Increasingly, the value of a company in the business-to-business space is driven by two factors: the amount of revenue driven by new products and the amount of stable, predictable revenue that can be counted on month-to-month, quarter-to-quarter and year-to-year. Advertising dollars and marketing customers are critical, but generating recurring revenue is vital for the b-to-b company of the future. Learn how information and media companies are developing recurring revenue streams not only from new products, but also from existing business lines such as events and digital as well as their wealth of customer data.

Monday, October 22

9:00 a.m. - 10:30 a.m.

Government Affairs Committee Meeting

11:00 a.m. - 2:00 p.m.

ABM Board of Directors Meeting

1:00 p.m. - 6:00 p.m.

Executive Forum Registration

Sponsored by MagToGo and Publishers Press

4:00 p.m. - 5:00 p.m.

Exclusive: ABM/Outsell Mobile Research

Mobile could be a game-changer for business information providers, allowing users to not just interact with content, but manipulate content to their own end. It could be huge for b-to-b or it could be a disastrous waste of money and resources if companies simply chase the buzz without evaluating opportunities, developing a coherent plan and allowing for a quick change in platforms and strategy as the market matures. ABM and Outsell will present the results of on an exclusive research project focused on the mobile opportunity for b-to-b companies of all sizes, including which platforms deserve priority, how mobile can be monetized (and how it can't) and projections for mobile penetration in users and revenue over the next five years.


Michael Moran Alterio, Director of Content & Research, ABM

Chuck Richard, VP & Lead Analyst, Outsell

5:00 p.m. - 5:15 p.m. Solution Spotlight
Sponsored by Aequor Media

5:15 p.m. - 6:15 p.m.

Opening Keynote: A Conversation with Bloomberg's Norman Pearlstine

Bloomberg is one of the most profitable news and information operations, succeeding across multiple platforms digital, events, even resurgent and newly launched print magazines and all types of content models, from free to paid. Bloomberg chief content officer and BusinessWeek chairman Norman Pearlstine shares his vision for how content and business information-driven companies can succeed in the age of disruption, from the dramatic reorganization that set Bloomberg on its current path of success to how media companies can capitalize on the opportunity in business information.


Jim Friedlich, Partner, Empirical Media Partners


Norman Pearlstine, Chief Content Officer, Bloomberg L.P.

6:15 p.m. - 7:30 p.m.

Welcome Reception

Sponsored by Magazine Radar

7:30 p.m. - 9:30 p.m.


Sponsored by Magazine Radar

Tuesday, October 23
7:30 a.m. - 8:30 a.m. Networking Breakfast
8:30 a.m. - 8:45 a.m.



Jeff Lapin, President, Farm Progress Companies, & Chair, ABM

Clark Pettit, President & CEO, ABM

8:45 a.m. - 9:30 a.m.

Are Data and Business Intelligence Worth More Than Advertising?

Most of us are already in the business of business information, but data-driven services often remain ancillary, shuttered away from daily operations. We have the means for business intelligence, but many of us aren't there yet. In this roundtable, industry leaders weigh in on how data and business intelligence perform compared to more traditional ad-supported businesses, from revenue to margins, to the costs and skillsets necessary to make a successful business information operation a reality.


Clare Hart, CEO, Technology Enabled Information and Data Businesses


Tim Baskerville, Director, HG Data Company

Peter Grant, CEO, Cision North America

Abs Kotulski, VP, Strategy and Development, Commodities & Commercial Markets, The McGraw-Hill Companies

Andrew Sollinger, Managing Director of the Americas, Financial Times

Sponsored by Knowledge Marketing

9:30 a.m. - 9:45 a.m.

Solution Spotlight

Sponsored by Tout

9:45 a.m. - 10:30 a.m.

Creating a Community of Paid Members

Community success particularly in social media has been defined by scale. Followers, friends and likes these are all great from a branding perspective, but what if you could create a community that members pay to join? From membership organizations to social media groups, find out how companies are creating communities people want to pay to be a part of by offering premium content, exclusive research and peer-to-peer networking opportunities, both digitally and face-to-face.


Craig Baxter, Managing Director, HDI, United Business Media

Michael Wolf, VP, GigaOM

10:30 a.m. - 10:45 a.m. Spotlight Solution
Sponsored by Adobe
10:45 a.m. - 11:15 a.m. Networking Break
11:15 a.m. - 12:00 p.m.

How Premium Data and Information Services Drive Ad Dollars

Integrated sales are fine, but a strong business line helps raise other platforms. Business information and customer data become paid products unto themselves but can also drive marketers to boost their spend. The integrated model isn't just about getting marketers to spend on multiple platforms it's about a cohesive business strategy that grows and protects itself.


Michael Friedenberg, President & CEO, IDG Enterprise

Tim Hartman, President, Government Executive Media

Sponsored by Computer Fulfillment

12:00 p.m. - 1:15 p.m. Networking Lunch
1:15 p.m. - 2:00 p.m.

Corporate Licensing and Subscriptions: The REAL Paid Content Opportunity

In the pursuit of recurring revenue, companies don't want to swap chasing ad dollars for chasing individual subscribers. A metered model requires scale to succeed. However, products sold on a corporate level and licenses for multiple products offer a high-margin, predictable revenue stream. This session offers a crash course in what types of products appeal on the corporate level, how to build them and how to sell them. Kevin Worth, CEO of The Deal, will show how the consolidation of multiple paid models into the creation of The Deal Pipeline completely reinvented the franchise as one of the most successful digital paid content models to date. Bill Carter, former VP of Thomson Reuters and now head of ALM, will talk about creating a business information service and selling at the corporate level.


Bill Carter, CEO, ALM

Kevin Worth, President & CEO, The Deal

2:00 p.m. - 2:15 p.m.

Solution Spotlight

Sponsored by iproduction

2:15 p.m. - 3:00 p.m.

The Profit-Maker: Building Live Events Out of Data and Marketing Services

Live events are the largest revenue stream for many b-to-b players, while data and marketing services are among the biggest opportunities. Find out how one expert in the b-to-b space is combining all three to grow its value for both end-user and marketer customers alike.


Ray Bianchi, VP- Group Show Director, Cygnus Business Media

Sponsored by Wright's Media

3:00 p.m. - 3:30 p.m. Networking Break
3:30 p.m. - 4:15 p.m.

Sources for Data Revenue: End-User Products and Marketer Products

Every media company is submerged in data but not all data is worth the same. This session offers a crash course into what executives and doers need to know about truly valuable data, how to collect it, and how to turn it into a viable product for business or marketer intelligence.


Bill Ault, President, Equipment Data Associates

Rob Norris, VP of Sales & Marketing, Equipment Data Associates

4:15 p.m. - 5:00 p.m.

Choosing the Best Revenue Models For Your Business: 12 Business Model Case Studies

New products drive revenue, but they also require dedicated resources and time to bring to market. But b-to-b companies are already sitting on the data, the content and the audience to drive new revenue streams with little risk. Learn how stepping back and reassessing your portfolio can yield 10 new areas for making new money from products you already offer.


Ed Coburn, Publishing Director, Media Division, Harvard Medical School & Executive Director, Mequoda Advisory Board

Matt Kinsman, VP of Content & Programming, ABM

5:00 p.m. - 5:05 p.m.

Conference Recap

Matt Kinsman,
VP of Content & Programming, ABM

5:05 p.m. - 7:00 p.m. Cocktail Reception