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25 – 27 January 2016Hotel Cascais Miragem Health & SpaCascais, Portugal

Digital Transformation: Leading Marketing's(R)evolution

www.frost.com/mar-europe

#FrostMAR

Digital Marketing 2016, Europe:A F RO S T & S U L L I VA N E X E C U T I V E M I N D C H A N G E

Part of our 2016 International Digital Marketing MindXchange Series

“The Frost & Sullivan Executive

MindXchange is a great event to hear

from industry leaders on topics that are

relevant across all sectors direct from the

people who are spearheading the change.

There is an honesty and level of detail

that’s unusual in this type of forum

that ensures participants can take away

actionable insight, along with

new connections. – International

Customer Experience Manager, E.ON |

“Frost & Sullivan makes the effort to

ensure you walk away with

techniques you can apply in your

business immediately.” – Vice President,

Strategy & Business Development,

LOCKHEED MARTIN | “This was the

best marketing event I have ever attended.”Global Digital Marketing Manager,

DOW CHEMICAL | “Greatnetworking and learning

opportunity to gather trends and

emerging issues." – Director, Channel

Management and Sales Operations,

EATON | “Excellent topics and

workshop format enabled & encouraged

ideation, sharing & exchangeof both best practices and lessons

learned among peers from other related

and non-related industries.” – Vice

President, JOHNSON CONTROLS

POWER SOLUTIONS | “I left the

Executive MindXchange with a list of

action items a mile long.” – Global

Category Director, PENTAIR | “The

Executive MindXchange is exactly what it

is billed to be…. a gathering of

professional peers that exchange and

discuss challenges, application and

best practices.” – Director, Global

Marketing Communications, MOLEX

INCORPORATED

“The Frost & Sullivan Executive

MindXchange is a great event to hear

from industry leaders on topics that are

relevant across all sectors direct from the

people who are spearheading the change.

There is an honesty and level of detail

that’s unusual in this type of forum

that ensures participants can take away

actionable insight, along with

new connections. – International

Customer Experience Manager, E.ON |

“Frost & Sullivan makes the effort to

ensure you walk away with

techniques you can apply in your

business immediately.” – Vice President,

Strategy & Business Development,

LOCKHEED MARTIN | “This was the

best marketing event I have ever attended.”Global Digital Marketing Manager,

DOW CHEMICAL | “Greatnetworking and learning

opportunity to gather trends and

emerging issues." – Director, Channel

Management and Sales Operations,

EATON | “Excellent topics and

workshop format enabled & encouraged

ideation, sharing & exchangeof both best practices and lessons

learned among peers from other related

and non-related industries.” – Vice

President, JOHNSON CONTROLS

POWER SOLUTIONS | “I left the

Executive MindXchange with a list of

action items a mile long.” – Global

Category Director, PENTAIR | “The

Executive MindXchange is exactly what it

is billed to be…. a gathering of

professional peers that exchange and

discuss challenges, application and

best practices.” – Director, Global

Marketing Communications, MOLEX

INCORPORATED

Register Now • [email protected] • tel: 1.877.GO FROST (1.877.463.7678) • fax: 1.888.674.3329 • www.frost.com/mar-europe

EXECUTIVE PROFILETOP 5 REASONS WHY YOU SHOULD ATTEND

1. Compelling Content: At Frost & Sullivan, we know all about digitaldisruption: of industries, markets, business disciplines, and careers. Drawingupon that expertise and the deep insight of an esteemed Advisory Board ofmarketing professionals, we have created an event that addresses the mostcritical issues surrounding digital marketing to empower you and your companyto succeed in a time of reinvention and transformation.

2. Great Minds: You will be an integral part of a powerful assembly of pan-European marketing decision-makers from a broad range of B2B and B2B2Cindustries. All in one place, at one time. Take a break from your dailyresponsibilities, and step outside of your four walls into an exquisite resortguaranteed to stimulate creative thinking!

3. An Experience to Remember: An environment and format uniquelydesigned to foster collaboration and innovative thinking among those greatminds, candid discussion, and open sharing of insights, best practices, tools, andlessons learned in transforming into a truly digital marketing enterprise.

4. Immediate Returns: You will walk away with concrete ideas, tools,techniques, and action items – a guaranteed Return On Investment.

5. Non-stop Networking: We make it easy for you to expand your network ofprofessional contacts through informal and fun activities, including our verylively Participant Meet ‘n’ Greet, Kickoff Reception, Four Truths and a LieNetworking Reception, Dine Around Cascais, Team Challenges, and more.

• Digital Marketing and Media• EMEA/Regional/In-Country Marketing• Global Marketing• Marketing

• Marketing Communication• Marketing Operations • Strategy: Content, Social Media,

and Web

Everyone within an organisation with a vested interest in transforming itsmarketing enterprise; Chief Marketing Officers and their digital marketing teamsincluding Directors, Vice Presidents, and Heads of:

WHO YOU WILL NETWORK WITH

SNAPSHOT OF COMPANIES REPRESENTED AT OUREXECUTIVE MINDXCHANGES

82% of surveyed participants recommend sending 2 or more team members basedon the amount of networking opportunities and the range of content being delivered.

Other 2%

Executive(C-Level, Vice President,Director)

77%

Management 21%M

t,

If you are interested in building relationships with top executives inMarketing, sharing/learning best practices, learning about top challenges

organizations are facing and having a platform to show your thoughtleadership, please contact Gary Robbins at [email protected]

An Event Shaped by a Community of Your Peers!

Frost & Sullivan extends its appreciation to the followingAdvisory Board Members for their expertise and valuablesupport in ensuring the agenda delivers relevant andvaluable content.Andre BurdetMarketing DirectorAlstom Power Technology

Massimiliano CattaniSenior Director Marketing &Strategic Planning EMEAIHoneywell Technologies Sarl– Aerospace

Lisbeth Meng CollignonDirector, Market CommunicationsVelux

Stephen DelvoyeHead of Global MarketingCommunicationsBekaert N.V.

Maria ForssVice President, Global Marketing& Business DevelopmentVitrolife Sweden AB

Amanda MacdonaldHead of EMEA Marketing Panduit

Gustavo MadeiraInnovation & Quality DirectorLeasePlan Portugal

Vincent MerlinEMEA Marketing Director Aveva

Ioannis PapachristofilouVice President, Head ofCorporate MarketingAirbus Defence and SpaceGmbH

Ines PettigrewDirector of Marketing, Product Management and Business DevelopmentTyco Fire & SecurityGermany GmbH

Stefan RiederHead of Sustainable Material SolutionsBorealis AG

Marlen SullerSenior Global Marketing DirectorSiemens Healthcare

Jan WeerninkMarketing DirectorDOW Chemicals

PAST SPONSORS FROM OUR GLOBALEXECUTIVE EVENTS

DIGITAL MARKETING 2016: EUROPEADVISORY BOARD

MORE CONTENT THAN ONE PERSON CAN HANDLE!

Join Our Digital Marketing LinkedIn Community: www.frost.com/linkedin-MAR

2

Schedule-at-a-g lance

Bring plenty of business cards, relax, meet-and-greet during this fun-filled day devoted to makingnew contacts and new friends.

15:30 Sponsor Workshop

17:00 Sponsor Registration & Orientation Reception

18:00 Speaker & Thought Leader Orientation

18:45 Participant Meet 'n' Greet This end-user/participant activity is your opportunity to identifyright out of the gate – those peers who share challenges similar toyour own. It's a great way to find participants who have thoughtleadership you can benefit from and to facilitate later dialoguesthroughout the event.

19:30 Welcome Networking Reception and Event Kickoff

08:00 Registration, Continental Breakfast, and Exhibition

08:45 Welcome and KEYNOTE – Digital Strategy: TranscendingBoundaries between Innovation and Marketing

09:35 Team Challenge # 1

09:40 IMPLEMENTATION SUCCESS STORY – Becoming CustomerDriven Through Digital Engagement - A Case Study Sharing WhatHas Worked and What Hasn’t

10:10 Frost & Sullivan Digital Marketing 2016: EuropeExecutive MindXchange Advisory Board Recognition

10:15 Networking, Refreshment, and Exhibition Break

10:45 CONCURRENT COLLABORATION ZONES – RoundtablesRoundtables capture the power of all participants’ voices, insights and experiences via group discussion and exploration of theissues at hand. Choose one of the following zones:Zone 1. Delivering Customer and Enterprise Value via Segmentation

and Personas Zone 2. Web, Social, Mobile: Harnessing Digital Analytics for

Enhanced Decision-Making and Improved Performance

12:15 CONCURRENT SESSIONSChoose one of the following concurrent sessions:INTERACTIVE – Solutions WheelPlay the “wheel” to find out which of the industry's products and serviceswill help you solve your challenges. It is a series of rapid fire, one-on-onemeetings with leading solution providers – both intense and fulfilling.(OR)

FROST & SULLIVAN INSIGHTS – Digital Marketing: Navigatingan Increasingly Complex Landscape

13:00 Food For Thought – Networking Roundtables Hosted byIndustry Leaders Practitioners and solution providers host a menu of luncheondiscussions on pertinent industry issues. Dine and dish with industryexperts. The list of discussion topics will be available on-site.

14:10 Session to Session Travel Time

14:15 CONCURRENT COLLABORATION ZONES – MindsharesMindshare sessions bring together a panel of subject-matter experts totackle and discuss real-world business challenges and problems.Choose one of the following zones:Zone 1. SEO in a Global Business Environment Zone 2. Deepening Customer Engagement by Leveraging

Customer Analytics


15:45 SUCCESS STORY – The Omni Channel Customer: The Journey and the Analytics

16:15 Team Challenge #2

16:20 INTERACTIVE – Ask the Experts! Panel Discussion: Modeling a Modern Marketing Organisation

17:00 Four Truths and a Lie Networking Reception

18:15 Dine Around Cascais! (Meet in Hotel Lobby)

06:45 Early Risers Run/Walk

08:15 Continental Breakfast and Exhibition

08:45 Kickoff and KEYNOTE – Emotions Sell

09:40 Team Challenge # 3

09:45 EXECUTIVE INSIGHTS – Consumer Behaviour Trends: Why B2Bs Should Sit Up and Take Notice


10:45 CONCURRENT COLLABORATION ZONES – ThinkTanksThinkTank sessions employ interactive team exercises in a “roll upyour sleeves” learning environment.Choose one of the following zones:Zone 1. Raising the Bar on Mobile Customer Engagement Zone 2. Breakthrough Personalisation: Delivering Relevant and

Valuable Content to Your Customer in Innovative Ways

12:15 Food For Thought – Networking Roundtables Hosted byIndustry Leaders Practitioners and solution providers host a menu of luncheondiscussions on pertinent industry issues. Dine and dish with industryexperts. The list of discussion topics will be available on-site.


13:20 CONCURRENT COLLABORATION ZONES – Peer CouncilsPeer Council sessions are participant-driven discussions focusing onyour key challenges and concerns.Choose one of the following zones:Zone 1. Cross-Channel Agility through Integration of CRM and

Marketing Automation Processes and Data Zone 2. A Footprint for Stronger Sales & Marketing Collaboration


14:10 FRESH PERSPECTIVE – Content Marketing and Social MediaIntegration – Insight on a Transformation from a Traditional to aModern Marketing Approach



15:15 TRANSFORMATIVE THINKING – The Future of DigitalPurchasing, e-Commerce, and How it Will Change Sales and Marketing

15:45 INTERACTIVE – Top Take-Aways Panel: Weighing In onImplementation Ideas from Digital Marketing 2016, Europe ExecutiveMindXchange

16:15 Digital Marketing 2016, Europe A Frost & Sullivan Executive MindXchange Concludes

TUESDAY, 26 JANUARY 2016

WEDNESDAY, 27 JANUARY 2016

MONDAY, 25 JANUARY 2016

Register Now • [email protected] • tel: 1.877.GO FROST (1.877.463.7678) • fax: 1.888.674.3329 • www.frost.com/mar-europe 3

NETWORKING DAY

GENERAL SESSION AND EXHIBITION


CHOOSE BETWEEN TWO DIFFERENT COLLABORATION ZONESCustomise your agenda! Stay the course with one zone or bounce around between the two. All collaboration zones are Power-Point Free,

participant-driven discussions featuring creative thinking and idea generation.Zone 1. Customer Engagement: Engage and Personalise | Zone 2. Marketing Operations: Create, Manage, and Measure

Schedule-at-a-glance is preliminary and will be updated as information becomes available.


Register Now • [email protected] • tel: 1.877.GO FROST (1.877.463.7678) • fax: 1.888.674.3329 • www.frost.com/mar

Simon Hall Former Country Head of Marketing & UK Chief Marketing OfficerDell

Simon Hall up until recently was the the UK Country Head of Marketing (UK CMO) for Dell, where he was responsible forall marketing across the UK. As UK CMO he was responsible for all marketing disciplines from driving marketing strategies,marketing campaigns, demand generation through to digital, social and content marketing across all GTM segments ie.Consumers, Small & Medium businesses, Public and Large Enterprise customers and Channel and Distribution. Beforebecoming UK Country Head of Marketing for Dell , Simon served as Head of Marketing for UK & Ireland for Consumer,Small and Medium business, leading to success a team of highly skilled marketers. He also spent multiple years in Italy;Germany and amassed around 20 years’ experience from other large organisations including Dell, Microsoft, Acer,Toshiba and Philips. Simon holds a dual degree in European business from the University of Sunderland in the UK, and a BAin International trade & Business from the University of Rheinland-Pfalz in Germany.

Monika Schulze Global Head of MarketingZurich Insurance Group

Monika Schulze is the Global Head of Marketing and responsible for all B2B and B2C marketing activities for the ZurichInsurance Group. She has more than 25 years of experience and began her career as a post-graduate trainee at Unilever.She has worked in a variety of roles and had responsibilities for different regions and countries incl. Europe, NorthAmerica and Japan. Her functional expertise includes market research, marketing and sales incl. P&L responsibilities.After a short period working as a self-employed strategy consultant, Monika then joined Zurich Insurance in Bonn asChief Marketing Officer in May 2008. Monika then relocated to Switzerland in January 2014 to take up her current roleas Global Head of Marketing.

Ricky CoussinsManaging PartnerCoussins Associates Marketing Consultancy

Ricky Coussins career in marketing began in the early 1970s working for the multinational conglomerate LittonIndustries. Later he joined Xerox working first in sales and then in market with responsibility for exploring thepotential of new products. In the early 1980's was recruited to British Telecom working first in their Systems HouseBusiness as head of packaged software products and then in the newly formed Mobile Communications division asnetworks marketing manager. Ricky started his marketing consultancy, Coussins Associates, in 1989. This now suppliesa range of marketing consultancy and outsourced marketing services across the whole spectrum of the strategic andtactical marketing mix including digital marketing communications. The company also develops and delivers a widerange of marketing and strategic sale training courses to major multinational companies around the world.

Brian Fitzpatrick Partner, Senior Vice President & General Manager, EventsFrost & Sullivan

Brian Fitzpatrick is a Partner at Frost & Sullivan and the Senior Vice President & General Manager of the Eventsdivision. He is responsible for the Best Practice creation and execution of Frost & Sullivan Events globally. Prior tojoining Frost & Sullivan in 2002, Brian leveraged his 20+ years of management and leadership experience to manageover 300 global events, within North America, South America and Europe. During his tenure, Brian has chaired morethan five dozen events, provided both budgeting and financial management expertise to turn departments around froma loss to profit and successfully launch new business units, product lines and offices around the world. Brian holds anMBA in International Finance.

17th Annual MARKETING WORLD 2016 :A F r o s t & S u l l i v a n E x e c u t i v e M i n d c h a n g e

K E Y N O T E S

EXECUTIVE MINDXCHANGE CO-CHAIRMEN

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Schedule-at-a-g lanceJoin Our Digital Marketing LinkedIn Community: www.frost.com/linkedin-MAR

Networking Act iv i t ies


Meet and greet your fellow peers andcolleagues while enjoying a little C&C,conversation & cocktails!


Calling all walkers, joggers and runners! Lace up yoursneakers and get your endorphins flowing with a littleexercise. It's the perfect start to a great day of contentand networking!

Welcome Networking Reception and Event Kickoff19:30

This end-user/participant activity is youropportunity to identify right out of the gate– those peers who share challenges similarto your own. It's a great way to findparticipants who have thought leadershipyou can benefit from and to facilitate laterdialogues throughout the event.

Participant Meet 'n' Greet 18:45

Four Truths and a LieNetworking Reception 17:00


5

Dine Around Cascais!18:15


Take networking a step further and join us aswe venture to Cascais' culinary hot spots to seethe town and taste the local cuisine. We'll beginthe night with cocktails and hors d'oeuvres atConfraria, a charming modern restaurant andend with dinner, dessert and stunning views ofthe sea at Baia do Peixe. A great opportunity tofurther relationshipswith your fellow peersin a relaxed, intimatesetting!

Participant Fee: €75

Enjoy playing detective, whiledeciphering the truths from the lies! Guesscorrectly and you will be entered to win a fantastic prize.

WEDNESDAY, 27 JANUARY 2016Early Risers Run/Walk 06:45

Agenda


MONDAY, 25 JANUARY –TUESDAY, 26 JANUARY 2016

Bring plenty of business cards, relax, meet-and-greet during this fun-filled daydevoted to making new contacts and new friends.

15:30 Sponsor Workshop

17:00 Sponsor Registration & Orientation Reception

18:00 Speaker & Thought Leader OrientationAn essential meeting for speakers, facilitators and confirmed thoughtleaders to preview the event, highlight your roles and network withfellow peers.

18:45 Participant Meet ‘n’ GreetThis end-user/participant activity is your opportunity to identifyright out of the gate – those peers who share challenges similar toyour own. It’s a great way to find participants who have thoughtleadership you can benefit from and to facilitate later dialoguesthroughout the event.

19:30 Welcome Networking Reception and Event KickoffMeet your fellow peers and colleagues and enjoy a little C&C,conversation & cocktails!

NETWORKING DAY


08:00 Registration, Continental Breakfast, and ExhibitionDidn't get your badge at last night's reception? Make sure you're down intime for breakfast and registration to get your event materials now! Alreadyhave your badge? Make sure you pick up your event packet and startnetworking bright and early!

WELCOME AND KEYNOTE08:45 Digital Strategy: Transcending Boundaries Between

Innovation and Marketing

Simon Hall Former Country Head of Marketing & UK Chief Marketing OfficerDell

Unquestionably, digital has disrupted and will continue to transform business aswe know it. And in turn, marketing as we know it. How do you build a digitalstrategy which keeps pace with the constant evolution of digital? How do youmove from innovation to marketing? Where do you start with a digitalmarketing strategy and where to progress with digital marketing? What newopportunities will digital create in the future?

Key Take-Aways:g A map to key anchor points for a digital marketing strategyg Ways to identify and resolve key challenges in online, content,

and mobile marketingg A case history of a proven winning social marketing strategy and its designg Best practices for B2B and B2B2C companies to embrace and leverage

earned, and owned social to support a digital marketing strategy


IMPLEMENTATION SUCCESS STORY09:40 Becoming Customer Driven Through Digital

Engagement - A Case Study Sharing What HasWorked and What Hasn’t

10:10 Frost & Sullivan Digital Marketing 2016: Europe Executive MindXchange Advisory Board Recognition




Enjoy playing detective, while deciphering thetruths from the lies! Guess correctly and youwill be entered to win a fantastic prize.

FOUR TRUTHS AND A LIENETWORKING RECEPTION

TUESDAY

17:00


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DINE AROUND CASCAIS!TUESDAY

18:15

Join us as we venture to Cascais' culinaryhot spots to see the town and tastethe local cuisine. A greatopportunity to furtherrelationships with yourfellow peers in a relaxed,intimate setting.

Tuesday - Agenda



CONCURRENT COLLABORATION ZONES – ROUNDTABLES10:45 Roundtable sessions capture the power of all participants’

voices, insights and experiences via group discussion andexploration of the issue at hand.

Choose one of the following zones:

Zone 1: Delivering Customer and Enterprise Value viaSegmentation and Personas

FACILITATOR:

Mark Sallows Founder and Chief Executive OfficerTurtl

We all know that digital has helped to re-insert marketing and sales into a worldenabled by the Internet where the customer controls the first 70% of purchasingdecisions. But to maximise the value of customer content and data, how do weexploit new possibilities for segmentation and personalisation? This interactivesession explores how to move beyond customer personas to real-time customerprofiles to drive top-line revenue growth.

Key Take-Aways:

g Insight into emerging technology that allows more granular insight intoyour customers and how this can be put to good commercial use

g A blueprint on how to replace customer personas with real-time customerprofiles to drive improved commercial performance across marketing and sales

g A case study from a global B2B Enterprise that has adopted this approachand the lessons that they have learned from doing so

Zone 2: Web, Social, Mobile: Harnessing Digital Analytics forEnhanced Decision-Making and Improved Performance

12:15 CONCURRENT SESSIONSChoose one of the following concurrent sessions:

INTERACTIVESolutions WheelPlay the “wheel” to find out which of the industry’s products and serviceswill help you solve your challenges. It is a series of rapid fire, one-on-onemeetings with leading solution providers – both intense and fulfilling.

(OR)

FROST & SULLIVAN INSIGHTS Digital Marketing: Navigating an Increasingly Complex Landscape

Stephen LoyndGlobal Program Director, Customer EngagementFrost & Sullivan

The digital marketing industry has seen unprecedented growth and diversification inthe last few years. With over 1,000 technology vendors offering an expansive rangeof digital marketing solutions, enterprises are challenged with understanding thisexpanding landscape and determining the right solutions and strategies for theirbusiness. In this session, Frost & Sullivan will provide an overview of the DigitalMarketing industry and share key findings from our latest survey of hundreds ofenterprise marketing leaders worldwide.

Key Take-Aways:

g Digital marketing framework - Create, manage, deliver, measure, engage, and optimizeg Research findings on adoption, usage, and planned Digital Marketing

enterprise initiativesg Key challenges and critical success factors

13:00 Food For Thought – Networking Roundtables Hosted by Industry LeadersPractitioners and solution providers host a menu of luncheon roundtablediscussions on pertinent industry issues. Dine and dish with industryexperts. The list of roundtable discussion topics will be available on-site.


CONCURRENT COLLABORATION ZONES – MINDSHARES14:15 Mindshare sessions bring together a panel of subject-matter

experts to tackle and discuss real-world business challengesand problems.


Zone 1: SEO in a Global Business Environment

FACILITATOR:

Les Hines Partner & Chief Executive OfficerRPMGI Europe Limited

PANELISTS INCLUDE:

Francesco Federico Global Digital Marketing DirectorAcer

Mette Hansson Global Digital Marketing LeaderDuPont Nutrition & Health

Colin Woon Head of SEOTelefónica UK

In a digital, an ever changing, more and more buyer centric world – how do youmost effectively connect with your potential buyers? If 60% of the Buyer’sJourney is completed before/if you hear from them – how do they want toresearch/learn about potential solutions and how do you connect with themduring this period? What are the Page Titles, Meta Descriptions and MetaKeywords to the Buyer’s Journey for SEO success?

Key Take-Aways:

g Insight into building your Ideal Client Profile. Which companies, whichindividuals, which functions? How does the buyer do their research? Whatdo they look for?

g Proven ways to establish your credentials as a potential supplier at a pointwhen the buyer is not looking. How do you pre-position yourselves to beon their short-list? How do you get on their radar first and early in theirprocess? Can you rely solely upon them finding you? How do you align?

g Steps to capture and progress all prospects that connect with you. Howmany names do you need to put into the top of the end to end funnel toclose the required number of orders to meet your plan?

Zone 2: Deepening Customer Engagement by LeveragingCustomer Analytics

PANELISTS INCLUDE:

Mirella Amalia Vitale Vice President, Global Marketing & Market IntelligenceVestas Wind Systems

Ceri Jones Vice President, Demand Generation & Marketing OperationsBasware

Amanda Macdonald Head of EMEA MarketingPanduit

Joao Paulo Cabecinha DirectorPortugal Telecom

Kevin Van den Bosch Regional Director BelgiumGroupon


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CHOOSE BETWEEN TWO DIFFERENT COLLABORATION ZONES

Customize your agenda! Stay the course with one zone or bounce aroundbetween the two. All collaboration zones are Power-Point Free, participant-driven discussions featuring creative thinking and idea generation.

Zone 1. Customer Engagement: Engage and Personalize Zone 2. Marketing Operations: Create, Manage, and Measure

Tuesday - Agenda



SUCCESS STORY15:45 The Omni Channel Customer: The Journey and the

AnalyticsFrancesco FedericoGlobal Digital Marketing DirectorAcer

Every click or interaction on any touchpoint a customer does, it gives pieces ofinformation, clues about his interests and expectations. How to connect togetherall these dots, possibly also merging them with existing CRM data to the extentof delivering truly unique, personal cross-channel experiences? We will explorehow we deployed predictive real-time marketing and its outcomes on customeracquisition and retention.

Key Take-Aways:

g Insights on predictive and real-time marketingg An agile how-to implementation guide on predictive marketingg Two case studies with their KPIs on customer acquisition and retention


INTERACTIVE16:20 Ask the Experts! Panel Discussion:

Modeling a Modern Marketing OrganisationMODERATOR:

Georgios KolovosMarketing Director, EMEA & Asia PacificGE Capital

PANELISTS INCLUDE:

Luis Albuquerque Digital Strategy Team Leader, Europe & Canada Eli Lilly

Corinne Avelines Global Head of Digital & eCommerceAkzoNobel

Giuseppe CaltabianoVice President, Marketing Integration - Social Media, PR, Content Process and ToolsSchneider Electric

William DouglasChief Marketing Officer – EMEAJLL

Jorge NascimentoCentral Marketing Team (Retail)Staples Europe

Valérie Thomassin Senior Vice President, Corporate Marketing & Communications EuropeXerox

Kevin Van den BoschRegional Director BelgiumGroupon

In the current fast changing business environment with the unpredictable marketchanges and the disruptive new technologies to every market, the role the MarketingDepartments play are more important than ever before. But are companies havingthe right set up of their Marketing Organisation to address this greater demand?

Key Take-Aways:

g Insight on the best in class Marketing Organisation model suitable for thecurrent economic environment

g Guidelines on how to address the common challenges for changing theMarketing Organisation

g Success factors on talent recruitment, development and retention

17:00 Four Truths and a Lie Networking Reception Enjoy playing detective, while deciphering the truths from the lies!Guess correctly and you will be entered to win a fantastic prize.

18:15 Dine Around Cascais! (Meet in Hotel Lobby) Join us as we venture to Cascais' culinary hot spots to see the townand taste the local cuisine. A great opportunity to furtherrelationships with your fellow peers in a relaxed, intimate setting.

TUESDAY, 26 JANUARY – WEDNESDAY, 27 JANUARY 2016 Join Our Digital Marketing LinkedIn Community: www.frost.com/linkedin-MAR

8

#FrostMAR

Join the Conversation...

EARLY RISERS RUN/WALK 06:45

Calling all walkers,joggers and runners!Lace up yoursneakers and getyour endorphinsflowing with a littleexercise. It's theperfect start to agreat day of contentand networking


Wednesday - Agenda


06:45 Early Risers Run/WalkCalling all walkers, joggers and runners! Lace up your sneakers andget your endorphins flowing with a little exercise. It’s the perfectstart to a great day of content and networking.

08:15 Continental Breakfast and ExhibitionStart the day on the right foot with some breakfast and networking beforediving into the first keynote!

KICKOFF AND KEYNOTE08:45 Emotions Sell

Monika Schulze Global Head of MarketingZurich Insurance Group

Emotions are powerful tools, capable of influencing and even determining thecourse of the decisions we make on a daily basis. In this session, we willexplore how businesses and brands can utilize storytelling techniques to tapinto the emotions of their audience for increased revenue.

Key Take-Aways:g Guide to building a compelling story for connecting with your customersg Tips and tricks for measuring how emotions sellg Best practices for understanding and acting on the emotion insights of

your customers


EXECUTIVE INSIGHTS09:45 Consumer Behaviour Trends: Why B2Bs Should Sit

Up and Take NoticeLucio Furlani Vice President, Marketing, EMEA, Middle East & AfricaHewlett Packard Enterprise

Hewlett Packard Enterprise customers vary from small business to the largestenterprises, but they all tend to be highly sophisticated, always connected usersand always influencing each other, inside and outside their organizations, withconstantly changing, non-linear dynamics in their decision making processes.This session will illustrate how Hewlett Packard Enterprise has defined amarket customer segmentation, prioritized personae and designed buyer’sjourney templates to shapes their campaign development and execution. Thisalso required the development of new skills in the marketing organisation and anew type of engagement with the sales teams (direct and channel).

Key Take-Aways:g An example of an end-to-end framework which connect marketing

strategy to campaign executiong Insight into how to achieve a new type of engagement with the sales

teams (direct and channel)g Key metrics used to measure performanceg An extrapolation of key success factors that emerged and some of the

mistakes and lessons learnt through the development process


CONCURRENT COLLABORATION ZONES – THINKTANKS10:45 ThinkTank sessions employ interactive team exercises in a “roll

up your sleeves” learning environment.


Zone 1: Raising the Bar on Mobile Customer Engagement

FACILITATOR:

Bruno AmaralGeneral ManagerDiamond by BOLD

Zone 2: Breakthrough Personalisation: Delivering Relevantand Valuable Content to Your Customer inInnovative Ways

FACILITATOR:

Alex CheesemanHead of International StrategyNewsCred

Content marketing is one of the fastest growing trends in digital, yet still remains anunfulfilled opportunity for many global brands. Understanding that technology hasadapted faster than human behavior and that content is now intrinsic to allcommunications is critical for success. This interactive session will help you tounderstand what the opportunity is for your business and what you need to do todrive both customer and business value.

Key Take-Aways:

g Insight on what content marketing is and why it’s important to yourbusiness

g Success factors in driving both customer and business value with contentg A framework to understand how to deliver an effective content marketing

strategy for your business

12:15 Food For Thought – Networking Roundtables Hostedby Industry LeadersPractitioners and solution providers host a menu of luncheon roundtablediscussions on pertinent industry issues. Dine and dish with industryexperts. The list of roundtable discussion topics will be available on-site.


CONCURRENT COLLABORATION ZONES – PEER COUNCILS13:20 Peer Council sessions are participant-driven discussions focusing

on your key challenges and concerns.


Zone 1: Cross-Channel Agility through Integration of CRMand Marketing Automation Processes and Data

MODERATOR:

Gerard PeyronneGlobal eCRM & Marketing Automation LeaderDuPont

The agility and flexibility of marketing automation gives us a unique opportunity toorchestrate relevant and personalized customer experiences across marketing &sales channels. During this interactive session, we will be reviewing the key benefits& challenges of different models for integrating CRM and marketing automation sothat these two key technologies can collaborate effectively and intensively.

Key Take-Aways:

g Framework to design the right integration for your business (i.e. aligned with your business objectives and organizational structure)

g Critical success factors and lesson learned from different integration approaches

g Best practices for designing & intensifying orchestration between online andoffline channels



TUESDAY, 26 JANUARY – WEDNESDAY, 27 JANUARY 2016 Join Our Digital Marketing LinkedIn Community: www.frost.com/linkedin-MAR

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Wednesday - Agenda



Zone 2: A Footprint for Stronger Sales and Marketing Collaboration

MODERATOR:

Justin HancockGlobal Head of B2B MarketingGett

Revenue potential is at its highest when sales and marketing teams work as a well-oiled machine. In this instance, B2B marketers can also understand where best toinvest time and resources to achieve significant growth across the B2B engine.

Key Take-Aways:

g Best practices for sales and marketing funnel optimisationg Fresh perspective on which clients your account managers should focus their

efforts on to achieve quick growth and what marketing can do to assistg An automated framework for outbound and inbound sales & marketing efforts


FRESH PERSPECTIVE14:10 Content Marketing and Social Media Integration –

Insight on a Transformation from a Traditional to aModern Marketing ApproachGiuseppe CaltabianoVice President, Marketing Integration - Social Media, PR, Content Process and ToolsSchneider Electric

B2B firms tend to be concerned that their solutions aren’t sexy enough forcontent marketing – but only if the approach on doing content marketing iswrong in the first place. So how to transform your marketing strategy from anoutdated traditional to a modern and successful model aligned with growth andbusiness goals? This can be done through a proper integration of content andsocial media marketing and a deep transformation of its overall marketing model.

Key Take-Aways:

g Insight on a transformation from a traditional marketing to a modernmarketing strategy in a large firm

g Case history on a seamless integration of content and social media marketing g Best practices for the evolution of a firm’s marketing model



TRANSFORMATIVE THINKING15:15 The Future of Digital Purchasing, e-Commerce, and

How it Will Change Sales and MarketingLuisella Giani Head of Digital StrategyAxalta Coating Systems

How customers' behaviours and their purchase processes are changing thanks tosocial, mobile and digital media? How to transform sales and marketing from a tacticaland transactional activity to a more engaging and strategic customers interaction?How to reach an efficient balance between standardisation and localisation embracingthe digital transformation in sales and marketing? How eCommerce will affectdistribution? No matter how successful your current business is, digital is deeplytransforming the customers buying decision model. Adapt to their changingbehaviours and offer to your sales force the tools, training and content to deal withthe evolution, it is not a choice, it is an imperative to remain competitive.

Key Take-Aways:

g A framework based on real life success case; how you can unleash thedigital quotient of your sales and marketing team

g Critical factors and must have digital tools to transform sales performance,take advantage of digital platforms, to evolve customers purchase behaviour

g Best practices on how to guide your sales and marketing team intoredefining their relationship with the customers crafting an engaging andwinning offer thanks to training, content marketing, customers data

INTERACTIVE15:45 Top Take Aways Panel – Weighing In on

Implementation Ideas from Digital Marketing, 2016:Europe Executive MindXchange

MODERATOR:

Ricky CoussinsManaging PartnerCoussins Associates Marketing Consultancy

PANELISTS INCLUDE:

Massimiliano Cattani Senior Director Marketing & Strategic Planning EMEAIHoneywell International Sàrl

Lisbeth Meng Collignon Director, Market CommunicationsVelux

Stephen DelvoyeHead of Global Marketing CommunicationsBekaert N.V.

Amanda Macdonald Head of EMEA MarketingPanduit

Participants at each Digital Marketing Executive MindXchange come away with a wealth of key learnings and it can be a challenge to take it all in. Duringthis interactive session members of our Advisory Board will highlight the mostimportant themes, key take-aways and lessons learned as a capstone for the event.

16:15 Digital Marketing 2016, Europe: A Frost & SullivanExecutive MindXchange Concludes


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You will benefit from a thorough and focused chronicle of the Frost & Sullivan Executive MindXchange, including key take-aways and action items toimplement in your own organization. These collections, prepared mostly by your peers,ensure you don't miss out on any of the sessions that run concurrently with those thatyou chose to attend. Simply stated, we pull out the golden nuggets of the event for you.

n Access to all notes; let us do all of the note taking for you

n Take the event home to your teammates that were unable to attend

n Ensure you benefit from all the sessions, even the ones you missed

n Never forget what you learned and who spoke at the event

n Huge savings for these esteemed chronicles for event participants

n Plus much, much more!

The all new The Executive MindXchange Chronicles* are now available forpurchase. Event participants will receive savings of over 50%. Additional savings applywhen purchased prior to the event.

Participant Pricing: Non-Participant Pricing:Pre-event: $395 $695Post-event: $495

* Frost & Sullivan makes every effort to collect and ensure the quality of individual session chronicles; however, the summaries presented in the articles are the expert opinion of the writers and inclusion/exclusion of specific material is at the discretion of eachspeaker. While every effort is made, there is no guarantee that notes for each and every session will be submitted as requested.

WHAT DO YOU GET?

THE BENEFITS ARE NUMEROUS:

PRICING:

INTERESTED, AND WANT TO LEARN MORE?

Now you can have your very own detailed summary of the event presentations, generalsessions and interactive sessions, to bring back to your organization and team.

Get Your Hands on The Executive MindXchange Chronicles:A Real Golden Nugget that Continues to Add Value Post-Event

PREVIOUS & UPCOMING EVENTSAVAILABLE FOR PURCHASE

New Product Innovation & Development: A Frost & Sullivan Executive MindXchangewww.frost.com/pds

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Medical Technologies:A Frost & Sullivan Executive MindXchangewww.frost.com/medtech

Customer Contact, East:A Frost & Sullivan Executive MindXchangewww.frost.com/ccs

Strategic and Competitive Intelligence Professionals International Conference & Exhibitionwww.scip.org

Digital Marketing:A Frost & Sullivan Executive MindXchangewww.frost.com/mar

GIL The Global Community ofGrowth, Innovation and Leadershipwww.frost.com/gil

Customer Contact, West:A Frost & Sullivan Executive MindXchangewww.frost.com/ccw

Visit: www.frost.com/chronicles or www.frost.com/events

Contact: Matthew McSweegan @ 516-255-3812 or email: [email protected] and keep the benefits coming even after the event.

Register Now • [email protected] • tel: 1.877.GO FROST (1.877.463.7678) • fax: 1.888.674.3329 • www.frost.com/mar-europe 11

Registrat ion

VENUE INFORMATION

Hotel Cascais Miragem Health & SpaAv. Marginal 8554 2754-536 Cascais, PortugalPhone: +351 210 060 600

Frost & Sullivan will be reserving a limited number ofdiscounted rooms at the event property. Please contactthe property directly for rates, availability, and to bookyour accommodations. Be sure to mention you will beparticipating in the Frost & Sullivan event.

REGISTER:

:ONLINEwww.frost.com/mar-europe

*[email protected]

) PHONE1.877.GO FROST (1.877.463. 7678)

Registration/Pricing Schedule

About Frost & Sullivan

Registration at Frost & Sullivan Executive MindXchange events is subject to review, and restricted to end user

practitioners. Therefore, we reserve the right to decline attendance to any company deemed to be a vendor in

the market. For information on how to sponsor a Frost & Sullivan Executive MindXchange, please contact

Gary Robbins at [email protected].

PAYMENT PROCEDURES

Payment in full is required immediately upon registration and is non-refundable and also must be received by Frost & Sullivan prior to the event start date. If payment has not been received by

Frost & Sullivan prior to the event start date you will not be able to attend the Executive MindXchange. If, for any reason, you are unable to attend the Executive MindXchange for which you are registered,

and notify Frost & Sullivan in writing more than 3 weeks prior to the event start date, a one-time credit will be issued for use toward registration at any other Frost & Sullivan Executive MindXchange.

The credit must be used within 90 days of the original registration date and can be applied to any Executive MindXchange event scheduled up to one calendar year from the event for which you originally

registered. Credits may not be transferred more than once, and all unused credit(s) will be forfeited after 90 days. Cancellation within 21 days prior to the event will incur a one time fee of $500. The

remaining balance can be applied to any Executive MindXchange up to one calendar year from the event for which you originally registered. Notification must be received by Frost & Sullivan in writing. If

you do not attend the event and fail to notify Frost & Sullivan PRIOR to the event, no credit will be issued. Every effort is made to ensure that the speakers noted in this brochure are present, but changes

beyond the control of Frost & Sullivan may occur. The program agenda will be updated biweekly and can be downloaded from www.frost.com/mar-europe

Register online! www.frost.com/mar-europe

Participant Package Includes

Schedule a Complimentary One-on-One Growth Strategy Dialogue

Digital Marketing 2016, Europe:A F r o s t & S u l l i v a n E x e c u t i v e M i n d c h a n g e

25 – 27 January 2016 | Hotel Cascais Miragem Health & Spa | Cascais, Portugal

12–07–15

gg Complete Series €1995 (€50 Savings)(Includes General Session, Dine Around)

A-la-carte options:gg Event Registration - General Session Pass Only €1895

gg Dine Around Cascais €75


1. Complete access to all keynotes, interactive workshops and non-stop networking activities

2. Subscription to our quarterly Digital Marketing 2016, Europe: eBulletin

3. Access to dozens of Marketing industry articles & white papers

4. Complete access to our onDemand library of recent industry eBroadcasts

5. Membership to Frost & Sullivan's Digital Marketing 2016, Europe: LinkedIn Community; available only to current and other approved VIP companies

For more details on these registration features, visit: www.frost.com/YourParticipation

A Growth Strategy Dialogue (GSD) is a customized session for Senior Executives facilitated by a Frost & Sullivan growthstrategy consultant and a tenured industry analyst. Ask questions and brainstorm with experts to evaluate and enhanceyour growth strategy. These free on-site sessions are exclusive with a limited number of slots, and reservations will beconfirmed on a first-come, first-served basis.

gg Please have a Frost & Sullivan associate contact me to secure my Growth Strategy Dialogue time slot.

Group Discounts AvailableContact: 1.877.GO FROST for details)

Subscribe to the Sales & Marketing eBulletin

A Quarterly eBulletin From the Organizers of theDigital Marketing 2016, Europe:Executive MindXchange Event

To SubscribeVisit www.frost.com/mar

Frost & Sullivan, the GrowthPartnership Company, works incollaboration with clients to leveragevisionary innovation that addressesthe global challenges and relatedgrowth opportunities that will makeor break today's market participants.For more than 50 years, we havebeen developing growth strategies

for the Global 1000, emerging businesses, the public sectorand the investment community. Is your organisationprepared for the next profound wave of industryconvergence, disruptive technologies, increasingcompetitive intensity, Mega Trends, breakthrough bestpractices, changing customer dynamics and emergingeconomies? Contact us: Start the discussionwww.frost.com


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