SBJ/October 10-16, 2011/Game Changers

Game Changers: Jane Kleinberger

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ANDY TEMPLETON
At Kleinberger’s Paciolan, clients include Cal-Irvine and Southern Cal.
Jane Kleinberger
Paciolan
Co-founder

As co-founder of Paciolan, Jane Kleinberger oversees North America’s second-largest ticketing company, behind only Ticketmaster in total sales. Thirty-one years after Kleinberger’s moonlighting job in computer programming at Southern Cal resulted in a ticketing deal with that school, Paciolan now has more than 500 clients generating about $3.5 billion in sales.
 
Marketing a business model where the facility controls its ticketing brand, Paciolan is a leader in the college space, with more than 100 NCAA Division I ticketing agreements. More than 70 of those deals are with Football Bowl Subdivision schools.

Moving forward, Paciolan continues to expand its business in the area of social media and secondary ticketing after signing deals in 2010 with Facebook specialist Buddy Media and with StubHub. In addition, Paciolan recently introduced a new CRM system for its clients to get a comprehensive view of their customer base and develop more opportunities to generate revenue.

Paciolan, Kleinberger said, is profitable, debt-free and well capitalized due in large part to Comcast-Spectacor, its privately held owner.

“We have been very blessed that the market continues to respond well to the model and the company,” she said.
— Don Muret
  • First job: Pizza maker, cashier at Bellissimo’s Pizza in Cincinnati.
  • Crowning professional achievement: Convincing Dave Butler, a highly accomplished technology CEO, to join and lead Paciolan in 2005.
  • What is the best advice you’ve ever received?: Ask a fair price for a great product, then over-service your customers and exceed their expectations.
  • In 10 words or less, how would you describe your management style?: All about teamwork: collaborative, supportive, aggressive, accountable.
  • Person who had the biggest influence on your career in sports: Former college athletic director and football coach Jack Lengyel. Twenty-five years ago, Jack had specific questions to ask about our systems. From that moment forward, he engaged me to help him understand this then-new area of ticketing automation and then went on to introduce me to other college athletics luminaries.
  • Woman in sports business you’d most like to meet: Billie Jean King. She broke barriers and paved the way for so many women to come.
  • One attribute I look for when hiring is …: A positive attitude. A manager and leader must have the true belief, as well as the talent, to lead and serve their customers and staff effectively.

WHAT OTHERS ARE SAYING

“I compare Jane with Phil Knight, Kevin Plank and all those important people who have brought the business side to college athletics. She leads by example and is one of the most positive people I have ever met.”

  • Kevin Anderson, athletic director, University of Maryland
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