Leading Organizational Success in 2019 and Beyond

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Wednesday, October 17, 2018 at Viacom, 1515 Broadway, New York

Overview | Agenda | Speakers | Participating Companies | Networking Reception | Get Invited

It’s no secret that success in sales today depends on a triumph of  organization.

No longer is the sales leader focused just on how – and how much – sellers are selling. Her organization is now fully dependent on operations, content, yield, finance and a host of other players. She is now connector, organizer and optimizer. She is fully aware of the subtle interactions between departments and functions – some which she may fully control, others not. So far this year, the Seller Forum has helped our participants turn down the noise and connect with innovation on a very personal level.

In October, at our final forum of the year, we take on the biggest topic of all – how the sales leader thrives within complex organizations. We’ll offer case studies, best practices and clear ideas to help you not just control the musicians, but to lead them into a new level of harmony.

Get Your Invite

10:30 am – 5:00 pm at Viacom. Seating is Limited.
Cocktail & Networking Reception 5:30 – 7:30 pm.


Upstream Seller Forum, October 17, 2018

10:00 – 10:30Coffee, Registration & Seating
10:30 – 10:40Opening, Set-up & Ground Rules
10:40 – 10:45A Word from our Principal Event Sponsor, Oath
10:45 – 11:20What’s Working, What’s Not: An Insider’s Look at Today’s Digital Ecosystem
If he only relied on his background in media, technology, operations, strategy and more, Matthew Scott Goldstein would still be a formidable source of insight and perspective for the sales leader. But it’s his constant insider interviews and careful, dedicated monitoring of earnings calls that makes his .msg email newsletter a must read… and this interview/presentation a can’t miss.

With Special Guest Matthew Scott Goldstein, Advisor/Consultant, .msg

11:20 – 12:05Finding Neverland: Hacking Your Way to Inter-Departmental Harmony
To succeed, the sales team must rely on many teams and departments it doesn’t control… including the ones it supposedly does control. Sales leaders must find ways to motivate, encourage, cajole and inspire account management, creative services, ops, legal and many others to deliver what sales needs in order to compete. Top sales leaders share their approaches, both organizational and personal.

Led by Sarah Iooss, Mic; Peter Naylor, Hulu; and Amy Wilkins, Smithsonian Media

12:05 – 12:25Strategy & Planning Not Doing the Trick? Time to Try Values
In this provocative, interactive keynote, Upstream Group CEO and Seller Forum host Doug Weaver lays out the core values that create sustainable excellence in sales organizations – and in the organizations they touch and rely on. Spoiler alert: They’re also pretty good for the people who live up to them.
12:25 – 12:30A Word from our Luncheon Sponsor, SalesforceDMP
12:30 – 1:20Luncheon & Networking
1:20 – 2:05Refining Your Sales Strategy for Success
Sales teams often walk a delicate line between offering what is strategically desirable and what is technically feasible. In this joint interview with the Digital Investment and Digital Operations & Technology leads from Amplifi, Dentsu Aegis Network’s global media investment platform, we’ll discuss their thoughts on how sales teams can better partner with agency teams to deliver the best possible outcomes for advertisers.

With Special Guests Deva Bronson, EVP, Digital Investment, and David Murnick, EVP Digital Operations, Amplifi, Dentsu Aegis Network

Interviewed by Jeff Hackett, GroundTruth and Jeremy Hlavacek, IBM Watson Advertising

2:05 – 2:10A Word from our Networking Reception Sponsor, PubMatic
2:10 – 3:10Scenario Planning: What Would You Do If…?
Seller Forum is known for hands on, experiential, peer-to-peer learning. In this session, working groups will choose from among several real organizational challenges and develop concrete action plans. If your team is not seeing eye-to-eye with other departments or if polices, red-tape and personalities are getting in the way, you won’t want to miss this one-of-a-kind workshop.
3:10 – 3:30Networking & Refreshment Break
3:30 – 3:35A Word from our Entertainment Sponsor, comScore
3:35 – 4:05The Digital Sales Unicorn: So, Who Is It That We Need Now?
Today’s digital seller already has to know technology, content, agency politics, client businesses…and, oh yeah, how to actually sell! Now the plot has gotten even thicker, as many of our businesses are diversifying into marketing services, events and more. Does the seller who can master all this even exist? Or do we find new ways to support them through other departments and specialists? In this candid, interactive group discussion we’ll turn over all the cards.

Led by Katherine Divney, Seeking Alpha; Aaron Gallagher, Discovery; and Karen Schuchardt, NBCUniversal

4:05 – 4:10The Seller Forum Sales Leadership Poll: Just the Good Stuff
To make your hiring and staffing decisions and to project – often defend – your numbers, you’ve come to rely on our anonymous survey. You’ll find the new version of the poll leaner and more actionable.
4:10 – 4:55A Second Take on Ogilvy: Media Rising in the Land of the Creatives
Many of us have logically built our organizations to serve media agencies. In this provocative interview with the Head of Digital for Ogilvy USA – arguably the world’s most iconic creative shop – we’ll learn about the very real opportunities that exist for the media seller – if we’re willing to organize, approach and execute in new ways.

With Special Guest Robert John Davis, Head of Digital, Ogilvy USA

Interviewed by Doug Weaver, Upstream Group

4:55 – 5:00Closing Thoughts & Forum Concludes

Our Speakers


Deva Bronson speaker at 2018 October Seller Forum

Deva Bronson
EVP, Digital Investment, Amplifi, Dentsu Aegis Network

In her role Deva leads marketplace strategy and positioning across digital and publishing for all Dentsu Aegis Network agencies in the US. She works with client teams to drive thought leadership and maintain consistency around best practices.

A true digital native, Deva spent years within GroupM and Publicis agencies, with client experience spanning the technology, pharmaceutical, CPG, retail, financial services and B2B verticals. Deva also spent three years on the client side within the KFC Corporation developing and launching the brand’s digital marketing discipline.

Deva graduated from Smith College with a Bachelor’s Degree in Government (Political Science). She lives in the New York City area with her husband and son.

David Murnick speaker at 2018 October Seller Forum

David Murnick
EVP, Digital Operations, Amplifi, Dentsu Aegis Network

David is a media executive with 20 years of experience in traditional and digital marketing strategies across premium publishers, technology platforms and media agencies.

David joined Amplifi, the global media investment platform for Dentsu Aegis Network, in 2016 as EVP of Digital Operations & Technology. David oversees the ad operations, technology partnerships, business operations and terms and conditions teams across Dentsu Aegis Network in the US market. He is responsible for leading brand safety governance across all agency partners and serves as the Dentsu Aegis Network Trustworthy Accountability Group (TAG) Compliance Officer and Executive Council member.

Robert John Davis speaker at 2018 October Seller Forum

Robert John Davis
Head of Digital, Ogilvy USA

Rob is engaged as Head of Digital, USA at Ogilvy, running the agency’s digital experience and innovation capability. His career began in the ‘90’s running the content and creative side a pioneering ISP/web news start-up. He joined MTV Networks in the late ‘90’s, leading the experimental “convergence” team and launched the world’s first interactive game show, the 1999 hit “webRIOT.” Rob later led digital at Rainbow Media, revitalizing the interactive businesses of the AMC, IFC and WE television networks. After completing his BA at the University of Scranton in 1990, Rob earned an MS in TV/Radio/Film from the Newhouse School at Syracuse University in 1993. Rob is online at

Matthew Scott Goldstein
Advisor & Consultant, .msg

Matthew Goldstein is a hands on, data-driven consultant with deep knowledge of the media business. He specializes in digital advertising from both a publisher and marketer perspective, seeing a significant portion of the ecosystem which gives him insight into the ever changing landscape.

Over the last seven years he has consulted for over 45 different companies including AIG, American Express, Birch Box, Disney, Forbes, Hearst, and NY Times. Mr. Goldstein is a faculty member of the IAB, teaching KPI’s and Data. He holds a BA in Finance from George Washington University and an MBA in Media Management from Fordham University. He lives in lower Manhattan with his wife and three children.

Companies Registered for October 2018 Seller Forum:


Seller Forum Networking Reception

On Wednesday, October 17th we’ll close out Seller Forum with a casual yet sophisticated cocktail and networking event from 5:30 – 7:30 pm. Enjoy light fare, perfectly crafted cocktails and great company, because the conversation doesn’t end at 5.