B-to-B Marketing: Organization, Process, Leadership--Keys to Profitable Growth in Business Markets
This page describes the 24th Annual Members Meeting which will be held on August 22-23, 2007 at the Penn Stater Conference Center in State College, Pennsylvania.
B-to-B Marketing: Organization, Process, Leadership--Keys to Profitable Growth in Business Markets
August 22-23, 2007
Penn Stater Conference Center—Penn State University Park Campus
State College, Pennsylvania
The Twenty-Fourth Annual Members Meeting
Institute for the Study of Business Markets
Smeal College of Business, Penn State
Driving profitable organic growth in today’s markets...is THE key challenge we are hearing from ISBM Members.
Going deeper with current customers. Finding new markets. Developing and launching new products. Mobilizing value-creating assets in innovative new ways. Marketers are facing new questions every day as we rise to the challenge. Some of what we are hearing:
- How do we best organize to rise to the challenge?
- How do we bring in new resources to help?
- Are we using the best, most effective processes?
- As a marketing leader how do I get this done? What is my best role?
- How can I better shape my own career and contribution?
We’ve assembled researchers, Member practitioners and noted thought leaders to provide insights and answers.
Insights on How to Organize
Whether you’re adding new resources or looking to better deploy your current team.
- Research-Based Organization Frameworks: What’s working best. Field research insight from Dr. Mohan Sawhney of Kellogg.
- Member Case-In-Practice: LORD Corporation: Rebecca Williams will discuss resource deployment by function, process, and value stream.
- Thought Leader Insight: Hear Dr. Bernie Jaworski of Monitor Group on key levers to marketing organization effectiveness.
Building Stronger Process
Keys to Benchmark B-to-B Marketing processes, approaches, metrics, linkages...
- Member Benchmark Practice: Sean Kharche, V.P. of Global Sales and Marketing, Greif/Delta Packaging Services—will share lessons learned from the Greif Commercial Excellence Process.
- Building a disciplined, fact-based approach: Peter Krieg, President and COO of Copernicus Marketing Consulting, and noted author will discuss building and implementing a more analytic B-to-B approach for better results.
Clarifying the Role of Marketing Leadership
Build perspective on your role as a B-to-B marketing leader…
- Leader as Transformer: Insights and lessons from Steve Erickson, Vice President, Strategic Marketing, Parker Hannifin
- Leader as Organization Designer: Learnings on organization and process from Joanne Smith, Director for Marketing Effectiveness, DuPont
- Leader as Assembler: A case in process from Andy Maguire, Vice President, Marketing, Sherwin-Williams
- Leader as Shaper of B-to-B Practice: A broad view from an ISBM alliance partner—Michael Palmer, Executive Vice President, Member Relations, Association of National Advertisers (ANA)
Come away with new models for how to build a world class marketing organization, new approaches to stronger B-to-B marketing process, and new insights on your role as marketing leader. Answers to the questions we are hearing most from you, our Members—ideas you can use right away!
| Agenda | ||
|---|---|---|
| Date | Time | Event |
| Tuesday, August 21 |
6:30 p.m. - 8:30 p.m. | Welcome/Networking Reception |
| Wednesday, August 22 |
7:30 a.m. | Registration and Continental Breakfast |
| 8:15 a.m. | Convene | |
| 8:45 a.m. | Keynote Address: Research Insight: Dr. Mohan Sawhney, McCormick Tribune Professor of Technology, Kellogg School of Management B-to-B Marketing Organization, Process and Leadership: Keys to Making it Work and Improving ROI |
|
| 9:45 a.m. | Networking Break | |
| 10:15 a.m. | Member Case--Organization: Rebecca Williams, Director, Marketing and Customer Services, LORD Corporation B-to-B Marketing at LORD Corporation: Function, Process, and Value Streams Working Together |
|
| 11:00 a.m. | Networking Break | |
| 11:30 a.m. | Thought Leader Insight--Process and Leadership: Peter Krieg, President and COO of Copernicus Marketing Consulting Mobilizing Disciplined, Fact-Based B-to-B Marketing: Keys to Driving Growth and Profit |
|
| 12:15 p.m. | Lunch | |
| 1:30 p.m. | Member Benchmark--Process: Sean Kharche, V.P. Global Sales and Marketing, Greif/Delta Packaging Services Commercial Excellence at Greif Incorporated: Toward a Stronger B-to-B Marketing Process |
|
| 2:15 p.m. | Networking Break | |
| 2:45 p.m. | Member Case--Process: Joanne Smith, Director for Marketing Effectiveness, DuPont Connecting Organization, Process, and Leadership: A Journey Underway at DuPont |
|
| 3:30 p.m. | Networking Break | |
| 4:00 p.m. | Open-Forum Panel--Q&A: B-to-B Marketing Organization, Process, and Leadership Moderator: Dr. Gary Lilien, Research Director, ISBM and Distinguished Research Professor of Management Science, Penn State |
|
| 4:45 p.m. | Wrap-up | |
| 6:00 p.m. | Networking Reception |
|
| 6:45 p.m. | Dinner--Featured Speaker: Perspective from an ISBM Alliance Partner Michael Palmer, Executive Vice President, Member Relations, ANA Re-Inventing the Power of Marketing: Insights From an ANA Research Study |
|
| Thursday, August 23 | 7:30 a.m. | Continental Breakfast |
| 8:00 a.m. | Convene | |
| 8:15 a.m. | Member Insight--Process/Leadership: Steve Erickson, Vice President Strategic Marketing, Parker Hannifin Leadership for Marketing Change: Lessons Along the Way From Parker Hannifin |
|
| 9:00 a.m. | Networking Break | |
| 9:30 a.m. | Member Work in Process--Organization, Process, Leadership: Andy Maguire, Vice President Marketing, Sherwin-Williams Chemical Coatings Organization, Process, and Leadership: Creating Connections for Growth at Sherwin-Williams |
|
| 10:15 a.m. | Networking Break | |
| 10:45 a.m. | Wrap-up--Perspective: Dr. Bernie Jaworski, President, Monitor Executive Development Perspectives--Five Key "Levers" for Marketing Organization Effectiveness: Keys to Driving Growth |
|
| 11:30 a.m. | Summary/Wrap-up | |
| 11:45 a.m. | Adjourn | |
Click here to view the meeting brochure.
Location
Penn Stater Conference Center Hotel
215 Innovation Boulevard
State College, PA 16803
Phone: 814-863-5000 or 800-233-7505
Fax: 814-863-5002
Please make your hotel reservations now
A block of rooms will be held for the ISBM until July 21, 2007.
Please contact the hotel directly to make reservations and mention SBM0821 for the meeting rate. ($105.00 single, $115.00 double) 1-800-233-7505
Click here for hotel directions.
ISBM Member Fees
- $650 by July 20, 2007
- $750 after July 20, 2007
Non-Member Fees
- $850 by July 20, 2007
- $950 after July 20, 2007
Cancellation Policy
- On or before July 20, 2007—no fee
- Between July 21-August 3, 2007—$100 fee
- After August 3, 2007 full conference fee due
- All substitutions after July 20 will be subject to a $50.00 administrative fee
All participants must register in advance by mail, phone, fax, or e-mail; checks may follow.
To register: Online Registration
For more information
Deborah Lupp or Gary Holler
Institute for the Study of Business Markets (ISBM)
Smeal College of Business
The Pennsylvania State University
484 Business Building
University Park, PA 16802-3603
Phone: 814-863-2782
Fax: 814-863-0413
E-mail: isbm@psu.edu
