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Welcome to BIMS 2020!

Welcome to the BIMS 2020, featuring the SIPA Sales and Marketing Leadership Summit. Creating community and connection enhancing your 20201 business strategy! At BIMS, it’s more than best practices and success stories – we provide tactical insights and takeaways you can start implementing immediately. Growing your business is all about connections. In this virtual BIMS – there are so many great opportunities to connect and network. Join us and take advantage of the many opportunities to find new business solutions, catch up with colleagues and expand your professional network.

 

We’re glad you’re here, and we can’t wait to see all the ways that your BIMS experience will inspire growth and innovation for your organization in 2021 and beyond.

 

Maximize your BIMS experience by networking!
  • The best way to connect? Complete your attendee profile. One-to-one breakouts, chats and respond to invitations connecting you directly to other BIMS attendees starts with your attendee profile.
  • Visit the Solution Station, attend the networking roundtables, unwind at Cocktails and Connection, and join the extended interactive Q&As after each breakout session.

Schedule

Print Schedule
All times are Pacific
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10:30 AM - 10:45 AM (ET)
General - Solution Station

Discover your next great partner, technology solution, revenue opportunity and more!  The BIMS event couldn’t happen without the support of our sponsoring partners, and now they’re here to support YOU.  Drop in to learn more about the solutions that could drive your next big success (and earn points toward the giveaway at the close of the conference)!

10:45 AM - 11:00 AM (ET)
General - Welcome and Industry Insight: An Advertising Overview of the B2B Market

In this informative session, MediaRadar's CEO, Todd Krizelman, provides an insider's look into the current state of B2B advertising. He’ll discuss current advertising investment across mediums, including Print, Digital, Virtual Events and more. He'll even spotlight key industries like Energy, Pharma and Technology - to give a granular view into the shifting B2B market. You don't want to miss it!

10:55 AM - 11:30 AM (ET)
General - Keynote: The Digital Disruption of Events - Why Changes Are Here to Stay

Early in the Covid crisis, Microsoft decided to take its own live events, including Build and Inspire (which draw about 5,000 attendees each) virtual through July 2021. But for Microsoft global head of events Bob Bejan, the digital disruption of events started well before COVID-19. Join us as Bejan talks the future of events, including,

--Why the digital disruption of events had already begun—COVID just accelerated it

--How digital events can be more than a stop gap

--How Microsoft is approaching the ultimate challenge of virtual events—networking and community

--What the lasting effect will be for live, virtual and hybrid events

11:30 AM - 12:00 PM (ET)
Track 1 - Peer Roundtable: Virtual Platforms: Deliver Results Through the Experience

In this session you’ll join small breakout groups to share insights and experiences about virtual platforms you’ve researched and/or used.

Share with your peers about what you’ve experienced, ask tough questions and get real answers. Any tips on engaging attendees, experienced or created any? Do tell! Discuss exhibitor or sponsorship opportunities successful or not. How about price points, sponsorship levels or pricing thresholds? Last but most important platform providers; pricing, capabilities, customer service, quality of service, wish lists.

11:30 AM - 12:00 PM (ET)
Track 3 - New Life for Marketing Services: How Government Executive Media Drove +30% Growth In a Purely Digital Environment

The shift to a fully digital environment as a result of the pause in live events is a unique opportunity to drive revenue in marketing services. The key is deeply integrated digital programs that are content rich, connected from touchpoint to touchpoint, and recreate much of the community building that takes place with live event programming.

Attendees will learn the secrets to the success Government Executive Media Group has had, where it's in the midst of producing a record breaking year in revenue performance (33%+ YoY growth) all while building deeper, more trusting relationships with its most important clients, who are leveraging its solutions to help salvage a truly unprecedented and challenging year.

11:30 AM - 12:00 PM (ET)
Track 2 - Power Panel: The Future of Events - 2021 and Beyond

3

The real question on everyone's mind: when will live events return and when they do, what will they look like? Will we abandon virtual events as soon as there's a COVID vaccine or will digital events still play a role? What will hybrid events look like and will some brave souls start dipping their toes back in live events in 2021?

12:00 PM - 12:15 PM (ET)
General - Solution Station

Discover your next great partner, technology solution, revenue opportunity and more!  The BIMS event couldn’t happen without the support of our sponsoring partners, and now they’re here to support YOU.  Drop in to learn more about the solutions that could drive your next big success (and earn points toward the giveaway at the close of the conference)!

12:15 PM - 12:45 PM (ET)
Track 1 - The New Sponsor Value-Add: Creative Networking Alternatives for Virtual Events

2

Join three publishers, from diverse industries as they share how they have created value add and true ROI for sponsors. See working, successful examples including: in-field demo days, digital product demonstrations, video product demonstrations, as well as webinars, and drip enewsletter campaigns to draw in prospects.

12:15 PM - 12:45 PM (ET)
Track 2 - The New Go-to-Market Strategy: How Questex Launches Products Faster, Better and More Profitably

With live events sidelined through at least the first part of 2021, publishers need to launch more products, sooner and more profitably. In response, Questex has created a “modern” information services model that leverages audience data to tie content and events closer together to create a year-round customer engagement framework. The new approach gives Questex the ability to launch new six-figure products and go-to-market at accelerated rates (think virtual events being produced over the course of a few weeks, rather than a full year, as with a live event).

CEO Paul Miller shows how Questex,

  • Aligned internal assets to create a more efficient structure
  • Created a Circle of Excellence featuring in-house experts on content, data and customer experience that serve as a resource for the full company
  • Leverages data to drive the entire process 
12:15 PM - 12:45 PM (ET)
Track 3 - Audience First: How Publishers Are Scaling First-Party Data To Better Compete With Social Media and Third-Party Providers

Business-to-business publishers know that the biggest competitive threats to ad dollars are no longer fellow publishers but social media platforms and third-party data platforms claiming to reach the publisher’s audience and more, on a much larger scale, for far lower cost. With the tidal wave of data privacy regulation (CASL, GDPR, California Data Privacy and slew of others) on the horizon, many are predicting the decline of third party data (whether true or wishful thinking remains to be seen) but the fact is, to stay competitive, publishers need to scale their reach with high value first party data beyond their own websites and communities.

12:45 PM - 01:15 PM (ET)
Track 1 - Marketing Pivot: How Are Publishers Responding to the COVID-19 Pandemic Now?

Hopefully your company survived the many changes that the COVID pandemic has caused. Possibly your company even thrived in terms of revenue and new customers. So how are publishers are pivoting in this new environment? What marketing ideas can help you turn this pandemic into opportunity? We’ll hear from publishers about key marketing ideas to help us figure out what’s next.

12:45 PM - 01:15 PM (ET)
Track 2 - Executive Discussion: 3 Ways Informa Markets Is Finding New Digital & Data Revenue After Events (and Reinventing Lead Gen Along the Way)

Few companies have borne the brunt of COVID-19’s impact on events more than Informa. But the way forward is turning crisis into opportunity and Informa is aggressively creating new businesses out of its existing events model and the enormous cache of audience data those events create. Chief digital officer Jason Brown, who leads a newly created group called Informa Markets DNA, focused on creating new revenue streams, will show how the company is finding new revenue with the creation of, 

  1. Online Marketplaces that offer new ways for buyer and seller to interact
  2. Audience Extension, that gives customers an expanded, targeted reach
  3. Authenticated Data, a subscription-based service that’s solving one of the biggest customer challenges by giving access to leads that are continuously updated and refreshed aka "Lead Rental"
12:45 PM - 01:15 PM (ET)
Track 3 - Five (At Least) New Revenue Ideas You Can Be Selling in 2021

A rapid fire, round-robin exchange of ideas focused on the modern B2B media solution, including,

1. Marketing services

2. Events 

3. Technology

4. Content

5. Lead Gen

and more!

01:15 PM - 01:30 PM (ET)
General - Solution Station

Discover your next great partner, technology solution, revenue opportunity and more!  The BIMS event couldn’t happen without the support of our sponsoring partners, and now they’re here to support YOU.  Drop in to learn more about the solutions that could drive your next big success (and earn points toward the giveaway at the close of the conference)!

01:30 PM - 02:00 PM (ET)
General - Networking Forum: How Publishers Can Deliver Subscriptions-as-a-Service

brought to you by Publish Interactive

Mitali will use this round table to discuss how high-value content can be inter-meshed with technology to help user engagement and research workflows. She also considers whether adopting some of the management techniques that SaaS companies use to develop product and engage their customer are appropriate for publishers. Participants will be encouraged to share their challenges and experiences.

This is your chance to interact with fellow attendees for informal—but informative—sharing discussion on key industry issues and aspirational goals.  Engage in this guided, attendee-driven conversation to inspire new ideas to solve the challenges keeping you up at night.

01:30 PM - 02:00 PM (ET)
General - Networking Forum: Audience Engagement

Interact with fellow attendees for and informal—but informative—discussion where participants swap ideas on key industry issues and discuss longer-term (and loftier) goals.  Join Hannah Glover, Group Managing Editor at Money-Media, in a guided conversation to explore content strategies and cross-departmental collaboration that aimed at amplifying audience engagement in 2021.  Glover will share some of the strategies her teams have employed and ask others to chime in with their own experiences or questions. This is a great opportunity to connect “face-to-face” with peers who understand your business.

04:30 PM - 05:30 PM (ET)
General - Cocktails and Connection

brought to you by Omeda

Unwind with your colleagues while learning from a pro in the secrets of wine and food pairings… just in time for the holidays! Log in with your favorite glass of wine, make connections with new friends, and learn fun tips from Lydia, our sommelier, as she shares useful information on which wines to buy during this hectic season, whether it's for gifting, food pairings and holiday gatherings, be they in-person or virtual!

10:30 AM - 10:45 AM (ET)
General - Solution Station

Discover your next great partner, technology solution, revenue opportunity and more!  The BIMS event couldn’t happen without the support of our sponsoring partners, and now they’re here to support YOU.  Drop in to learn more about the solutions that could drive your next big success (and earn points toward the giveaway at the close of the conference)!

10:45 AM - 11:00 AM (ET)
General - Welcome and Industry Insight: 2020 Audience Engagement Trends

Want to know how your products stack up against the rest of the industry? Join us as Omeda VP of Client Experience Tony Napoleone offers detailed data points on audience engagement across paid subscriptions (including print and digital), website user data (including known user percentages, pageviews per user and monthly conversions) and email engagement (open percentages, click percentages, unsubscribes and more).  

11:00 AM - 11:30 AM (ET)
General - Keynote: Audience Data: Creating Inclusive Connections to Grow Your Business

Sherrell Dorsey is the founder and CEO of The Plug, one of the most distinct subscription-based digital news platforms covering Black innovation.   She is skilled in training next-gen journalists and communicators to build profitable business models and inclusive audiences, and she joins BIMS to offer pro tips on how audience data can change the game for your business.   A data journalist at her core, Dorsey will share how she has leveraged data integration at The Plug to forge meaningful connection with her audience, attracting thousands of subscribers, several hundred paid members and over $500,000 in equity-free capital.  Don’t miss Dorsey’s singular takeaways on the importance of developing inclusive approaches in your content: In discovering more about the community you serve, you can open doors to new products and revenue streams.

11:30 AM - 12:00 PM (ET)
Track 1 - Where to Spend Your Direct Response Marketing Dollars Wisely in 2021

Mixed up about your media mix? Seeking direction on your direct response spend? In these unprecedented times, the only constant is change – and you owe it to your company AND your career to keep a step ahead. Join our panel of experts to discover what’s working – and what’s NOT – in the world of direct marketing.

11:30 AM - 12:00 PM (ET)
Track 2 - Power Panel: Operating in the New Normal

3

The fallout from COVID-19 has forced a reset in the media and information industry that will continue into the first quarter of 2021 and likely beyond. A panel of B2B executives share their views on leading in the “new normal,” including

  • Return to work and balancing legal concerns and workplace liabilities of the COVID era
  • Balancing in-person and remote workflows
  • Morale and productivity
  • Business lines they’re prioritizing for growth
11:30 AM - 12:00 PM (ET)
Track 3 - Data, Insights, Membership: How Vogue Business Does B2B

Launched 18 months ago, Vogue Business, Conde Nast's first B2B brand, has attracted more than 340,000 readers spanning 50 countries, thanks to an emphasis on data-driven reporting and a new multi-level membership program that offers multiple workflow solutions. Managing director Stephen Morgan breaks down how Vogue Business is building a B2B brand and how it departs from the typical B2B playbook. 

12:00 PM - 12:15 PM (ET)
General - Solution Station

Discover your next great partner, technology solution, revenue opportunity and more!  The BIMS event couldn’t happen without the support of our sponsoring partners, and now they’re here to support YOU.  Drop in to learn more about the solutions that could drive your next big success (and earn points toward the giveaway at the close of the conference)!

12:15 PM - 12:45 PM (ET)
Track 1 - Pricing Meets Opportunity: Case Studies in Success

Pricing is critical to meeting customer and revenue goals – and the current economic climate offers ample opportunity to rethink combos, free content and premiums, discounts as well as price increases in some cases. What pricing is working for other publishers right now? We’ll present case studies of pricing covering products to conferences and show you how you can implement these at your company.

12:15 PM - 12:45 PM (ET)
Track 2 - Anatomy of a Deal: Making an Acquisition in the COVID Era

The sale of BridgeTower Media to Transom Capital was one of the most notable B2B transactions of 2020, a year that forced many buyers to reset their expectations due to COVID. Hear from the architects on both sides of the deal on what's changed about taking an asset to market and closing a transaction in this environment. 

12:15 PM - 12:45 PM (ET)
Track 3 - Lessons From a Year of Virtual Events: 5 Compelling Experiences, 5 Winning Revenue Strategies
Eric Shanfelt

The pivot to virtual events has been a trial by fire and as B2B publishers prep for running virtual events through at least the first half of 2021, we're offering a session showcasing the biggest lessons and best examples of the best year. Join us as we share how to create compelling experiences and winning revenue strategies, running the gamut from:

1. Virtual trade shows (the hardest events to pivot)

2. Attendee-driven conferences

3. Engaging networking

4. Top platforms (and what to avoid) 

5. Must-haves for winning virtual and hybrid events in 2021

12:45 PM - 02:15 PM (ET)
Track 1 - The Ultimate Copywriting Bootcamp: Emails and Landing Pages

Immutable principles for skyrocketing opens, conversions and sales

Are you getting the results from your marketing that you want and deserve? Or are you falling short? This intense, 90-minute workshop will put you through the paces—providing you big-picture principles for motivating customers, as well as field-tested best practices for increasing email open rates, improving conversion rates and moving people to buy.  You’ll learn to apply these principles to write more powerful subject lines, emails and landing pages—copy that ignites interest, compels engagement and provokes purchases. You’ll come away with checklists guaranteed to boost your open, conversion and sales results. Speaker Jim Sinkinson is an award-winning editor, event organizer and marketing copywriter. He’ll not only give you immutable rules, he’ll also share with you his most important secret: How to make sure your people follow these best practices every day.

12:45 PM - 01:15 PM (ET)
Track 3 - Product is the New Content: Case Studies in Data Monetization

The real power of data products isn't just information, it's in solving problems and making your services an invaluable part of the customer's daily workflow. Hear two case studies of how publishers were able to leverage market and customer data into subscription products that are now part of their business practices. 

12:45 PM - 01:15 PM (ET)
Track 2 - Executive Discussion: Leading Through Change

Increasingly in today's world, all managment is change management. When are we ever in stasis and not rethinking our go-to-market strategy, our organizational structure, our product, our service line or pricing? In this discussion, together we will:

  • Look at what distinguishes managing through change from leading through change 
  • Build an understanding of why people resist change so you can address those concerns
  • Learn a framework that will help you effectively move yourself and your organization through the stages of change 
01:15 PM - 01:30 PM (ET)
General - Solution Station

Discover your next great partner, technology solution, revenue opportunity and more!  The BIMS event couldn’t happen without the support of our sponsoring partners, and now they’re here to support YOU.  Drop in to learn more about the solutions that could drive your next big success (and earn points toward the giveaway at the close of the conference)!

01:30 PM - 02:00 PM (ET)
General - Networking Forum: Transforming Lead-to-Cash Platforms

brought to you by Indigo Trigger

A Case Study with Farm Journal Media
In late 2019, Farm Journal Media made the decision to replace their aging “Lead-to-Cash” systems with a new platform that would better support the modern business challenges of today’s B2B media company. This session will showcase how Farm Journal used technology to solve some common problems all media companies face including: 

  • PIPELINE: Implementing CRM and Pipeline Management for Sales Teams
  • PROFIT: Analyzing Campaign Profitability and Project Cost Accounting
  • INVENTORY: Inventory Management for a Diverse Product Catalog
  • AD OPS: Improving Digital Ad Operations via Platform Integrations
  • ANALYTICS: Leveraging Data to Drive New Revenue Opportunities

This session is ideal for anyone interested in improving the processes and platforms that drive sales, ad production, digital fulfillment and finance team operations. 

01:30 PM - 02:00 PM (ET)
General - Networking Forum: Let's Not Waste a Good Crisis - Analyze, Adjust, and Advance

When Covid-19 arrived all of us were caught by surprise. Some of us adapted more quickly. Some of us discovered unexpected capabilities in members of the team.  Some of us struggled to retain clients and employees. No matter how well or how poorly we handled aspects of our response, what did we learn? How does that learning inform our own development, the development of others and how we rethink our leadership and our talent.

10:45 AM - 11:00 AM (ET)
General - Solution Station

Discover your next great partner, technology solution, revenue opportunity and more!  The BIMS event couldn’t happen without the support of our sponsoring partners, and now they’re here to support YOU.  Drop in to learn more about the solutions that could drive your next big success (and earn points toward the giveaway at the close of the conference)!

11:00 AM - 11:30 AM (ET)
General - Keynote: From Media To Intelligence: How National Journal Became a Premier Insights Platform

Kevin Turpin, president of National Journal, will join us to discuss National Journal’s evolution from a trusted 50-year-old media organization to a premier insights and intelligence company.  Kevin will share the company’s journey, the lessons learned, and the keys to his success. In his keynote, he will address the pivotal decisions they made in 2010, when more than half of National Journal's revenue came from Advertising (55%), just under half came from subscriptions (45%), and they had a keen eye on launching new consulting products. Fast forward to 2019, and the company no longer actively pursued advertising sales (<1% of revenue), maintained a healthy subscription business (49% of revenue), and achieved slightly over half of their annual revenue from consulting products (51%) that did not exist ten, or even five years ago. He will also provide insight into how his organization stays relevant and forward-thinking by focusing on NJ’s core mission, inviting clients to serve in a strategic advisory capacity, and staying iterative and humble.

11:30 AM - 12:00 PM (ET)
Track 1 - New Revenue Models: How Specialized Publishers Are Capitalizing on Changing Markets and New Opportunities

Media and events are struggling, but that hasn't stopped leading content companies from investing in new products and new revenue streams. In fact many of these publishers are reporting growth and signficantly improved profits as a result of business model changes. This panel will report on their new survey of niche information publishers to offer "20 growth ideas in 20 minutes" that have led to stronger businesses and better margins this year.

11:30 AM - 12:00 PM (ET)
Track 3 - Deep Dive Into B2B Content Marketing: Real Buyer Insights

NetLine's recently released 2020 State of B2B Content Consumtion and emand Report examines more than 4 million content downloads and hundreds of data points generated by B2B buyers. Join us as NetLive SVP of audiece and data David Fortino shares key takeaways from the report and analyzes four priority areas for building a successful content strategy. 

11:30 AM - 12:00 PM (ET)
Track 2 - Power Panel: The Future of B2B - Mapping Our Way Forward

2

The way business is done is changing and B2B media and information is changing with it. Top thought leaders share how they see the industry emerging from crisis and how B2B media and information companies need to change with it.

12:00 PM - 12:15 PM (ET)
General - Solution Station

Discover your next great partner, technology solution, revenue opportunity and more!  The BIMS event couldn’t happen without the support of our sponsoring partners, and now they’re here to support YOU.  Drop in to learn more about the solutions that could drive your next big success (and earn points toward the giveaway at the close of the conference)!

12:15 PM - 12:45 PM (ET)
Track 1 - Sales Leadership for Content Companies: Surpassing Your Sales Goals

How have the Chief Revenue Officers at niche business publishers adjusted their sales models to beat 2020 subscription, site license, renewal, and bespoke sales goals during the economic turmoil? Join this panel to learn what you can do to adjust product mix, CRM and lead gen systems, pricing, account assignments and other factors to increase sales targets, revenue per customer, and other key metrics now.

12:15 PM - 12:45 PM (ET)
Track 2 - Meet 'The Bloomberg of Freight': How FreightWaves Created a One-To Punch with Marketing Services and Subscription Intelligence

With live events sidelined and virtual events generating a fraction of the revenue, marketing services and business intelligence have leapt to the forefront, offering revenue growth eclipsing many legacy products. 

Hear how FreightWaves, dubbed "the Bloomberg of Freight," drove 250% growth in both its media and data businesses (with media growing even faster than data with similar margins), generating about $15 million in gross revenue and on track to do a run rate of more than $20 million by the end of the year. 

12:15 PM - 12:45 PM (ET)
Track 3 - One Subscriber or 48,000 Pageviews? Turning Content Producers into Revenue Generators

As the information industry shifts from free content and digital display to paid content, customer value (and indeed, the value of employees) is changing. This session will share specific breakdowns on the new unit economics of information and leave you with a strategy for schooling your editors on the business side and clarifying and measuring what content success actually means.

Join us for a deep dive into:

  • An explanation of key unit economic metrics of content
  • How content teams can leverage data around basic daily reporting, subscriber content consumption reporting and subscriber influence reporting to understand how to allocate resources
  • How to use unit economic metrics to help set subscription pricing, meter limits and other access rules.
12:45 PM - 01:15 PM (ET)
Track 1 - Lead Gen Technology: Keeping the Engines Fueled

How do you identify your next best customer? Or your next 50? There's no shortage of available marketing automation solutions aiming to make your sales and marketing teams operate smarter, more efficiently and drive more revenue. Hear examples from B2B companies of successful campaigns created and the technology they used to do it.

12:45 PM - 01:15 PM (ET)
Track 2 - Executive Discussion: Why Innovation Fails and How to Fix It

Eighty percent of innovation managers believe that customers do not know what they want, and have needs that they cannot express. This gets to the root cause of the problem with current innovation processes and why the majority of new products fail.

During this workshop, Tony Ulwick, founder of the theory of outcome-driven-innovation, will debunk the myths that currently plague innovation and give you a framework to understand your customers that unite the entire organization around a common language of the customer.

12:45 PM - 01:15 PM (ET)
Track 3 - New Revenue Through Social Platforms: Live Product Showcase

Many manufacturers typically promote and showcase their new products at in-person trade-shows, but nearly all trade-shows have been cancelled as a result of COVID. With highly engaged audiences on Youtube, facebook, LinkedIn, Instagram, Twitter, etc, AC Business Media created a Virtual Product Showcase product that allows partners to share and promote their new product/equipment releases virtually through a livestream simulcast across our many social accounts and channels.

The live simulcast strategy works in any vertical/niche. The livestream doesn't need to be a product release, it can be any compelling live content, but it works particularly well for manufacturers who longer have an in-person venue to showcase their new products.

01:15 PM - 01:30 PM (ET)
General - Solution Station

Discover your next great partner, technology solution, revenue opportunity and more!  The BIMS event couldn’t happen without the support of our sponsoring partners, and now they’re here to support YOU.  Drop in to learn more about the solutions that could drive your next big success (and earn points toward the giveaway at the close of the conference)!

10:30 AM - 10:45 AM (ET)
December 02 2020
General - Solution Station
Discover your next great partner, technology solution, revenue opportunity and more!  The BIMS event couldn’t happen without the support of our sponsoring partners, and now they’re here to support YOU.  Drop in to learn more about the solutions that could drive your next big success (and earn points toward the giveaway at the close of the conference)!
10:45 AM - 11:00 AM (ET)
December 02 2020
General - Welcome and Industry Insight: An Advertising Overview of the B2B Market
In this informative session, MediaRadar's CEO, Todd Krizelman, provides an insider's look into the current state of B2B advertising. He’ll discuss current advertising investment across mediums, including Print, Digital, Virtual Events and more. He'll even spotlight key industries like Energy, Pharma and Technology - to give a granular view into the shifting B2B market. You don't want to miss it!
10:55 AM - 11:30 AM (ET)
December 02 2020
General - Keynote: The Digital Disruption of Events - Why Changes Are Here to Stay
Early in the Covid crisis, Microsoft decided to take its own live events, including Build and Inspire (which draw about 5,000 attendees each) virtual through July 2021. But for Microsoft global head of events Bob Bejan, the digital disruption of events started well before COVID-19. Join us as Bejan talks the future of events, including, --Why the digital disruption of events had already begun—COVID just accelerated it --How digital events can be more than a stop gap --How Microsoft is approaching the ultimate challenge of virtual events—networking and community --What the lasting effect will be for live, virtual and hybrid events
11:30 AM - 12:00 PM (ET)
December 02 2020
Track 1 - Peer Roundtable: Virtual Platforms: Deliver Results Through the Experience
In this session you’ll join small breakout groups to share insights and experiences about virtual platforms you’ve researched and/or used. Share with your peers about what you’ve experienced, ask tough questions and get real answers. Any tips on engaging attendees, experienced or created any? Do tell! Discuss exhibitor or sponsorship opportunities successful or not. How about price points, sponsorship levels or pricing thresholds? Last but most important platform providers; pricing, capabilities, customer service, quality of service, wish lists.
12:00 PM - 12:15 PM (ET)
December 02 2020
General - Solution Station
Discover your next great partner, technology solution, revenue opportunity and more!  The BIMS event couldn’t happen without the support of our sponsoring partners, and now they’re here to support YOU.  Drop in to learn more about the solutions that could drive your next big success (and earn points toward the giveaway at the close of the conference)!
12:15 PM - 12:45 PM (ET)
December 02 2020
Track 1 - The New Sponsor Value-Add: Creative Networking Alternatives for Virtual Events

2

Join three publishers, from diverse industries as they share how they have created value add and true ROI for sponsors. See working, successful examples including: in-field demo days, digital product demonstrations, video product demonstrations, as well as webinars, and drip enewsletter campaigns to draw in prospects.
12:45 PM - 01:15 PM (ET)
December 02 2020
Track 1 - Marketing Pivot: How Are Publishers Responding to the COVID-19 Pandemic Now?
Hopefully your company survived the many changes that the COVID pandemic has caused. Possibly your company even thrived in terms of revenue and new customers. So how are publishers are pivoting in this new environment? What marketing ideas can help you turn this pandemic into opportunity? We’ll hear from publishers about key marketing ideas to help us figure out what’s next.
01:15 PM - 01:30 PM (ET)
December 02 2020
General - Solution Station
Discover your next great partner, technology solution, revenue opportunity and more!  The BIMS event couldn’t happen without the support of our sponsoring partners, and now they’re here to support YOU.  Drop in to learn more about the solutions that could drive your next big success (and earn points toward the giveaway at the close of the conference)!
01:30 PM - 02:00 PM (ET)
December 02 2020
General - Networking Forum: How Publishers Can Deliver Subscriptions-as-a-Service
brought to you by Publish Interactive Mitali will use this round table to discuss how high-value content can be inter-meshed with technology to help user engagement and research workflows. She also considers whether adopting some of the management techniques that SaaS companies use to develop product and engage their customer are appropriate for publishers. Participants will be encouraged to share their challenges and experiences. This is your chance to interact with fellow attendees for informal—but informative—sharing discussion on key industry issues and aspirational goals.  Engage in this guided, attendee-driven conversation to inspire new ideas to solve the challenges keeping you up at night.
01:30 PM - 02:00 PM (ET)
December 02 2020
General - Networking Forum: Audience Engagement

Interact with fellow attendees for and informal—but informative—discussion where participants swap ideas on key industry issues and discuss longer-term (and loftier) goals.  Join Hannah Glover, Group Managing Editor at Money-Media, in a guided conversation to explore content strategies and cross-departmental collaboration that aimed at amplifying audience engagement in 2021.  Glover will share some of the strategies her teams have employed and ask others to chime in with their own experiences or questions. This is a great opportunity to connect “face-to-face” with peers who understand your business.

04:30 PM - 05:30 PM (ET)
December 02 2020
General - Cocktails and Connection
brought to you by Omeda Unwind with your colleagues while learning from a pro in the secrets of wine and food pairings… just in time for the holidays! Log in with your favorite glass of wine, make connections with new friends, and learn fun tips from Lydia, our sommelier, as she shares useful information on which wines to buy during this hectic season, whether it's for gifting, food pairings and holiday gatherings, be they in-person or virtual!
10:30 AM - 10:45 AM (ET)
December 03 2020
General - Solution Station
Discover your next great partner, technology solution, revenue opportunity and more!  The BIMS event couldn’t happen without the support of our sponsoring partners, and now they’re here to support YOU.  Drop in to learn more about the solutions that could drive your next big success (and earn points toward the giveaway at the close of the conference)!
10:45 AM - 11:00 AM (ET)
December 03 2020
General - Welcome and Industry Insight: 2020 Audience Engagement Trends

Want to know how your products stack up against the rest of the industry? Join us as Omeda VP of Client Experience Tony Napoleone offers detailed data points on audience engagement across paid subscriptions (including print and digital), website user data (including known user percentages, pageviews per user and monthly conversions) and email engagement (open percentages, click percentages, unsubscribes and more).  

11:00 AM - 11:30 AM (ET)
December 03 2020
General - Keynote: Audience Data: Creating Inclusive Connections to Grow Your Business
Sherrell Dorsey is the founder and CEO of The Plug, one of the most distinct subscription-based digital news platforms covering Black innovation.   She is skilled in training next-gen journalists and communicators to build profitable business models and inclusive audiences, and she joins BIMS to offer pro tips on how audience data can change the game for your business.   A data journalist at her core, Dorsey will share how she has leveraged data integration at The Plug to forge meaningful connection with her audience, attracting thousands of subscribers, several hundred paid members and over $500,000 in equity-free capital.  Don’t miss Dorsey’s singular takeaways on the importance of developing inclusive approaches in your content: In discovering more about the community you serve, you can open doors to new products and revenue streams.
11:30 AM - 12:00 PM (ET)
December 03 2020
Track 1 - Where to Spend Your Direct Response Marketing Dollars Wisely in 2021
Mixed up about your media mix? Seeking direction on your direct response spend? In these unprecedented times, the only constant is change – and you owe it to your company AND your career to keep a step ahead. Join our panel of experts to discover what’s working – and what’s NOT – in the world of direct marketing.
12:00 PM - 12:15 PM (ET)
December 03 2020
General - Solution Station
Discover your next great partner, technology solution, revenue opportunity and more!  The BIMS event couldn’t happen without the support of our sponsoring partners, and now they’re here to support YOU.  Drop in to learn more about the solutions that could drive your next big success (and earn points toward the giveaway at the close of the conference)!
12:15 PM - 12:45 PM (ET)
December 03 2020
Track 1 - Pricing Meets Opportunity: Case Studies in Success
Pricing is critical to meeting customer and revenue goals – and the current economic climate offers ample opportunity to rethink combos, free content and premiums, discounts as well as price increases in some cases. What pricing is working for other publishers right now? We’ll present case studies of pricing covering products to conferences and show you how you can implement these at your company.
12:45 PM - 02:15 PM (ET)
December 03 2020
Track 1 - The Ultimate Copywriting Bootcamp: Emails and Landing Pages

Immutable principles for skyrocketing opens, conversions and sales

Are you getting the results from your marketing that you want and deserve? Or are you falling short? This intense, 90-minute workshop will put you through the paces—providing you big-picture principles for motivating customers, as well as field-tested best practices for increasing email open rates, improving conversion rates and moving people to buy.  You’ll learn to apply these principles to write more powerful subject lines, emails and landing pages—copy that ignites interest, compels engagement and provokes purchases. You’ll come away with checklists guaranteed to boost your open, conversion and sales results. Speaker Jim Sinkinson is an award-winning editor, event organizer and marketing copywriter. He’ll not only give you immutable rules, he’ll also share with you his most important secret: How to make sure your people follow these best practices every day.

01:15 PM - 01:30 PM (ET)
December 03 2020
General - Solution Station
Discover your next great partner, technology solution, revenue opportunity and more!  The BIMS event couldn’t happen without the support of our sponsoring partners, and now they’re here to support YOU.  Drop in to learn more about the solutions that could drive your next big success (and earn points toward the giveaway at the close of the conference)!
01:30 PM - 02:00 PM (ET)
December 03 2020
General - Networking Forum: Transforming Lead-to-Cash Platforms
brought to you by Indigo Trigger A Case Study with Farm Journal Media In late 2019, Farm Journal Media made the decision to replace their aging “Lead-to-Cash” systems with a new platform that would better support the modern business challenges of today’s B2B media company. This session will showcase how Farm Journal used technology to solve some common problems all media companies face including: 
  • PIPELINE: Implementing CRM and Pipeline Management for Sales Teams
  • PROFIT: Analyzing Campaign Profitability and Project Cost Accounting
  • INVENTORY: Inventory Management for a Diverse Product Catalog
  • AD OPS: Improving Digital Ad Operations via Platform Integrations
  • ANALYTICS: Leveraging Data to Drive New Revenue Opportunities
This session is ideal for anyone interested in improving the processes and platforms that drive sales, ad production, digital fulfillment and finance team operations. 
01:30 PM - 02:00 PM (ET)
December 03 2020
General - Networking Forum: Let's Not Waste a Good Crisis - Analyze, Adjust, and Advance
When Covid-19 arrived all of us were caught by surprise. Some of us adapted more quickly. Some of us discovered unexpected capabilities in members of the team.  Some of us struggled to retain clients and employees. No matter how well or how poorly we handled aspects of our response, what did we learn? How does that learning inform our own development, the development of others and how we rethink our leadership and our talent.
10:45 AM - 11:00 AM (ET)
December 04 2020
General - Solution Station
Discover your next great partner, technology solution, revenue opportunity and more!  The BIMS event couldn’t happen without the support of our sponsoring partners, and now they’re here to support YOU.  Drop in to learn more about the solutions that could drive your next big success (and earn points toward the giveaway at the close of the conference)!
11:00 AM - 11:30 AM (ET)
December 04 2020
General - Keynote: From Media To Intelligence: How National Journal Became a Premier Insights Platform
Kevin Turpin, president of National Journal, will join us to discuss National Journal’s evolution from a trusted 50-year-old media organization to a premier insights and intelligence company.  Kevin will share the company’s journey, the lessons learned, and the keys to his success. In his keynote, he will address the pivotal decisions they made in 2010, when more than half of National Journal's revenue came from Advertising (55%), just under half came from subscriptions (45%), and they had a keen eye on launching new consulting products. Fast forward to 2019, and the company no longer actively pursued advertising sales (<1% of revenue), maintained a healthy subscription business (49% of revenue), and achieved slightly over half of their annual revenue from consulting products (51%) that did not exist ten, or even five years ago. He will also provide insight into how his organization stays relevant and forward-thinking by focusing on NJ’s core mission, inviting clients to serve in a strategic advisory capacity, and staying iterative and humble.
11:30 AM - 12:00 PM (ET)
December 04 2020
Track 1 - New Revenue Models: How Specialized Publishers Are Capitalizing on Changing Markets and New Opportunities
Media and events are struggling, but that hasn't stopped leading content companies from investing in new products and new revenue streams. In fact many of these publishers are reporting growth and signficantly improved profits as a result of business model changes. This panel will report on their new survey of niche information publishers to offer "20 growth ideas in 20 minutes" that have led to stronger businesses and better margins this year.
12:00 PM - 12:15 PM (ET)
December 04 2020
General - Solution Station
Discover your next great partner, technology solution, revenue opportunity and more!  The BIMS event couldn’t happen without the support of our sponsoring partners, and now they’re here to support YOU.  Drop in to learn more about the solutions that could drive your next big success (and earn points toward the giveaway at the close of the conference)!
12:15 PM - 12:45 PM (ET)
December 04 2020
Track 1 - Sales Leadership for Content Companies: Surpassing Your Sales Goals
How have the Chief Revenue Officers at niche business publishers adjusted their sales models to beat 2020 subscription, site license, renewal, and bespoke sales goals during the economic turmoil? Join this panel to learn what you can do to adjust product mix, CRM and lead gen systems, pricing, account assignments and other factors to increase sales targets, revenue per customer, and other key metrics now.
12:45 PM - 01:15 PM (ET)
December 04 2020
Track 1 - Lead Gen Technology: Keeping the Engines Fueled
How do you identify your next best customer? Or your next 50? There's no shortage of available marketing automation solutions aiming to make your sales and marketing teams operate smarter, more efficiently and drive more revenue. Hear examples from B2B companies of successful campaigns created and the technology they used to do it.
01:15 PM - 01:30 PM (ET)
December 04 2020
General - Solution Station
Discover your next great partner, technology solution, revenue opportunity and more!  The BIMS event couldn’t happen without the support of our sponsoring partners, and now they’re here to support YOU.  Drop in to learn more about the solutions that could drive your next big success (and earn points toward the giveaway at the close of the conference)!
10:30 AM - 10:45 AM (ET)
December 02 2020
General - Solution Station
Discover your next great partner, technology solution, revenue opportunity and more!  The BIMS event couldn’t happen without the support of our sponsoring partners, and now they’re here to support YOU.  Drop in to learn more about the solutions that could drive your next big success (and earn points toward the giveaway at the close of the conference)!
10:45 AM - 11:00 AM (ET)
December 02 2020
General - Welcome and Industry Insight: An Advertising Overview of the B2B Market
In this informative session, MediaRadar's CEO, Todd Krizelman, provides an insider's look into the current state of B2B advertising. He’ll discuss current advertising investment across mediums, including Print, Digital, Virtual Events and more. He'll even spotlight key industries like Energy, Pharma and Technology - to give a granular view into the shifting B2B market. You don't want to miss it!
10:55 AM - 11:30 AM (ET)
December 02 2020
General - Keynote: The Digital Disruption of Events - Why Changes Are Here to Stay
Early in the Covid crisis, Microsoft decided to take its own live events, including Build and Inspire (which draw about 5,000 attendees each) virtual through July 2021. But for Microsoft global head of events Bob Bejan, the digital disruption of events started well before COVID-19. Join us as Bejan talks the future of events, including, --Why the digital disruption of events had already begun—COVID just accelerated it --How digital events can be more than a stop gap --How Microsoft is approaching the ultimate challenge of virtual events—networking and community --What the lasting effect will be for live, virtual and hybrid events
11:30 AM - 12:00 PM (ET)
December 02 2020
Track 2 - Power Panel: The Future of Events - 2021 and Beyond

3

The real question on everyone's mind: when will live events return and when they do, what will they look like? Will we abandon virtual events as soon as there's a COVID vaccine or will digital events still play a role? What will hybrid events look like and will some brave souls start dipping their toes back in live events in 2021?
12:00 PM - 12:15 PM (ET)
December 02 2020
General - Solution Station
Discover your next great partner, technology solution, revenue opportunity and more!  The BIMS event couldn’t happen without the support of our sponsoring partners, and now they’re here to support YOU.  Drop in to learn more about the solutions that could drive your next big success (and earn points toward the giveaway at the close of the conference)!
12:15 PM - 12:45 PM (ET)
December 02 2020
Track 2 - The New Go-to-Market Strategy: How Questex Launches Products Faster, Better and More Profitably
With live events sidelined through at least the first part of 2021, publishers need to launch more products, sooner and more profitably. In response, Questex has created a “modern” information services model that leverages audience data to tie content and events closer together to create a year-round customer engagement framework. The new approach gives Questex the ability to launch new six-figure products and go-to-market at accelerated rates (think virtual events being produced over the course of a few weeks, rather than a full year, as with a live event). CEO Paul Miller shows how Questex,
  • Aligned internal assets to create a more efficient structure
  • Created a Circle of Excellence featuring in-house experts on content, data and customer experience that serve as a resource for the full company
  • Leverages data to drive the entire process 
12:45 PM - 01:15 PM (ET)
December 02 2020
Track 2 - Executive Discussion: 3 Ways Informa Markets Is Finding New Digital & Data Revenue After Events (and Reinventing Lead Gen Along the Way)
Few companies have borne the brunt of COVID-19’s impact on events more than Informa. But the way forward is turning crisis into opportunity and Informa is aggressively creating new businesses out of its existing events model and the enormous cache of audience data those events create. Chief digital officer Jason Brown, who leads a newly created group called Informa Markets DNA, focused on creating new revenue streams, will show how the company is finding new revenue with the creation of, 
  1. Online Marketplaces that offer new ways for buyer and seller to interact
  2. Audience Extension, that gives customers an expanded, targeted reach
  3. Authenticated Data, a subscription-based service that’s solving one of the biggest customer challenges by giving access to leads that are continuously updated and refreshed aka "Lead Rental"
01:15 PM - 01:30 PM (ET)
December 02 2020
General - Solution Station
Discover your next great partner, technology solution, revenue opportunity and more!  The BIMS event couldn’t happen without the support of our sponsoring partners, and now they’re here to support YOU.  Drop in to learn more about the solutions that could drive your next big success (and earn points toward the giveaway at the close of the conference)!
01:30 PM - 02:00 PM (ET)
December 02 2020
General - Networking Forum: How Publishers Can Deliver Subscriptions-as-a-Service
brought to you by Publish Interactive Mitali will use this round table to discuss how high-value content can be inter-meshed with technology to help user engagement and research workflows. She also considers whether adopting some of the management techniques that SaaS companies use to develop product and engage their customer are appropriate for publishers. Participants will be encouraged to share their challenges and experiences. This is your chance to interact with fellow attendees for informal—but informative—sharing discussion on key industry issues and aspirational goals.  Engage in this guided, attendee-driven conversation to inspire new ideas to solve the challenges keeping you up at night.
01:30 PM - 02:00 PM (ET)
December 02 2020
General - Networking Forum: Audience Engagement

Interact with fellow attendees for and informal—but informative—discussion where participants swap ideas on key industry issues and discuss longer-term (and loftier) goals.  Join Hannah Glover, Group Managing Editor at Money-Media, in a guided conversation to explore content strategies and cross-departmental collaboration that aimed at amplifying audience engagement in 2021.  Glover will share some of the strategies her teams have employed and ask others to chime in with their own experiences or questions. This is a great opportunity to connect “face-to-face” with peers who understand your business.

04:30 PM - 05:30 PM (ET)
December 02 2020
General - Cocktails and Connection
brought to you by Omeda Unwind with your colleagues while learning from a pro in the secrets of wine and food pairings… just in time for the holidays! Log in with your favorite glass of wine, make connections with new friends, and learn fun tips from Lydia, our sommelier, as she shares useful information on which wines to buy during this hectic season, whether it's for gifting, food pairings and holiday gatherings, be they in-person or virtual!
10:30 AM - 10:45 AM (ET)
December 03 2020
General - Solution Station
Discover your next great partner, technology solution, revenue opportunity and more!  The BIMS event couldn’t happen without the support of our sponsoring partners, and now they’re here to support YOU.  Drop in to learn more about the solutions that could drive your next big success (and earn points toward the giveaway at the close of the conference)!
10:45 AM - 11:00 AM (ET)
December 03 2020
General - Welcome and Industry Insight: 2020 Audience Engagement Trends

Want to know how your products stack up against the rest of the industry? Join us as Omeda VP of Client Experience Tony Napoleone offers detailed data points on audience engagement across paid subscriptions (including print and digital), website user data (including known user percentages, pageviews per user and monthly conversions) and email engagement (open percentages, click percentages, unsubscribes and more).  

11:00 AM - 11:30 AM (ET)
December 03 2020
General - Keynote: Audience Data: Creating Inclusive Connections to Grow Your Business
Sherrell Dorsey is the founder and CEO of The Plug, one of the most distinct subscription-based digital news platforms covering Black innovation.   She is skilled in training next-gen journalists and communicators to build profitable business models and inclusive audiences, and she joins BIMS to offer pro tips on how audience data can change the game for your business.   A data journalist at her core, Dorsey will share how she has leveraged data integration at The Plug to forge meaningful connection with her audience, attracting thousands of subscribers, several hundred paid members and over $500,000 in equity-free capital.  Don’t miss Dorsey’s singular takeaways on the importance of developing inclusive approaches in your content: In discovering more about the community you serve, you can open doors to new products and revenue streams.
11:30 AM - 12:00 PM (ET)
December 03 2020
Track 2 - Power Panel: Operating in the New Normal

3

The fallout from COVID-19 has forced a reset in the media and information industry that will continue into the first quarter of 2021 and likely beyond. A panel of B2B executives share their views on leading in the “new normal,” including
  • Return to work and balancing legal concerns and workplace liabilities of the COVID era
  • Balancing in-person and remote workflows
  • Morale and productivity
  • Business lines they’re prioritizing for growth
12:00 PM - 12:15 PM (ET)
December 03 2020
General - Solution Station
Discover your next great partner, technology solution, revenue opportunity and more!  The BIMS event couldn’t happen without the support of our sponsoring partners, and now they’re here to support YOU.  Drop in to learn more about the solutions that could drive your next big success (and earn points toward the giveaway at the close of the conference)!
12:15 PM - 12:45 PM (ET)
December 03 2020
Track 2 - Anatomy of a Deal: Making an Acquisition in the COVID Era
The sale of BridgeTower Media to Transom Capital was one of the most notable B2B transactions of 2020, a year that forced many buyers to reset their expectations due to COVID. Hear from the architects on both sides of the deal on what's changed about taking an asset to market and closing a transaction in this environment. 
12:45 PM - 01:15 PM (ET)
December 03 2020
Track 2 - Executive Discussion: Leading Through Change
Increasingly in today's world, all managment is change management. When are we ever in stasis and not rethinking our go-to-market strategy, our organizational structure, our product, our service line or pricing? In this discussion, together we will:
  • Look at what distinguishes managing through change from leading through change 
  • Build an understanding of why people resist change so you can address those concerns
  • Learn a framework that will help you effectively move yourself and your organization through the stages of change 
01:15 PM - 01:30 PM (ET)
December 03 2020
General - Solution Station
Discover your next great partner, technology solution, revenue opportunity and more!  The BIMS event couldn’t happen without the support of our sponsoring partners, and now they’re here to support YOU.  Drop in to learn more about the solutions that could drive your next big success (and earn points toward the giveaway at the close of the conference)!
01:30 PM - 02:00 PM (ET)
December 03 2020
General - Networking Forum: Transforming Lead-to-Cash Platforms
brought to you by Indigo Trigger A Case Study with Farm Journal Media In late 2019, Farm Journal Media made the decision to replace their aging “Lead-to-Cash” systems with a new platform that would better support the modern business challenges of today’s B2B media company. This session will showcase how Farm Journal used technology to solve some common problems all media companies face including: 
  • PIPELINE: Implementing CRM and Pipeline Management for Sales Teams
  • PROFIT: Analyzing Campaign Profitability and Project Cost Accounting
  • INVENTORY: Inventory Management for a Diverse Product Catalog
  • AD OPS: Improving Digital Ad Operations via Platform Integrations
  • ANALYTICS: Leveraging Data to Drive New Revenue Opportunities
This session is ideal for anyone interested in improving the processes and platforms that drive sales, ad production, digital fulfillment and finance team operations. 
01:30 PM - 02:00 PM (ET)
December 03 2020
General - Networking Forum: Let's Not Waste a Good Crisis - Analyze, Adjust, and Advance
When Covid-19 arrived all of us were caught by surprise. Some of us adapted more quickly. Some of us discovered unexpected capabilities in members of the team.  Some of us struggled to retain clients and employees. No matter how well or how poorly we handled aspects of our response, what did we learn? How does that learning inform our own development, the development of others and how we rethink our leadership and our talent.
10:45 AM - 11:00 AM (ET)
December 04 2020
General - Solution Station
Discover your next great partner, technology solution, revenue opportunity and more!  The BIMS event couldn’t happen without the support of our sponsoring partners, and now they’re here to support YOU.  Drop in to learn more about the solutions that could drive your next big success (and earn points toward the giveaway at the close of the conference)!
11:00 AM - 11:30 AM (ET)
December 04 2020
General - Keynote: From Media To Intelligence: How National Journal Became a Premier Insights Platform
Kevin Turpin, president of National Journal, will join us to discuss National Journal’s evolution from a trusted 50-year-old media organization to a premier insights and intelligence company.  Kevin will share the company’s journey, the lessons learned, and the keys to his success. In his keynote, he will address the pivotal decisions they made in 2010, when more than half of National Journal's revenue came from Advertising (55%), just under half came from subscriptions (45%), and they had a keen eye on launching new consulting products. Fast forward to 2019, and the company no longer actively pursued advertising sales (<1% of revenue), maintained a healthy subscription business (49% of revenue), and achieved slightly over half of their annual revenue from consulting products (51%) that did not exist ten, or even five years ago. He will also provide insight into how his organization stays relevant and forward-thinking by focusing on NJ’s core mission, inviting clients to serve in a strategic advisory capacity, and staying iterative and humble.
11:30 AM - 12:00 PM (ET)
December 04 2020
Track 2 - Power Panel: The Future of B2B - Mapping Our Way Forward

2

The way business is done is changing and B2B media and information is changing with it. Top thought leaders share how they see the industry emerging from crisis and how B2B media and information companies need to change with it.
12:00 PM - 12:15 PM (ET)
December 04 2020
General - Solution Station
Discover your next great partner, technology solution, revenue opportunity and more!  The BIMS event couldn’t happen without the support of our sponsoring partners, and now they’re here to support YOU.  Drop in to learn more about the solutions that could drive your next big success (and earn points toward the giveaway at the close of the conference)!
12:15 PM - 12:45 PM (ET)
December 04 2020
Track 2 - Meet 'The Bloomberg of Freight': How FreightWaves Created a One-To Punch with Marketing Services and Subscription Intelligence
With live events sidelined and virtual events generating a fraction of the revenue, marketing services and business intelligence have leapt to the forefront, offering revenue growth eclipsing many legacy products.  Hear how FreightWaves, dubbed "the Bloomberg of Freight," drove 250% growth in both its media and data businesses (with media growing even faster than data with similar margins), generating about $15 million in gross revenue and on track to do a run rate of more than $20 million by the end of the year. 
12:45 PM - 01:15 PM (ET)
December 04 2020
Track 2 - Executive Discussion: Why Innovation Fails and How to Fix It

Eighty percent of innovation managers believe that customers do not know what they want, and have needs that they cannot express. This gets to the root cause of the problem with current innovation processes and why the majority of new products fail.

During this workshop, Tony Ulwick, founder of the theory of outcome-driven-innovation, will debunk the myths that currently plague innovation and give you a framework to understand your customers that unite the entire organization around a common language of the customer.

01:15 PM - 01:30 PM (ET)
December 04 2020
General - Solution Station
Discover your next great partner, technology solution, revenue opportunity and more!  The BIMS event couldn’t happen without the support of our sponsoring partners, and now they’re here to support YOU.  Drop in to learn more about the solutions that could drive your next big success (and earn points toward the giveaway at the close of the conference)!
10:30 AM - 10:45 AM (ET)
December 02 2020
General - Solution Station
Discover your next great partner, technology solution, revenue opportunity and more!  The BIMS event couldn’t happen without the support of our sponsoring partners, and now they’re here to support YOU.  Drop in to learn more about the solutions that could drive your next big success (and earn points toward the giveaway at the close of the conference)!
10:45 AM - 11:00 AM (ET)
December 02 2020
General - Welcome and Industry Insight: An Advertising Overview of the B2B Market
In this informative session, MediaRadar's CEO, Todd Krizelman, provides an insider's look into the current state of B2B advertising. He’ll discuss current advertising investment across mediums, including Print, Digital, Virtual Events and more. He'll even spotlight key industries like Energy, Pharma and Technology - to give a granular view into the shifting B2B market. You don't want to miss it!
10:55 AM - 11:30 AM (ET)
December 02 2020
General - Keynote: The Digital Disruption of Events - Why Changes Are Here to Stay
Early in the Covid crisis, Microsoft decided to take its own live events, including Build and Inspire (which draw about 5,000 attendees each) virtual through July 2021. But for Microsoft global head of events Bob Bejan, the digital disruption of events started well before COVID-19. Join us as Bejan talks the future of events, including, --Why the digital disruption of events had already begun—COVID just accelerated it --How digital events can be more than a stop gap --How Microsoft is approaching the ultimate challenge of virtual events—networking and community --What the lasting effect will be for live, virtual and hybrid events
11:30 AM - 12:00 PM (ET)
December 02 2020
Track 3 - New Life for Marketing Services: How Government Executive Media Drove +30% Growth In a Purely Digital Environment
The shift to a fully digital environment as a result of the pause in live events is a unique opportunity to drive revenue in marketing services. The key is deeply integrated digital programs that are content rich, connected from touchpoint to touchpoint, and recreate much of the community building that takes place with live event programming. Attendees will learn the secrets to the success Government Executive Media Group has had, where it's in the midst of producing a record breaking year in revenue performance (33%+ YoY growth) all while building deeper, more trusting relationships with its most important clients, who are leveraging its solutions to help salvage a truly unprecedented and challenging year.
12:00 PM - 12:15 PM (ET)
December 02 2020
General - Solution Station
Discover your next great partner, technology solution, revenue opportunity and more!  The BIMS event couldn’t happen without the support of our sponsoring partners, and now they’re here to support YOU.  Drop in to learn more about the solutions that could drive your next big success (and earn points toward the giveaway at the close of the conference)!
12:15 PM - 12:45 PM (ET)
December 02 2020
Track 3 - Audience First: How Publishers Are Scaling First-Party Data To Better Compete With Social Media and Third-Party Providers
Business-to-business publishers know that the biggest competitive threats to ad dollars are no longer fellow publishers but social media platforms and third-party data platforms claiming to reach the publisher’s audience and more, on a much larger scale, for far lower cost. With the tidal wave of data privacy regulation (CASL, GDPR, California Data Privacy and slew of others) on the horizon, many are predicting the decline of third party data (whether true or wishful thinking remains to be seen) but the fact is, to stay competitive, publishers need to scale their reach with high value first party data beyond their own websites and communities.
12:45 PM - 01:15 PM (ET)
December 02 2020
Track 3 - Five (At Least) New Revenue Ideas You Can Be Selling in 2021
A rapid fire, round-robin exchange of ideas focused on the modern B2B media solution, including, 1. Marketing services 2. Events  3. Technology 4. Content 5. Lead Gen and more!
01:15 PM - 01:30 PM (ET)
December 02 2020
General - Solution Station
Discover your next great partner, technology solution, revenue opportunity and more!  The BIMS event couldn’t happen without the support of our sponsoring partners, and now they’re here to support YOU.  Drop in to learn more about the solutions that could drive your next big success (and earn points toward the giveaway at the close of the conference)!
01:30 PM - 02:00 PM (ET)
December 02 2020
General - Networking Forum: How Publishers Can Deliver Subscriptions-as-a-Service
brought to you by Publish Interactive Mitali will use this round table to discuss how high-value content can be inter-meshed with technology to help user engagement and research workflows. She also considers whether adopting some of the management techniques that SaaS companies use to develop product and engage their customer are appropriate for publishers. Participants will be encouraged to share their challenges and experiences. This is your chance to interact with fellow attendees for informal—but informative—sharing discussion on key industry issues and aspirational goals.  Engage in this guided, attendee-driven conversation to inspire new ideas to solve the challenges keeping you up at night.
01:30 PM - 02:00 PM (ET)
December 02 2020
General - Networking Forum: Audience Engagement

Interact with fellow attendees for and informal—but informative—discussion where participants swap ideas on key industry issues and discuss longer-term (and loftier) goals.  Join Hannah Glover, Group Managing Editor at Money-Media, in a guided conversation to explore content strategies and cross-departmental collaboration that aimed at amplifying audience engagement in 2021.  Glover will share some of the strategies her teams have employed and ask others to chime in with their own experiences or questions. This is a great opportunity to connect “face-to-face” with peers who understand your business.

04:30 PM - 05:30 PM (ET)
December 02 2020
General - Cocktails and Connection
brought to you by Omeda Unwind with your colleagues while learning from a pro in the secrets of wine and food pairings… just in time for the holidays! Log in with your favorite glass of wine, make connections with new friends, and learn fun tips from Lydia, our sommelier, as she shares useful information on which wines to buy during this hectic season, whether it's for gifting, food pairings and holiday gatherings, be they in-person or virtual!
10:30 AM - 10:45 AM (ET)
December 03 2020
General - Solution Station
Discover your next great partner, technology solution, revenue opportunity and more!  The BIMS event couldn’t happen without the support of our sponsoring partners, and now they’re here to support YOU.  Drop in to learn more about the solutions that could drive your next big success (and earn points toward the giveaway at the close of the conference)!
10:45 AM - 11:00 AM (ET)
December 03 2020
General - Welcome and Industry Insight: 2020 Audience Engagement Trends

Want to know how your products stack up against the rest of the industry? Join us as Omeda VP of Client Experience Tony Napoleone offers detailed data points on audience engagement across paid subscriptions (including print and digital), website user data (including known user percentages, pageviews per user and monthly conversions) and email engagement (open percentages, click percentages, unsubscribes and more).  

11:00 AM - 11:30 AM (ET)
December 03 2020
General - Keynote: Audience Data: Creating Inclusive Connections to Grow Your Business
Sherrell Dorsey is the founder and CEO of The Plug, one of the most distinct subscription-based digital news platforms covering Black innovation.   She is skilled in training next-gen journalists and communicators to build profitable business models and inclusive audiences, and she joins BIMS to offer pro tips on how audience data can change the game for your business.   A data journalist at her core, Dorsey will share how she has leveraged data integration at The Plug to forge meaningful connection with her audience, attracting thousands of subscribers, several hundred paid members and over $500,000 in equity-free capital.  Don’t miss Dorsey’s singular takeaways on the importance of developing inclusive approaches in your content: In discovering more about the community you serve, you can open doors to new products and revenue streams.
11:30 AM - 12:00 PM (ET)
December 03 2020
Track 3 - Data, Insights, Membership: How Vogue Business Does B2B
Launched 18 months ago, Vogue Business, Conde Nast's first B2B brand, has attracted more than 340,000 readers spanning 50 countries, thanks to an emphasis on data-driven reporting and a new multi-level membership program that offers multiple workflow solutions. Managing director Stephen Morgan breaks down how Vogue Business is building a B2B brand and how it departs from the typical B2B playbook. 
12:00 PM - 12:15 PM (ET)
December 03 2020
General - Solution Station
Discover your next great partner, technology solution, revenue opportunity and more!  The BIMS event couldn’t happen without the support of our sponsoring partners, and now they’re here to support YOU.  Drop in to learn more about the solutions that could drive your next big success (and earn points toward the giveaway at the close of the conference)!
12:15 PM - 12:45 PM (ET)
December 03 2020
Track 3 - Lessons From a Year of Virtual Events: 5 Compelling Experiences, 5 Winning Revenue Strategies
Eric Shanfelt
The pivot to virtual events has been a trial by fire and as B2B publishers prep for running virtual events through at least the first half of 2021, we're offering a session showcasing the biggest lessons and best examples of the best year. Join us as we share how to create compelling experiences and winning revenue strategies, running the gamut from: 1. Virtual trade shows (the hardest events to pivot) 2. Attendee-driven conferences 3. Engaging networking 4. Top platforms (and what to avoid)  5. Must-haves for winning virtual and hybrid events in 2021
12:45 PM - 01:15 PM (ET)
December 03 2020
Track 3 - Product is the New Content: Case Studies in Data Monetization
The real power of data products isn't just information, it's in solving problems and making your services an invaluable part of the customer's daily workflow. Hear two case studies of how publishers were able to leverage market and customer data into subscription products that are now part of their business practices. 
01:15 PM - 01:30 PM (ET)
December 03 2020
General - Solution Station
Discover your next great partner, technology solution, revenue opportunity and more!  The BIMS event couldn’t happen without the support of our sponsoring partners, and now they’re here to support YOU.  Drop in to learn more about the solutions that could drive your next big success (and earn points toward the giveaway at the close of the conference)!
01:30 PM - 02:00 PM (ET)
December 03 2020
General - Networking Forum: Transforming Lead-to-Cash Platforms
brought to you by Indigo Trigger A Case Study with Farm Journal Media In late 2019, Farm Journal Media made the decision to replace their aging “Lead-to-Cash” systems with a new platform that would better support the modern business challenges of today’s B2B media company. This session will showcase how Farm Journal used technology to solve some common problems all media companies face including: 
  • PIPELINE: Implementing CRM and Pipeline Management for Sales Teams
  • PROFIT: Analyzing Campaign Profitability and Project Cost Accounting
  • INVENTORY: Inventory Management for a Diverse Product Catalog
  • AD OPS: Improving Digital Ad Operations via Platform Integrations
  • ANALYTICS: Leveraging Data to Drive New Revenue Opportunities
This session is ideal for anyone interested in improving the processes and platforms that drive sales, ad production, digital fulfillment and finance team operations. 
01:30 PM - 02:00 PM (ET)
December 03 2020
General - Networking Forum: Let's Not Waste a Good Crisis - Analyze, Adjust, and Advance
When Covid-19 arrived all of us were caught by surprise. Some of us adapted more quickly. Some of us discovered unexpected capabilities in members of the team.  Some of us struggled to retain clients and employees. No matter how well or how poorly we handled aspects of our response, what did we learn? How does that learning inform our own development, the development of others and how we rethink our leadership and our talent.
10:45 AM - 11:00 AM (ET)
December 04 2020
General - Solution Station
Discover your next great partner, technology solution, revenue opportunity and more!  The BIMS event couldn’t happen without the support of our sponsoring partners, and now they’re here to support YOU.  Drop in to learn more about the solutions that could drive your next big success (and earn points toward the giveaway at the close of the conference)!
11:00 AM - 11:30 AM (ET)
December 04 2020
General - Keynote: From Media To Intelligence: How National Journal Became a Premier Insights Platform
Kevin Turpin, president of National Journal, will join us to discuss National Journal’s evolution from a trusted 50-year-old media organization to a premier insights and intelligence company.  Kevin will share the company’s journey, the lessons learned, and the keys to his success. In his keynote, he will address the pivotal decisions they made in 2010, when more than half of National Journal's revenue came from Advertising (55%), just under half came from subscriptions (45%), and they had a keen eye on launching new consulting products. Fast forward to 2019, and the company no longer actively pursued advertising sales (<1% of revenue), maintained a healthy subscription business (49% of revenue), and achieved slightly over half of their annual revenue from consulting products (51%) that did not exist ten, or even five years ago. He will also provide insight into how his organization stays relevant and forward-thinking by focusing on NJ’s core mission, inviting clients to serve in a strategic advisory capacity, and staying iterative and humble.
11:30 AM - 12:00 PM (ET)
December 04 2020
Track 3 - Deep Dive Into B2B Content Marketing: Real Buyer Insights
NetLine's recently released 2020 State of B2B Content Consumtion and emand Report examines more than 4 million content downloads and hundreds of data points generated by B2B buyers. Join us as NetLive SVP of audiece and data David Fortino shares key takeaways from the report and analyzes four priority areas for building a successful content strategy. 
12:00 PM - 12:15 PM (ET)
December 04 2020
General - Solution Station
Discover your next great partner, technology solution, revenue opportunity and more!  The BIMS event couldn’t happen without the support of our sponsoring partners, and now they’re here to support YOU.  Drop in to learn more about the solutions that could drive your next big success (and earn points toward the giveaway at the close of the conference)!
12:15 PM - 12:45 PM (ET)
December 04 2020
Track 3 - One Subscriber or 48,000 Pageviews? Turning Content Producers into Revenue Generators
As the information industry shifts from free content and digital display to paid content, customer value (and indeed, the value of employees) is changing. This session will share specific breakdowns on the new unit economics of information and leave you with a strategy for schooling your editors on the business side and clarifying and measuring what content success actually means. Join us for a deep dive into:
  • An explanation of key unit economic metrics of content
  • How content teams can leverage data around basic daily reporting, subscriber content consumption reporting and subscriber influence reporting to understand how to allocate resources
  • How to use unit economic metrics to help set subscription pricing, meter limits and other access rules.
12:45 PM - 01:15 PM (ET)
December 04 2020
Track 3 - New Revenue Through Social Platforms: Live Product Showcase
Many manufacturers typically promote and showcase their new products at in-person trade-shows, but nearly all trade-shows have been cancelled as a result of COVID. With highly engaged audiences on Youtube, facebook, LinkedIn, Instagram, Twitter, etc, AC Business Media created a Virtual Product Showcase product that allows partners to share and promote their new product/equipment releases virtually through a livestream simulcast across our many social accounts and channels. The live simulcast strategy works in any vertical/niche. The livestream doesn't need to be a product release, it can be any compelling live content, but it works particularly well for manufacturers who longer have an in-person venue to showcase their new products.
01:15 PM - 01:30 PM (ET)
December 04 2020
General - Solution Station
Discover your next great partner, technology solution, revenue opportunity and more!  The BIMS event couldn’t happen without the support of our sponsoring partners, and now they’re here to support YOU.  Drop in to learn more about the solutions that could drive your next big success (and earn points toward the giveaway at the close of the conference)!

Solution Station

Networking Opportunities

We know that you are seeking meaningful connection in your events experiences, and the BIMS team has curated some opportunities specifically designed to offer you face-to-face connection and engagement. To gain the most out of your BIMS experience, take advantage of these virtual engagement opportunities:

1.  Networking Forums are informal, interactive sessions, intended to be conversations among participants.  An expert speaker will kick off the topic with best practices and impressions, and then invite the attendees to ask questions, share experiences and to garner insights from the group.  These are terrific opportunities to derive new strategies and ideas from your peers, to make new connections and to see old friends.

2.  The Solution Station is staffed with service providers that can help you implement your next great idea.  Visit these sponsors—without whom BIMS couldn’t be possible—to schedule 1-on-1 appointments, download survey findings and whitepapers, and even earn points on the BIMS leaderboard!

3.  Cocktails and Connection is a relaxed virtual happy hour with an exciting addition: a sommelier to provide fun ideas and pairings to make your holiday gatherings—virtual or otherwise—memorable.  Log in with your favorite glass of wine or cocktail to see familiar faces and meet new industry contacts.  All are welcome!

4.   “Come to the Stage” after the Breakouts: At the close of the breakout sessions and Q&A, attendees have the opportunity to continue the conversation face-to-face with the session speakers and fellow attendees.  Do you have a follow-up question?  Want to continue a conversation from the chat?  As the breakout is wrapping up, a link will be presented to attendees to click to continue the conversation in a Zoom room.

5.  Direct message fellow attendees by clicking "Connect With Attendees". Find and select an attendee you'd like to chat with under the "Attendee" tab. You may use audio, video, or text chatting in this space.

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Natasha Mawji
Natasha Mawji
December 3, 2020 9:12 am

How can we watch replays?

Tracy Kane
Tracy Kane
Reply to  Performedia Support Team
December 4, 2020 12:19 pm

When I try to do that, it says the session has ended

Howard Schecter
Howard Schecter
December 3, 2020 11:32 am

Wait, I see it now.

Last edited 9 months ago by Howard Schecter
Joyce Neth
Joyce Neth
December 3, 2020 1:10 pm

Will the platform be open after BIMS ends on Friday so we can access the replays?

Joyce Neth
Joyce Neth
Reply to  Performedia Support Team
December 3, 2020 2:04 pm

Thanks! Until when?

Joyce Neth
Joyce Neth
Reply to  Performedia Support Team
December 4, 2020 9:45 am

Thank you!

Holly Biller
Holly Biller
Reply to  Performedia Support Team
December 4, 2020 12:13 pm

That is wonderful news as there is so much great content to absorb. Thank you!

Alicia Pettigrew
Alicia Pettigrew
Reply to  Performedia Support Team
December 3, 2020 2:14 pm

How long will the presentations be available for viewing?

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