

26 February, 2015 | Munich

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March 19, 2015 | San Francisco

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26 March, 2015 | Paris

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May 7, 2015 | Austin

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11 June, 2015 | London

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June 18, 2015 | Raleigh

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13 October, 2015 | Singapore

Thank you | Sign up for 2016

15 October, 2015 | Sydney

Thank you | Sign up for 2016

Sponsorship Opportunities 

Interested in sponsoring the Worldwide ROI Summit? Learn more or contact us directly.

Pam Barros
Director of Sales, Business Applications & Architecture Media

Resources for Marketers

Compiled of best practices and white papers, market research reports and ROI driven case studies, TechTarget's Resources for Marketers provides technology marketers the information and insight they need to enhance their strategies.

To see all of the content that is readily available, visit

Mktr2Mktr Blog

TechTarget's blog, Mktr2Mktr, is technology marketers' connection to insight and resources from the TechTarget marketing team. Here, marketers will learn about TechTarget's opinions, resources, and point of views on current marketing initiatives and strategies.

Please visit to join the discussion.

TechTarget Contact

Robert Lapsley
Senior Manager, Integrated Marketing

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