August 2014
Volume 7, Issue 2
IN THIS ISSUE . . .
In This Issue . . .
ISBM-B2B Customer Analytics Program
(Hari Sridhar)......................................2
From the Membership: Building Stronger
Linkages: Marketing, Sales, and
Innovation (Ralph Oliva) ......................3
IPSS Update: Fall Lineup (Raj Grewal).........3
B2B Leadership Board Update: Thoughts on
Disseminating Research Insights
(Fred Wiersema)..................................5
2014 ISBM Doctoral Support Award
Competition: Call for Submissions ........6
Highlights from the ISBM Ph.D. Student
Research Camp....................................7
Reflections on the 2014 ISBM B2B Academic
Conference .........................................8
CONTACT INFORMATION
Gary L. Lilien
Raj Grewal
A
s summer comes to a close (already?), this is
a very exciting time for the ISBM. And we
hope you enjoy the update.
The feature, by Hari Sridhar, follows up on recent
announcements about an innovative program—
the ISBM-CAP (Customer Analytics Program)-aimed at generating projects of mutual benefit
for academics and ISBM firms in the domain.
The ISBM and Hari in particular expect to be
facilitators here, and we hope to get participation
from a broad group of researchers.
In this issue’s From the Membership, Ralph Oliva reports on our upcoming ISBM
Member’s Meeting, September 9 and 10, 2014 at the Nittany Lion Inn on the Penn State
University Park Campus. The theme of the meeting is “Linking Marketing, Sales and
Innovation to Drive More Profitable Organic Growth,” another of the three themes of
the B2B Agenda. The meeting will be an outstanding combination of talks by leading
academics (including a talk from the most recent ISBM Fellow, Mike Ahearne) and case
studies from ISBM Members As an encouragement for academics to attend, we are
offering a discount registration price to academic participants. Visit http://meet.isbm.org
for more information and to register. It will be well worth your time to attend; please join
us!
Raj reminds us of the Fall ISBM PhD Seminar Series (IPSS) offerings—please bring this
information to the attention of your PhD students.
Fred Wiersema’s column reminds us of the three themes of the B2B Leadership Board
(B2B Customer Analytics being one of them) and focuses on the need for dissemination
of B2B knowledge through innovative ISBM Topics Briefs. To date, ISBM member firms
have reported that the Briefs have been useful; we are interested in your reactions (either
as consumers or producers). Please have a look at them and give Fred your reactions and
suggestions.
Also please remind your students that entries for the annual PhD Dissertation Support
Award Competition are due September 15. Details are included here.
Lisa Scheer and Abbie Griffin report on the very successful B2B PhD camp, hosted by San
Francisco State University. Thanks to Lisa and Abbie for a great job indeed! And we (Gary
and Raj) provide a brief report from the equally successful (if we must say so ourselves)
Academic Conference that followed.
Again, all our best wishes and enjoy the rest of your summer!
Research Director
Gary L. Lilien, ([email protected])
Associate Research Director
Rajdeep Grewal, (Rajdeep_Grewal@kenan-flagler.unc.edu)
Executive Director
Ralph Oliva, ([email protected])
Institute for the Study of Business Markets
Smeal College of Business
The Pennsylvania State University
484 Business Building
University Park, PA 16802
USA
+1-814-863-2782 • WWW.ISBM.ORG
Gary L. Lilien
Research Director
Institute for the Study
of Business Markets
Raj Grewal
Associate Research Director
Institute for the Study
of Business Markets
As always, we hope you find this issue a valuable resource to connect with the ISBM community
(practitioners, faculty, and students) around the world. If you would like to suggest or contribute
items, please let either of us know. This issue and past issues or our newsletter can be found at
http://isbm.smeal.psu.edu/research/newsletter/research-newsletter.
PAGE 2
ISBM B2B Customer Analytics Program
F
Hari Sridhar
ollowing Fred Wiersema’s B2B
Agenda1, the ISBM is pleased to
announce the initiation of the B2B
Customer Analytics Program (ISBMCAP). Officially launched in February
2014, the ISBM-CAP’s mission is to
foster research, education and interchange in the rapidly evolving domain
of B2B Customer Analytics. I am also
pleased to report that I will be directing
this initiative.
Drawing from Chapter 1, p3, of Grewal and Lilien’s B2B
Handbook2, B2B Customer Analytics differs from B2C
Customer analytics in several important ways. First, the
“customer” is a network of individuals, a buying center.
Second, aside from procuring products and services for its
internal use, that buying center often seeks to satisfy
demand derived from doing business with their firm’s
customers (who may be consumers or other organizations).
Third, the roles of need identification, information search,
supplier screening, purchase and use may be distributed
amongst buying center members. These and other differences (such as longer purchase cycles, greater reliance on
economic drivers of purchase decisions, lack of easy
access to purchase data for competitive offerings and others)
lead to challenges and opportunities in the B2B Customer
Analytics domain that are potentially different from those
encountered on the B2C side.
To initiative ISBM-CAP efforts, several of us conducted a
series of in-depth interviews with ISBM member companies
to learn about:
•
the need for analytics among B2B practitioners,
•
the key areas where analytics could help in B2B
problems and
•
the role of IT infrastructure and data in implementing
B2B analytics practices.
Some key takeaways from those interviews were that
•
•
Data specific to B2B analytics problems are becoming
more widely available, with firms beginning to invest in
internal databases to link marketing efforts to financial
outcomes.
The need for analytics is seen in the improvement of
three main areas
1
www.amazon.com/The-B2B-Agenda-Current-Marketing/dp/0988548801
2
http://isbm.smeal.psu.edu/research/handbook_isbm
•
•
Economic intelligence (better understand the trading environment and relationship partners),
•
Customer Intelligence and insight (understanding
buying organizations’ needs and behaviors), as well
as
•
Competitive intelligence (scope out the competitive
landscape for threats and opportunities).
B2B firms are severely undersupplied with analytics
human resources.
I therefore expect the ISBM-CAP to focus on problems
originating from B2B practice in the above three areas, be
data intensive, and also strive to enable practitioners to
actively implement B2B specific analytic solutions built in
collaboration with academics. I see the lifeblood of ISBMCAP being deep collaborations between academics and
practitioners, whose aim will be to produce deliverables of
benefit to all. I expect that a typical ISBM-CAP engagement will comprise three phases:
1. Initial Engagement/Discovery. One or more teleconference or other connections will identify an area of
joint interest to one or more academic researchers and
to the client organization. ISBM-CAP will organize a
one-day site visit to: a. Identify client organization data
sources; b Current business applications of those data
sources and c areas for potential joint work. Mutual
NDA’s will address proprietary data issues.
2. Development of POW (Plan of Work). The client
organization will provide the ISBM-CAP team with
a sample of each relevant type of data, a data dictionary and related support to understand the nature and
potential of possible projects. The ISBM CAP team will
develop a POW that will identify one or more projects,
including appropriate academic researchers, timing,
costs, requirements of the client organization (contacts
and anticipated time needed) and anticipated outcomes. The client organization is expected to
provide a grant to cover the costs of research support
and expenses.
3. Execution/Deliverables. Following joint approval,
the ISBM-CAP team will execute the POW. A typical
POW will include deliverables to the client organization that will have business benefit as well as academic
output. Academic output can be of several types: 1.
Best Practice Case Studies, developed for pedagogic
purposes, 2. Documented Data bases, made available
for academic research and 3. Academic research.
continued on page 3
PAGE 3
ISBM B2B Customer Analytics
Program (cont.)
In all cases, issues of the proprietary nature and use of the data will be
addressed via mutual agreement of the client organization and ISBM-CAP
I will be directing the effort and am in the process of developing an
associated affiliated faculty network.
We are currently working on our first data-intensive collaborative engagement focused on understanding buying firm’s win-back probability, and the
role of the salesperson in improving win-back. In the future, we expect to
expand the scope of our engagements and also to host an academicpractitioner conference to further flesh out a research agenda.
We are early in our growth and welcome your research ideas, connections
to potential clients, participation in collaborative projects and any other
perspectives about B2B Customer Analytics. Please write to me at
[email protected] so that we can take our conversation forward.
I look forward to hearing from you!
IPSS Update
T
he ISBM PhD Seminar Series
(IPSS) will have one course this
Fall semester: Sundar Bharadwaj
will return to teach the course on
Marketing Strategy. The details of the
course are available from our website.
Please bring the PhD seminars to
the attention of your promising
BtoB Ph.D. students. Students
should register online at http://isbm.
smeal.psu.edu/research/ipss.html.
Additionally if you have any other
feedback or suggestions, please do not
hesitate to contact me.
Raj Grewal
Director - IPSS
Rajdeep_Grewal@kenan-flagler.unc.edu
Hari Sridhar
Professor, Program Director
[email protected]
From the Membership:
Building Stronger Linkages: Marketing, Sales, and
Innovation
H
ere on the
Penn State
campus we’re
getting ready for
the fall flurry of
activity, including
classes starting,
faculty returning,
and our upcoming
ISBM Member’s
Ralph Oliva
Meeting, September 9 and 10, 2014
at the Nittany Lion Inn here on the
Penn State University Park Campus.
Please plan to attend! For more information visit http://meet.isbm.org.
Building on the work on our B-toB leadership board, and the work of
board chair, Fred Wiersema – we have
identified three areas of special focus
for ISBM research looking forward:
•
Building Stronger Linkages
Between Marketing, Sales and
Innovation
•
Finding ways to better navigate
rapidly changing organizational
buying behavior
•
Customer Analytics and Analysis
in business to business
Our upcoming meeting addresses the
first item on our list and will focus on
“Linking Marketing, Sales and Innovation to Drive More Profitable Organic
Growth.” We’ll be gathering thought
leaders, ISBM researchers, and
practitioners to discuss approaches,
tools, and cases on building stronger
linkages, overcoming “silos”, and –
importantly – bringing the impact of
marketing and market driven strategy
to the processes of value creation,
growth, and commercialization inside
B-to-B firms.
Fariborz Ghadar, Director of the
Center for Global Business Studies
here at Penn State will set the stage for
the meeting. Fari and his team have
just completed an update of their
continued on page 4
PAGE 4
From the Membership:
Building Stronger Linkages: Marketing, Sales, and
Innovation (cont.)
seminal study entitled “Global
Tectonics: What Every Business Needs
to Know.” He will provide insight and
perspective on the key trends driving
change in our world, and how marketers in B2B firms can be more
effective in bringing the impact of
those changes to business marketing
strategy.
Frank Cespedes from Harvard will
be kicking off the second day of our
meeting, sharing insight and frameworks from his research on building
important two-way connections
between those setting firm strategy,
and those bringing it to “the street”
in sales situations. These insights and
others appear in Frank’s latest book,
“Linking Strategy and Sales: The
Choices, Systems, and Behaviors that
Drive Effective Selling,” in press.
Wesley Johnston from George State
will share insights from his research on
how CRM tools can be powerful and
effective in integrating value creation
and delivery processes.
Michael Ahearne of the University of
Houston will be inducted as the newest ISBM Fellow, and will be sharing
his research on how to more effectively
manage commercialization of innovation through the selling force.
As always, we’ll be seasoning the
meeting with practical case histories
from ISBM member firms including Kimberly Clark Professional, Air
Products and Chemicals, 3M, Dell,
and Tyco. Each of these members will
share different aspects of how they
have implemented process changes,
organizational changes, common
language, and other approaches to
build more effective and open linkage
across functions in their firms.
Eric Galler from 3M will share results
from an internal survey/assessment
they have conducted on innovation
projects at 3M over the past few years.
They gathered data on many aspects of
each project and focused on those that
made it out the door successfully and
compared them with those that were
not as successful. They will be sharing the “best practices and difference
makers:” what sorts of behaviors and
processes work across functions –and
which have led to bad results.
Brian Melinat from Dell will discuss
how his team is building social media
linkages to build stronger ties across
marketing sales and innovation.
Frances Mayfield of Kimberly Clark
Professional will discuss how they
build a project approach in “buckets
of alignment” to elevate innovation
performance at Kimberly Clark
Professional.
As always there will be plenty of time
for networking interchange and a
chance to build connections with
member firms.
Looking forward: Customer
Analytics, Analysis and Answers:
B2B
Early work is already underway on our
next ISBM Member’s Meeting,
coming up March 17 and 18, 2015,
at the Grand Hyatt Tampa Bay in
Florida. At that meeting we’ll be
focusing on item #3 in the priorities
set down in the B-to-B agenda: B-to-B
Customer Analytics. We’ll investigate
how mobilizing data can help better
target customers, differentiate offerings, navigate to adjacent markets, and
more.
We expect Tom Davenport from
Babson College to keynote this
meeting, and share insights from
his latest book: “Big Data at Work:
Dispelling the Myths, Uncovering the
Opportunities.” Mark your calendar
as this promises to be a very important
meeting as well.
Thank you for all you do for
Business-to-Business
On behalf of all of us here at ISBM, I
would like to thank the B2B
Academic community for all the work
you do in creating new knowledge,
tools, and insights on how B2B
marketers can improve the performance of their businesses. Our
practitioner sponsors appreciate your
efforts as well.
If you have ideas on how we might
be more effective in building stronger
linkages across your work, and the
work of our in-practice Members,
please just connect with me any time
at [email protected], or call us at (814)
863-2782.
Note: Academics with a focus on B2B
are encouraged to attend ISBM Members
meetings at a special academic rate. If
you wish to attend but are encountering
financial difficulty please contact me as
noted above.
Ralph A. Oliva
Executive Director
Institute for the Study
of Business Markets
Professor of Marketing
[email protected]
PAGE 5
B2B Leadership Board Update:
Thoughts on Disseminating Research Insights
T
o date, the B2B Board updates
in this newsletter have largely
highlighted our initiatives to shape
the B2B agenda and to foster research
and knowledge creation in three priority
areas: 1. B2B innovation and its link
with marketing and sales (guided by
Abbie Griffin), 2. B2B Buying (with
Fred Wiersema
Raj Grewal providing direction), and 3.
B2B Customer Analytics (with Hari Sridhar in the lead).
Less has been said about another part of the B2B Board’s
charter, namely the dissemination of extant and emerging
knowledge into the practice community.
who registered on the ISBM website
http://isbm.smeal.psu.edu/register; then go to
http://isbm.smeal.psu.edu/resources/topic-briefs.
Last week’s biennial ISBM Academic Conference that
took place in San Francisco made me reflect on the
latter. I found several of the research presentations and
discussions quite stimulating, especially those on issues of
academic interest that I expect would also resonate with
practitioners. Considering the potential of research insights
that are emerging as well as relevant extant knowledge to
generate business value, the question on my mind is, how
can we get managers better exposed to our findings?
Arguably, there is a trove of research-based knowledge
that remains unfamiliar to managers and underutilized
in B2B practice. Sure, various pertinent research insights
have managed to ‘escape’ the academic domain and gain
traction in practice, for instance, through manager-focused
publications, books and reports, through intermediaries
such as consultants, and otherwise. Even then, the level
of adoption may not be what might be expected on the
basis of their well-documented business impact (examples
that come to mind are voice-of-customer and lead user
methodologies).
When I talk with managers who attended B2B Board
events that brought together researchers and lead
practitioners, they commonly mention the many “kernels”
of (research-based) insight they came away with. They
ask how they could further pique the interest of others
within their firms and benefit from these insights in their
businesses.
To address this, we have begun to experiment with a new
approach to capture and disseminate key research insights,
in the form of very short MP4 videos and related slide
sets called ISBM Topic Briefs. While targeted at B2B
practitioners, these briefs are also accessible to researchers
The Topic Briefs we have published so far deal with topics
such as:
•
The role of culture in B2B innovation, featuring
highlights of the research of Gerry Tellis (USC) and
his colleagues.
•
The promise of customer solutions, with contributions
from Sundar Bharadwaj (University of Georgia) and
others.
•
Tiebreaker selling, with the work of Jim Anderson
(Kellogg/Northwestern) and others
•
The role of sales in commercializing new B2B
products, drawing on research of Mike Ahearne
(University of Houston) and others.
The intent is to produce a steady stream of these ISBM
Topic Briefs highlighting key research insights that are
pertinent to burning business issues, and in doing so,
deepen practitioner interest and stimulate further reflection
on the topics.
Any input and assistance would be greatly appreciated in
creating these highly-focused Topic Briefs which are built
around a tight 1,000-1,200 word script that lends itself to
being recorded along with a set of PowerPoint slides.
Please get in touch with me if you have additional
thoughts on how we could foster the dissemination of
knowledge through this or other mean.
Fred Wiersema
ISBM Fellow and
Chair, B2B Leadership Board
[email protected]
PAGE 6
2014 ISBM Doctoral Support Awards Competition:
Call for Submissions
P
enn State’s Institute for the Study of Business Markets announces its twenty-fourth annual Business Marketing Doctoral
Support Award Competition. Up to three candidates in accredited doctoral programs will receive dissertation support
awards. Dissertations in any area of Business-to-Business (industrial) marketing or in any of the methodological areas
that support advances in business marketing will be considered. See “Research Priorities” under the ISBM Research section
of the ISBM website for more information www.isbm.org.
In addition to applications from PhD students in marketing, we encourage applications from students in economics,
management science, organizational psychology, statistics, anthropology and other disciplines whose developments help
advance our understanding of the operation of the business marketplace.
The award consists of:
•
Up to $7,500 in financial assistance to be used for travel, conference attendance, data collection, and other expenses of
conducting and presenting the results of the research.
•
Assistance, as needed, in gaining the cooperation of both ISBM member and non-member firms for data, interviews,
etc.
The outstanding submission, if awarded, will receive the ISBM Dissertation Proposal Prize, an additional award of $2,500.
Submission Information:
PhD candidates interested in the competition should submit an abstract of their research not to exceed five doublespaced pages, along with a current vita and a vita of their dissertation advisor. The abstract should address the potential
importance of their work to business marketing practice, its theoretical contributions, the research methodology, and the
amount and kind of support requested. The abstract must be submitted by email no later than 15 September 2014. An
email will be sent confirming receipt of your abstract.
Proposals will be judged by an academic panel, consisting of representatives of the ISBM and qualified faculty members
from other universities. The panel will not provide feedback to the entrants at this stage. Finalists will be notified by 10
October 2013. Final proposals not to exceed 15 double-spaced pages are due on 15 November 2014. Winners will be
announced by 15 February 2015. All finalists will receive feedback from the academic review panel.
Any pages of the abstract and/or proposal (not including reference pages) exceeding the page limits will not be considered
in the review process. Request samples of abstracts or proposals by sending an email to
[email protected].
Instructions on submission requirements as well as more information about the ISBM and the competition may be found on the
ISBM website www.isbm.org under the ISBM Research, Research Funding.
PAGE 7
Highlights from the 2014 Ph.D.
Student Research Camp
T
he 6th ISBM Ph.D. Student Camp for Research in Businessto-Business Markets was held July 29-30, 2014, at San
Francisco State University’s downtown campus. Thirty-nine
PhD students from 30 universities in 7 countries participated in
the 2014 Camp.
Campers benefitted from sessions on “Finding Research Ideas”
(Kersi Antia, Western University), “Acquiring Funding and Data”
(Srinath Gopalakrishna, University of Missouri), “Publishing
Research” (Sandy Jap, Emory University), “Overcoming Life and
Career Challenges” (Mark Houston, Texas A&M University),
“Organizing for Productivity” (Rob Palmatier, University of
Washington), and “Early Career Strategies” (Abbie Griffin,
University of Utah, and Hari Sridhar, Pennsylvania State
University). Many thanks to these faculty participants for offering
such informative and impactful presentations and for joining
our other camp counselors Goutam Chalagalla (Georgia Tech),
Andreas Eggert (Paderborn), Jean Johnson (Washington State),
Vishal Kashyap (Graz), Son Lam (Georgia), Desmond Lo (Santa
Clara), Janell Townsend (Oakland), Qiong Wang (Oklahoma) and
Stefan Wuyts (Koc) in offering feedback on students’ research ideas
in small-group research workshops.
Gary Lilien and Raj Grewal discussed opportunities, seminars,
conferences and research support offered to B2B scholars by the
ISBM. The students also learned about resources and support
available from the Marketing Science Institute. Our thanks to the
financial support provided by MSI as a sponsor of this year’s ISBM
PhD Camp.
Many campers elected to attend an optional pre-conference
workshop on theory construction offered by Ajay Kohli (Emory)
and a post-conference workshop on presentations and publication
by Gary Lilien (Penn State). A number of the PhD students also
presented at or attended the ISBM Research Conference, which
immediately followed the Camp.
Many thanks to Camp Directors Lisa Scheer (University of
Missouri) and Abbie Griffin (University of Utah) and to Lori
Nicolini and Gary Holler of ISBM for operational and logistical
Lisa K. Scheer
Lisa K. Scheer
Camp Director
University of Missouri
[email protected]
Abbie Griffin
Abbie Griffin
Camp Director
University of Utah
abbie.griffi[email protected]
2014 CAMPER PARTICIPANTS . . .
Fabian Bill (Karlsruhe Institute of
Technology, KIT)
Melanie Bowen (Justis Liegig
University)
Mooen Butt (Western University)
Myoung-Jin Chae (Georgia
Institute of Technology)
Linlin Chai (Iowa State
University)
Kelly Chapman (University of
Washington)
Andrew Crecelius (University of
Missouri)
Anne Eckert (Justus Liebig
University)
Mike Frechette (Saint Louis
University)
Arti Gandhi (University of
Arizona)
Marcella Grohmann (ETH Zurich)
Aditya Gupta (Penn State)
Brandon Gustafson (Washington
State University)
Colleen Harmeling (Saint Louis
University)
Jake Hoskins (University of Utah)
Niket Jindal (Univesity of Texas
at Austin)
Omid Kamran-Disfani (Univeristy
of Missouri)
Pinar Kekec (Michigan State
University)
Mario Kienzler (Linkoping
University)
ShinHye Kim (Washington State
University)
Matthew Lastner (Louisiana State
University)
Justin Lawrence (University of
Missouri)
You-Cheong Lee (University of
St. Gallen)
Sarah Magnotta (University of
Kentucky)
Toni Mikkola (Tampere University
of Technology)
Shekhar Misra (Indiana
University)
Jessica Ogilivie (University of
Alabama)
Rebeca Perren (University of
Central Florida)
Ines Reiferscheid (Technische
Universitat Darmstadt)
Anuela Ristani (University of
Missouri)
Blake Runnalls (Michigan State
University)
Ashish Sharma (University of
Georgia)
Jennifer Skiba (University of
Nebraska-Lincoln)
Keith Story (University of
Memphis)
Pui Ying Tong (West Virginia
University)
Jameson Watts (University of
Arizona)
Xiaohan Wen (Koc University)
Zuhui Xiao (University of Minnesota)
Tuba Yilmaz (Koc University )
services for the Camp. Special thanks to our
host, San Francisco State University, and
particularly to Sanjit Sengupta and Larry Low
for their assistance both in securing appropriate
facilities and for operational support during the
Camp.
The 2014 Campers are encouraged to continue
to network with each other via the ISBM PhD
Camp and Conference group on Facebook.
Check out the Institute for the Study of
Business Markets website and sites on Facebook
and LinkedIn.
The ISBM PhD Student Camp is held
biennially, with plans already underway for the
7th Camp in Atlanta at Emory University in
August 2016. Mark your calendars!
PAGE 8
Reflections on the 2014 ISBM B2B Academic Conference
W
e are just back from the 2014 Academic Conference, kindly hosted by San Francisco State University in their
excellent downtown campus. It was a first for us—sharing a facility with Nieman Marcus, amongst other high
end retail establishments in the San Francisco Westfield Shopping Mall. (Hard to spot the facility in the picture
below, isn’t it?).
The conference, attended by well over 100 academics faculty and doctoral students in 27 sessions, was amongst the
best received conferences we have been privileged to host. In spite of the attractions of downtown San Francisco, the
sessions were well attended, the discussions were sharp and intense and attendees established many new connections and
reestablished old ones.
Two sessions of note included the Plenary Session, discussion the ISBM Leadership Board initiatives, with their
implications for B2B researchers and the Meet the Editors Session, with many insights and tips about improving the
chances of publications in our top journals.
The next ISBM B2B academic conference will “tentatively” take place 3-4 August 2016 at Emory University, immediately
before the Summer Educator’s conference in Atlanta. Mark your calendars—we hope to see you there!
Raj Grewal, Rajdeep_Grewal@kenan-flagler.unc.edu
Gary L. Lilien, [email protected]
Conference Co-Chairs
COMMENTS... IDEAS...
We would love to hear from you. If you wish to comment on any
of the articles (or have thoughts for future articles), please pass them
on. Your suggestions will make the newsletter better and more
responsive to your needs. Please email your correspondence to:
Newsletter Editor
Lori Nicolini ([email protected])
Institute for the Study of Business Markets
Smeal College of Business, The Pennsylvania State University
484 Business Building, University Park, PA 16802, USA
+1-814-863-2782 • WWW.ISBM.ORG