10:00 – 11:00   NEW TRENDS: BUSINESS-TO-BUSINESS SALES (ENG)
RAOUL MONKS, FLUME (UK)
The B2B sales environment has changed a lot recently. More customers buy online without contacting the sales team. How to sell via online channels? The average buying cycle takes more time and involves more people from the buyer side than before. Millennials are becoming important influencers and decision-makers.

In his presentation, Raoul Monks will explain:

• How to personalize your outreach
• How to find customers that are ready to listen to you (and buy)
• How to get your messaging right
• Plan your sales sequences
• Take control of the sales conversation

11:00 – 11:30   GLOBAL PR: THE ROAD TO INTERNATIONAL FAME (ENG)
JULIA GIFFORD, TRUESIX
Julia Gifford is the co-founder of Truesix, an award-winning content marketing and PR agency with a focus on visibility for high tech organizations. She was part of the founding team of Printful, Latvia’s first startup unicorn. She is an editor and contributor at Labs of Latvia and Tech.eu, one of Europe’s leading startup news platforms.

11:30 – 12:00   MARKETING TO ONE: HYPER-PERSONALISED MARKETING
HANDO SINISALU, MARKETING PARROT (EST)
Creating content for one – why sometimes it makes sense to create podcast episodes for one listener.

• How to align sales and marketing in content creation
• Why the process of creating content matters as much as the content piece itself
• Real-life examples of how content marketing can warm up sales leads.

Hando is the founder and CEO of B2B marketing hub Marketing Parrot, previously known as Best Marketing International, the leading digital marketing conference producer in Europe.  He has produced and managed over 200 conferences in 24 countries from South Africa to South Korea, from Indonesia to Spain.

Hando collects and analyses content marketing case studies, was the producer of The Best of Global Digital Marketing Show, and writes regularly for marketing portals in Estonia, Malaysia, Turkey, South Africa, Poland, and Indonesia. He also runs case-study-based in-house training programs for clients like McCann Riga (Latvia), Distell (South Africa), Graphic Publishing (Ghana), and Conde Nast (India) to name a few.

12:00 – 13:00   Lunch Reception at the Embassy of Estonia
Lunch will be served next door to Riga Business School, at the Estonian Embassy of Estonia, offering an exclusive opportunity to network with other guests and keynote speakers. Pleasant surprises to be expected.

13:00 – 14:00   WHY THE OLD WAY OF DOING MARKETING IS NOT WORKING (ENG)
DAVID BLINOV, THE F COMPANY (FI)
You don’t need more leads.
You need to generate revenue.
B2B marketing can no longer afford to be in a supporting role. Both your company and your customers expect more from. There is huge pressure for marketing to become the key revenue driver.

This keynote will change your mindset, your metrics and your processes to optimize your marketing for the business outcomes that matter.

David has helped Nordic B2B companies generate millions of euros in revenue using modern growth marketing methods. The F Company specializes in transforming marketing in B2B companies into a revenue driver with systematic growth marketing experiments.

14:00 – 14:30   EMPLOYER BRANDING DURING UNCERTAIN TIMES: EY BALTICS CASE STUDY (LV)
LILIANA OZOLINA, EY BALTICS
We will examine how EY has maintained a strong employer brand during the age of uncertainty in Europe’s employer market.

• Building and showcasing a strong company culture during uncertain times
• Focusing on purpose-driven messaging to attract and retain top talent
• Leveraging employee advocacy to strengthen employer branding efforts
• The role of employee value proposition (EVP)
• Why PR and marketing communications should own employer branding instead HR
• The benefits of a cross-functional approach to employer branding
• Future implications and the need for ongoing employer branding

Liliana has more than 20 years’ worth of communications experience under her belt, including leading marcomms for Mercedes-Benz General Distributor for Daimler in Latvia and Grenardi, to joining EY in 2021.

Liliana also works as a lecturer and private consultant on PR and media relations for corporate clients. Liliana was the country manager for MTV Latvia when the media giant decided to enter the Baltic market.