2022 SCHEDULE

WEDNESDAY, NOV 16th 2022

5:00pm - Welcome! Dolphin Pool Bar

Walt Disney World Swan & Dolphin Resort and Conference Center

For early arrivers, our welcome will be held at the Disney Dolphin Pool bar with evening events planned to follow on the Disney Boardwalk just a short walk away from our host resort. 
View the map here

9:00pm // Bash After Dark - Disney Boardwalk 

THURSDAY, NOV 17th 2022

9:00am

REGISTRATION

Swan Ballroom 10

10:00am

WELCOME!

Christopher Prinos - CEO, Indigo Trigger

10:15am

KEYNOTE: Ad Operations, Successful Teams & Disruptive Change
Lauren Farber - Head of Business Operations, Roku

This year, the Lead-to-Cash Bash is thrilled to announce our keynote session will be led by Lauren Farber, Head of Business Operations at Roku. Lauren has implemented successful operational change at some of the world's largest media brands including AOL, Condé Nast, Hulu, and the Walt Disney Company. In our keynote, Lauren will present models for structuring teams that drive successful Lead-to-Cash operations for advertising and media companies of all shapes and sizes. 

11:00am

New Revenue Opportunities, The Digital Billboard Network
Dave Kennedy - Chief Revenue Officer, Oahu Publications, Inc.
Kennedy launched the revolutionary Digital Billboard Network in Hawaii and has won the Mega Conference Innovation award in 2018 as well as INMA's first place for Best New Corporate Innovation Initiative. OPI is the Sales and Marketing arm worldwide for Phoenix Vision, Inc. which is the holding company for the Digital Billboard Network. Launched in 2017 with one network and 40 screens, OPI now has 300 screens in the market, 40 networks and billing $150k a month. Advertising Revenue is all incremental and coming from TV and Radio budgets. OPI currently has signed 8 major newspapers to experience the Digital Billboard Network.
 

11:45am

Sales Enablement Strategies - An Adcellerant Case Study with ExploreMedia
Ben Bouslog - Vice President, Business Development, AdCellerant

Pam Mashburn, President - exploreMedia

Drive more conversions. Grow your business. Learn how media companies have leveraged the power of the AdCellerant platform to increase proposal volume, reduce time to close, increase customer spend, and dramatically improve customer experience. 

12:30pm

Lunch Break & Technology Showcase - Pelican Room

1:15pm
Snapshot: Finding (and keeping) Top Talent

Robert Hawthorne, President - Hawthorne Search

Finding -- and keeping -- great people has never been more difficult. Recently ranked as one of Forbes Magazine's initial "top 250 recruiting firms in America", Hawthorne Search helps media companies find talent in roles across the Lead to Cash ecosystem. In this session, Robert will talk about winning strategies and best practices to find and keep great people. 

1:30pm

Consolidating Lead-to-Cash Platforms & Building a Shared Services Model

Moderated by Adam Burnham, Senior Vice President, Interactive Sales and Services - Affinity X

Stephanie Slagle, VP & Chief Innovation Officer - Graham Media Group

Shalonda Lewis, Director Ad Ops & Shared Services - Tribune Publishing

Chris Mallonee, Senior Director, Agency Operations & Platform Support - Lee Enterprises

Consolidation is a reality for many in our industry. In this session you'll learn how some of today's largest media companies have planned platform consolidation -- and process harmonization -- on a massive scale. 

  • Aligning - People, Process & Platforms

  • Developing a clear vision for overall organizational function

  • Defining methodology for determining which functions are best served centrally 

  • Socializing the plan & community building

  • Right-sizing for the future

 

2:15pm

Sales Culture: How to Build a High Performance, Healthy Sales Team

Moderated by Todd Handy, CRO, SEBPO

John Wulfert, Partner and CRO, MediumGiant (Formerly Belo; Dallas Morning News)

Jolene Sherman, Vice President, Business Development and Market Strategies, Lee Enterprises 

Sales culture is a fuzzy concept. You can’t measure its quality like you’d measure your team's monthly revenue, email activity, average tenure, or quota attainment — but that doesn’t mean it’s not important. In this session we'll explore what sales culture is, what a solid one looks like, some best practices to refine yours, how to build one, and how to scale yours as your company grows.

3:00pm

Driving New Revenue Streams Through Self-Service: A Case Study - Deseret News

Trent Eyre, Senior Vice President, Advertising - The Deseret News

James Allen, Senior Sales Engineer - iPublishMedia

3:30pm

Online Advertising 2.0 – Leveraging the Power of Engagement
Ian Eckert, Innovation Director - Abacus e-Media
Delivering the right ‘eyeballs’ is only half the battle. Creating effective and targeted options for your commercial partners is just as important. In this session, Ian will demonstrate the ways GRC World Forums, IBC, and the Royal Chemistry Society are using content delivery and segmentation tools to develop creative solutions and lucrative new revenue streams. 


5:00pm - 10:00pm // EPCOT Center Reception, 2022 Food & Wine Festival
Italy Isola Pavilion, Italy, World Showcase

6:00 PM - 7:00 PM - Cocktail Hour, Italy Isola

7:00 PM - 8:30 PM - Dinner

10:00 PM - Fireworks
 

Sponsored by 

 

10:00pm // Bash After Dark - Disney Boardwalk, Event Hangouts
AbracadaBar

A sophisticated hideaway filled with magical memorabilia from a bygone time. Cocktails – both mystically inspired sips and nostalgic favorites – are the highlights of the menu.

Jellyrolls

Lively Dueling Piano Bar. This place tends to be very popular with the conference attendees at the nearby Walt Disney World Swan and Dolphin Resort and Convention Center. Performing pairs rotate and take requests through the night (you’re more likely to hear your song played if you offer up a tip). 

Disney Boardwalk Atlantic Dance Hall 

It’s actually Disney World’s last remaining nightclub on the river that has a 1940s theme but plays upbeat modern music. In here you can have a few drinks with friends and party the night away on their dance floor. 

Most days it’s free to enter, however, the Atlantic Dance Hall may have a cover charge on certain nights. 

View the map here

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FRIDAY, NOV 18th 2022

8:00am // The Lead-to-Cash Dash "Almost 5k" Fun Run

Starting Line: Back Entrance of the Disney Dolphin
A 1.75 mile tour -- at your pace -- around the Disney Resorts, Crescent Lake, and Boardwalk 

10:00am - 4:00pm // Conference Sessions & Technology Showcase

Walt Disney World Dolphin Resort and Conference Center

10:00

Day 1 Recap and Introductions for Day 2

Christopher Prinos, Founder & CEO - Indigo Trigger

10:15

Analytics: Best Practices in Forecasting and Campaign Reporting

Moderated by Todd Handy, CRO - SEBPO

Kelly Till, Publisher - Richmond Times-Dispatch

Stephanie Slagle, VP & Chief Innovation Officer - Graham Media Group

Mark Zahar, Vice President, Strategic Sales - TapClicks

Forecasting is all too often flawed. Learn how to fix the forecasting process and get better pipeline coverage. In this session, we'll tap the knowledge of industry leaders to learn how they get the deal intelligence they need to confidently report numbers, gain revenue intelligence and manage deals effectively. We'll learn how to turn insights into action.

11:00

Finding Opportunities that Lead to Cash in Times of Economic Crunch

Moderated by Mike Chevallier - SVP Sales, Advisr 
Bryce Jacobson - CRO, Seaton Publishing Co. 
Cameron Brown - SVP Digital, iHeartMedia, Inc.
Crystal Gans - VP Business Development & Multi-Market Partnerships, iHeartMedia, Inc.

The recent volatility in the global economy has not only impacted your business but your customers’ businesses as well. From decreases in ad spend to client churn, everyone is feeling the pinch. But from these challenges arise opportunities. This interactive panel will cover insight and tactics from industry-leading experts, including; identifying new leads in high growth channels, establishing current in-demand and high-value products, discussing best practices for creating opportunities to engage with prospects, and hearing real examples of how you can use emerging technology to scale your business, while your competitors struggle to stay afloat. This panel could make the difference between starving and thriving in an economic crunch. Don’t miss it!

11:45

First Party Data Strategies for a Post-Cookie World

Moderated by Rob Beeler - CEO, Beeler.tech

TJ Ceballos - CRO, Kaya Now

Brooke Zapata - VP of Sales Operations, Gannett

Elizabeth Kachoris, Vice President - Digital, PMMI Media Group

The digital advertising industry has had to adapt to worldwide consumer demand for stricter privacy controls. Regulations set forth by GDPR and CCPA, Apple’s changes to IDFA, and Google’s upcoming phase-out of third-party cookies are forcing advertisers to find new ways to reach consumers. Brands that rely on programmatic advertising and don’t have strong first-party data sets to target effectively are most impacted by these changes. 

Of course, programmatic ads aren’t going anywhere —they’re expected to account for over 80% of all digital display ad spending in 2022. But it will look a little different in the future. This session will focus on adjustments the media industry has started to make. 

12:30

Lunch Break & Technology Showcase - Pelican

1:15

Snapshot: Eliminating Credit Card Fees in the Lead-to-Cash Ecosystem

Aaron Kotarek, Senior Vice President, Audience & Operations - Oahu Publications, Inc.

In this snapshot, Aaron will outline how Oahu Publications, Inc. utilized the The Durbin Amendment (part of the 2010 Dodd-Frank law), to eliminate processing fees. Employing patented and proprietary financial technology provided by A Marketing Resource (AMR), OPI completely eliminated over $2.2MM in recurring credit card interchange fees to date without any impact to their service model, pricing structure, or subscriber experience. Don’t miss this session as this is a turnkey program with a proven concept that yields immediate tangible results for any business that accepts credit cards.

1:30pm

Dynamic Digital Made Simple – Vertical Solutions in the Lead-to-Cash Ecosystem
Gabriela Martin del Campo, Sr. Director, Digital Operations, EC Hispanic Media

Stephen Amendt, Digital Marketing Sr. Manager, EC Hispanic Media

Cesar Montes, CEO, Wehaa

Kevin Collins, Vice President of Sales & Marketing, Wehaa
Learn how the largest Spanish-language classified marketplace in the US is using Wehaa to provide innovative digital revenue solutions to a niche Latino audience. Hosted by the team at Wehaa, you'll learn how EC Hispanic Media has been able to generate new leads and drive new revenue streams by delivering powerful custom solutions for a host of vertical markets. 

2:30pm

To Trade or Not to Trade - Thinking Differently About Unused Inventory
Todd Handy - Chief Revenue Officer, SEBPO

Scott Killoh - Founder & CEO, Flare Solar
Todd has a long history of leading and implementing business and technology strategies that increase organizational efficiency and improve customer experiences. In this session, Todd will challenge the norms of the trade agreement and offer recommendations to better monetize unused inventory. 

3:15

Best Practices in Lead-to-Cash Platform Operation

Danielle Walton, Director, Advertising Platforms - Farm Journal

Nicole Bode, Senior Director, Finance Operations - Farm Journal

Christopher Prinos, Founder & CEO - Indigo Trigger

Tracking production and fulfillment is a critical part of the Lead-to-Cash process. Far too often media companies have to bear the weight of moved money, late creative, last minute budget shifts -- all at the expense of revenue and operational efficiency. In this session, you'll learn how Farm Journal implemented people, process and platforms to get control of the madness and provide visibility into revenue at risk with KPI's during production. 

5:00pm // Disney Hollywood Studios - Star Wars Launch Bay

To wrap up our second day, everyone will get the chance to ride the Millennium Falcon at Disney's Hollywood Studios. Just a 10 minute walk from our host resort or a short 5 minute boat ride from the launch of the Disney Dolphin Resort. Evening reception will be held at the Star Wars Launch Bay starting at 7pm. 

5:00 PM - Park Entry - Disney Hollywood Studios

7:00 PM - Reception - Star Wars Launch Bay

9:45 PM - Group Millennium Falcon Ride

Sponsored by 

 

10:00pm // Bash After Dark - Disney Boardwalk


View the map here

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SATURDAY, NOV 19th 2022

NO SESSIONS PLANNED. THOSE THAT ARE INTERESTED ARE WELCOME TO JOIN US AT UNIVERSAL STUDIOS LATE AFTERNOON FOR A TRIP TO THE UNIVERSAL CITYWALK AND UNIVERSAL STUDIOS. TRANSPORTATION FROM THE DOLPHIN WILL BE PROVIDED FOR INTERESTED GUESTS. 

10:00am // Universal Studios 

Please text Julia at 603-479-2398 if you are planning on going to Universal Studios. Rides will be coordinated for you!

Exact pickup & drop-off locations will be posted.