Part Two: Acceleration
"ON THE ROAD: Marketing Navigation in a World of Perpetual Change."
Wednesday, June 5, 2019 at the Reuters Building, 3 Times Square, New York, NY
We believe that success in our business is not a destination. It’s an endless journey, a perpetual road trip. Stop building your dream home and start thinking about what you’ll have room for in your car. Those who keep moving, changing and experiencing will define success. And we believe that any good road trip depends on knowing the terrain, packing the right cargo, keeping the right fuel in the tank and choosing your passengers well.
At the June 2019 Seller Forum, we focus on Acceleration. Yes, the trends, issues, changes and crises we deal with as managers are actually coming at us faster every year. And critically, so must our own process and strategies speed up. In this hands-on, peer-to-peer gathering, we’ll learn how to accelerate talent acquisition and hiring; to accelerate the sales cycle; to move beyond the cumbersome, anachronistic world of campaigns and RFPs and into a world of always-on opportunity and service.
VP, Media Strategy & Platforms, Partner, President & Chief Client Officer, platformGSK, Director of the Center for the Digital Future, Global President, Media, Essence
Bayer Consumer Health
USC Annenberg School for Communication
VP, Media Strategy & Platforms,
President & Chief Client Officer, platformGSK,
Director of the Center for the Digital Future,
Global President, Media, Essence
Companies Registered to Attend
10:30 – 10:40
Welcome & Ground Rules
10:40 – 11:10
The Long View of Disruption: Jeffrey Cole on Consolidation, Expansion & the Road Ahead
Through his work at the Annenberg School and the USC Internet Project, Jeff Cole has been watching the digital disruption of media, marketing, entertainment and consumer behavior closer and longer than anyone. If you’ve seen him speak, it’s likely been from the darkened audience at a major conference. In this intimate, close up presentation, you’ll hear from — and interact with — a legendary analyst and strategic thinker and learn to spot the winners, losers and new ideas of the next cycle.
With Special Guest Jeffrey Cole, Director of the Center for the Digital Future, USC Annenberg School for Communication
11:10 – 11:15
Underwriter Message: Index Exchange
11:15 – 11:55
Highway to Hello: Talent Sourcing, Interviewing & Hiring at the Speed of Digital
The most vital resource and biggest open business issue in our industry is always talent. Companies don’t stop growing, good people will change companies, and we need proactive strategies and practices to keep the talent pipeline moving. So why can’t we get this right? In this hands-on working discussion, we’ll go inside the operation and examine the steps, questions, players and patterns that make for a great process. Participants will come away with a blueprint for reinventing their own hiring approach and that of their companies.
11:55 – 12:25
Breaking Away: The Counterprogramming Success of Giant Spoon
What do you call a full-service agency that eschews RFPs and reunites creative and media through the lens of culture? You’d call it Giant Spoon, one of the hottest shops in the industry. In this candid conversation, Partner Laura Correnti — who also hosts the highly-acclaimed Adlandia podcast — tells us what’s working, what’s ahead and how to crack the code of working with non-conformist agencies.
With Special Guest Laura Correnti, Partner, Giant Spoon
Interviewed by Doug Weaver, Upstream Group
12:25 – 12:30
Underwriter Message: Digital Remedy
12:30 – 1:10
1:10 – 1:15
Underwriter Message: PubMatic
1:15 – 1:20
Fast & Furious: Our Seller Forum Sales Leadership Poll Results
Want to know how much others are paying a seasoned rep at goal? How about performance vs. goal for last quarter and confidence in next? We’ve been anonymously collecting this data and more for well over a decade, and as a Seller Forum attendee you’ll be among the first to see the latest numbers. You won’t want to meet with your CEO without having this data at your fingertips.
1:20 – 1:55
The Road That Leads Home: The In-Housing of Marketing & Media
Marketers asserting greater control over the strategy, execution and technical support of their digital advertising is a hard trend in our business. A historic global brand, Bayer Consumer Health, has been an early and vocal advocate for In-Housing, and has set the pace for others. In this intimate conversation, we learn what it takes for media providers to engage fully and directly with client-direct media professionals.
With Special Guest Josh Palau, VP, Media Strategy & Platforms, Bayer Consumer Health
Interviewed by Aaron Gallagher, Discovery
1:55 – 2:00
Underwriter Message: Facebook Audience Network
2:00 – 2:50
The Long & Winding Road: Shortening the Sales Cycle
Unqualified prospects, unprepared first meetings, slow response times, bureaucratic glitches in fielding proposals; these are just some of the reasons why the digital sales cycle is out of control. In this focused, highly-interactive working session, we’ll address the issues and build real action plans for a tighter, more intentional sales cycle. Because getting out of our own way is often the most important first step.
2:50 – 3:15
Potholes: 9 Practices, Policies & Customs that Sink Sales Teams & Frustrate Managers
In his work with over a hundred digital sales organizations in the past five years, Upstream Group CEO and Seller Forum Host Doug Weaver has seen the behavior patterns and assumptions that sabotage sales teams as they try to keep pace with a fast-changing market. In this provocative overview, he identifies and offers fixes for many of the moments that change deals, companies and careers.
Presented by Doug Weaver, CEO, Upstream Group
3:15 – 3:45
Networking & Refreshment Break
3:45 – 4:45
Where Do We Go From Here? Existential Change in the Age of Platform Dominance
Publishers and agencies have one very big thing in common: at a time of increasing marketer consolidation with, and reliance on, the dominant platforms, they both need updated playbooks. In a closed-door throwback to the freewheeling industry town hall discussions of the early 2000s, we’ve invited top sales leaders and industry execs to answer the question What Now? and discuss plans and models for thriving in the platform age. We’ve saved the best for last, so enjoy an early beverage, have your say, and hear bold ideas from many of the industry’s brightest lights.
With Special Guests Shenan Reed, President & Chief Client Officer, platformGSK, Publicis Groupe; Adam Gerber, Global President, Media, Essence and Jon Kaiser, Executive Director, Integrated Investment, Hearts & Science
Responses & Questions by Todd Haskell, Hearst; Karen Schuchardt, NBCUniversal and Peter Naylor, Hulu
4:45 – 5:00
5:00 – 6:30
Cocktail & Networking Reception
Our closing segment flows seamlessly into our on-site cocktail and networking time just outside our meeting space at Reuters.