Thursday, May 6
Session Descriptions
Breakfast & Sponsor Presentation
(9:00-10:00am)
Kim Garner, VP of Analytics, TARGUSinfo
Find out how TARGUSinfo can help you wield real-time analytics to attract the right leads, speed sales cycles, boost conversion rates, increase customer lifetime values and reduce marketing waste. Find out why no one else can match TARGUSinfo’s ability to accurately identify inbound leads and link them to predictive attributes in real time and why that’s important in a live scoring environment.
Keynote Address: A New Era of Decision Making
(10:00-11:00am)
Ian Ayres, Author of Super Crunchers
Gone are the days of solely relying on intuition or yesterday’s data to make decisions. A new breed of decision makers is increasingly calling the shots and delivering amazingly accurate results by harnessing collective intelligence. Ian Ayres sheds light on how companies are analyzing millions of bytes of data at lightning speeds to impact business decisions in real time.
My Love-Hate Relationship with Scoring
(11:00-11:45am)
Greg Hanson, SVP and GM, RealEstate.com and Tree.com
What do lead scores say about the quality of your leads? Find out how to interpret lead scores so that you are optimizing your processes, not rejecting leads with low scores or following false positives which are not predictive of intent. In this session, LendingTree — one of the most recognized brands within lead generation — talks about the power of scoring and how to use scores to not only improve the customer experience, but also protect and drive your brand.
Turning Real-Time Analytics into a Strategic Driver for Your Marketing
(11:45am-12:30pm)
Dave Frankland, Principle Analyst, Customer Intelligence, Forrester Research
With the majority of firms still struggling to fully understand their customers and leverage their data as a strategic asset, real-time analytics is playing an more crucial role. This session will highlight what the next generation of Customer Intelligence executives will leverage to successfully manage relationships with highly empowered customers.
Get on the Same Page: Align All Your Marketing Efforts with Analytics
(1:30-2:15pm)
Melissa Hilton, VP and GM of Data Access and Solutions, Clearwire
You know what your ideal customer looks like, now what? Hear how Clearwire the first 4G wireless company in the US, was able to align the marketing and sales organization with a single enterprise-wide view of the customer using analytics. From prospecting to customer cross-sell, hear how this leader in next-generation broadband service used its scoring intelligence to align its marketing programs.
Lead Scoring: The Impact on Lead Buyers and Lead Sellers
(2:15-3:00pm)
Chris McArdle, Executive Director of Interactive Markets, TARGUSinfo (Moderator)
Andrew Gansler, President, EducationDynamics, LLC
Kristen Schiffner, Senior Director of Internet Marketing, Westwood College
Matt McLaughlin, President, CUnet
Natalie Young, VP of Research and Analytics, CEC
Lead scoring is a win-win. Sellers are able to better understand what buyers want and buyers are able to double their efforts for the best leads. However, scoring can also create friction: sellers want to protect their brands by ensuring that all leads are contacted and buyers want to return low-scoring leads or vary pricing. This unique panel brings together lead buyers and sellers to discuss how scoring impacts lead pricing, lead management and, ultimately, campaign results.
Courting Look-A-Likes Online: Using Scoring & Analytics to Target Display Advertising
(3:15-4:10pm)
Ken Rona, VP of Data Strategy and Client Analytics, [x+1] (Moderator)
Brad King, Managing Director of Strategic Development, BlueKai
Dave Helmreich, VP of AdAdvisor, TARGUSinfo
Joanna O'Connell, Manager of Strategic Development, ATOM Systems, Razorfish
Third-party data is shaking up the world of online media buying. Marketers are now taking the same data and analytics they use offline to identify their best prospects and putting it online to deliver more targeted display ads. Hear how advertisers, ad agencies, ad networks and third-party data providers are teaming up to increase online response rates and overall lead quality.
Who’s Calling? Customizing the Caller Experience to Feed the Bottom Line
(4:10-4:45 pm)
Ken Dawson, CMO, InfoCision
Not all callers are made equal. Learn how to distinguish between hesitant hand-raisers and loyal customers in the call queue. Find out how scoring can inform intelligent routing to match callers with the best agent. Get practical tips on how to tailor messaging, offers and pricing ? on the fly. Leave this session with proven ideas to increase conversion rates and boost order values in your contact center.
Innovation & Shareholder Value: Why You Need to Take Analytics Real Time
(4:45-5:30pm)
Linda Gridley, President and CEO, Gridley & Company LLC
Innovation is the lifeblood of business growth. Find out what Wall Street is saying about analytics and learn how using it in real time to improve customer acquisition has benefits beyond revenue growth. It makes no difference if your company is privately held or publically traded; this session discusses how real-time scoring increases shareholder value.
