IABM Sales & Marketing Summit
Promoting your products and services to broadcast and media industry buyers
Radisson Blu Portman Hotel, London, UK
This half day event is designed to help IABM members sharpen up their sales and marketing techniques. Find out what you need to do to get noticed by your customers, get hot tips and techniques from sales and marketing experts, learn from industry case studies and discover what your customers are planning from our just-published IABM End-User survey.
The sales process in the broadcast and media industry has changed beyond recognition from the days – not so very long ago in some of our memories – when vendors would rock up with a new piece of technology and hope to walk away with an order. In reality it’s never been as simple as that of course, but today the complexity of end-users’ requirements and the onrush of new technologies into the industry means that no one company can any longer hold all the answers. Indeed, increasingly, end-users are looking for solutions that haven’t even been developed yet to meet critical new needs. A new approach from both ends of the industry is required to surmount these challenges, and today we are moving towards an ever-more collaborative sales environment – not only between vendors and end-users, but also between vendors too.
IABM is committed to bringing vendors and end-users together to promote mutual understanding and best practice to deliver that collaborative sales & marketing environment. In addition to IABM Members we invite all broadcast and media companies to attend to extend the debate.
- Open - 2pm
End User Survey Resultsprovided By IABM
Customer Panel - How do they want to be sold to, what marketing catches their eye – what tactics do they hate!(including Darren Long (Sky), Rob Cranford (Turner Broadcasting) and Donna Mulvey-Jones (Freemantle Media UK)
"Selling through partnerships" - David Davies, Owner, Sandler Thames Valley
Current trends strongly suggest that more and more sales of products, services and technology will move into the channel because partners already have strong, existing relationships, whilst there is a drive to lower costs and improve efficiency. Being able to sell through a channel of 3rd parties from a range of cultures requires outstanding people skills, exceptional organisational and strategic planning capability, a highly attuned sense of commercial reality and the ability to prevent and neutralise conflict.
"Top 10 tips for the RFP process" - Robert Ambrose, Managing Consultant, High Green Media
Marketing Case Study - Avid's Customer Association- Avid
"An overview of upcoming GDPR regulations – what you need to know" - Harbottle & Lewis
"Straight forward effective new digital marketing techniques" - Ciaran Rogers, Marketing Director, Target Internet
- 5pm – close and Networking until 6pm
Owner Sandler Training Thames Valley
David is the owner of Sandler Thames Valley. With more than 29 3/4 years international Sales and Business development experience David has been instrumental in helping organisations achieve lasting sales success. A passionate, innovative and award-winning Sales Coach, recognised for transforming potential into profitable performance. He has spent most of his career growing small businesses into multi-million, multi-national, sales organisations. Organisations where consistent, sustainable, scalable growth was the number 1 subject on the board agenda.”
Managing Consultant, High Green Media
Rob Ambrose is a consultant, industry analyst, journalist and technologist with 30 years' hands-on experience of the media and entertainment business. He helps media companies and vendors keep pace with the fast-changing digital content market and consumer demands by implementing effective technology solutions and transforming sales and business operations. As founder and managing consultant at High Green Media, Rob has expert knowledge of media business systems including rights and royalties management, broadcast management (scheduling) and newsroom systems, as well as content operations, media asset management and workflow. He's also focused on the transformative impact of technologies like AI and voice control, VR and cloud on the media technology landscape. He's an active speaker and presenter on media and entertainment industry trends and has extensive international experience. Rob holds an MBA with Distinction from Imperial College, London.
Marketing Director, Target Internet
Ciaran Rogers is the Marketing Director at Target Internet, a south coast based digital training agency offering straight forward and easy to understand digital marketing advice. He also co-hosts The Digital Marketing Podcast, Target Internet's top 10 iTunes Podcast. An experienced digital strategist with over 18 years experience, he has worked for and trained a large number of international brands including FatFace, QA, Liz Earle, Elemis, Bliss and REN and was a lead lecturer for Middlesex University on their Digital Marketing MA programme.