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Make the Case with Total Cost of Ownership Tools Harry OstaffeProduct Marketing DirectorEricssonFriday, April 25, 200812:00 Noon Eastern Time / 9 a.m. Pacific Time Duration 60 minutes
Webcast presentation Buyers of complex or expensive products that have long usable lives increasingly want to know the total lifetime cost of a purchase. The direct and indirect costs of acquisition, implementation, operation and change can make a significant difference to the results of their investment. However, the buyers frequently come from technical or functional areas, and are not skilled with creating an economic case. Additionally, the finance buyers often don't understand the connection between the technology and operational benefits to build the case. By providing a Total Cost of Ownership tool, you can help your prospective customer make their own economic justification for your offering. In this Web Forum presentation, Harry Ostaffe, a Product Marketing Director with Ericsson will share how he builds and deploys Total Cost of Ownership (TCO) analysis tools. In his 20 year career that spans product marketing, business development and product development positions with Ericsson, Marconi, Lucent Technologies and IBM, he has developed many TCO tools to help prospective customers make a decision and justify a purchase. This approach to marketing and selling helped to differentiate and demonstrate the business value of their offerings. Mr. Ostaffe will share his practices, tips and lessons learned with TCO tools. TAKEAWAYS By participating in this Web Forum, you'll benefit from:
You will have an opportunity to ask Mr. Ostaffe your questions about how to create and benefit from TCO tools. Plus, all attendees will receive copies of the presentations slides. PSN Members will be able to access the presentation with audio recording from the PSN Member Exchange. ABOUT THE SPEAKER - Harry Ostaffe
Mr. Ostaffe earned a B.S. in Electrical Engineering from Penn State University and an MBA from Carnegie Mellon University. WHO SHOULD ATTEND This Web Forum is ideal for practitioners who are responsible for improving the effectiveness and ressults of marketing and/or sales activities. This includes: product marketing managers, product managers, marketing managers, market managers, business development managers, marketing communications managers, sales managers, and managers, directors and vice presidents of these functions. FEES AND REGISTRATION$90.00. Save $15.00 with early registration on/before Tuesday April 22. PSN Members can attend at no charge. (See PSN Membership to join.) Pre-registration is required. PSN Members can register online or by sending an e-mail to: Non-members can register and pay online with credit card (VISA, MasterCard and American Express are accepted.) After you register, you will receive further details for participating in this Web Forum event and a PDF receipt. PARTICIPATION After registering for the Web Forum, you will receive a confirmation e-mail from our web conferencing service - GoToWebinar by Citrix Online. Reminder e-mails will be sent one day and one hour prior to the start time of the web forum. The e-mails will include a URL, webinar ID, conference call phone number, and access code. You can also login from the GoToWebinar website. If you do not receive these e-mails, check your e-mail spam folders or contact us at This e-mail address is being protected from spam bots, you need JavaScript enabled to view it or the phone number below. You do not need to install any software to participate. PC users need Internet Explorer 5.0 or later, Netscape Navigator 6.0 or later or Mozilla Firefox 1.0 or later; an internet connection; a Pentium 400 with 256 MB RAM (recommended); and Java Virtual Machine (recommended.) Macintosh users need Mac OS X 10.3.9 (Panther) or newer; Safari 1.3 or newer, Firefox 1.5 or newer on PowerPC G3/G4/G5 of Firefox 1.5.0.2 or newer on Intel (JavaScript and Java enabled) and internet connection. You can login and dial-in up to 15 minutes prior to the start time. CANCELLATIONS A full refund will be provided if you miss the Web Forum event and request a refund in writing within 24 hours after the event. But, before you request a refund, you may wish to receive access to the recorded presentation including audio up to 30 days after the Web Forum event. With a recorded presentation, you can stop, start, rewind or fast forward the presentation at any time. Write to us at This e-mail address is being protected from spam bots, you need JavaScript enabled to view it . QUESTIONS:Contact the PSN by e-mail at This e-mail address is being protected from spam bots, you need JavaScript enabled to view it , or by phone: 1-888-580-3329, ext. 2. |
Harry Ostaffe has 20 years of experience in product marketing, business development and product development with industry-leading technology companies. In his career, he has held positions as Product Marketing Director with Ericsson and Marconi, Manager of Market Development with Lucent Technologies, Systems Engineer with Bayer and Product Development Engineer with IBM. He has led product positioning, sales enablement and business development activities for many products and markets. He frequently developed Total Cost of Ownership tools to demonstrate long-term value beyond the initial purchase and to improve marketing/sales effectiveness.
