Beyond the Org Chart The Maturing of Digital Sales Leadership 14 September 2016 MORNING 10:00 – 10:30: Coffee, Registration and Seating Hearst Building, 57th Street @ 8th Avenue, New York 10:30 – 10:45: Opening, set-­‐up, ground rules and group polling Welcome message from our Principal Event Sponsor, Facebook 10:45 – 11:10: Incubating Great Managers: Real Coaching and Mentoring Strategies In this interactive discussion segment, we’ll unpack the ways in which CROs make great managers into strong leaders and create an environment that helps senior reps “level up” to create the next generation of sales managers. Opening thoughts from Sheila Buckley, Business Insider, and Ed Wise, Mashable. 11:10 – 11:50: The Talent Wars: Developing Skills and Teams for the New World Order You’re under pressure to create a leader-­‐driven culture that attracts and retains great talent. But are you inadvertently cutting great talent out of your hiring pool or turning it away at the door? Longtime recruiting specialist Ann Blinkhorn will share her perspective gathered from a career of building leadership teams for businesses at the intersection of media and technology. Special Guest Ann Blinkhorn, Blinkhorn LLC, interviewed by Todd Haskell, Hearst. 11:50 – 12:20: Leading Through Intent: Empowering Your Team for Great Decision Making We often complain about the complexity around people, relationships and systems in our digital publishing and marketing world. But is it any more complex than leading a nuclear submarine? A short video presentation kicks off a lively discussion about whether and how we can “lead by intent” and “push the authority to where the information is.” It may just mean that you never give another order! 12:20 – 12:30: Morning Recap and Takeaways Message from our Luncheon Sponsor, Krux AFTERNOON 12:30 – 1:15: Luncheon and Networking 1:15 – 1:45: Follow the Dollars: Viewing Leadership Issues Through an M&A Lens Consolidation, evolving content economics and the walled garden environment of today’s media landscape provide challenges and opportunities for sales leaders. In an “off-­‐the-­‐record” interactive discussion, LUMA investment banker Conor McKenna provides Seller Forum attendees with a unique view of where the money is going in our industry and what that deal-­‐flow means for your deal-­‐making. Special Guest Conor McKenna, Mergers & Acquisitions Advisor, LUMA Partners, LLC. (continued) Beyond the Org Chart The Maturing of Digital Sales Leadership 1:45 – 2:45: 14 September 2016 Radical Candor: Can it Change Your Approach to Management and Leadership? Provocative leadership consultant and coach Bill Joy leads an interactive workshop around radical candor, the blend of caring and hard truth that may revolutionize your approach to interpersonal communication, management and leadership in your organization. Special Guest Facilitator Bill Joy, President, The Joy Group. 2:45 – 3:00: Perpetual Leadership: A Sustainable Leadership Model for Talent If you’re tired of that ‘catch and release’ approach to hiring, losing and replacing the talent in your organization, Upstream Group CEO Doug Weaver has a simple idea to help. And it’s as simple as A.I.R. – Attract, Incubate and Retain through Culture. And the sooner you begin to focus your management team on this straightforward approach, the sooner you’ll stop “renting talent.” 3:00 – 3:15: Afternoon Networking and Refreshment Break Message from Our Dinner Sponsor, PubMatic LATE AFTERNOON AND EVENING 3:15 – 3:55: The Leader’s Role in Driving Diversity and Inclusion Diversity is not just an HR issue. Unconscious bias is costing you access to great candidates and hurting your team’s productivity, retention and more. And there’s data to back this up! Yet, too few business leaders know how to affect material change in their own organizations. Leadership expert Karen Watai leads a research-­‐driven workshop about concrete initiatives and tactics that work. If you thought these were issues you could act on, think again. Special Guest Karen Watai, KWA Leadership Consulting. 3:55 – 4:00: 4:00 – 4:10: Message from Our Entertainment Sponsor, comScore Quick Take on Poll Results and Discussion 4:10 – 5:00: Last Word from the Client: What It Takes to Lead the Brand Relationship Shifts in consumer behavior and the explosion of digital channels have created a bountiful but challenging environment for marketers. The best sales organizations are those who lead the customer conversation – leading the client to new ideas, innovations and methods. As the sun sets on that age of the RFP, it’s critical to know how leading ideas and programs drive change for clients and which they choose to invest in. In this intimate, candid discussion, we’ve literally saved the best for last. Special Guests Lee Nadler, Marketing Communications & Launch Manager, MINI USA, and Jeni Gardner, North American Media Director, Unilever. 5:00 pm: Recognition and Close of Program. Transition to Dinner Reception (5 Minute Walk) 5:30 – 7:30 The Seller Forum Networking Dinner Hudson Hotel, Sky Terrace. 358 West 58th Street, 15th Floor near corner of 58th and 9th Entertainment by jazz bassist Dylan Shamat and acoustic guitarist Tom Larsen