BMA Conference - Agenda

Event and Registration | List of Speakers | Workshops

Engaging with the Empowered Customer

Friday, September 12, 2014

The Curtis Hotel
1405 Curtis Street, Denver CO 80202

Pre-Conference Breakfast Workshops

Note:  The pre-conference breakfast workshops require an additional registration and payment.

Getting to the Core of Content Marketing –
Marcus Sheridan, founder, The Sales Lion

A successful customer engagement strategy is the direct result of an intentional content strategy. Learn ways effective content marketing will dramatically impact your sales process.

Customer Journey Mapping – Rob Bean, vice president of new media, Burns Marketing

Discover ways to more effectively engage with your customers by mapping and analyzing the "journey" they take with your brand. Learn more about this interactive workshop.

 Main Conference Agenda

8:30 AM

Coffee & Networking / Silent Auction Opens  (preview items)

9:00 AM

9:15 AM

All In: How to Establish a Culture of Content Marketing and Get Incredible Results – Opening Keynote – Marcus Sheridan, founder, The Sales Lion

Believe in the power of content marketing but are struggling to get the rest of your organization bought in on the idea? If so, you'll love this passionate and enthusiastic presentation by Marcus Sheridan who will be showing how to:

• Get content marketing buy-in from all in your organization
• Turn each employee into a content producer
• Establish a culture that's built to last

10:00 AM

Collaborate to Create Something Greater Together –
Kare Anderson, CEO, Say it Better Center

One of the lowest cost ways to stand out in your market can also be the most credible. Spur smart partnerships that enable your organization to generate more visibility, value and loyalty. Hear exactly how to encourage employees, customers and other stakeholders to collaborate in ways in that also boosts their reputation and camaraderie. Learn four successful collaboration methods to boost participation, instill the bragging rights that boost relevant referrals, inspire helpful feedback, and attract rights media coverage.

10:30 AM

Round Tables – One hour interactive small group discussions around three topics:  Collaborate. Connect. Engage. The purpose is to generate specific, actionable ideas for conference attendees. Each table session will be facilitated by a business leader or one of the speakers.

11:30 AM

Building Buyer Centricity: Notes from the Field – Lunch Keynote – Jay Gaines, vice president and group director, SiriusDecisions

The truth is that while virtually all businesses aspire to buyer-centricity, most fall short. Ultimately, the challenges most b-to-b organizations face when striving to be truly buyer-centric in how they go-to-market are both cultural and operational.

Based on extensive work with marketing, sales and product leaders at well over 1,000 b-to-b client organizations, SiriusDecisions has identified the most common barriers to buyer-centricity, and how they can be successfully addressed. In this session we will explore two critical issues:

• Where do pockets of resistance to buyer-centric approaches reside in most businesses, and how can they be addressed through proven change management approaches?
• Across the spectrum of planning, building, and running go-to-market strategies, what are the specific approaches leading organizations use to build truly buyer-centric campaigns and programs that deliver best-in-class results?

12:45 PM

Break

1:00 PM

Marketing Message Makeover – How to Create Messages that Emotionally Connect with Buyers – Colleen Stanley, president, SalesLeadership, Inc.

Colleen Stanley, author of Emotional Intelligence For Sales Success,  reveals  how to harness the power of neuroscience and emotional intelligence to accelerate trust and credibility with buyers.   During this interactive event, participants learn how to avoid the top 3 mistakes marketers make that immediately commoditize their message and position. Attendees will learn how to identify and address the real buyer:  the reptilian brain – and discover why it’s crucial in converting buyers to clients. 
 
Learn why companies such as Siemens, Honeywell, Vail Resorts, and OtterBox leverage Emotional Intelligence skills to create sustainable growth and cultures of collaboration and competition. 

1:30 PM

Embracing a New Mindset. How to Make the Changes Needed to Connect With Buyer 2.0 – Carlos Hidalgo, CEO & principal ANNUITAS

The last 10 years have seen dramatic changes in the B2B marketing landscape with massive shifts in how B2B buyers buy, the advancements of marketing technology, the increase in data, the focus on content marketing ...and the list goes on. Yet research conducted over the past 5 years show that marketers continue to grapple with the same challenges year after year with only incremental improvement in results. In this engaging and interactive presentation, Carlos Hidalgo will walk you down the path of how to transform your people, process, content, and technology to align with the buyer’s needs and their buying process. You will learn how to do things differently instead of just doing different things. Learn the keys to being innovative, results-oriented and moving from a tactical to a strategic mindset.  Take a new approach. Drive transformation in your organization – and connect with Buyer 2.0. 

2:00 PM

Coffee, snacks, networking

2:30 PM

A Customer Story: How Zia Consulting Connects with Prospects and Customers Utilizing Marketing Automation – Emily Long,  director of marketing, Zia Consulting. and Meredith Giersch, director of channel optimization, Net-Results
 
Are you looking to generate more demand for your products or services? Would you like to improve your ROI in your marketing strategies? We've brought together a demand generation expert and marketing automation vendor to share insights on making those dreams reality.

They will explore how Zia Consulting modified their digital marketing strategy and implemented marketing automation. Learn how they adapted, where they engaged with their prospects and customers, and how they increased both their reach and growth.

Three takeaways from the session:

• Why marketing automation is a "must" in this day and age of the digital buyer
• How marketing automation should be introduced and rolled out in your organization
• What Zia Consulting has learned over time through implementing marketing automation

3:00 PM

Tying It All Together – Mark Grindeland, CMO, TeleTech Holdings

Customer relationships built on trust and simplicity deliver lasting value for everyone. In other words, happy customers equal happy companies. Building those relationships across every channel, every interaction, every day – that’s not so simple. The always on, multichannel world in which we live creates challenges for companies and customers alike. Companies, trying to adapt to a new world of connectivity, are faced with disconnected technology systems, data silos, outdated processes and rising costs. Customers, increasingly empowered by technology, demand a better experience in exchange for their loyalty. Mark will share with us how TeleTech is leading some of the world’s best-known brands to collaborate, connect and engage with their customers.

3:30 PM

Magic, Mystery, Marketing, and a Monkey – Closing Keynote – Rich Kylberg, vice president of global marketing and communications, Arrow Electronics

Are you Five Years Out? In this inspirational, "only in the BMA" presentation, Rich Kylberg takes us deeply behind-the-scenes of the global marketing and communications department at Arrow Electronics to demonstrate how his marketing teams have not only engaged stakeholders around the world, but have transformed Colorado's largest company, and the electronics industry, in the process. Learn how Arrow quickly defined their brand, established a global network of communications channels, built a team from six people to over 70, challenged conventional marketing theory and made it possible for a quadriplegic to drive qualifying laps at this year’s Indy 500.

4:15 PM

Closing Comments

4:30 PM

Cocktail Party/Networking