August 8 - 10, 2011
Hilton New York
CRM Evolution 2011 - August 8-10, 2011 - Hilton New York
Sunrise Sessions

Sunrise sessions are early morning discussions taking place on Tuesday and Wednesday, August 9-10 from 8:00 a.m. to 8:45 a.m. where business professionals can talk openly about CRM strategies. Attendees can network, discuss challenges, and share ideas with peers and CRM experts.

Tuesday, August 9, 2011
SS1 – Now Batting for Major League Baseball: CRM
8:00 a.m. - 8:45 a.m.
Scott Jeffer, CRM Manager - New York Yankees


Professional sports and entertainment marketers are challenged with managing and building databases containing large potential and current customer bases from multiple sources. Now critical is CRM’s integration with other systems related to ticketing, accounting, merchandise, food and beverage, customer service, online marketing, and social media to keep up with rabid fan bases. From award-winning CRM adopter at Minor League Baseball’s Toledo Mud Hens to a soon-to-be implemented CRM system at the New York Yankees, this presentation proves that successful CRM concepts transcend business, no matter how big the company or how many 3,000-hit players are on the roster!


SS2 – A New Paradigm for Direct Response Success
8:00 a.m. - 8:45 a.m.
MODERATOR: Jennifer Rabuck, Client Services Director - The Relationship Marketing Factory
Ellen Ryan, Co-Founder/CEO - The Relationship Marketing Factory
Brian Moss, VP of Sales for InteleMedia - The Relationship Marketing Factory
Jeff Perlman, President - The Relationship Marketing Factory

As direct marketers, we are held accountable for successes and profitability. Unfortunately, often key campaign responsibilities are left to others to manage. The result? Campaign performance slips through the cracks, turning success to disaster. There is a better way to design, manage, and optimize campaigns-apart from the traditional approach-with significantly better results. This discussion covers how to create a fluid connection between direct marketing disciplines and a contact center network. Learn how combining real-time contact center management, speech analytics, and contact center network reporting can gather intelligence and drive greater profitability.

SS3 – Online Behavioral Advertising: New Regulation
8:00 a.m. - 8:45 a.m.
Steven C. Bennett, Partner - Jones Day

The Federal Trade Commission and the Commerce Department recently issued reports on online information gathering, including online behavioral advertising. Both houses of Congress have conducted hearings on the subject. The European Union has issued additional directives specifically addressed to online behavioral advertising. These new regulations may dramatically affect the conduct of advertising and marketing on the web. This program addresses the basics of the proposed new regulations and suggests ways that businesses may prepare to respond.

Wednesday, August 10, 2011
SS4 – Generation Y at Work
8:00 a.m. - 8:45 a.m.
Blake Landau, Blake Landau Consulting
Jon Blum, Chief Illuminator - Infinite Green Consulting

Generation Y's unique work style confuses many employers. In this session, attendees learn about results oriented work and some of the successful tactics from the Best Buy and Carlson companies. Learn how to create a corporate culture that is a win for the employee, management, and customers. Explore how to set the stage for social CRM and create a culture in which employees can be trusted with access to sensitive data. Hear what companies are doing to maximize their workforces, learn how to manage knowledge workers, and how to overcome challenges in this age of social media. 



SS5 – Better Lead Nurturing Techniques
8:00 a.m. - 8:45 a.m.
Henry Bruce, President - Rock Annand Group

Three out of four new leads buy in the next 18 to 24 months, making lead nurturing a necessity. Learn a simple, sound lead nurturing strategy resulting in twice the amount of closed business. Discuss the market trends and challenges B2B firms must overcome to penetrate markets, along with the methodologies, resources, lead management processes and automated tools needed to close. Also learn a "quick-wins" approach so that B2B marketers engage the entire sales team, and a simple approach to execute key content strategies.


SS6 – The Four New P’s of Marketing in Pharma
8:00 a.m. - 8:45 a.m.
John Gardner, President and CEO - Integrative Logic

Pharmaceutical marketers once owned the Four P's-product, placement, price and promotion-but things have changed. Pharmaceutical marketers have lost control. The key to success in this new marketing landscape is a shift from a pharmaceutical-driven, push-based model toward a pull-based model, where desire for information and education drives action. Learn about the new P's: predictive analysis, personalization, peer-to-peer networking, and participation. Discover how progressive pharmaceutical companies will reach the next level of success.

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