Aug. 9-12, 2021 | Virtual

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The Digital Revenue Summit is back virtually for 2021! Join us for four days full of great content and takeaways for your sales and digital revenue staff. Employees of LMA member companies can attend free of charge as a member benefit!

The conference includes sessions organized in four tracks:

  • Hot Topics
  • Digital Leaders (sponsored by PPI Media)
  • Digital Sales Specialists (sponsored by Adcellerant)
  • OTT/Connected TV

… plus opportunities for one-on-one R&D partner meetings.


Thank you to our presenting sponsor

Google News Initiative

Agenda

All times are Eastern Standard Time.

Every Day

One-on-One meetings with R&D partners 

We are bringing our most popular R&D experience virtually to the Digital Revenue Summit! Looking for a new way to be connected with potential R&D partners and learn more about their solutions? This program is perfect.

The one-on-one meeting experience will take place on your own schedule throughout the week of Aug. 9-12. When you register for the conference, just check that you’d like to participate in the meetings and more information will be sent out closer to the conference.

BONUS: Meet with five R&D companies and receive a gift card! Participating companies include: Social News Desk, GeoEdge and more to be announced

Monday

11 a.m.-noon: Hot Topics

An inspirational keynote speaker will kick off the week with a “fireside chat” discussing what is happening in the industry, innovative work happening in the US and Internationally. Stay tuned for more details.

1 p.m.-2:15 p.m.: Digital Leaders (sponsored by PPI Media)

Reporting as a retention tactic: How to keep your clients through better data and share that data with them. This session is for sales managers and sales leaders to find out what KPIs, dashboards and website metrics to use in reporting with clients. Our panel will also share tactics on how to train reps to walk through this data with clients.

2:30 p.m.-3:45 p.m.: Digital Sales Specialists (sponsored by Adcellerant)

The top of the sales cycle: This session will provide a fresh look at the “leading activities” of digital sales: lead generation, prospecting, calls, needs analysis, proposals, demos. How do sales specialists optimize all the up-front activities that lead to a profitable sale and successful client relationship? Regardless of which CRM, reporting suite, or ad network provider, how do you make the most of the tools you have?

Tuesday

11 a.m.-noon: Hot Topics

Hear from three small local media companies that are seeing amazing results in fundraising from their community to help fund local journalism…we are talking six figures! These top executives will share what they have learned, how to get started and what the future of journalism funded by philanthropy looks like to their company.

1 p.m.-2:15 p.m.: Digital Leaders (sponsored by PPI Media)

Compensation plans: What’s changed and how to set them. This session will share results of a conference attendee/industry-wide survey of compensation plans. This report will be discussed by several industry leaders who will also offer insights from their companies.

2:30 p.m.-3:45 p.m.: Digital Sales Specialists (sponsored by Adcellerant)

Sales is a contact sport: Building on the first session, this discussion will provide direction and round out strategies to help you prepare and get the most of your interactions with clients. Catch up with the state of the art on consultative sales approaches with multiple product lines. Understand and be able to explain the relationships and overlaps between digital advertising and digital marketing services. How do you overcome objections to digital campaigns and services? How do you ensure the conversation proceeds to next steps? And for those who often serve as two legs of a four-legged sales call, learn methods to work effectively with transactional sellers to strengthen the overall client relationship.

4 p.m.-5 p.m.: OTT/Connected Television

Honing the pitch for OTT/CTV: TV sales teams may “get” selling OTT and CTV, but what do the rest of local media sellers need to know to go to market with streaming video inventory? And regardless of comfort level, how can account executives effectively position OTT/CTV campaigns along with other offline or digital advertising solutions and services? How and when does OTT fit in a diagnose-and-prescribe sales approach?

Wednesday

11 a.m.-noon: Hot Topics

Why is first party data more important than ever? This session will discuss life after cookies. Industry leaders will discuss the options for next steps, how to protect your revenue stream and more.

1 p.m.-2:15 p.m.: Digital Sales Specialists (sponsored by Adcellerant)

Sold! Now what? The dream scenario after the close is a campaign or service that performs better than expected, and a client that is happy enough not just to renew or extend, but to upgrade. How do you make that dream the norm? We’ll look at techniques for checking in with clients on campaign performance, explaining and telling the “whole story” from different performance metrics, and adapting digital programs to deal with underperformance or changing client needs.

2:30 p.m.-3:45 p.m.: OTT/Connected TV

OTT platforms, partners and service providers: Few if any local media outlets will succeed alone in the streaming world. But few will also be in a position to negotiate deals alone with the Rokus and Amazons of the world. So what third-party relationships, tools, app developers, managed service providers, and major platforms do local sales teams need to know to go to market with OTT/CTV? What aspects, from OTT ad ops to performance analytics, do you run in-house vs. outsourcing? How do you optimize margin in third-party relationships on OTT/CTV sales?

Thursday

11 a.m.-noon: Hot Topics

Everyone is talking about life post-pandemic. What does that mean for the local media industry? Your company? Sales staff? Remote work? This session will identify and discuss the good things that have come from the COVID era, changes for the good and what we can learn moving forward.

1 p.m.-2:15 p.m.: Digital Leaders (sponsored by PPI Media)

From account manager to customer success: Hear how the traditional sales support role is evolving to become a more digitally savvy role that helps with client satisfaction and retention. We’ll hear from a panel of industry experts as well as a few speakers who work in tech, where this job is a popular new position.

2:30 p.m.-3:45 p.m.: OTT/Connected TV

O&O OTT: Not unlike web display, a lot of the local media money in OTT/CTV comes from selling others’ inventory across a wide swath of third-party platforms. But what moves can local media make to develop owned-and-operated content and products that generate meaningful revenue opportunities in the space? Can TV broadcasters learn, from their efforts in the streaming world, how to gain more leverage from emerging NextGenTV/ATSC 3.0 products?

Register

Registration Information:
Members: Free for employees of LMA member companies
Nonmembers: $496

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