8th Annual Sales & Marketing 2007, West Executive MindXchange

Calendar of Events

General Session

Sunday, January 21, 2007: Networking Day: Golf Scramble Tournament, Networking Receptions

Monday – Wednesday, January 22-24, 2007: Keynotes, Case Histories, Interactive Sessions & Exhibition

Afternoon Workshops

Wednesday, January 24, 2007: Transform Value Based Solutions into Profitable Sales
or
Advanced Search Strategy As It Relates To You: Interactive Workshop Customized to Address Your Challenges and Keep You Ahead of the Curve

Sunday, January 21, 2007 - NETWORKING DAY

Bring plenty of business cards, relax, meet and greet during this fun-filled day devoted to making new contacts and new friends.
 

9:00am

Golf Scramble Tournament. Fun in the sun for all skill levels.

6:00pm

Networking Cocktail Reception

7:00pm

Networking Dinner

Monday, January 22, 2007 - GENERAL SESSION AND EXHIBITION

8:00am

Registration, Continental Breakfast and Exhibition

Welcome Gifts and Bags Compliments of: SalesIQ

8:45am

Ice Breaker, Welcome and Introduction

Patrick Nugent, Executive MindXchange Chairperson, Frost & Sullivan

9:00am

Transformation:  The Inside Story of a World-Class Customer and Employee Experience

Mike Brown, Vice President of Strategic Market Planning and Market Research, YRC Worldwide Inc.

This session will focus on how YRC Worldwide, a Fortune 500 company turned an internal corporate meeting for 300 employees into “Transformation,” a world-class business conference that attracts more than 2,500 people – including customers who pay for the privilege to attend.  After five successful conferences, Transformation is regarded as a best-in-class event on professional and personal change.  Attend this session and discover:

   •  How a basic corporate meeting was transformed into a powerful
       business strategy session for employees and a “can’t miss”
       experience for customers
   •  The keys to creating new partnerships and ongoing relationships 
       between Sales, Marketing and customers
   •  How to use ROI measurements to gain Finance support and ensure
       focus, accountability and funding
 

9:45am

Bridging the Sales and Marketing Gap

Bappa Choudhury, Vice President of Segment Management, Global Solutions, Siemens Medical Solutions

The chasm between marketing and sales organizations has existed for years and continues to be a challenge.  Now more than ever, with the speed and complexity of today's marketplace, the need to bridge the gap is crucial to enabling profitable revenue growth.  The key to successful alignment, as Bappa Choudhury will share, is to institute a uniform process and language that encompasses the sales and the marketing organizations into one closed loop of communication, measurement and follow-through.

Mr. Choudhury, with first hand experience in both sales and marketing at Siemens Medical Solutions, an electronics conglomerate serving the healthcare market, will share key insights, including:

     •  How Siemens instituted a "closed-loop" marketing methodology
     •  The Challenges in implementing the system
     •  The results of the approach
     •  Tips for implementation in your organization

Gain invaluable insights into how aligning marketing and sales through this unique approach will translate your marketing strategy into sales results.

10:30am

Networking, Refreshment and Exhibition Break

Product Showcase By: Teradata
 

11:00am

INTERACTIVE Breakout Sessions: Create, Communicate & Connect

Participant-driven discussions focusing on your key challenges and concerns.

Choose one of the following:
PC1: Data Quality ...That's Not IT's Job?!

A Group Discussion of Marketing's Responsibility for Clean Data in CRM Systems

Moderator:
Brett Butler, Director of Marketing Strategy and Technology, Lexmark

• Who owns data quality? Does the answer change when the type of data is accounts, contacts, prices or products? What is the role of business vs. IT?
• What would an effective data management team and process look like? How do responsibilities vary at the local, regional and global levels?
• How do you make decisions across functional areas like sales, marketing, service and support? What if better data for one function would negatively impact the metrics of another function?
• Have you mapped how many "islands of data" you have and the overlap between them all? How do you schedule integrating them into a common database and then turning them off?
• What does it take to cleanse and de-dupe data within a database and across databases? What tools or resources have emerged to help with this effort?
• How do you keep your data clean going forward? How do you costjustify the resources required for this effort?

PC2: Mining Customer Gold—Digging Deeper and Wider

Moderator:
Matthew J. Loch, Vice President - Sales, TDS Metrocom LLC

Growth from current customers is top-of-mind for all sales executives.  Incremental revenues from existing customers come without the significant up-front cost of acquiring a new customer.  If it’s the right thing to do, why aren’t we doing more of it? 

This interactive discussion will explore the best practices of up-selling and cross-selling to existing customers.  Together, we’ll be discussing what’s working and why.  Topics to be explored include:

• Leveraging technology
• Identifying the best targets
• Developing appropriate offers
• Converting more employees into sellers
• Transforming more contacts into sales opportunities
• Designing performance and reward systems that really work

This interactive discussion will tackle what makes an eMarketing campaign successful - both with email itself, and with the process, infrastructure and customer action that completes the package and delivers results to your organization.  The discussion will cover best practices and case studies on using email as the spearhead to a sticky and profitable online customer experience.

   •  What are the components, beyond just the email, that make an 
      eMarketing campaign effective?
   •  How do you create and deliver content that moves people to action?
   •  By what standard, and with what metrics and measures, do you
      determine the success of your campaign?
   •  How do you balance a positive brand and customer experience with
      the urgent need to sell product?
   •  What should you be doing to ensure that your customers feel that 
      you're taking good care of their identity and personal information?
   •  What does an effective global strategy for eMarketing campaigns look
       like?

PC4: Building, Managing and Measuring Strategic Partnerships

Moderator:
Armando Luna, Vice President, Corporate Marketing, Blue Cross and Blue Shield of Florida

Fundamentally, there are three ways to grow a company: (a) internal growth; (b) mergers and acquisitions; and (c) alliances and partnerships.  In an environment with evolving customer needs and rapidly changing technology, alliances represent a viable way for firms to sustain their competitive advantage.

Marketers seeking to help their organizations adapt to this changing market need to know when to propose, develop, manage and transform strategic alliances.  Participants in this interactive dialogue will be exposed to the alliance life cycle (plan, explore and evaluate, negotiate, structure, measuring and manage, and transform) across the alliance spectrum (channel partner, business process outsourcing, contractual alliances and joint returns).

12:00pm

Solutions Wheel

Play the "wheel" and join a series of rapid-fire, one-on-one meetings with leading solution providers

12:45pm

The Power Lunch: Networking Discussions Hosted by Industry Leaders

Practitioners and solution providers host a menu of luncheon roundtable discussions on pertinent industry issues. Dine and dish with industry experts. The list of roundtable discussion topics will be available on-site.

2:00pm

INTERACTIVE Breakout Sessions: Create, Communicate & Connect

Participant-driven discussions focusing on your key challenges and concerns.
Choose one of the following:

TT1: Pervasive Customer Analytics - What does that mean?

Facilitator:
Sam Gragg, Vice President, Customer Management Solutions Marketing, Teradata, a division of NCR

Everyone is talking about improving the utilization of customer data across the organization. Business needs range from learning and improving business processes from customer interactions to understanding customer value and allocating and prioritizing internal resources in the most beneficial way. This session will interactively explore how companies establish and execute a customer analytics strategy and discuss results achieved by various methods and approaches.

Key benefits of this session:

• Learn best practices about which business areas benefit most and fastest from customer analytics

• Explore how different business communities can take advantage of customer analytics - front line people, marketing, analysts, etc.

• Understand how customer analytics drives business improvement outside of marketing and sales

• Learn how better customer analytics drive marketing and sales discipline and results

TT2. Transition from Product to Solution Sales

Facilitator:
Jeff Thull, Chief Executive Officer and President, Prime Resource Group
Randy Hull, Managing Director, Prime Resource Group

Customers are looking for solution providers, not purveyors of products and services. Are you ready to compete at a higher level in a constantly evolving and commoditized market?

Learn the top challenges organizations face in optimizing their sales performance and how to orchestrate a team of professionals for optimal sales results: You will hear how to….:

• Stop commoditization of your solutions

• Connect with the customer's executive agendas

• Get accurate information and manage quality buying decisions

• Not get caught as unpaid consultants - Get paid for the value you create

• Stop cross-functional dysfunctions that derail your best strategies

It's hard to clearly differentiate solutions while recognizing that the best marketing strategies are diluted or lost by the time they reach quality customers. This interactive session will focus on the mind-set, skills and execution requirements to transform sales and marketing teams from an internal product focus on "selling" to an external solution and customer performance focus - thinking like a business person who leverages internal resources to create profitable solutions.

Because this session continues to be in high-demand, Jeff Thull will conduct a workshop on Wednesday afternoon: Transform Value Based Solutions into Profitable Sales. Jeff will "expand and drill down" on the key elements of sales and marketing strategies for a challenging and complex market. Combining both programs will give you solid executable ideas and a clear competitive advantage.

TT3: Do Your Online Metrics Matter?

Facilitator:
A. Perry Kamel, Chief Operating Officer, Maxamine, Inc.

How can you cut through the clutter of the data deluge to make your online metrics matter?

The good news is that there are so many metrics to choose from - the bad news is that there are so many metrics to choose from…and they're not always reliable!! How can you take simple, practical and proven steps to make your online metrics matter?

• Isolating the fewest that matter most

• Verifying their suitability to the task

• Sticking to the knitting

TT4: What Have You Done For Me Lately?
Measuring Marketing's Unmeasurables

Facilitator:
Matt Toll, Global Director, Regional and Segment Marketing, Factiva, from Dow Jones

How do you measure "reach" and "awareness"? Long gone are the days when marketing spend could be justified simply by the need to increase awareness without concern for nagging details like… results. In addition, the value of your brand and your company's reputation can shift as a result of both internal and external forces, so having the ability to measure and validate these changes is a marketer's best weapon. This interactive ThinkTank will explore areas such as:

• What are the right metrics to measure?

• How can you harness a seemingly unstructured blogosphere?

• What steps can you take to preserve and measure the value of your brand - or even increase it?

• How can you enhance the value of your corporate reputation?

• How do you measure success and prove marketing's value to other internal stakeholders?

3:30pm

Networking, Refreshment and Exhibition Break

Product Showcase hosted by: DataMentors

4:00pm

Ask the Experts! Panel Discussions
Choose one of the following:

1. Linking Branding with Corporate Strategy
   
   Moderator:
   Eddie Reeves, Vice President, Corporate Communications, Perot Systems
   
   Panelists Include:
   Ann Ness, Director, Advertising & Brand Management, Cargill
   Randall Rozin, Global Director, Branding & Marketing Communications, Dow Corning Corporation
   Tripp Hughes, Director of Marketing & Sales - Analysis & Planning, Organic Valley
   John Towle, Director, Senior Vice President Marketing, ING Funds
   
   A huge hurdle has been cleared over the last decade, as non-marketing senior executives have generally accepted that the brand is an extremely important corporate asset -- much more so than they acknowledged in decades past.  This reality provides both a challenge and an opportunity for senior marketing executives:  How do we ensure that our branding efforts stay tightly aligned with corporate strategy?  The panel will offer thoughts on the following questions, among others:
   
   

   • In a perfect world, what is the role of the marketing function in shepherding the corporate strategy?  What is it in  the real world?
   • Does marketing have seat at the strategy-setting table?  If not, how do we get it?  If so, how do we keep it?
   • What role do marketers play in assessing the relative success or failure of the corporate strategy

    

2. Corporate Blogging:  Positioning your Company for Success
   
   Moderator:
   David Geller, President & Chief Executive Officer, WhatCounts, Inc.
   
   Panelists Include:
   Jeremiah Owyang, Director of Corporate Media Strategy, Podtech.net
   Ben Edwards, Director of New Media Communications, IBM
   Angela Vargo, Senior Specialist Business Development, Southwest Airlines Co.

Corporate blogging has moved from a fad pursuit of a few visionary companies to practically being a required communications conduit of forward-thinking organizations.  Is your company blogging?  Are your C-level executives engaged by communicating information that's truly topical, important and interesting to your audiences?  If you've already started blogging at your company, have you defined policies which guide your colleagues in terms of authoring, rights management and common-sense?  What has worked well?  Have your customers reacted?  Would you know if they did?

This session's panel of esteemed experts will cover many facets of corporate blogging, in a highly interactive manner, including:

• Fashioning a corporate blogging strategy that offers a genuine, independent look at your company without compromising brand quality or jeopardizing product plans
• Discussing measurement techniques and integration into other corporate messaging plans
• Understanding some of the legal challenges both private and public companies face developing corporate blogging programs
• Sharing some of the better known successes and failures of corporate blogging

5:00pm

Networking Reception

7:00pm

Wine & Dine

Tuesday, January 23, 2007 - GENERAL SESSION AND EXHIBITION

7:45am

Continental Breakfast and Exhibition

8:15am

Ice Breaker and Overview

Patrick Nugent, Executive MindXchange Chairperson, Frost & Sullivan

8:30am

Maximizing Customer Growth through Customer Knowledge

Ron Swift, Vice President Cross Industry Solutions Marketing, Teradata, a division of NCR

To maximize profitability a firm requires a comprehensive understanding of customer needs and behaviors fostered from historical interactions with future predictions --- knowledge gathered from all channels. Ensuring success requires better management of the customer lifecycle to increase customer lifetime value and shareholder value.

In this session, you will learn how you can leverage EDW and CRM technologies to increase customer loyalty and, as a result, drive ROI, profitability and greater shareholder value. Actual example cases will be shown of companies who have achieved all three focus points.

Specific topics include:

• Organizing customer information to successfully increase customer retention, cross-sell and up sell
• A proven framework for automated marketing and customer knowledge inculcation
• Using a 'process' philosophy to supplement 'campaign' project methodologies to increase customer growth
• How to avoid "transmogrification" of your marketing and customer interactions
• Best practices and case studies of using proven analytical processes to drive customer profitability
• Winning strategies for driving ROI and profitability

9:15am

Relationships of Relevance
Jeff Hayzlett, Chief Marketing Officer and Vice President, Graphic Communications Group, Kodak

Are you communicating effectively with your customers? Are customers receptive to your message? This session is designed to discuss market realities.... It will review the complexities associated with developing effective customized communications and the bottom line results. Personalization has moved far beyond addressing on boilerplate letters. Today the integration of rich customer information, cross-media communications and the ability to create customized messages to the level of the individual or group is changing the way we think about communications, and it's changing the way customers are thinking about us! This session focuses on how marketing communications programs bring a new level of relevance with strong personalized campaigns that drive results and customer loyalty.

Participants in this session will:

• Learn how to look at customer communications and determine how application of data from the current customer databases as well as public sources, combined with marketing intelligence, can create a more productive customer experience
• Understand the role personalized communications play in driving customer loyalty
• Learn three critical points to driving customer response
• Open your mind to new opportunities to impact sales for your company or clients
  

10:00am

Networking, Refreshment and Exhibition Break

Product Showcase Hosted by: SalesIQ

10:30am

INTERACTIVE Breakout Sessions: Create, Communicate & Connect

Participant-driven discussions focusing on your key challenges and concerns.
Choose one of the following:

MS1: Transforming Your Organization to be More Customer-Centric

Facilitator:

Randy Spurrier, Chief Executive Officer, Nimblefish

Thought Leader Panelists Include:

Diane Spencer, Vice President & Manager, Business Intelligence & Analysis, Commerce Bank
Rich Klassen, Chief Marketing & Sales Officer, Delta Dental Plan of Missouri, Inc.
Jim D'Emidio, Vice President of Sales and Marketing, Muratec America, Inc.
Lorri Schmidt, Director of Distributor & Sales Services, Parker Hannifin Corporation
James (Jim) Pape, West Territory Leader, Trane, a business of American Standard Companies

Most companies understand the importance of focusing on the customer to increase sales and profits. However, that doesn't mean the process is easy or the benefits are easy to achieve. True customer-centricity requires delivering on the customer's expectations. Turning customer-centered words into business structures and practices requires hard decisions and trade-offs. If it were easy to do, everyone would have done it.
 

In this interactive session, you'll hear real stories from real companies who are making it a reality:

• Where does customer segmentation leave off and customer-centric begin?
• For which customers can you afford to be customer-centric?
• What role do sales and marketing play in driving organizational change?
• How have companies built a customer-centricity business case?
• Are customer loyalty programs a key part of your strategy?
• What customer centric metrics have you used? Which ones worked?

MS2: Ready, Aim, Fire! How to Ensure a Successful Product Launch Through Effective Training

Facilitator:
Sam Herring, Executive Vice President, Intrepid Learning Solutions

Thought Leader Panelists Include:
Mitch Little, Vice President,Worldwide Sales and Applications, Microchip Technology Inc.
Patti Hewitt, Vice President, Business Development, Fiserv Orlando
Russ Gould, Director of Marketing, Americas, Kofax Image Products
Kelly Harper, Director, Marketing, BMO Financial Group

Will your next solution launch be a big hit or a missed opportunity?
Companies invest millions to bring new products and services to market. Successful solution launch initiatives incorporate effective education and training for sales, partners, operations staff and managers. If you are a leader of sales, channels, or a training executive responsible for future revenue, you should understand your launch education risk and proven training approaches that mitigate your risk, and support a successful launch.

MS3: Making Search a Valuable Part of Your Media Mix

Facilitator:
Chris Copeland, Senior Partner and Managing Director, Outrider

Thought Leader Panelists Include:
Ron Belanger, Vice President, Channel Strategy and Development, Yahoo!
Michael Saad, Global eMarketing Manager, Armstrong World Industries
Robert Reneau, Senior Manager of Web Business Marketing, National Semiconductor Corp.

To have a successful search marketing campaign, search can no longer exist as a silo. Search has evolved to become an integral part of the overall media mix and is the key for executing future campaigns that are truly relevant to your objectives and to your audience. With this integration, companies are seeing a surge in campaigns that may have reached a plateau, increases in clickthrough- rate and conversions and the effectiveness of merging search creative with the creative from other marketing channels.

During this interactive session we'll discuss:

• Ways to integrate search with your other marketing efforts
• Consumer segmentation, what it is and how it can impact your search marketing?
• The on- and off-line value of search
• Effective ways your media agencies can work together to enhance your search program

MS4: Using Front-Line Sales Intelligence as a Powerful
Strategic Marketing Tool

Facilitator:
Lisa Hicks, Vice President, SalesIQ

Thought Leader Panelists Include:
Paige O'Neill, Senior Vice President, Marketing and Product Development, PHH Arval
Jason Ferrara, Director, Corporate Marketing, Careerbuilder.com
John Ford, Executive Director, Market Operations, Telcordia Technologies, Inc.
Rich Rocco, Professor, University of Memphis

Once typically presumed to be purely a sales intelligence tool, Win/Loss Analysis has become a strategic marketing tool that delivers front-line market intelligence that will help you to sync differentiated value propositions with truly valued market needs. In this panel discussion, we address how win/loss analysis is used by sophisticated marketing strategists to define unique market positioning, better target a company's marketing communications and to ultimately assist in measuring the direct impact of marketing's contribution to sales success.

11:30am

Solutions Wheel

Play the "wheel" and join a series of rapid-fire, one-on-one meetings with leading solution providers.

12:15pm

Food for Thought: Networking Luncheon Featuring Thought Leader Hosted Discussions

Thought Leaders host a menu of luncheon roundtable discussions on pertinent industry issues. Dine and dish with industry experts. The list of roundtable discussion topics will be available on-site.

1:30pm

Concurrent Case History Sessions
Choose one of the following:

CH1: Marketing Industry Standards -- Integrated Multichannel Marketing and Selling Strategies

John Hanks, Director of Marketing, National Instruments

Partners and even competitors can be organized to take on the incumbent market leader with an integrated multichannel marketing and selling strategy focused on a new industry standard.

This session shows how to align like minded industry players around a message and then how to jointly develop integrated direct mail, email, seminars, editorial events, tradeshows, and web events to generate new business for all the players.  

Learn how to keep the industry leader off balance and how to minimize conflict with direct and indirect sales channels while maximizing returns with friendly partners and “coopetition.”

CH2: Emerging Technology Trends:  Understanding the New Media Landscape to Increase Brand Awareness, Build Customer Relationships, and Acquire New Customers

Mark Studness, Director of Online Performance Assurance, Verizon

The media landscape continues to evolve, due to advances in media technology, growth of broadband, and changes in consumer media consumption patterns.  Podcasts, RSS, Social Networking, Blogs, and Rich Media are just a few of the emerging technologies being used by marketers to break through the perceived clutter of messages that consumer interact with daily.  New Media content will also evolve and become "portable" or "on demand" with the emergence of new platforms such as mobile phones and video on demand.

   •  Explore podcasting and RSS and how companies are integrating 
       into their overall media plan
   •  Engage consumers with your brand through entertaining audio,
       video, and gaming content
   •  Discuss how technological innovation will lead to the growth of rich
       media, especially online video advertising

2:15pm

Concurrent Case History Sessions

Choose one of the following:

CH3: Innovative Marketing: A Strategic Approach to Supporting Sales and Creating Demand

Nigel Ball, Vice President of Marketing,Technology Solutions Group, HP Americas

One of the biggest challenges for marketers continues to be to effectively drive sales and demonstrate the value of marketing investment. As corporations strive to anticipate and fulfill customer demand, it is becoming more important to develop and embrace innovative and effective methods to align sales and marketing functions.

In this presentation, Nigel Ball, Vice President of Marketing, Technology Solutions Group, HP Americas, will address the need to develop customercentric solutions versus selling individual products. He will demonstrate the power of aligning sales and marketing. Using HP as a case study, he will share his experiences in quantifying the return on marketing investment (ROMI), and the strength of assessing marketing's impact on revenue and the ability to adjust program spends to achieve optimal results.

CH4: 8 Ways the Web Changes Everything (and what you can do about it)

Victor Cho, Vice President Web Marketing and Commerce, Intuit

Many companies view the web as simply another marketing channel in their toolkit. This view is too narrow. The Web has fundamentally changed the marketing landscape and how customers interact with and across different marketing and sales channels. Companies need to radically rethink their overall marketing and sales strategies and processes in order to truly take advantage of the power of the web. In this session,Victor will discuss various best-practices and approaches for how to start thinking about and attacking this fundamental change to marketing.

Key benefits:

• Learn how the web fundamentally changes marketing across all channels
• Learn about the top fundamental challenges you need to overcome to achieve the web's true potential for your business
• Hear real-world examples of how companies are dealing with these changes and challenges

3:00pm

Networking, Refreshment and Exhibition Break

Product Showcase Hosted by: Sant

3:30pm

Panel Discussions

Participant-driven discussions focusing on your key challenges and concerns.
Choose one of the following:

VV2:Vital Viewpoints: Solution Providers Sneak Peek into the Trends and Technologies of Tomorrow: Integrating Online and Offline Marketing Initiatives

 Moderator:
 Eddie Reeves, Vice President, Corporate Communications, Perot
 Systems

 Solution Provider Panelists Include:
 David A.Yovanno, General Manager, ValueClick Media
 Misty Locke, Co-Founder and President, Range Online Media
 Tom Burg, Marketing Director, DoubleClick Inc.

Thought Leader Panelists Include:

Mark Mendelson, Global Marketing Communications & eBusiness Leader, Basell North America Inc.
Daniel Burton, Marketing Manager, Hewlett-Packard
Ashwin Kamlani, Vice President of Distribution, Sol Melia Hotels and Resorts

A panel of solution providers identify specific emerging trends, challenges and pain points they are observing in the market. The solution provider panel is then cross-examined by a panel of Thought Leaders on the implications and impact of these trends on strategy and tactical implementation.

4:15pm

Lifetime Achievement Award Recipients Include:

Deborah L. Nelson, Senior Vice President of Marketing and Alliances, Technology Solutions Group, HP
John E. Carrington, General Manager of Global Marketing and Chief Marketing Officer, GE Plastics
Christopher B. Curtis, President, Schneider Electric – USA
Rick Dow, Senior Vice President & Chief Marketing Officer, Midas, Inc.


Moderator:
Ellis Booker, Editor, BtoB and BtoB's Media Business

5:15pm

Conclusion

7:00pm

Wine & Dine

Wednesday, January 24, 2007 - GENERAL SESSION AND EXHIBITION

7:45am

Continental Breakfast and Exhibition

8:15am

Ice Breaker and Overview

Patrick Nugent, Executive MindXchange Chairperson, Frost & Sullivan

8:30am

The Next Generation of Loyalty: Bringing the Future of Loyalty Marketing to the Enterprise Level
 

Martha Rogers, Ph.D., Founding Partner, Peppers & Rogers Group
 

Martha Rogers, Ph.D. feels that most organizations do themselves a significant disservice by focusing the customer experience and commitment lessons learned from their loyalty program exclusively within their loyalty initiative. She knows that the data resulting from a well run loyalty initiative is robust enough to frame and guide your enterprise strategy, lending a significant competitive advantage.

The potential value for loyalty done right is exponential. Research indicates that loyalty leaders grow their revenues twice as fast as competitors, and they do so with lower costs. A deeper understanding of customers with a measured dose of traditional risk analysis can help business leaders know ahead of time where to allocate their precious resources in order to get the best returns. And, extending these insights across the enterprise will contribute benefits with lasting effect and measurable growth.

Other issues to be covered include: the emergence of enterprise loyalty, the use of customer insight to achieve program differentiation and drive deeper customer relationships and examples of how some companies are breaking new ground by launching and managing their loyalty initiative from the customer's perspective. This session includes real-world case studies and examples from cutting-edge organizations, and loyalty insights and recommendations intended to offer the audience fresh, innovative, industryleading ideas.

Audience Takeaways:

• Understanding the true impact of the 6 major missteps in the loyalty industry today
• Whether a loyal customer is truly a valuable customer, and how to make the connection
• What the leading reasons are for 'not' participating in a loyalty program, and how to overcome them
• The combined benefit of knowing who your best advocates are, along with your worst detractors
  

9:30am

Networking, Refreshment and Exhibition Break

10:00am

INTERACTIVE Breakout Sessions: Create, Communicate & Connect

Participant-driven discussions focusing on your key challenges and concerns.
Choose one of the following:

RT1: Using CRM Metrics to Drive Business Value

Facilitator:
Sam Gragg, Vice President, Customer Management Solutions, Teradata, a division of NCR

The participants will work together to identify key issues and best practices for:

• What are the right strategic CRM metrics for the company (how do you know if CRM initiatives? are successful)?
• How do you align customer metrics to traditional business performance metrics?
• Which business entities have the greatest impact on CRM initiatives and success?
• How do these entities contribute, or impact CRM initiatives?
• What kinds of metrics are important to measure the impact from these entities, and how do they relate to the strategic initiatives?
• How do you get these entities to accept CRM metrics?
• How do you balance their traditional metrics with the CRM metrics?
• How deep do the metrics need to go to be actionable?

RT2: Maximize Selling Opportunities through Optimized Market Coverage

Facilitator:
Scott Sims, Principal, ZS Associates

Points of discussion will include:

• Achieving market coverage that maximizes profitable organic growth is a complex challenge for most B2B organizations
• Sustaining growth in increasingly competitive markets is moving market coverage optimization (MCO) to the forefront of marketing and sales leader agendas
• Balancing sales force and channel territories contributes to optimum sales effort
• The sales force should be selling, not....
• Join in on the discussion regarding emerging methodologies, tools and business processes

RT3: Enter Web 2.0: How Smart Web Applications Influence Internet Marketing

Facilitator:
Douglas White, Senior Vice President of Sales & Strategy,           MindComet Corporation

Enter the era of Web 2.0 where redefining, restructuring and reconnecting with your next generation Web audience of innately social consumers will forecast marketing models and define customer service structures.

• Define current impacts of Web 2.0 services such as Flickr, Furl and Socialight on collaborations, data sharing, networks and communication
• Discuss the role of the semantic Web in interactive marketing, CRM and data-gathering
• Anticipate the evolution of the customer-centric business model and the role of consumer generated media and consumer generated advertising

RT4: Global Marketing: Strategies for a Borderless, Connected World

Facilitator:
Bernard Gracy, Vice President Global Strategy, Product Management and Marketing, Pitney Bowes Group 1 Software

The need for strong global marketing has never been greater, but neither has the challenge in getting it right.    This interactive session will tackle key success factors for marketing "glocalization" - organizing people, process, infrastructure, and resources to strike the critical balance between global scale and strength and local relevance.  Topics will include:

• The importance of addressing cultural differences
• Collaborative development of  ideas that transcend borders with coordinated execution
• How to attract, grow, and retain top talent in these jobs
• What does it take to be a globalist in today's world?

11:30am

1to1 Impact Awards Brunch featuring Martha Rogers

Moderator:
Ginger Conlon, Editor-in-Chief, Publications, 1to1 Media

Co-Moderators:
Ginger Conlon, Editor-in-Chief, Publications, 1to1 Media
Martha Rogers, Ph.D., Founding Partner, Peppers & Rogers Group

What's the secret to uncovering customer value at your company? Find out from the winners of the prestigious 1to1 Impact Awards presented annually by Peppers & Rogers Group and 1to1 Media. For the first time, Frost & Sullivan will bring the honorees together to receive their awards and to participate in an interactive panel discussion where they'll share their secrets for success.

Peppers & Rogers Group Founding Partner, Martha Rogers, and 1to1 Media Editor-in-Chief, Ginger Conlon, will moderate the panel of 1to1 Impact Award winners, who will discuss their award-winning approaches to customer strategy development, technology optimization, organizational transformation and executive leadership.

1:00pm

AFTERNOON WORKSHOPS
Choose one of the following:

WS1: Transform Value Based Solutions into Profitable Sales How to Close the Value Gap and Accelerate Profitable Growth

Workshop Leader:
Jeff Thull, Chief Executive Officer and President, Prime Resource Group

Frustration and tension are stifling the business-to-business marketplace. Sellers are frustrated because they can't translate their value-based solutions into bottom line profitability. Customers are frustrated because they frequently don't achieve the value they expect from those same solutions. If you are finding it difficult to differentiate your solutions, in this interactive session, you will gain new strategies and skills to ensure that your customers understand the unique value of your products and services and are willing to pay your full price.

In this content packed workshop, Jeff Thull will discuss how to turn this ominous situation into a substantial and attractive competitive advantage. You will see an organization-wide approach to closing the value gap - the high-cost disconnect between the value your solution is capable of providing and the value your customer understands and is willing to pay for. This is a tremendous opportunity for sales and marketing professionals to fine-tune their strategy, set themselves and their solutions apart and ensure increased sales, margins and profitability. You will learn how to:

• Move beyond "value-added" solutions to "value assured" solutions
• Separate real business from resource drains
• Transform prospects that want to commoditize your high-value solutions
• Get customers to recognize and pay for the value you create
• Shorten the sales cycle and increase margins
• Gain a continual competitive advantage by creating compelling messages and solutions

Jeff Thull will focus on how to identify, manage and close the value gap, ultimately reaping the rewards of an under-served and value-hungry marketplace.

Jeff Thull is a leading-edge strategist and advisor to executive teams of major companies worldwide. As President and CEO of Prime Resource Group, he has designed and implemented business transformation and professional development programs for companies including Shell Global Solutions, 3M, Microsoft, Siemens, HP, Citicorp, IBM and Georgia-Pacific, as well as many fasttrack, start-up companies. He has gained the reputation for being a thought leader in the arena of sales and marketing strategies for companies involved in complex sales and is an entertaining and thought-provoking keynote speaker with a track record of over 2,500 speeches and seminars for corporate and association audiences. Jeff is the author of Mastering the Complex Sale, The Prime Solution and the newly released book: Exceptional Selling - How the Best Connect and Win in High Stakes Sales.

1:00pm Workshop Begins

Creating Prime Solutions - Competitive and Profitable Overcome the Five Barriers to Value Optimization

2:30pm Refreshment Break

3:00pm Mastering the Complex Sale
Keys to Prevent Commoditization and Increase Profits

5:00pm Workshop Concludes

5:00pm Closing Reception - Luau in the Desert

1:00pm

WS2: Advanced Search Strategy As It Relates To You:
Interactive Workshop Customized to Address Your Challenges and Keep You Ahead of the Curve

Workshop Leaders:
Chris Copeland, Senior Partner and Managing Director, Outrider
Patrick Garrett, Managing Director, Outrider
Dave Neupert, Chief Executive Officer, M80
 

So you have a search marketing campaign. You've identified your keywords and have an effective bid management tool. What more is there to do? Plenty - you've only scratched the surface.

The days of your basic SEO and Paid search strategies are gone. Search marketing has become a part of life for millions of consumers and marketers looking for new ways to reach their audience. With some strategic thinking and cross-channel planning, you'll take control of your search marketing campaign and maximize what it can do for you so that, in the end, you're getting the most out of your search efforts. Regardless of your industry or audience, these advanced strategies can influence your campaign success.

During this interactive workshop, you will:

• Learn the overall business case for search marketing

• Hear strategic solutions to real-life challenges and questions faced by workshop participants

• Get an understanding of how your marketing mix can drive search strategy

• Acquire new thinking and advanced tactics as they relate to Paid and Organic Search

• Explore what you can learn by testing and how it can influence what may already be a successful campaign

• Learn ways you can use Search to promote - and protect - your brand

• Discuss advanced strategies you can apply to ensure your campaign is relevant to your audience and effectively reaches your audience

• Share effective strategies you are using with peers and present questions for industry experts

1:00pm Workshop Begins

Search Marketing: The Big Picture

  - What is Search Strategy?
  - Checklist - are you doing the basics?
  - Consumer Segmentation and it's Impact on Search
  - Analytics and it's influence on Search
  - How your marketing mix can drive search strategy

2:30pm Refreshment Break

3:00pm Advanced Strategies of Search Marketing:

  - Advanced look at Organic Search
  - Social Marketing and Search
  - Reputation Management: Using Search as an Effective Tool
  - Advanced look at Paid Search
  - Search and Multivariate Testing
  - Search and Emerging Technologies
  - Technology vs. Human Interaction

5:00pm Workshop Concludes

5:00pm Closing Reception - Luau in the Desert