Win & Grow in the $500 Billion
Small Business Market.

Top B2SMB Experts & Brands Who Appeared at the B2SMB Summit 2017.

Carrie JacobsonOffice Depot, VP, Tech Services
Erik DayDell, VP & GM, SMB
Christal BemontConcur, SVP, Global SMB
Steven AldrichGoDaddy, CPO
Sandi ThomasInfor, VP, Strategy
Jonathan CherinsYext, EVP, SMB & Partner
Jerome PacheMicrosoft, O365 Lead- SMB
Raj MukherjeeIndeed, SVP, Prod Dev
Jenn AllenCisco, GTM Lead for SMB Segment
Pete StegerKabbage, Head of Sales
Jeff PerryDocusign, VP Sales, SMB
Brett TolbertComcast Business, VP
Scott GifisAdRoll, VP & GM, NA
Sam ArtmannWeb.com, VP, Strategic Partnerships
Dan GliattaCargo, Co-Founder
Dave WalkerB2SMB Summit, Chairman

Topics Covered

New Ways to Engage SMBs

From new Small Business purchase behaviors to new media options that reach the time-starved Small Business prospect, our keynotes and panels of Experts will breakdown what works, what doesn’t and what’s next, including:

  • The “right” SMB media channels
  • Strategic use of social media & reviews
  • Targeting SMBs via direct marketing
  • Using Predictive Marketing tools
  • Telemarketing vs. Premise sales

New Ways to Close SMBs

SMB customer costs-per-acquisition are edging ever higher. But new ways to efficiently and effectively qualify and close the sale are emerging.  Learn “best practices” from today’s most successful B2SMB Sellers.

  • Organizing your sales team(s)
  • Vertically inform your segments
  • Full Serve vs. Self Serve
  • Leveraging social media comments
  • Integrating with existing platforms

New Ways to Keep SMBs

Churn rates are approaching 75% per year. How do you keep Small Business customers? Learn the latest CRM techniques, tools and more, all specifically aimed at retaining and growing your Small Business customer base.

  • Build the best customer dashboards
  • Shape an SMB’s marketing budget
  • Use SMB data to understand intents
  • Focus on Value Adds
  • Getting past the 6-month churn

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Schedule

The B2SMB Summit is designed to maximize value in a fast-paced day-and-a-half format, with networking opportunities throughout.

Focused on issues, opportunities and solutions, all of our sessions will help you better reach, engage, sell, and keep more Small Business Customers. With time set aside for networking, and space set aside for demonstrations, we’ll hear not only from the Experts, but from 3 different Small Business Owner panels.

See below for our hour-by-hour agenda:

Background Image

October 3- Agenda

  • 2:00-3:00 pm B2SMB SUMMIT CHECK-IN/REFRESHMENTS

    Come early for a tour of the 1871 Accelerator;  enjoy the historic Merchandise Mart;  and meet fellow B2SMB Summiteers over refreshments.

  • 3:00-3:15 pm THE CHAIRMEN’S PERSPECTIVE

    The B2SMB Summit co-chairs welcome participants and provide data-infused perspective and insights. 1871 CEO Howard Tullman will also greet Summiteers with an overview of the Incubator global success story.

    Peter Krasilovsky, Principal Analyst, LocalOnliner
    Doug Llewellyn, President, Purch/Business.com
    Dave Walker, Chairman, BizHive
    Howard Tullman, CEO, 1871

  • 3:15-3:40pm B2SMB SUMMIT OPENING KEYNOTE: ERIK DAY, VP and GM, North America Small Business, Dell Technologies

    Dell has branched out beyond computer sales to serve the broader technology needs of millions of SMBs. What kinds of technology advice, assistance and long-term support do SMBs need as they grow? How do they learn about solutions? Dell’s Erik Day leads the initiative and will discuss the company’s “help-first” focus and the next wave of SMB trends.

    Moderator: Dave Walker, Chairman, bizHive

  • 3:40-3:50pm PRESENTATION: THE 2017 ‘B2SMB BRAND OF THE YEAR’ AWARD

    The first ever “B2SMB Brand of the Year” Award will be presented to the individual and/or company that’s breaking through the barriers of winning, keeping and growing small-business customers.  

    Presenter: Dave Walker, Chairman, bizHive

  • 3:50-4:20pm QUANTIFYING THE B2SMB MARKETPLACE

    How big is the B2SMB marketplace opportunity? In what segments? Where is the growth? Leaders from the Local Search Association’s Tech Adoption Index, Bredin and 1&1 will share their respective research into B2SMB market size, segmentation, key features, revenue forecast, marketing trends and sales/spending trends.

    Charles Laughlin, Lead Analyst, Tech Adoption Index, LSA
    Martin Schmidt, Lead Strategic Business Development, 1&1

    Moderator: Stu Richards, CEO, Bredin

  • 4:20-5:00pm SUPERFORUM: SCALING B2SMB SERVICES; FOSTERING SMB INNOVATION

    A new breed of SMB is evolving, fostered by innovation in accelerators, networks, automation and other technology, and changing demographics (i.e. Millennials). During this SuperForum, we’ll hear from the industry’s top growth facilitators about what’s happening, best practices and what’s needed.

    Mark Canon, CEO, Boomtime
    Cesar Keller, Investor, Entrepreneur, Collective Brains
    Randy Parker, CEO, Brevi
    Annette Tonti, CEO, The Innovation Scout

    Moderator: Peter Krasilovsky, Principal Analyst, LocalOnliner

  • 5:00-6:15 pm NETWORKING RECEPTION/TOURS OF 1871 FACILITY

    Enjoy an expansive view of the spectacular Chicago skyline with drinks, hor d’oeuvres and plenty of networking. We’ll also be running tours of 1871, the ground-breaking accelerator program located in Chicago’s historic (and beautiful) Merchandise Mart.

  • 6:15-8:30pm B2SMB DINNER GROUPS

    Meet fellow B2SMB leaders while dining at some of Chicago’s top-rated restaurants.  We’ve  made reservations and will have a signup sheet at registration, so bon appetit!

October 4- Agenda

  • 7:30-8:30 am NETWORKING BREAKFAST and CHECK-IN

    Come early and meet fellow B2SMB Summiteers over breakfast.

  • 8:30-8:50 am THE B2SMB OPPORTUNITY AND THE NEXT WAVE

    The B2SMB Summit co-chairs welcome conference attendees and present the key themes and data guiding the next wave for B2SMB.

    Peter Krasilovsky, Principal Analyst, LocalOnliner
    Doug Llewellyn, President, Purch/Business.com
    Dave Walker, Chairman, BizHive

  • 8:50-9:10 am DAY 2 KEYNOTE: CARRIE JACOBSON, VP, TECH SERVICES, OFFICE DEPOT

    Office Depot, the $16 billion office supplies giant, has moved aggressively to extend its small-business agenda, and now also provides SMBs with products, personalized services, flexible producement and cost controls. Bringing “new think” to the enterprise and the industry is VP of Tech Services Carrie Jacobson, who recently came over as part of the “new think” team from Verizon.

    Moderator: Dave Walker, Chairman, bizHive

  • 9:10-10:00 am BUILDING THE ULTIMATE SMB PLATFORM

    The B2SMB value equation has moved from individual services to synergistic platforms. What are the winning strategies for platform companies to engage, sell and retain SMBs? What are the best win-win business models? How can individual services best leverage being part of a platform? What features are truly “value add”? Many attendees will consider this “the essential panel.”

    Part I: Software

    Jerome Pache, Principal Global Product Manager, Office365 for SMB, Microsoft
    Jeff Perry, VP of Commercial Sales, SMB, DocuSign
    Ryan Wilson, Independent Agency Lead,  LinkedIn

    Moderator:  David Hirschman, CEO, StreetFight

    Part II:  Website Platforms

    Steven Aldrich, CPO GoDaddy
    Sam Artmann, SVP, Web.com

    Moderator: Peter Hutto, Managing Partner, Three Things Consulting

  • 10:00-10:20 am HELPING SMBs UPGRADE BEYOND WEB 1.0: QUANTIFYING THE GAP

    Despite an explosion of sales and marketing services, America’s small businesses seem no better off than they were prior to the onslaught of digital choices. It begs the question – is the industry failing America’s small businesses? BuzzBoard presents new data that quantifies the extent of Web 1.0 experiences among SMBs, and insights on how to move them forward.


    Lem Lloyd, CRO, BuzzBoard

    Moderator: Peter Krasilovsky, Principal Analyst, LocalOnliner

  • 10:20-10:50 am NETWORKING BREAK + B2SMB DEMO HALL

    Enjoy a networking break among our exhibitors, and get “hands on” with next gen demos from top innovators (e.g., on-demand website services, voice search, on-demand video, loyalty, VR/AR and AI).

  • 10:50-11:10 am MID-MORNING KEYNOTE: JONATHAN CHERINS, EVP, SMALL BUSINESS & PARTNER, YEXT

    Keeping business information consistent between dozens of search sites has become a high priority for SMBs. It also represents new opportunities for targeted marketing to specific locations. Yext SMB head Jonathan Cherins will share insights into what Yext has learned about partnering with the B2SMB community and bringing new location-based value to SMBs.

    Moderator: Peter Hutto, Managing Partner, Three Things Consulting

  • 11:10-11:40 am ADVERTISING’S NEW ROLE IN THE SMB MARKETING MIX

    Media is often overshadowed in the new SMB marketing mix, and advertising is no longer the only game in town. But new innovators in advertising have emerged and have made themselves highly relevant to SMBs in the form of big data, ecommerce, retargeting and client retention. During this session, we’ll learn about the strategic importance of the new advertising from two of the industry’s most dynamic voices.

    Scott Gifis, VP & North American GM, AdRoll
    Sandy Lohr, CEO, MatchCraft

    Moderator:  Peter Hutto, Managing Partner, Three Things Consulting

  • 11:40 am -12:00 pm ENTERPRISES: TALKING CLEARLY TO SMBS AND MAKING AN IMPACT

    The top brands that work with SMBs have complex needs for reaching, engaging, and selling them, and maintaining their connections with customers. This starts with how B2SMB marketers talk to and motivate SMBs, including advertising content, diagnostic tools and planning. Closing the gaps between The “B” and the “SMB” is the focus of this expert session.  

    Dan Gliatta, CEO, Cargo

    Moderator: Rob Levin, CEO, RSL Media

  • 12:00-1:30 pm NETWORKING LUNCH AND MATCHED ‘SPEED DATNG’

    Enjoy a great lunch and networking among our B2SMB exhibitors. After lunch, take part in optional 1:1 “speed dating” sessions that will match sponsors, speakers and attendees for peer-to-peer B2SMB partnership discussions. We’re calling it “Partnerpalooza!” (more info to come).

  • 1:30-1:50 pm AFTERNOON KEYNOTE: BRETT TOLBERT, VP OF SMB MARKETING AND DATA SCIENCE, COMCAST BUSINESS

    Comcast Business is one of the largest players in the game, providing more than 2 million business customers with a wide range of services, including Internet, phone, messaging and now interoffice services. VP of SMB Marketing and Data Science Brett Tolbert has zeroed in on customer needs and will discuss how his business — and SMB business — has evolved.

    Moderator: Dave Walker, Chairman, bizHive

  • 1:50-2:05 pm B2SMB LEADERS: GORDON HENRY, CMO, DexYP

    With 700,000 customers, DexYP has transformed itself from staid Yellow Pages giant to an online/mobile/print platform with the largest feet on the street network in SMB marketing.  CMO Gordon Henry shares his insights about DexYP’s approach to the B2SMB revolution, and its central role in the new environment.

    Moderator: Peter Krasilovsky, Principal Analyst, LocalOnliner

  • 2:05-2:20 pm B2SMB LEADERS: RAJ MUKHERJEE, SVP, PRODUCT DEVELOPMENT, INDEED

    SMBs are in a battle to acquire and retain employees, including sales personnel.  How can they  use state of the art technology and services – artificial intelligence, cloud-based services, social media — to stay ahead of trends, and position their companies with their best foot forward?  Indeed SVP Raj Mukherjee has made a career out of this question. Before joining Indeed, the leading recruitment site, he had leadership stints at Microsoft, Google and Go Daddy. He’ll discuss what’s important and why.   

    Moderator: Stu Richards, CEO, Bredin

  • 2:20-2:35 pm NETWORKING BREAK

    Enjoy a networking break among our exhibitors.

  • 2:35-2:50 pm GOING BEYOND ‘AWARD WINNING’ TECH & SERVICES TO WIN LOCAL SHARE FOR SMBS

    The local media market is increasingly competitive and has become very fragmented for SMBs.  There are more technology and service partners available for local businesses than ever before. As a vendor, the challenge is to define ways to stay competitive beyond just “award-winning technology” and “top level service.”  Much hyped big data is now available to underpin local media strategies, help SMBs make sense of the many tactics, and allow media vendors to build long term relationships with their clients.

    Tehsin Daya, Senior Director, Strategic Partnerships, ReachLocal

    Moderator:  Peter Hutto, Managing Partner, Three Things Consulting

  • 2:50-3:15 pm CREATING LEVEL PLAYING FIELDS FOR SMBS

    SMBs often can’t always match the spending power and resources of larger players. But a lot of today’s cloud, AI, wireless and big data services can give them more of a level playing field in both marketing and ecommerce — and even some advantages. We’ll talk to leading players from several vantage points, and highlight real case studies of success.

    Jenn Allen, Go-to-Market Lead for SMB Segment, Cisco
    Michael Griffiths, VP, Global Marketing & Communications, Retail & ECommerce, Pitney Bowes

    Moderator: Peter Krasilovsky, Principal Analyst, LocalOnliner

  • 3:15 -4:00 pm ENTERPRISE/SMB SUPERFORUM: TOOLS AND PLATFORMS

    Part 1: Leadership Discussion: Transforming SMBs with Tools and Services

    SMBs are increasingly operating with a number of platforms that integrate their public information in hundreds of areas, with front office operations (customer facing services) with back office functions (HR, accounting and administration).  The future of B2SMB depends on getting it all to work.  We’ll talk to three leaders about their approaches to helping Enterprises provide SMB presence, tools and services.  

    Christal Bemont, SVP, Global SMB, Concur
    Sandi Thomas, VP, Strategy, Infor
    David Turner, Senior Director of Product Management, NeuStar

    Moderator: Dave Walker, Chairman, bizHive

    Part II: Partnership Case Study

    B2SMB partnerships can drive sales and services success deep inside an organization.  That has been the experience of Assurance, one of the nation’s largest independent insurance brokerages.  It has teamed with Jellyvision, which talks people through big life decisions, like selecting a health insurance plan and saving for retirement.  In this case study, hear how the two companies have partnered to bring a more holistic solution to SMBs.

    Bob Armour, CMO, Jellyvision
    Steven Handmaker, CMO, Assurance

    Moderator: Dave Walker, Chairman, bizHive

  • 4:00 -4:15 pm B2SMB LEADERS: PETER STEGER, HEAD OF BUSINESS DEVELOPMENT, KABBAGE

    Loans are the lifeblood for many SMBs to meet payroll, invest in advertising, and acquire companies.  A new fluidity in SMB loans has occurred with the rise of Big Data; SMB revenues have become easier to estimate, and even apply for marketing analysis. For sure, it is an  extraordinarily competitive field — made more so by the challenge of “selling”loans to the highly skeptical/cynical SMB community.  Kabbage’s Peter Steger will address all these issues from the front lines.

    Moderator: Dave Walker, Chairman, bizHive

  • 4:15-4:30 pm B2SMB THOUGHT LEADERS: THE TOP 10 B2SMB TAKEAWAYS

    In the closing event of THE B2SMB Summit, we’ll talk with B2SMB  thought leaders about what they heard during the event, what they are seeing from their perspective, and what they expect next steps to be.

    Peter Krasilovsky, Principal Analyst, LocalOnliner
    Doug Llewellyn, President/COO, Purch
    Stu Richards, CEO, Bredin
    Dave Walker, Chairman, bizHive

    Moderator: John Pletz, Technology Editor, Crain’s Chicago Business

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