March 5-7, 2018 | The Paris, Las Vegas

2018 Program

Discover the hottest trends and innovative growth secrets from performance marketing’s brightest minds.

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Wednesday | March 7

9:00 AM – 9:45 AM
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Marketing to and Working with the Millennial Generation

Room: Versailles 1 & 2
Millennials are now the largest living generation in the US, representing one quarter of the population. Compared with previous generations, they're more tech savvy, more diverse, and more educated. So, how do you engage 20- and 30-somethings as your customers and your clients? Which communication channels are most effective? On which devices should you reach them? And how do you engage with them not only as customers but as good business partners? Expectations and best practices are evolving. Join us as we reveal the effective, Millennial-reaching techniques that will help you boost and solidify your lead generation.

Key Takeaways:
• Learn how to engage Millennial customers and business partners today
• Find out how to set yourself apart from your competition in attracting and retaining Millennials
• Understand what Millennials value and want to see from a brand and business perspective
• Discover how to decode your messaging to appeal to a more diverse audience

Presented By:
9:00 AM – 9:45 AM
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The Great Clips Customer Journey: Consumer Engagement through Smarter Data Analysis

Room: Champagne 3 & 4
How can a fast-growing retailer – or any enterprise -- thrive in an age of disruption? Through data, smartly applied around customer lifecycles. Salon retailer Great Clips’ customer journey strategy is designed to devise and implement corporate and franchise integrated marketing programs that incrementally and profitably increase customer visits using targeted, timely promotions across channels, by creating a discipline and infrastructure for first-party and third-party data analyses and “applied learning.” Find out how Great Clips segments and markets to customers and uses third-party data to select “best” prospects to match with creative that resonates with each customer/prospect before implementing 1:1 marketing programs with franchisee participation.

Key Takeaways:
• Understand how cross-channel data & analytics can be deployed to devise consumer marketing strategies for three defined objectives: customer acquisition, customer growth and win-back
• Understand the infrastructure requirements – technologies and partners -- used to inform and plan advertising/marketing campaigns using a dashboard of activity across a retail-franchise model
• Know what creative assets can be differentiated cost effectively for 1:1 messaging

Presented By:
9:00 AM – 9:45 AM
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Less Leads, More Lifetime Value: Think Like a Digital Economist

Room: Versailles 3 & 4
Digital marketing, like economics, is a numbers game. However, the difference with “Digital Economist” thinking vs. a traditional digital marketing mindset is that it leads you on a path to measure success in terms of lifetime value, not volume alone. It also ensures you remain fanatically focused on targeting, reaching, engaging and converting only the most profitable customers for your business. In this session, Katy Keim, CEO of LQ Digital and Christina Martin, Executive Director of Marketing for USAA’s Residential Real Estate Group will share their insights into this mindset and why it makes sense for maintaining your brand in today’s multi-channel environment.

Key Takeaways:
• Discover what it means to think like a Digital Economist
• Find out why seeking out the most profitable customers (measured by customer lifetime value) should be a marketer’s first and only priority
• Learn how USAA has use this mindset shift to make their lead generation and conversion efforts more efficient and effective

Presented By:
9:55 AM – 10:40 AM
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27 Actionable Marketing Tips, Tricks and Tools that Will Make Your Campaigns More Effective

Room: Champagne 3 & 4
Today there are more avenues than ever before to acquire customers. From Facebook and Instagram to direct mail, email, print, Linkedin and more – new channels are opening up every year, and new tools are being introduced to take advantage of them. This fast-paced session will focus on both new and classic marketing tactics and tools you can quickly implement and use to acquire customers more efficiently. Every attendee will leave the session with new marketing insights they can quickly integrate into their campaigns.

Key Takeaways:
• See current examples of smart and effective acquisition marketing in action
• See what tools you can use to analyze your data quickly make your campaigns more effective
• Learn how classic direct marketing fundamentals can be integrated into modern marketing channels
• Review some common mistakes in direct marketing and how to avoid them

Presented By:
10:50 AM – 11:25 AM
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Why SMS is the Newest Rising Star in Sales

Room: Versailles 1 & 2
Some would argue that no other channel is more effective at engaging and converting prospects than email. But another rising star has been quietly making its way through the ranks. A growing number of Velocify customers are telling us that SMS has evolved into one of their best sales tools. New Velocify research underscores how SMS has the potential to drive deeper relationships with today’s attention-challenged prospect. With dexterous use, SMS delivers meaningful, contextual conversations that can lead to significant conversion gains.

Key Takeaways:
• Learn about text messaging strategies that have proven most effective for high-performing sales organizations
• Understand the most important considerations for success with this underutilized sales tool
• Get practical advice on what you need to know before you text sales prospects

Presented By:
10:50 AM – 11:25 AM
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Why Leads Convert: Research on High Quality Conversions

Room: Champagne 3 & 4
Consumers are individuals, and they enter the buyer’s journey with different emotional, psychological and behavioral biases and predispositions. But what factors do good leads have in common? We conducted original research to sift through state-of-mind and emotional factors that contribute to behaviors at various stages of the consumer buying cycle. We’ll dive into the top takeaways, evaluating the factors that define a high-quality lead, what it is that makes those leads ultimately convert and the latest data on when and how shoppers use online reviews to make purchasing decisions. We’ll also offer updated, data-based best practices to help your company leverage Reputation Marketing to attract and convert the right people at the right time.

Key Takeaways:
• Get the latest research-based data on why consumers become leads
• Learn about integrating Reputation Marketing with Sales for data-driven lead generation
• Discover how to leverage key consumer insights to drive leads

Presented By:
10:50 AM – 11:25 AM
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Minesweeper Strategy = Innovation with Lead Gen Growth

Room: Versailles 3 & 4
Remember that one computer mine searching game that came out with early computers? You have to find hidden mines depending on numeric blocks surrounding the mines. Bring your marketing analytical minds to dive deep into innovative lead gen as Devin Hutchings of Uber takes strategy learnings from Minesweeper and shows you how he applied them to lead gen growth at Uber. Lots of testing, equations, predictive models, failures and odd channels that are not your typical lead gen source.

Key Takeaways:
• Learn how to create a testing mentality and strict guidelines
• Understand that failure is a positive that leads to bigger wins
• Find new ways to grow your lead gen and how to manage new channels
Presented By:
11:30 AM – 12:00 PM
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IdeaShare – Let’s Talk Compliance: Giving People What They Want

Room: Versailles 1 & 2
Now it’s your turn to join the conversation! This is your Call to Action to join the discussion at LeadsCon as we invite you to this highly interactive session with your peers. Come join us for an engaging discussion about how to meet advertiser, partner and consumer/regulator Compliance expectations. Don’t miss this opportunity to learn from your colleagues and help drive the discussion for what’s happening with compliance for leads, clicks and calls. Join Joey Liner of DoublePositive and Marty Collins of QuinStreet as they help guide the conversation around how to avoid compliance surprises with your colleagues, clients and partners.
Presented By:
  • Marty Collins, Senior VP of Corporate Development, Legal & Compliance, QuinStreet
  • Joey Liner, President, DoublePositive
11:30 AM – 12:00 PM
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IdeaShare – Let’s Talk Data & Customer Insights: Sharing Evolving Data Uses, Trends in Data Related to Personalization and Improved ROI

Room: Champagne 3 & 4
Now it’s your turn to join the conversation! This is your Call to Action to join the discussion at LeadsCon as we invite you to this highly interactive session with your peers. Come join us for an engaging discussion with everyone in the room where you can share ideas and experience, discuss problems and solutions, opportunities and more. Most organizations agree that there is a significant amount of data around customer insights, both internal (past transaction data, demographic data and financial customer health data) and external (3rd party-sourced behavioral data and contact verification data). But with all of these data points available for each consumer, how do you leverage the best combination of data to drive personalization and improve ROI? Join Lauren Dickstein of Jornaya and Karis Koehn of SoftVu as they help guide the conversation around the challenges and best practices that leading brands from a variety of industries are facing today. Don’t miss this opportunity to learn from your colleagues and help drive the discussion for what’s happening in the Leads market today.
Presented By:
11:30 AM – 12:00 PM
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IdeaShare – Let’s Talk Best Lead Tactics: How to Maximize Your Lead Gen Efforts

Room: Versailles 3 & 4
Now it’s your turn to join the conversation! This is your Call to Action to join the discussion at LeadsCon as we invite you to this highly interactive session with your peers. Come share lead generation ideas and experiences, discuss landing page problems and conversion solutions, opportunities and more. Don’t miss this opportunity to learn from your colleagues and help drive the discussion for what’s happening in the Leads market today. Join Rachel Shulties of Digital Media Solutions and Erik Josowitz of All Web Leads as they help guide the conversation around the nuts and bolts of online marketing and lead generation activities.
Presented By:
1:00 PM – 1:50 PM
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Ensuring Effective Compliance in Lead Generation

Room: Versailles 1 & 2
With online lead generation becoming more pervasive, so is the scrutiny by government regulators, consumers and counterparties. Learn the latest regulatory developments, how to develop a culture of compliance to avoid legal risk and how to maximize growth. Lead generation isn’t new – businesses have always looked for a receptive audience for their sales pitch – but it’s faster, more sophisticated and more data-intensive than ever. For example, consumers searching online for loans, insurance or educational opportunities presents unique regulatory nuances and compliance needs within each vertical. Join us as we dive into these subtle differences and share insights on how you can protect your business.

Key Takeaways:
• Hear about the latest developments from the FTC, CFPB and states, including licensing, class action risk and enforcement actions
• Discover ways to use technology to mitigate risk
• Learn how to build an effective in-house monitoring and third-party audit program
• Find out what you should do when entering a new vertical

Presented By:
1:00 PM – 1:50 PM
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Crunching the Data: Projection Modeling and Forecasting

Room: Champagne 3 & 4
Marketing can be something your audience wants, but finding the right mix is a challenging puzzle. There’s huge opportunity for brands to play useful and positive roles in their customers’ lives. Successful marketing is no longer predicated on interruptions or buying power dictated by large budgets and purchased views. This session will share how, when the right media mix is applied, your brand could experience considerable lift in lead volume and conversion rates. Join us as we analyze marketing mix strategies that work.

Key Takeaways:
• Learn how to design strategies and experiences that help your brand connect with customers
• Recognize what media mix strategies work to optimize lead volume
• Understand how media sources work together to help predict the future of your marketing
• Gain tips in positioning your brand to deliver helpful marketing during your customer’s moment of need

Presented By:
1:00 PM – 1:50 PM
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The Homeowner Expectation: Satisfying the Needs of Today’s Home Services Leads

Room: Versailles 3 & 4
Qualified lead generators understand the importance of matching your homeowner flow with homeowner expectations. As homeowners’ expectations are evolving, lead gen companies need to think not only about what is working today, but what their customers are going to expect tomorrow or next year. Will an Uberfication model completely infiltrate home services or will something else entirely disrupt the industry? Join Jason Ashman of HomeExpert, Kristina Plumis of Porch and Chris Brown of CraftJack as they share their thoughts on how home services lead gen is evolving.

Key Takeaways:
• Understand changes and growth of the expectations of homeowners in lead gen
• Discover hot, upcoming trends in home services lead gen
• Learn about the (possible) future and evolution of home services

Moderated By:
Presented By:
2:00 PM – 3:00 PM
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How to Avoid Lawyers and Other Problems (TCPA, etc.)

Room: Versailles 1 & 2
Do you want your campaigns paused? Do you want to call & text consumers that don’t want to be contacted? Do you want to spend more time with legal and compliance? If you answered “No” to any of these questions, then attend this session to learn how to avoid problems instead of solving them. We’ll discuss how to construct compliant campaigns that move quickly through contracting and result in high-quality consumer experiences and conversions. So you can meet your metrics while keeping your Legal and Compliance teams happy.

Key Takeaways:
• Discover best practices for screening out unwanted consumers (and their lawyers)
• Learn how to automate consumer consent delivery
• Understand how to eliminate fraudulent and low-intent consumers from your funnel

Moderated By:
  • Marty Collins, Senior VP of Corporate Development, Legal & Compliance, QuinStreet
Presented By:
2:00 PM – 2:25 PM
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Make It All About Them: Personalization Drives Stronger Lead Generation

Room: Champagne 3 & 4
In today's digital world, it is easy to succumb to automation overload. To drive successful leads that will convert into customers, marketers needs to relate to them and understand their needs. People-based marketing powered by self-declared data solves for this by enabling the marketer to personalize their communication and thus, cut through the clutter, and connect with consumers in a way that sparks interest, increases intent and drives conversions at a massive scale. In this session, senior brand leaders will talk about how they utilize data to personalize their offers, drive higher engagement, increase intent and deliver high return on investment.

Key Takeaways:
• Discover how to leverage key consumer insights to drive leads
• Understand the importance of personalizing messages in order to increase engagement
• Learn how to incorporate personalization into your lead generation strategy
Presented By:
  • Daryl Colwell, Senior Vice President, Fluent
  • Debbie McKean, CMO & Chief Consumer Experience Officer, Oasis Financial
  • Amy Myers, Vice President Business Development, Ovation Credit Services
2:00 PM – 3:00 PM
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How Two Successful Financial Services Publishers Earned the Respect of the Millennial Consumer

Room: Versailles 3 & 4
In this hosted Q&A session, we'll hear from two successful publishers who have cracked the Millennial Code in personal financial services. One uses authenticity and intention to develop deep relationships with consumers and media. The other has built the strongest online community of personal finance bloggers, creating safe places for Millennials to collab, to grow and to spend money. In this high-value, definitely-not-boring session, you'll get sharp, actionable insight that your business can put to work today.

Key Takeaways:
• Discover how to connect with Millennial audiences earnestly and effectively
• Learn how to seamlessly move into multi-channel marketing for your site
• Understand why curated guest posts might kill your business, eventually

Moderated By:
Presented By:
2:35 PM – 3:00 PM
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Delivering High Quality Leads in Today's On-Demand Economy

Room: Champagne 3 & 4
As consumers' expectations for increased speed and personalization in their purchase processes continue, it is critical that lead aggregators and brands have sub-second access to high-quality lead profiles. Today’s lead aggregators and brands are challenged to leverage data solutions in new ways that help optimize lead qualification, drive more conversions and offer seamless integration and automation. This session will explore how lead aggregators are utilizing data to improve the inbound lead qualification process.

Key Takeaways:
• Discover how to identify and define lead personas and archetypes
• Learn how personas and archetypes can impact the automated lead routing process
• Gain insight into how lead aggregators and brands are using intelligence to improve lead conversion and ROI, while maintaining compliance
• Learn the types of data most impactful to the inbound lead qualification process
• Identify ways to use data to retarget and turn a “no” into a “sale”
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