How to Drive Ad Sales in a Mixed-Media World

Tara House & Tom Helling, New York Times

Joseph Dressler, SmartMoney

Michael Stoeckel, Fox Interactive Media

Track: Media

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Tom HellingVP, Sales Operations

thelling@nytimes.com

Tara HouseGroup Director, Sales Operations

house@nytimes.com

Please welcome…

Joseph DresslerNational Sales Director

JDressler@smartmoney.com

Please welcome…

Michael StoeckelVP, Advertising Innovations & Operations

mike.stoeckel@fox.com

Please welcome…

Tom Helling & Tara HouseSales Operations

Michael StoeckelVP, Ad Innovations & Operations

Luke von SchreiberDirector, Alliances

Salesforce.com

Moderated By:

Media Panel

Joe DresslerNational Sales Director

The New York Times Co.

• INDUSTRY: Media, Newspaper Publisher

• EMPLOYEES: 11,500

• GEOGRAPHY: Global

• # USERS: 410 at NYT Newspaper

• PRODUCT(S) USED: SFA, Mobile, 5 AppExchange Apps

“All The News That’s Fit To Print.” The New York Times Company publishes one of the world's most respected newspapers, The New York Times (1.1 million weekday circulation), as well as The Boston Globe, The Worcester Telegram & Gazette and 15 other daily newspapers. It also owns the International Herald Tribune, which publishes its eponymous newspaper for English readers in 185 countries. The New York Times Company publishes news online through NYTimes.com, owns online content portal About.com as well as 30 other web sites.

How NYT uses Salesforce to Empower Sales Reps Phase I: Year 1

Eliminated redundant systems• Saves time. Staff able to spend more time with clients.• More time with clients = more revenue

Focused on WIFMs (what’s in it for me) at all levels to drive adoption• Adoption = high quality information in system

Mobility• Web access anytime, anywhere• AppExchange Mobile on Blackberries• Staff able to spend more time out of office with clients

Phase II: Year 2-3 Interfaces with SAP Surveys In-depth reporting

SmartMoney Magazine & SmartMoney.com

• INDUSTRY: Media, Periodicals Publishing

• EMPLOYEES: 100

• GEOGRAPHY: US

• # USERS: 30

• PRODUCT(S) USED: SFA

SmartMoney publishes SmartMoney magazine and its companion Web site, SmartMoney.com, offering insight into investing, the economy, personal finance, and business news and information. In addition, the monthly magazine provides general interest lifestyle coverage of travel, fashion, and culture. SmartMoney.com offers daily business news headlines, stock trading information, and interactive financial tools. SmartMoney debuted in 1992 and the Web site was launched in 1997. The company is a 50/50 joint venture between Dow Jones and Hearst.

How SmartMoney gets Visibility On-Demand

One standardized sales process Customized for print & digital media Drives consistent processes and adoption

One pipeline for cross-media sales Multiple mediums and multiple views Drives increase management visibility

Real-time analytics Real-time reports & dashboards for pricing, budgets,

and historical analysis Drives increased revenue and margins

Fox Interactive Media

• INDUSTRY: Media, Internet Publishing and Broadcasting

• EMPLOYEES: 1,700

• GEOGRAPHY: Global

• # USERS: 220

• PRODUCT(S) USED: SFA, Service & Support, 3 AppExchange applications

A division of News Corporation (NYSE: NWS, NWS.A), Fox Interactive Media (FIM) is a portfolio of leading social networking, entertainment, sports and information sites that offer a platform and tools for consumers to express themselves, communicate with each other, and engage with media. The company's worldwide network includes such category leaders as MySpace, Photobucket, IGN, FOXSports.com, RottenTomatoes, AskMen, Flektor and more that together comprise one of the largest audiences on the Web.

How FIM Automated the Full Ad Sales Lifecycle

One centralized platform for sales automation Customized for digital media across multiple properties Drives consistent processes

Phase 1: Integration – customer master Salesforce.com integrated with Operative Increased efficiencies and reduced errors

Phase 2: Integration – automated workflow Full integration and workflow from Lead to Cash 360-degree view of customer to propel ad sales

Tom Helling & Tara HouseVP & Dir. Of Sales Operations

Michael StoeckelVP, Ad Innovations & Operations

Joe DresslerNational Sales Director

QUESTION & ANSWER SESSION

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