Buying & Selling eContent 2011 Program

Sunday, March 27, 2011

1:00 PM - 4:30 PM
Golf Tournament

2:00 PM - 5:00 PM
Content Buyers' Forum
Reassessing the Content Business
Moderator: Bill Noorlander, Principal, BST America

Buy Side
Mark Durenberger, Director, Market Data Contract Manager, Deustche Bank - DB Services New Jersey, Inc.
Craig W Wingrove, Director, External Content Management, KPMG LLP
Nik Kopelev, Director, Vendor Relations, R&D IT Operations Management, GlaxoSmithKline

Sell Side
Jim DeRouchey, President, InfoGroup Licensing, Infogroup
Steven Goldstein, CEO, Alacra, Inc.
Lawrence Rafsky, Chief Scientist, NewsEdge / Acquire Media

The Content Business — What’s changed? And what are the strategies going forward?

There have been numerous changes during the past two years on how content is used, sourced and valued. A lot of these changes are the result of the economy and related budgetary issues while others are based on new offerings, different user requirements, new pricing models and a new focus on ROI and value perceptions.

The reality is that content suppliers want to grow their business while content buyers want to manage and reduce their content usage and costs. Giving increasing economic pressure, the tension is building between the two sides. Both Buyers and Sellers have made concessions in the level and mix of content being used and how it is priced. Some of the changes are short term while other are here to stay. The question facing both buyers and sellers is what does the future hold and how can both parties work together in a more constructive and mutually beneficial manner.

This seminar, through participation from content industry leaders and key buyers and sellers in the market place, focuses on both past and future changes and new realities. Topics include changes in content offerings, user business requirements, pricing and contract models, usage metrics, and ROI. The discussions provide insight and examples of how both buyers and sellers have adapted and been innovative in the past, what is important to both parties, and how to set a transparent strategy for content usage going forward. Your participation in this seminar will give you the insight and intelligence to help shape your company's strategy for content management for the next year and beyond.

7:00 PM - 9:00 PM
Get-Acquainted Dinner Reception

Saluting the EContent 100 Award Winners

Monday, March 28, 2011

8:00 AM - 9:00 AM
Southwestern Breakfast Buffet

8:45 AM - 9:00 AM
Opening Remarks

9:00 AM - 10:15 AM
Opening Keynote
9:00 am - 9:45 am
Surviving and Thriving in Publishing Today: Rethinking the Old, Embracing the New
David "Skip" Prichard, President & Chief Executive Officer, Ingram Content Group Inc.

As the pressure to invest in the future of content in its many forms becomes increasingly important, publishers are facing operating and capital investment decisions that are being influenced by the industry's fast-changing environment. Publishers are looking to control costs and gain efficiencies in warehousing, print and physical, and digital distribution. Consumers are demanding to read what, how, when, and where they choose. To survive and thrive in publishing today, content must be enabled for flexibility in addition to being portable to serve the multiple channels that exist today. Prichard's perspective as the leader of Ingram Content Group, which sits at a crucial intersection between publishers, retailers, and libraries, offers a unique view of the future of books and publishing and the already proven business models that are helping publishers win in this time of transformation in publishing.

9:45 am - 10:15 am
Analyst View - People Actually Do Pay for Online Content
Dr Jim Jansen PhD, Senior Fellow, Pew Internet and American Life Project

The issue of people's willingness to pay for online material has enormous implications for media companies, artistic creators, and others who are aiming to sustain themselves, or grow new businesses, by raising revenues through online purchases. In order to address this issue within a broad understanding of people's purchasing habits, we conducted a national survey asking about 16 types of online content, method of access, and payments. The survey data are from telephone interviews with a nationally representative sample of 1,003 adults living in the continental U.S., 755 of whom are internet users. Findings show that 65% of U.S. internet users report purchasing online content. Music, software, and apps are the most popular content that internet users have paid to access or download, although the range of paid online content is quite varied and widespread. The typical buyer spends about $10 per month for online content. Possible contextual factors are discussed as well as implications.

10:15 AM - 10:30 AM

10:30 AM - 12:00 PM
Executive Forum: Channels and Multichannels
Blow Up Everything You Know About Content
Benjamin Sargent, Content Globalization Strategist & Senior Analyst, Research, Common Sense Advisory

Analyst Ben Sargent presents data from extensive research gathered from 1,000 top websites about what is happening globally, making the case that attendees need to blow up everything they know about content and go back to the proverbial drawing board.

Not All Channels Are Created Equal
Diane Burley, CEO, Burley Associates

Multichannel success is not merely about replicating the same content onto a different channel; rather, it requires tailoring that content to each type of device. Burley looks at how information providers such as the Christian Science Monitor, American Institute of Physics, and McGraw Hill are adapting content for each channel and steps you can take to create a nimble content infrastructure.

Repurposing Content for Myriad Channels and Devices
Igor Smirnoff, Vice President, Digital, NewspaperDirect, Inc.

NewspaperDirect has been at the helm of building and setting up new standards in digital newspaper delivery into the consumer, library and corporate segments for the last 12 years. Smirnoff focuses on the mechanics of making the successful transition of traditional print industry into the digital sphere.

Discoverability in a Multichannel World — Providing Users With the Information to Evaluate Content Quality
Carol Anne Meyer, Business Development & Marketing, CrossRef

Scholarly content is available to users through more channels than ever. Meyer's will look at how we can put information in the users' hands to make intelligent decisions among different channels based on measures and data about authoritativeness, currency, and quality.

Anytime, Anywhere: Strategies for Mobile Content Delivery
Marty Picco, Director of Product Management, Atypon Systems, Inc.

Mobile content delivery must be regarded as a natural extension of a publisher's core delivery platform. Cohn focuses on how identity and access management, content management, and user experience must be shared between the mobile and "traditional digital" channels.

12:15 PM - 12:30 PM
Über-Engagment – Using Twitter to Increase Membership and Retention Levels
Tyler Archer, President & CEO, Archer Media Partners

If your membership or subscription-based site is not using Twitter today, right now, this second, you are leaving big money on the table. In this rapid-fire session, 12 specific ways that content publishers can leverage Twitter (and any other micro-blogging platform) to increase subscription and retention rates are shared.

12:30 PM - 1:30 PM
Sponsored By Connotate Inc.

Join your peers for fabulous food and stimulating conversation.

1:30 PM - 2:30 PM
Executive Forum — Markets & Data Points

Sizing Up the Library Market — 2011 Spending Forecast
Thomas J. Wilson, President, Unisphere Research, A Division of Information Today, Inc.

Reporting on the results of a comprehensive study of library spending and budgeting plans for 2011 by Library Resource Guide (LRG), Wilson provides insights based on the results from a survey of 1,200 librarians including budgeting trends, spending patterns, technology migrations and the general financial state among each of the key library market segments — academic, public, government and special — in North America.

Enterprise Market and Opportunity for Mobile Content
Ms. Robin Neidorf, Director of Research, Free Pint Limited

Neidorf briefly looks at the results of FreePint's two-phase project on mobile content usage to provide insights into the enterprise market for mobile content and examines where the triggers for speeding up adoption might lie.

Understanding End-User Behavior and Satisfaction
Nader Qaimari, Sr. VP, Marketing, Cengage Learning

This talk will demonstrate how one provider measured the experience of users to help libraries vastly improve their ability to market and justify their resources to the community and funding bodies.

2:30 PM - 2:45 PM

2:45 PM - 3:00 PM
10 Ways to Market Ebooks and Other Information Online
Mr. John Kremer, Publisher, Open Horizons

This presentation features 10 effective, low-cost, low-tech ways to market econtent online. Forget about social networks, viral videos, advertising, or iPad apps. These 10 techniques really are low-tech, easy ways to market information content online, whether you are a novice or a long-time professional.

3:00 PM - 3:30 PM
Break-Out Session Previews

Presenters from the breakout sessions introduce their sessions and share top-level data and starting observations, so you can take away thoughts from each and then decide which roundtable discussion to participate in.

3:30 PM - 4:30 PM
Break-Out Sessions & Roundtable Discussions
All About Rights
Christopher Kenneally, Director of Business Development, Copyright Clearance Center

Interactive session and discussion about current issues and controversies affecting copyright owners and their customers in the United States and around the world.

The future of digital content in publishing will depend on thoughtful, strategic answers to these and other questions about copyright:

Do new media tools create new problems or new opportunities for authors and publishers? Monetizing digital content is the goal, but what are the obstacles? As digitization changes business models, what are likely outcomes? Where can publishers and authors go to gather rights and permissions for the re-use of content? What is legal? What is logical? What is right?

Coping With Information Surge
Gina McCue, Sr. VP, Business Development, ebrary

The internet and new technologies are creating a surge of information, with more than 4 extrabytes (1 Quintillion bytes) expected to be generated in 2011 alone. That equates to more information being generated in 1 year than in the past 5,000 years combined. McCue presents ebrary research, which is followed by an open discussion about how corporations, academic institutions, libraries, and others can work together to address these challenges and thrive in the digital age.

The Future of Government Information
George Beckerman, Partner, Marlin & Associates

Can you envision the implications/consequences of cost increases for our companies and customers in acquiring and using government information? Beckerman reports on the results of an informal survey conducted among government information executives, library professionals, and industry executives about how debt reduction decisions will affect government information availability, cost and transaction valuations. Join in a discussion on how to navigate the next 12–18 months.

6:30 PM - 9:00 PM
Dinner Reception

Fun, food, and the industry’s best networking under the wide Arizona sky.

9:00 PM - 12:00 AM
After-Hours Informal Get-Togethers

Tuesday, March 29, 2011

8:00 AM - 9:00 AM
Continental Breakfast Buffet

8:45 AM - 9:00 AM
Opening Remarks & Golf Awards

9:00 AM - 10:15 AM
9:00 am - 9:45 am
Creating the Premium Content Value Proposition
Scott D. Schulman, President, Corporate Markets Group, Dow Jones & Company

Media companies today are examining their business models to determine if and when to charge for their content. While some organizations are still on the fence, many have concluded that a paid model is imperative going forward. However to build successful premium content models, media companies must critically examine the value of their information and leverage increasingly sophisticated delivery methods to enhance its intrinsic value. Schulman will discuss how premium content can live on in the age of the free web and how the flow of high quality information is critical to users. He will examine how enterprises are harnessing news and information in more intelligent ways based on adoption of collaborative technologies and integrating news and analysis into workflows to better the decision making process. Schulman will discuss how media companies need to offer specialized content and the ability to merge horizontal broad coverage with deep specialty coverage and share how successful content and technology companies will transform information and analysis into monetized products and services.

9:45 am - 10:15 am
Analyst View - B2B Information: A Market in Recovery
Dan Strempel, Sr. Analyst, Editor, Business & Professional Group, Simba Information

Simba Information estimates that the market for professional information is a $28 billion industry, with leading sectors being STM, business, and legal information. Analyst Dan Strempel provides insights about the media and markets serving these segments, trends, risks, opportunities, and futures.

10:15 AM - 10:30 AM

10:30 AM - 11:45 AM
Executive Forum — Enterprise Content Strategies
Enterprise Econtent Anywhere, Anytime a Win-Win
Ken Benvenuto, President & CEO, Infotrieve, Inc.

Making copyright-compliant content accessible anytime, anywhere on any device is good for everyone in the value chain. It’s good for content users, as it allows them to do their work when and where convenient; it provides publishers with additional revenue as it makes obtaining compliant content easy so there’s less noncompliant content being used; and it leverages the trend toward cloud-based computing, where whatever you need is accessible from whatever device you choose at any given time. It’s a win-win-win.

Differentiating to Win — Making 3rd Party Research Content Matter
Sharon Bates, Sr. Manager, 3rd Party External Content, Deloitte Services LP

After making significant investments in purchasing third-party research content, organizations often don’t ensure they obtain the most value from their investment. Deloitte’s 3rd Party External Contracts Center of Excellence (COE) focuses on a strategy of incorporating content into strategic workflow and raising the value proposition. Bates shares Deloitte’s best practices on obtaining the most value from third-party content.

Breaking Out of the Search Box
Greg Merkle, VP of Product Strategy & Design, Dow Jones & Company

During this session, Merkle discusses new and emerging technologies that can help put an end to the meaningless aggregation of information provided by most search engines to help you move beyond the simple search box to uncover the information your organization needs.

11:45 AM - 12:15 PM
Executive Forum — Models & Modalities
Accessing and Pricing the Scientific Literature
Scott Ahlberg, Head of Corporate Services, Reprints Desk, Inc.
Ryan Jones, President, Pubget

Access, acquisition, and utilization of published scientific articles is a key activity in R&D, customer support, educational awareness, and promotion of pharmaceutical and healthcare products. Most companies spend well over $1M per year in accessing this type of peer-reviewed content. Ryan Jones of Pubget discusses the varying dynamics of different access models to content, with observations from the cutting edge of content access. Scott Ahlberg of Reprints Desk shares his analysis of article and content pricing, from traditional subscription to document delivery, and reuse licensing options. The presentation concludes with a look at traditional pricing theories and explores how they apply to article pricing and how they differ — all of which ultimately impacts content consumption.

12:15 PM - 1:15 PM

Continue the conversation over a lovely lunch.

1:15 PM - 1:30 PM
How to Monetize Your Video Content
Atul Patel, Founder & CEO, OneScreen

How can video content creators find new distribution partners and monetize their video, and how can publishers without video content get some to sell at high CPMs?

1:30 PM - 3:00 PM
Executive Forum — More Models & Modalities
Don't Be Afraid to Transact
Steven Goldstein, CEO, Alacra, Inc.

Publishers can increase revenue and brand awareness by carefully making their content available on a transaction basis through their own sites and those of online content sales channels. Yet, while these alternative channels can be lucrative, many are not taking advantage of them. Goldstein examines the reasons behind this resistance, which include the risk of cannibalization and channel conflict issues.

Buying and Selling Per-Impression
Bruce D D'Ambrosio, CEO, DigitalScirocco, Inc

Web users want to see everything relevant from across the web, regardless of the publisher and content-owner boundaries and pay walls. The demand is for boundary-less, per-impression content distribution, which requires a new paradigm, one that solves discovery, pricing and DRM, editorial/curation, and delivery/integration issues for both content buyers and sellers. Learn from DigitalScirocco’s experience in attempting to build such a model.

Content Dollars and Sense — Spending Wisely on Current Awareness
Lawrence Rafsky, Chief Scientist, NewsEdge / Acquire Media

So much content, so little money. Librarians and website content buyers face budget realities every day. Information professionals are having to choose from myriad news content resources along with the ever growing methods by which to communicate information in an “I need it now” environment. By using what we know about the user and user history, we can apply technology to identify a true set of content sources necessary, thus reducing the burdens of where to look for relevant information. With the content set easily identified, found information can be communicated and delivered to the end users quickly, no matter where they are, and at a savings in cost.

Know the User and Follow the Money With Content Packages
Mr. Frank Bilotto, CEO, E-Wise, inc

Why stop with aggregating content collections and providing search technologies when, by taking a little risk, you could actually build the content product that users want?  Bilotto charts his experience in building a fee-based medical library for physicians and demonstrate how the model can be replicated in countless other industries.

Group Buying — Opportunities, Challenges, & Pitfalls
Rafael Cosentino, VP Business Development, DealOn

Dozens of publishers have jumped on the group-buying bandwagon over the last 6 months only to find that building a subscriber list and sourcing offers from merchants is much harder then they suspected. Many of those publishers have failed miserably while some have created $40 million side businesses. Cosentino discusses what publishers can do to leverage their existing audiences and email subscribers to cash in on the group buying phenomenon.

3:00 PM - 3:15 PM

3:15 PM - 4:00 PM
Concluding Keynote
Mary Laplante, Vice President Client Services, Digital Clarity Group

Smart phones, tablets, and e-readers are becoming ubiquitous, but the market landscape for devices seems to become more complex each day. Do publishers need to bet heavily on one or two platforms, or do they need to somehow develop content and applications for all devices? Or perhaps there is some sensible middle ground? Laplante presents some recent Outsell research on the device marketplace and share some lessons learned and best practices from publishers who are investing in multichannel publishing strategies.