May 15

7:30 a.m.-6:00 p.m.
Registration Desk

If you have not already done so, pick up your registration badge and print programme on the second floor of the Westin Times Square and take an 11-minute walk to the Advertising Seminar at USA Today Network offices. INMA World Congress participants only need one badge for the full week; no need for a second badge.

Westin Hotel Times Square
270 West 43rd Street
E-Walk, 2nd Floor (immediately past reception desk)

8:30 a.m.
Welcome Coffee

USA Today Network | Gannett
1633 Broadway, 25th Floor

9:00 a.m.
Welcome and Overview

Seminar Moderator and Senior Vice President of Revenue Strategy, Tribune Company

Susan Jacobs

President, INMA North America Division, and Vice President - Client Strategy, LocaliQ

Brooke Christofferson

9:05 a.m.
The State of Digital Media: Finding the Light

The Top 7 advertising platforms will take 80% of digital media spend globally this year and the rest of the digital ad market will decline 11%. For comparison, print will decline 10% this year. It’s now worse to run a Web site than it is to run a newspaper. Many INMA members run both. Facebook has been flying over speed bumps while Google continues to close off its walls. Twitter and Snap are surprising role models for the publisher ecosystem, both posting impressive growth while struggling with limited resources and a shrinking audience. In this presentation, we will look at publisher strategy moving forward followed by a roundtable of publishers.

Founder and CEO, Polar

Kunal Gupta

10:00 a.m.
Sales Skills + Talent + Compensation = Sales Performance

What is key today is having the right sales skills and talent along with compensation to drive sales performance. In this session, learn the latest in compensation based on executive interviews along with sales productivity, sales compensation, and ratios.

Principal and Media Practice Lead, Alexander Group

Matt Bartels

11:00 a.m.
Using Data and Tools to Drive Sales Performance

In this practical session, learn how leading publishers look at sales operations best practices such as lead generation and integration with CRM.

Vice President Sales Operations and Ad Operations, Advance Local

Dennis Dube

11:55 a.m.
Wrap-Up and Takeaways
12:00 noon
Seminar Concludes