March 4-6, 2019 | The Mirage, Las Vegas

2017 Full Program



Tuesday | March 21

1:30 PM – 2:20 PM

Acquire More While Spending Less

Today’s always-on consumer expects personalization and relevance within each brand engagement. Today’s direct and digital marketer, however, is seeing that consumer’s identity split across the omni-channel landscape making it impossible to correctly identify and validate potential leads across channels. Efficiently targeting the right consumer with the right message with speed helped them reduce acquisition costs while simultaneously increasing profitability. But identifying, verifying, and activating against quality leads is becoming increasingly complex as the number of channels that consumers engage with increases. The more consumer channels available to marketers, the harder it is to deliver personalized engagement to leads. Join us as Neustar and Plymouth Rock Assurance share how to accurately identify high-quality leads and activate those leads with personal engagement in real-time.
Key Takeaways:
• Discover solutions that tackle the lead acquisition funnel from beginning to end and provide real-time decisioning across verified and qualified leads
• Understand the importance of the customer intelligence you have in house as well as other tools to maximize your buying/selling potential in real-time and across channels
Presented By:
2:30 PM – 3:20 PM

A Lead Redefined! How Customers are Driving the New Lead

As a National brand, Dish wants to generate leads for its services. The more subscribers, the better. But generating leads that don't qualify, or leads with customers that qualify, but then churn is an issue that adversely affects efficiency and frustrates sales. This session will reveal how “The New Lead” is one where the customer we reach as a lead is better qualified and less likely to churn as a result of leveraging behavioral science in marketing.
Key Takeaways:
• Discover the impact of a poorly defined lead
• Understand how to leverage behavioral science to improve the quality of the lead
• Learn how you can analyze your business to understand what "Lead Redefined" means to you
Presented By:
4:10 PM – 5:00 PM

Race to the Top: Identifying Active Buyers before They Submit a Lead

Have you ever waited for a rush-hour taxi, only to have someone walk ‘upstream’ and flag one before you can? That’s exactly what’s happening in lead generation, with competitors going upstream to pick off your prospects before you see them. The industry is approaching a critical shift to using data-driven insights earlier in the consumer journey to identify active buyers at the first signs of competitive shopping, instead of waiting until they submit a lead. Join us as we unpack ways that insights-driven businesses are giving themselves an unfair advantage and capturing these potential customers.
Key Takeaways:
• See what buying signals insurance, mortgage, and education brands are using most frequently
• Explore different kinds of data (predictive, behavioral, demographic, and third-party) that can help improve targeting and uncover active buyers
• Discover advanced tools to improve your predictive analytics capabilities
• Learn new tactics to turn emerging digital consumer journey trends from threat to opportunity
Moderated By:
Presented By:
  • Todd Jones, President, Retail Mortgage, BBMC Mortgage
  • Eric Seidelman, Director - Performance Digital, Universal McCann