2009 B-to-B Marketing in the New World

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B-to-B Marketing in the New World

Two of the biggest brands in the marketing industry have combined forces to produce a two-day event tailored to the needs of b-to-b marketers amid an unprecedented business climate and a rapidly changing digital communications environment. B-to-B Marketing in the New World is a joint production of ANA (Association of National Advertisers), the industry's premier trade association dedicated to marketing and brand building, and BtoB, the leading magazine and online resource for b-to-b marketers.

B-to-B Marketing in the New World will provide actionable ideas to help b-to-b marketers not just survive, but thrive, in the current economy, while also preparing to be ready for accelerated growth when the recovery finally begins. Further, the conference will help marketers properly integrate their use of emerging digital options (such as blogs, social media, and mobile) with existing communication channels (including print, online, and events).

Speakers are senior-level executives from companies/organizations including Allstate, American Express, AON, Avaya, CareerBuilder.com, HP, Iron Mountain, Motorola, Pitney Bowes, Sybase, and USG Corporation. Meanwhile, members of the editorial staff of BtoB magazine will provide additional insight via moderated panels and facilitated question-and-answer sessions.

At the end of every session, each speaker and panelist will answer timely questions:
- Given today's economy, what marketing activities have you shelved, delayed, re-thought, or increased?
- What's working for you, and what's not, in digital media?

The two-day conference will be fully loaded with content and is priced aggressively in recognition of current times. For ANA members, individual registration is $695, or a company can purchase a corporate package for up to four individuals for only $995. For others, individual registration is $795, or a company can purchase a corporate package for up to three individuals for only $995.

Hosted by:
Ellis Booker
Editor
B-to-B Magazine

Dawn DiMartino
Vice President, Marketing Programs and Analytics
Iron Mountain
Chair, ANA Business-to-Business Marketing Committee

When

Begins:	Tuesday, August 4, 2009 at 7:30am
Ends:	Wednesday, August 5, 2009 at 12:15pm

Where

W Chicago City Center
172 W. Adams
Chicago, IL 60603

The ANA has negotiated a special room rate of $239/night. The reservation cut-off date is July 17, 2009, after which prevailing rates apply. Please call 1-877-946-8357 to make your reservation.

Please visit W Chicago City Center.

Agenda

Tuesday, August 4, 2009
7:30am	Breakfast Sponsored by GyroHSR
8:30am	General Session WELCOME Bob Liodice President and Chief Executive Officer ANA Bob Felsenthal Vice President, Publisher B-to-B Magazine ______________________________________________________________ MAXIMIZING YOUR INVESTMENT IN B-TO-B MARKETING Motorola's b-to-b customers and prospects are allocating significantly more time to online-watching videos, reading blogs, interactive white papers, and e-zines. As a result, the company has been shifting its marketing mix from traditional to online media. Now more than 50 percent of Motorola's communications spend is online, and this includes the shift of direct marketing activities to online. Motorola has truly mastered the use of online direct marketing via reduced/more-efficient spending, better tracking of leads for conversion to sales, and improved ROI. Key learnings on how b-to-b companies can remain effective, even during a recession, through the use of smarter online communication will be presented. Eduardo Conrado Chief Marketing Officer, Broadband Mobility Solutions Motorola, Inc. View Snapshot Q&A Session Ellis Booker Editor B-to-B Magazine ______________________________________________________________ SMALL BUSINESS INSIGHTS: A NEW WORLD FOR B-TO-B MARKETERS The VP of brand strategy and marketing of American Express OPEN, the unit that caters to small business, will share insights on the small business sector and key marketing trends in the 2009 "do more with less" economic climate. Practical ideas will be presented that help marketers enhance their brands while cutting costs. In addition, this session will cover tips for creating/expanding new channels, repositioning your brand/products to be relevant in this environment, and driving marketing efficiencies through the use of social media. Marcy Shinder Vice President, Brand Strategy and Marketing American Express OPEN Q&A Session Kate Maddox Senior Reporter B-to-B Magazine ______________________________________________________________ INTEGRATED MARKETING CHALLENGES & OPPORTUNITIES For the second year in a row, integrated marketing ranks as the top concern among client-side marketers, according to an ANA poll. It’s a particular challenge for b-to-b marketers that rely heavily on the personal selling efforts of their sales force, dealers, or agents (like Allstate). This one-on-one chat features Allstate’s VP of integrated marketing communications and a senior faculty member from Northwestern University’s Medill School, Department of Integrated Marketing Communications. Their discussion will highlight how Allstate integrates its communications to b-to-b and b-to-c segments and how the company is successfully integrates digital media with existing communication channels. View Snapshot Lisa Cochrane Vice President, Integrated Marketing Communications The Allstate Insurance Company Thomas H. Hayden Lecturer Medill School, Department of Integrated Marketing Communications Q&A Session Ellis Booker Editor B-to-B Magazine ______________________________________________________________ 10 B-TO-B ISSUES IN 50 MINUTES In this rapid-fire session, a panel of b-to-b experts will cover a lot of ground in a short period of time, discussing and debating these issues: Budget Cuts: Where are you cutting your marketing budgets? For others making these hard decisions, what's your advice? The Decision Maker: B-to-b customers are often hidden by multiple intermediaries and influencers. How does one find the real decision makers? Analytics: What's new with b-to-b analytics? Is there data that you still want that these platforms fail to deliver? Events: Are you reducing use of in-person events as a marketing channel? How should marketers use events these days given the bad publicity surrounding customer "parties"? Procurement: Are client-side procurement/sourcing specialists playing a bigger role in advertising and media decisions? B-to-B Creative: What's the quality of b-to-b creative work for new media? Where do you see room for improvement? Risk Taking/Experimentation: Are you more or less willing to take risks and experiment given the current economy? Up-Selling/Cross-Selling: It's more cost effective to up-sell and cross-sell to existing customers than to acquire new ones. Given the pressures on customers' budgets, what are some effective strategies to up-sell and cross-sell? Low-Cost Lead-Gen Tools: Webinars and white papers are two favorites for many marketers. What else is working? Marketing Versus Sales: Is the harsh economy helping or hurting this inter-department relationship? Moderator Dawn DiMartino Vice President, Marketing Programs and Analytics Iron Mountain Chair, ANA Business-to-Business Marketing Committee Panelists Phil Clement Global Chief Marketing and Communications Officer AON Corporation Linda McGovern Director, Marketing USG Corporation Howard Sherman President Doremus Gary Slack Chairman, Chief Experience Officer, Partner Slack Barshinger ______________________________________________________________
12:55pm	Luncheon Sponsored by The Wall Street Journal Office Network LEVERAGING THE WORKPLACE AS A B-TO-B MARKETING OPPORTUNITY Jim Harris Chief Executive Officer The Wall Street Journal Office Network
2:25pm	General Session, cont. THE SOCIAL IMPERATIVE IN B-TO-B MARKETING The biggest fallacy in b-to-b marketing is that since companies aren’t people, you can’t use social technologies to reach them. In fact, as Forrester surveys show, b-to-b buyers are far more likely to participate in social applications like blogs, communities, and online video than their b-to-c peers and to use these tools to help them make business decisions. Forrester’s VP and principal analyst will reveal new research on how the power of social technologies can be used to one’s advantage in b-to-b, what works, and what doesn’t, featuring case studies with proven value. The session will answer these questions: How do b-to-b buyers participate in social technologies? What objectives can b-to-b marketers accomplish using social technologies? What are the best practices for marketing to business buyers with social technologies? Josh Bernoff Vice President and Principal Analyst Forrester Research, Inc. Coauthor of Groundswell, on how to turn the force of customers connecting to your own advantage. Q&A Session Kate Maddox Senior Reporter B-to-B Magazine ______________________________________________________________ HOW B-TO-B MARKETERS ARE USING NEW MEDIA A joint survey from ANA and BtoB will explore the usage and best practices of new media platforms (such as search, social networks, user-generated content, podcasts, blogging, and more) among b-to-b marketers. The study will analyze spending, measurement/ROI, resource allocation, and integration with other elements of the communications mix. Importantly, the research sample will include business-to-consumer marketers as well, and findings among b-to-b marketers will be compared and contrasted with b-to-c marketers and trended with a similar survey conducted two years ago. View Snapshot View Presentation Moderator Frank Dudley Chief Marketing Officer MKTG Panelists Paul Dunay Global Managing Director of Services Marketing Avaya, Inc. Jason Ferrara Vice President, Corporate Marketing CareerBuilder.com ______________________________________________________________ COMPETING ON WEB ANALYTICS A few years ago companies created a competitive advantage simply by being online and having a presence in the digital realm. Unfortunately, the first-mover advantage has largely evaporated in most sectors, forcing companies to look elsewhere for strategies to make better decisions and maximize the value of the online channel. In this groundbreaking presentation, Eric Peterson will outline how great organizations use analytics in the increasingly fragmented online channel to trump their rivals and how people, process, and technology should be leveraged to create a competitive advantage. If you’ve ever struggled with your digital measurement efforts, either because you didn’t trust the data, didn’t understand the data, couldn’t get the data you actually needed, or couldn’t use the data you had been given, this session will be of great benefit. You’ll learn how to transform your current use of Web analytics data by creating a digital measurement roadmap, hear first-hand about the successes your peers and competitors are already reporting, and gain valuable insights into deploying the best technology, hiring the best people, and creating the best business processes designed to improve your ability to compete in the online channel. Eric T. Peterson Founder Web Analytics Demystified View Snapshot View Presentation Q&A Session Dawn DiMartino Vice President, Marketing Programs and Analytics Iron Mountain Chair, ANA Business-to-Business Marketing Committee ______________________________________________________________
5:00pm	Adjournment Dinner on own
Wednesday, August 5, 2009
7:30am	Breakfast Sponsored by Silverpop
8:30am	General Session GETTING THE MOST BANG FOR YOUR MARKETING BUCK Economic downturns are blessings in disguise for the frugal marketer. An organization’s marketing function plays an even larger role in recessionary times, as limited resources must be applied to the greatest opportunities to increase sales and achieve a sustainable competitive advantage. B-to-b companies can optimize their marketing spend via smart use of online marketing and social media. Those vehicles are transforming marketing in a cost-effective way by offering new means of collaboration in a virtual environment using an authentic voice—the customer’s. As a result, your organization will be in a much stronger position to capitalize on the economy’s resurgence. Mark Wilson Vice President, Corporate Marketing Sybase, Inc. View Snapshot View Presentation Q&A Session Ellis Booker Editor B-to-B Magazine ______________________________________________________________ HERDING CATS: CREATING ALIGNMENT BETWEEN MARCOM OPS AND TRANSFORMATIONAL CORPORATE STRATEGY Integration’s most daunting task is aligning disparate marketing communications operations, including digital, in the necessarily decentralized and matrixed corporation. This session will bring together a panel of senior marketing executives who are meeting the challenge of doing so, even as their companies’ corporate strategies are driving major transformation in order to respond to present market dynamics. Moderator Rick Segal Chief Executive, North America and Global B-to-B Practice Leader GyroHSR Panelists Bill Fox Senior Vice President, Fidelity Communications and Advertising Fidelity Investments Juanita James Chief Marketing and Communications Officer Pitney Bowes Inc. Susan Popper Senior Vice President, Marketing Communications SAP ______________________________________________________________ THE AWAKENING - B-TO-B COMPANIES ACKNOWLEDGE THE NEED FOR GREATER MARKETING PROWESS AND THAT IT WINS INCREASED MARKET SHARE Historically B2B marketers were seen as role players; they often seemed to play a less significant part than their B2C counterparts and were more likely to be considered synonymous with supporting the sales force than the core driver of corporate success. In a recent ANA/Booz & Company study we discovered that those days are rapidly coming to an end. B2B marketing is becoming central to the success of many B2B firms, and strong B2B marketing capabilities appear to be a key driver of top-line growth and market share. John Jullens, Principal, Booz & Company will lead a panel of key B2B marketers who will discuss what specific changes have taken place to cause this shift and what other B2B marketers can learn from these findings. View Snapshot Moderator John Jullens Principal Booz & Company Panelists Nicole Ames Senior Marketing Communications Specialist Liberty Mutual Group Terry McDougall Director, Marketing and Client Strategy BMO Capital Markets Alexander Schmidt Director, Marketing Canadian Bank Note Company, Limited ______________________________________________________________ CONFERENCE WRAP-UP: CONNECTING THE DOTS The final session at B-to-B Marketing in the New World will feature editors from BtoB Magazine and the Conference Co-Chairs in a roundtable setting summarizing the major take-aways of the two-day conference. Reflecting on the formal sessions--as well as on-the-ground conversations with conference attendees--they will connect the dots that will lead to greater insights that will help you build your brands and grow your businesses. This session will conclude with audience Q&A. Panelists Ellis Booker Editor B-to-B Magazine and BtoBOnline.com Sean Callahan Media Editor B-to-B Magazine Kate Maddox Senior Reporter B-to-B Magazine Dawn DiMartino Vice President, Marketing Programs and Analytics Iron Mountain Chair, ANA Business-to-Business Marketing Committee
12:15pm	Conference Adjournment

2009 B-to-B Marketing in the New World

When

Where

Agenda

Tuesday, August 4, 2009

Wednesday, August 5, 2009

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