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CMP Media (now UMB)

 

Business Technology Group

Market leading publisher of business/technology publications, Web sites and events targeting IT and computer-savvy business professionals and engineers.

Brand Assignments

InformationWeek (440,000 subscribers)

Optimize (70,000)

InternetWeek (215,000)

Network Computing (220,000)

Windows magazine (826,000)

Tele.com (70,000)

Data Communications (134,000)

TechWeb.com.

Growing and Adapting Complex Business over Several Business Cycles

Challenges ranged from selling in an ultra-competitive environment through a number of business cycles of varying economic conditions; integrating brands into a comprehensive portfolio, maintaining focus while gaining forward momentum during the period when the company was marketed and sold; creating sales systems and publishing methodologies while redeploying assets in a re-engineered company; leading a customer-focused research team and creating meaningful analysis and market studies.

Alan Bergstein’s roles:

  • Vice President/Associate Publisher, InformationWeek, Optimize

• Reorganized into a single-brand sales model with sales responsibilities in eastern half of the United States for 12 sales teams and a $123 million budget.

• Severe economic conditions necessitated moving mindset of sales team from long-term selling approach to short-term quick hits.

• Launch team of a new publication aimed at business technology leaders.

  • Vice President Sales/ Business Technology GroupCustomer-First Program

• Responsible for a multi-titled portfolio of media products and all sales and management in eastern half of United States with as many as 54 salespeople at varying levels of experience, including regional directors, account directors, account executives and sales assistants.

• Also responsible for Business Technology Research and a department of seven research professionals on a national basis.

• As managing director, prior to earning VP title, instrumental in reorganization of our group’s sales activities around a new and unique model where sales teams were centered on specific accounts rather than individual publications.

• Record-breaking years for Business Technology Group publications.

• Managed staff as well as customer relations through critical milestones of taking the company public and ultimately it’s sale and acquisition.

  • National Accounts Manager/ Business Technology Group

• Large-account contract and relationship management through a collaboration of sales teams from individual publications.

• Developed and deployed a contract program with incentives for using multiple publications within the group, resulting in substantial increase of contracted business among client base.

  • District Manager, InformationWeek magazine

• Sold to existing and prospective accounts and their agencies in New England sales territory.

ABiMC services can help you with solutions to any or all of these challenges.