American Business Media's Annual Conference



Content may be king, but ultimately, the core of any b-to-b media company is its audience.  Today, there are more opportunities than ever to learn what marketer and information-user clients want, what they need, and how to translate that information into successful new products and services.  How we actually do that is still a work in progress, but it's vital to the evolution of b-to-b.

ABM's 2012 Annual Conference will present cutting-edge, cost-effective ways to gather the necessary data to drive future strategies and a new age of winning b-to-b product development.

Sunday, April 29, 2012
8:00 am - 9:30 am

Government Affairs Committee Meeting

9:30 am - 12:30 pm

ABM Board of Directors Meeting 

1:00 pm - 2:00 pm

BPEF Board of Directors Meeting

9:00 am - 5:00 pm

Activities (Golf and San Francisco Sightseeing Tour) 

2:00 pm - 5:30 pm

ABM Networking Lounge 


5:30 pm - 6:30 pm

The Building Blocks for a Customer-Focused Future
Jack Griffin is best known as a leader in consumer media, having served as president of Meredith’s National Media Group to CEO of Time Inc. But Griffin actually began his media career in 1982 in b-to-b as a reporter for a supermarket trade publication called The Griffin Report, and his media philosophy has always been heavily influenced by b-to-b. Here, Griffin presents four building blocks to think about your business going forward including audience data, content, the convening and community power of b-to-b, and the intersection of social media and mobile.

Speaker: Jack Griffin,  Founder, Empirical Media Advisors 

6:30 pm - 7:30 pm

New & Returning Member Reception  

7:30 pm - 10:00 pm Networking Dinner
Sponsored by Howard-Sloan Koller Group & JEGI

Monday, April 30, 2012

7:30 am - 9:00 am

Networking Breakfast
Sponsored by Texterity

9:00 am - 9:45 am

Annual Meeting

9:45 am - 10:30 am

B-to-B Media's New Journey
Leveraging today's emerging opportunities requires a departure from the traditional b-to-b approach. ABM President & CEO Clark Pettit will discuss the intersection of b-to-b media with his background in developing custom and large-scale, standardized products combining technology and media. He'll examine what this intersection means for the evolution of our industry, how to drive new revenues, and how your business needs to be structured - both in transition and longer-term - to make this happen in a cost-effective, concrete way.

Speaker: Clark Pettit, President & CEO, American Business Media
10:30 am - 10:40 am
Solution Spotlight- iPacesetters
Too often considered a necessary evil, telemarketing, when skillfully planned and executed, is demonstrating its power to persuade and sell. During this Solution Spotlight, learn how companies like yours are transforming their telemarketing campaigns from a simple tactical tool into a dynamic strategy for monetizing content and deepening audience engagement.
Speakers: Ray Butkus, CEO, iPacesetters

Eric Rutter, SVP, iPacesetters
10:40 am - 11:10 am

Networking Break
Sponsored by Audit Bureau of Circulations

11:10 am - 11:55 am

What's Your Audience Worth?
The definition of "customer" has changed, now that business information &media companies are looking for revenue streams not only from advertisers and marketers, but also audiences and even third parties that want to license proprietary data. The challenge is not only to identify what your customers want, but to properly identify who they are and what their existing (or potential) value is. Here, three industry executives will share how they're developing customer insight and assigning value to their audiences to drive better performance with existing products and open a product development pipeline.

Speakers:Justin Greeves, Corporate VP, Research, e.Republic

Margaret Mohr, Chief Marketing Officer, e.Republic

John Siefert, CEO, Virgo
11:55 am - 12:40 pm Putting Metrics Into Action:
Driving Conversions
The integrated media company offers a variety of solutions that complement each other, from traditional standbys such as print and events to digital and emerging business models like e-commerce. But you can develop insight into customer needs through all those channels - and the way they market them. Today, it's no longer about measuring the performance of a certain marketing channel, but measuring the components within that channel as they relate to conversion. Learn how forward-thinking companies are able to tweak messaging and product positioning on the fly to close the loop.
Speaker: Chad Phelps, Chief Digital Officer, F+W Media
12:40 pm - 12:50 pm

Solution Spotlight- BBN Networks
How do you get your industry thought-leaders recognized and valued by leading marketers amidst the social media clutter? B2B publishers have built a loyal audience of qualified business decision-makers by providing mission-critical industry expertise.  The BBN has been proud to help connect these high quality media properties with the world's leading advertising brands.  Now, the company is introducing SNAP (Social Network Assessment Platform) which is the company's latest strategy for aligning national and international brands with B2B social media content.  SNAP will be integrated as a slice of the overall social listening experience for major brand builders while generating additional revenue streams for B2B media companies.

Speakers: Rachael Monroe, VP Client Services, BBN Networks

Scott Roulet, Co-founder/SVP, BBN Networks
12:50 pm - 2:00 pm

Networking Lunch

2:00 pm - 2:45 pm ABM Special Report:Brave New B-to-B: Managing Profits in a Changing Media Industry
B-to-b media executives are facing major decisions when it comes to driving new business lines while investing in traditional core products. ABM's "Managing Profits in a Changing Media Industry" study offers a breakdown of revenue and contribution numbers for established and emerging revenue streams in print, digital and events while helping media executives benchmark new KPIs, such as revenue per user, that will help guide the way to building products and services for future revenue growth.

Speakers: Matthew Shanahan, SVP, Marketing and Strategy, Scout Analytics

John Wickersham, Partner, Atwood Capital Partners

2:45 pm - 3:30 pm Audience Listening:
New Tools for Product Development
Few publishers haven't suffered through a customer focus group. Time-consuming, expensive and of limited scope, it's an awkward way to determine what's next. However, today's social media and digital tools offer affordable, real-time methods for determining what audiences want. Learn how your peers are utilizing new tools to tap into the customer zeitgeist and profit from it by creating stickiness in workflow and data to become part of your audience's daily activity.

Speaker: Amandeep Sandhu, Director, Audience Engagement & Analytics, UBM Electronics
3:30 pm - 7:00 pm ABM Networking Lounge
7:00 pm - 10:00 pm Offsite Dinner
Sponsored by Publishers Press

Tuesday, May 1, 2012

7:30 am - 9:30 am

Networking Breakfast
Sponsored by Computer Fulfillment

9:30 am - 10:15 am

Driving Content Creation with Analytics and Audience Development
Today, the three vital voices of the media business - content creators, audience members and marketers - now "publish" together. Learn how leading editors are rewriting the rules of digital content through analytics, audience development and programming.

Speakers: Tony Haile, CEO, ChartBeat

Dennis R. Mortensen, Founder & CEO, Visual Revenue

10:15 am - 11:00 am
Building the Big Data-Driven Media Company of the Future
An integrated database can help companies streamline their customers' experience, uncover new product opportunities and execute a successful lead generation program. But most importantly, it can give b-tob media companies a chance to target customers based on their preferences. In order to do so, however, the right behavioral data needs to be collected and organized. In what is referred to as "the age of Big Data," the greatest challenges center around making exponential amounts of information both meaningful and marketable. Creating a database is surely the first step - but building it so that the data therein drives high-margin, incremental business is yet another. Hear from a leading expert on developing a content-driven "Big Data-base" that will drive your future.
Speaker: Frank Cutitta, CEO, The Center for Global Branding
11:00 am - 11:10 am

Solution Spotlight
Today business information & media companies are challenged more than ever to optimize resources, invest to innovate and accelerate top and bottom line growth. Best-practice business process outsourcing (BPO) and knowledge process outsourcing (KPO) have been deployed successfully by other industries to meet these challenges. Learn how and why they work, and what they can do to help reduce your costs up to 40 percent and redirect dollars to revenue-generating products.

Speaker: Mike Marchesano, President & CEO, Aequor Media
11:10 am - 11:40 am

Networking Break

11:40 am - 12:25 pm

Targeting the Digital Native
The "digital native" - someone who consumes almost all media through digital channels - is becoming a more important constituent for information & media companies. This session offers an exclusive look at digital natives - their media consumption habits and how we, as media companies, can better communicate with this segment of the market.

Speaker: Andy McLaughlin, President & CEO, PaperClip Communications
12:25 pm - 1:10 pm
The New KPIs:
Data Points Essential to Understanding and Marketing to Your Audience
Today we must sift through a flood of data points - some key to future success, some not. From traffic numbers and audience demos to behavioral targeting and "engagement" to the black and white of the P&L, this session identifies the key performance indicators of the new b-to-b media and how they apply to emerging business lines, including marketing services, e-commerce and business information. When do you have enough market penetration to take action, particularly on a new platform? What are the margins of some of these emerging businesses, and how does that compare to established product lines? This session offers a primer for turning market intelligence into data, and turning data into action.
Speaker: Peter Westerman, Chief Audience Officer, Summit Business Media
1:10 pm - 1:20 pm Solution Spotlight - iProduction
Learn from an exclusive case study how SourceMedia uses conversion architecture to increase digital, paid and controlled circulations and build its marketing services database.
Speaker: Adam Reinebach, EVP, Marketing Services & Circulation, SourceMedia
1:20 pm - 2:20 pm Networking Lunch
2:20 pm - 3:05 pm

Business Developer Roundtable
When it comes to product development, media companies (and b-to-b media especially) don't tend to follow the processes of other industries. During this exclusive roundtable, hear from the media, agency and brand side as executives from each, tasked with pushing their company in new directions, discuss how this process needs to change, their biggest challenges, and what they need from each other.

Speakers: James Capo, Director, Digital Business Development, Cygnus Business Media

Frannie Danzinger, Director, Marketplace Development, Bizo

Robert Ray, President, gyro

Wallace Ryland, Executive in Residence, Arden Media Company


3:05 pm - 3:50 pm

Paid Content Nirvana: From Individual Subscribers to Corporate Sales
Relying on individual subscribers to support a paid product is a new initiative for many publishers, especially in the traditional controlled-circ world of b-to-b. What's the best approach for paid access? Site licenses and corporate sales are the next chapter for b-to-b media. Learn how companies such as Bloomberg and Business Valuation Resources are taking audience understanding and turning it into a packaged solution with recurring revenue while Gordon Crovitz, former publisher of The Wall Street Journal and co-founder of  Press+, will demonstrate numerous paid-access options for B-to-B publishers.

Speakers: Gordon Crovitz, Co-founder, Press+

Lucretia Lyons, President, Business Valuation Resources

Jeffrey Taylor, Bloomberg San Francisco Bureau Chief, Bloomberg L.P.
3:50 pm - 7:00 pm

ABM Networking Lounge

7:00 pm - 8:00 pm Networking Reception
8:00 pm - 10:00 pm Farewell Dinner and

Marketers, Media Partners and the Customer-Driven Future
Brands increasing are turning to content marketing—often with programs developed in-house. But when media partners can add value with customer understanding, content and multiple messaging channels, both sides can succeed. Here, a leading b-to-b marketer will present how it is changing the way it communicates its story to key influencers and how media partners can still be a critical part of that conversation.    

Speaker: Heide Rowan, Global & NA Brand Manager,
DuPont Corporate Marketing
Wednesday, May 2, 2012
7:00 am - 10:00 am Breakfast


ABM has reserved a block of rooms at the Fairmont San Francisco Hotel .  The room rate is $239.00 per night.  Reserve your room by March 30 to receive the reduced rate of $239 per night.  To reserve a room please call 1 (800) 441-1414 and mention that you are with the American Business Media group.

Cancellation Policy:  This is a firm registration and may not be canceled after March 28, 2012.  Notification of cancellation must be sent in writing to American Business Media or faxed to 212-370-0736. 

Registrations canceled prior to March 28, 2012 will be refundable, minus a $350.00 processing fee.  Substitutions may be made after that day, but cancellations will not be refunded for any reason. 

American Business Media reserves the right to cancel any programs and assumes no responsibility for personal expenses incurred.
By registering you understand that your participation and attendance at the Annual Conference may be video taped, filmed and/or audio recorded. You agree that the Recording may be used for any lawful purposes that American Business Media, or its designees, in their sole discretion, may determine. You also acknowledge that you have no interest or ownership in the Recording or its copyright.


Event Date

  • 4/29/2012 - 5/2/2012


  • The Fairmont San Francisco Hotel


  • 950 Mason Street
    San Francisco, California 94108
Sponsored by