Schedule

ABM Board Meeting

Executive Forum Registration

ABM Digital Velocity 2013: How Do We Make Real Money With Digital Media?

A common question that all publishers ask themselves, their staffs and is asked of them is "How do we make money from this?" With ROI on everybody’s mind in the publishing environment we are in, we need to have answers on why invest time, money and talent on many of the new technologies. During this intense, one-day workshop brought to you by ABM’s Digital Media Council, we will dig deep into how we can prove ROI on the new technologies and opportunities we have as publishers. We will learn from our peers how to monetize:

• Mobile
• Social
• Content
• Audience
• Data

LinkedIn and B2B: Friend AND Foe?

LinkedIn has been called the "sleeping giant of the publishing world." It is also one of the biggest potential partners - and competitive threats - to business media. Dan Roth, head of LinkedIn's content strategy, kicks off Executive Forum with a discussion of how LinkedIn is serving vertical markets, what that means for business media and how LinkedIn and b2b publishers can work together. 

Keynote:

Dan Roth, Executive Editor, LinkedIn

Cocktails & Networking sponsored by Merit Direct

Networking Dinner

Networking Breakfast

Welcome

CEO Roundtable: Corporate Structure and the New B-to-B Matrix

Business-to-business media and information companies are becoming increasingly matrixed, with cross-functional business groups operating across vertical units that used to operate as silos. That’s prompting business leaders to rethink the way their companies are structured. In this roundtable, top CEOs debate the new order of the b-to-b universe, from business group models and how they work together to the new must-have leadership positions (CMO? CTO?) to who ultimately owns what in the b-to-b matrix.

Panelists:

Bill Carter, CEO, ALM

Ed Gillette, President & CEO, Scranton Gillette/SGC Horizon

Kerry Gumas, President and CEO, Questex Media

Marion Minor, CEO, Specialty Information Media

Dan Oswald, CEO, BLR

Spotlight Solution: iProduction

Data, Audience and the Rise of Pay-for-Performance Marketing

We’ve seen the rise and the fall of lead generation due to commoditization. Now, the ability to gather customer data and deeply target vertical markets is sparking a third act for lead generation, including pay-for-performance models in which publishers and agencies are paid when a new lead or customer is passed on to the marketer. This session focuses on how b-to-b companies are enhancing their marketer relationships with data-rich customer information, how marketing automation, pay-for-performance campaigns and programmatic buying are changing the sales game, and what your sales and marketing services teams need to do to adapt and deliver, including new pricing strategies that properly value leads and customer data for media companies, managing client expectations and best practices for leading customers "through the funnel."

Presenters:

Russell Glass, CEO & Co-founder, Bizo

Peter Longo, Chief Digital Officer, IDG Communications U.S.; CEO, IDG TechNetwork

Steve Susina, Director of Demand Generation Services, Crain Communications

Spotlight Solution: MediaRadar

Who Should Own the Integrated Database?

The key to a successful marketing and advertising business is increasingly driven by the integrated database. Yet, the creation of an integrated database forces a new set of issues with disseminating that data across the enterprise and breaking down the silos of past ownership. This session delivers a step-by-step how-to for consolidating databases to identify customer behavior and position that audience more attractively for marketers, including who owns the database and how that information is distributed effectively throughout the organization, as well as setting usage rules for customers and colleagues.  

Presenters:

Joel Hughes, SVP, eMedia and Information Technology, Scranton Gillette

John Rockwell, Owner, B2BCIRC.COM

Networking Break sponsored by Omeda

Can Media and Business Information Models Co-Exist?

Revenue from data and business information products grew 7.3 percent in 2012, accounting for 9 percent (or $2.2 billion) of the $25.5 billion business-to-business media and information market, according to ABM’s BIN Report. While that remains the smallest slice of a pie that includes print and digital advertising and events, data, business information and paid content are among the biggest opportunities for b-to-b media (and among the most attractive initiatives for investors looking for highly profitable, recurring revenue models). Can media and business information models build off each other—or are they so divergent that they need to be operated as completely separate entities? Hear how two business leaders are answering that question with two completely different approaches.

Presenters:

Bill Ault, President, Equipment Data Associates (EDA) (A Randall-Reilly Company)

Stephen Moylan, EVP, Sales and Marketing, Asset International

Understanding Business Information as a Business: Key Performance Benchmarks

Business information remains a new opportunity for most ABM members and this session offers critical performance benchmarks for developing a data and information sales model, including growth rates, retention rates, mix between number of users, sales mix (how much of your business will come from the top 20 percent of your customers) and the new product mix (such as what percentage of your business is derived from products less than three years old).

Presenters:

Michael Alterio, Director of Research, ABM

Matt Kinsman, VP of Content and Programming, ABM

Russell Perkins, Founder & Managing Director, InfoCommerce Group Inc.

Networking Lunch

Making the Case for Mobile as a Real Business: Will the Revenue Ever Match the Hype?

Mobile may be where our end-users are and where our advertisers want to go, but the fact remains that making mobile a real business remains elusive (we’ve gone from print dollars to “digital   pennies” and many publishers see mobile generating 20 percent of what their website does). This session offers a look at the emerging business models with mobile, from advertising to subscription, including pricing models for both end-users and marketers (and strategies for how to upsell both), the ad units that perform best in mobile, bundling mobile campaigns with other platforms and how you should benchmark mobile revenue against other revenue streams in terms of margin and performance.

Presenter:

Sean Griffey, CEO, Industry Dive

Jeffrey Litvack, SVP, Chief Digital Officer, ALM

Spotlight Solution: Adobe

Mobile and the Multi-Channel Media Company

Mobile drives anywhere from 10 percent to 80 percent of traffic for b-to-b media brands but it’s becoming clear that whether the connection is via e-mail, mobile-optimized websites, digital editions, social media, event apps or utility apps, customers are engaging daily with products and services via mobile. This session offers insight into how media and business information companies are starting to take tablet and smartphone products beyond one-off experiments to a fully integrated part of the platform and addresses the questions of making mobile a real business from supporting a streamlined content flow that still leverages the native capabilities of mobile platforms to what the advertising structure really looks like in a mobile channel (including how to preserve ad impressions from websites to mobile); and whether responsive design is enough to make mobile part of the multi-channel solution.

Presenters:

Maurice Bakley, President, FierceMarkets

Tim Hartman, President, Government Executive Media Group

Rob Keenan, VP of Online Media, Edgell Communications

Cocktail Reception