BtoB Media Business - February 2011 - (Page 3)

FEBRUARY 2011 Upfront Marketing services drives changes at Time Inc. . Page 4 State of B-to-B Media Reasons for optimism after three tough years . . . . Page 6 Feature Social, mobile drive new lead-gen techniques . . Page 9 Endnote Can b-to-b media effectively convey its value? . . . Page 22 Departments Sales & Marketing . . . Page 14 Audience Development . . . . . . . . Page 15 People . . . . . . . . . . . . . Page 16 Benchmarks . . . . . . . . Page 18 EDITORIAL OFFICES (312) 649-5401 FAX (312) 649-5462 ADVERTISING SALES (212) 210-0782 SUBSCRIPTION HOT LINE (877) 320-1724 VP-Publisher Robert Felsenthal (212) 210-0262 Editor Associate Publisher John Obrecht David Bernstein Executive Editor Senior Account Executive Sean Callahan Eric Gordon, Peter Loibl Executive Editor-BtoB Account Executives Kate Maddox Claudia Fern Design DirectorMarketing and Print and Digital Events Director Martin Musker Amy Holtzman News Editor Research Director Tequia Burt John DiStefano East Coast Bureau Chief Website Director Christopher Hosford Jeff Buddle Associate Editor Internet Marketing Manager Tanya Meyer Megan A. Lee Copy Editor Production Manager Richard K. Skews Nicole Dionne Intern Emma Garl Smith Group Circulation Director John LaMarca Contributors Marie Griffin, Mark J. Miller, Senior Audience Charlotte Woolard, Development Manager Nicole Chantharaj Matthew Schwartz THE AD AGE GROUP VP-Publishing and Editorial Director David S. Klein CRAIN COMMUNICATIONS INC. Chairman, Keith E. Crain President, Rance Crain Secretary, Merrilee Crain Treasurer, Mary Kay Crain Executive VP-Operations, William A. Morrow Senior VP-Group Publisher, Gloria Scoby Group VP-Technology, Circulation, Manufacturing, Robert C. Adams VP-Production & Manufacturing, David Kamis Chief Information Officer, Paul Dalpiaz Corporate Circulation/ Audience Development Director, Kathy Henry Founder, G.D. Crain Jr. (1885-1973), Chairman Emeritus, Mrs. G.D. Crain Jr. (1911-1996) Media Business® is a registered trademark of Crain Communications Inc. Keep up on the ever-changing world of b-to-b publishing with our Media Business e-newsletter. It provides news briefs, feature stories and executive moves and changes in a quick, easy-to-read format. Go to BtoBonline.com/mybtob to register for this free bi-weekly e-newsletter. For advertisers who want to reach the senior-level publishing executives receiving our Media Business e-newsletters, contact David Bernstein at 212-210-0782 or dbernstein@crain.com. mediabusinessonline.com | February 2011 | Media Business | 3 http://www.BtoBonline.com/mybtob http://www.mediabusinessonline.com

Table of Contents for the Digital Edition of BtoB Media Business - February 2011

Btob Media Business - February 2011
Contents
Upfront
State of B-to-B Media
Social, Mobile Drive New Lead-Gen Techniques
Sales & Marketing
Audience Development
People
Benchmarks
Endnote

BtoB Media Business - February 2011