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Overheard on #BWEchat: Conference Sponsorship Advice


This week at #BWEchat we covered the topic of conference sponsorship with our guest Kelby Carr (@typeamom). The discussion covered topics that ranged from why to have a sponsor to how to approach potential sponsors. I loved all the great tweets from Kelby and other participants.

Let’s take a look at some of the awesome advice, first from Kelby, then from other people at #BWEchat.

Awesome Advice from Kelby

  • I think there is a mix of things bloggers do in exchange for sponsorships. Some of it probably depends on what cos request
  • Very important to check what is allowed, read any guidelines, ask conference organizers if in doubt.
  • I think the ideal situation is when an official sponsor also sponsors bloggers to help. Such a win-win.
  • There are so many ways a blogger can support an official sponsor: help in booth, host party, be liaison to community
  • I do think most bloggers would agree ideal situation they pay their own way, but not always the reality.
  • I think, too, that the pitch to a company should be very professional, and give them a reason why. Other bloggers pitching too
  • And that gets to a very important point. Yes we network and have fun at cons. But be professional. Sponsored or not really.
  • I think you have to go with brands who you see are active in social media AND who are a perfect fit.

Awesome Advice from #BWEchat Participants

  • @AngEngland: I think it’s a nice partnership with brands and bloggers can work together to better a blogger + promote a brand
  • @chilihead: An issue I see w/sponsors is that bloggers don’t always see it as how they can benefit the co. Instead it’s scholarship
  • Also from @chilihead: If it’s true partnership, your proposal is about what you can do for company, not them sending you to a conference to better self.
  • @kirstenwright: The only way I would want sponsorship for a conference would be if it was a brand I really cared about (like my computer or car!)
  • @centsiblelife:I see some bloggers being sponsored who work w/ brand long-term, seems like a win-win. Blogger gets education, brand gets presence.
  • @phollows:If clothing [wearing it in exchange for sponsorship] won’t work for you, make suggestion that will help sponsor get noticed, spread message
  • @Elizabeth_N:use 2 believe sponsorships did not show ROI-I was wrong-very wrong!When executed properly sponsorship is hands down amazing return
  • @cebsilver:I go after ones [sponsors] I care about, engage, then they see how awesome I am and can’t help themselves.

Were you at #BWEchat? If so, feel free to share some of your favorite tweets of the night! If you weren’t there, we’d love for you to weigh in with your opinions – have you ever had a conference sponsor? What do you see as the pros and cons?

Join Us for #BWEchat: Conference Sponsorship


It’s soon time for #BWEchat again! #BWEchat is BlogWorld’s new weekly Twitter chat that features conference-related topics, Q&A sessions with BlogWorld speakers, and more. You can see the complete upcoming #BWEchat schedule here or read more about Twitter parties here.

Here are the details for this week’s #BWEchat:

What: #BWEchat Twitter Party
When: Wednesday, July 13, 2011 at 9:00 PM EST/6:00 PST
Where: Twitter! (follow the hashtag #BWEchat)
Who: #BWEchat is hosted by Deb Ng (from @blogworldexpo)with support from other members of the BlogWorld team (@blogworld, @dave_blogworld, @nikki_blogworld, and @allison_boyer) – make sure you’re following everyone so you don’t miss a tweet!

This week’s special guest is Kelby Carr (@typeamom), and we’ll be talking about the pros and cons of receiving brand sponsorship to attend conferences. Some of the specific topics we’ll cover include:

  • Why to look for a sponsor (or not)
  • What you should offer sponsors in exchange for paying your way
  • Whether or not it is a good idea for companies to sponsor bloggers
  • Whether or not this is a credible way to attend conferences
  • The biggest mistakes bloggers make when looking for sponsors

We’d also love to include your specific questions. If you have a question to ask during #BWEchat (and want to make sure you’re not missed in the flurry of tweets), just leave a comment below and we’ll make sure to address it. Don’t be shy – my mama always told me the only stupid question is one that isn’t asked. Hope to see you all there!

How Southwest Airlines Made Their Money Back From Sponsoring BlogWorld


… by Walt Ribeiro

Disclosure: I am not affiliated with BlogWorld or Southwest.

Back in 2009 I was asked to speak at BlogWorld, and I was immediately excited to present to other artists and entrepreneurs about how they can apply what I learned from growing my online presence. BlogWorld has a rich and well-informed online community, so I was speaking to a savvy and interested audience – a presenters dream.

But I live in New York City, and BlogWorld was in Las Vegas. So Southwest offered vouchers to presenters, and although I was unsure about flying a new airline, I wasn’t going to say no. As Southwest would find out, they made their money back ten-fold.

Bloggers – what Blogworld has that no other conference has:
Bloggers read a lot of blogs, podcaster listen to a lot of podcasters. And ultimately, the attendees at Blogworld have a collective audience of millions of followers.

If I promote a product in a newspaper, it gets seen by 20,000 people, and then the next day it’s as if it never existed. But if I promote my company through Blogworld, then it lives online – forever. That, and the fact that Bloggers will share, talk, tweet, blog, facebook, and praise the company to their community is huge, and creates a sharing ripple effect that traditional media can’t replicate.

Case in point – not only has Southwest made back their money on my purchases alone, but I tweeted about it and documented the entire experience for my followers.

Loss Leaders create new customers:
You can taste test a beer at a bar before you buy it, and you can testdrive a car before purchasing. But then how come you can’t test ride a plane? Or a train ride?

Loss leaders have been around since commerce has been around. Freemium models are a type of loss leader, where companies give intro features in hopes that you become a paying member for ‘pro’ features. Internships are loss leaders where employees hope to get their foot in the door and become a part of the full-time staff.

So when Southwest was offering me a free flight, it surely was an expensive loss leader. But the upside has been much greater – not only do I now use them exclusively since that day going forward, but I even became a credit card member of theirs.

So what does this mean? Should airlines give away free tickets to new customers? Wouldn’t be a bad idea. It’s the only way I would have ever tried the product before paying. But one thing is for sure, you have to spend money before you make money – the difference is in where you spend that money, and in today’s online world it’s now cheaper, more viral, more fun, and trackable. That’s the power of social media’s biggest conference and of social media itself.

BlogWorld contributor Walt Ribeiro is founder of For Orchestra where he arranges pop and rock songs for orchestra every week – from Lady Gaga, Slayer, and more. He frequents many social media, tech, and music conferences, and spoke at BlogWorld in 2009 and 2010.

Are You Playing the BlogWorld Follow Up Game?


BlogWorld, whether it is in Las Vegas, New York, or (soon to be) Los Angeles, is always great for meeting new people. Some of the people you meet are actually “old friends” through social media even though you’ve never met face to face. I always find that very rewarding. Other people you meet might be friends of friends, people who happen to randomly cross your path, or even connections that are interested in you in a business sense. If you want to make new friends and business contacts, BlogWorld is definitely the place to be.

Yet, it only lasts for a week, and then we all head back to our “real” lives. We go back to houses that need cleaning and friends who want to go for happy hour after their office jobs. We go back to Twitter and Facebook, occasionally commenting on our new friends’ blogs. We go back to raising our kids and caring for our significant others and doing all those others things we do on a daily basis. Basically, we go back to living our lives. And there’s nothing wrong with that.

But now that BlogWorld New York has been over for a few weeks and life has gone on as it always has, it’s time to start playing the BlogWorld follow up game if you aren’t playing already.

The rules to this game are simple – take the time to actually care about the people you met at BlogWorld, following up with your conversations on Twitter, Facebook, their blogs, or other online presences. If you met people who happen to live in your area, make plans to have lunch together sometimes in the near future (don’t just say you’re going to…actually set a date). Talk about what these people are doing on your own blog or at least retweet a few links that you find especially helpful. Start planning JV projects together. Sign up for their mailing lists.

Are you willing to make that effort to stay connected with all the cool people you met? Sometimes, when you aren’t hanging out in person, it just isn’t the same. While some people might be super passionate in real life, their blogs might be “meh” or they might not make much time for social media. When that happens, it’s okay. You don’t have to stay in touch with everyone you met. But to people you truly enjoy, reach out. If you don’t, they might not either, and then that connection is lost.

In other words, don’t drop the relationship ball. While at BlogWorld, it’s easy to enjoy the company of the people you meet, but when you’re not standing in front of one another, it can be easy for those relationships to die unless you work at it. You’ve had some time to get back into the swing of your life after BlogWorld, so there’s no time like the present to start reaching out to your BlogWorld friends again. What are you waiting for? Say hello and get the ball rolling for what could be awesome friendships.

BlogWorld NY 2011 Keynote: Mega LBS or Mega BS


Location has been hot on the minds of marketer and technologists. Some have even been so bold as to call the ability to know a person’s exact location the holy grail (not really – OK – maybe a piece of the grail). At BlogWorld NY 2011, Mike Schneider, Aaron Strout, Josh Karpf, Tom Aronson, and David Wolf sat down with attendees to talk about this new piece of personal marketing. Mike and Aaron, keynote moderator, started with fie rules for location-based marketing:

  1. Have an established presence. Even if you don’t yet use it, you want to claim your names and make sure you’re ready in case some of today’s minor players  become major players in the future.
  2. Reach out to influencers. You want to get on their radars.
  3. Create a great offer. A great offer from businesses has three components: 1) It’s awesome, 2) it’s easy to use, and 3) there’s a competitive aspect to it.
  4. Test, learn, and optimize.
  5. Make sure your company is ready on the operational level (the staff needs to be trained) and make sure people know – this should be a part of your marketing material.

Here are some of the best quotes from the keynote:

“We are closing the loop, finally.” – David Wolf

“Our core values as a company is not changing in this changing time. We just have to adapt.” – David Wolf

“We need to know now how to understand this before it becomes mass media.” – Josh Karpf

“For us, it’s much more about the engagement.” – Tom Aronson

About the Speakers

Mike Schneider (@SchneiderMike) is vice president, director digital incubator for Allen & Gerritsen, ranked by Advertising Age as one of the Top 50 Independent advertising agencies in the US. He is responsible for building products rooted in ROI that enable richer user experiences while defining “what’s next.” Recently named to Boston Business Journal’s “40 Under 40,” Mike has crafted owned and earned media strategies, built award-winning communities, segmentation strategies, content management, and customer relationship management solutions.

Aaron Strout (@AaronStrout) is the head of location based marketing at WCG, a global agency offering integrated creative, interactive, and marketing communications services to clients in healthcare, consumer products, and technology. In addition to his knowledge of the interactive and social media landscape, Aaron has more than 17 years of online marketing and advertising experience, with a strong backgroun in integrated and online marketing. Aaron is a founding member and former president of BIMA and a member and former board member of MITX. Aaron is also on the advisory board of the prestigious Social Media Club.

Josh Karpf (@jkarpf) is currently a member of the social media team at PepsiCo, where they are working to develop a conversational communications strategy across our brands that involves bringing the outside in, building transparency and connections with consumers.

Tom Aronson (@taronson) is the director of digital marketing for The Walk Disney Company’s Disney Parks.

David Wolf’s team is focused on delivering integrated Amex experiences within 3rd party applications.

Exploring Location-Based Context


… by Mike Schneider

Location has been hot on the minds of marketers and technologists. Some have even been so bold as to call the ability to know a person’s exact location the holy grail (not really – OK -maybe a piece of the grail).

We do know is that location is a key activity stream in the new era of data-driven personal marketing. This new piece of context gives message makers of all kinds an opportunity to give someone a piece of content that they need at exactly the perfect time. At BlogWorld NY, we will explore three key opportunities with 3 of the world’s top 25 brands: deals, discovery and loyalty.


And the content that is delivered is not just advertising, but that is one critical component. Location-based platforms present a great opportunity to give a person a deal when they need a deal and certainly there is a difference between deals for acquisition and retention. American Express just announced a partnership with SCVNGR that will make this easier. PepsiCo has tried deals with their Loot app.


Content in the place that you want it is key. People are attaching secrets to places on a number of mobile platforms like Yelp, foursquare, Bizzy, foodspotting, Gowalla and more.  Disney in particular has been a leader in enhancing the experience of its guests by giving them reasons to check in to every attraction in the park.


Acquiring a customer is expensive for a business so keeping them is paramount. Using innovative ways to get customers to return has been the business of American Express and PepsiCo for years. American Express has introduced new ways to pay, reward and surprise and delight their customers by partnering with location-based services like foursquare and SCVNGR as well as with merchants. PepsiCo has built and participated in a number of loyalty driven initiatives including a social program based on a person’s checkin history.

The co-authors of Location-based Marketing for Dummies, SchneiderMike of allen & gerritsen and Aaron Strout of WCG will lead the discussion with Josh Karpf of PepsiCo, Tom Aronson of Disney and David Wolf of American Express. The panel will be late-night talk show style with Mike hosting the show and Aaron providing color and insight and also keeping his bananas peeled for interesting audience questions via the iPad.

Hope to see you there. If you could ask these brands one question about their location-based initiatives, what would it be?

Five Things to Keep in Mind When Planning a Tweet-Up


With BlogWorld New York right around the corner, you and your friends might want to consider meeting up. You can have a general tweet-up for anyone in your circle, you can have a tweet-up for people who participate in in a Twitter chat every week, or a Tweet-up for members of your blog community. Meeting old and new friends is one of my favorite parts of BlogWorld, and by taking charge of planning a meeting, you can make sure you actually cross paths with the people you want to see or meet.

If you’re going to plan something, though, here are a few things to keep in mind:

  • Don’t compete with the event.

Of course, we here at BlogWorld want to see your cute little tushies in seats at sessions, but there’s a more practical reason I’m recommending that you plan tweet-ups when BlogWorld is not happening – people in your group might want to actually attend, and you’ll put them in an awkward situation if you try to plan something at the same time.

  • Choose a budget-friendly option.

You might want to check out that hot new steakhouse or go to a ritzy Manhattan bar for drinks, but be aware that some members of your group might not be able to afford expensive options. You don’t have to eat at McDonald’s, but look for a restaurant or bar that is budget-friendly or plan to meet at one of the office BlogWorld parties.

  • Be open to meeting new people.

You might look forward to seeing your friend from the other side of the world, but at BlogWorld, everyone is being pulled in multiple directions. Instead of insisting on one-on-one time or having an exclusive party, be accommodating. When you welcome friends of friends, you’ll only build a stronger network.

  • Have fun, but monitor your alcohol intake.

The alcohol flows at most conferences, and BlogWorld is no exception. Keep check of how much you drink, though. You don’t want to be hungover for the next day of activities or, worse, forget about all the wonderful conversations you had with other attendees. Have a good time, but pace yourself. If you’re planning a Tweet-up, you might actually want to plan something away from the bars to avoid problems with it.

  • Be safe.

It goes without saying that when you attend any kind of Tweet-up or party, make sure you’re safe – walk home with friends, be aware of your surroundings, etc. If you’re planning a Tweet-up, keep safety in mind. Plan it at a location that is in a safe, well-lit area, and make sure that every can get back to their hotel as easily as possible.

Last year, I attended Tweet-ups and planned them as well – and in both cases, it was a great experience. Networking is really at the core of this event, so I definitely recommend meeting as many people as possible, and don’t be afraid to plan your own to mini-event to ensure you see the people who are important to you!

How Schedules Make BlogWorld Better


Last fall, BlogWorld 2010 was my first real industry event (at least, when it comes to the blogging/new media industry). I went into the event with a list of people I wanted to meet, a schedule of the sessions and parties I wanted to attend, and a plan for the work I wanted to get done while there.

By day two, that had all gone to hell.

Part of the reason was that I was overwhelmed as a newbie to the conference scene and part of that was…well…the fact that conferences are just like that. The best laid plans get derailed by random meet-ups, the need for naps, and more.

As things began to wind down and I returned home, reflecting on my experience at BlogWorld, I realized that I should have spent less time feeling obligated to do as much as possible and more time doing a few things really well. Meet fewer people, but really get to know them. Attend fewer sessions, but really take a lot away from each one. Start fewer posts, but actually finish them and publish them before the event even ends.

But just because I didn’t stick to my schedule religiously (or at all, by the end of BlogWorld) doesn’t meant that they are worthless. In fact, I’ll likely be planning out my BlogWorld NY 2011 schedule in the weeks leading up to the event just like I did for BlogWorld 2010 (check out Sched for an interactive way to plan which sessions you’re attending). Here’s why I believe schedules, even loose ones, can make BlogWorld better:

  • You don’t miss the most important events.

At BlogWorld, or any conference for that matter, it is easy to lose track of time. When you have a schedule, you’re reminded of the can’t-miss events that are happening, like a keynote address you really wanted to see or a tweet-up that you really wanted to attend. By all means, have a cup of coffee with a friend or spontaneously go sight-seeing in the city with some people you just met – but don’t do so at the expense of missing something conference-related that you really wanted to do.

  • You have something to fill your free time.

Free time? What’s that?

Believe it or not, you will have “free time,” so to speak, when you attend a conference like BlogWorld. By free time, I don’t mean that there’s nothing to do – there’s always something to do. I mean that there’s nothing pressing to do – none of those must-attend events that I talked about in the last point and nothing spontaneously happening with people you’ve met either. If you have a schedule, you have a plan for that free time.

I like to fill out my schedule to the minute with stuff to do – I mark the sessions/parties I have to attend red, but come up with a schedule of the most interesting sessions/parties for every timeslot, in case I have nothing else to do. This part of the schedule I create can change, but I can also make the most of my time at BlogWorld by always having something to do (and planning out ahead of time what is the best thing to do).

  • Schedules calm the nerves.

I know that most of you aren’t quite as anxious about conferences as I am, but I also know that a lot of bloggers out there are living with panic disorder, anxiety, and other problems that make in-person events difficult. I’ve found that scheduling helps me stay sane. Schedules give me more of a purpose – I feel more in control of the situation. Even if you don’t have social anxiety, but are just a little nervous or intimidated about attending a big event, a schedule can help you feel more prepared.

Not everyone is going to sit down and plan out a BlogWorld schedule like I do; I realize that. But it does pay to at least do a little research and jot down some times if there are specific things you want to do and see while in New York. Otherwise, you could find yourself leaving BlogWorld only to discover that you didn’t get much out of the event.

How to Get to Blogworld This Year Without Begging


… from Paul Cunningham

When Deb wrote her opinion about bloggers who were using donations and sponsorships to pay for their trip to Blogworld Expo she gave advice on how to get sponsorships the right way.

But some of you reading this might not have any likely sponsors to reach out to, or maybe you just don’t want to go down that road to begin with.

So if you are one of those people, then here are four ways you can afford to go to Blogworld Expo next year without begging.

Affiliate Marketing

Successful affiliate marketing means connecting your audience with products that are useful and valuable to them, and earning a commission from the seller for those referrals.

This doesn’t mean slapping some banner ads on your blog and hoping enough people click through and buy. The best affiliate promotions are those that don’t seem like an overt pitch to buy the product. Some of the techniques you can try include:

  • Product Reviews – write a thorough, honest review of a product and why you found it useful to use. Talk about the benefits that you received from using it rather than just reciting the features of the product.
  • Demonstrations – create a video that shows your audience how you use the product to achieve desirable outcomes. Visual demonstrations can be far more convincing to people than a written review.
  • Add Value – create an add-on product that can be given away free as an incentive for your audience to buy the product. For example if you want to earn a commission for every kitchen blender sold then offer a free booklet of six delicious fruit smoothie recipes to make with the blender.

Sell Products

Almost every blogger I speak to is ‘working on a product’, but very few of them actually get it done. Which is a shame because selling your own products is one of the most satisfying ways to make money from blogging.

The critical part of the product development cycle is ensuring that your product fills a need in the market. If there are no potential buyers for your product, no matter how good it is, you won’t make any sales.

Fortunately bloggers have an advantage here, because your blog is itself a form of market research. Look at your archives and you will quickly see which topics get the most traffic and comments, and which post types connect best with your visitors.

Ebooks are the easiest to create but some people think the market is getting a bit saturated. I personally think ebooks are a good place to start and you can work to stand out from the masses by adding a few pieces of extra content as well, such as a bonus video or audio interview.

A PDF ebook zipped up with some bonus audio and sold using E-junkie can turn into a strong earner for you if you then back it up with persistent marketing through your own blog and guest posting around your niche. Affiliates can also help promote your product if you offer a good commission rate and provide them with a few simple images or banners for them to use in their promotions.

Sell Services

Creating a product might not be the fastest way to start making money because of the up front development time involved. Selling services is something you can bring to market faster, because you are basically selling skills and expertise that you already have.

Selling consulting services can be as simple as offering coaching calls to your readers. All you need for this is a way to record Skype calls, a nice document template to create the written report afterward, and a mind-map of the various points you would normally cover off with a new client. Record the half hour conversation and provide it to the customer along with the report containing your advice to them.

If consulting isn’t a good fit for you then you could sell your raw skills instead. Lots of people need help setting up WordPress so offering low cost installation services or theme customization can quickly attract plenty of customers. Alternatively, write for other blogs as a freelance blogger to earn extra money using the blogging skills and knowledge that you already have.

Form a Partnership

If you’ve read this far and still can’t think of a way to make money to pay for your Blogworld trip next year then try thinking of friends that you could partner with in some way. Often times we chat on Twitter or Facebook every day with people but are completely unaware that they could use some help filling a gap in their business.

Two bloggers could trade editing time for each other’s ebooks so that they can get them finished instead of languishing forever as drafts on their hard drives. Or a web developer and graphic designer might trade referrals so that they can each take on more paying customers.

Whatever your skills are often it is as simple as letting people know what you can do and that youíre available to help if they need it.

What other ideas or stories do you have about how you can afford to travel to Blogworld Expo?

Paul Cunningham is a blogger, internet marketer, and the author of How to Become a Successful Freelance Blogger, the ebook that teaches you how to turn your knowledge and passion into a real income stream.

BlogWorld & New Media Expo Is Moving To Los Angeles


We have been hinting at big news for weeks now and we are glad to finally be able to share it with you. BlogWorld & New Media Expo West will be held in Los Angeles at the Los Angeles Convention Center this November 3 – 5 2011.

For those interested in the long version of why we decided to move to Los Angeles and leave Las Vegas you can read more at the bottom of this post. In short we love Mandalay Bay and Las Vegas. We never thought we would leave but the folks at MB just did not have the space we needed to hold the show there this year so we had to look at other options.

We had two cities on our short list; San Diego and Los Angeles. Being born and raised in Americas Finest City, San Diego was my first choice. We saw the two cities having different distinct advantages. San Diego is the city everyone wants to visit, the downtown area is amazing, the convention center is right on the bay and the weather is always perfect. Another positive for San Diego was that it was close to LA.

LA on the other hand is the center of the Music, TV, and Film industries in North America, has a population of more than 10 million people and the largest population of bloggers, podcasters and other new media content creators in the country. It was the obvious logical choice from a business perspective. We have always attracted new media savvy individuals from traditional music, film and tv but by being in Los Angeles (and New York) we are going to see that participation increase significantly. That means more opportunities for content creators.

The drawback to Los Angeles was quite honestly the downtown LA area. At least that was our perception. Boy were we wrong!

We were blown away by our first site visit to Los Angeles. I have attended numerous events at the LA Convention Center including NAMM, E3 and the LA Auto Show. Honestly I always thought the convention center was great but there was nothing to do once you left the building. That has changed drastically! Downtown Los Angeles is being revitalized. The multi-billion dollar L.A. Live entertainment complex is directly adjacent to the convention center. Several of the downtown hotels have just undergone multi million dollar renovations in order to compete with the new J.W. Marriott and Ritz-Carlton hotels (they are beautiful btw). There are tons of new restaurants, shopping, parks and just cool city stuff that you (at least I) had never imagined of when I thought of Los Angeles. Oh and don’t forget the food trucks.

To sum it up we think all of you are going to find more business opportunities than ever and those of you unfamiliar with Los Angeles are in for a real pleasant surprise.

We would love to hear what you think of the news and welcome any suggestions you might have about how we can make this our best event yet.

Now if you want to know more about what led to this huge decision, read on.

It really started due to logistics. The space at Mandalay Bay was absolutely perfect. The conference sessions and exhibit space were conveniently located side by side, the space was the perfect size and Mandalay Bay is an amazing property. We knew we would need more space in 2011 and that meant we had to move to a different area inside Mandalay Bay. At first our friends at MB told us they didn’t have any space for us but they worked hard to try and accommodate us. They were able to offer us some space eventually but the conference rooms were far removed from the exhibit area. We tried to come up with a creative solution that would make this work for our attendees and exhibitors but simply couldn’t figure out a way to make it work.  Of course we looked at other venues in Las Vegas first but we still couldn’t find a workable combination of dates and space. So that made us ask ourselves, if we can’t hold the event here, where would the next BlogWorld be?

Why not San Francisco?

We have discussed San Francisco several times and we love the city but in the end we think San Francisco has the perception of being a technology city and if we were to ever move there, we would have to fight the perception that we were a technology conference and we are not. BlogWorld’s primary focus is content.

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