Business-to-Business (B2B) in the Spotlight*, sponsored by Cyance

 

Special offer
Book three places and get a fourth place free*. Email events@theidm.com or choose to 'pay offline' when booking online or call the Bookings Hotline on +44 (0)20 8614 0277.

*Free place awarded will be the lowest priced

New members attend their first evening event free!
Every new member is invited to attend this or other selected evening events free of charge to help you get to know us and your fellow members.

 

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Agenda

Detailed joining instructions will be provided by email seven days before the event.

Programme

Presentation One: Why is B2B Marketing often so boring?
Listen and debate with Simon Devonshire, Head of SME Business Marketing, O2 UK

• the good, the bad, and the ugly

• key competencies, attitudes and behaviours

• out to lunch? What to feed them to get great creativity

• what price is great work?

• if 99% of UK companies employ less than 50 people - how come we don't know who they are?

Presentation Two: B2B marketing across Europe: a study in contrast and consistency
Compare and contrast your experience with Neil Metviner, President, Global Mainstream Europe, Pitney Bowes

Observations and insight on

• channel strategies/tactics (field, web, direct mail, telesales, dealers)
• loyalty/customer experience tactics
• big market/small market dynamics
• large customer/small customer approaches
• balancing/integrating account management and transactional processing tactics.

Speakers

Simon Devonshire is Head of SME Business Marketing, O2. He joined the company in March 2007 and is now accountable for the Profit and Loss of the SME Division of 02 UK. In this role, he is responsible for defining and delivering the marketing strategy to target small businesses including goals such as achieving a £606m gross revenue and driving a 6% increase in customer satisfaction score.

Supporting these ambitions are skills honed during 14 years in marketing consultancy with brands such as Heinz, Thomas Cook and Totalfina; where he grew Totalfina’s UK business by 68% annually for three consecutive years and won the Post Office’s largest advertising/marketing pitch. Five years at Yellow Pages as Head of CRM generated £16M incremental revenue whilst growing Yell’s prospect base. As VP Sales and Marketing for www.zopa.com he established Zopa as a viable alternative to traditional banks and generated a six-fold increase in sales. At ntl:Telewest he helped to create the Virgin Media brand.

Away from his day-to-day responsibilities, he has found time to create a brand of bottled water “One Water” the profits from which have funded building 44 water wells in Africa, transforming the lives and education of approximately 100,000 children.

Simon is passionate about enabling people to realise their fullest potential.

Neil Metviner is President, Global Mainstream Europe, Pitney Bowes; an organisation responsible for providing a full range of mailstream products and services to approximately 400,000 customers in 16 primary markets across Europe

Prior to his current assignment, Neil served as President of Pitney Bowes Direct, a Division of Pitney Bowes Inc. with responsibility for Pitney Bowes’ global small business customer base of over 1 million businesses, its global supplies operations, its global print management practice and its U.S. telephone and internet-based customer care functions.

Neil joined Pitney Bowes in July 2000 as President of its Office Direct Division where he implemented creative ways of acquiring customers through direct response and media marketing, while overseeing the growth of Pitney Bowes’ 800,000 small business customer base in the United States.

Before joining Pitney Bowes, Neil was a Senior Vice President with Cendant Corporation (formerly CUC International) where he led its Sales and Account Management unit and later its Protection Products Group.

In November 2003, he received the Direct Marketing Club of New York’s Silver Apple Award, and in March 2004, he was named “B-to-B Marketer of the Year”, by the Direct Marketing Association. In 2005, Neil and his staff were awarded the Customer CRM Innovator Award by the Gartner Group.

In 2006, Neil was elected to the Board of Directors of the Connecticut Business and Industry Association, and, in 2007, to the Board of Directors of the Urban League of Southern Connecticut. Neil is a Board Director of the Deluxe Corporation (NYSE: DLX), where he sits on both its Finance and Compensation Committees.

Shane Redding Hon F IDM, Chair IDM B2B Council and Director, Think Direct
Shane is an independent consultant with over 20 years' international business-to-business and consumer direct marketing experience. Shane provides strategic direct marketing advice and practical training to both end users and DM suppliers; clients include Sage plc, the Institute of Directors, Dennis publishing and Royal Mail. Shane specialises in data, databases and analysis, and enjoys helping large and small businesses use direct marketing to significantly improve the bottom line.

In addition to her consultancy business, Shane holds a number of non-executive directorships and board advisory roles including Livingstone Partners, Infoline Conferences and Total Hotspots.

Shane was recently awarded an Honorary Fellowship of the Institute of Direct Marketing. She is the current chair of the IDM’s B2B Council. Shane is senior tutor on the IDM Certificate in Business-to-Business Marketing, lecturing on CRM, lead generation, data and digital analysis. Previous industry roles have included vice chair of FEDMA, UK DMA board director, sales and marketing director of Mardev (a Reed Elsevier company). Contact Shane at www.thinkdirect.biz / Shane.Redding@thinkdirect.biz.

The IDM Business-to-Business Marketing council

The IDM B2B Marketing Council aims to push back frontiers of knowledge within B2B marketing, give it an infrastructure of learning, and opportunities to share best practices. It aims to raise the profile of B2B marketing, give the discipline the recognition it deserves and B2B marketers a specialism of which they can be proud. To put yourself or a colleague forward to join the Council, email karensmith@theidm.com.

Sponsor

The IDM would like to thank Cyance for their sponsorship of this event. They join a range of companies whose kind support allows us to hold our 2007 member evening prices.

Should you wish to sponsor an IDM members’ evening, please contact Lisa Turner on 0208 614 0248 or email lisaturner@theidm.com

Venue

Our venue is the Crowne Plaza Hotel, St James, Buckingham Gate 45/41, London, SW1E 6AF.

Networking

Your joining instructions will include an invitation to submit your photograph and details of your company prior to the evening. On the night, you will receive an attendee list and delegate directory to help you network more effectively.

In the meantime, here are just some of the companies that have been represented at previous B2B events:

Archibald Ingall Stretton
Broadsystem Ltd
BullBearings
CMC Group Plc
Concep Limited
DBS Data Marketing Ltd
EMO Ltd
EuroDirect Database Marketing Ltd

Everest Ltd
GB Group plc
Haymarket Network
HSBC Bank plc
Lateral Group
LDML Ltd Loyalty Management UK Ltd
Marketing Radar
Nationwide Building Society

r-cubed
RMG Connect
Snowdon Tate
Stepping Stones
Teradata
The Royal Bank of Scotland Group
W7 Ltd
Xerox UK Ltd

Continuing Professional Development (CPD)

Attending this event contributes two hours under the "Event participation" category towards your annual IDM CPD Award. This event also qualifies towards CIM, IPA and other CPD schemes and we are happy to provide supporting evidence for your records. Contact the membership team on
+44 (0)20 8614 0277 or email membership@theidm.com after attending the event.

Forecast: opportunities for B2B marketers

Latest estimates show that UK companies spent £11.3 billion on Business-to-Business (B2B) marketing in 2007: and over the next five years, that amount will increase by more than 50% to hit £17.5 billion by 2012.

The news for direct, data and digital marketers is even better. Direct marketing accounted for £6.2 billion of the £11.3 billion total spent on B2B marketing in 2007 – and so it may be assumed that direct marketers stand to gain significantly by any increase in UK expenditure on B2B marketing.

It is predicted that although traditional B2B direct mail is expected to see expenditure drift downwards, falling from £1.96 billion in 2008 to £1.68 billion in 2012, that fall will be more than offset by significant increases in other areas. B2B internet advertising – which is, of course, nearly always responsive – is forecast to nearly triple to £6.08 billion by 2012, while e-mail is predicted to rise from £507 million to £1.34 billion. Other forms of direct marketing will also see budgets increase, albeit at more modest levels.

So, a prime time to ensure you and your colleagues are connected to the best practitioners and practice in B2B. Seize the opportunity and join your peers at the next B2B Briefing: 2 October 2008!

Source: Keynote Business Marketing February 2008

Secure your place now

To book your place(s), click on the icon in the top right-hand corner of this page.

The small print

• Prices for this event are subject to VAT
• A replacement delegate is always welcome - just inform the IDM. Non-members will be charged at the full delegate rate if replacing a member
• You may cancel your place up to 5 working days prior to the event without charge. Thereafter the full ticket price will be payable
• Joining instructions are distributed by email seven days prior to the event
• The IDM reserves the right to cancel an event, change the venue, amend the dates, fees or speakers at any time without prior notice

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