Ian Kennedy OAM, Chairman, Wunderman

From intrusion to invitation.

8.30am - 9.15am

Speaker Details
Ian has been in marketing most of his life. In 1969 he moved to New York with the Australian TV phenomena, Graham Kerr, the Galloping Gourmet. From the highly successful U.S. TV series, Ian marketed an extensive range of foods, cookware and cookbooks, branded Galloping Gourmet, in over 15 countries. He sold both the GG brand and the business to Hasbro Industries in 1972.

In 1972, he returned to Sydney and founded Bond International Pty Ltd, which became Australia’s largest independent Direct Marketing Group. Bond commenced as a classic trading direct marketing business and built a database of over 200,000 Australian clients. Bond originated product was marketed through other mail order companies in over 15 Countries, mainly the UK and the USA. Out of the highly successful mail order business Bond acquired major consulting clients like Qantas, Optus, State Bank of NSW, AMP, Diners Club and many others.

Ian is often referred to as “the Father of Direct Marketing” in Australia. He has won every significant Australian direct marketing award including Australian Direct Marketer of the Year and is an inductee into the Australian Direct Marketing Hall of Fame.

In 1988, Bond International was bought by George Patterson Bates. In 1995 Ian started to develop for Patts the first integrated Direct Marketing resource for a major Australian Agency. That resource currently has 60 dedicated direct marketers in Sydney, Melbourne and Brisbane. For Patts client SOCOG, Ian had the responsibility for the below the line ticket marketing for the Sydney 2000 Olympic Games, the most successful ticket marketing campaign in Olympic history. For the ARU, Ian was the architect of the highly successful 2003 Rugby World Cup ticket marketing strategy.

A professional speaker internationally in direct marketing for 20 years, Ian is represented by Saxton Speakers’ Bureau.

He is the co-author with Bryce Courtenay of the bestselling marketing book, The Power of One to One, which reached the Australian top 10 non-fiction list and his monthly column in AdNews, the Direct Marketer’s Diary was widely read for 15 years by the marketing community and often quoted in the media.

• In 1990, Ian brought the brand Polo Ralph Lauren to Australia, and he with his partners held the Master Licence for Australia and New Zealand until 1998 when it was sold to Oroton.
• Served for 18 years on the Board of the Starlight Children’s Foundation. Chairman for 7 years and is currently National President.
• Council of Art Gallery Society of NSW for 3 years (Vice President), retiring in February 2005.
• Currently the only independent director on the Board of the Direct Group (Innovations, T.V.S.N., Legends etc.) the largest Direct Marketing group in Australia with sales in 2005/6 of over $350 million.
• Chairman of Wundermans
• Chairman Advisory Board Custcomcall,Austalia’s largest independent call centre.
• Director of Direct Marketing at Patts/Y&R

Ian was awarded the Order of Australia Medal in the General Division for community services at Starlight, also for Marketing and the Olympic Ticket Book.

Michelle de Souza, Head of Central Database, Help the Aged

Creating a new income stream with an innovative data strategy – a case study.

9.15am - 10.00am

Speaker Details
Michelle de Souza, is currently Head of Central Database and Relationship Marketing for Help the Aged. Prior to joining the Charity in the mid-nineties, she worked in Buying and Merchandising for Argos Retailers and The Arcadia Group.

On joining the Charity she headed the Home-Shopping and Commercial Service areas. Moving in 2003, to set-up the department and implement the Charity’s CRM system; now a 35 strong Centralised Database Marketing team.

Michelle has held the Institute of Direct Marketing Diploma since 1984 and was made a Fellow of the Institute in Nov 2005.

Last minute speaker change

Ian Liddicoat replacement: Professor Adrian Payne (PhD, MSc, MEd, FRMIT, FCIM, FRSA), Australian School of Business, University of New South Wales

Customer management from strategy to insight.

11.00am - 11.45am

Speaker Details
Professor Adrian Payne is Professor of Marketing in the Australian School of Business at the University of New South Wales in Sydney, Australia and Visiting Professor at Cranfield University in the UK. He is Chairman of Brand Finance (Australia) Pty Ltd. and Chairman, Advisory Board, of Vectia Ltd. He is a frequent keynote speaker at public and in-company seminars and conferences around the world. He has practical experience in marketing, market research, corporate planning and general management. His previous appointments include positions as Chief Executive for a manufacturing company and senior appointments in strategic planning and marketing. He has acted as an advisor, consultant and educator to numerous leading organisations.

He is author of 14 books. His most recent ones are The Handbook of CRM: Achieving Excellence in Customer Management (Elsevier Butterworth Heinemann, 2006) and Marketing Planning for Service Businesses, (Elsevier ButterworthHeinemann, 2006). His innovative research is published in many journals including: the Journal of Marketing, Journal of the Academy of Marketing Science, Journal of Marketing Management, Long Range Planning, Industrial Marketing Management, European Journal of Marketing, Business Horizons, British Journal of Management, Journal of Customer Loyalty and Journal of Strategic Marketing.

Lee Boykoff, Director, Digital Media Analytics and Distribution, A&E Television Networks

Boosting return on Ad spend with advanced Net Promoter segmentation.

11.45am - 12.30pm

Speaker Details
Lee currently leads the digital marketing analytics and distribution efforts for A&E Television Networks (A&E, Crime & Investigation Network, The History Channel, The Biography Channel) in New York. Before joining A&E, he was a consultant in the Analytic Insights Group at Information Resources Inc., where he focused on media mix modeling and pricing optimization for Fortune 500 CPG clients. Prior to specializing in analytics, he spent 5+ years promoting live music events at arenas and theatres throughout the United States. Lee has a BA in Economics from Bowdoin College and an MBA in Marketing from the University of North Carolina.

Nick Cowling, Senior Campaign Manager, MathMarketing

How to accelerate growth by aligning sales & marketing in your business.

2.00pm - 2.40pm

Speaker Details
After completing a Bachelor of Business (Marketing) at Monash University, Nick Cowling joined MathMarketing in early 2005.

Deeply experienced in the execution of B2B sales and marketing tactics, Nick documented and project managed the execution of growth plans for companies including Ernst & Young, AAPT, Transfield Services & Kyocera. An accomplished project manager, Nick skillfully manages the activities of all stakeholders; and manages cross-functional execution to achieve sales & marketing alignment, and ultimately growth.

Nick’s most recent endeavours have seen him actively involved in the recruitment, mentoring and management of young marketers. He is now also in charge of measuring, managing and readying MathMarketing’s channels.

In 2007, Nick lectured to third year Monash Marketing students; sharing his insights into the process of translating strategy into action, via execution.

Steve Fanale, CEO, Massmedia

Increasing customer knowledge and ROI with trigger marketing - matching theory with practice.

2.40pm - 3.20pm

Speaker Details
Steve has been at the leading edge of Australia’s interactive and digital media industry for over a decade. He established MassMedia Studios in 2000 and has built it into one of the country’s leading providers of digital and interactive services with offices in London and New York and global brands like Unilever, Cadbury, Audi, Westpac and Yahoo! as clients. Steve and his team have stayed at the forefront of digital marketing with the development of Traction, a multi-channel digital marketing platform that helps brands to interact with, learn about and effectively target customers.

Raymond Peer, Data Quality Manager - PAC DMO Australia, Microsoft Australia

Towards a customer-centric marketable universe – a Microsoft case study.

3.40pm - 4.20pm

Speaker Details
Raymond has over a decade of experience in CRM/DW management consulting, specifically in sales force automation, campaign management and business intelligence. Raymond currently manages the day to day operations of the Data Management Organisation at Microsoft ANZ where he leads the region’s Customer & Partner Data Quality Strategy aligned to Microsoft Corporation guidelines. His previous experience at Foxtel involved a number of key data projects, readying the data warehouse systems to support the Foxtel Digital and IQ service launches. Master data quality has been his core responsibility during his various enterprise system implementations. Raymond also holds a B App Sc from UWS, BA from Sydney Uni and Grad Dip in Business and Technology from UNSW.

Rick Speciale, Senior Marketing Manager - Media, News Digital Media

Creating a B2B advocate.

4.20pm - 5.00pm

Speaker Details
Rick has specialised in marketing since the mid 1990s managing brand, product development and public relations. He has worked in start-up, medium sized and Fortune 100 companies with extensive experience managing agency relationships across branding, PR and technology.

Rick has worked for Deutsche Bank and Bank of America and currently works for News Digital Media across FOX SPORTS, The Daily Telegraph and The Herald Sun. He has received national finalist awards from both the IAB for Automotive Marketing and the AMI for Public Relations and Trade Marketing.

Marc Burns

Adam Driussi

Marc Burns, Senior Acquisition Marketing Manger, FOXTEL and Adam Driussi, Director, The Quantium Group

Using analytics to drive increased marketing effectiveness within FOXTEL.

2.00pm - 2.40pm

Marc Burns
Marc joined FOXTEL in 2006 as Senior Acquisition Marketing Manager where he is responsible for both FOXTEL Brand and Subscriber Acquisition Marketing.

So what’s a ‘marketing guy’ who’s briefed more TV ads than mailers doing talking about analytics at ADMA? Well, FOXTEL tasked itself with delivering record sales results without increasing marketing spend – and did it.

Prior to FOXTEL he held roles at Mitsubishi Motors as National Advertising Manager, and at Clemenger BBDO and Leo Burnett in Business Management and New Business roles.

Adam Driussi
Adam is a Founding Director of The Quantium Group, Australia’s leading data driven strategy business. Adam works across the full range of analytical marketing disciplines with a particular emphasis on price optimisation, media and marketing mix optimisation and customer value management.

In addition to FOXTEL, Adam works with most major banks and insurers, together with clients such as Jetstar, MBF and Optus.

Adam is a Fellow of the Institute of Actuaries of Australia, has a Bachelor of Economics majoring in Actuarial Studies and is a Fellow of the Financial Services Institute of Australasia.

Sandra Hogan

Vic Hodge

Sandra Hogan, Director, Strategic Modelling & Capability, Telstra Strategic Marketing and Vic Hodge, Head of Consulting, Pacific Micromarketing

How data can change your business model - turning data into strategic marketing and business insights.

2.40pm - 3.20pm

Sandra Hogan
Sandra has been the Director of Strategic Modelling and Analytical Capability at Telstra for the past 2.5 years and is responsible for Customer Segmentation, Predictive Modelling and Analytical Capability Delivery across the company. Sandra’s qualifications are in statistics with her area of expertise in customer segmentation approaches and the implementation of Analytics capabilities into business functions.

Key successes in this role include leading the development and implementation of a Customer Needs Based Segmentation across Telstra and two other of its subsidiary companies; the implementation of customer targeting leveraging predictive modelling into operational functions covering call routing and marketing execution.

Sandra has spent much of her career leading Analytical teams to deliver real insights and value to the business. She advocates that all the best practice Customer Intelligence capabilities in the world are next to useless without a clear framework for implementation into business processes. In addition to her current role in Strategic Marketing, Sandra has worked in various industries including Credit Management, Insurance and Road Safety.

Vic Hodge
Vic commenced with Pacific Micromarketing in 2001, having originally delivered a number of consultancy workshops in Australia, in collaboration with Experian in March 2000 and May 2001.

Bringing over 20 years Direct Marketing experience, Vic established a strong reputation in strategic and client consulting through his experience of contestable markets in both the UK and Australia; specialising in customer acquisition and retention. Degree educated with specialism in Marketing, Vic has supplemented his UK education and professional qualifications with senior management status from the AIM (Australian Institute of Management)

Vic brings a wealth of experience to the PMP Group, with core competencies based around strategic business consultancy, which focus Prospect Targeting, Database Marketing, Customer Segmentation and Retention, Micromarketing and Facilitation of internal/external workshops.

Having established strong relationships in the Telecommunications and Utilities arenas, Vic is currently formulating new solutions in the Financial services, Insurance, Retail and Fundraising sectors.

Jodie Sangster, Chief Privacy & Compliance Officer, Acxiom Asia Pacific

Analytics in the new age and legal compliance.

Jodie Sangster is the Chief Privacy and Compliance Officer of Acxiom Asia Pacific. Her extensive experience in the fields of privacy and compliance spans over 10 years and includes experience throughout Europe and Asia Pacific.

After training and working as a lawyer in London and specializing in data protection, Jodie became involved with the protection and development of the direct marketing industry. She joined the UK Direct Marketing Association in 1998, taking on responsibility for both UK and European regulatory affairs.

She moved to Australian in 2001 and joined the Australian Direct Marketing Association (ADMA) as Director - Legal & Regulatory Affairs. Since moving to Australia she has played a significant role in legislative development, including extensive involvement in the Spam Act, Do Not Call Register Act, the review of the Australian Privacy Act and more recently the development of the APEC Privacy Principles.

Jodie is currently the Chief Privacy & Compliance Officer for Acxiom Australia and holds responsibility for privacy and data protection compliance throughout the Asia Pacific Region.

Hikaru Phillips, Director Innovations, Accenture Marketing Sciences

Developing “intelligent” digital marketing capabilities.

4.20pm - 5.00pm

Speaker Details
Hikaru leads Accenture Marketing Sciences Innovations team. His experience in the field spans marketing software development and integration, as well as the delivery of consulting services focused on improving business performance through the application of optimization technologies and marketing best practices.

Hikaru was a founder and CEO of Memetrics which was recently acquired by Accenture. At Memetrics, he helped leading marketers improve lead generation, customer acquisition and customer service across digital channels. He has helped clients such as eBay, Shopzilla and American Express develop and deploy enterprise-level interactive marketing technology and best practices.

Hikaru holds a B.S in Ecology and Evolution from the University of California, San Diego.

Tim Tyler, Senior Consultant, Resonate

“The play went marvellously well. The audience was a complete failure” - the importance of customer insights in building relationships and loyalty.

2.00pm - 2.40pm

Speaker Details
Tim has twenty year’s experience as a software executive for multinational enterprise system (ERP) vendors. The demands of multi-national clients saw Tim manage sales, service & consulting teams in Australasia and the US, but with a special emphasis on Japan, Korea & South East Asia.

In the ‘90s Tim began focusing on the needs of organisations struggling to become ‘customer-centric’ and subsequently founded Peppers and Rogers Group (Asia) in Singapore for the creators of 1to1 Marketing in 2000.

Two years as a Senior Vice President for MarketData Solutions (the relationship marketing subsidiary of Grey Worldwide) immediately predated Tim’s return to Peppers and Rogers Group (now a subsidiary of Carlson Marketing Worldwide) as Managing Partner in 2005.

Tim now does freelance work for a number of marketing services companies and agencies, including Resonate.

Clients in the Financial Services, retail and entertainment industries are increasingly customer-focused and have formed the core of Tim’s clients; Visa International, Woolworths and Melbourne Football Club for example.

Andrew Segar, CEO, Simplicity Australasia

How PlaceMakers implemented a single view, in real time system - a loyalty and CRM story.

2.40pm - 3.20pm

Speaker Details
Andrew has a unique background of being a highly skilled technical person, with considerable marketing and management experience.

Prior to forming Simplicity, Andrew founded and was CEO of Marketing Technologies, and prior to that Andrew was an Account Director, Major Shareholder and Director in what was NZ’s largest independent advertising and direct marketing agency Pearson Davis.

Marketing Technologies and the Brains CRM products were sold to Australian listed company Commsoft Group in January 2001. Pearson Davis was sold to Ammirati Puris Lintas (now Lowe Worldwide) in 1996 where Andrew remained a director until 2001.

Andrew was also founder and a major shareholder in Global Loyalty Pty Ltd, now one of Australia’s leading providers of Loyalty and Relationship programmes.

His unique marketing and IT background enabled Andrew to direct the development of Brains in to one of the world’s great CRM platforms. Andrew was the original author of Brains, passing over development to Paul Boyes in 1998.

Andrew been awarded several gold, silver and bronze RSVP awards for his marketing work, including the prestigious Direct Marketing Grand Prix award.

Brains, under his direction, has been awarded several gold, silver and bronze Saatchi and Saatchi sponsored NZDMA Nexus awards as a supplier to the DM Industry. To date Brains has won more Nexus awards than any other package application.

Andrew was honored in 2002 to be chosen by his industry peers as a NZ Direct Marketing Associations Awards Chairman, overseeing both the RSVP and Nexus awards. He continues in this role to this current date.

Andrew, along with Simplicity Director, Christine Segar are the only people to have won all three awards being the Grand Prix, Gold RSVP and Gold Nexus.

Andrew is also a popular speaker on database marketing, speaking at NZDMA workshops and certificate courses, University of Auckland Business Diploma and MBA courses, AUT, IIR and various others from time to time.

Peter Gurrie, Experience Director, Citrus

Sportsgirl gets up close and personal.

3.40pm - 4.20pm

Speaker Details
Peter is the Experience Director at Citrus, responsible for expanding their digital service offering and deepening strategic engagement with clients. Peter has 16 years industry experience, most of which have been dedicated to integrated marketing with some of Australia’s and North America’s largest brands. Before leaving for Canada, Peter lead the interactive strategy for clients such as Honda Australia, Orange Mobile and divisions of Telstra and Holden. He joined Citrus from Euro RSCG 4D in Toronto where he was responsible for the development and management of consumer & B2B relationship marketing programs for accounts such as the Diageo global brands, Bell Mobility and Home Hardware Canada. Recently Peter developed Citrus’ Relationship Marketing programs for Sportsgirl and Borders.

Paul Smitton, Group General Manager Loyalty Marketing, Qantas Loyalty

The secret to success in driving consumer engagement – the Qantas story.

4.20pm - 5.00pm

Speaker Details
Heading up the marketing function for Qantas Loyalty, Paul is responsible for driving customer engagement, with specific responsibility for marketing communications, customer analytics and the CRM program.

Paul has had airline loyalty experience from Air New Zealand, Virgin Atlantic and now Qantas, working in a number of countries including the UK, New Zealand, Australia and Asia and has been instrumental in the original development of Airpoints for Air New Zealand and the launch of Flying Club for Virgin Atlantic.

Paul has also had retail banking loyalty experience with Commonwealth Bank and loyalty marketing agency experience with ICLP in China, Hong Kong and Europe, working across retail, financial services, automotive, hotel and airline brands.