2018 Digital Revenue Summit

The Local Media Digital Revenue Summit is the premiere gathering of top digital executives charged with growing revenue at their local media company. Last year, 175 of the industry’s most progressive digital leaders joined us to present promising case studies, learn about the winning entries in the LMA Digital Innovation Contest and share what’s working at their company. This year’s program features some of the best case studies in the business from a wide mix of media companies. We hope you will join us!


The goal is simple: to arm you with at least three great ideas to grow digital revenue upon your return from this event. If we fall short of that goal, we will gladly refund your registration fee.

Early bird pricing in effect through March 30. Prices increase $100 after that.
  • LMA Members – $495

  • LMA Media Association Partners – $545

  • Non-members – $595

Cancellation Policy: There is a $150 cancellation fee before April 6. After April 6, no refunds will be given.

May 1  | 8:00 a.m. – 5:00 p.m.
Reception 5:15 – 6:15 p.m.
May 2 | 8:30 a.m. – 11:45 a.m.


Monday, April 30

6:00 PM – 7:00 PM: Champagne Reception for Contest Winners

Contest winners will be presented with their awards and have their photos taken during this VIP reception with contest sponsors and the LMA board of directors.

Tuesday, May 1

8:30 AM – 9:00 AM: Light breakfast

9:00 AM – 10:00 AM: Digital Revenue – Making Choices, A Conversation with Tom Sly, VP Digital Revenue, E.W. Scripps Company and Jason Jedlinski, VP Product Management, Gannett; Moderated by Christian Hendricks, President, Local Media Consortium and former VP McClatchy

Two of the industry’s most dynamic and passionate leaders will kick things off with a frank discussion on where they see the opportunities in the digital space over the next 12-18 months. They’ll lay out their bets and explain where and why they are investing. We’ll leave plenty of time for Q&A during this very interactive session. Be sure to bring your coffee for this fast-paced and high energy session.

10:00 – 10:20 AM: Digital Innovator of the Year – Andy Pergam, Vice President of Video & New Ventures, McClatchy – Presented by AdMall

Our digital innovator of the year has launched the biggest and boldest video strategy in the industry. The McClatchy Video Lab was created by Andy Pergam after he joined the company in 2014. It has grown to over 60 employees focused on supporting 30 newsrooms across editorial, business, product and operations. The results are so promising that Pergam and team recently broke ground on an exciting new space dedicated to the future of visual storytelling (Video Lab West).

Under Pergam’s leadership, The Video Lab also launched a podcast department, organized a drones program and has been one of the most impactful change agents in the company as it relates to culture and innovation. Pergam will share some recent success stories along with his plans for future growth during this session.

10:20 AM – 10:50 AM: Show Us the Money! Presented by Gordon Borrell, CEO, Borrell Associates

With so many digital products to sell, it’s sometimes hard to know where to focus. In this session, Borrell will outline the most lucrative opportunities for local media companies. He’ll show us where the money is and where it’s going. This session will set the stage for the entire Summit.

10:50 AM – 11:05 AM: Break

11:05 AM – 12:00 PM: Drum Roll Please…Digital Contest Winners Share Their Success Stories

11:05 AM – 11:35 AM: Best Local Media Websites – Northwest Herald (nwherald.com) and WDIV Local 4 (www.clickondetroit.com). Moderated by Boostability

The competition was intense but two first place winners emerged in our two classes (under 750,000 monthly uniques and over). The judges were impressed with the user-friendly, clean, mobile-friendly website designs presented by winning companies.

11:35 AM – NOON: Best New Digital Initiative – Affect Digital and The Virginian-Pilot. Moderated by Dave Haynie, CEO, CitySpark

One of our favorite categories – prepared to be wowed by our two winning entries in this space. Affect Digital Media (Victoria Advocate) made a strong first impression on the judges by explaining the process through which they decided on building AgencyQue, a project management system. They saw the need from their customers and saw the lack of efficient products in the market. The Virginian-Pilot will present on their automated text-based virtual assistants and how this could be the next big trend in digital and innovative landscape.

12:00 PM – 1:00 PM: Lunch – Pick Your Lunch Partner!

Our R&D partners are buying lunch. About two weeks before the conference, you will receive an email with an invite to pick the table that best suits your needs. The R&D community will be hosting discussions on a number of applicable topics. Stay tuned for more details. Confirmed companies include: Legacy.com, ppi Media, Zapp 360 and Matrix for Media. Learn more about sponsoring a table here.

1:00 PM – 2:15 PM: Three Digital Revenue Strategies to Watch – Moderated by Jed Williams, Chief Innovation Officer, Local Media Association

We have identified three companies that are going in new and exciting directions when it comes to their digital strategy. Hear all about it in this interesting session.

  • Building a Lucrative Combined Revenue & Content Team – Eric Myers/Cox Media Group (invited)
  • A Bold Vision for Monetizing New Audio & Video Platforms – Jon Accarrino/KSL Radio and Todd Larsen, Director of Sales for 103.5 The Arrow
  • One more to be announced

2:15 PM – 2:35 PM: Best Digital Agency – Affect Digital and WRAL Digital Solutions. Moderated by Camilyo

So many great entries in this category…the two winners (under $5 Million in revenue and over) are truly the best of the best. They will share where they are having success and what is on their road map for the coming year. The judges were very impressed by their wide variety of products offered that allows the agencies to handle any marketing challenge.

2:35 PM – 2:45 PM: Break

2:45 PM – 5:00 PM: Rapid Fire – More Digital Contest Winners

Our rapid fire approach is designed to give you a glimpse into the digital contest winners. Follow up with them during breaks and the evening reception to learn more about their work.

2:30 PM – 2:50 PM: Best Contest or Promotion – The Record Courier and WDIV
Local 4. Moderated by SecondStreet

It was once again the category that generated the most entries! Our judges were wowed by the revenue generated in a community under 10,000 and the really great messages behind the campaigns.

2:50 PM – 3:10 PM: Best Use of Data – El Clasificado Inc. and WDIV. Moderated by CXENSE

This is a new category and we are excited to showcase the winning entries in this area of our business that represents a huge opportunity. Our judges were impressed with how the companies use data to improve the experiences of both advertisers and businesses and analyzing audience metrics.

3:10 PM – 3:30 PM: Best Native or Sponsored Content Campaign – Stacey Spears, Local Sales Manager, WJXT and Affect Digital. Moderated by Will Scott, CEO, UpScribed

Another popular category – prepare to be wowed by the creative work going on with sponsored content campaigns. The winners partnered with the Mayo Clinic and Jackson County Hospital, representing a huge opportunity for local media companies.

3:30 PM – 3:50 PM: Best Strategy to Grow Digital Audience – Tahoe Daily Tribune and LNP Media Group. Moderated by LEAP Media Solutions

A top priority at every company – find out what made our winners stand out above the others. Bring these great ideas home to implement right away.

3:50 PM – 4:00 PM: Break

4:00 PM – 4:20 PM: Best Social Media Strategy –Lahontan Valley News and WXMI,  Moderated by Social News Desk

Let’s face it – there are a lot of great social media strategies out there. Our winners will present on a fun #FallonWantsFallon campaign and  working with the community to create “snackables” (short, informative video nuggets).

4:20 PM – 4:40 PM: Best Digital News Project, Jeff Williamson, Digital Content Manager, WSLS 10 and Capitol Broadcasting. Moderated by TownNews

We’re excited to share the winning entries from this new category. Lots of great work going on in this area of our business from high school sports to multiform storytelling techniques.

4:40 PM – 5:00 PM: Digital News Innovator of the Year – Presented by Nancy Lane, Local Media Association, to Erica Smith, Online editor and director of digital strategy, The Virginian-Pilot

An inspiring session to end our day of programming! Our judges had their hands full with lots of great candidates to choose from but Erica Smith from the Virginian Pilot rose to the top.

The Virginian-Pilot’s Erica Smith has led her standalone newsroom in quantifiable audience growth, educating her colleagues on trends and best practices all the while. She has demonstrated superb collaboration, communication, passion and commitment to innovation (she created a Facebook bot, seeks out collaborations and partnerships with outside vendors and much more).

5:00 PM – 6:00 PM: Happy Hour with Contest and Conference Sponsors. Sponsored by Lineup Systems and Zapp 360.

Network, eat, drink and enjoy at our fun happy hour.

Wednesday, May 2

8:00 AM – 8:30 AM: Light Breakfast

8:30 AM – 9:45 AM: Keynote: Complete Sales Transformation Case Studies

It’s the biggest pain point in the industry. Many companies have made bold moves in the past year to completely transform their approach to sales. We’re talking major overhauls and changes in structure. They’ll share it all, the good, the bad and the ugly, in this important session to start the day.

  • Greg Peterson, President, Deseret Digital Media
  • Catherine Badalamente, VP Digital, Graham Media Group (invited)
  • Peter Newton, CEO, UpCurve, CRO, GateHouse Media (invited)

9:45 AM – 10:00 AM: Break

10:00 AM – 10:15 AM: Best R&D Partner – Presented by Lindsey Estes, Local Media Association to TownNews

Over 20 local media companies nominated and voted for TownNews in this category. Some of their comments included:

  • “For the past two years, I’ve seen tremendous customer outreach/service by TownNews to its partners proving their desire to help local media succeed in the digital era.”
  • “Rock solid technology, delivers on time what they say they will.  Probably the most innovative company out there.”
  • “Constantly pushing forward to keep customers as close to the cutting edge as possible.  Very responsive when asked for help and/or innovation.”

10:15 AM – 11:00 AM: Chief Digital Officers Share Top Revenue Strategies & What Keeps Them Up at Night– Stephanie Slagle, WBNS, Chris Edwards, Fusion Farm/Cedar Rapids Gazette, and Edwin Ruis, Swift Communications

We chose three of the most vocal digital leaders in the industry because we know they won’t hold back. In this fast moving session, they’ll share their top two strategies to grow digital revenue and the top two things that really keep them up at night.

11:00 AM – 11:45 AM: Table Talks

We’ll have thought leaders assigned to various tables to dive deeper into subjects of interest. Pick one and join your peers for interesting discussions. A great opportunity to share, learn and network. Choose from the following:

  • Data strategies – from building data warehouses and more
  • Sales transformation – is there a structure that is working?
  • Recruitment & retention – where to find top digital talent
  • Digital agencies – best/most profitable strategies
  • Video – who’s making money
  • Contests/promotions – the 3rd pillar of media transformation
  • Consumer revenue strategies – what is working
  • Facebook strategies in light of all the changes – what to do?
  • More to be announced

11:45 AM: Conference ends

12:00 – 4:00 PM: Chief Digital Club and Chief Content Club Private Event
For more information, email Jed Williams at jed.williams@localmedia.org.



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