Session 2E

Practical Skills/Publishing 101
Expanding Your CRM To Your Entire Business 

Customer Relationship Management (CRM) applications such as SalesForce and Microsoft Dynamics have become a way of life for most sales and marketing teams, but does the rest of the organization take advantage of this powerful tool?
CRM applications are flexible and customizable systems that can be used to address numerous organizational inefficiencies. Whether your challenge is to connect information siloes across your organization, or to facilitate a process between departments, could your CRM application provide the solution? 

We would like to provide examples of how your CRM can be the hub of your entire organization, allowing information sharing across not only sales and marketing, but also editorial, production, customer service, operations, membership, and others. Our conversation will be CRM-brand agnostic and is intended not only for CRM veterans, but also those new to the CRM world. 


Kevin Horwitz, NEJM Group
Kevin Horwitz has spent nearly 20 years in sales which includes working not only in the publishing industry, but also in the tech, cutlery, as well as the custom flag and banner areas. He is currently the Business and Sales Operations Manager for the NEJM Group where his primary focus is the development and administration of their SalesForce CRM in addition to the day-to-day sales enablement and analytics responsibilities. He is also a Microsoft Excel fanatic and loves to help people figure out solutions to spreadsheet mysteries. In his spare time, Kevin enjoys writing, game design, and researching weird and bizarre facts about history. Twitter Handle - @khorwitz77


Beth Hoskins, Ringgold, Inc.
Beth Hoskins is the Sales Development Manager for Ringgold, where she supports client data implementations and serves as the internal CRM administrator. She has worked in the scholarly publishing industry for over 15 years, and has held prior positions with Oxford University Press, Duke University Press, and W.T. Cox Information Services. Beth’s roles have consistently straddled outward facing sales and the administration of internal technologies used to support workflows, processes, and data analysis. She has served as the CRM administrator for three companies, and has experience administering MS Dynamics and SalesForce CRM systems.
Cathy Holland, Digital Science
Cathy Holland is a Business Development Manager. She works with publishers to implement various technology solutions to help them innovate in a changing scholarly communication ecosystem. Cathy strongly believes that publishers will need to continue to innovate, question, and exchange ideas for the benefit of research. Cathy has previously worked at AAAS/Science in a variety of roles, including Sales Manager, Senior Sales Representative, and Sales Representatives selling the Science family of e-resources to institutional libraries world-wide. She and her colleagues launched new titles and expanded the global footprint of AAAS's journal titles. Cathy holds a Bachelor of Science Degree in Biology from Marymount University. Twitter Handle - @zelda5001