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2017 SSP 39th Annual Meeting

Concurrent 1B: Corporate, Government, and Special Sales…

Practical Skills/Publishing 101
Concurrent 1B: Corporate, Government, and Special Sales for the Nonprofit Publisher

For many mature publishers, the academic library market is fairly well-saturated. We frequently talk of new business and distribution models, but tend to focus on the same audience while continued growth will require a fresh look not just in how we provide access, but to whom. Large commercial publishers have long been effective at reaching outside of the academy to corporate, government, and other non-academic libraries, often with dedicated departments or sales people specifically targeting these market segments. Yet, nonprofit presses and society publishers lacking the same resources can still achieve excellent results by leveraging their unique strengths, including the power of their unique brand and subject-area cache. This moderated panel will feature a diverse group of speakers detailing how their respective nonprofit publishing organizations have expanded their revenue base and publication distribution through sales to the corporate, government, and non-academic markets. Speakers will discuss differences in the sales process versus academic sales, unique challenges and opportunities faced, and lessons learned along the way. Through these case studies, the session will aim to provide attendees with practical advice on starting or enhancing existing efforts to reach new audiences and increase publication revenue. An interactive session, ample time will be allocated for Q&A.

Moderator: Lauren Kane, BioOne
Twitter Handle: lauren_publish


Keith Layson, Annual Reviews
Keith Layson is a sales manager at Annual Reviews. Annual Reviews is a nonprofit publisher dedicated to synthesizing and integrating knowledge for the progress of science and the benefit of society. Keith is responsible for managing consortia sales in North America. Prior to coming to Annual Reviews, he also served in a sales role at the American Association for the Advancement of Science and at the Society for Neuroscience, selling institutional licenses for their respective journals to all market segments throughout the world. He also currently serves on the membership committee at SSP.
Twitter Handle: keith_layson
Tricia Newell, ACSESS (Alliance of Crop, Soil & Environmental Science Societies)
Tricia Newell is the Manager of Global Sales & Marketing at ACSESS. The Alliance of Crop, Soil & Environmental Science Societies (ACSESS) is a nonprofit organization based in Madison, WI that oversees several prominent scientific societies including its founding members: the American Society of Agronomy (ASA), Crop Science Society of America (CSSA), and Soil Science Society of America (SSSA). ACSESS also publishes for the American Society of Animal Science (ASAS) and the American Meat Science Association (AMSA). Publishing is a vital component in serving our mission and our membership by providing innovative, valuable resources for the betterment of our community, and our world. Tricia manages all academic, corporate and governmental sales as well as all marketing and customer service activities globally.
Twitter Handle: triciajn
Patrick Franzen, SPIE
Patrick Franzen is Director, North American Digital Library Sales for SPIE, the international society for optics and photonics. Based in Bellingham, Washington SPIE seeks to advance emerging technologies through interdisciplinary information exchange, continuing education, publications, patent precedent, and career and professional growth. In his current role, Patrick oversees SPIE Digital Library business development and sales in the United States and Canada and works across the academic, non-profit, government, and corporate research markets. He also currently serves as the co-chair of SSPs Marketing Committee.
Twitter Handle: pfranz15