Bio's:

Gord Hotchkiss - President and CEO
Enquiro Search Solutions, Inc.

In understanding search user behavior, no one is a more respected voice than Gord Hotchkiss. He and the research team at Enquiro have built a solid reputation as the leading experts in understanding not only what happens on a search portal, but also why. Gord's voracious personal curiosity extends into areas as diverse as neurology, psychology, genetics, sociology and anthropology, always with the goal of understanding why we do the things we do and what that means for marketing strategy.

In addition to being the CEO and co-founder of Enquiro, Gord is a director and the past Chairman of SEMPO, a columnist for MediaPost and Search Engine Land, a regular presenter at all the industry shows and a popular keynote speaker.

Rand Fishkin - CEO and Co-Founder
SEOmoz

Rand Fishkin is the CEO & Co-Founder of SEOmoz, a leader in the field of search engine optimization tools, resources & community. In 2009, he was named among the 30 Best Young Tech Entrepreneurs Under 30 by BusinessWeek, and has been written about it in The Seattle Times, Newsweek and the NY Times among others. Rand has keynoted conferences on search from Sydney to Reykjavik, Montreal to Munich and spoken at dozens of shows around the world. He's particularly passionate about the SEOmoz blog, read by more than 40,000 search professionals each day. In his miniscule spare time, Rand enjoys the company of his amazing wife, Geraldine.

Danny Sullivan - Editor-in-Chief
Search Engine Land

Widely considered a leading "search engine guru," Danny Sullivan has been helping webmasters, marketers and everyday web users understand how search engines work for over a decade.

Danny currently heads up Search Engine Land as editor-in-chief, which covers all aspects of search marketing and search engine news. Danny also serves as Third Door Media's chief content officer, which owns Search Engine Land and the SMX: Search Marketing Expo conference series. Danny also maintains a personal blog called Daggle and microblogs on Twitter: @dannysullivan.

Mark McMaster - Senior Planner of B2B and Technology Markets
Google

Mark McMaster develops Google's understanding of industry trends and customer behavior in business-to-business and technology markets. In addition to pursuing research initiatives in these industries, he provides media mix planning and consulting recommendations to clients across Google's search, display and offline advertising platforms.

Prior to joining Google, Mark led product strategy for clients such as Shell Oil, Jim Beam, Nestle Purina, and the U.S. Army while at Omnicom agency The Beanstalk Group, and covered marketing trends as an editor and reporter at business publisher VNU. He is a graduate of the University of Kansas and the Medill School at Northwestern University, where he also served as editor-in-chief of the Journal of Integrated Marketing Communications.

Ben Hanna - VP Marketing
Business.com

Ben Hanna serves as Vice President of Marketing for Business.com, overseeing all aspects of marketing and brand strategy for Business.com and Work.com, including direct and onsite marketing, public relations, search engine marketing, advertising, trade shows and collateral. He brings more than 10 years experience leading B2B marketing efforts from both the agency and company perspectives.

Ben was most recently at eBay where he led the eBay Business team responsible for driving B2B trade on eBay. In that role, he oversaw product, business development, marketing and PR strategies that supported nearly $3 billion in business buying on eBay's U.S. site in 2005.

Prior to eBay, Ben was Vice President, Marketing for IronPlanet, a leading online marketplace for used construction equipment, where he built the marketing team and was responsible for all corporate and product marketing functions. Ben also co-founded a B2B strategic marketing agency specializing in product launches, company launches and corporate repositionings for high-tech companies in the semiconductor, telecommunications and Internet industries.

Ben holds a Bachelor of Arts in Psychology from the University of Michigan and a Ph.D. in Business from Stanford University's Graduate School of Business.

Chris Golec - Founder and CEO
Demandbase

Chris Golec founded and has led Demandbase since its inception. He brings more than 20 years experience and a successful entrepreneurial track record to the company. Chris started his first business, Supplybase, in the mid 90's to help large enterprises overcome the challenges purchasing and engineering groups face in managing their global supplier base. After building significant momentum in the marketplace, Supplybase was acquired by i2 Technologies (ITWO) in 2000 for $380 million. After leaving i2, Chris started a consulting practice to help companies build and manage world-class demand generation operations. The successful consulting practice became Demandbase, Inc. with the vision of transforming the way B2B companies identify, reach, and convert new customers. Prior to becoming a software entrepreneur, Chris spent 10 years with GE and DuPont in global marketing, sales and engineering roles. He earned a B.S. in Chemical Engineering from Michigan State University and an MBA from Boston University.

Bill Barnes - EVP, Business Development
Enquiro

Mr. Barnes is a Marketing veteran who has been in the marketing, advertising and promotion industry for over 20 years, the last 9 of which have been focused on Search Marketing. He co-founded Enquiro along with Gord Hotchkiss in 1999. Mr. Barnes is a featured speaker at events presented by Search Engine Strategies, Ad-Tech, Jupiter Media, SIPA, Forrester Research and Frost and Sullivan, he has also conducted workshops designed for Marketing, Editorial and Public Relations departments.

At Enquiro Bill has overseen explosive sales growth, in fact, Enquiro was listed on Deloitte's 2004 North American Technology Fast 500 and for the past 3 years has appeared on Profit Magazine's Top 100. Bill has extensive experience in setting up and implementing Search Marketing and Research campaigns for such companies as AIG, AT&T, IBM, HP, Lexis/Nexis, Siemens and Grainger, striving to always help companies Succeed in Search.

The Rise of the Digital Native

Webinar Description

Have you ever learned a second language as an adult? If so, you realize how hard it is to achieve fluency in it. Yet children seem to become fluent in languages effortlessly. Today, digital proficiency is just like another language. Some of us learned it as adults, and some of us grew up with it. In our research, together with that of others, we learned that native fluency in the language of online, referred to as being a Digital Native, can significantly alter online behavior. Digital Immigrants are those that adopted technology as adults. The divide between these two generations can affect everything from how email is used to how social connections are built and maintained. It also affects how they use online resources in B2B buyers. We’ll look at the differences we discovered today, and look forward to what it might mean for B2B buying in the future.

The live event was moderated by Bill Barnes and featured the following panelists:

Gord Hotchkiss - CEO, Enquiro
Rand Fishkin - CEO and Co-Founder, SEOmoz
Danny Sullivan - Editor-in-Chief, Search Engine Land
Ben Hanna - VP Marketing, Business.com
Chris Golec - Founder and CEO, Demandbase

In this webinar you will learn:

The differences between a Digital Native and a Digital Immigrant
Why the brain gets wired differently in Digital Natives
How this impacts interactions with technology and the web
What are the implications for B2B buying
How the landscape might shift in the next decade

New Research on B2B Buying

With the project partners Google, Business.com, Marketo, Demandbase and Covario, Enquiro’s new primary research takes a fresh look at B2B lead acquisition and management strategy.

Business buying decisions are notoriously complex. Knowing why people do what they do has become an area of specialty for Enquiro. Multiplying the complexity of that question many times by making it an organizational buying decision including several people and corporate objectives, the entire process becomes extraordinarily convoluted and challenging.

Building on the past research presented by Enquiro on B2B buying behavior, this project takes a joint qualitative/quantitative approach to studying business buying. Through a series of webinars and whitepapers, marketers will get a new perspective on how to more effectively market to B2B purchasers. The findings point to actionable strategies and tactics as they apply to search marketing, marketing automation, online advertising, and the sales process itself.

Who Should Attend

C-level executives (CMO, CEO), VPs of Online Marketing, etc., as well as online marketing practitioners (in-house) and agencies.

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