Past Events
Wednesday 22 May 2019

Selling to Corporate Libraries

Please note booking has now closed for this webinar, but should you wish to be registered to receive a link to the recording after the event, please email

Date and time

Wednesday 22 May 2019. Online. 14:30-16:00 BST, 9:30-11:00 EDT, 15:30-17:00 CEST, 06:30-08:00 PDT
*Please note: if you are unable to join the webinar on this date and time, you may register and receive a recording for viewing at a time to suit you.

Chair: Karen Hawkins, Chief Marketing Officer, IEEE 

Biography: Karen is the Chief Marketing Officer of IEEE, leader of the Marketing, Sales, and Design organization. Karen and the team bring their expertise and diverse global marketing, commercial, and general management experience in the marketing and sale of intellectual property, creating and executing strategies to help further IEEE’s mission through developing talented professionals in a team environment, driving global expansion, facilitating new product development, and raising the visibility of the engineering profession.
Her career began in book publishing, serving in editorial and sales roles with Little, Brown and Company, Delmar Publishers, and John Wiley and Sons, Inc. During her 20-year tenure at IEEE, Karen has held leadership positions in the Marketing, Sales, and Publications groups. She earned a B.S. in Communications from Boston University.
 Karen Hawkins photo


  • James BlankManager – Technical Information Center (TIC), Caterpillar Inc
  • Mike Porch, Content Development Manager, IEEE
  • David MyersCEO, DMedia Associates
  • Kathey Towler, Technical Information Services, Digital DRD, Unilever
  • David Younghusband, Unilever


As scholarly publishers and societies, we strive to serve our communities but in order to continue to grow we need to reach new audiences and find alternative revenue streams.  The corporate market offers a substantial opportunity, but corporations have distinct needs.  They focus on solving business problems, not providing archives, they merge, restructure and cease to exist far more quickly than universities.  Renewals are never a sure thing, and it is difficult to find and determine who the decision makers are for new business opportunities within them.

This 90-minute panel discussion will present strategies that publishers can use to build new relationships and grow revenue in the corporate sector. Join us and learn about opportunities created by new technologies such as TDM and AI, corporate-oriented business models, content and features, and marketing and sales approaches that work for increasing revenue streams in this arena.

Who should attend

Sales and Marketing Managers, and anyone with responsibility for revenue growth


James Blank, Manager – Technical Information Center (TIC), Caterpillar Inc
James is the manager of the Caterpillar engineering library, leading a team of information & knowledge management professionals to provide knowledge services and resources to the worldwide Caterpillar engineering and technical community. With 19 years of corporate library experience, James' responsibilities have included many library functions, such cataloging, acquisitions, collection development, reference, and website administration.
In 2012, James was awarded the Librarian of the Year Award by the Engineering Division of SLA. He holds an MS in Library & Information Science from the University of Illinois.
Abstract: Corporate libraries are driven by the business needs of its clients and subject to the business conditions of its parent organization, putting a premium on flexible and cost-effective models for providing access to scholarly publications. Corporate libraries often have responsibilities for internal knowledge management systems, which, under strained budget conditions, compete for resources with scholarly publications, so being able to clearly align content with our clients’ technology strategies is important.
 James Blank photo
Michael Porch, Senior Corporate Market Strategy Manager, IEEE
Mike is the Senior Corporate Market Strategy Manager for IEEE. He focuses on IEEE's product strategies for serving global corporate markets. That work includes developing business partnerships with 3rd-party publishers to support the larger information requirements of IEEE’s clients in the corporate sectors, across all industries.
Mike is also involved in new product development efforts, targeting specific workflow needs of IEEE's corporate users. He joined IEEE in 2014, after building content workflow solutions for the financial, construction and compliance markets while working for Thomson-Reuters, Dow Jones, McGraw-Hill and Reed-Elsevier.
• Researching the corporate market 
• Developing user personas and uncovering unmet needs and paint points related to content and workflow
• Pragmatic Marketing process: defining the corporate market, understanding use cases, buy/build/partner decision process, leveraging IEEE core competencies and more
 Mike Porch photo
David Myers, President and CEO of DMedia Associates, Inc
David is an Information Industry expert, with over 29 years experience specializing in Strategy, Sales, Legal, Licensing and Business Development. As CEO, he guided DMedia Associates to the Inc. 5000 List for 2017 (#1110) and 2018 (#973). Throughout his career, he has drafted, negotiated and closed over 500 domestic and international licensing agreements with publishing partners, customers and distributors. He has also negotiated and closed countless business alliances, strategic partnering, and revenue generation deals. Prior to starting his consulting practice, he was Executive Director, Global Licensing and Business Development with Wolters Kluwer Health for 7 years.
Prior to that, he held senior level positions at WeFusion, Inc., Marco Polo Technologies, Whitehall Montague & Cie. Investment Bankers and Texaco, Inc. David earned a B.S. in Genetics/Business from The University of Maryland, a M.B.A. in Finance from Pepperdine University and a J.D. from American University. David is an active member of the California State Bar, a prior member of the Content Board of the Software and Information Industry Association, and of many publishing industry associations.
• What publishers should consider about pricing and selling to corporate accounts.
• How Corporate librarians make decisions, particularly if there is no longer a library. Who do we talk to when the library no longer exists?
• How do corporate libraries determine value
• Text and Data Mining needs/requirements
 David Myers photo
Kathey Towler, Technical Information Services, Digital DRD, Unilever
Kathey has worked at Unilever for over 30 years and she is responsible for the Technical Information Services team at Unilever R&D. Technical Information Services is a completely virtual library service serving Unilever’s R&D population. Unilever aim for seamless access to a comprehensive range of databases, Ebooks and Ejournals for their user community.
 Kathey Towler photo
David Younghusband, Information Specialist, Technical Information Services, Digital DRDUnilever
David has worked in Libraries and Information in a variety of roles for over 30 years. His current role is to ensure all Unilever R&D library technologies, tools and systems integrate. Support scientists in their research, to facilitate the use and access of information, take the pain away from the users, ensuring information flows seamlessly between tools as required and work together.
 David Younghusband photo

Registration and booking:

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Non-Member: £85 + VAT per person

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This webinar is produced by ALPSP with support from Copyright Clearance Center.


Upcoming Dates for this event

  • Wed 22 May 2019
  • Wed 22 May 2019
  • Online, ,


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