Day 1 - The Future of Marketing Procurement: Trends, Technology, and Techniques To Deliver Results



7:15 am - 8:15 am Continental Breakfast & Registration (Grand Opening Of The Solutions Zone)

8:15 am - 8:30 am Welcome Remarks And Icebreaker

8:30 am - 8:40 am Chairperson’s Opening Remarks

Philip Guiliano, Partner at BrandActive

Philip Guiliano

Partner
BrandActive

8:40 am - 9:10 am Keynote Fireside Chat: Tone at the Top: Driving Business Results With A Dynamic Partnership With Finance and Marketing - Turning Struggle Into Success

Without a consistent set of goals, expectations, and directives among your Finance, Marketing, and Procurement leaders you’ll be struggling to accomplish your objectives. This exciting Fireside Chat will discuss ways you can take the lead in ensuring alignment among these teams, giving you the structure and support you need to accomplish your goals. You’ll receive insights from leading practitioners surrounding:

• How Marketing Procurement should position itself to address key business challenges
• How you can make the most impact within your organization
• Can’t miss trends that you’ll need to address as you enter into 2020

Sherry Epting, US Commercial Procurement Leader at AstraZeneca

Sherry Epting

US Commercial Procurement Leader
AstraZeneca

Steven Dubroff, Senior Director, Procurement at Hilton

Steven Dubroff

Senior Director, Procurement
Hilton

Philip Guiliano, Partner at BrandActive

Philip Guiliano

Partner
BrandActive

With the desire to move beyond the tired ‘transparency’ debate, this interactive panel discussion with provide perspectives from industry thought leaders on current trends/actions being taken by advertisers and agencies to help move the trust needle forward. We’ll have a lively discussion on stage and get the audience’s perspective on:

• The current (and desired) state of transparency between agencies and advertisers
• What role does verification of agency compliance to the terms in place have in building trust
• Top tips/best practices for marketing procurement to build trust levels with their agency partners

Nicholas Kline, Senior National Manager at Toyota Motor Sales

Nicholas Kline

Senior National Manager
Toyota Motor Sales

Antonio Humphreys, Senior Manager, Global Procure to Pay at Adobe

Antonio Humphreys

Senior Manager, Global Procure to Pay
Adobe

Fiona Foy, Managing Director, FirmDecisions North America at FirmDecisions

Fiona Foy

Managing Director, FirmDecisions North America
FirmDecisions

Bill Duggan, Executive Vice President at Association of National Advertisers

Bill Duggan

Executive Vice President
Association of National Advertisers

9:50 am - 10:10 am Keynote Presentation: Empowering Agency Negotiations By Corralling Your Agency Activity

Given the complexity and uniqueness of marketing services, it’s no wonder that agencies are at an advantage during the negotiation process. Among your disparate marketing teams, hearing different terms for what is seemingly the same or similar service can leave even the most experienced procurement professional asking what the heck are we even buying? It can feel like the wild west out there!

This case study will review how Coca Cola, a major brand with a few thousand agencies and 1500+ marketers across 200+ markets approached this challenge by standardizing the scope to invoice process for its marketing spend. You’ll leave this session with key takeaways surrounding how to:
·          Break your marketing landscape into standard deliverables and language
·          Assess if your existing P2P tools can truly accommodate marketing activity
·          Tie your GL to marketing spend
·          Achieve support for similar initiative at your own organization
Kristi Boyd, Director, Worldwide Agency Operations at The Coca-Cola Company

Kristi Boyd

Director, Worldwide Agency Operations
The Coca-Cola Company

10:10 am - 10:50 am Coffee Shop Refreshment & Networking Break In The Solutions Zone

For years, agencies have been challenged with the traditional RFP and pitch process that procurement (rightly or wrongly) has bestowed on them. On the flip side, procurement is tasked with formally evaluating which agency is the best for the company. Can a middle ground be reached? Lets hope so!

This panel will shed light on what leading procurement practitioners are doing to make their RFP process ‘agency friendly’ but still meeting the overall needs of their broader organization along with an agency’s perspective on the process. Key topics for discussion include:

• What to do to prepare for an agency search
• Creating and Negotiating an effective Scope of Work
• Information you need from your marketing team before an agency search should begin
• How to handle organizational pushback to changing the process.

Frank DeRosa, Senior Vice President, Client Sourcing And Optimization at Weber Shandwick

Frank DeRosa

Senior Vice President, Client Sourcing And Optimization
Weber Shandwick

Alessandra Scocco, Strategic Sourcing Leader, Global Marketing at Google

Alessandra Scocco

Strategic Sourcing Leader, Global Marketing
Google

Patrick Fogarty, Senior Vice President, Business Development and Marketing Americas at Tag

Patrick Fogarty

Senior Vice President, Business Development and Marketing Americas
Tag

Rob Panor, Category Manager – Marketing, Communications & Events at Cisco

Rob Panor

Category Manager – Marketing, Communications & Events
Cisco

Philip Guiliano, Partner at BrandActive

Philip Guiliano

Partner
BrandActive

Leah Power, Executive Vice President, Agency Operations at Institute of Communication Agencies

Leah Power

Executive Vice President, Agency Operations
Institute of Communication Agencies

11:30 am - 11:50 am Presentation By Extreme Reach

Melinda McLaughlin, Chief Marketing Officer at Extreme Reach

Melinda McLaughlin

Chief Marketing Officer
Extreme Reach

With many brands having made the shift from their AOR to in-housing creative and advertising, it can be tempting to assume that everything’s running smoothly once it’s set up. However like any relationship, In-Housing requires ongoing attention, care and TLC to ensure that it continually delivers for your marketing stakeholders.  

This panel will take a broad look at how leading brands (with the help of procurement of course) holistically look at their overall labor strategy and determine whether they’ve optimized their external agency mix to match the maturity of their in-house model.   

• In-housing fact vs. fiction
• Can you get the same benefits without going in-house?
• Determining the optimal resource mix
• Setting up your in-house agency for success

Sébastien Slek, Executive Director - Global Sourcing Marketing at WarnerMedia

Sébastien Slek

Executive Director - Global Sourcing Marketing
WarnerMedia

Catherine Jones, Director, Global Strategic Sourcing, Marketing & Sales at VMWare

Catherine Jones

Director, Global Strategic Sourcing, Marketing & Sales
VMWare

Corey O'Brien, Vice President at Aquent Studios

Corey O'Brien

Vice President
Aquent Studios

Jennifer Patterson (JP), Creative/In-House Operations Lead at TeamPeople

Jennifer Patterson (JP)

Creative/In-House Operations Lead
TeamPeople

Philip Guiliano, Partner at BrandActive

Philip Guiliano

Partner
BrandActive

12:30 pm - 12:50 pm Presentation: Transforming Your Marketing Relationships Through An Effective Scope of Work Program

Whenever you’re collaborating with your agency partners, it’s all too easy for miscommunication or presumptions to send a project off course. That’s why a scope of work program is critical to ensure everyone is on the same page. 

This transformational session give you the keys to success whenever a project comes your way. Steps for success include:

• Aligning Stakeholder Engagement: How to secure support from Senior Leadership across Marketing, Agency Ops and Procurement
• Communication Planning and Change Management:
• How to successfully Implement a Change Management Program
• Capturing Outcomes to obtain insights and impacts on decision making and investment ROI: 

Steven Wales, Chief Operating Officer at Decideware, Inc.

Steven Wales

Chief Operating Officer
Decideware, Inc.

Coleman Raymond, Manager, Agency Management at InterContinental Hotels Group (IHG)

Coleman Raymond

Manager, Agency Management
InterContinental Hotels Group (IHG)

12:50 pm - 1:50 pm Lunch for All Attendees

12:50 pm - 1:50 pm Private Lunch Sponsored By InnerWorkings





1:50 pm - 2:40 pm Workshop: Making Sense Of Media – Contractual Best Practices That Can Hold Your Media Agency AND Marketing Team Accountable

While media auditing being a hot topic today, it’s important to take a step back to relook at your media contracts. This session will help you 
• Assess the strengths and weaknesses of your own media agreements
• Understand  the level of internal and external resources required to perform a media audit.
• Understand what to expect upon conclusion of an audit and how to leverage results to impact change within your organization.

Jason Cammorata, VP of Sourcing at MDC Partners

Jason Cammorata

VP of Sourcing
MDC Partners

Regardless of what industry you are in, there’s a good chance that you don’t fully understand your company-wide market research spend. This facilitated discussion will let you swap stories with other practitioners to share ideas and approaches they’ve taken to:
 
• Incorporate market research into the their overall category strategy
• Apply principles of supplier management to the market research category
• Assess the ROI of market research spend
• How are market research methodologies, surveys and tools fundamentally changing, and what new innovations and industry disruptors are entering this space

Becca Miller, Strategic Sourcing Manager at Google

Becca Miller

Strategic Sourcing Manager
Google

Michael Takyi, Marketing Procurement Lead for the Americas at Castrol

Michael Takyi

Marketing Procurement Lead for the Americas
Castrol

1:50 pm - 2:40 pm Workshop: SaaS Negotiations Swap Meet (Introduced By Craig Rutkowske of KPMG)

Feeling inundated with the amount of bright and shiny new things your marketing team wants to buy? And tired of dealing with arduous contract terms that software vendors refuse to budge on? Bring all your stories, experiences, problems, and successes to this swap meet and your bound to find an idea or two you can take back to the office.

**Maximum 30 attendees, available first come first serve***
Michael Rafferty, Executive Director, Global Marketing Procurement at Kaplan

Michael Rafferty

Executive Director, Global Marketing Procurement
Kaplan

Feel like performance based agency compensation models have been on your radar for several years? Or have you approached this topic with success? In either case, you won’t want to miss this swap meet on agency compensation practices.
• How we are shifting the contract model from costs and fees to understanding the value an agency can give you
• How are we building a related compensation approach?
• How receptive have agencies been on such an approach?

**Maximum 30  attendees, available first come first serve***

Mithun Sharma, Vice President - Global Strategic Sourcing at Visa

Mithun Sharma

Vice President - Global Strategic Sourcing
Visa

Frank DeRosa, Senior Vice President, Client Sourcing And Optimization at Weber Shandwick

Frank DeRosa

Senior Vice President, Client Sourcing And Optimization
Weber Shandwick

2:40 pm - 3:00 pm Presentation: The Dilemma Of The Modern Marketer

The dilemma? How to deliver against the need to produce and publish more content, across more channels, faster, with fewer people, at higher quality, with hyper-personalization, and no additional budget. By association, this becomes the shared burden of today’s marketing procurement professional. In this session, Simon Moore reveals practical ways you can uncap the ‘secret sauce’ and deliver more content faster, better, and cheaper through a connected content supply chain, backed up with realworld examples. You may not know of SDL or have heard their name, but there is a good chance that you’re already working with them. For over 25 years, SDL has powered the content supply chain for some of the world’s leading brands. With over 4,000 employees and a footprint of 61 offices in 39 countries, and revenues approaching $500m, SDL helps global brands to create, manage, translate, adapt and deliver omni-channel content worldwide. Find out why 91 of the top 100 global companies choose to work with us on SDL.com.
Simon Moore, Global VP of Marketing Solutions at SDL

Simon Moore

Global VP of Marketing Solutions
SDL

2:40 pm - 3:00 pm Presentation: Time for a Change: A New Approach to Pricing in the Exhibit and Event Business

Hamilton is an experiential marketing firm. ‘Experiential Marketing Firm’; that’s actually a fairly recent term used as a descriptor for companies in our industry. Many of you may recognize the term exhibit designer/producer or exhibit house. The reality is that today we are more about creating face-to-face marketing experiences than building stuff. In our brief time together, I would like to present a new idea – or perhaps a new way to look at the costs involved in doing what we do for companies like yours. 
Jim Obermeyer, Vice President at Hamilton Chicago

Jim Obermeyer

Vice President
Hamilton Chicago

2:40 pm - 2:50 pm Innovation Spotlight By HH Global

2:50 pm - 3:00 pm Innovation Spotlight

2:40 pm - 3:40 pm Workshop: Maximizing Your Agency Relationships

Flock Associates is a global consultancy that works with clients to transform the way they do marketing, including how to best manage and improve agency working relationships.  Come learn how Flock has worked with several of the world's most prominent marketing organizations, including: Ford, Citibank, McDonalds, J&J, Toyota, Cisco, Mondelez, Asda/Walmart and BAT.
 
Mitchell will be sharing real world examples during the workshop and will be encouraging a lively discussion. 
Simon Francis, CEO at Flock Associates

Simon Francis

CEO
Flock Associates

Mitchell Caplan, Managing Director at Flock Associates USA

Mitchell Caplan

Managing Director
Flock Associates USA

If you are new to Marketing Procurement or here for the first time you won’t want to miss this gathering/recap discussion of all the exciting information you learned today. We’ll have a couple marketing procurement experts on hand to provide additional explanations as needed!
Liz Ziegler, Sr. Manager, Strategic Sourcing & Category Management at Vail Resorts

Liz Ziegler

Sr. Manager, Strategic Sourcing & Category Management
Vail Resorts

Simona Rabsatt Butler, Sr. Director - Global Strategic Sourcing, Marketing at Visa

Simona Rabsatt Butler

Sr. Director - Global Strategic Sourcing, Marketing
Visa

Despite predictions to the contrary, physical media (e.g., print, promotional items, etc.) still play a strong role in the marketing ecosystem. This session will provide insights on:

• What’s new and changing in the world of physical media
• Negotiation tactics for print and promotional agencies in today’s world
• What to ask in your print/promotional RFP process

Melissa Burkland, Director of Indirect Sourcing and Procurement at Rodan + Fields

Melissa Burkland

Director of Indirect Sourcing and Procurement
Rodan + Fields

Phil Zolit, Manager, Procurement at Metropolitan Museum of Art

Phil Zolit

Manager, Procurement
Metropolitan Museum of Art

Jose A. Molina, Marketing Procurement Manager at Constellation Brands

Jose A. Molina

Marketing Procurement Manager
Constellation Brands

Andy Shape, President & Co-Founder at Stran Promotional Solutions

Andy Shape

President & Co-Founder
Stran Promotional Solutions

Steven Morse, Senior Procurement Consultant at Toyota Motor North America

Steven Morse

Senior Procurement Consultant
Toyota Motor North America

If technology isn’t your jam – it will be by the end of this session! You’ll get a quick overview of some of the key terminology and questions to ask when evaluating the various aspects of technology within your organization. Key points for discussion include:

• What questions you should be asking your martech vendors
• How to stay on top of martech trends and changes
• Ensuring your martech stack is compatible with your corporate IT organization/IT standards board

Stacy Joslin, Senior Director, Global Business Partner, Marketing at InterContinental Hotels Group

Stacy Joslin

Senior Director, Global Business Partner, Marketing
InterContinental Hotels Group

Katrina Bott, Director, Global Strategic Sourcing - Marketing & Advertising at Capri Holding

Katrina Bott

Director, Global Strategic Sourcing - Marketing & Advertising
Capri Holding

Pauline Olson, Senior Purchasing Manager at Brinker International

Pauline Olson

Senior Purchasing Manager
Brinker International

Craig Rutkowske, Director of Marketing Transformation Services at KPMG

Craig Rutkowske

Director of Marketing Transformation Services
KPMG

2:40 pm - 3:40 pm Workshop: Maximizing Your Agency Relationships

Simon Francis, CEO Flock, and Mitchell Caplan, US Managing Director, will be talking about the importance of value creation and exceptional supplier relationship management. They will be drawing on client case studies to illustrate the importance of transparent of remuneration, effective agency appraisal and great scoping to minimize waste.

Flock is a Marketing Transformation Consultancy offering global clients such as Ford, J&J, Cisco, Carlsberg, Danone and Toyota Lexus global support in developing their capabilities, maximizing their agency eco-systems, driving efficient ways of working, and future proofing their MarTech.

**Maximum 30  attendees, available first come first serve***

Simon Francis, CEO at Flock Associates

Simon Francis

CEO
Flock Associates

Mitchell Caplan, Managing Director at Flock Associates USA

Mitchell Caplan

Managing Director
Flock Associates USA

3:40 pm - 4:20 pm Cake Break Refreshment & Networking Break In The Solutions Zone

4:20 pm - 5:00 pm Interactive Case Study: Achieving Success In Sponsorships and Experiential: A Day In The Life At Anheuser Busch

With hundreds of millions dollars in annual spend, sponsorships and experiential marketing is a big deal at Anheuser Busch. While you might not spend quite that much at your company, this must attend case study demonstrating how an industry leading CPG firm has achieved maturity and success in managing this category. Key takeaways from this session include:

• How to gain influence in this category
• Key tactics for negotiating with experiential suppliers
• How to internalize the evaluation of sponsorship deals to determine ROI

Andy Whitener, Senior Director, Commercial Procurement at Anheuser Busch

Andy Whitener

Senior Director, Commercial Procurement
Anheuser Busch

David Leonhard

Director, Commercial Procurement
Anheuser Busch

4:20 pm - 4:50 pm Private Tasting By Cre8ive

These interactive roundtable sessions take a deep dive into the specific areas you came to learn about. Sit and learn in an intimate format from the speakers who have had an impact on their company and industry. Take control of your own event experience and don’t be shy! Ask questions (or answer them!) alongside other conference attendees who are dealing with the same challenges as you network with industry peers with very similar challenges, interests and responsibilities.

1.Transition – Tactical To Strategic Donald Lee, Senior Director, Strategic Sourcing, Visa
2.Corporate Barter Steven Dubroff, Senior Director, Procurement, Hilton
3.Public Relations Caitlin Michaelis, Category Manager, UNUM
4.Promotional Items Michael Rafferty, Executive Director of Global Marketing Procurement, Kaplan
5.Managing Marketing Relationships, Fernando Camargo/Jason Pierce, Dell, & Paul DeLucchi, Category Manager, Adobe
6.Shopper Marketing Paul Winans, Marketing Category Manager, Brinker International
7.Five Things You Need To Negotiate With All Martech/Ad Tech Partners, Scott East, CEO/Co-Founder, MSIGHTS
8.Localization/Translation - TBD
Donald Lee, Senior Director, Strategic Sourcing at Visa

Donald Lee

Senior Director, Strategic Sourcing
Visa

Steven Dubroff, Senior Director, Procurement at Hilton

Steven Dubroff

Senior Director, Procurement
Hilton

Michael Rafferty, Executive Director, Global Marketing Procurement at Kaplan

Michael Rafferty

Executive Director, Global Marketing Procurement
Kaplan

Fernando Camargo, Global Category Manager at Dell

Fernando Camargo

Global Category Manager
Dell

Jason Pierce, Agency Strategy & Management Consultant at Dell

Jason Pierce

Agency Strategy & Management Consultant
Dell

Paul DeLucchi, Category Manager at Adobe Systems

Paul DeLucchi

Category Manager
Adobe Systems

Paul Winans, Marketing Category Manager at Brinker International

Paul Winans

Marketing Category Manager
Brinker International

Scott East, CEO/Co-Founder at MSIGHTS

Scott East

CEO/Co-Founder
MSIGHTS

6:00 pm - 7:00 pm ProcureCon Flavors of Fall Reception

A bountiful harvest of autumn themed beverages and treats await our delegates as we close out Day 2 of our conference. Embrace your ProcureCon family in preparation for Thanksgiving later in the month!  We’ll have some lively music on hand along with some fun and games for you to enjoy!