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 Company: Cybertrust, Herndon, Virginia
Company Description: Cybertrust is the global information security specialist, delivering services that secure critical data, protect identities and help customers demonstrate ongoing compliance. Headquartered in Herndon, Virginia, United States, with more than 30 offices around the globe, Cybertrust is one of the world’s largest providers of information security.
Nomination Category: Marketing Categories
Nomination Sub Category: Best Marketing Executive
Nomination Title: Jim Ivers, Senior Vice President of Marketing, Cybertrust
1. Tell the story about what this nominee achieved in the past year (up to 500 words). Focus on specific accomplishments, and relate these accomplishments to past performance or industry norms. Be sure to mention obstacles overcome, innovations or discoveries made, and outcomes:
Under Jim Ivers’ leadership, marketing:
• Launched the new Cybertrust: A new corporate brand and identity was
launched in January 2006, and followed with a deliberate, consistent program of
activity to support and strengthen brand awareness throughout the year. The
launch was extremely successful – Cybertrust has achieved significant brand
awareness across its target audiences in a short period of time.
• Completed the collateral and sales tools library:
o 54 Data Sheets
o 18 Brochures / Toolkits / Guides
o 13 Cheat Sheets
o 13 White Papers
o 12 Landing Pages
o 12 Case Studies
o 10 New Print Advertisements
o 6 Direct Mail Pieces
o 6 New Exec Summaries
o 5 E-mail Templates
o 5 Homepage Blurb/Ads
o 2 New Online Resource Centers
• Turned around the relationships with the analysts: Consolidated
management of all analyst activity and built an aggressive and comprehensive
analyst relations process that has generated more than 75 analyst briefings to
over 40 unique analysts in 15 analyst firms in 2006. In addition, Cybertrust
was mentioned in 250% more analyst reports in 2006 versus 2005.
• Greatly improved Cybertrust’s presence in the press: Consolidated
management of all press activity and reached a significant level of sustained
activity in the press worldwide. Cybertrust is consistently securing
placements around our areas of focus and is often listed in the short list of
industry leaders. Cybertrust coverage was up over 210% from 2005 with an
increase in quality coverage that strongly reiterated our key messages and
business-focused positioning and industry expertise.
The frequency of Cybertrust press releases increased by 48% in 2006 over 2005,
driving news worldwide that supported our key lines of business, customer wins,
campaigns, and corporate news. Additionally, 2006 more than doubled the number
of press releases about our customer engagements over 2005, allowing Cybertrust
customers to communicate to the press and other external audiences the value
they see in working with Cybertrust.
• Centralized and improved campaign management and lead generation:
Consolidated the management and execution of campaigns for all three sales
regions, providing for consistency of messaging and economies of scale. Seven
global campaigns were executed, along with smaller campaigns to satisfy
specific local requirements.
• Established the customer relationship management process. Created a
working customer relations program that has resulted in a marked increase in
customer related intelligence to help increase customer retention. Some
specific efforts from the program are the creation of 115 case studies on the
internal portal and the first of regular customer surveys across key services /
lines of business. By tightly integrating the process with the Americas sales
team, marketing able to provide more than 100 customer references for U.S. RFPs
in the second half of 2006.
Marketing also initiated the Cybertrust Customer Advisory Council, comprised of
senior executives from key accounts. The inaugural meeting was held in March
2007.
2. List hyperlinks to any online news stories, press releases, or other documents that support the claims made in the section above. IMPORTANT: Begin each link with http://, and enclose each link in square brackets; for example, [http://www.youraddress.com]:
• Press Release: Cybertrust Unveils New Corporate Logo and Branding:
http://www.cybertrust.com/pr_events/press_releases/2006/01/08/
• Press Release: Cybertrust Awarded Frost & Sullivan Australia Managed
Security Service Provider of the Year:
http://www.cybertrust.com/pr_events/press_releases/2006/03/30
• Press Release: Cybertrust Honored with Numerous Wins at Public
Relations Society of America's Annual Thoth Awards:
http://www.cybertrust.com/pr_events/press_releases/2006/10/16
• Press Release: Cybertrust Named the Fastest Growing Company in
Washington, D.C. Region:
http://www.cybertrust.com/pr_events/press_releases/2006/10/19
• Media Alert: Jim Ivers to Speak on Securing the Extended Enterprise at
Northern Virginia Technology Council's Security Event:
http://www.cybertrust.com/pr_events/press_releases/media_alerts/ma_11202006
3. Provide a brief (up to 100 words) biography about this nominee:
As senior vice president of marketing for Cybertrust, Jim Ivers is responsible
for directing and enhancing Cybertrust's brand and market position, as well as
driving all marketing and communications activities worldwide. An industry
veteran, Ivers has more than 20 years of experience in IT.
Prior to Cybertrust, Ivers served as the vice president of corporate marketing
and vice president of product marketing at webMethods, providing strategic
marketing direction. Earlier, Ivers spent 15 years with Information Builders,
where his positions included director of business strategy, sales director,
regional sales support manager for emerging technologies, and professional
services branch manager.
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