The e-Content Institute hosts a series of lunch-time Briefings designed to provide Corporate members with business development tools, valuable intelligence and an opportunity to network and exchange ideas.
The focal point of each Briefing is the presentation of a research Report developed for the e-Content Institute by notable market analysts on industry, legal and regulatory issues or on trends and developments in new technologies and business solutions.
Corporate members of the e-Content Institute receive copies of all reports as a benefit of membership and will be notified of locations for Briefings by email; non-Member organizations wishing to send representatives should contact the e-Content Institute.
View our Events Calendar for a complete listing of Institute events.
Upcoming Business Development Briefings
The e-Content Institute announces the next three briefings reports exclusively for corporate members.
The briefing reports are designed to provide corporate members with business development tools and new approaches and insights to aid market success. The Briefings reports are prepared by experts in their field and incorporate the latest solutions and practices to help drive adoption among customers. The cornerstone of each report is a survey of the more than 5,000 e-Content Institute professional members who buy, manage and use e-content products and services.
Report One: The current state of pricing in the e-content industry in Canada: Issues, Trends and Practices
Are typical e-content pricing models helping or hindering sales in Canada? This report will identify and gauge the impact of vendor pricing practices on purchase decisions, end-user adoption, and contract renewal.
Corporate members of the Institute will be interviewed to identify current pricing practices. Selected professional members, who represent large purchasers of e-content products and services, will be interviewed to gauge the ramifications of vendors’ pricing practices. A larger group of professional members will be surveyed to confirm the results of the interviews.
A one-day seminar will then be held in January for corporate and professional members to explore approaches to bridging the gap between current practices and the reality of the marketplace. The seminar will provide an opportunity to further dialogue and understanding between vendors and buyers in order to facilitate more productive outcomes.
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Report Two: Best practices for selecting e-content solutions: Issues, Trends and Practices
The report will identify the analytical tools used by the e-content industry and its customers to evaluate the feasibility of implementing e-content solutions such as knowledge management, content management, document management, research information services, and e-learning.
Corporate members of the Institute will be interviewed to identify current tools used by the industry to help clients calculate the ROI of e-content projects. Selected professional members will be interviewed to identify the most effective tools and techniques currently used to evaluate the feasibility of e-content projects. A larger group of professional members will be surveyed to confirm the results of the interviews.
A one-day seminar in April 2004 will inform corporate and professional members on how to bridge the gap between industry practices and user expectations.
Report Three: Omnibus study: Purchasing Intentions for e-content products and services (in two parts)
The study will survey the Institute’s professional members to determine their priorities and purchasing intentions. This unique Canadian study will leverage the full strength of the e-Content Institute and its relationship with professional members. Corporate members will be polled in advance to influence the development of the survey. The first part of the report will be presented to corporate members in May 2004 and the second part is anticipated for the end of the year.
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Drive Adoption, Build Value
Juanita Richardson, Richardson Jalakas Associates
May 29, 2003
11:30 a.m. to 1:30 p.m
Eaton Centre Marriott
Today’s customers of e-content services are looking for value. One important measure of value on the customer side is meaningful adoption and use among targeted audiences. This briefing analyzes information gathered from Canadian customers to focus on how e-content providers can build adoption factors into the product development process by asking three key questions: Who’s using the product? Why are they using it? How are they using it? Uncovering the answers to these questions can provide approaches to driving user adoption through the development process – and help deliver customer value.
Juanita Richardson is a Principal with Richardson Jalakas & Associates, a consulting firm formed in 1998. Her areas of expertise include development of market and content strategies for clients who want to deliver information that has an impact. Prior to starting her consulting practice, Juanita held positions on both the supplier and user sides of the information industry. She was the Manager of Licensing, Product Strategy and Client Services with Infomart Dialog and Manager of the Business Information Centre at Deloitte & Touche
Win Big Deals
Joe Molner, Eastcurve Inc,
January 16, 2003
You want and need to win more enterprise business. You start achieving this when you fully understand the customer value opportunity, assemble an end-to-end solution, present innovative economic and pricing options, and prepare a clear, precise proposal that is directed at enterprise decision makers. Based on an analysis of enterprise decision making, projects and information gathered from business and IT executives, this briefing offers an approach to winning big deals that goes beyond selling a product to working with customers to find solutions to their big gnarly problems.
Joe Molnar has more than 25 years of experience as a business and IT executive at CIBC, Nortel Networks and Xerox, and now as a consultant, working on a large number of enterprise scale projects for 10 large cap companies and government. His specialties are executive engagement and business and technology strategy. Mr. Molnar is Chair of the Dean’s Advisory Board of the Faculty of Information Studies at the University of Toronto, and is on the Advisory Board of Information Highways. He is a graduate of Carnegie Mellon University and the University of Toronto. Joe’s favourite project has been leading the Connected Enterprise initiative at CIBC.
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Marketing: A Management Thought Starter
October 3, 2002
Tony Long, The Long Group
Between gyrating markets, tough fiscal constraints and very knowledgeable purchasers, vendors of content-based products and services are having to modify traditional marketing techniques to focus on adoption of e-Content solutions among user populations, and impact on business outcomes for customer organizations. This Brief provides an overview of the marketing challenges faced by the e-Content industry and suggests new approaches through case examples from successful initiatives. A checklist for effective marketing planning in an e-Content context will provide members with valuable ideas for positioning products and services so that they address customers’ value propositions.
For over 30 years, facilitator and author Tony Long has guided senior executives along the complex path of marketing decision-making. He has provided marketing counsel and services to large and small organizations in the technology, consumer packaged goods, B2B, retail, services, and government sectors. Since 1994 Mr. Long has concentrated almost exclusively on working with clients to better use digital content and technologies in their business processes and marketing. In 1998-99, Mr. Long was employed by his former client, AOL Canada, as general manager of its Canadian CompuServe business.
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