BtoB

Clausen to expand b-to-b at EPB

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Ned Clausen is not suffering a dearth of honors in business-to-business marketing.

Among the titles he has had are b-to-b agency executive of the year, president of the New York chapter of the Business Marketing Association and chairman of its Ace Awards.

But it's his 25 years of experience on accounts such as DuPont, American Standard International, Lambda Electronics and Millipore Corp. that earned Mr. Clausen those honors and his newest title of director of business-to-business for Earle Palmer Brown, New York.

Mr. Clausen, who joined Earle Palmer in 1998 as VP of b-to-b marketing, had been responsible for accounts in Earle Palmer's New York office. As director of b-to-b, he is now responsible for business throughout Earle Palmer, which also has offices in Stamford, Conn., Philadelphia and Washington.

The agency is part of EPB Communications, an international marketing communications network that has two other divisions: EPB Interactive and EPB Partners, a network of agencies.

"I see us as a national business-to-business integrated marketing firm," Mr. Clausen says, "because we have total integrated marketing capabilities."

Passion for b-to-b

Before joining Earle Palmer Brown, Mr. Clausen spent seven years at Griffin Bacal, New York, where he founded the agency's business marketing communication division. Prior to that, he spent a decade at Jarman, Spitzer & Felix after working at BBDO, both in New York. He began his advertising career at J. Walter Thompson.

"I am extremely passionate about [b-to-b advertising]," he says."I think it has been a somewhat overlooked area, and I think it's an iceberg."

Since 1980, he has gleaned experience marketing semiconductors. He worked on accounts including Sanyo and the U.S. launch of Sharp Microelectronics while at Jarman, Spitzer. He also followed the rise of computer software, having worked on the account for USL, the AT&T Corp. software unit that developed UNIX, while at Griffin Bacal.

Mr. Clausen says the age of national, strictly b-to-b agencies has ended, a void that has formed as agencies such as Marsteller and Anderson & Lembke have been absorbed into larger networks.

"We are tremendously well positioned to fill that void," he says. "We have a future focus for our clients, to build their businesses for what is coming down the line."

While president of the New York chapter of the BMA from 1993 to 1995, Mr. Clausen established events such as Communicator of the Year. He has been chairman of the Ace Awards for the past two years.

Mr. Clausen graduated from New York University and City College of New York with degrees in marketing and business administration. He served as a U.S. Army combat engineer overseas from 1962 to 1966 on top secret assignments.

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