| 7:45am | Continental Breakfast and Exhibition |
| 8:15am |
Ice Breaker and Overview
Patrick Nugent, Executive MindXchange Chaiperson, Frost & Sullivan
|
| 8:30am | MOVER & SHAKER INTERVIEW LIVE! |
Measure, Manage and Maximize Your Return on Customer Investment
James Mendelsohn, Vice President, Corporate Strategy, Capital One
Doug Kershner, Senior Vice President and Chief Strategy Officer,
SHC Direct
|
| 9:15am | Profitable Growth in Emerging Markets R. Siisi Adu-Gyamfi, Senior Vice President International and Marketing
Textron Inc. Growth comes in all forms -- increase share of existing products in
current markets, move up and down the value chain, introduce new
products, expand into new businesses and expand into international
markets etc. This session will explore expansion into emerging markets.
The stages of entering emerging markets, key investment
considerations, pitfalls and risk/reward will be discussed. A case study of a US company that took the leap in 1993 to China
and its successes in 2003 and beyond will also be discussed. |
| 10:00am | Networking, Refreshment and Exhibition Break |
| 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:
David Resnick, Vice President of Sales and Marketing, TFC Inc.
Thought Leader Panelists Include:
Velma Knowles, Managing Director, Marketing, AAA Auto Club South Patricia Hewitt, Vice President, Business Development, Fiserv Credit
Processing Services Robert Jones, Vice President Sales Support Operations, Qwest
Communications Ted Jansen, Vice President, Online Retail, Expedia, Inc.
David Smith, Director, Marketing Operations, Schneider Electric
In today’s hyper competitive markets, customer retention and growth
has become vastly more difficult and complex. Executives realize that
transforming and aligning their marketing, sales and technology teams
round the customers’ needs is required to maximize revenue and
profits; however many enterprises struggle with adoption internally and
traction externally. Executives need to build a strong business case
along with matching metrics to garner the required resources for this
challenging transition. Key questions that this interaction session will address include: What is the business case for transitioning your traditional marketing
model to a customer centric enterprise? How have organizations overcome critical obstacles in the transition? What technology tools have been employed to facilitate the transition? How do you know if your tactics are delivering increased customer
retention and profits? What customer centric metrics have you used? Which ones worked?
MS2. Stop Commoditization: Get Paid for Your High Value Solutions
Facilitator:
Don Gray, President, Sales Engineering Group
Thought Leader Panelists Include:
Jim Braselton, Senior Vice President, Sales & Marketing, Lafarge N.A.
Corporation The frustration facing many executives is the inability to differentiate
their products and services in the eyes of their customer. When there is
a gap between the value that products and services are designed to
deliver to customers and the value that customers are able to
understand and actually achieve, the result is loss of bottom-line
profitability. Key challenges this interactive session will cover include: The primary causes of commoditization of complex solutions -
How to transition from a product to a solution sale How to move beyond the "value added" to "value assurance" and create an unwavering confidence to invest within your customer -
How price negotiations and profitability are impacted by value dilution MS3. Brand Building: Engaging Your Target Audience with Rich Media
and Video Facilitator: Christopher B. Young, Executive Vice President, Rich Media,
DoubleClick Inc. Thought Leader Panelist Include:
Bladimiar Norman, Director of Interactive Marketing, Paramount
Vantage
Craig Oldham, Director, Internet Marketing, Allstate Insurance
Company
Kyoo "Q" Kim, Vice President of Sales, MSNBC.com
Barbara Cerf, Corporate Vice President, Women’s Market,
New York Life Research has shown that rich media and video generate higher brand
awareness and positively affects purchase intent more than any other
online ad format. Used effectively, it can offer marketers the chance to
extend brand reach and provide customers with a more immersive and
engaging advertising experience. But it's easy to fall into some of the
obvious traps and miss the chance to really connect with your
customers. Come hear this panel of distinguished rich media experts
talk about how to use rich media to your advantage in crafting your
overall marketing strategy. Key opportunities and challenges this interactive discussion will cover
include: -
Effective use of rich media and video to stand out in a cluttered
online environment Best practices for increasing brand awareness and interaction --
i.e., Giving your customer a worthwhile thing to do, avoiding
overcomplicated ads, steering clear of the annoyance factor and
maximizing logo presence Seeing beyond the click-through and understanding the robust
array of rich media metrics available. E.g., view through,
interaction rates and times, conversion, midpoint, average view
times and completes for video How to determine true ROI on rich media and video metrics MS4. The Secret to Effective B-to-B Lead Management Facilitator: Rich Rocco, Fogelman College of Business and Economics, University
of Memphis
Thought Leader Panelists Include: Dyann Calder, Director, Market Development, Cartus
Brian Waldman, Vice President of Marketing and Strategy,
Merchant Warehouse
David Tjaden, Vice President, Business Marketing, UnitedHealthcare
If ineffective lead management practices continue to foster a gap
between your sales and marketing organizations, you are not alone.
What should B2B marketers do to improve their lead management
process in order to start closing this gap? Participate in this hands-on
session and you’ll get the opportunity to interact directly with your peers
at other companies, learning (or sharing) some of the secrets to be
more successful in developing high quality B2B leads and improving
sales-marketing alignment.
Here’s a sampling of the questions that will be addressed:
- Which lead management strategies and tactics are working best for finding prospective customers and capturing their contact information and moving them from awareness to inquiry to consideration to purchase?
- Which lead management strategies and tactics are working best for finding additional sales and revenue opportunities from your existing customers?
- How can B2B marketers most effectively engage sales on lead generation issues in order to improve sales-marketing alignment?
- Which aspects of your lead management process should be handled in-house and which are better outsourced?
- What is the best way to close the loop on results and determine your ROI from lead management programs?
|
| 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 Roundtables
Thought Leaders host a menu of luncheon discussions on pertinent industry issues. Dine and dish with industry experts. The list of discussion topics will be available on-site. |
| 1:30pm | INTERACTIVE Breakout Sessions: Create, Communicate & Connect
Participant-driven discussions focusing on your key challenges and concerns.
Choose one of the following:
RT1. Customer Data Integration Creating a Single View of Your Customer
Facilitator: Bernard Gracy, Vice President Global Strategy, Product Management,
and Marketing, Pitney Bowes Group 1 Software The data you need to run applications, understand customers and make
critical business decisions is likely already in our possession. But for
most companies, this information is stored in disparate systems using
inconsistent formats making it unwieldy if not impossible to get the
answers you need. Data Integration deals with these real-world
obstacles by combining two or more data sets in ways that support your
specific information management needs. The idea of pulling together data to get a more accurate view of
customers is not a new concept. Businesses have been creating data
warehouses and data marts for years. And while issues around data
quality and accuracy still exist, users are often faced with a greater
challenge-how to analyze files and create usable output. This interactive session will discuss the obstacles and challenges that
you face today, and the benefits of reaching that single view of your
customers. Key Take-Aways: - Transform disparate data into actionable information
- Bring data together for customer analytics, billing consolidation, address quality, business to business communication, and much more
- Use effective data integration to drive up-sell and cross-sell opportunities
RT2. Sales Resource Optimization Facilitator: Scott Sims, Principal, ZS Associates 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. Balancing Paid and Organic Search
Facilitator: Patricia Hursh, President and Founder, SmartSearch Marketing
This interactive session will focus on the two main aspects of search
engine marketing: pay-per-click search advertising (PPC) and search
engine optimization (SEO). The session will focus on how searchers
respond to various types of listings, the pros and cons of each method,
how to decide which to use and when, best ways to integrate, and how
to measure/compare results. Key Take-Aways: - SEO vs PPC decision criteria
- Compelling reasons to integrate both methods
- How to isolate and measure results
- Tips on maximizing your ROI
RT4. Establish a Sustainable Competitive Advantage through Effective
Marketing Intelligence
Facilitator:
Don Neal, Chief Executive Officer, Private Equity Marketing Inc.
The data made me do it! Marketing intelligence is not market research -
this is not about cookie lined focus group rooms or cameras in your
shower - it is however about understanding real life, in market response
at the campaign level and using it to drive success metrics. In this
interactive session we will focus on how to acquire and interpret in-
market data from multiple channels and across various consumer
constituencies (prospects, customers and influencers) in a closed-loop
feedback system in order to optimize the consumer experience and
generate the maximum customer value. Key Take-Aways include: Cohort level segmentation - Framing the opportunity and creating a
targeting hierarchy Evolving data into insights - developing personas, mapping a user
experience, creating dynamic communications and co-owning the
moments of truth with your consumer Analytics best practices: Using reporting to optimize consumer
experiences across the key touch points...often in real time |
| 3:00pm | Networking, Refreshment and Exhibition Break |
| 3:30pm | Ask the Experts! Panel Discussions
Choose one of the following:
1. Linking Branding with Corporate Strategy
Moderator:
Brian Chapman, Director of Marketing Communications, Honeywell, Inc. Panelists Include:
Velma Knowles, Managing Director, Marketing, AAA Auto Club South
Randall Rozin, Global Director, Branding & Marketing
Communications, Dow Corning Corporation
David Smith, Director, Marketing Operations, Schneider Electric
C-level executives know the brand is an extremely important corporate asset, critical to the success of their organizations. But do they understand the nuances required to keep the brand "king" and hold marketers, communicators and sales executeves accountable for both upholding brand values and protecting brand reputation. This reality provides both a challenge and an opportunity for senior marketing executives to, among others:
Validate and direct corporate strategy Navigate the nuances of keeping the brand "king" Ensuring the brand accurately represents the business 2. Harnessing the Power of Blogs Moderator:
Grier Graham, Vice President Sales & Marketing, TechDirt, Inc.
Panelists Include: Peter S. Mahoney, Vice President, Worldwide Marketing & Operations
Speech Division, Nuance Communications, Inc.
David Doucette, Director Internet Strategy, Fairmont Hotels &
Resorts Rick Short, Marcom Director, Indium Corporation Lee Aase, Manager - Media Relations, Research Communications and
New Media, Mayo Clinic
Jeremiah Owyang, Director of Corporate Media Strategy, Podtech.net Many companies now routinely monitor the web to track what bloggers
are saying about their services and products. Some intrepid companies
go a step further setting up their own blogs or allow their employees to
blog and comment on other blogs in order to have a voice in the free-
ranging un-moderated discussion that’s taking place every hour of
every day on the internet in real-time. But companies on the cutting
edge are harnessing the power of blogs in exciting new ways and taking
their marketing efforts to a whole new level. Share the knowledge and gain insight from our expert panel with
experience from the bleeding edge of the blogosphere. Learn the new
strategies they’ve developed and are implementing to gain even more
value from blogs and blogging. The panel will offer tips and ideas for monitoring blogs, discuss the right
ways and the wrong was to take part in a blog "discussion," how to
interact with bloggers and the dos and don’t ever dos of corporate
blogging. They’ll also discuss new ways to tap into independent bloggers
as a reservoir of ideas and a source of insightful commentary and
analysis for your corporate blog. |
| 4:30pm |
Lifetime Achievement Awards 2007: Honoring Pioneers of Sales and Marketing
Moderator:
Mila D'Antonio, Managing Editor, 1to1 Magazine, Peppers & Rogers
Group, a division of Carlson Marketing Worldwide
Award Recipients Include:
Fredrik Winterlind, Senior Vice President, Enterprise Management
Solutions, CH2M HILL
Donald R. Friedman, Executive Vice President, Chief Marketing Officer
CA, Inc.
Artie Bulgrin, Senior Vice President, Research & Sales Development
ESPN, Inc.
Jeff Hazylett, Chief Marketing Officer and Vice President, Graphic
Communications Group, Kodak
|
| 5:30pm | Conclusion |
| 5:30pm | Crab and Clambake Festival |
RETURN TO: Home > Our Services > Events > Event HomePage 
