2015 Top 10 B2B Marketing Events to Attend

June 2, 2015

LAUREN ON DEMAND'S

My best thinking happens on the road – running.

Major business problems get resolved, child-related drama is rationalized (like what made my 5 and 8-year old boys decide to flush two rolls of toilet paper down the toilet?), my mind is rejuvenated and ideas are born.

By the end of my run I feel refreshed, inspired and productive.

Whether you’re a runner or not – the good news is that there are other times to get into this frame of mind – at a great event!

During the upcoming months, there are several B2B Marketing events that have caught my interest, in part because of the inspiring line-up of speakers (and also because I’ve attended most of these in the past).  I’ve included events in both the US and the UK since BNJ has a presence that spans both continents and we are always looking for international opportunities!

If you’re looking for some inspiration this summer and fall – go for a great run and/or leave the office to visit one of these leading marketing conferences.  Here’s a list of my top 10 recommended events:


US Events

1. ITSMA’s 2015 Marketing Leadership Forum, June 2-3, Napa, CA

While it will be impossible to sign up now (as the event is currently underway), I suggest checking out the content that will be posted following the event from great thought leaders like Julie Schwartz, Senior Vice President, Research and Thought Leadership at the ITSMA.

The ITSMA is also a stellar resource for best practices on my favorite topic – ABM (Account Based Marketing).  You can expect to see an upcoming blog post from me on ABM following this event (sharing a combination of new insights from ITSMA along with real-world best practices from client work).

Or, if you find yourself intrigued, put their “main event” on the calendar, November 3-4 in Boston, MA.

2. DemandBase Virtual Marketing Innovation Summit for B2B, June 16, Webinar

I’ve heard firsthand that the DemandBase Innovation Summit held earlier this year was an A+ event. They’re now bringing it straight to your office with a 6-hour virtual event.  In particular, I’d make sure to watch:

  • Megan Heuer, VP & Group Director at SiriusDecisions on Account Based Marketing
  • Holly Bounds, Digital Strategy Lead for GE Energy Management on how to Stay Lean and Go Fast with digital
  • And the half dozen additional speakers – with great topics!

3. Content Marketing World 2015, September 8-11, Cleveland

This is THE place to be for content marketing brilliance (and content marketing geeks).  It’s no surprise that the lineup of speakers (and yes, content) is a 10.  It’s truly a gathering of the BEST content minds on the planet  (check out the speakers and attendees!).

4. Dreamforce 2015, September 15-18, San Francisco, CA

Inspiration. Imagination. Innovation. It’s all inside Dreamforce. Dreamforce brings together thought leaders, industry pioneers, and thousands of your peers for a week of idea-sharing.  I also love the access into the latest marketing technologies for B2B marketers – as they’re all there.

5. Corporate Visions Conference 2015, September 21-23, San Francisco, CA

While I’ve not attended this conference – I’ve seen this group in action – specifically to support storytelling and sales enablement.  This year’s conference is focused on the conversations your company has with your clients and how to “create a compelling story…and then equipping your salespeople to deliver that story and articulate your value to the market.”

6. DMA Conference 2015: &Then, October 4-6, Boston, MA

Truthfully, I’ve taken a decade “off” from this event.

The DMA is on a comeback – and this event has the potential to deliver a powerful, global and integrated view of what marketing can and should achieve.

7. ANA Masters of Marketing Conference, October 14-17, Orlando, FL

This event has been referred to me by a trusted source – and one that is high on my list to check out.  The ANA invites marketers to learn and engage with the leaders of the marketing community who have built brands, leveraged the expanding array of media, made marketing more accountable and improved the quality of their marketing organizations.  One such featured thought leader is Airbnb’s CMO, Jonathan Mildenhall.

8. Marketing Profs 2015 Marketing B2B Forum, October 21-23, Boston, MA

Marketing Profs caters beautifully to the marketing practitioner who wants to be inspired by ACTIONABLE ideas that can be put to use, immediately.  With speakers from Google, MIT and NPR, this year’s event promises to be a great opportunity to learn about the latest in B2B Marketing!


UK Events

9. B2B Marketing Summit 2015, June 17, London, UK

Brand new to my radar, but an incredible line-up of content and ideas. “The B2B Summit is B2B Marketing’s biggest best practice event of the year and the only event of its kind to give attendees access to over 40 B2B marketing experts and 500 of their peers under one roof in a single day. It was designed to help marketers meet their specific information needs as never before – with five streams of content on the hottest topics in the industry, all focused on practical, actionable insights attendees can customize the event agenda to meet their own personal requirements.”

10. Sirius Decisions Summit Europe, October 19-20, London, UK

Having just wrapped up their US event in the spring, Sirius Decisions will take their great content and insights to Europe in the fall. Sirius Decisions always brings fresh thinking and frameworks that enable marketers to soar. It’s also an incredible place to hob-nob with the savviest B2B marketers and connect with great agencies (yes, full disclosure, BNJ is a sponsor at this event).


***Not yet announced, but also not to be missed is the Marketo Roadshow Series!  This roadshow will take place during July and August and will hit about half a dozen cities around the US.  The series promises to deliver the same great content that was shared at their summit earlier this spring.  For those who missed the summit, this is a great chance to see what it had to offer in a local setting.  More to come on this!

And…I’m sure there are dozens of other events that aren’t on my radar and should be. Please add some recommendations that you have for 2015 (and beyond)!


Save the Date – 2014 Must-Attend B2B Marketing Events

February 11, 2014

Happy New Year! In the spirit of setting goals and mapping out the new year, I want to share with you my top five 2014 events I recommend attending this year and why.  I love attending conferences because it is a dedicated 2-3 days to refuel. In addition to learning and connecting with your peers, conferences can give you the boost you need to get reenergized and motivated.

LG Goal

Here’s my list of 2014 can’t-miss B2B marketing events:

Forrester’s Forum For Marketing Leaders (San Francisco: April 10-11: Join Forrester experts for smart discussions with smart people about what you and your organization need to keep you on top of upcoming digital developments.

BNJ’s partnership with Forrester has been invaluable. Their analysts have helped us stay informed and ahead of the curve so we are always bringing marketing best practices to our work with clients.

SiriusDecisions Summit (Orlando: May 21-May 23) SiriusDecisions’ annual Summit is another place for smart people to gather and share stories. This unique three-day conference with analysts and top sales and marketing leaders from Fortune 500 companies and major SMBs share how B2B organizations are solving critical issues that hinder predictable growth. Each year, the theme focuses on aspects of how sales and marketing can, and should, intersect. Bring your marketing and sales team to get the most out of this event.

ITSMA Marketing Leadership Forum (Napa: May 25-26) The Information Technology Services Marketing Association (ITSMA) has assembled some of the best minds in marketing to explore the “New Vision for Marketing.” Dave Munn, President & CEO of ITSMA, says this event is meant to be a small, highly interactive, content-rich, leadership roundtable for marketing leaders who want to remain ahead of the curve on marketing trends and breakout strategies.” Sometimes smaller is better, but no matter what, conferences of every size can be beneficial—it’s all about what YOU make of it.

BMA Blaze (Chicago: May 28-30) The Business Marketing Association’s (BMA) Global Annual Conference boasts the latest in B2B marketing thinking, trends, best practices, success stories, technology and tools and more. We never miss the BMA Blaze.

Mirren Live the 2014 New Business Conference (New York: May 13-14) The industry event focused on agency business models and agency new business innovation. This year, Mirren’s content is focused into several key tracks. They want you to bring your agency materials—in numerous sessions, you’ll be evaluating your own new business practices and your own business model. In others, you’ll be exploring innovative agencies as you take away new ideas for your own agency growth. I love the idea of how interactive and personalized this conference will be with utilizing your own agency materials. In other words, you get down to brass tacks right away.

There you have my top five conferences and benefits of attending. What conferences do you support and who from your team attends them? What’s your biggest motivator in 2014?


Top 5 Fall B2B Marketing 2013 Conferences

August 20, 2013

As Fall/Winter Conference season approaches, my attention turns to the dozens of great events that can ignite “next practice” thinking for B2B marketers. This year I’m taking a look at events in both the US and the UK (note: attending European conferences comes with the addition of a new office space in London!).

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These conferences are guaranteed to catalyze learning

Below are my top 5 picks for events that truly stand out and deliver value in the US and in the UK.

If you’re only going to a few, chose wisely! Read on.

US Events

  1. CMWorld: This is THE place to be for content marketing brilliance (and content marketing geeks). No surprise that the line up of speakers (and yes, content) is a 10+. In 2012 I’m proud to say that BNJ (my firm) rocked it with our Orange Crush presentation. This year we will be back and I can’t wait! Takes place 09/09-09/11 in Cleveland.
  2. Eloqua Experience: This has historically been a fantastic hub of modern marketing rock stars, best practices and next practice thinking. It will be interesting to see what’s in store for EE since this will be the premiere event under the Oracle umbrella.  See you 10/23-10/25 in San Francisco!
  3. B2B MultiChannel Summit: This year will mark the first B2B MultiChannel Summit. This event made my list because of the fabulous speakers; Dell, Office Depot, and GE decision makers will all be sharing their knowledge. I am especially excited to hear from Merrick Rosner, VP of Business Development for Poppin’, an exciting new furniture venture based out of NY! Check it out 12/02-12/04 in Phoenix.

UK Events

  1. SiriusDecisions: The SiriusDecisions Summit is always a professional highlight for me. In May I had the opportunity to attend the San Diego event and LOVED it, so I am sure that the UK version will carry the same great content. This event brings in best-of-class B2B marketers from all across the globe, making it an excellent place to network. Takes place 11/05-11/06 in London.
  2. Marketo Jumpstart: As a Marketo partner, it is always interesting to see what is in store for marketing automation. In the past, I have attended Marketo events in the US and am always left impressed with the growth they have seen and the value they provide to companies they work with. Did I mention it’s in London? Tune in 9/10/13!

Honorable Mentions

Yes, that’s the best of the best – but there are truly dozens of other great events taking place in the second half of 2013. Here are some other important events/conferences to check out:

And…I’m sure there are dozens of other events that aren’t on my radar and should be. Please add some recommendations that you have for Fall or Winter, 2013.


Effective Content Measurement in 6 Steps

July 2, 2012

Content, content, content!

Post by guest blogger: Lars von Sneidern//Analytics Director, Babcock & Jenkins

Every B2B marketer is now being forced into becoming a content marketer. Some marketers have been on the content bandwagon for years and understand its value for the brands they manage. However, many are still just dipping their toes into the content pool—reluctant to do so without a set of water wings. In other words, practicing safe content typically means implementing some form of measurement to prove its value.

”What exactly does measuring content entail?” the nascent content marketer might be asking. In most cases, it is assumed that measuring content is pretty much like measuring any other digital asset. But, while looking at web stats may be interesting, it doesn’t tell you much about how useful the content is and whether or not it is helping you achieve your marketing goals.

Who said anything about goals?!

Chances are, your marketing campaigns have goals. If not, stop reading this immediately and go set some! Hopefully your content is helping you reach those goals. That’s right, folks. Content is not just for content’s sake. It is being created to engage with current and future customers.

Ah, the magic word: engagement.  What do we mean when we say it? Its definition varies by content type, but generally we want our target audience using our content to help them through the buyer’s journey. The assumption is that we are weaving ourselves into the process that happens before talking to sales. By the way, this is most of the process—70%, according to SiriusDecisions. Does that make engagement the goal of content? Possibly. But ultimately it’s a means to an end: higher quality, more qualified leads that feed directly into your bottom line.

1.   Verify Your Goals:

This is good advice in general, but often it’s assumed that the goal of any marketing is to drive sales.  And just as often this is an appropriate goal. Sometimes, however, marketing is either not responsible for or unable to effect sales. In these cases, more appropriate goals for content marketing would be something higher up the sales funnel, like SALs (Sales Accepted Leads), or some metrics having to do with sales enablement. If nothing else, content delivers information about what your leads are interested in. Given the proper technology and implementation (more on that in the following steps), you can give your sales team gift-wrapped leads—potential customers who already know all they need to know about your business and how your offerings can address their needs.

2.   Analysis Plan:

“In preparing for battle I have always found that plans are useless, but planning is indispensable.”    ― Dwight D. Eisenhower

You need to have a plan on how you are going to measure your content.  The plan itself can take any form you wish, but it should be on “paper” and approved by all invested parties.  Generally, the plan will have the following elements:

      • Goal definitions – (See above.)
      • Responsibilities – Who is responsible what?
      • Technology – What are we using to record engagement?  How will data be collected?  Where will the data live?
      • Timeline – When will everything happen?  When will results be ready?
      • Specifications – How is “engagement” defined for each content type? How will the data be analyzed?
      • Reporting – How will the data be reported?

3.   Use the Right Technology:

There are three basic platforms of content engagement data recoding:

      • Marketing automation (MA) tools
      • Web analytics packages
      • Content management systems (CMS)

If you have spent any time investigating your options for any of these platforms, you know the number of choices is vast, and growing every day. From a content measurement perspective, you want to have the ability to follow your contacts around and observe what they are engaging with, and then what they are doing after. Are certain content pieces correlating to conversion actions?  Some tools can handle questions like this (after some coaxing), but most cannot. But here’s some good news: You may already have the tools required—you just don’t know it.  Get smart with these tools, or hire someone who is.

4.   Measure It!

Now you have the plan, the tools and the talent. The following is a sampling of what to measure:

      • Percent Engagement:Among your leads, what percent are engaging (downloading, watching, clicking, etc.) individual content pieces?
      • Pathing:Contrary to the traditional idea of pathing, you want to look at how well leads are sticking to the buyer’s journey you have laid out for them. Have you anticipated all their content needs? Are any gaps emerging? Are there points with significant drop-off? Is there a skipping phenomenon?
      • Correlation to conversion:Is there a behavioral pattern emerging around certain content pieces that’s leading to conversion?  This ties closely to the idea of lead scoring, in which you assume that some content has higher “value” than other. (For example, watching an entire video versus downloading a small PDF.)

5.   Dive Deep, Dear Marketer:

You have engagement levels, hooray!  But, don’t stop there.  Try slicing and dicing by some established segments.  For example, are certain verticals or job titles engaging with certain content types?  What is the c-suite looking at?  Are leads originating from different sources behaving differently?  This will allow you to optimize continued content development for your specific audience.

6.   Indexing

You might be asked (or are asking), “How much engagement is enough?” There is no reliable benchmark for content engagement available, which is good because as is the case for all benchmarks, what’s “normal” is heavily dependent on your specific audience. To overcome this, you simply need to start measuring. Once you have some baseline engagement numbers, an index can be created and used as a comparison for future campaigns and new content. For example, if you have a series of webcasts or slideshares, measure what percent of your leads are engaging with them. Then as you create new similar materials, you have a baseline comparison.

Content is not the brave new world it once was, but measuring it definitely is.  Just remember to focus on your bottom line, whatever that is, and how content is delivering it to you and your colleagues.

About the Author: Lars von Sneidern is Director of Analytics at Babcock & Jenkins. He is an expert market researcher with a specialty in traditional and digital media measurement, Lars integrates comprehensive lead tracking, website usage and social management into cutting-edge media optimization. Lars can be reached at larsv@bnj.com on twitter @LarsvonS


5 Key Insights to Prime Your Inbound Marketing Pipeline

June 28, 2012

Today, our best (highest quality and velocity) leads are coming from inbound marketing. In this post, you’ll learn about the business climate shaping this trend and important content creation insights that can maximize the value of your inbound marketing efforts.

1.  Inbound marketing is the new frontier for lead generation.

Today, buyers control the journey toward a closed deal. According to SiriusDecisions, by 2015, more than 71% of an organization’s leads will come via inbound marketing. Yet, their recent research brief “Inbound Marketing: Findings From Our Survey”  indicates that fewer than half of organizations today have defined an enterprise-wide inbound marketing strategy. This means that the playing field is wide open and you have an opportunity to become a B2B inbound marketing leader.

5 Components of Inbound Marketing, by Eric Wittlake

2.  Be found through the recommendation of others and delight everyone that finds you.

I believe that this recommendation offered by my esteemed colleague and celebrated B2B blogger Eric Wittlake in his blog post “5  Key Elements of Modern Inbound Marketing” will give you the greatest return on your inbound marketing efforts. In this post, Eric sums up the opportunities of inbound marketing today as follows:  Modern inbound marketing is built around the core of your content and the experience it is wrapped in. This content and experience is discovered through organic search, other people’s social media recommendations and earned coverage from media, analysts and other publishers. The rest of this post is focused on “delighting everyone that finds you” to ensure that you are found.

3.  Deliver content that has meaning for your audience.

Content becomes discoverable when it is relevant. When you understand the buyer’s pain points and produce content designed specifically to meet those needs, you maximize the odds that your content will be read—and shared. In fact, I advised a prospect today with limited money, time and resources that they’d get the most return on their marketing investment by discovering what kind of content their audience wants and then dedicating their resources to creating that content and leading that conversation.

4.  Stand in your buyer’s shoes.

Don’t forget that putting content at the heart of everything you do becomes powerful when you put the buyer at the heart of everything you say. Don’t stand in your own shoes and talk about your own agenda. Write content from a buyer-centric perspective—to help answer questions, solve problems and reveal opportunities for that buyer.

5.  Increase your buyer-centric marketing intelligence.

You can learn more about how to become a leader in inbound marketing in my post Take 4 Steps Back for 1 Giant Leap Forward: The Buyer-Centric Marketing Model where you can review the four (often overlooked) steps to attract savvy B2B buyers and increase pipeline efficiency.

In summary: When content is GREAT, it is inspired by what your prospect or customer cares about most. And they can’t wait to read it, apply its insights and then spread the word. This is the power source behind high-impact inbound marketing. Put this principle into play now and you’ll have a strategic advantage in satisfying buyers all the way to the purchase.




4 Must-Dos to Shift from Outbound to Inbound B2B Demand Generation

April 29, 2011

four trees

“According to SiriusDecisions, inbound marketing will drive more than 70% of all leads generated by 2015.”

Note from Lauren: Eric Wittlake from Digital B2B Marketing gives us his media insider point of view as my guest blogger this week.

Underlying the shift to inbound marketing is a changing environment and audience mindset, not only a changing media landscape. Today, we are inundated with advertising, email and sales calls that distract us from our real work or play. We are living in a real time world with real-time demands. We don’t have time for unwanted distraction and we cannot afford delay.

For you as a marketer, this isn’t a shift in channels, it is an insight into your audience. Your response should not be to focus on inbound channels. Instead, focus your attention on serving your audience – an audience that is starved for time and inundated with messages – across all inbound and outbound channels. To outbound marketers and advertisers, this requires some new approaches to traditional marketing activities.

Here are four changes in approach that can be applied to outbound marketing.

  • Highlight great content. Inbound is about your information being discovered. Use outbound marketing to highlight content worth discovering.
  • Provide early stage information. With few exceptions, most people reached through outbound marketing are early stage. You need to loosen the status quo, not jump straight to sealing the deal.
  • Make it sharable. Social is a key inbound marketing channel, and content that is locked up behind registration is far less likely to be shared. Always include content, freely accessible, that is worth sharing—and make it easy to share.
  • Listen. If your content is being shared or linked to, say thanks, post a comment, or otherwise engage. This is an opportunity to start a conversation and improve your inbound marketing results going forward.

We are increasingly immune to or even distrustful of marketing. It is time to stop making your outbound marketing look like, well, marketing. Start applying an inbound mindset and use outbound marketing to deliver valuable information to a larger audience and amplifying your inbound marketing activity.

About the Author

Eric Wittlake is the Sr. Media Director at Babcock & Jenkins where he works with B2B clients on media and integrated marketing programs. You can connect with Eric on Twitter at @wittlake or on his Digital B2B Marketing blog.


Five Takeaways From SiriusDecisions’ B2B Demand Creation Planning Assumptions

January 25, 2011

I’ve got a treat for you: a free download from SiriusDecisions that can help you prioritize your B2B demand generation activities.

But just in case you’re as overloaded as I am with brilliant PDFs to read, here are the top five takeaways from the SiriusDecisions Research Brief “Demand Creation: Planning Assumptions 2011.”

  1. Treat lead sourcing as one part of the process, not the process. Focusing too narrowly on delivering leads ignores the help that sales needs and the contributions marketing can make throughout the demand waterfall.
  2. Up your inbound marketing now.“By 2015, SiriusDecisions estimates that as much as 75 percent of b-to-b demand will come from the Web. To capture these prospects, you must have a good feel for the sources that buyers go to get information; place content on these sources that entices buyers and provides value; and create a series of on-ramps to move prospects onto a Web site or landing page.”
  3. Mind the skills gap. “The fact that there are now so many different demand creation jobs to do fundamentally challenges the idea of a one-size-fits-all demand marketer…Identify where your organization must augment the skills of current employees, and define how it will find new ones to fill key gaps.”
  4. Redirect field marketing. “Many field marketers have been pulled to spend more time on deal closing, simply because of their proximity to sales…What they tend to be particularly adept at are jobs such as pipeline acceleration and account-based marketing, both of which require significant collaboration with sales in order to succeed…Focus field marketing’s role on end-of-the-waterfall activities, where it will have the greatest impact.”
  5. Make content creation and management a priority, not an afterthought. “Hire or appoint a content strategist with deep experience in content creation and management, who will act as a senior leader within the demand center with responsibility for meeting the needs of your buyers and your organization with high-value content.”

It’s been predicted that marketing will change as much in the next 5 years as it has in the last 50, so I for one am happy to take some change navigation tips from proven experts! If you feel the same, download the entire Planning Assumptions Research Brief, with my compliments.

And if you have a thought to spare on these trends, do comment.


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