Boston 2012 Agenda
Monday, October 1, 2012
| Program Topic & Speakers | |||||
| 7:30-8:30am | Breakfast / Exhibits • Commonwealth Hall | ||||
| 8:30-9:00am | Welcome Invitation • Amphitheater Shawn Elledge, Program Chair, DemandCon |
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| 9:00-9:45am | Keynote • Amphitheater SiriusDecisions Jay Gaines, Group Director, SiriusDecisions |
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| 9:45-10:15am | BREAK/EXHIBIT HALL • Commonwealth Hall | ||||
| 10:15-11:00am | Sales Room • Amphitheater |
Marketing Moderator: Stefan Tornquist, VP of Research, eConsultancy Room • Waterfront Ballroom 2 |
Alignment Workshop Room • Waterfront Ballroom 3 |
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| Social Selling: Unleashing the Power of Social Media on B2B Sales Enablement Peter Ostrow, VP/Research Group Director, Sales Effectiveness Analyst, Aberdeen |
Panel: Content Strategies Michael Paradiso, VP, Content & Messaging, CA Technologies Ann Handley Author of “Content Rules,” Chief Content Officer, Marketing Profs; Andrew Gaffney, Editor/Publisher, Demand Gen Report (DGR) |
Solution Selling Meets the Buyer’s Journey: A Roadmap to Successful Sales and Marketing Alignment Presented by Tim Sullivan, Sales Performance International and Charles Besondy, Besondy Consulting & Interim Management, LLC. |
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| 11:15am-12:00pm | Sales Room • Amphitheater |
Marketing Room • Waterfront Ballroom 2 |
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| Making Your Sales Force Smarter, Faster: Transforming Sales Alignment from an Event to a Continuous Process Eric Blumthal, CEO, Count 5; Michael F. Sunderman, Executive Director, Global Learning, Verizon |
Simplifying the Complex: How eTouches Turns Massive Amounts of Contact and Event Data into Fuel for Smarter Marketing Campaigns Ellen Valentine, Product Strategist, Silverpop Suzanne Carawan, Vice President of Global Marketing, eTouches |
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| 12:15-1:30pm | Lunch on the Exhibit Floor Room • Commonwealth Hall |
LUNCH & LEARN Demand Generation Panel Room • Waterfront Ballroom 2 Moderated by Carlos Hildago, CEO, Annuitas Group and the Marketing Automation Institute; Jeff Seymour, Sr. Manager Demand Center, FiServ; Becky Bilinghurst, Sr. Manager, Customer Insight, Herman Miller, Raeanne M. Huskey, Marketing Services VP, USA Financial |
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| 1:30-2:15pm | Sales Room • Amphitheater |
Marketing Room • Waterfront Ballroom 2 |
Alignment Workshop Room • Waterfront Ballroom 3 |
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| Linkedin for Sales Success Shelly Kramer, President, V3 Integrated Marketing |
Digital Marketing for SMBs — The Big Equalizer Atri Chatterjee, CMO, Act-On Software |
Lead Process How to align your marketing-driven sales lead processes to better meet sales’ needs (How the cool cats in marketing can help the big dogs in sales) Mac McIntosh President and Principal Consultant, Mac Mcintosh Inc. |
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| 2:30-3:15pm | Sales Room • Amphitheater |
Marketing Room • Waterfront Ballroom 2 |
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| Sales Program – How to Shorten Sales Cycles Tim Sullivan, Director, Sales Performance International |
Personas – Marketing Tools to Accelerate Sales Laura Patterson, President, Vision Edge Marketing |
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| 3:15-3:45pm | BREAK/EXHIBIT HALL Room • Commonwealth Hall |
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| 3:45-4:30pm | Sales Room • Amphitheater |
Marketing Room • Waterfront Ballroom 2 |
Workshop Room • Waterfront Ballroom 3 |
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| BizSpeak – The Good, The Bad, & the Unforgiveable Trish Bertuzzi, President & Chief Strategist, The Bridge Group |
Targeted Contact Mapping & Campaign Content Alignment Steve Barnard, Manager, Relationship Marketing, Lenovo; Lisa Bauerlein, Marketing Campaign Analyst, Lenovo; Frank Willey, President of Asset Management, Oceanos, Inc. |
Sales Demand Generation Bret Smith, Managing Principal, High Impact Prospecting |
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| 4:45-5:30pm | 5 Steps to Establishing an Effective Sales & Marketing Methodology Room • Amphitheater Ellie Mirman, Head of Marketing, Mid-Sized Business Segment, HubSpot Mitch Knight, Director of Corporate Sales, salesforce.com |
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| 5:30-7:30pm | NETWORKING RECEPTION on the Exhibit Floor • Commonwealth Hall |
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Tuesday, October 2, 2012
| Program Topic & Speakers | |||||
| 8:00-8:20am | Breakfast / Exhibits • Commonwealth Hall | ||||
| 8:20-8:30am | Welcome Remarks • Amphitheater Shawn Elledge, Program Chair, DemandCon |
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| 8:30-9:05am | Keynote • Amphitheater Revenue Performance Management Trip Kucera, Aberdeen Group |
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| 9:10-9:45am | Keynote • Amphitheater The Future of Venture Backed Business Steve Gershik, CMO, 28Marketing & Scott Maxwell, Founder, OpenView Partners |
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| 9:45-10:15am | BREAK/EXHIBIT HALL • Commonwealth Hall | ||||
| 10:15-11:00am | Sales Room • Amphitheater |
Marketing Room • Waterfront Ballroom 2 |
Alignment Workshop Room • Waterfront Ballroom 3 |
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| How to Implement a Successful Sales Enablement Strategy Tim Riesterer, Chief Strategy & Marketing Officer, Corporate Visions; Brian McGuire, Senior Director, Marketing Communications, ADP |
Measuring Marketing Impact and Key Issues Felt at the Exec Level Moderator: Jon Russo, CEO, B2B Fusion Group; Brian Kardon, CMO, Lattice Engines; Hunter Montgomery, Vice President of Marketing, Vocus; Corey Livingston, Sr. Director, Marketing Operations, Level 3 Communications |
Lead Scoring Four and Half Steps to Creating a Lead Scoring Model that Sales Respects Mac McConnell, Blue Bird Strategies |
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| 11:15-12:00pm | Sales Room • Amphitheater |
Marketing Room • Waterfront Ballroom 2 |
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| Integrating Telesales & The New Sirius Waterfall Jeffrey Wright, Director, MarketOne International; Melissa Centrella, Director, Interactive Marketing, Virgin HealthMiles |
Buyer Engagement: Top 10 “Worst Practices” and What to Do Instead Michael A. Brown, President, B2B Engage; Randy Byrne, VP of Marketing, Malvern Instruments |
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| 12:00-1:30pm | Lunch on the Exhibit Floor Room • Commonwealth Hall |
Lunch & Learn Room • Waterfront Ballroom 2 Case Study: Driving Sales Results Thru Digital and Social Innovation Cheryl L. Mikovch, Global Senior Marketing Manager, IBM Inside Sales Marketing |
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| 1:30-2:15pm | Sales Room • Amphitheater |
Marketing Room • Waterfront Ballroom 2 |
Alignment Workshop Room • Waterfront Ballroom 3 |
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| Channel Enablement Maria Chien, Sr. Analyst, SiriusDecisions |
Case Study: Mimecast’s B2B Data Makeover Story Maribeth Ross, VP of Marketing, NetProspex; Beverly Chiarelli, Senior Marketing Manager, Mimecast |
Lead Nurturing Aligning Sales & Marketing Through Lead Nurturing Carlos Hidalgo, The Annuitas Group |
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| 2:30-3:15pm | Sales Room • Amphitheater |
Marketing Room • Waterfront Ballroom 2 |
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| Sales Presentations that Accelerate Your Sales Funnel Joby Blume, Managing Consultant, Bright Carbon |
Marketing Automation Showdown Featuring Chris Murphy, Segment Marketing Manager, EMEA and Resellers at Silverpop; Scott Fehr, Director of Solutions Consulting, Eloqua; Jon Miller, VP Marketing, Marketo; hosted by Bernice Grossman, President, DMRS Group, Inc. |
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| 3:15-3:45pm | BREAK/EXHIBIT HALL Room • Commonwealth Hall |
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| 3:45-4:30pm | Sales Room • Amphitheater |
Marketing Room • Waterfront Ballroom 2 |
Workshop Room • Waterfront Ballroom 3 |
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| Are you still selling at the speed of dial-up in an always-on world? Andy Paul, Author, Zero Time Selling |
Web Traffic in the Funnel Will Waugh, Global Interactive Marketing Lead, SAS |
Account-Based Marketing Workshop Jennifer Pockell-Wilson, VP of Marketing and DemandOperations, Demandbase |
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| 4:45-5:30pm | Keynote Room • Amphitheater Driving Exponential Growth in the B2B World Sean Geehan, CEO and Founder, Geehan Group |
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Wednesday, October 3, 2012 – Optional Workshop 9am – 4pm
| Creating a Funnel-Driven Marketing Plan Your CEO will Love Charles Besondy, President, Besondy Consulting |
