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The author – Claudio Erba
Degree in Marketing and company communication at Catholic University of the Sacred Heart in Milan (Textsabout E-Learning and Open Source Business Models) and “Marketing Communication” certify by InternetAdvertising Association(http://www.iaaglobal.org).Since 1994, he has supervised, in Italy and abroad (China, Germany, USA), web oriented projects bycoordinating software development activities for companies and public bodies of big and very bigdimensions.Until 2006 he was teacher of “CMS Systems” at the University of Florence (Master’s degree in Multimediaand Internet Engineering University of Florence/RAI),Co Owner and CEO of Docebo “The open source e-learning company”, a company developing E-Learningopen source software for big companies, the Civil services and Ministry of Health.The Blog:http://claudioerba-eng.blogspot.comThe company: http://www.docebo.com Dr. Claudio Erba is available for speech around the world in this topics:
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PART 1 – BACKGROUND AND BASE THEORIESIntroduction
Handbook aims, consultation tips
Improvisation, a damage to root out
Background
Working background
Parallelism, “virtual district”
Parallelism, “gold rush and frying pans”
Opportunities to seize
Specialization
Basic knowledge
Introduction
Maslow’s hierarchy of needs
Products life-cycle
Hyper Cycle graphic
Boston Consulting Group matrix
PART 2 – MARKETINGMarketing
Marketing definition
4P theory
Strategies: define, analyze and understand you own market
Customer typology
Competitors
Actions systematic manner 
Define your own products and marketing Mix
Products and services for IT professional
Buy, re-buy and fidelization
Pricing and different type of fees
Pricing, strategies and objectives
Types of fees, work by the hour, project work, mixed work
Calculation method suggestion
Communication
Soul searching
Total communication
Personal selling
Advertising
Public relation
How to create a marketing plan
Marketing plan
Marketing plan prospect
PART 3 – BUDGETINGBudget, costs, proceeds, cash flow
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