WHO'S WHO 100
CORPORATE THOUGHT LEADERS
Who: John Chambers What: President-CEO Where: Cisco Systems Inc. Why: It's been a wild ride for Chambers, whose company was once the golden child of the Internet boom. Stock prices have been turbulent of late, proving that investors-and customers -still aren't sure Cisco will live up to its promise.
Who: Larry Ellison What: CEO Where: Oracle Corp. Why: Talk about contradictions: While a recent survey suggested that Ellison was among the business leaders who've hurt their brands the most, Oracle's top exec is also widely hailed as a visionary. His continued push into CRM brightens Oracle's future.
Who: Jean-Pierre Garnier What: CEO Where: Glaxo-SmithKline Why: Garnier assumed the role of CEO in December 2000 with the merger of SmithKline Beecham and Glaxo Wellcome. His leadership has bolstered the company's enviable position as one of the world's largest forces in pharmaceuticals.
Who: Bill Gates What: Chairman Where: Microsoft Corp. Why: Gates and Microsoft haven't fared too badly considering the antitrust flap and tech downturn. The Windows XP launch last fall was a big hit, and the company's efforts in the b-to-b enterprise market-and CRM-have so far been well received.
Who: Sam Palmisano What: President-CEO Where: IBM Corp. Why: Palmisano added the title of CEO last month upon the retirement of longtime chief Louis Gerstner. Though he has big shoes to fill, Palmisano is widely respected and has a strong track record leading the company in numerous ventures.
Who: Michael Parker What: President-CEO Where: Dow Chemical Why: Last year, Parker oversaw the company's merger with Union Carbide, a move that boosted Dow Chemical's annual sales to about $28 billion. Parker's unifying presence has brought stability during potentially volatile economic times.
Who: Joe Pyne What: Senior VP-Supply Chain Solutions Where: United Parcel Ser-vice of America Inc. Why: Under Pyne's leadership, UPS has combined the sales, marketing, finance and technology resources for its supply chain subsidiaries. He also oversees a team exploring new UPS business opportunities.
Who: Howard Solomon What: Chairman-CEO Where: Forest Laboratories Why: Solomon's pharmaceutical company, which markets Celexa and other drugs, is the darling of Wall Street. Because of its savvy marketing to physicians, the company has posted record profits and soaring stock prices.
Who: Sanford Weill What: Chairman-CEO Where: Citigroup Inc. Why: "Sandy" Weill has led the juggernaut financial services company since its formation in 1998. Weill and his marketing team have escalated Citigroup's b-to-b presence with massive integrated campaigns targeting businesses of all sizes.
Who: Susan Bostrom What: Senior VP-Internet Business Solutions Group Where: Cisco Systems Inc. Why: Bos-trom, who reports directly to CEO John Chambers, has leveraged Cisco's business and technology expertise to drive the company into lucrative new directions.
Who: John Costello What: Chief global marketing officer Where: Yahoo! Inc. Why: Costello, a legend in marketing circles who led Sears' resurgence in the 1990s, joined Yahoo! late last year to pump up its world-wide strategic branding and b-to-b marketing.
Who: T. Michael Glenn What: Exec VP-marketing development and corporate communications Where: FedEx Corp. Why: In addition to overseeing the FedEx Corporate Services unit, Glenn is responsible for marketing, sales and information technology functions for all FedEx operating companies.He's also the driving force behind the company's groundbreaking ads.
Who: Shira D. Goodman What: Exec VP-marketing Where: Staples Inc. Why: Recent job cuts have put more people than ever into small and home-owned businesses, and Goodman is working hard to reel them in by integrating offline and online marketing efforts to reach them.
Who: David Goudge What: Senior VP-marketing Where: Boise Cascade Office Products Corp. Why: Goudge, one of BtoB's "Marketers of the Year" in 2001, is trying hard to make CRM work for his company by providing new levels of marketing support for his 1,200-strong sales force.
Who: Mark Jarvis What: Senior VP-chief marketing officer of worldwide marketing Where: Oracle Corp. Why: Jarvis has helped Oracle build a strong presence in the burgeoning CRM industry via smart marketing campaigns. But the company still is playing catch-up with market-leading Siebel after a rough 2001.
Who: Abby Kohnstamm What: Senior VP-marketing Where: IBM Corp. Why: With marketers such as Oracle and Sun Microsystems aggressively attacking IBM's position, Kohnstamm must maintain her company's momentum in 2002. With IBM's solid-as-a-rock brand, she clearly has the upper hand.
Who: James E. Murphy What: Global managing director-marketing and communications Where: Accenture Why: Murphy accomplished the impossible last year, solidly rebranding the former Andersen Consulting with a new name and focus, thanks to a $175 million campaign budget. But the question for 2002 remains: Can Accenture keep up the momentum?
Who: Joyce Rogge What: Senior VP-Marketing Where: Southwest Airlines Why: Rogge helped keep Southwest flying high in the wake of the Sept. 11 attacks. Savvy marketing decisions and Rogge's long-term positioning of the airline as a no-frills, no-nonsense alternative for business travelers has given Southwest a jump on its hurting, giant rivals.
Who: Sarah Fay What: President Where: Carat Interactive Why: Fay led Carat's recent purchase of innovative agency Lot21 Interactive and Vizium. These moves, plus continued success with clients such as Palm and Bank of America, puts her agency on the short list for those seeking high-tech, customer-centric service.
Who: Brian Fetherstonhaugh What: Senior partner-global brands Where: Ogilvy (Ogilvy & Mather, OgilvyOne) Why: Fetherstonhaugh continues to push Ogilvy heavily into the b-to-b space, and the agency's creative-the IBM "Heist" ad won BtoB's Sawyer Award for best TV ad-time and again sets the standard for savvy messaging to IT pros and C-level executives.
Who: Cathey Finlon What: CEO Where: McClain-Finlon Advertising Why: With revenues that grew 19.8% despite tough economic times, Finlon's agency focused on client needs, operational efficiencies and outstanding creative to woo and wow Sun Microsystems, Qwest Dex and other top b-to-b marketers.
Who: Steve Humphrey What: CEO Where: One to One Interactive Why: Humphrey helped expand his agency's business with clients State Street, Motorola and Unisys, a move which boosted revenue 71% in 2001. The agency also landed new client Nextel.
Who: Michael McLaren What: Exec-VP Where: McCann-Erickson, San Francisco Why: McLaren directs the bulk of the agency's b-to-b work, including key client Microsoft. With the Windows XP campaign a success, he now has his hands full with the company's .NET campaign, which broke this spring.
Who: Greg Nickerson What: President Where: Bader Rutter & Associates, Brookfield, Wis. Why: Once again proving that some of the best agency work comes from the heartland, Nickerson has positioned Bader Rutter as a leader in industrial marketing, pleasing clients such as Dow Agro-Sciences and Caterpillar Inc.
Who: Alan Siegel What: CEO Where: Siegelgale, New York Why: Most of this branding agency's work comes from b-to-b, and Siegel has led the charge into less glamorous areas, attracting the likes of Boise Cascade, Lockheed Martin and American Express.
Who: Jim Stadler What: Senior VP-group director of b-to-b Where: DDB Chicago Why: Stadler champions DDB's business-to-business efforts, and his strategic and creative teams have produced some brilliant campaigns of late for the likes of Emerson Electric and USG Corp.
Who: Jeff Tarakajian What: President-CEO Where: Foote Cone & Belding, New York Why: Tarakajian and FCB helped launch several major campaigns in 2001, including ones for Compaq Computer Corp. and the U.S. Postal Service, It's no surprise the agency's b-to-b revenues grew a whopping 29.8% last year.
Who: Shelby Bonnie What: Chairman-CEO Where: CNet Networks Inc. Why: Since he began at CNet in 1992, Bonnie has worked to expand the IT portal's reach, depth and bottom line. Today, CNet serves more than 65 million users worldwide and attracts advertisers of all kinds.
Who: Jim Casella What: CEO Where: Reed Business Information Why: Following a rocky reign by Marc Teren, Casella recently took over the division formerly branded as Cahners. Casella has his work cut out for him, but he brings a solid track record of media success with him.
Who: Kelly Conlin What: President-CEO Where: International Data Group Why: IDG forges on despite the down year in tech publishing, thanks in part to its presence in highly specialized markets. Just last month, Conlin and crew launched new titles, showing that they're not going to pass up opportunities where they see them.
Who: Tom Kemp What: CEO Where: Penton Media Why: Last year, rumors flew that Kemp might be ousted from the troubled publishing venture. Though Penton's shares are still vulnerable, Kemp's still on board hoping to right wrongs many analysts say came out of the company's excessive expansion.
Who: Bob Krakoff What: Chairman-CEO Where: Advanstar Communications Inc. Why: Some of Advanstar's titles and most of its trade shows are hurting, but overall the company has been able to weather the storm better than most. Krakoff continues to push Advanstar's diverse portfolio to spread risk and avoid drastic budget cuts.
Who: Mike Marchesano What: President Where: VNU Business Media USA Why: Marchesano took over from J ohn Wickersham last year and was forced to make job cuts-especially in the Ad Week group. But it helps that Dutch parent VNU is liquid and plans to pump more resources into the business media division.
Who: Gary Marshall What: President-CEO Where: CMP Media L.L.C. Why: CMP Media has been hit hard by the tech downturn. Recently, Marshall authorized the shutdown of Internet Week (and subsequent relaunch as a Web-only property) but hopes that ads sales will return for titles such as Information Week.
Who: Scott Marden What: President, Information and Media Services Where: McGraw-Hill Cos. Why: To spur ad growth, Marden recently restructured business operations-and cut numerous jobs. Marden believes the company can make double-digit earnings gains in 2002, especially if top title Business Week rebounds quickly.
Who: Greg Strakosch What: Co-Founder and CEO Where: TechTarget Why: By slicing up the IT market into very specific sites that provide content and build communities, Tech Target maintains premium ad rates. Strakosch is aggressively pursuing a conference business and last year launched a print title, Storage.
Who: Greg Brady What: CEO Where: i2 Technologies Why: Brady was appointed CEO last May, and he's setting new directions for the company while managing day-to-day operations. Under his leadership, including his tenure as president from 1994 to 2001, revenues have grown to more than $1 billion.
Who: Dr. Pehong Chen What: President-CEO Where: BroadVision Inc. Why: Chen is a leading expert in the fields of new media and enterprise self-service software technologies that drive e-commerce. Chen recently unveiled new tools to help marketers integrate back-end systems with BroadVision Web portals.
Who: Colin Dyer What: CEO Where: WorldWide Retail Exchange Why: Since he came aboard in 2000, Dyer has led the e-hub in automating supply chain processes for member retailers and suppliers, such as Target Corp. and Safeway Stores Inc. He's built up membership and improved the organization's marketing efforts.
Who: Mark Hagen What: Chairman Where: Verticalnet Inc. Why: Hagen has again re-invented the company he co-founded. This time, he's hired a new CEO, Kevin McKay, to sell off its 59 vertical hubs and move into supply chain technology.
Who: Donald Hayden What: Exec VP Where: Bristol-Myers Squibb Why: Hayden moved up the ladder at Bristol-Myers but still maintains purview over the pharmaceutical company's industry-leading e-business efforts. He's used the Web to manage relationships, educate doctors and fully integrate the company's supply chain.
Who: Mark Hoffman What: Chairman-CEO Where: Commerce One Why: Though many e-hubs failed in their first incarnations, Hoffman and his executive team at Commerce One still strongly believe in their benefits. His company is securely among the leaders of those trying to give buyers visibility and control over sourcing and procurement.
Who: Mark Holman What: President-CEO Where: e2open.com Why: Holman has helped e2open, which was created by a consortium of high-tech giants including IBM Corp., finally deliver on its promise of bulletproof supply chain and product collaboration services. As e-hubs evolve, the IT industry looks to Holman and e2open for leadership.
Who: J. Stuart Moore What: Co-chair and co-CEO Where: Sapient Why: Along with Sapient co-founder Jerry Greenberg, Moore takes a unique approach to business and tech consulting. Built on solid business fundamentals, the company has created products and services that deliver rapid, fixed-price solutions.
Who: Judith Sprieser What: CEO Where: Transora Why: Transora has slowly and quietly built a sound online hub for the more than 50 consumer package goods companies backing it, including Kraft Foods Inc. and Procter & Gamble Co. Sprieser's determination and industry experience have silenced many critics.
DIRECT & DATABASE
Who: Ralph Drybrough What: CEO Where: MeritDirect Why: Since Drybrough co-founded MeritDirect two years ago, the company has emerged as one of the leaders in b-to-b list services, offering more than 46 million names. Clients reap great rewards from Drybrough's 14 years of list experience.
Who: David Finkel What: President-CEO Where: Brann Worldwide Why: Finkel leads one of the globe's top direct response agencies in Brann, which boasts clients such as Bank of America, IBM Corp. and Procter & Gamble.
Who: Vin Gupta What: Founder and CEO Where: InfoUSA Inc. Why: Thirty years ago, Gupta had an idea and $100 in his pocket, he says. Today, that investment has been transformed into a $300 million list broker and management service reaching 3 million customers.
Who: Allan Loren What: CEO Where: D&B List Services Why: D&B may not have the most b-to-b names in the list business, but they manage some of the most lucrative ones. At the helm, Loren knows how to leverage his company's advantage-and long-standing brand-in a competitive market.
Who: Larry Kimmel What: CEO Where: Grey Direct Why: Analytics, database-driven target marketing and e-mail excellence keep The Grey Global Group Inc.'s direct marketing unit at the forefront of its industry.
Who: Donn Rappaport What: CEO Where: American List Council Why: When it comes to sheer numbers, few stand up to ALC's offerings of 113 million b-to-b names. But as top exec Rappaport can tell you, if you have both quantity and quality, you'll attract lots of business.
Who: David Sable What: President-CEO Where: Wunderman Worldwide Why: Though Wunderman has always excelled in traditional direct marketing, especially direct mail, teleservices and promotions, with Sable in charge it has made great strides in embracing the Internet.
Who: Ruth Stevens What: President Where: eMarketing Strategy Why: When it comes to customer acquisition and retention, there are few direct marketing consultants in Stevens' class. Her experience and expertise gained from top stints at IBM Corp., Ziff Davis and Time Warner put her in great demand.
Who: Tiana Wimmer What: General manager-direct marketing Where: Yahoo! Inc. Why: Wimmer, a former American Express Co. exec, hopes to steer Yahoo! down revenue streams-including direct marketing platforms and databases-beyond online advertising.
Who: Chuck Bay What: President-CEO Where: Kana Inc. Why: Sometimes the small guys can gang up to take on the giants, as Kana-a merger of Silknet Software, Rubric, Servicesoft and Broadbase Software-has proved in the CRM market. Bay has helped build e-CRM products that rival the major players' offerings.
Who: Doug Burgum What: President Where: Microsoft Great Plains Why: Microsoft's acquisition of Great Plains last year foreshadowed the software giant's entry into the CRM market. Burgum, who is also senior VP-business solutions for the corporate parent, will leverage Microsoft's .NET services to market CRM to small and midsize companies.
Who: Robb Eklund What: VP-CRM product marketing Where: PeopleSoft Why: This is a big year for Eklund and the ERP vendor as major product enhancements are on the way to help solidify PeopleSoft's position as a top-tier player in the CRM market.
Who: Richard Hochhauser What: President-CEO Where: Harte-Hanks Inc. Why: Hochhauser just added the role of CEO to his responsibilities at Harte-Hanks, a leading provider of global CRM marketing services and targeted media plans. A seamless succession should keep the company on course for success.
Who: Adam Klaber What: Managing partner, CRM consulting practice Where: PricewaterhouseCoopers L.L.P. Why: Last fall, PWC Consulting created CRM Accel, a global branding and sales initiative to position the company as a first-tier CRM consultancy. Klaber leads the effort to present top-of-the-line CRM systems to PWC's existing customer base.
Who: Bo Manning What: President-CEO Where: Pivotal Corp. Why: A 20-year veteran of the technology industry and builder of Deloitte Consulting's CRM practice, Manning leads the nimble, 5-year-old Pivotal's development of CRM software.
Who: Roger Siboni What: President-CEO Where: E.piphany Inc. Why: Along with Siebel Systems, E.piphany pioneered the CRM landscape, and today remains a proven leader in campaign management and analytics. Siboni recently helped ink a deal with Electronic Data Systems Corp. to work together on CRM innovations.
Who: Tom Siebel What: President-CEO Where: Siebel Systems Inc. Why: Siebel jumped on the CRM market early and his company is the undisputed leader in the space. However, he faces competitors from all sides and everyone wants a piece of the CRM pie.
Who: Ron Wohl What: Exec VP- applications development Where: Oracle Corp. Why: Wohl has integrated CRM components into the enterprise software company's E-Business Suite and Oracle 9i Database, which gives the company a built-in presence with much of the Fortune 500.
Who: Michael Della Penna What: VP-Marketing Where: Bigfoot Interactive Inc. Why: With help from Della Penna, Bigfoot has formed a new vertical client services group to target specific markets and provide e-mail programs that meet industry-specific needs.
Who: Harris Diamond What: CEO Where: Weber Shandwich Why: As leader of the world's largest PR agency, Diamond is currently overseeing a major restructuring of his organization to maximize operating efficiencies and take advantage of new opportunities. He also leads the agency's renewed commitment to serving U.S. technology companies.
Who: Bill Furlong What: President-CEO Where: B2BWorks Why: Furlong quickly adapted to market opportunities to transform B2BWorks from an ad serving company into a full-fledged online marketing agency. Today, the agency serves up e-mail strategies, online sponsorships, CRM and more.
Who: William Godfrey What: President-CEO Where: Aprimo Inc. Why: The enterprise marketing management software vendor boosted revenues last year despite the down economy. Godfrey's vision is to keep the money rolling in by adding new clients to its already impressive roster that includes General Motors, Pfizer and Compaq.
Who: Dan Maurer What: CEO Where: Emmperative Why: The marketing collaboration software developer has added Accenture to its list of investors, thanks to Maurer's vision and determination. The deal gives Emmperative access to Accenture's 75,000 consultants.
Who: David Moore What: CEO Where: 24/7 Real Media Inc. Why: Despite financial woes, Moore led 24/7 Media's purchase of Real Media Inc. last year. The deal is yet another effort 24/7 has made to supplement its ad network business, this time by reinventing itself as a software vendor.
Who: Dave Morgan What: President-CEO Where: Tacoda Systems Inc. Why: Morgan, founder and former chief of Real Media Inc., now leads Tacoda, a company he launched last year under the name True Audience, into the data integration software development business.
Who: Rick Segal What: CEO Where: HSR Business to Business Inc. Why: Segal was forced to make some painful staff cuts in 2001 and scrap plans to morph into an Internet consulting firm. Yet the agency still managed to pull off record revenue and profits.
Who: Gary Slack What: Managing partner Where: Slack Barshinger Why: Last year, Slack led his agency's merger with interactive and technology shop USA Chicago. The move gave the versatile Slack Barshinger even more weapons in its arsenal, including CRM services, virtual networks and possibly even software development.
Who: George W. Bush What: President Where: U.S. Why: No one right now has more impact on business than the commander-in-chief. While it's unknown how President Bush's efforts to jumpstart the economy will ultimately affect things long-term, his 10-year budget could provide boons to the defense and security industries.
Who: Sen. Tom Daschle What: Majority Leader (D-S.D.) Where: U.S. Senate Why: As the nation recovers from Sept. 11, Daschle's vocal role as foil to President Bush and the Republican party resumes. As Daschle leads his party's stance on issues-pro-technology, anti-Arctic-drilling- many business leaders are watching carefully.
Who: O. Burtch Drake What: President-CEO Where: American Association of Advertising Agencies Why: Under Drake's direction, the Four A's continues to heighten its b-to-b focus to help member agencies do the same. The association spent much of 2001 trumpeting the value of advertising in a downturn.
Who: Gordon Hughes What: President-CEO Where: American Business Media Why: Hughes helped the ABM increase membership to some 1,200 publications and more than 1,300 Web sites and launched aggressive pro-advertising campaigns.
Who: Rick Kean What: Executive director Where: Business Marketing Association Why: Building on his organization's strength, Kean led more educational seminars than ever. By sharing marketers' success stories, the BMA provided welcome optimism for its member marketers.
Who: Timothy J. Muris What: Chairman Where: Federal Trade Commission Why: Muris has pumped up FTC resources to enforce existing laws, and in 2002 will be looking at whether online privacy policies should extend to cover offline data and whether credit card data should ever be exchanged among marketers.
Who: John E. "Jack" Potter What: Postmaster General-CEO Where: U.S. Postal Service Why: Never before has the U.S. Postal Service received more public and corporate scrutiny. It's up to Potter and his board of governors to address several pending issues, including rate hikes, postal reform and security.
Who: John J. Sarsen Jr. What: President-CEO Where: Association of National Advertisers Why: The ANA's mission has never been more important. With marketers eschewing brand building in the face of budget cuts last year, Sarsen hopes to help ANA members regain what was lost.
Who: H. Robert Weintzen What: President Where: The Direct Marketing Association Why: Wientzen and the DMA emerged from 2001 having helped direct marketers through a recession, two postal hikes and the anthrax scare to reach a record $1.8 trillion in sales. ANALYSTS/ ACADEMIA
Who: Jean-Gabriel Bankier What: Senior analyst Where: Jupiter Media Metrix Why: Bankier leads Jupiter's groundbreaking b-to-b marketing research and analysis, and assists businesses in defining their Internet and distribution strategies.
Who: Scott Bedbury What: Author, "A Brand New World" Why: Bedbury, an ad and marketing exec for Nike and Starbucks at the height of their growth, penned a success story-driven book on branding that many top execs are raving about.
Who: Steve Butler What: Senior analyst Where: eMarketer Inc. Why: B-to-b specialist Butler has authored key reports, such as "E-Commerce and B2B Exchanges," which capitalize on Emarketer's approach of providing original research and then objectively comparing it to other analysts' findings.
Who: Robert DeSisto What: VP Where: Gartner Research Why: DeSisto is consistently ahead of the curve, and his latest work focuses on partner relationship marketing, a field he believes is the next big e-business collaboration market and logical extension of CRM.
Who: Rob Enderle What: VP Where: Giga Information Group Inc. Why: A long-time observer of the computing industry, Enderle predicts space-saving PCs, voice browsing, ultra-wideband wireless and secure mobility will soon forever change the way we work and live.
Who: Malcolm Gladwell What: Author, "The Tipping Point" Why: While he might not be a marketing guru, frequent New Yorker contributor Gladwell has captured the attention of CXOs with his discourse on how and when small "outbreaks" become big "epidemics."
Who: Philip Kotler What: S.C. Johnson and Son Distinguished Professor of International Marketing Where: J.L. Kellogg Graduate School of Management, Northwestern University Why: Kotler is considered by many to be one of the world's pre-eminent marketing minds, and serves as a top-flight consultant to numerous companies.
Who: Jim Nail What: Senior analyst Where: Forrester Research Inc. Why: Nail is Forrester's resident expert on Internet advertising and has led the firm's eye-opening research in online ROI, multimedia branding and cross-media marketing.
Who: Al Ries What: Chairman Where: Ries & Ries Inc. Why: The oft-quoted, much respected Ries has co-authored several seminal books on marketing and runs a consulting business with his daughter, Laura.