DAY 1 AGENDA

MON / 02-10 (Tracks by Theme)

8:00 - 9:00 Registration and Continental Breakfast: Foyer, Cardiff, Laguna Sunset

9:15-10:15 WELCOME + KEYNOTE WITH KIM DAMRON & KEITH WHITE Grand Ballroom

10:15-10:45 Coffee Break with Business Partners: Foyer, Cardiff, Laguna Sunset

10:45 - 11:45 PACIOLAN PRODUCT KEYNOTE WITH KEITH WHITE & EJ LIAO Grand Ballroom

11:45 - 1:15 LUNCH: IN-N-OUT BURGER at Seaview Terrace & Front Entrance (Sponsored by Weldon, Williams & Lick, Inc.)

1:15 - 2:15 RISING THROUGH THE RANKS. Join us to hear leaders in our com-munity who started their careers in ticketing, fundraising and marketing, and are now senior leaders at their respective organizations.

INNOVATION STRATEGY. Hear from leading innovative companies and thought-leading organizations about how they are embracing change, creating a culture of innovation, and driving growth.

Presenters: Drew Martin, University of Texas; Scott Wetherbee, Eastern Michigan University; Garrett Klassy, University of Nebraska; Travis Dabney, 12th Man Foundation

Presenters: Mike Lorenc, Google; Parker Duffey,Tailgate Guys; Kip Levin, FanDuel; Adam Landsman, Clear

Moderator: Dennis Dodd, CBS Sports Moderator: Christian Lewis, Paciolan

Grand Ballroom A-F Newport Coast 1-5

2:15- 2:45 Coffee Break: Foyer, Cardiff, Laguna Sunset

2:45 - 3:45 LEADING THROUGH CHANGE. Embracing change is often diffi-cult and leading people through this process can strengthen organizations. Hear stories and strategies of how leaders have changed the game to cre-ate a competitive advantage.

INNOVATION THAT WILL REVOLUTIONIZE OUR BUSI-NESS. New technologies including mobile and virtual reality continue to grow in importance. Join us to hear from industry thought-leaders and tech-nology titans who are changing the game with innovative ways to engage consumers and reinvent the customer experience.

Presenters: Brian Kelly, Georgia State University; Stephanie Curran, Spokane Public Facilities District; Patrick Chun, Washington State University; Terry Tumey, Fresno State University

Presenters: Jeff Rubin, SIDEARM Sports; Monal Chokshi, Lyft; Jorge Angarita, The Walt Disney Company; Danny Keens, NextVR

Moderator: Kim Damron, Paciolan Moderator: EJ Liao, Paciolan

Grand Ballroom A-F Newport Coast 1-5

3:45- 4:15 Coffee Break: Foyer, Cardiff, Laguna Sunset (Sponsored by Uptix by Givex)

4:15 - 5:15 SECRETS OF SUCCESSFUL LEADERS. Hear from a distinguished panel of industry veteran leaders who will share their secrets for success, tips for career growth, and lessons learned throughout their careers.

DATA INNOVATION. 90% of the world’s data has been created in the last three years. Learn how organizations are building data management strategies and putting systems and processes in place to take advantage of this trend to create value.

Presenters: Jovan Overshown, Baylor University; Elizabeth Gray, Oklahoma City Civic Center Music Hall; Brad Mayne, IAVM; Mario Morris, University of Notre Dame

Presenters: Rob Schneider, Learfield IMG College; Michael Bos, College Football Playoffs; Pat McQueen, Salesforce; Xiaokun Xu, Amazon Studios

Moderator: Andy Rawlings, Learfield IMG College Moderator: Keith White, Paciolan

Grand Ballroom A-F Newport Coast 1-5

5:30 - 7:00 PACNET PREFEST HAPPY HOUR: Atrium Court – Hosted by Janam

7:00 - 10:00 80S PACFEST PARTY: Hook & Spear Restaurant (Food & Drinks) + Rose Garden (Band, Drinks, & Candy Bar) (Sponsored by Weldon, Williams & Lick, Inc.)

CASINO: Baycliff (Sponsored by FanMaker)

INTERACTIVE ROUND TABLE

SESSIONS

Participate in lively discussions to help you tackle the biggest opportunities at your organization. These round tables feature a fun environment and interactive discussion with your peers tailored specifically for your genre. When you participate in these sessions, you are eligible to win fantastic prizes.

LEADERSHIP BREAKTHROUGHSponsored by Sponsored by

TUE / 02-11 (Tracks by Function)

DAY 2 AGENDA

8:15 - 9:00 Continental Breakfast: Foyer, Cardiff, Laguna Sunset

9:00 - 9:45 14TH ANNUAL STAR AWARDS Grand Ballroom

9:45 - 10:15 Coffee Break: Foyer, Cardiff, Laguna Sunset 10:15 - 11:15 THE HEALTH OF THE SEASON TICKET AND

UNIQUE WAYS TO OFFER CONSUMERS CHOICES. Join us for an interactive discussion around ticket packaging and product positioning featuring season tickets, plans, flex passes, and other opportunities to meet consumer demand in a constantly changing environment.

INNOVATIVE STRATEGIES AND TECHNIQUES FOR DIGITAL MARKETING. Learn the newest strategies and opportunities to acquire new fans, efficiently leverage new technologies, including machine learning, and execute sophisticated campaigns to drive ticket sales and grow revenue.

MAXIMIZE YOUR REVENUETHROUGH PRICING & DISTRI-BUTION. Learn about new Paciolan product features focused on unlocking in-cremental revenue through pricing strat-egy and distribution.

PAC PLATFORM TIPS & TRICKS.Hear from Paciolan experts to learn ways to maximize the system, efficiently man-age processes, and unlock improvements to your day-to-day activities.

MOBILE-ONLY THINKING. Un-derstand the holistic approach of why to move your organization fully into the mo-bile/digital space. What are the trends? What impacts decision making? How did others prepare for the shift?

GROWING YOUR DONORBASE. Bringing in new donors isn’t easy. Brush up on new techniques and technologies that can help you to iden-tify prospects, encourage delivery of a compelling message and make it easy for donors to join.

Presenters: Brian Pracht, University of Notre Dame; Matt Biggers, University of Colorado; James Francis, University of Arizona; Mitchell Klein, Broadway Across America; Jonathan Marks, Dynamic Pricing Partners

Presenters: Katie Thompson, Google; Joe Mulford, University of California, Berkeley; Jessica Onyepunuka, University of Southern California; Leah Baumgartner, Paciolan

Presenters: Shawn Pons & Jeff Robins, Paciolan

Presenters: Caroline Fenton & Kristi Dyer, Paciolan

Presenters: Carole Dollins, Texas A&M University; Adam Dunn, University of Michigan; Bryan Goodall, Illinois State University

Presenters: Adrian Pina, Auburn University; Mitch Straub, Washington State University; Mitch Muller, Snap! Advance; Natasha Frisch & Chris Carney, Paciolan

Moderator: Gary Styve, Paciolan Moderator: Craig Ricks, Paciolan Moderator: Tim Cavanaugh, Paciolan Moderator: Elsie Kuresa, Paciolan

Baycliff Newport Coast 4-5 Newport Coast 1-3 Grand Ballroom A-B Grand Ballroom C-D Grand Ballroom E-F

11:15 - 11:30 Coffee Break: Foyer, Cardiff, Laguna Sunset11:30 - 12:30 MAXIMIZE YIELD AND TICKET SALES WITH

STUBHUB. Hear ideas and opportunities to leverage your secondary and distribution partnerships to unlock incremental revenue and connect with new customers. We’ll discuss pricing and yield management, strategies to sell the most tickets possible as well as unique distribu-tion partnership opportunities.

SYNERGIES FROM WORKING ACROSS MULTIPLE PARTNERS TO PRO-VIDE A POWERFUL SOLUTION. Share ideas with leading institutions who are taking advantage of integrated strategies and partnerships to engage customers and drive sales.

FAN EXPERIENCE FOR THEINSTANT GRATIFICATIONGENERATION. Consumer prefer-ences are changing - declining what used to be concierge service for self-service instead. Get insights on how to create a great fan experience for online users.

PREPARING YOUR ORGANIZA-TION FOR STAFF TURNOVER.Employee turnover is a fact of life. How can you plan for it? Hear from tenured Paciolan and peers on core strategies for preparing your organization with docu-mentation and knowledge sharing.

CREATING THE BEST MOBILEJOURNEY. Hear strategies of maxi-mizing your mobile channel and opti-mizing based on data. Utilize Paciolan’s mobile-only thinking to help shift your customer base to the same philosophy.

CAPITAL CAMPAIGN SUCCESS.Learn from leadership at large and small organizations about executing success-ful capital campaigns. Identify prospects and opportunities, communicate your story and reach your milestones and goals.

Presenters: Akshay Khanna & Adam Budelli, StubHub; Neil Viserto, Los Angeles Angels

Presenters: Jake Bye, Learfield IMG College -Ticket Solutions; Josh Rose, Fevo; Patrick Nowlin, University of Oklahoma; Zaundra Butler, Paciolan

Presenters: Paul Bezdicek, Bowling Green State University; Chris Flores, NC State; Karen Warther, Paciolan

Presenters: Tyler Hooper, Michigan State University; Julian Bowman, Spectra-Dallas Fair Park-Cotton Bowl; Corinne Hahn, University of Denver

Presenters: Chris Celona, University of Arizona; Jason Bunger, Purdue University; Spencer McAnally, Clemson University

Presenters: Dedan Brozino, Rose Bowl Stadium; Jennifer Colley,TCU Frog Club; Josh McCowan, Ahearn Fund/Kansas State University; Kurt Pottkotter, Southern Methodist University

Moderator: Steve Demots, Paciolan Moderator: Zaundra Butler, Paciolan Moderator: Karen Warther, Paciolan Moderator: CJ Hertrich, Paciolan Moderator: Brett Giacomino, Paciolan Moderator: Kelly Hanson, Paciolan

Grand Ballroom C-D Grand Ballroom A-B Newport Coast 1-3 Baycliff Newport Coast 4-5 Grand Ballroom E-F

12:30 - 1:30 LUNCH: TACO TUESDAY (Sponsored by Janam) Seaview Terrace1:30 - 2:30 KEYNOTE : JON GORDON, MOTIVATIONAL SPEAKER (Sponsored by Dynamic Pricing Partners) Grand Ballroom

2:30 - 3:00 Coffee Break: Foyer, Cardiff, Laguna Sunset3:00 - 4:00 ELEVATING THE CUSTOMER JOURNEY

THROUGH EVERY ASPECT OF THE EVENT. Learn strategies from dynamic executives and industry leaders to provide an unmatched customer journey from purchase to participation. We’ll dive into parking, ticket in-surance, and venue/game day experiences that will keep your customers coming back again and again.

SO YOU’VE GOT MARKETING AUTOMATION & SALESFORCE, NOW WHAT? While marketing auto-mation and Salesforce CRM provide access to new and exciting customer engagement and revenue generation opportunities; change can be difficult. Hear from our ex-perts and recently implemented customers on strategies and techniques to help maxi-mize the technology from day one.

FROM FANONE TO FANTWO - NEXT LEVEL STRATEGIES FOR MARKET-ING AUTOMATION AND SALES-FORCE. Join us for a deeper dive into inno-vative best practices and strategic techniques to maximize your marketing automation and Salesforce CRM systems to personalize commu-nication, fuel the sales funnel, and grow your database.

SIMPLIFY YOUR LIFE AS A DI-RECTOR OF TICKET OPERA-TIONS. Learn about new PACLive product features released this past year focused on innovation, simplification, and ease-of-use.

VENUE RENOVATION BESTPRACTICES & TACTICS TO EN-SURE A SMOOTH SELLINGPROCESS. Dive deep into how to set up and prepare for sales through venue renovations including how to manage seating changes, manifest and pricing set up, relocation of customers, and how to efficiently manage renewals. Hear a suc-cessful renovation strategy from experts.

MOBILE IMPLEMENTATION& OPPORTUNITIES MOVINGFORWARD. A panel discussion on what’s next in the mobile space after im-plementation. Hear from forward-think-ing peers on how they are approaching ticketing, communication and fan en-gagement on mobile. Learn ways to in-crease education, adoption, engagement, and additional revenue with customers.

GETTING THE SECOND (&THIRD & FOURTH) DONATION.Developing loyal, consistent donors contributes to the long term success of your organization, yet your donor base is multi-faceted and spans multiple gen-erations. Learn strategies to ensure en-gagement across a broad donor commu-nity, leading to consistent renewals and higher rates of giving.

Presenters: Tony Albanese, ParkHub; Jason Heggemeyer, University of Illinois; Brent Fletcher, Texas Tech University; Bryan Derbyshire, Protecht

Presenters: Travis Cameron, University of Minnesota; Micayla Baker, Oklahoma City Civic Center Music Hall

Presenters: Rob Kristiniak, University of Washington; David Hirx, Stanford University; Kyle Murphy & Chris Carney, Paciolan

Presenter: Shawn Pons, Paciolan Presenters: Gloria Ramirez, University of Southern California; TJ Octavio, Wells Fargo Center; John King, Mississippi State University

Presenters: Markeisha Everett, University of Pittsburgh; Mike Castle, Georgia Tech; Tim Messa, Louisiana State University; Mark Baker, Paciolan

Presenters: Mike Richey, Mississippi State University; Nick Fulton, UNC Rams Club; Ryne Toole, Xavier University Athletics

Moderators: Maureen Andersen, INTIX Moderators: Victoria Ho & Andrew Campbell, Paciolan

Moderators: Kyle Murphy & Chris Carney, Paciolan Moderators: Chris Nicoll & Nikki McCourt, Paciolan

Moderator: Michaela Patt, Paciolan Moderator: Jennifer Miller, Paciolan

Grand Ballroom E-F Newport Coast 4 Baycliff Newport Coast 1-3 Grand Ballroom A-B Grand Ballroom C-D Newport Coast 5

4:00 - 4:45 Coffee Break: Foyer, Cardiff, Laguna Sunset 4:45 - 5:45 CAPITALIZING ON THE ESPORTS PHENOM-

ENON. eSports is one of the biggest trends in live enter-tainment. Hear from industry experts and eSports lead-ers on how they are tapping into opportunities to host eSports events at their venues and taking advantage of this growing trend.

ROUND TABLES - MID-MAJORS. Share unique solutions to challenges that are faced by mid-major college athletics organizations. This session will feature interactive discussion, peer sharing and brainstorming to uncover opportunities as a community.

ROUND TABLES - COLLEGES.Share unique solutions to challenges faced by college athletics organizations. This session features interactive discus-sion, peer sharing, and brainstorming to uncover opportunities as a community.

ROUND TABLES - OPERATION-AL BEST PRACTICES. Learn best practices for optimal system manage-ment and set-up. This session will feature interactive discussion with Paciolan sub-ject matter experts and peer sharing.

ROUND TABLES - PRO SPORTS / ARTS / ARENAS. Share unique solu-tions to challenges that are faced by like minded organizations. This session will fea-ture interactive discussion, peer sharing and brainstorming to uncover opportunities as a community.

Presenters: Rob Johnson, Nerd Street Gamers; Mark Deppe, University of California, Irvine; Joe Marsh, T1 Entertainment & Sports

Presenters: Ashley Finn; Eastern Washington University; Chris Condit, Southern Miss Athletics; Paul Bezdicek, Bowling Green State University; Kelsey Crawford, Gonzaga University

Presenters: Liz Kelley& Gary Styve, Paciolan Presenter: Maja Hansen & CJ Hertrich, Paciolan

Presenters: Jim Clay & Amy Craig, Paciolan

Moderator: Jeff Robins, Paciolan Moderators: Graham Brown, Robert Smith, & Freddie Mercer, TicketsWest; Nick Erban, Joseph Regalado, & Scott Stowell, Paciolan

Baycliff Grand Ballroom E-F Grand Ballroom A-D Newport Coast 5 Newport Coast 1-4

5:45 - 7:00 TUESDAY NIGHT RECEPTION: Foyer, Cardiff, Laguna Sunset (Sponsored by StubHub) 7:15 - 10:00 RED O FIESTA: Red O Restaurant (Sponsored by ParkHub)

8:15 - 9:00 Continental Breakfast: Foyer, Cardiff, Laguna Sunset

9:00 - 9:45 14TH ANNUAL STAR AWARDS Grand Ballroom

9:45 - 10:15 Coffee Break: Foyer, Cardiff, Laguna Sunset 10:15 - 11:15 THE HEALTH OF THE SEASON TICKET AND

UNIQUE WAYS TO OFFER CONSUMERSCHOICES. Join us for an interactive discussion around ticket packaging and product positioning featuring season tickets, plans, flex passes, and other opportunities to meet consumer demand in a constantly changing environment.

INNOVATIVE STRATEGIES AND TECHNIQUES FOR DIGITAL MARKETING.Learn the newest strategies and opportunities to acquire new fans, efficiently leverage new technologies, including machine learning, and execute sophisticated campaigns to drive ticket sales and grow revenue.

MAXIMIZE YOUR REVENUE THROUGH PRICING & DISTRI-BUTION. Learn about new Paciolan product features focused on unlocking in-cremental revenue through pricing strat-egy and distribution.

PAC PLATFORM TIPS & TRICKS. Hear from Paciolan experts to learn ways to maximize the system, efficiently man-age processes, and unlock improvements to your day-to-day activities.

MOBILE-ONLY THINKING. Un-derstand the holistic approach of why to move your organization fully into the mo-bile/digital space. What are the trends? What impacts decision making? How did others prepare for the shift?

GROWING YOUR DONOR BASE. Bringing in new donors isn’t easy. Brush up on new techniques and technologies that can help you to iden-tify prospects, encourage delivery of a compelling message and make it easy for donors to join.

Presenters: Brian Pracht, University of Notre Dame; Matt Biggers, University of Colorado; James Francis, University of Arizona; Mitchell Klein, Broadway Across America; Jonathan Marks, Dynamic Pricing Partners

Presenters: Katie Thompson, Google; Joe Mulford, University of California, Berkeley; Jessica Onyepunuka, University of Southern California; Leah Baumgartner, Paciolan

Presenters: Shawn Pons & Jeff Robins, Paciolan

Presenters: Caroline Fenton & Kristi Dyer, Paciolan

Presenters: Carole Dollins, Texas A&M University; Adam Dunn, University of Michigan; Bryan Goodall, Illinois State University

Presenters: Adrian Pina, Auburn University; Mitch Straub, Washington State University; Mitch Muller, Snap! Advance; Natasha Frisch & Chris Carney, Paciolan

Moderator: Gary Styve, Paciolan Moderator: Craig Ricks, Paciolan Moderator: Tim Cavanaugh, Paciolan Moderator: Elsie Kuresa, Paciolan

Baycliff Newport Coast 4-5 Newport Coast 1-3 Grand Ballroom A-B Grand Ballroom C-D Grand Ballroom E-F

11:15 - 11:30 Coffee Break: Foyer, Cardiff, Laguna Sunset11:30 - 12:30 MAXIMIZE YIELD AND TICKET SALES WITH

STUBHUB. Hear ideas and opportunities to leverage your secondary and distribution partnerships to unlock incremental revenue and connect with new customers. We’ll discuss pricing and yield management, strategies to sell the most tickets possible as well as unique distribu-tion partnership opportunities.

SYNERGIES FROM WORKING ACROSS MULTIPLE PARTNERS TO PRO-VIDE A POWERFUL SOLUTION. Share ideas with leading institutions who are taking advantage of integrated strategies and partnerships to engage customers and drive sales.

FAN EXPERIENCE FOR THE INSTANT GRATIFICATION GENERATION. Consumer prefer-ences are changing - declining what used to be concierge service for self-service instead. Get insights on how to create a great fan experience for online users.

PREPARING YOUR ORGANIZA-TION FOR STAFF TURNOVER. Employee turnover is a fact of life. How can you plan for it? Hear from tenured Paciolan and peers on core strategies for preparing your organization with docu-mentation and knowledge sharing.

CREATING THE BEST MOBILE JOURNEY. Hear strategies of maxi-mizing your mobile channel and opti-mizing based on data. Utilize Paciolan’s mobile-only thinking to help shift your customer base to the same philosophy.

CAPITAL CAMPAIGN SUCCESS. Learn from leadership at large and small organizations about executing success-ful capital campaigns. Identify prospects and opportunities, communicate your story and reach your milestones and goals.

Presenters: Akshay Khanna & Adam Budelli, StubHub; Neil Viserto, Los Angeles Angels

Presenters: Jake Bye, Learfield IMG College -Ticket Solutions; Josh Rose, Fevo; Patrick Nowlin, University of Oklahoma; Zaundra Butler, Paciolan

Presenters: Paul Bezdicek, Bowling Green State University; Chris Flores, NC State; Karen Warther, Paciolan

Presenters: Tyler Hooper, Michigan State University; Julian Bowman, Spectra-Dallas Fair Park-Cotton Bowl; Corinne Hahn, University of Denver

Presenters: Chris Celona, University of Arizona; Jason Bunger, Purdue University; Spencer McAnally, Clemson University

Presenters: Dedan Brozino, Rose Bowl Stadium; Jennifer Colley,TCU Frog Club; Josh McCowan, Ahearn Fund/Kansas State University; Kurt Pottkotter, Southern Methodist University

Moderator: Steve Demots, Paciolan Moderator: Zaundra Butler, Paciolan Moderator: Karen Warther, Paciolan Moderator: CJ Hertrich, Paciolan Moderator: Brett Giacomino, Paciolan Moderator: Kelly Hanson, Paciolan

Grand Ballroom C-D Grand Ballroom A-B Newport Coast 1-3 Baycliff Newport Coast 4-5 Grand Ballroom E-F

12:30 - 1:30 LUNCH: TACO TUESDAY (Sponsored by Janam) Seaview Terrace1:30 - 2:30 KEYNOTE : JON GORDON, MOTIVATIONAL SPEAKER (Sponsored by Dynamic Pricing Partners) Grand Ballroom

2:30 - 3:00 Coffee Break: Foyer, Cardiff, Laguna Sunset3:00 - 4:00 ELEVATING THE CUSTOMER JOURNEY

THROUGH EVERY ASPECT OF THE EVENT.Learn strategies from dynamic executives and industry leaders to provide an unmatched customer journey from purchase to participation. We’ll dive into parking, ticket in-surance, and venue/game day experiences that will keep your customers coming back again and again.

SO YOU’VE GOT MARKETINGAUTOMATION & SALESFORCE,NOW WHAT? While marketing auto-mation and Salesforce CRM provide access to new and exciting customer engagement and revenue generation opportunities; change can be difficult. Hear from our ex-perts and recently implemented customers on strategies and techniques to help maxi-mize the technology from day one.

FROM FANONE TO FANTWO - NEXTLEVEL STRATEGIES FOR MARKET-ING AUTOMATION AND SALES-FORCE. Join us for a deeper dive into inno-vative best practices and strategic techniques to maximize your marketing automation and Salesforce CRM systems to personalize commu-nication, fuel the sales funnel, and grow your database.

SIMPLIFY YOUR LIFE AS A DI-RECTOR OF TICKET OPERA-TIONS. Learn about new PACLive product features released this past year focused on innovation, simplification, and ease-of-use.

VENUE RENOVATION BEST PRACTICES & TACTICS TO EN-SURE A SMOOTH SELLING PROCESS. Dive deep into how to set up and prepare for sales through venue renovations including how to manage seating changes, manifest and pricing set up, relocation of customers, and how to efficiently manage renewals. Hear a suc-cessful renovation strategy from experts.

MOBILE IMPLEMENTATION & OPPORTUNITIES MOVING FORWARD. A panel discussion on what’s next in the mobile space after im-plementation. Hear from forward-think-ing peers on how they are approaching ticketing, communication and fan en-gagement on mobile. Learn ways to in-crease education, adoption, engagement, and additional revenue with customers.

GETTING THE SECOND (& THIRD & FOURTH) DONATION. Developing loyal, consistent donors contributes to the long term success of your organization, yet your donor base is multi-faceted and spans multiple gen-erations. Learn strategies to ensure en-gagement across a broad donor commu-nity, leading to consistent renewals and higher rates of giving.

Presenters: Tony Albanese, ParkHub; Jason Heggemeyer, University of Illinois; Brent Fletcher, Texas Tech University; Bryan Derbyshire, Protecht

Presenters: Travis Cameron, University of Minnesota; Micayla Baker, Oklahoma City Civic Center Music Hall

Presenters: Rob Kristiniak, University of Washington; David Hirx, Stanford University; Kyle Murphy & Chris Carney, Paciolan

Presenter: Shawn Pons, Paciolan Presenters: Gloria Ramirez, University of Southern California; TJ Octavio, Wells Fargo Center; John King, Mississippi State University

Presenters: Markeisha Everett, University of Pittsburgh; Mike Castle, Georgia Tech; Tim Messa, Louisiana State University; Mark Baker, Paciolan

Presenters: Mike Richey, Mississippi State University; Nick Fulton, UNC Rams Club; Ryne Toole, Xavier University Athletics

Moderators: Maureen Andersen, INTIX Moderators: Victoria Ho & Andrew Campbell, Paciolan

Moderators: Kyle Murphy & Chris Carney, Paciolan Moderators: Chris Nicoll & Nikki McCourt, Paciolan

Moderator: Michaela Patt, Paciolan Moderator: Jennifer Miller, Paciolan

Grand Ballroom E-F Newport Coast 4 Baycliff Newport Coast 1-3 Grand Ballroom A-B Grand Ballroom C-D Newport Coast 5

4:00 - 4:45 Coffee Break: Foyer, Cardiff, Laguna Sunset 4:45 - 5:45 CAPITALIZING ON THE ESPORTS PHENOM-

ENON. eSports is one of the biggest trends in live enter-tainment. Hear from industry experts and eSports lead-ers on how they are tapping into opportunities to host eSports events at their venues and taking advantage of this growing trend.

ROUND TABLES - MID-MAJORS. Share unique solutions to challenges that are faced by mid-major college athletics organizations. This session will feature interactive discussion, peer sharing and brainstorming to uncover opportunities as a community.

ROUND TABLES - COLLEGES. Share unique solutions to challenges faced by college athletics organizations. This session features interactive discus-sion, peer sharing, and brainstorming to uncover opportunities as a community.

ROUND TABLES - OPERATION-AL BEST PRACTICES. Learn best practices for optimal system manage-ment and set-up. This session will feature interactive discussion with Paciolan sub-ject matter experts and peer sharing.

ROUND TABLES - PRO SPORTS / ARTS / ARENAS. Share unique solu-tions to challenges that are faced by like minded organizations. This session will fea-ture interactive discussion, peer sharing and brainstorming to uncover opportunities as a community.

Presenters: Rob Johnson, Nerd Street Gamers; Mark Deppe, University of California, Irvine; Joe Marsh, T1 Entertainment & Sports

Presenters: Ashley Finn; Eastern Washington University; Chris Condit, Southern Miss Athletics; Paul Bezdicek, Bowling Green State University; Kelsey Crawford, Gonzaga University

Presenters: Liz Kelley& Gary Styve, Paciolan Presenter: Maja Hansen & CJ Hertrich, Paciolan

Presenters: Jim Clay & Amy Craig, Paciolan

Moderator: Jeff Robins, Paciolan Moderators: Graham Brown, Robert Smith, & Freddie Mercer, TicketsWest; Nick Erban, Joseph Regalado, & Scott Stowell, Paciolan

Baycliff Grand Ballroom E-F Grand Ballroom A-D Newport Coast 5 Newport Coast 1-4

5:45 - 7:00 TUESDAY NIGHT RECEPTION: Foyer, Cardiff, Laguna Sunset (Sponsored by StubHub) 7:15 - 10:00 RED O FIESTA: Red O Restaurant (Sponsored by ParkHub)

VISIONS

MARKETING & SALES

PACLIVE PLATFORM

HOW TO/BEST PRACTICES

MOBILE

FUNDRAISING

Sponsored by Sponsored by

Sponsored by Sponsored by

Sponsored by

WED / 02-12 (Tracks by Function)

DAY 3 AGENDA

8:00 - 9:00 Continental Breakfast: Grand Ballroom

9:00 -10:00 REVENUE OPTIMIZATION: YIELD MANAGEMENT VS. BRAND PROTECTION. How do you protect your budget when the season doesn’t go as planned on the field, or your scheduled events aren’t as enticing? How do you make decisions to shift focus or provide alternative options to your fans to create new revenue streams? Join us for an inter-active discussion and collaborate on ideas on how to strategize/plan while maintaining brand equity.

AUTOMATION, SALESFORCE, DIGITAL MARKETING AND THE CUSTOMER JOURNEY. Learn from your peers and experts on how to efficiently utilize all of the Paciolan marketing tools available to you throughout the entire customer journey. From awareness and consid-eration to purchase, service and retention, see examples from across the ticketing industry.

STREAMLINE DEVELOPMENT OPERA-TIONS. Learn about the recent and upcoming PAC Fund updates that improve efficiency and relevance and remove tedious tasks related to gift processing and man-agement.

IMPLEMENTING AND MAINTAINING INTE-GRATIONS & PARTNERSHIPS. Managing mul-tiple partnerships across seasons can be complex. Hear from peer organizations leading the charge in success-fully balancing their portfolio of partners.

OPTIMIZING SECONDARY TICKET SALES.Learn about the best plans, strategies, and marketing concepts to maximize your secondary ticketing initia-tives.

Presenters: Joni Smoller, Kansas State University; Brad Wurthman,Virginia Tech; Jamie Vosmeier, Fox Theatre; Phil Wang, University of California, Irvine

Presenter: Chris Flores, NC State; Keith Bretzius, University of Michigan Presenter: Kelly Hanson, Paciolan Presenters: Bridget Crossett, University of Iowa; Braden Mason, Crown Coliseum Complex; Holdyn Halperin, University of Miami; Lindsey Wyatt, Paciolan

Presenters: Colin Hargis, NC State; Alexis Williams, University of Houston; Steve Gugliucci, University of Alabama

Moderator: Tim Cavanaugh, Paciolan Moderators: Michaela Patt & Natasha Frisch, Paciolan Moderator: Lindsey Wyatt, Paciolan Moderator: Adam Spratt, Paciolan

Newport Coast 1-3 Newport Coast 4-5 Baycliff Cardiff Laguna Sunset

10:00 - 10:15 Break: Ballroom Foyer

10:15 - 11:15 BUILDING THE BRAND AND ELEVATING THE ON-SITE OR IN-VENUE EXPERIENCE TO DRIVE ATTENDANCE. Maintain-ing attendance and getting customers to come to all of your events con-tinues to be a growing opportunity for the community. Hear how leading institutions are tackling these challenges by creating unique and unmatched experiences at the venue or on gameday to provide an incredible experi-ence, drive attendance and elevate ticket sales.

INNOVATIONS & BEST PRACTICES FOR DIGITAL MAR-KETING & FANONE. Join us to discuss best practices with marketing automation, CRM and digital marketing to create integrated, comprehen-sive programs. We will share ideas around leveraging first and third-party data to enrich fan engagement, lead generation, and customer retention.

CUTTING THROUGH DATA TO GET IN-SIGHTS. Join us as we show how our new Data Plat-form can help automate data discovery and provide fun-draising insights.

TFUND TO PAC FUND CONVERSION PREP.The transition from tFund to Pac Fund provides orga-nizations with the opportunity to rethink the structure of your fund data. Join us as we walk through new con-cepts, Platform screens and tools to prepare you for your conversion.”

INNOVATIVE SOLUTIONS WITH BALLENA.Hear advanced and progressive ways your peers are le-veraging Ballena to engage fans and sell more tickets. We’ll share strategies and techniques to enable season ticket relocation/upsells, unique parking solutions and more.

Presenters: Patrick Nowlin, University of Oklahoma; Lauren Belisle,Virginia Tech; Nevada Colwell, Las Vegas Events

Presenters: Grant Duncan, Virginia Tech; Aly Knight-Grubb, Fox Theatre; Emily McLaughlin, Stanford University

Presenter: Kevin Willis, Paciolan Presenters: Pauleen Wright & Keith Gotowicki, Paciolan Presenters: Katie Wisdom, Ole Miss; Alex Berlin, University of Pittsburgh; Dan Riester, Texas Christian University

Moderator: Jaime Koteen, Paciolan Moderators: Alex Meshot, Kate Hammond, & Joseph Regalado, Paciolan Moderator:  McKenzie Robertson, Paciolan

Newport Coast 1-3 Newport Coast 4-5 Baycliff Cardiff Laguna Sunset

11:15-11:30 Break: Ballroom Foyer

11:30 - 12:30 BUILDING YOUR PERSONAL BRAND. On social, in person or in the industry your brand reflects your persona and offers both you and your organization business opportunities. Discuss how to continue to build and grow your personal brand to realize future opportunities.

GOOGLE ANALYTICS AND ECOMMERCE BEST PRACTICES. Join us as we explore the power of Google Analytics including actionable opportunities that you can deploy at your venue to increase conversions and drive revenue. 

Presenter: Jacque Holowaty, Spectra Presenter: Dustin Coder, University of California, Berkeley

Moderator: Mark Baker & Greg Koteen, Paciolan

Newport Coast 4-5 Newport Coast 1-3

12:30 - 2:00 CLOSING LUNCHEON KEYNOTE: JAKE OLSON, MOTIVATIONAL SPEAKER (Sponsored by Dynamic Pricing Partners)

2:00 - 2:30 Break

2:30 - 4:00 PAC MAIL TRAINING POWERED BY CHEETAH DIGITAL. Bring your laptops for a hands-on training session navigating the Cheetah Digital email marketing platform. You will learn what data is transferred from Paciolan, how to use that data to filter various audiences, how to up-date your mobile responsive design templates to create effective message campaigns, and the reports available to determine campaign success. Ad-ditional topics will include manually uploading contacts from a file, various personalization options, and using dynamic content to ensure patrons re-ceive information most relevant to them.

FANONE MARKETING AUTOMATION TRAINING POW-ERED BY ADOBE CAMPAIGN. Bring your laptops for a hands-on training session navigating the Adobe Campaign email marketing platform. You will learn how data is populated from Paciolan and other sources, how to filter and segment data in order to develop target audiences, and how to effectively utilize the email campaign builder. Additional topics will include manually uploading contact lists, incorporating variable content for person-alized messaging, and various best practices tips & tricks.

SALESFORCE CRM TRAINING. Whether you’re just getting started, a Salesforce vet, or interested in learning what makes Salesforce the world’s leading CRM solution, spend some hands-on time with our team of expert administrators. You’ll get a quick refresher on Salesforce basics, learn how Salesforce interacts with Paciolan, marketing automation, and other third party data, plus a deep dive into Salesforce reports and dash-boards. Additional topics will include custom fields, user layouts, and field security.

BACK TO BASICS EVENUE TRAINING.Whether you’re a new Pac user or a seasoned veteran, or simply interested in learning what drives online con-versions, spend some hands-on time with our team of eVenue experts. You’ll get a quick refresher on online “do’s” and “don’ts” plus a deep drive into advanced fea-tures and best practices.

Presenter: Tim Yarnell, Paciolan Presenter: Crystal Baird, Paciolan Presenter: Chris Carney, Paciolan Presenter: EOS Team, Paciolan

Laguna Sunset Newport Coast 4 Newport Coast 5 Cardiff

8:00 - 9:00 Continental Breakfast: Grand Ballroom

9:00 -10:00 REVENUE OPTIMIZATION: YIELD MANAGEMENT VS.BRAND PROTECTION. How do you protect your budget when the season doesn’t go as planned on the field, or your scheduled events aren’t as enticing? How do you make decisions to shift focus or provide alternative options to your fans to create new revenue streams? Join us for an inter-active discussion and collaborate on ideas on how to strategize/plan while maintaining brand equity.

AUTOMATION, SALESFORCE, DIGITAL MARKETING ANDTHE CUSTOMER JOURNEY. Learn from your peers and experts on how to efficiently utilize all of the Paciolan marketing tools available to you throughout the entire customer journey. From awareness and consid-eration to purchase, service and retention, see examples from across the ticketing industry.

STREAMLINE DEVELOPMENT OPERA-TIONS. Learn about the recent and upcoming PAC Fund updates that improve efficiency and relevance and remove tedious tasks related to gift processing and man-agement.

IMPLEMENTING AND MAINTAINING INTE-GRATIONS & PARTNERSHIPS. Managing mul-tiple partnerships across seasons can be complex. Hear from peer organizations leading the charge in success-fully balancing their portfolio of partners.

OPTIMIZING SECONDARY TICKET SALES. Learn about the best plans, strategies, and marketing concepts to maximize your secondary ticketing initia-tives.

Presenters: Joni Smoller, Kansas State University; Brad Wurthman,Virginia Tech; Jamie Vosmeier, Fox Theatre; Phil Wang, University of California, Irvine

Presenter: Chris Flores, NC State; Keith Bretzius, University of Michigan Presenter: Kelly Hanson, Paciolan Presenters: Bridget Crossett, University of Iowa; Braden Mason, Crown Coliseum Complex; Holdyn Halperin, University of Miami; Lindsey Wyatt, Paciolan

Presenters: Colin Hargis, NC State; Alexis Williams, University of Houston; Steve Gugliucci, University of Alabama

Moderator: Tim Cavanaugh, Paciolan Moderators: Michaela Patt & Natasha Frisch, Paciolan Moderator: Lindsey Wyatt, Paciolan Moderator: Adam Spratt, Paciolan

Newport Coast 1-3 Newport Coast 4-5 Baycliff Cardiff Laguna Sunset

10:00 - 10:15 Break: Ballroom Foyer

10:15 - 11:15 BUILDING THE BRAND AND ELEVATING THE ON-SITE ORIN-VENUE EXPERIENCE TO DRIVE ATTENDANCE. Maintain-ing attendance and getting customers to come to all of your events con-tinues to be a growing opportunity for the community. Hear how leading institutions are tackling these challenges by creating unique and unmatched experiences at the venue or on gameday to provide an incredible experi-ence, drive attendance and elevate ticket sales.

INNOVATIONS & BEST PRACTICES FOR DIGITAL MAR-KETING & FANONE. Join us to discuss best practices with marketing automation, CRM and digital marketing to create integrated, comprehen-sive programs. We will share ideas around leveraging first and third-party data to enrich fan engagement, lead generation, and customer retention.

CUTTING THROUGH DATA TO GET IN-SIGHTS. Join us as we show how our new Data Plat-form can help automate data discovery and provide fun-draising insights.

TFUND TO PAC FUND CONVERSION PREP. The transition from tFund to Pac Fund provides orga-nizations with the opportunity to rethink the structure of your fund data. Join us as we walk through new con-cepts, Platform screens and tools to prepare you for your conversion.”

INNOVATIVE SOLUTIONS WITH BALLENA. Hear advanced and progressive ways your peers are le-veraging Ballena to engage fans and sell more tickets. We’ll share strategies and techniques to enable season ticket relocation/upsells, unique parking solutions and more.

Presenters: Patrick Nowlin, University of Oklahoma; Lauren Belisle,Virginia Tech; Nevada Colwell, Las Vegas Events

Presenters: Grant Duncan, Virginia Tech; Aly Knight-Grubb, Fox Theatre; Emily McLaughlin, Stanford University

Presenter: Kevin Willis, Paciolan Presenters: Pauleen Wright & Keith Gotowicki, Paciolan Presenters: Katie Wisdom, Ole Miss; Alex Berlin, University of Pittsburgh; Dan Riester, Texas Christian University

Moderator: Jaime Koteen, Paciolan Moderators: Alex Meshot, Kate Hammond, & Joseph Regalado, Paciolan Moderator:  McKenzie Robertson, Paciolan

Newport Coast 1-3 Newport Coast 4-5 Baycliff Cardiff Laguna Sunset

11:15-11:30 Break: Ballroom Foyer

11:30 - 12:30 BUILDING YOUR PERSONAL BRAND. On social, in person or in the industry your brand reflects your persona and offers both you and your organization business opportunities. Discuss how to continue to build and grow your personal brand to realize future opportunities.

GOOGLE ANALYTICS AND ECOMMERCE BEST PRACTICES. Join us as we explore the power of Google Analytics including actionable opportunities that you can deploy at your venue to increase conversions and drive revenue. 

Presenter: Jacque Holowaty, Spectra Presenter: Dustin Coder, University of California, Berkeley

Moderator: Mark Baker & Greg Koteen, Paciolan

Newport Coast 4-5 Newport Coast 1-3

12:30 - 2:00 CLOSING LUNCHEON KEYNOTE: JAKE OLSON, MOTIVATIONAL SPEAKER (Sponsored by Dynamic Pricing Partners)

2:00 - 2:30 Break

2:30 - 4:00 PAC MAIL TRAINING POWERED BY CHEETAH DIGITAL.Bring your laptops for a hands-on training session navigating the Cheetah Digital email marketing platform. You will learn what data is transferred from Paciolan, how to use that data to filter various audiences, how to up-date your mobile responsive design templates to create effective message campaigns, and the reports available to determine campaign success. Ad-ditional topics will include manually uploading contacts from a file, various personalization options, and using dynamic content to ensure patrons re-ceive information most relevant to them.

FANONE MARKETING AUTOMATION TRAINING POW-ERED BY ADOBE CAMPAIGN. Bring your laptops for a hands-on training session navigating the Adobe Campaign email marketing platform. You will learn how data is populated from Paciolan and other sources, how to filter and segment data in order to develop target audiences, and how to effectively utilize the email campaign builder. Additional topics will include manually uploading contact lists, incorporating variable content for person-alized messaging, and various best practices tips & tricks.

SALESFORCE CRM TRAINING. Whether you’re just getting started, a Salesforce vet, or interested in learning what makes Salesforce the world’s leading CRM solution, spend some hands-on time with our team of expert administrators. You’ll get a quick refresher on Salesforce basics, learn how Salesforce interacts with Paciolan, marketing automation, and other third party data, plus a deep dive into Salesforce reports and dash-boards. Additional topics will include custom fields, user layouts, and field security.

BACK TO BASICS EVENUE TRAINING. Whether you’re a new Pac user or a seasoned veteran, or simply interested in learning what drives online con-versions, spend some hands-on time with our team of eVenue experts. You’ll get a quick refresher on online “do’s” and “don’ts” plus a deep drive into advanced fea-tures and best practices.

Presenter: Tim Yarnell, Paciolan Presenter: Crystal Baird, Paciolan Presenter: Chris Carney, Paciolan Presenter: EOS Team, Paciolan

Laguna Sunset Newport Coast 4 Newport Coast 5 Cardiff

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