2012 ANA Business-To-Business Members Only Conference @ Motorola Solutions, Inc

2012 ANA Business-to-Business Members Only Conference @ Motorola Solutions, Inc.

Thursday, September 6, 2012 | Schaumburg, IL

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2012 ANA Business-to-Business Members Only Conference @ Motorola Solutions, Inc.

Agenda...... pg 3

Attendees...... pg 5

Speaker Bios �� pg 7

ANA Information �� pg 9

www.ana.net 2 Agenda

2012 ANA Business-to-Business Members Only Conference @ Motorola Solutions, Inc.

Agenda

Breakfast (8:15 a.m.) USG CORPORATION CASE STUDY: AON PLC: SOCIAL STARTS FROM WITHIN WEIGHT HAS BEEN LIFTED Businesses today tend to focus their General Session (9:00 a.m.) USG is a leading producer of building social media efforts on connecting materials for environments from only with customers or prospects. At MOTOROLA SOLUTIONS CASE STUDY: major commercial developments and Aon, a global company built through TAKING THE 4 P’S TO B2B residential housing to simple home 450 acquisitions with 62,000 improvements. We will hear a case employees in 120 countries, the Recognizing the promise of a mar- study on their recent B2B campaign, social strategy started from within. It ket-driven, solutions oriented “Weight Has Been Lifted”, aimed at included the creation of PeopleFinder, marketing model, Motorola Solutions introducing an enticing trial of a new which used social media to leverage is shifting away from the long-recog- lightweight wallboard product to con- the collective knowledge of their nized (and often criticized) “4 P’s” struction workers across the US. employees. The company also approach, which is focused on developed a fun and multifaceted product, promotion, price and place Mark Joseph online competition called “Pass It Senior Manager, Integrated Marketing to organize the elements of On” tying their Manchester United USG Corporation marketing. The new model focuses corporate sponsorship to foster on the solution, the customer needs corporate unity and engagement and the market environment. Learn with clients. On the client side Aon how Motorola Solutions is weaving leverages social media intelligence to this new approach into everything identify new business opportunities they do. with predefined prospects and Shamik Mukherjee existing clients. As the world’s Senior Director, Product and Solutions Marketing leading provider of risk management Motorola Solutions, Inc. and HR consulting services Aon offers social media intelligence, research, strategy development and execution for reputation management in the social sphere. Learn how Aon leverages all these social touch points to increase employee knowledge and engagement, identify new business opportunities and provide new services to its clients.

Frank Helmert Vice President, Global Interactive Marketing Aon plc

Lunch (12:00 p.m.)

www.ana.net 3 Agenda Cont.

2012 ANA Business-to-Business Members Only Conference @ Motorola Solutions, Inc.

General Session Cont. (1:00 p.m.) GOOD PRODUCTS DON’T SELL THEMSELVES: HOW B2B MARKETERS CLIENT PROGRAMS THAT DRIVE CAN INCREASE DIGITAL ROI LOYALTY AND PROFITABLE GROWTH This session will introduce a method- Referencing his groundbreaking ology that B2B marketers can follow book, The B2B Executive Playbook, to increase their chances for better Sean Geehan will describe the ROI when using digital media. It will framework and key principles used cover specifics around segmenta- in developing a playbook for creating tion, profiling and the ingredients strategic relationships that yield needed to build a successful powerful business results. You will campaign. learn the significant impact Market German Sacristan Alignment can have on your organi- Return on Marketing Investment Developer, zation and proven approaches to: Manager, America’s Region Eastman Kodak Company • Engage your most valuable customers in highly relevant and meaningful ways that differentiate Adjournment (3:00 p.m.) you from other providers and sys- tematically build deeper relationships and loyalty.

• Generate powerful, direct market insights used to align your executive team with the market- place in order to make strategic decisions and better allocate limited resources for significant business results.

• Link customer programs directly with organizational priorities to ensure maximum impact and relevance to the organization’s success as well as eliminate existing redundancies and reduce less significant efforts.

Sean Geehan Author, The B2B Executive Playbook Founder, The Geehan Group

www.ana.net 4 Attendees

2012 ANA Business-to-Business Members Only Conference @ Motorola Solutions, Inc.

Julia Barry Don Clippinger Michelle Godfrey Debbie Lewandowski Business Manager Sr Mgr, Business Development- Consumer Activation Manager Strategic Competitive Assessment Kraft Foods, Inc. Partnership Mgmt Walgreen Company Team Leader Motorola Mobility, Inc. Avaya Inc. Katherine Bazzoni Jashin Gugnani Senior SRM Megan Collins Director, Snacks Wan Lin W.W. Grainger, Inc. Demand Generation Specialist Kraft Foods, Inc. Industry Analyst Relations Lead Motorola Solutions, Inc. Motorola Solutions, Inc. Candice Benda Frank Helmert Acct Manager - ECommerce Amanda Conforti Vice President, Bart Lipinski W.W. Grainger, Inc. Solutions Marketing Manager Global Interactive Marketing Global IMC Manager Motorola Solutions, Inc. Aon Corporation Motorola Solutions, Inc. Patricia Beranger Marketing Communications Eduardo Conrado Alvin Hinchen Alan Lopez Southern Cone Senior Vice President Mailing Specialist Marketing Director, Public Safety Motorola Solutions, Inc. and Chief Marketing Officer United States Postal Service Motorola Solutions, Inc. Motorola Solutions, Inc. Jennifer Berg Barry Issberner Alice Marder Marketing Communications Manager Brian Davidson Senior Director, Solutions Senior Manager, Integrated Marketing Motorola Solutions, Inc. Vice President, Member Relations & Product Marketing Cars.Com ANA Motorola Solutions, Inc. Erica Boklewski Bethany Marks Marketing Consultant Elise DeRoos Lindsay Jacobs Solutions Marketing Motorola Solutions, Inc. Marketing Director Senior Buyer, Marketing Procurement Motorola Solutions, Inc. Underwriters Laboratories Kraft Foods, Inc. Dave Botma Liz Matz Traffic/Production, Print & Packaging Brendan Duffy Mark Joseph Senior Product Marketing Consultant USG Corporation Vice President, Marketing Senior Manager, Integrated Marketing Motorola Solutions, Inc. Caravan Tours USG Corporation Tammy Bunke Elizabeth Mayer North America Marketing Communications Holly Esch Nikos Karavitis Global Category Manager Motorola Solutions, Inc. Account Executive Demand Generation Specialist Motorola Solutions, Inc. Chicago Fire Motorola Solutions, Inc. Tammi Burke Linda McGovern Manager, Customer Marketing/ Robb Finn Arlene King Director, Marketing Communications Director, Marketing Communications Vertical Market Manager USG Corporation Underwriters Laboratories W.W. Grainger, Inc. Motorola Solutions, Inc. Evan McLaughlin Ladaska Burton Mark Galliher Polly Leonard Editor, Global Integrated EPromotions Manager Director, Member Relations Manager, North America Marketing Marketing Communications Sears Holdings Corporation ANA Communications Motorola Solutions, Inc. Motorola Solutions, Inc. Dave Carlson Christy Garippo Tama McWhinney Director, Customer Experiences & Events Marketing Manager Julie Levin Director, Corporate Communications Motorola Solutions, Inc. Motorola Solutions, Inc. Senior External Communications Motorola Solutions Specialist David Chen Sean Geehan Motorola Solutions, Inc. Laura Meier Senior Search Engine Marketing Manager Founder Demand Generation Specialist W.W. Grainger, Inc. Geehan Group Motorola Solutions, Inc.

www.ana.net 5 Attendees Cont.

2012 ANA Business-to-Business Members Only Conference @ Motorola Solutions, Inc.

Yasmin Melendez Debbie Patock Lucino Sotelo Sonia Vasquez Director, Committees & Conferences Motorola Solutions, Inc. Head of Digital Marketing GE Healthcare ANA Grant Thornton LLP Jennifer Piggott Heidi Walczak Jennifer Mesenbrink Director, National Sales Vicky Sparks Product Marketing Manager Editor-in-chief, Global Integrated General Growth Properties, Inc. Manager, Media Procurement Motorola Solutions, Inc. Marketing Communications W.W. Grainger, Inc. Motorola Solutions, Inc. Rachan Rao Leigh Walczak Marketing Manager Sydney Stinson Ferguson Coordinator, Conferences Taqi Mohiuddin GE Healthcare Director, Consumer Activation ANA Senior Market Manager Walgreen Company Motorola Solutions, Inc. Stephanie Rapone Leann Whalen Senior Marketing Specialist Megan Stock Senior Global Marketing Manager Karla Moreno Underwriters Laboratories Marketing Category Manager Motorola Solutions, Inc. Marketing Specialist Motorola Solutions, Inc. Motorola Solutions, Inc. German Sacristan Lionel White Return on Marketing Investment Janine Tansey Senior Manager Shamik Mukherjee Developer, Manager, America’s Region Curriculum Designer Hewlett-Packard Company Senior Director, Eastman Kodak Company Abbott Laboratories Product and Solutions Marketing Michelle Wilkosz-McCarthy Motorola Solutions, Inc. Steven Samolinski Jay Thomas Intranet Consultant for Global Marketing Director, Product Management Marketing Manager Motorola Solutions, Inc. Caitlin Nitz Ingersoll Rand NISH Knowledge and Research Specialist Residential Solutions Steven Yde ANA Sue Topp Director of Marketing Arvind Sharma Manager, Motorola Solutions Wahl Clipper Corporation Charley Orwig Brand Manager Heritage Services Business Manager - Tassimo Pro Whirlpool Corporation Motorola Solutions, Inc. Kimberly Young Kraft Foods, Inc. Marketing Manager Lori Sherman Gary Van Prooyen Allstate Insurance Company Susan Partinton Senior Marketing Manager Director, Global Brand and Creative Database Manager USG Corporation Motorola Solutions, Inc. Motorola Solutions, Inc. Justine Sinkus Therese Van Ryne Parvez Patel Channel Marketing Manager - Retail External Communications Manager Sr. Director - EMarketing USG Corporation Motorola Solutions, Inc. W.W. Grainger, Inc.

www.ana.net 6 Speaker Bios

2012 ANA Business-to-Business Members Only Conference @ Motorola Solutions, Inc.

With more than 20 years of extensive experience in the areas of leadership, strategy, sales, marketing and product development, Sean is the recognized expert on B2B leadership, executive market engagement programs and integrating innovation into the strategic planning process to drive long-term and predictable business results. Sean received the prestigious Ernst & Young Entrepreneur of the Year award in 2002 and since has been inducted into the E&Y National Hall of Fame. He holds a BA in marketing/finance and an MBA from the University of Dayton and has attended executive programs at Columbia, Northwestern and Harvard. His groundbreaking debut book, The B2B Executive Playbook (Clerisy Press), is a national bestseller and is the first book in the Sean Geehan market to exclusively focus on running a B2B company. As the chief executive officer and founder Author, of Geehan Group, Sean is a recognized B2B expert in connecting executives to their most strategic The B2B customers to set strategies, priorities, and allocate resources in order to maximize customer Executive Playbook retention, sales, profits and lead them to sustainable, predictable and profitable growth. Founder, The Geehan Group

Frank Helmert leads global interactive marketing for Aon, the leading global provider of risk management, insurance and reinsurance brokerage, human resources solutions and outsourcing services. He is responsible for the strategic integration of all digital marketing channels, including corporate websites, lead generation programs, campaign websites, SEO, social media, digital branding, and the global intranet platform. Frank joined Aon in 2008 as the head of marketing and communications for Germany where he implemented marketing strategies for 30+ service lines. In June 2010 he moved to Chicago to lead Aon’s global interactive marketing initiatives and build the new knowledge management platform for Aon. In his current role he introduced automated lead genera- Frank Helmert tion and distribution programs for a global matrix organization, significantly reducing lead process Vice President, Global time and increasing conversion. His team launched a highly successful SEO (Sitecatalyst, Eloqua, Interactive Marketing Salesforce.com) program focused on key service lines, providing full transparency on conversion Aon plc across platforms. In 2010 Frank started Aon’s social media council with 100+ members globally. The team developed a social media policy and training modules for colleagues and implemented social sharing functionality across Aon’s digital properties. They are currently introducing advanced analytics for the company’s 150+ social media channels as well as social media intelligence to identify and mitigate risk-related client issues.

www.ana.net 7 Speaker Bios Cont.

2012 ANA Business-to-Business Members Only Conference @ Motorola Solutions, Inc.

Mark Joseph is a senior marketing leader with proven accomplishments in marketing strategy, integrated marketing, branding and media relations. His current position is senior manager, integrated marketing for Chicago based USG Corporation, a leading building products manufacturer. Joseph is responsible for establishing the marketing strategy for all business lines, including industry leading Sheetrock® brand gypsum panels. With more than 25 years of business-to-business marketing experience, Joseph’s progressive marketing responsibilities include brand branding and strategy initiatives with leading companies including, Fel-Pro Incorporated, United Airlines Cargo and USG Corporation. During his presentation, Joseph will provide insights into a recent revolutionary product Mark Joseph introduction for the building products industry sharing details on the marketing situation, product Senior Manager, development and creative executions. Integrated Marketing USG Corporation

Shamik Mukherjee leads the product and solutions marketing organization at Motorola Solutions and is responsible for developing compelling value propositions, driving thought leadership and managing product launches that fuel demand for Motorola Solutions’ full offering. Shamik has been in the telecommunications industry for over 12 years and served both equipment manufacturers and service providers in product engineering, product development and consultancy functions. Shamik is a technologist by training, with a bachelors and masters in electrical engineering. For 5 years, he worked at Deloitte where he served as a strategic consultant for major players in the tech- nology, media and telecom industries. At Motorola, Shamik was a research engineer in Motorola Shamik Mukherjee labs and then later joined the product marketing organization. Shamik is focused on guiding his Senior Director, Product team toward delivering innovative marketing initiatives that strengthen customer engagements, grow and Solutions Marketing market eminence, and influence our product and business strategy. Motorola Solutions Inc.

German Sacristan offers a wealth of knowledge in international sales, marketing and business development experience in dominant, multinational corporations. He is a result driven, multi task professional, and was awarded MVP in one of the most competitive markets in the world. German has proven his ability to grow market share from 26% to 80% and successfully launch marketing campaigns, achieving double digits in response rates. He is a highly experienced executive who has guided various teams of professionals and businesses to new levels of success in highly competitive markets and is effective at identifying opportunities, developing and providing business solutions.

German Sacristan Return on Marketing Developer, Manager, America’s Region Eastman Kodak Company

www.ana.net 8 ANA MEMBERS BENEFIT FROM the extensive experience of 450 companies & 10,000 brands that collectively spend more than $250 billion on marketing and advertising each year.

MASTERFUL MARKETING Founded in

1910, the is more than the most experienced marketing and advertising association in the U.S.

It is a community of the masters of marketing, the cream of the industry’s crop.

...just the best No No agencies media marketing practitioners from many of the country’s most prestigious organizations.

www.ana.net ANA Member Benefits

The Benefits of an ANA Membership to You, Your Team, and Your Company.

Expand Your Marketing Horizons

> Exclusive Industry Content If knowledge is power, then the ANA’s Marketing Knowledge Center is a supercharged source of proprietary marketing material. The center offers members more than 5,000 battle-tested insights, actionable best practices, and illuminating case studies covering all aspects of the communications process. We also publish 12 research surveys throughout the year, giving you essential insight on emerging trends and issues identified by members. If you have a vital marketing question or challenge, our team of research experts provides complimentary customized reports to give you the know-how you need to be successful. www.ana.net/mkc

> Career Enrichment In a fast-changing marketing landscape, ongoing professional development is a requirement to meet the challenges of tomorrow. The ANA School of Marketing provides you with the core skills necessary to stay current and advance your career. Courses are taught by practicing marketing professionals with hands-on business experience and success, ensuring a real-world experience. If you’re pressed for time, our complimentary webinars will get you up to speed quickly on critical industry topics. www.ana.net/schoolofmarketing

> Peer-to-Peer Networking We offer extensive peer-to-peer networking opportunities throughout the year. You can join one of several ANA committees, which tackle a variety of hot-button industry issues by tapping into the collective intelligence of both members and outside experts. For executive-level marketers, we offer our exclusive “CMO Connections” series, which facilitates peer-to-peer networking with unparalleled access to fresh thinking and new insights. www.ana.net/events & www.ana.net/community We’re dedicated to helping you get the most out of an ANA membership. Our membership team is comprised of seasoned marketers with years of experience across a broad range of industries. To learn more about the benefits of an ANA membership, please visit www.ana.net/membership. We’re dedicated to helping you get the most out of an ANA membership. Our membership team is comprised of seasoned marketers with years of experience across a broad range of industries. To learn more about the benefits of an ANA membership, please visitwww.ana.net/membership .

EASTERN REGION CENTRAL REGION WESTERN REGION Bill Zengel | [email protected] Brian Davidson | [email protected] Tracy Owens | [email protected] 212.455.8022 212.455.8012 310.593.4910

www.ana.net 10 ANA Member Benefits

The ANA is committed to helping you improve your marketing skills, increase your team’s marketing effectiveness, and boost your company’s marketing investment.

Increase Your Team’s Marketing Effectiveness

> Onsite Growth Opportunities The ANA School of Marketing will come straight to your doorstep to help you resolve your most pressing pain points. Led by some of the brightest minds in marketing, each training program is designed to increase your team’s marketing effectiveness, reduce marketing waste, and drive ROI. Participants enjoy a hands-on experience customized to fit your specific business needs and culture. www.ana.net/schoolofmarketing

> National and Regional Conferences Our content-rich national industry conferences take you inside the minds of today’s smartest brand marketers, providing your team with the motivation it needs to take that giant step forward. We host nine national and 25 regional invitation-only events on the most timely and relevant industry topics, including digital, mobile, and social marketing; procurement and sourcing; multicultural marketing; branding; and creativity. www.ana.net/events

> Masters of Marketing Our signature annual conference is like no other in the industry, bringing together the world’s most senior marketers and industry thought leaders for three inspiring days. Your team will learn firsthand how these highly skilled brand mavens drive exponential sales, profitability, and share-of-market results. As one attendee noted, “It is the premier event for marketers to learn and recharge.” www.ana.net/events

Boost Your Company’s Marketing Investment

> A Voice in Washington In Washington, D.C., where industry-altering decisions are made, the ANA is a leading voice for the marketing community at both the state and national levels. We work on your company’s behalf to address key legislative and regulatory issues, promote industry policies and practices, and protect the ability of all marketers to communicate effectively with consumers. Our government affairs team leverages its leadership to underscore the immense economic value that your marketing investment contributes to individuals and society at large. www.ana.net/advocacy

> Industry-Wide Connections Our national industry conferences, including the Masters of Marketing, offer the perfect venue for your company to not only network with peers and forge business opportunities, but also discover difference-making ideas. You will have numerous opportunities to connect with thought leaders across the entire marketing ecosystem, including peer marketers, agencies, media companies, associations, consultants, and academicians. www.ana.net/events

www.ana.net 11 ANA Upcoming Events Calendar

2012 ANA Business-to-Business Members Only Conference @ Motorola Solutions, Inc.