Welcome to your Conference Playbook 2.0!

As you can see, the playbook has taken on a digital life for this year’s sales meeting. You can interact with the content, email speakers, and link through to relevant content for a session. There’s even an app for you to ask questions during some of the sessions. Bookmark the link to this playbook because we’ll be uploading speaker’s slide decks post-meeting. Enjoy!

Questions? 
If you have any questions for our plenary speakers throughout the conference, you can add them to this Question Board at any time - anonymously or including your name.

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Monday Sessions

Click the tabs for supporting information
  • 9 am - Gale Update

    Session leaders


    For plenary session powerpoints, please visit the Sharepoint Plenary Sessions Folder.

    Questions? If you have any questions for our plenary speakers, you can add them to this Questions Board at any time - anonymously or including your name.

  • 10 am - Financial Results

    Session leader:


    For plenary session powerpoints, please visit the Sharepoint Plenary Sessions Folder.

    Questions? If you have any questions for our plenary speakers, you can add them to this Questions Board at any time - anonymously or including your name.

     

  • 10:30 am - Break

    15 minutes

    Location: Aphrodite III & IV

  • 10:45 am - Publishing Update

    Session leaders:


    What will this session cover?

    • The range of new initiatives around non-archive products, including new non-archive products
    • How the Gale 2020 strategy of “Engage Lead Disrupt Simplify” applies to Product
    • Technology developments in the following areas: Accessibility, Discovery Services, Open Web, Privacy
    • Gale’s international strategy
    • How Gale Primary Sources performed in FY20


    For plenary session powerpoints, please visit the Sharepoint Plenary Sessions Folder.

    Questions? If you have any questions for our plenary speakers, you can add them to this Questions Board at any time - anonymously or including your name.

  • 11:45 am - Marketing Update

    Session leader:


    What will this session cover?

    • A review of FY19 marketing activity by region
    • Looking ahead: strategic goals for FY20
    • Tactical plans for FY20 and an update on Marketing’s digital transformation plans
    • Monitoring performance and ROI


    Poll Activity! Click here to vote

    For plenary session powerpoints, please visit the Sharepoint Plenary Sessions Folder.

    Questions? If you have any questions for our plenary speakers, you can add them to this Questions Board at any time - anonymously or including your name.

  • 12:45 pm - Lunch

    Lunch will be served in Café Zoe.

    Lunch lasts 1hr 15 minutes.

  • 2 pm - FY20 Front List

    Session leader:


    Seth will be covering the following archives/modules:

    Q1

    • Public Health
    • China and the Modern World: Hong Kong, Britain and China
    • The Daily Telegraph 2001-2016 update

    Q3 

    • Making of Modern Law 11: Landmark Records and Briefs of the US Appeals Courts

    Q4

    • Daily Mirror
    • Refugees, Relief and Resettlement
    • Women’s Studies Part 2: Voice and Vision
    • Archives of Sexuality & Gender Part 4: Global Diversity
    • Making of the Modern World Part 4


    Poll Activity! Click here to vote

    For a factsheet summarising the FY20 Front List, and Seth's powerpoint, please visit the Sharepoint Plenary Sessions Folder.

    Questions? If you have any questions for our plenary speakers, you can add them to this Questions Board at any time - anonymously or including your name.

  • 3 pm - Gale Scholar Panel Discussion

    Moderator:


    Panellists: 

     

    What will this session cover?

    • Understand and celebrate FY19 Gale Scholar success stories from the reps involved
    • Discover what you can take away from existing experiences and apply in your own territories – sell Gale Scholar in FY20!
    • Hear the practical steps in a typical Gale Scholar sale, from finding the right institutional sponsor to the importance of faculty support
    • Highlight the value of the Gale Lab in Gale Scholar opportunities
    • What internal team do you need to build, and who should you bring together?

     

    Questions? If you have any questions for our plenary speakers, you can add them to this Questions Board at any time - anonymously or including your name.

  • 4 pm - Break

    15 minutes

    Location: Aphrodite III & IV

  • 4:15 pm - Gale Reference Complete Panel Discussion

    Moderator:


    Panellists:


    What will this session cover?

    • Gain confidence in increasing your subscription base in FY20 through Gale Reference Complete
    • Learn from your colleagues – understand FY19 successes and how they plan to overcome challenges to GRC in FY20
    • Understand strategies for managing and protecting your renewals
    • Hear from colleagues working on multiple markets for GRC - not just the academic market
    • See how Gale is supporting GRC through technological and platform changes to make a better experience for customers.


    Questions? If you have any questions for our plenary speakers, you can add them to this Questions Board at any time - anonymously or including your name.

  • 7 pm - Drinks Reception and Gala Dinner

    7 pm - Drinks Reception

    The drinks reception is right outside the entrance to the Athenaeum Ballroom III.

    7:30 pm - Gala Dinner

    The Gala Dinner will be held in the Athenaeum Ballroom III.

Tuesday Sessions

Click the tabs for supporting information
  • 9 am - FY20 targets and bonuses

    Session Leader:


    For plenary session powerpoints, please visit the Sharepoint Plenary Sessions Folder.

    Questions? If you have any questions for our plenary speakers, you can add them to this Questions Board at any time - anonymously or including your name.

  • 9:45 am - Gale Digital Scholar Lab update

    Session Leaders:


    What will this session cover?

    • Review the success of the Gale Digital Scholar Lab in FY19
    • See what we’ve learned about our customers, and how we’ve continually fed that back into the Lab
    • Learn how the Lab is changing our relationships with our customers, from vendor/customer to trusted partner
    • See how marketing and sales efforts have leveraged this partnership into significant archive opportunities
    • Hear about competitor efforts to match the Lab


    For plenary session powerpoints, please visit the Sharepoint Plenary Sessions Folder.

    Questions? If you have any questions for our plenary speakers, you can add them to this Questions Board at any time - anonymously or including your name.

  • 10:45 am - Break

    15 minutes

    Location: Aphrodite III & IV

  • 11 am - Gale Digital Scholar Lab success stories

    Session Participants:

     

    What will this session cover?

    • Hear from Sales colleagues who have had success with the Lab in FY19
    • Learn how they used the Lab as a lever with their customers for significant archive deals
    • Hear about Marketing efforts to position Gale as a thought leader in the Digital Humanities space, and how you can benefit
    • Understand typical questions from customers and the best way to answer them
    • As we approach the first anniversary of the Lab’s launch, consider supporting customers and renewing Lab instances

     

    For plenary session powerpoints, please visit the Sharepoint Plenary Sessions Folder.

    Questions? If you have any questions for our plenary speakers, you can add them to this Questions Board at any time - anonymously or including your name.

  • 12 pm - Lunch

    Lunch is served in Café Zoe.

    Lunch lasts 1 hour.

  • 1 pm - GLT Panel

    Session Participants:

     

    Questions? If you have any questions for our plenary speakers, you can add them to this Questions Board at any time - anonymously or including your name.

  • 2 pm - Regional Breakout 1

    China

    Asia Combined Session
    Steve Matsumara and Victor Li

    Asia

    Asia Combined Session
    Steve Matsumara and Victor Li

    LATAM 

    Gale Reference Complete: New Strategies by Territory (Mexico)
    Carolina Parra, Francisco Del Reyo & Juan M Lopez

    Gale Reference Complete: New Strategies by Territory (Cluster)
    Carolina Parra & Jorge Toledo

    UK, Europe and ANZ

    Gale Reference Complete – selling the fragmented components to achive the larger sale
    Cheryl Moody and Allison Zink

    Middle East, Africa and India

    How to present to customers
    Chris Houghton

    Salesforce
    Duncan Powell

     

    Click here for supporting documents in the Regional Breakouts folders on Sharepoint.

     

  • 3 pm - Break

    15 minutes

    Location: Aphrodite III & IV

  • 3:15 pm - Regional Breakout 2

    China

    How to present to customers
    Seth Cayley and Vincent Cheah

    Three things to do even better in FY20
    Marketing/Sales

    Asia

    New Product session and Product Mapping
    Masaki Morisawa

    China and the Modern World, Asia print series
    Liping Yang

     

    LATAM 

    Bundle packages for schools
    Jennifer Fritsch

    UK, Europe and ANZ

    Gale Scholar / UK 6-figure deals
    Reps

    Middle East, Africa and India

    Gale Reference Complete
    Cheryl Moody and Nicholas Berg

    LATAM subs strategies
    Lourdes Mena

    Gale Reference Complete case study - UAE deals
    Charith Shetty

    Click here for supporting documents in the Regional Breakouts folders on Sharepoint.

  • 4:15 pm - Regional Breakout 3

    China

    Salesforce
    Duncan Powell
     

    Asia

    Bundle packages for schools
    Jennifer Fritsch
     

    LATAM 

    GPS Strategy: Case Studies (Part I)
    Lourdes Mena

    Gender Studies / International Relations and Public Policies
    Rachel Holt

     

    UK, Europe and ANZ

    Faculty calling/social selling
    Tom English
     

    Middle East, Africa and India

    Gale Scholar Lab: selling archives through the lens of the Lab
    Chris Houghton
     

    Click here for supporting documents in the Regional Breakouts folders on Sharepoint.

  • 7 pm - Group Dinners

    Reservations have been made at local restaurants for group dinners.

Wednesday Sessions

Click the tabs for supporting information
  • 9 am - Omni Migration and Rebrand

    Session leaders:


    For supporting documents about the Omni migration, please visit the Sharepoint Plenary Sessions Folder.

    Questions? If you have any questions for our plenary speakers, you can add them to this Questions Board at any time - anonymously or including your name.

     

  • 10 am - Sales Force Update

    Session leaders:

     

    What will this session cover?

    • Understand how the Gale International sales team are using Salesforce to track and improve opportunities to date
    • Learn tips and tricks for optimising Salesforce for your role
    • Hear about common mistakes and how to avoid them
    • See how you can use Salesforce to improve all aspects of your role, from better meetings with customers to quicker reporting to your manager.
    • Learn how Salesforce will make your life easier, more efficient, and more productive – from a rep!


    For plenary session powerpoints, please visit the Sharepoint Plenary Sessions Folder.

    Questions? If you have any questions for our plenary speakers, you can add them to this Questions Board at any time - anonymously or including your name.

     

  • 11 am - Break

    15 minutes

    Location: Aphrodite III & IV

  • 11:15 am - Sales Force Lead Generation

    Session Leader:


    What will this session cover?

    • Understand the work behind the Marketing Qualified Leads in Salesforce and why you should trust them
    • What Marketing are doing to make sure the quality of leads will only get better
    • Where you will be able to see marketing activity in Salesforce, and why it’s good to know
    • Where you can help with lead generation so you get more MQLs come through to you


    For plenary session powerpoints, please visit the Sharepoint Plenary Sessions Folder.

    Questions? If you have any questions for our plenary speakers, you can add them to this Questions Board at any time - anonymously or including your name.

  • 12 pm - Lunch

    Lunch will be served in Café Zoe.

    Lunch lasts 1 hour.

  • 1 pm - Regional Breakout 4

    China

    Publishing update, selling points and backgrounds of major products
    Liping Yang

    Case studies: each rep presents a successful deal and a failed one in FY19, analyse the reasons respectively with team discussion
    Victor Li and Vincent Cheah

    Asia

    How to present to customers
    Chris Houghton

    Interactive session: Q&A on strategies and products
    Steve Matsumura and Masaki Morisawa

    Political Extremism, Women’s Studies archive
    Rachel Holt

    LATAM 

    GPS Strategy: Case Studies (Part II)
    Lourdes Mena

    Salesforce
    Duncan Powell

    UK, Europe and ANZ

    How to present to customers
    Seth Cayley

    Salesforce
    Duncan

    Bundle packages for schools
    Jennifer Fritsch

     

    Middle East, Africa and India

    Archives of Sexuality & Gender/Political Extremism
    Jess Edwards and Rachel Holt

    Cross-selling Historical Newspapers
    Kyle Sheldrake

    MEA archives case study
    Dan Solomon

     

    Click here for supporting documents in the Regional Breakouts folders on Sharepoint.

  • 3 pm - Break

    15 minutes

    Location: Aphrodite III & IV

  • 3:15 pm - Regional Breakout 5

    China

    Bundle packages for schools
    Jennifer Fritsch

    Support, challenges and solutions (team members to submit questions beforehand)
    Victor Li and Vincent Cheah

    Asia

    Case sharing and presentation - challenges and successes
    Steve Matsumara and Masaki Morisawa

    Salesforce
    Duncan Powell

    LATAM 

    How to present to customers
    Seth Cayley

    Gale Lab
    Lourdes Mena

    Q2 Events and Marketing Campaigns / Individual Travel / Q&A session
    All

    UK, Europe and ANZ

    Digital Scholar Lab Demo Practice
    Chris Houghton and all reps

    Middle East, Africa and India

    China and the Modern World/Making of the Modern World
    Liping Yang and Vicky Fielding

    Bundle packages for schools
    Jennifer Fritsch

     

    Click here for supporting documents in the Regional Breakouts folders on Sharepoint.

  • 5 pm - Wrap up

    Wrapping up a great conference!

    Questions? If you have any questions for our plenary speakers, you can add them to this Questions Board at any time - anonymously or including your name.

Thursday Activities

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  • 9 am - Excursion and lunch (click for details)

    The excursion is an Athens city tour, including the Acropolis Archaeological site. The whole excursion lasts from 9 am - 1 pm.

    Departure time: 9 am

    Departure location: Athenaeum Intercontinental hotel.

    Tour duration: 9 am - 11:45 am

    About the tour: The tour provides a panoramic tour of Athens with guided visit of the Acropolis Archaeological site. We will pass the Tomb of the Unknown Soldier that stands in front of Parliament House on Constitution Square and the Panathenaic Stadium which is the site of the first modern Olympic Games in 1896. Then the coach will drive along Panepistimiou where the Athens Trilogy - the University of Athens, the Academy of Athens and the National Library are located.

    Lunch: 11:45 am - 12:45 pm. Light lunch at Dionysus Restaurant which is located in a prominent position on the edge of the Acropolis, with panoramic views of the Acropolis and the Herod Atticus Conservatory (Herodion).

    Return time: We will be returning to our hotel by 1pm.

     

    Questions about the excursion? Please contact carlene.adams@cengage.com

     

  • 1 pm - Marketing Team Workshop

    Session leader:

     

    The Marketing Workshop is taking place in Aphrodite V.