Scottsdale, AZ – October 13, 2017: CDM Media is pleased to announce Chanel Suggs, Founder and CEO of Wyvern Security LLC as our keynote speaker for the CISO US Summit on November 12-14 in Scottsdale, AZ.
Dr. Chanel Suggs, or the Duchess of Cybersecurity has over 15 years of experience in cyber security. Her Research focus is host based systems and artificial intelligence. She has worked for large firms such as EMC, Cisco Systems, Time Warner Cable, and Verizon. Suggs holds a Doctorate of Science in Cybersecurity, Masters in Project management, MBA, MS Information Assurance, MS Networking and Communication, and a BS in Computer Science.
Dr. Suggs academic education, degrees, and certification combined with her vast experience enables her to understand her clients’ issues and create the best possible solutions. She is a cyber security expert consultant who has authored two books on the subject that are predicted to become bestsellers. She founded Wyvern Security LLC and has lead it to become the market leader in providing top class solutions to combat cyber security hacks. Wyvern serves to educate organizations about cyber security, provide security consultation, and research solutions to stay ahead of data breaches. Dr. Suggs serves at the President and CEO of Wyvern Security and is also an adjunct professor and exam writer, and an Advisory Board Member of EC Council University.
At the CISO US Summit, Dr. Suggs will lead a keynote presentation on: “Hacking to Prevent Data Breaches: The Art of Exploitation”. She will be joined by other speakers including:
Juan Gomez-Sanchez, Chief Security Officer, and Margarita Santiago, Senior Director, Risk & Compliance at Lennar Corp. – Security at the Speed of Business
Jim Castle, CISO, Conagra Foods – Building Dynamic Security Teams
Brian Lawhorn, CISO, Kroger Co. – IT Integration in a Distributed World
Mark Van Holsbeck, CISO (Director of IT and IS), Avery Dennison – Security and Compliance; Chicken and Egg or Chalk and Cheese
Robert Hofstatter, VP, Global Information Security Operation Services, Scotiabank – What is the Future of Information Security?
Paul Black, VP Cyber Security Operations, McKesson – The Next Generation Security Operations Center
Hussein Mereby, Executive Information Security Director (CISO), Veritiv – Artificial Intelligence and the Rise of Advanced Machine Learning
John Whiting, CSO, DDB Worldwide (An Omnicom Co.) – GDPR is Coming – Is Your Cyber Security Program Prepared
London, UK – October 6, 2017: CDM Media, a leading B2B marketing and media firm, has announced Mark Chillingworth as Official Summit Partner and Master of Ceremonies at the CIO UK Summit on October 26, 2017 at the May Fair Hotel, London, UK.
Mark Chillingworth has been writing about and hosting CIO/CTO community events and podcasts since January 2008. Every week, Chillingworth interviews and hosts debates with leading CIOs from financial services, government, manufacturing, retail and health. In 2016, Chillingworth co-founded Horizon Business Innovation – a podcast, web and live events platform – to bring innovative CIOs and challenger suppliers together. Prior to editing Horizon, Chillingworth spent 8 years as the Editor of CIO UK and created CIO 100 formats in a tenure that took the title from failure to award winner.
The CIO UK Summit draws together 50 senior enterprise IT executives to benchmark and knowledge-share around key themes including AI & robotics, cloud, cybersecurity, digital transformation, GDPR, IoT, blockchain and many more hot industry topics.
Allison Nau, Managing Director of Data, Cox Automotive – Mobilizing Data from across the Organization
Mark Aikman, Group CIO, The North of England P&I Association – IT is dead. Long live IT
Michael Natusch, Global Head of AI, Prudential PLC – Making the Most of your Data in the Digital Transformation Journey
Fall is here and that means the start of summit season at CDM Media. The next few months will be jam-packed with exciting panels, discussions, and presentations at each of our thought leadership events.
We kicked off the season with the CIO & CISO New York Summits held at Convene Conference Center in the heart of downtown Manhattan. These two well established programs have a track record of success and, thanks to all the hard work and effort, that success continued this year.
We hosted an impressive group of delegates at both events as our Relationship Management team delivered delegate attendees from some of the most powerful and influential companies in the United States.
A highlight from these two summits was a panel discussion featuring Paul Wilner, CIO of Pall Corporation, Richard Entrup, Global CIO at Christie’s, Karl Schoen-Rene, Director of IT Security of Knights of Columbus, and David Van Skiver, Director of Information Risk Management and Security at Merck.
The discussion focused on Facilitating Technology-Enabled Business Transformation. This topic has never been more poignant and timely and the panelists did not disappoint with an engaging and interactive discussion.
Key points discussed included how transformations affects hiring and company culture followed by how companies need to adapt to the new technology landscape. Changes have not only altered company structure, but the IT department culture as well. “Visibility and likability are two qualities needed to be successful in the new age” asserted one CIO panelist.
This was just one of the stirring and informative sessions at the summits that were already filled with guidance, stories, tools, and techniques from our great participants. When asking our panelists, attendees and sponsors why they attend CDM Media’s CIO and CISO summits, one executive noted that they “want their team to know what type of business solutions and what type of automation is currently available on the market.” There is no better place to gather that information than at a CDM Media event.
Click to view full event calendar for more information on future events.
Innovative Digital Publications and Platforms Join EMEA Summit Series
Chicago – August 22, 2017: CDM Media, a leading B2B marketing and media firm, has announced Business Review Europe and Gigabit as featured partners of the CIO / CISO GAS Summit (September 21, 2017), CIO Finance Summit Europe (October 26, 2017), CIO Insurance Summit Europe (October 26, 2017), CIO BFSI Summit Europe (October 26, 2017).
Business Review Europe is an innovative digital publication offering business executives insight into the operations, innovations, financial strategies and other business practices of industry leaders throughout Europe. With a physical presence in many of the world’s largest economies, Business Review Europe is abreast of news and developments occurring around the clock.
Gigabit is a digital information and media platform for executives and leaders, providing expert insight into the ever-expanding space occupied by technology in business. Packed with deep features and insight from key leaders in business, Gigabit content can be found online or via our exclusive digital magazine, distributed monthly to a select membership of industry leaders around the world.
CDM Media is thrilled to partner with such innovative platforms and publications. To learn more about the Business Review Europe and Gigabit, visit their websites. http://www.businessrevieweurope.eu/ | http://www.gigabit.net/
To learn more about the summits Business Review Europe and Gigabit will be attending, visit:
1. Spending too much money generating top of funnel leads.
According to a Salesforce.com report, only 13% of B2B leads will generate an opportunity and, on average, only 6% of opportunities will produce revenue. That means less than 1% of leads will yield a sale. On top of that, the average time for a lead to convert to an opportunity was 84 days (nearly an entire quarter) just to generate the opportunity. In 2018, top marketers will be shifting their dollars from generating top of funnel, broad based leads to a more targeted, Account-Based Marketing (ABM) focused leads.
2. Relying on sales to generate middle of funnel leads.
Your sales team is great at sales, but are typically inconsistent at generating sales qualified leads (SQL) that will move the needle. Today’s best marketers are data-driven and require accurate tracking of stage, development, progress to make effective decisions. Inconsistent tracking, variable outputs, and de-prioritization make effective decision making next to impossible. In 2018, data-driven marketers will be laser-focused on driving SQLs to their sales teams and tracking revenue conversion. Therefore, investments will be prioritized to (a) generate SQLs consistently and (b) help track progress and (c) development of those accounts alongside the sales team’s efforts.
3. ABM efforts stopped at content/lead development instead of creating face-to-face opportunities.
According to Hubspot, 84% of executives prefer face-to-face meetings when doing business, and 95% believe face-to-face meetings are imperative in order to build lasting business relationships. If you’ve taken an account-based strategy in 2017, but your sales leads haven’t placed you in front of C-level decision makers with those accounts, you haven’t scratched the surface. In 2018, ABM focused marketing executives will be increasing investments to create face-to-face interactions with the critical accounts that will exceed revenue goals. Revenue attribution and account penetration are the new lead generation and funnel-filling methods and smart marketers will be investing where they can see those metrics.
As you plan for 2018, consider these mistakes.
CDM Media has helped our clients to close six and seven figure deals with key target accounts in 2017. Let us help you in 2018. Schedule a call to find out more about how we can work together as a partner in growing revenue with the right accounts next year.
As we approach the start of Q4, CDM Media will be hosting a lineup of fantastic EMEA summits for attendees to take advantage of before the end of the year. We are bringing some of the top C-level executives in IT and security to discuss the industry’s current trends and challenges. The topics that will be discussed include digital transformation, AI, IoT, GDPR, blockchain, robotic process automation (RPA), and many more.
Attendees are provided the unique opportunity to collaborate with likeminded C-suite thought-leaders to benchmark, knowledge-share and network. Closed-door and peer-led, CDM Media summits are the ideal environment for rich content and collaboration.
This week, I spoke to a marketing leader responsible for driving “enterprise level” opportunities for her sales team. She said her number one goal was to drive 10,000 leads this year. While I didn’t say anything, my mind wondered if there were actually 10,000 people that would fit their ideal customer profile. She further mentioned that they use tradeshows to hit that number, but noted that the sales team was not excited about the leads that tradeshows produced.
Following that discussion, I spoke to a sales leader who was responsible for closing “enterprise level” opportunities in the cybersecurity space. He said that while they get many leads from their marketing efforts, these leads generally aren’t sales qualified leads and don’t turn into closed deals.
This is today’s dilemma in enterprise B2B sales and marekting. There is an intense focus on driving leads, but yet research shows that over 90% of leads NEVER convert to a sale. We’ve found that there are two underlying reasons behind this dilemma:
Over 80% of executives who make purchasing decisions, prefer face-to-face meetings as the vehicle to learn about and then buy new solutions.
>90% of B2B Leads don’t result in a face-to-face meeting with an executive.
A 2016 study estimated $83 billion was spent on digital marketing and $26 billion was spent on B2B tradeshows for the purpose of driving leads. However, these leads are not valuable unless they turn into face-to-face meetings with the right people at the right companies.
Part of the issue lies in how success is measured. Cost per lead (CPL) drives a certain behavior focused on simply driving leads. Customer acquisition costs (CAC) or cost per acquisition (CPA) have the promise of uniting marketing and sales into a common measurement, but can still lead to organizational finger pointing. Account-based marketing (ABM) at least jointly focuses marketing and sales on the right companies, but ABM doesn’t guarantee what both sides of the buying/selling equation want – face-to-face discussions.
To be a leader in today’s enterprise B2B world, one needs to move from leads driven by measurements and instead driving face-to-face meetings with the right people. Maybe it is time to have a new measurement: cost per face-to-face meeting (CPF2FM). Maybe that is a measurement that can truly unite sales and marketing.
CDM Media helps sales and marketing leaders grow their revenue through a Sales Acceleration Platform that drives face-to-face meetings and discussions between their company and C-suite executives from their target markets.
Walking into the Executive Exchange Session at the CDM Media CIO Retail Summit in New York, I had formulated five fundamental tenets of digital transformation in the retail industry. The session was about the Race to Retail Digital Transformation between business and IT – who will get there first? After all, retail is all about transforming the consumer experience, provided technology can enable this continuous journey. The room had more than 25 leaders from global enterprises that are living these challenges across the manufacturing and retail industries. I quickly set the context and suggested that there were five tenets of digital transformation in retail. Join me as I walk you through what came out of this thought-provoking session.
Tenet One: Channel Does Not Matter Whether it be online, over the mobile phone, or walking into the store, the channel does not matter to the retail customer. Omnichannel is streamlining the overall customer experience. However, there are other factors to this as was asserted during the session. The online and mobile channels do not readily support the in-person handshake and emotional interaction. Customers are more likely to dismiss a pop-up window than negate an offer from one human to another. One representative of a leading construction equipment manufacturer indicated that the omnichannel options opened up opportunities for their equipment with other online retailers that did not exist before. Thus, even though the channel may not matter to the end customers, it forces the manufacturers and retailers to think differently about the retail business.
Tenet Two: Location Should Not Matter We are now able to ship and receive any item to and from nearly any location. Say, for instance, my spouse is vacationing in Hawaii or just walking the Magnificent Mile in Chicago and she finds an item of her liking. She is then able to order it in the store or online and have it shipped to a location of her choice as well as the ability for it to be received by the person of her choice.
Tenet Three: Automation – and People – Matter Let us not lose sight of the human element. Whether the greeter at the front of the store or the clerk wishing you a nice day, the human element matters! Automation done right is all about increasing the overall efficiency of the end-to-end retail process while redirecting the brainpower to more innovative applications. Next-generation technologies open up options for new business models and newer ways of enhanced customer experience.
Tenet Four: Innovation Matters
Such enablement requires an ecosystem of passionate members to collaborate by bringing together diverse perspectives and embrace innovation. Whether it is between retail enterprises or individuals with expertise in the business of retail, collaboration is the most effective mechanism to sustain innovation. When I referenced Gartner Fellow, Darryl Plummer advocating Connect – Don’t Collect for data sources in the Gartner Symposium last year, Boeing Fellow Brian Laughlin chimed in with a different take on it. Laughlin interpreted the concept of “Collect” being more about siloed teams that do not collaborate with each other and “Connect” being more about unity driven by collaboration and exchange of information. Cognitive diversity through collaboration is fundamental to innovation – which brings me to the fifth tenet.
Tenet Five: Context Is Queen Laughlin explained that for years, retail used to be about location, location, location. With retail’s online presence, this mantra evolved to be content, content, content – what is presented to the customer online. Well, now it is about context, context, context. When the customer is at the store looking for a product, the retailer must have all the relevant information about the customer’s purchasing patterns and within easy reach to make appropriate suggestions. However, this is true for all retail channels. Context with relevant information defines the business moment for the customer. Moreover, it is not just about the data itself, but about the combination of perspectives applied to the synthesized data. Diversity of thought results from the diversity in gender, ethnicity, nationality, etc. The manner in which a male sales associate processes the data about a customer could be very different from his female counterpart. The retailer wants a diverse array of perspectives to better serve the customer and ensure the right context is provided. Context, augmented by diverse perspectives, is the new mantra! Thus, if Content was King yesterday, Context is Queen today!
What say you?
How is your enterprise doing in the race to digital transformation? Are there other tenets that matter for retail digital transformation? Please let me know.
Wow. It’s been an incredible ride. From early on I set the goal of being the number one company in the C-Suite marketing and demand generation space. It was a bold idea for what was a very new and somewhat unknown market. Through the ups and downs (and there have been plenty of both) there haven’t been many constants in my life—my family, location (Chicago/Hawaii/NYC), and strangely enough—you, the CDM Media community; EMPLOYEES, CUSTOMERS AND PARTNERS alike. From my first founding days at the company (when I was deeply in need of sleep, more bootstrap money and some outside reassurance that I was doing the right thing), to the incredible rush of sealing our first deal with a Fortune 500 client within 90 days of ‘opening the doors’, to becoming one of America’s fastest growing private companies’ just six short years later. It felt like the sky was the limit and the great thing from my perspective is, it still is! Even in the darkest hours of the past decade, when I’ve felt the most alone, dispondent and over-extended, you’ve been there too.
I get to see a lot of you in person at our office locations, summits and events around the world. But I also get to see you right here online—on LinkedIn, Twitter or through email. Your support, loyalty, empathy, and unwavering belief that CDM Media could and would do great things has been astonishing and a challenge that I constantly strive to meet.
People say that time flies, and I’ve learned that it certainly does when you don’t need look at the clock each day. I suppose in any way you look at it (3,652 days, 87,648 hours or 5,258,880 minutes) 10 years is a long time and I’ve just been lucky enough to be afforded that opportunity to be at CDM Media. Very few things in our lives or in the world last that long—the average tech startup struggles to make it to the two year marker! For that, I’m honored and humbled that you’ve stuck with us all that time, and I promise that in the decade ahead, CDM Media will deliver in the areas you need most by supporting team members, partnering with all of our customers and executing upon our plan. We will strive to be the best company you would wish to be associated with.
Whilst I reminisce about the past ten years today, I am thinking much more about CDM Media’s future. I believe whole-heartedly in our plan and in the market we serve. We believe in assisting with human connections that others find arduous and sometimes impossible. We aim to support our clients sales and marketing goals through the power of ‘face-to-face’ C-Suite marketing. To secure large enterprise clients, the good old handshake and two humans finding a common ground is here to stay AND so are we. We will strive to bring invaluable business connections together along with supreme content curation supported by the best thought-leaders in our industry, whilst delivering remarkable events and services that everyone can gain benefit from.
Thank you for the ten remarkable years of partnership, warmth, friendship and support. We have accomplished a lot together and I absolutely couldn’t have done it without you. But what matters most now is what we do next. As we move along that path, I hope you’ll keep holding us to high standards, and telling us when we’ve met your expectations and when we’ve let you down.
Thank you for helping make CDM Media a fantastic company now and for decades to come.
Selling a complex solution to a Fortune 1000 Enterprise is extremely difficult. Whether you approach the enterprise sales dilemma from a marketing point of view or from a sales point of view, the process can be both long and frustrating. Over the past 10 years of being immersed in the enterprise B2B sales ecosystem, CDM Media has learned three key points:
The sales cycle, from the first touch (by phone or email) to the contract signature, can be frustratingly long. Our research shows that the average length of a complex solution sale cycle ranges from 12-18 months.
The idea that there is a single decision maker is truly a myth – they don’t exist. Instead, on average, 5+ people need to approve a purchase of a new complex solution.
Up to 50% of this lengthy sales cycle is spent working to get a face-to-face meeting with one of those 5+ decision makers.
This process has led to the short life cycles of those held most responsible for building a robust pipeline of highly qualified opportunities for the sales team. Studies show that CMOs and VPs of Marketing have a corporate shelf life that is nearly half as long (or should I say short) as the rest of the C-suite. In spite of myriad marketing automation tools, massive amounts of creative content, cold calling tools and techniques, account based marketing and the rise of social media marketing, the sales cycle is what it is — long. And the sales cycle can be as long as the average tenure of a CMO — 18 months.
We have seen some try to solve this through meeting one of these 5+ Decision Makers at large B2B tradeshows or exhibitions, but these seem to rarely work. What are the odds that a C-level decision maker is attending a tradeshow and even if they do, what are the odds they will drop by your booth and engage in a 30-minute detailed discussion?
While the numbers tell a story that can seem troubling there is a number that brings hope: