ALL TOGETHER NOW!
Leading Organizational Success in 2019 and Beyond
Wednesday, October 17, 2018 at Viacom, 1515 Broadway, New York
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.
10:30 am – 5:00 pm at Viacom. Seating is Limited.
Cocktail & Networking Reception 5:30 – 7:30 pm.
ALL TOGETHER NOW
Upstream Seller Forum, October 17, 2018
|10:00 – 10:30||Coffee, Registration & Seating|
|10:30 – 10:40||Opening, Set-up & Ground Rules|
|10:40 – 10:45||A Word from our Principal Event Sponsor, Oath
|10:45 – 11:20||What’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 – 12:05||Finding 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 – 12:25||Strategy & 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 – 12:30||A Word from our Luncheon Sponsor, SalesforceDMP|
|12:30 – 1:20||Luncheon & Networking|
|1:20 – 2:05||Refining 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 – 2:10||A Word from our Networking Reception Sponsor, PubMatic|
|2:10 – 3:10||Scenario 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 – 3:30||Networking & Refreshment Break|
|3:30 – 3:35||A Word from our Entertainment Sponsor, comScore|
|3:35 – 4:05||The 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 – 4:10||The 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 – 4:55||A 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 – 5:00||Closing Thoughts & Forum Concludes|
Robert John Davis
Matthew Scott Goldstein
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.