BtoB Media Business - September 2010 - (Page 3)

SEPTEMBER 2010 Upfront ABM/ANA study looks at marketers’ plans . . . . . Page 4 Would you spend your ad dollars... ...to reach this audience... r sk u a A t o di ey ou Me urv ab S EW e N ag s U Cover Story Forecast uncertain for b-to-b media M&A activity . . . Page 7 ...or this one? Average budget of $150k 85% are purchasers 32% purchased after seeing an ad Spends 4.3 hours monthly with your brand 68% read 4 of the past 4 issues 45% read e newsletters daily Reprints Special Report New delivery channels help boost revenue . . . . . . Page 10 Endnote Lessons to be learned from General Patton . . . . . . Page 22 Departments Sales & Marketing . . . Page 14 Audience Development . . . . . . . . Page 15 Events . . . . . . . . . . . . . Page 16 Production. . . . . . . . . . Page 17 People . . . . . . . . . . . . . Page 18 Benchmarks . . . . . . . . Page 19 Cover illustration by Mark Matcho/laughing-stock.com 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 Executive Editor-BtoB Account Executives Kate Maddox Peter Loibl, Claudia Fern Design DirectorMarketing and Print and Digital Events Director Martin Musker Amy Holtzman News Editor Website Director Tequia Burt Jeff Buddle East Coast Bureau Chief Internet Marketing Manager Christopher Hosford Megan A. Lee Copy Editor Production Manager Richard K. Skews Nicole Dionne Research Associate Group Circulation Director Tanya Meyer John LaMarca Contributors Marie Griffin, Mark J. Miller, Senior Audience Charlotte Woolard, Development Manager Matthew Schwartz Nicole Chantharaj 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. A survey can prove the value of your audience and increase online and print ad revenue! Quality surveys don’t have to cost a lot of money. In fact, they can make you money with insightful results that strengthen your sales story. Become the ﬁrst choice of picky advertisers with survey results from Readex Research. Contact us to learn how a survey can boost your revenue today and in 2011. www.readexresearch.com | 651.439.8065 mediabusinessonline.com | September 2010 | Media Business | 3 http://www.readexresearch.com http://www.readexresearch.com http://www.mediabusinessonline.com

Table of Contents for the Digital Edition of BtoB Media Business - September 2010

BtoB Media Business - September 2010
Contents
ABM/ANA Study Looks at Marketers’ Plans
Forecast Uncertain for B-to-B Media M&A Activity
New Delivery Channels Help Boost Revenue
Sales & Marketing
Audience Development
Events
Production
People
Benchmarks
Lessons to be Learned From General Patton

BtoB Media Business - September 2010