Jeff James

Execution for ROI: Aligning the Sales/Marketing Planets

Current Position:

Jeff James has held numerous sales and marketing management roles during his fourteen years at Microsoft. Currently, Jeff serves as Director of Enterprise Marketing for the $6 billion U.S. enterprise market. In this role Jeff is involved in leading the strategy development and marketing execution for growing revenue and customer satisfaction among Microsoft's largest corporate accounts.

Background:

Prior to his current role, Jeff managed Executive Circle, Microsoft's relationship marketing program targeting “C-level” executives and business decision-makers. In this role, Jeff directed the strategy and programs designed to build relationships with senior business leaders across industries and business roles. He managed a team based in Redmond, WA, overseeing personalized executive web sites (www.microsoft.com/executivecircle), webcasts, executive entertainment and hosting events, business conferences and other programs reaching CXO's. After growing membership extensively in the U.S., Executive Circle is in the process of being rolled out as a global program.

Jeff previously served as Business Marketing Officer for Microsoft's Greater Pennsylvania District based in Malvern, PA. In this capacity he directed all regional business operations, marketing, and PR efforts communicating the value of Microsoft's software platforms and services to enterprise customers. Jeff worked closely with Microsoft partners such as Accenture, HP and Dell, as well as local solution integrator partners and industry groups to grow revenue and customer satisfaction. He developed several marketing best practices including the IT Leadership Summit series for CIO's, the CXO Communiqué program and award-winning “1 to 1” account-targeted marketing initiatives.

Jeff spent three years at Microsoft's Redmond-based headquarters managing the MSN advertising unit's vertical marketing efforts targeting industries such as Auto, Consumer Packaged Goods, Financial Services, Retail, Technology and Travel. Jeff and his team developed research and interactive marketing solution resources to help communicate the value of online advertising as a key element in the marketing mix for major advertisers. During this time he led a major industry initiative to document, evaluate and disseminate interactive marketing best practices to help spur Internet advertising adoption. The effort was highlighted in Advertising Age and iMedia Connection and included engagement with the industry's largest advertising agencies in New York , Chicago and San Francisco. Jeff has spoken at numerous advertising and marketing conferences, including the Internet Advertising Bureau's Annual Leadership Conference, Jupiter/IAB's Marketing Conference, TravelCom and Marketing Focus North America.

While at MSN, Jeff also managed consumer channel marketing strategy for MSN Internet Access. This included the development of programs to help diverse companies such as Disney, Circuit City and United Airlines co-market MSN Internet services. A major initiative included developing unique music industry partnerships with labels and artists, including the *NSYNC @ MSN and Janet Jackson @ MSN affinity subscription services.

Jeff has held additional sales and marketing positions at Microsoft and served as Director of Marketing at FLX Corporation, a human resource software company previously based in Malvern, PA. He also ran an early web consulting business, Digital Fish, which assisted non-profit organizations in taking advantage of the power of the Internet.

Jeff holds a BA in Business Management and an MS in HR/Industry Labor Relations from West Virginia University and currently resides in Charleston, WV, with his wife and two daughters. He is active in community initiatives focusing on economic development, adoption advocacy and anti-racism issues. He is the Chair of the Creative Class Working Group for A Vision Shared, an effort to strengthen West Virginia's ability to attract professionals who work in intellectual-property and creative industries.

Presentation Title:

Execution for ROI: Aligning the Sales/Marketing Planets

Presentation Synopsis:

Marketing remains one of the least disciplined organizations within many companies, and CEO's aren't standing for it any longer. It's no longer acceptable to put your finger to the wind, pray the CFO approves your budget, and then hope something good happens.

This session will cover how to

• Understand your marketing objectives so campaigns can be built to achieve them
• Segment and prioritize your most influential customers, your highest potential prospects and other key customer groupings so marketing can be more targeted
• Come to agreement with your top sales executive on what the definition of a quality lead really is
• Measure the impact of marketing that is not directly revenue related such as brand, relationship, and customer loyalty
• Measure the impact or contribution of your marketing investment across various communication channels (web, TV, radio, direct mail, etc.)

Anyone having a hard time justifying their marketing budget requests with their CFO, or feeling the heat from their VP of Sales regarding the quality of leads, should attend this session.

Founded in 1975, Microsoft (Nasdaq “MSFT”) is the worldwide leader in software, services and solutions that help people and businesses realize their full potential.

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