LeadsCon
THE Lead Generation Conference
LeadsCon East 2009 Sponsors
Full Conference Program
Conference Program as of January 21, 2010
Tuesday, February 23, 2010 |
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| 7:00am – 9:00am | Continental Breakfast Head to the conference early and fuel up for an invigorating day with our complimentary breakfast |
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| 9:00am – 12:00pm | GENERAL SESSIONS | |
| 9:00am – 9:00am | Opening Remarks | |
| Jay Weintraub, Founder, LeadsCon | ||
| 9:00am – 9:30am | Morning Keynote: Learning From Failure
It’s not fun to fail. In fact, it’s downright unpleasant. However, it is the best way to learn. Consider as a test case Douglas Merrill, former CIO and VP of Engineering at Google, who oversaw a team of more than 2,000. His successes at Google were widely documented in the press, both within the US and internationally (the Wall Street Journal, the New York Times, the Financial Times, and other outlets such as Men’s Health). His subsequent ability to create “few awe-inspiring moves” in his next position was also well documented. Douglas’ story is a lesson in how to innovate, and, more importantly, learning how not to innovate. These lessons can propel us forward as we try to convert lead generation outsiders to lead generation believers. |
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| Presenter: Douglas Merrill, Author, former Chief Operating Officer of New Music & President, EMI Music & Chief Information Officer, Google | ||
| 9:30am – 10:15am | What’s in Store for 2010 – Industry Leaders
Despite the lackluster economy, the online lead generation space had no shortages of successes in 2009. From companies going public, to already public companies deciding to shake up the world of online lead generation. To help us look into what the future holds, we have gathered a group of industry leaders, those who have been through good time and bad, to help us all read the lead gen tea leaves. |
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| Moderator: Bruce Eatroff, Partner, Halyard Capital Panelists: Matt Coffin, Investor, Coffin Capital Thomas Evans, President & CEO, Bankrate, Inc. Ronald Pruett, Jr., Chief Executive Officer, MercuryMedia Ty Taylor, Group President, Experian Interactive |
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| 10:15am – 10:45am | Death of the Short Form? Impact of Google Comparison Ads
One of the major themes for 2010 is disruption. Its impacts can be both good and bad, an enabler for many and the end of business as they know it for others. Of the many disruptive forces impacting the world of online lead generation, none compares to Google’s decision to sell not just clicks but now leads to certain clients, a 180 from their decade old business model. What does Google’s Comparison Ads mean for the existing buyers and sellers of leads? Is it death to the short form as we know it or a catalyst for overall growth? |
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| Moderator: James Cham, Vice President, Bessemer Venture Partners Panelists: Marc Diana, Founder & CEO, LeadPoint David Thacker, Associate Partner, Greylock Partners |
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| 10:45am – 11:30am | What’s in Store for 2010 – Capital & Investor Perspective
The executives and teams who work with them make business ideas a reality. When going from idea to reality, it doesn’t hurt to have a war chest, but for many the past year saw the lower amount of deal flow. Hopes are high though for greater capital availability and opportunities liquidity in 2010. Who will win and what will it take? Our panelists will provide insights into what and where those with capital are looking to deploy. |
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| Moderator: Jordan Rohan, Managing Director & Senior Analyst, Thomas Weisel Partners Panelists: Ben Choi, Principal, Maveron Saar Gur, Venture Capitalist, Charles River Ventures Timothy Karman. Global Head of Internet Banking, Managing Director, Tech Group, RBC Capital Markets Douglas Robinson, Managing Director, St. Charles Capital, LLC Mark Suster, Partner, GRP Partners |
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| 11:30am – 11:45pm | Launch Spotlight
New for LeadsCon Las Vegas. The Launch Spotlight is a chance for the selected company to leverage the platform of LeadsCon to announce a major release, new venture, major shift in direction, or other newsworthy development. The company’s release should impact not just how they operate their business but have a broader impact for online lead generation and customer acquisition. |
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| Launcher: Tree.com, Doug Lebda, Chairman of the Board & CEO | ||
| 11:45am – 12:15pm | Third Annual Company Spotlight
The company spotlight is a chance for LeadsCon to hand over the stage to those impacting how the business of online lead generation and customer acquisition takes place. Presenters represent companies large and small; they are selected for their uniqueness, innovation, and their efforts to both expand the world of online customer acquisition and better it. |
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| Spotlights: Altius Education, Paul Freedman, President & CEO Rapleaf. Auren Hoffman, Chief Executive Officer Kwanzoo, Inc., Mani Iyer, Chief Executive Officer Steven Jones, Chief of Operations & Strategy, AdoTube, Inc. |
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| 12:00pm – 6:00pm | EXHIBIT HALL OPEN The industry’s most important and innovative companies are on hand to showcase the latest products and services they have to offer. Find out how to grow your business and bottom line. Join the activity in the Exhibit Hall. |
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| 12:15pm – 2:00pm | Lunch Relax and replenish with plenty of time to check out the Exhibit Hall before the afternoon sessions |
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| 2:00pm – 5:00pm | BREAKOUT SESSIONS – Marketing Track | |
| 2:00pm – 2:30pm | Marketing Track
Consumer Sites vs. Pure Lead Gen Plays – One Scales Easier. Who Survives? In the multi-billion world of online lead generation, the majority of the money is earned the old-fashioned way, with a click on an ad and the filling of a form. The simple click and fill is under pressure from many sides. Is there room for both? What will it take for the beloved form to continue thriving. |
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| Moderator: Javier E. Rojas, Managing Director, Kennet Partners, LLC Panelists: Peter Pham, Chief Executive Officer, Billshrink Mie-Yun Lee, Founder & President, BuyerZone Greg Hanson, SVP & General Manager, Tree.com & RealEstate.com |
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| 2:30pm – 3:00pm | Marketing Track
Breaking into New Markets – Insights & Lessons Learned from Travel and Senior Housing As mortgage did at the start of online lead generation, today, online education activity boasts the largest single share of dollars within lead generation. Vital to the industry’s growth is the servicing of new verticals, but going from idea to reality does not come without its challenges. Hear tips from those who have crossed the chasm and made online lead generation an invaluable part of these new markets’ businesses. |
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| Moderator: Dave Wengel, Co-Founder, Shouk Media Panelists: Jordan Keltz, Chief Executive Officer, Seniors for Living John T. Peters, Chief Executive Officer, Tripology |
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| 3:00pm – 3:15pm | Marketing Track
Traffic Strategies – Ad Exchanges Demystified Perhaps at no other time in its history has display advertising looked as promising yet so confusing. No longer is display about direct site buys or ad networks. Operating in today’s display means understanding ad exchanges. It is no longer a luxury but a necessity, and LeadsCon is here to help. |
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| Presenter: Andreas Vagelatos, Founder, Andreas Vagelatos Consulting | ||
| 3:15pm – 3:30pm | Marketing Track
Traffic Strategies – Social Media How To – Secrets from a Top Performance Marketer In less than a year’s time, social media has gone from a “might be nice to understand” to a “can’t afford not to understand.” The good news is that social media can work for performance marketers. We have one of its top spenders to share how you can do it too. |
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| Presenter: Mark Colacioppo, President, GlobalizerNetwork.com | ||
| 3:30pm – 4:00pm | Marketing Track
Video – Increased Conversions. Affordable Implementations Most people think of video and video consumption in terms of entertainment. They also think of the extremes, that it is either user generated, i.e., low quality, or professional content, i.e. expensive. We have reached a point where much like the cost to build a site has become affordable so too has the production of video. And, its impact, from potential SEO traffic to conversion increases should not be overlooked. Find out how you can make video a profit center not the cost center you might think. |
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| Moderator: Marc Phillips, Founder & CEO, SearchForecast Panelists: Stan Taigen, Vice President Sales, Turn Here Tal Riesenfeld, Co-Founder & VP Marketing, EyeView Benjamin Wayne, Chief Executive Officer, Fliqz, Inc. |
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| 4:00pm – 4:30pm | Marketing Track
Self-Service Display – Is the Dawn of A New Era (Finally) Here? For the vast majority spending money online, almost all echo a similar sentiment. When will display advertising offering the ease of use and scalability that search does. A key component in display reaching its potential involves democratizing the creative process. That piece is closer than ever before, but what about the other factors – targeting, price, etc.? When we get there will it open up advertising opportunities or funnel more money through Google? |
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| Moderator: Jay Webster, Chief Product Officer, Quova, Inc. Panelists: Aaron Finn, Founder, Chairman & Chief Strategy Officer, AdReady Brandon McInnis, Director of Internet Marketing, American Signature Patrizio Spagnoletto, Senior Director of Marketing, Yahoo! |
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| 4:30pm – 5:00pm | Marketing Track
Does Affiliate Marketing in Lead Generation Make Sense? Companies large and small rely on others for help in generating more traffic and leads. In other words, affiliate relationships are a key driver of online lead generation ecosystem. Yet, the term carries, if not a negative connotation, cause for concern from both those who already rely on affiliates and those wondering whether to engage in such relationships. To help make sense of the opportunity we bring together representatives of the affiliate mindset and the offer owner point of view. |
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| Moderator: David Rodnitzky, Founder, PPC Associates Panelists: Leah Muhlenfeld, Director of Marketing, SnagAJob.com Russell Pechman, Vice President, Lead Generation, Linkshare Corporation Jeremy Schoemaker, Founder, Shoemoney Media Group |
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| 2:00pm – 5:00pm | BREAKOUT SESSIONS – Industry Track | |
| 2:00pm – 2:30pm | Industry Track
International Lead Generation – What Can It Mean For You? If they haven’t done so already, many companies have started to consider either operating internationally or going so far as opening up an office abroad. There is a reason though that most domestic companies still earn the vast majority of their money in their home market. It’s not easy. Doing it right means a mastery of nuances. Whether you are dead-set on operating abroad or going through the exercise, this panel of international operators will provide “must know” insight. |
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| Moderator: Marc Wheeler, Managing Partner, Strategic Options Panelists: John Phillip Green, Founder & CTO, LearnHub.com Kasia Meerman, Manager International Sales, TellUs Leads, Inc. Murray Newlands, Founder, Affiliate Heat |
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| 2:30pm – 3:00pm | Industry Track
B2B Lead Generation in A B2C World From a marketing dollars perspective, business to consumer online lead generation far surpasses business to business. Yet, some of the best and most complete solutions come from this lesser understood world within a world of online lead generation. What can business to consumer marketers learn from those where the average close time is months not days or weeks? |
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| Moderator: Jesse Pujji, Co-Founder, Ampush Media Panelists: Jay Hallberg, Co-Founder & VP Marketing, Spiceworks Tom Koletas, Senior Vice President, Sales, MadisonLogic |
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| 3:00pm – 3:45pm | Industry Track
Against All Odds – Making Lead Gen Work on A Local Level Outside of a handful of examples, almost all of online lead generation has a local component, even when national companies are involved. Two leading models have emerged – long tail of local involving small businesses buying and servicing leads; the other has companies executing on behalf of national brands who have already built out a local presence. Is local the land of opportunity or a lot of work without the big reward? |
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| Moderator: Brian Bowman, Chief Marketing Officer, Reply.com Panelists: Jack Abraham, Founder & CEO, Milo.com Jason Walder, Chief Strategy Officer, Leapfrog Online Tony Wills, Chief Revenue Officer, Allmenus |
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| 3:45pm – 4:15pm | Industry Track
The Metric of Success One of the key selling points for the online customer acquisition is its performance-based pricing. But, what does performance-based pricing mean?. Is it cost per click, cost per lead, and/or cost per action. Buyers and seller have become adept and switching among all three, but that doesn’t mean a lack of inefficiencies. Where does one work better than others, and how can those spending money fill in the gaps without losing their shirt? |
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| Moderator: Jere Doyle, Founder, President & CEO, Prospectiv Panelists: Jon Kelly, Vice President, Insurance, Quinstreet Sean Fox, Chief Operating Officer, Reply.com |
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| 4:15pm – 5:00pm | Industry Track
Living with Disruption – Lead Scoring and The Ongoing Power Struggle Between Lead Buyers and Sellers Buyers and sellers in online lead generation have always operated under a love to hate relationship. Buyers need sellers but would love to live without them. Sellers want buyers to trust them and share more so that they can operate more effectively. To share or not the share. That is one of many burning questions. Add in the often opaque layer of scoring and tensions between buyers and sellers have risen to all time highs. Buyers and sellers face off in a frank discussion on transparency, scoring, and how everyone can work best together. |
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| Moderator: Jamie McDonald, Chief Executive Officer, Sparkroom Panelists: Steve Jillings, Chairman & CEO, Vantage Media Gregory O’Brien, Chief Financial Officer, CollegeBound Network Raj Parekh, Vice President Strategic Partnerships, LeadPoint, Inc. Paul Rhyu, VP Digital Media & Marketing Operations, Apollo Marketing TBD, Walden University |
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| 2:00pm – 5:00pm | SPONSORED WORKSHOPS | |
| 2:00pm – 2:45pm | Sponsored Workshop
Advanced Segmentation to Optimize Media Purchases |
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| Datamark and TARGUSInfo jointly present an approach to sophisticated audience profiling and communications through utilization of recent innovations in segmentation. Learn about the integration of segmentation tools with the Datamark Knowledge Center to more effectively and efficiently execute marketing plans. Workshop includes developing audience profiles of high responders by media channel while prioritizing lead flow to call handling resources. | ||
| Presenters: Rick Bentz, Senior Vice President Research & Analytics, Datamark Ken Inman, Vice President, Research & Development, TARGUSinfo |
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| 3:00pm – 3:45pm | Sponsored Workshop
How Lead Sellers Make Money with Lead Quality Scoring |
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| In this session, eBureau, the market leader in lead quality scoring, will highlight several strategies that lead sellers are using to boost profits. Learn how sophisticated lead generation companies are using lead quality scores to get increased lead allocations, reduced call center and media costs, and lower scrub rates. | ||
| Presenters: David Dowhan, EVP, Business Development, eBureau Jeff Liebl, EVP, Sales & Marketing, eBureau |
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| 4:00pm – 4:45pm | Sponsored Workshop
LIVE Hot Transfers Workshop with Industry Experts |
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| Learn from actual customers, suppliers and vendors of LIVE Hot Transfers. DoublePositive Education, Mortgage and Insurance clients talk about using hot transfers to increase productivity and lower customer acquisition costs. Find out how we work with lead sellers by helping them monetize their undersold inventory and launch their own Hot Transfer programs. Learn about the deep technology integration of DoublePositive within the industry. | ||
| Presenters: Dave Helmreich, VP of Business Development; TARGUSinfo Mark Fowler, SVP Sales & Operations; LendingTree Sheilin Herrick, Marketing Manager; AIS Auto Insurance Specialists Jeff Solomon, Founder & SVP; Leads360 Segev Tsfati, Director of Lead Generation & Database Marketing, Walden University Matt Tillman, Director of Sales, Adchemy |
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| 5:00pm – 6:00pm | Welcome Reception in Exhibit Hall |  |
| Meet and mingle with the industry’s best people and companies all while enjoying complimentary cocktails and hors d’oeuvres. | ||
Wednesday, February 24, 2010 |
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| 7:30am – 9:00am | Continental Breakfast Head to the conference early and fuel up for another invigorating day with our complimentary breakfast |
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| 9:00am – 12:00pm | BREAKOUT SESSIONS | |
| 9:00am – 9:45am | The Future of Education Lead Generation
For those generating or wishing to generate leads, almost all will turn their attention to the online education lead generation space at some point in time. It is a sector that has public companies worth tens of billions of dollars in market cap combined, spends upwards of a billion dollars annually buying leads, and has seen incredible growth for almost a decade. Online education has bolstered the fortunes of so many in lead generation and the broader advertising world. Despite the rapid success or perhaps because of it, the future contains some uncertainty. Is this a gravy train that might soon end or one whose next ten years can look as promising as the past. |
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| Moderator: Tom Ferrara, Chief Executive Officer, FFVentures & Owner, ForProfitEDU.com Panelists: Joe Charlson, SVP Strategic Operations, Education Management, LLC Brian Eberman, Chief Executive Officer, Avenue100 Media Solutions Clay Gillespie, SVP, Marketing & Media, Career Education Corporation Terrence Thomas, Executive Vice President, Marketing, Education Dynamics |
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| 9:45am – 10:30am | M&A Prep
After a challenging 2009, all signs point to a robust 2010. Our panelists have enabled more than a billion dollars in transactions combined and will speak across the liquidity spectrum focusing on how growing companies can maximize their value and what options will be available to them this year. This panel is all about increasing one’s valuation and unlocking the path to liquidity. |
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| Moderator: Jeremy Liew, Managing Director, Lightspeed Venture Partners Panelists: Norm Colbert, Partner & Managing Director, Petsky Prunier, LLC Phillip A. Fresen, Managing Director, Garros Group, LLC Sandy Kory, VP, Director of New Media & Technology, Media Venture Partners James Min, Managing Director, Media, Montgomery & Co. |
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| 10:30am – 11:00am | VOIP – It’s Not Just Hot Transfer Anymore
Hot transfers, i.e., qualifying potential customers and then in real-time passing them to one who could service them further still play a critical role, but the role of the phone and phone technology has become much more broad and nuanced. At no other point in advertising has the phone offered so many opportunities to those involved in the generation of leads today. Get caught up on the latest advancements and learn how phone technology could transform your business. |
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| Moderator: Matt McLaughlin, President, CUnet, LLC Panelists: Jeff Lawson, Co-Founder & CEO, Twilio, Inc. Craig McGuinn II, Executive Vice President, Ward Media, Inc. Jason Spievak, Chief Executive Officer, Ring Revenue, Inc. |
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| 11:00am – 11:30am | End of The Funnel – Understanding Lead Generation from The Closers
For the vast majority of the online lead generation world, the funnel leads to a one person speaking to another. While proprietary technology and access to traffic can lead to more leads, only by understanding the perspective who must convert leads to action will generators unlock the key to truly higher yields. |
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| Moderator: Michael Ferree, Account Director, GearyPMG Panelists: Nick Hedges, SVP Strategy & Sales, Leads360 Jessica Manna, VP & Chief Marketing Officer, Residential Finance Corp Sheilin Herrick, Marketing Manager, AIS Insurance, LLC |
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| 11:30am – 12:00pm | Keeping Compliant – Legal and Regulatory Developments for Lead Generators
The world of customer acquisition has started to come under increased scrutiny by the Federal Trade Commission (FTC), state Attorneys General, and private plaintiffs, as well as by traffic owners. Compliance is not just a cost of doing business, it is essential to remaining in business. Learn how the legal and regulatory landscape is rapidly evolving for lead generators. In addition, learn about the impact of new laws and regulation on customers in such industries as credit, debt relief, mortgage, insurance and education. This panel addresses the latest developments from the FTC, states and specific industry regulation that lead generators need to know. Whether you are advertising only on the Internet or through a combination of medium, this is a panel you can’t afford to miss. Attorneys from two leading firms will share information that for a change can help to save you money instead of costing money. |
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| Moderator: Casey Cook, Chief Revenue Officer, DoublePositive Marketing Group Panelists: John Dozier, Jr., Esq., President, Dozier Internet Law, P.C. Jonathan Pompan, Attorney at Law, Venable, LLP |
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| 9:00am – 12:00pm | SPONSORED SESSIONS | |
| 9:00am – 9:45am | Sponsored Workshop
Extreme Lead Management – Three Innovative Use Cases You Don’t Know About, But Should |
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| If you are generating or buying internet leads you already understand the importance of lead management. But what are truly innovative organizations doing to dramatically improve performance? Attend this session to learn how the most progressive companies representing mortgage, insurance and education have implemented complex lead management strategies to optimize lead conversion and ROI. | ||
| Presenter: Jeff Solomon, Founder & SVP, Leads360 | ||
| 9:00am – 9:45am | Sponsored Workshop
How Lead Sellers Make Money with Lead Quality Scoring |
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| In this session, eBureau, the market leader in lead quality scoring, will highlight several strategies that lead sellers are using to boost profits. Learn how sophisticated lead generation companies are using lead quality scores to get increased lead allocations, reduced call center and media costs, and lower scrub rates. | ||
| Presenters: David Dowhan, EVP, Business Development, eBureau Jeff Liebl, EVP, Sales & Marketing, eBureau |
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| 10:00am – 10:45am | Sponsored Workshop
Display Media – A Scalable Channel for Lead Generators |
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| The display advertising world has recently seen many developments providing greater inventory access: ad exchanges, real-time bidding, retargeting, and publisher optimizers abound. The key for lead generators is display’s ability to generate scalable volumes of high-quality prospects without excessive operational investment. Join us to learn how display can help grow your business. | ||
| Presenters: Matt Esslinger, Vice President, Operations, CPM Advisors, Inc. Rob Leathern, Chief Executive Officer, CPM Advisors, Inc. |
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| 10:00am – 10:45am | Sponsored Workshop
The Crawl, Walk, Run of Lead Scoring: Get More Revenue Out of Your Leads |
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| The industry is buzzing about lead scoring — everybody wants it, but… Will it work in your business? How will it change your processes? How do you get started? Hear how companies use lead scoring and analytics to recognize their best prospects, find more of them and make messaging more relevant. | ||
| Presenters: Chris McArdle, Executive Director of Interactive Markets, TARGUSinfo Tom Dearden, Chief Executive Officer, Datamark |
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| 11:00am – 11:45am | Sponsored Workshop
What Can Lead Publishers Do To Increase the Brand Perception of Schools |
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| Are current direct marketing response tactics enhancing or diminishing the brands of colleges and universities? Which methods, if any, can lead generators employ to improve the brand perception of colleges? This panel will discuss the pros and cons of current marketing tactics and will engage educators in providing thought provoking solutions. | ||
| Presenters: Mara Fineshriber, Director of Marketing, Western Governors University Terrence Thomas, EVP Marketing, Prospecting Services, Education Dynamics |
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| 11:00am – 11:45am | Sponsored Workshop
Driving Online Leads Through Verified Audience Targeting |
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| Looking for a cost-effective alternative to paid search? Hear how a leading demand side platform leverages 3rd party audience data to drive more of the right people to its clients’ websites. Learn how you can open the door to more actionable leads through highly targeted display advertising — for a fraction of the cost of search. | ||
| Presenters: Paul McLenaghan, Vice President, AdAdvisor Platforn, TARGUSinfo Zach Coelius, Chief Executive Officer, Triggit |
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| 12:00pm – 2:00pm | Lunch Relax and replenish with plenty of time to check out the Exhibit Hall before the afternoon sessions |
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| 12:00pm – 5:00pm | EXHIBIT HALL OPEN The industry’s most important and innovative companies are on hand to showcase the latest products and services they have to offer. Find out how to grow your business and bottom line. Join the activity in the Exhibit Hall. |
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| 4:00pm – 5:00pm | Happy Hour in Exhibit Hall |  |
| It’s been a busy two days and now it’s time to relax, network and enjoy cocktails with all the exhibitors, your peers and the industry at large. | ||
Wednesday Night VIP Party |
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| 10:00pm – 12:00am | VIP Party at Tryst | Hosts  and  |
| Enjoy a night at one of the hottest clubs in Las Vegas. Pick up your invitation from the All Web Leads.com or Tree,com booth (Booths #202 and #400) and end your LeadsCon experience in style! | ||
Other Fun |
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| Monday, February 22 | Moss Golf Madness
The Second Annual Pre-Golf Tournament! Come play on a British Open inspired course, built to honor the tradition of golf. This year’s tournament will be held at the Royal Links Golf Club in Las Vegas. Dinner will be at the amazing Texas De Brazil. Time: 12:30pm buses will pick up in front of the Mirage Hotel Texas De Brazil – Dinner After the tournament – cost is $44 per person RSVP: kbudd[at]mossaffiliatemarketing.com
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| Tuesday, February 23 | 2nd Annual Poker Tournament
Brought to you by THE Linkedin group “Online Lead Generation”, LeadCritic and GearyPMG The tournament will be held in the world famous Mirage Poker Room and will start at 9pm sharp. The tournament is capped at 100 participants so sign up today before seats are no longer available! Last year the event sold out and will sell out even quicker this year, so do not delay! The buy in is $70: This will include complementary drinks, a chance to win up to $3,200, excellent network opportunities and bragging rights for the next year. Details:
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