Sales Leadership Summit @ IAB Annual Leadership Meeting
Sales Leadership Summit @ IAB Annual Leadership Meeting
Sales Leadership Summit @ IAB Annual Leadership Meeting

IAB Sales Leadership Summit @ Annual Meeting, produced in partnership with Doug Weaver, CEO, Upstream Group


Digital media sales leaders today are struggling to solve a myriad number of industry-changing issues. Chief among these constraints are the new content distribution relationships, the impending talent crisis in digital sales, and the challenges surrounding ad blocking and the user experience.

The Sales Leadership Summit @ IAB Annual Leadership Meeting is an invitation-only event that will convene the most senior and influential sales executives in the industry to discuss the challenges and opportunities in the marketplace.

This 3/4-day program, geared specifically toward senior media sellers, will take a deeper dive into the topics covered at the IAB Annual Leadership Meeting with a focus on how they impact the day-to-day business of senior media sellers. The hand-selected group of attendees will also help to define the IAB agenda as it pertains to media selling for the coming year. It will be a jam-packed afternoon of learning, leading, and networking.

Topics include:

  • “How might publishers better navigate the shifting landscape of video buying and competitive measurement standards to build robust, stable video revenue businesses?”
  • “What’s the immediate and mid-range future of content monetization in an environment increasingly dominated by competing distribution platforms?”
  • “How might a publisher’s response to ad blocking foster a new era of creativity and value for both consumers and advertisers?”
  • “How must we reimagine the digital seller of the next five years in order to overcome the talent crisis in our business?”

This event is for direct media sellers and by invitation only. There is no cost to attend.


  • Index Exchange 2
  • Krux 1
  • Moat
  • OpenX
See all underwriters

To learn about sponsorship opportunities, contact Phil Ardizzone at [email protected].

12:30 pm -

The Sales Leadership Summit program will be built around five separate discussions, each reflecting a key area of concern for publishers and sales leaders. Each discussion will be conducted within a self-contained 40 minute segment, broken down as follows:

5 minute factual introduction of the issue
15 minute table discussion
20 minute room discussion and conclusions

12:30 pm -

Arrival, credentials and seating

12:30 pm - 1:10 pm

Buffet lunch, networking

1:15 pm - 1:25 pm

Introduction, ground rules, structure

Doug Weaver, Upstream Group, Summit Moderator

1:30 pm - 2:10 pm

Question One: Content & Profit in a Syndicated World

Video monetization increasingly means navigating relationships with YouTube and the Facebook video timeline. How do these and other syndication channels factor into your revenue strategy and how are you currently managing them to maintain independence and margin?

2:15 pm - 2:55 pm

Question Two: Dialing for Data Dollars

Whether you’re acquiring, mining, leveraging or selling it outright, consumer data is a vital factor in your monetization strategy. Increasingly, clients, agencies and trading desks are trying to unbundle and acquire data independent of media relationships. Do you entertain these deals? And if so, how do you manage them vis-à-vis your media sales business?

2:55 pm - 3:25 pm

Afternoon Refreshment & Networking Break

Reseating of Attendees

3:20 pm - 4:00 pm

Question Three: The Economics of Going Native

Native ad programs generally raise CPMs and skirt the issues of ad blocking, fraud and viewability. But do the numbers really add up? What business rules and policies have you explored in pursuing a stable, repeatable native ad model? And what internal creative and management resources do you devote to the practice?

3:30 pm - 4:10 pm

Question Four: The Next Generation Digital Seller

The emergent programmatic channel has prompted a generation of programmatic sales specialists and a “platoon” approach to sales team structure. But can – and should – that model continue? Do you believe that a single team of sellers can fully blend programmatic, direct and native opportunities for marketers and agencies? And with the price of existing talent skyrocketing, what unconventional places might we look for the next generation of digital sellers?

4:10 pm - 5:00 pm

Question Five: Measurement: Can the Refs Improve the Game?

Effective cross-platform measurement has been called a key to unlocking the next $50 billion in digital ad spending. But are you satisfied that measurement providers are even keeping up with the immediate valuation of online video, for starters? What must measurement companies do if they are to become drivers of innovation and growth instead of trailing arbiters who slow the game down?

5:00 pm - 5:30 pm

Open Floor for Introduction of New or Follow-On Questions

5:30 pm - 6:00 pm

Free Time, Transition to Dinner

6:00 pm - 8:30 pm

Cocktails and Summit VIP Dinner

Cunard’s Sandbar Restaurant

Guest Remarks and Dinner Program to Be Announced

Daniel Ackerman



Krishan Bhatia

EVP, Business Operations and Strategy


Karen Bressner

Head of Advertising Sales

AccuWeather, Inc.

David Brinker

Senior Vice President, Corporate & Business Development

News Corp

Carter Brokaw

President, Digital Revenue & Strategy


Lee Brown

Chief Revenue Officer


Andrew Casale


Index Exchange

Kirsten Cummings

Vice President, Advertising Sales


Alex Gardner

SVP Partner Development

Index Exchange

Sean Giancola

Chief Revenue Officer

NY Post – News Corp

Joan Gillman

EVP and Chief Operating Officer of Media

Time Warner Cable

Jonah Goodhart


Moat Inc.

Keith Grossman

Publisher, Bloomberg Digital

Bloomberg LP

Jed Hartman

Chief Revenue Officer

The Washington Post

Todd Haskell

SVP/Chief Revenue Officer

Hearst Magazines Digital Media

Keith Hernandez



Mark Howard

EVP and Chief Operating Officer

Forbes Media

Walker Jacobs

Chief Operating Officer


Luke Kallis

Head of West Coast Sales


Matt Kaplan

SVP, Sales

John Kelly

EVP, News & Digital Sales

Univision Communications, Inc.

Randy Kilgore

The Kilgore Media Group


Mike Kisseberth

Chief Revenue Officer


Michael Kraut

Vice President, National Sales

Seth Ladetsky

Senior Vice President, Sales / Turner Sports Digital


Deirdre Lester

EVP, Sponsorships & Advertising Sales

The Whistle

Chris Loretto

Executive Vice President, Sales and Digital

Digital First Media

Mike Moreau



Chris Morgan

VP, Sales


Harold Morgenstern

Senior Vice President, Advertising Sales, Discovery Digital Media

Discovery Digital Media

David Morris

EVP, Chief Revenue Officer

CBS Interactive

Jim Norton

Global Head of Media Sales


Tom O’Brien

Executive Vice President, Digital & Chief Revenue Officer


Steve Peraino

SVP of Consumer Pharma & CPG Sales


Brian Quinn

Chief Revenue & Innovation Officer

Triad Retail Media

Scott Schiller

EVP, Advertising Sales


Ken Shapiro

Senior Vice President of Sales


Kit Simon



Fred Stanichev

Sr. Director, Media & Entertainment


Jeremy Steinberg

Global Head of Sales

The Weather Channel

Bonita Stewart

Vice President, Americas, Strategic Partnerships

Google, Inc.

Steve Suthiana

Global Head, Digital Media and Operations

Fast Company and Inc. Media

John Toth

Head of Advertising, Americas


John Trimble

Chief Revenue Officer


Grant Whitmore


The Daily News

Craig Ziegler


About sponsorship with IAB

Contact Phil Ardizzone, Director of Event Sales if you're an IAB member and would like to participate


IAB Annual Leadership Meeting 2016
  • JW Marriott Desert Springs Resort & Spa
Address 74-855 Country Club Drive
Palm Desert, CA 92260
  • Phone
  • 1-877-622-3140


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