Monday April 22
3:30 – 5:30: Opening Workshops
The Digital Revenue Summit will start with two compelling workshops. Both will feature faculty members that are having success with either digital subscriptions or OTT/Connected TV. These will be highly interactive and perfect for teams to attend together.
- Consumer Revenue Models: We have invited four top performers in this space to share their approach to digital subscriptions. They’ll talk about success in areas such as niche verticals, mid-funnel acquisition, retention, using data, propensity scoring, choosing the right technology partners and more. This workshop is perfect for newspaper executives or other media executives that are considering a consumer revenue strategy. Speakers include Josh Mabry, Local News Partnerships Lead, Facebook and others to be announced. Moderated by Nancy Lane, President, Local Media Association and Jed Williams, Chief Strategy Officer, Local Media Association. Sponsored by LEAP/BlueVenn
- OTT and Connected TV Trends: It’s one of the hottest opportunities in local media and our faculty members are having real success in this space. We’ll hear about a number of different approaches in this very interactive workshop. It’s perfect for TV executives and other media managers that are looking to make OTT and/or connected TV a top priority. Faculty includes: Brian Page, Senior Director, Digital Revenue Products, E.W. Scripps, Mike Braun, SVP Digital Media, Gray Television, Shaun Fogarty, Digital Sales Director, Virginian-Pilot and Brian Hunt, head of OTT/CTV Advertising Sales, Sinclair Broadcast Group. Moderated by Stephanie Slagle, Director of Digital Strategy, WBNS. Sponsored by Zypmedia.
5:30 – 7:00 Red Carpet Award Presentations and Opening Reception
The winners of the LMA Digital Innovation Awards will be recognized on the red carpet during this fun opening reception.
Tuesday April 23
8:30 – 4:30: Choose from two tracks:
Attendees have two tracks to choose from this year.
- Revenue Strategies and Emerging Trends will feature case studies designed for senior digital leaders and c-suite executives. It is perfect for those charged with setting digital strategy for the company.
- The Digital Sales Managers Bootcamp is specifically designed to address the most pressing needs such as: recruiting top sales talent, retention, motivating sales executives, prospecting, KPIs, analytics and most importantly, driving street level growth. It’s perfect for anyone charged with growing digital sales and managing the team out in the field.
Revenue Strategies and Emerging Trends for Senior Digital Leaders
8:30 – 9:45: Three Companies That Are Leading the Charge with Digital Revenue Growth
Ever wonder why some companies are posting double digit gains in digital revenue while others are barely flat? We identified three of the best in the industry to join us for this opening workshop. They’ll open up their playbooks, discuss their secrets to success and participate in Q&A.
Speakers include: Catherine Badalamente, VP Digital, Graham Media Group, Joe Weir, VP, Cox Media Group, Matt Chamberlin, Executive Director, Client Strategies and Business Initiaatives, Hubbard Radio/2060 Digital. Moderated by Jay Small, Chief Innovation Officer, Local Media Association
9:45 – 10:00: Break with R&D Partners
10:00 – 10:45: Upcurve Update – Solving the Full Suite of SMB Needs, Presented by Peter Cannone, CEO, Upcurve
Launched by GateHouse Media a few years ago, Upcurve provides businesses with a full suite of products and services that support stronger growth and productivity. With a team of Google certified deployment engineers, trainers, and consultants, they make sure the transition to the cloud is smooth and seamless. To date, they have helped over 5,000 businesses make the transition to G Suite by Google Cloud. Learn more about this emerging opportunity in this fascinating session.
10:45 – 11:30: Digital Innovation – Best of the Best Contest Winners, Moderated by Matt Coen, President & Co-Founder, Second Street
This year’s Local Media Digital Innovation contest focused on 12 exciting categories including best local website, best new digital initiative, best consumer revenue strategy, best digital agency and more. Our judges picked the four best entries in the entire contest to be featured in this best-of-the-best session. Prepare to be wowed.
11:30 AM – 11:45 AM: Presentation of the LMA Digital Innovator of the Year Award
We can’t wait to find out who this year’s winner will be! One thing is for sure – the competition is intense as there are many worthwhile candidates. Our winner will share some of the work they are doing. Prepare to be inspired.
11:45 AM – 1:00 PM: Lunch with R&D Partners or On Your Own
Some of our R&D partners will be hosting lunch roundtables at a hotel restaurant to share some of their work/updates. Check back for the list of participating partners.
1:00 PM – 1:45 PM: Against the Grain – Big Ideas from Bold Thinkers
Now is the time to think differently and our panelists have no shortage of ideas. This is the perfect after lunch session to challenge our long held beliefs and take us out of our comfort zone. Panelists include Chris Hendricks, President, Local Media Consortium, Eric Bright, VP of E-Commerce, Deseret Digital and others to be announced. Moderated by Fran Wills, CEO, Local Media Consortium
1:45 – 2:30: Fresh Opportunities in Content Verticals – Building Local Brands
Content verticals are hot right now. In this session, we’ll look at some of the most promising models in this emerging space. Speakers include: Stephanie Weber, VP Marketing & Technology, Colorado Springs Gazette, and others to be announced.
2:30 PM – 2:45 PM: Break with R&D Partners
2:45 – 3:30: Branded Content – How LMA and LMC are Using the $1 Million Investment from Facebook
In January, LMA and LMC announced the creation of a branded content program, funded by a $1 Million investment from the Facebook Journalism Project. In this session Julia Campbell, the project manager for this program, will share some best practices in this space. She will also be joined by one of the alpha partners to talk about the project, testing and early results.
Presented by Julia Campbell, Branded Content Project Manager
3:30- 4:00: Digital Ad Fraud — Results, Trends & Next Steps from Industry-wide Study, Presented by Maggie Louie, CEO, Dev/Con
Digital ad fraud is a massive and growing problem, costing the media industry $19 billion. However, new technology and best practices are emerging to help publishing combat this challenge. In this session, Dev/Con presents new data from an industrywide study on ad fraud, and publishers share their strategies for detecting and defeating ad fraud.
4:00 PM – 4:15 PM: Wrap Up
Digital Sales Manager Bootcamp
8:30 – 8:45: Welcome and Overview
8:45 – 9:30: Onboarding training Best Practices
What is the formula, for on-boarding new Reps, and how this is a critical component to both long-term performance and new hire recruiting? Presented by Jenny Farrell, VP of Sales Training at Gatehouse Media
9:30 – 10:00 Recruitment Best Practices – Attracting Passive Candidates
To compete successfully in talent acquisition you need a solid strategy. In this session, we will discuss how to build and work a talent pipeline and gain valuable tips on working ‘Passive prospects’ vs. active job seekers. Laurie Kahn, Founder and CEO of Media Staffing Network, will share secrets with the group about how to attract qualified candidates who are not actively searching for a job.
10:00 – 10:15 Q&A with Jenny Farrell and Laurie Kahn
10:15 – 10:30 Break
10:30 – 11:15: Panel: Prospecting in the digital age – work smarter not harder
Prospecting is critical to the sales process. Technology has made this much easier yet many are not using these tools to their potential. In this session, we’ll learn how to work smarter not harder. Panel led by Shannon Kinney, Founder & Client Success Officer, Dream Local Digital, joined by Addy Earles, Director of Digital Revenue, Schurz Communications, and Paul Benton, CEO of The Light Digital
11:15 – 12:00: KPI’s and Key Measurements
Hear from three leaders as they outline their strategies for keeping teams on track. Panel includes; Charles Chunn, GSM WJXT, Graham Media, Erica Calvert, Digital Sales Manager, Smart Reach Digital, and Maggie Drake, Director of Digital Sales, Cordillera Digital KOAA
12:00 – 1:00: Lunch with R&D Partners or On Your Own
1:00 – 3:00: Workshop and Group Exercise
Create go to market strategies for the top verticals in your market. Led by Jesse McCambridge, Senior Director, Digital Revenue and Sales Strategy at Cox Media Group and Shannon Kinney, President and Founder of Dream Local Digital. Break into small groups to create sales tools for specific verticals like, Retail, Legal, Education, Automotive and other top local business categories.
3:00 – 3:15: Break
3:15 – 3:45: Analytics Your Team Needs to Know
Too often, eyes glaze over when the topic of analytics comes up. There is too much data and not enough actionable information. Join Jack Zavoral, Director of Member Development, Local Media Association to get a handle on what your team needs to know about site analytics to help measure and drive client business goals.
3:45 – 4:45: Driving Street Level Growth
A closing panel of four street-level managers who will answer your questions and share their experience building digital revenue. Learn their key takeaways from the day’s sessions, and how you can apply to your own business.
Erin Overstreet, Director of Digital Sales Gray Television, Brent Powers, Director of Sales and Marketing, Northwest Arkansas Democrat Gazette, Orlando Comas, Director, Digital Sales Development, McClatchy, Kyle Awerkamp, Director of Digital Sales, Quincy MediaRegister