BtoB Media Business - September 2011 - (Page 3)

SEPTEMBER 2011 Upfront Outsell report bodes well for b-to-b media . . . . . . . . . . . Page 5 Budgeting for 2012 Companies plan for growth amid economic uncertainty .. . . . Page 6 M&A outlook Dealmaking picks up, raising hopes of a comeback . . . . . . Page 8 Endnote How SourceMedia transformed its operations . . . . . . . . . Page 26 Departments Sales & Marketing. . . . . . Page 15 Events. . . . . . . . . . . . . . . . Page 16 Audience Development . Page 17 Production . . . . . . . . . . . . Page 18 People . . . . . . . . . . . . . . . . Page 20 Benchmarks . . . . . . . . . . . Page 22 EDITORIAL OFFICES (312) 649-5401 FAX (312) 649-5462 ADVERTISING SALES (212) 210-0782 For subscription information and delivery concerns please email customerservice@btobonline.com or call (877) 320-1724 (in the U.S. or Canada) or (313) 446-0450 (all other locations) VP-Publisher: Robert Felsenthal, (212) 210-0262 Editor John Obrecht Executive Editor Sean Callahan Executive Editor-BtoB Kate Maddox Design DirectorPrint and Digital Martin Musker News Editor Tequia Burt East Coast Bureau Chief Christopher Hosford Associate Editor Tanya Meyer Copy Editor Richard K. Skews Contributors Mark J. Miller, Charlotte Woolard, Matthew Schwartz Associate Publisher David Bernstein Senior Account Executive Eric Gordon Account Executive Claudia Fern Research Director John DiStefano Marketing and Events Manager Michele Langer Website Director Jeff Buddle Internet Marketing Manager Megan A. Lee Marketing Intern Dianna Disanto Production Manager Nicole Dionne Senior Audience Development Manager 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 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. mediabusinessonline.com | September 2011 | Media Business | 3 http://www.mediabusinessonline.com

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

BtoB Media Business - September 2011
Table of Contents
Outsell report bodes well for b-to-b media
Companies plan for growth amid economic uncertainty
Dealmaking picks up, raising hopes of a comeback
Sales & Marketing
Events
Audience Development
Production
People
Benchmarks
How SourceMedia transformed its operations

BtoB Media Business - September 2011