Agenda

2018 CSE Annual Forum

The Annual Forum agenda will feature a roster of 35+ cross-industry Revenue, Sales and Operations leaders across a comprehensive mixed-format of keynotes, focus sessions, briefings, panels, interactive roundtables, and networking events on key topics that matter to growth executives.

Learn more about the Women in Revenue Leadership track.

Start The Journey to Next-Level Growth & Your Future Legacy Here:

Day 1 — November 7th

10:00am-5:00pm Forum Registration
8:30am-11:00am Interactive Briefings
1. Stepping Into the Revenue Leadership Role
2. A Digital Platform Linking Marketing, Sales and Success
Beth Webb, Global Customer Experience Leader – GE Healthcare
3. Transforming the Service Function Into a Customer Success Engine
11:00am-5:00pm Golf Tournament
11:30am-1:00pm Luncheon Keynote Panel
2019 Growth Strategies Preview
Paris Loesch, SVP, Customer Acquisition Cloud – [24]7.ai
Martin Osborn, Head of U.S. Surgical Innovations Commercial Operations – Medtronic
Fran Rosch, EVP, Consumer Business – Symantec
2:00pm-4:00pm Executive Panels
1. The Role of Data Science and Predictive Analytics in Revenue Growth
2. Partner Segmentation to Deliver More Value & Higher Growth
3. Digital Tools for Dynamic Sales Enablement
5:30pm-6:30pm Keynote
Charting the Rise of the Revenue Leader
6:30pm-8:30pm Opening Night Reception
 

Day 2 — November 8th

7:00am-8:00am Breakfast
8:00am-9:00am Keynote
Awareness – Assessment – Adoption: Revenue Leaders Manage the Entire Buyer Journey
Lisa Valentino, EVP, Revenue Innovation – Univision Communications Inc.
9:00am-10:00am Keynote
Building the Revenue Growth Engine
Paul Mountford, Chief Executive Officer – Riverbed Technology
As the digital realm intensifies, so does the complexity of buyer dynamics. Customers are gaining confidence as they navigate their digital transformation and begin to understand how the best optimize technology to enable new capabilities and ensure the best possible business outcomes.To impress such buyers, and reach them earlier in the decision process, Sales organizations are collaborating across their organization to arm sellers with business savvy, technical evidence, and relevant business outcomes. This implies a new and strategic revenue leadership mandate.Join us to explore the critical role of the Sales Revenue leader in building a growth-oriented unified sales function that delivers the best solution to yield the customer’s intended business outcomes.
10:00am-11:00am Focus Sessions (sessions repeat from 11:20am – 12:20pm – pick one in each time slot)
Session 1: The Shape of Revenue in the New As-a-Service Model
Beth Ann Vaughn, VP, WW SaaS Sales & GTM Transformation – IBM
Revenue used to come in chunks as sold, and the larger the deal the larger the $’s in the ledger. This model was driven by large deals and often demanded large discounts. Ah, the good old days. The shift to the As-a-Service model has dramatically changed the revenue extraction pattern yielding far less up front $’s in the ledger but if done right, successful businesses will see more total $’s over the life of the client relationship. The shape of revenue in this new model is having some surprising ripple effects across the entire organization. New roles, new KPIs and new metrics are emerging and every function in the enterprise has to change. Let’s talk about the new client journey and how each function will have to transform in order to succeed in this new model.
Session 2: Provide Customers With Answers They Trust
Lon Justice, VP, Sales, Marketing & Customer Experience – Agilent
Today’s buyers want relevant answers about their business problems; “How will your products and solutions contribute to better results?” Answering this question means revenue leaders must build marketing and sales ecosystems that integrate understanding of both buyer challenges AND the solutions your team can offer. This drives focus on achieving better positioning of their portfolio while enabling the sales team with both superior talent and tools. Learn how Agilent is navigating the journey from the traditional approach to selling products to delivering game changing technology AND solutions that matter to their customers and customer’s rely upon.
Session 3: Build a Revenue Engine; Seamlessly Connect Awareness, Assessment and Adoption
Session 4: How World-Class Sales Operations Can Enable Revenue Leadership
11:20am-12:20pm Repeat of Focus Sessions (participate in a second session)
12:30pm-2:00pm Luncheon Keynote
The Next Chapter of Digital Sales & Revenue Growth
Chris Klayko, Managing Dir., Google Cloud Americas & Global EDU – Google
Dave Spencer, Chief Operating Officer – SAP North America
Technology is transforming the sales function, enabling forward-thinking sales teams to become trusted, strategic partners to their customers. In this keynote, senior executives from SAP and Google will discuss the evolution of the customer buying journey in the digital era and how technology can empower sales organizations to drive better outcomes – including forging deeper connections with customers, identifying prospects with greater precision, getting ahead of decision-making, and ultimately improving their odds.
2:00pm-3:30pm Executive Roundtables (pick one session)
1. AI: The Role of the Revenue Leader as the Sales CTO

2. How Marketing Can Embrace Sales Results and Sales Productivity


3. A Role for Sales in Product Development; Building the Customer Value Engine

Dana Warren, Head of the Merchant Segment, PayPal Credit – PayPal

4. How to Imbed Pre- and Post-Sales Specialists Into the Coverage Equation

Christopher Dials, VP, Global Operations – VMware

5. Build a Learning Org That Harvests Insight From Customers & Sellers


6. How Sales Ops Aligns Metrics, Goals & Comp With the Buyer Journey

Lana Lee, VP, Sales & Marketing Operations – Glassdoor
4:00pm-5:00pm Keynote
From Sales to Revenue: New Motions Needed
Warren Stone, SVP, Research & Applied Solutions, N.A. – MilliporeSigma
7:00pm-9:00pm Networking Reception
 

Day 3 — November 9th

8:00am-9:00am Breakfast
9:00am-10:00am Keynote
Courage to Change
Hans-Peter Klaey, Chief Revenue Officer – Hitachi Vantara
The path to transformation can be hard, riddled with challenges and ripe with opportunities. Stepping up to the change mandate is what separates great companies from the also rans. Leaders know they can expedite transformation by clearly describing the attractive end goal and desired business outcomes for the organization. By making change more compelling, leaders gain critical buy in and build powerful forward momentum. Join us for this high-impact session with keynote speaker Hans-Peter Klaey, Chief Revenue Officer of Hitachi Vantara, to discuss the company’s ongoing transformation journey, the critical evolution of sales, marketing and services, and the impact on partners and customers as their business profile expands from storage provider to software data solutions, social innovation and Internet of Things (IoT) leader. This keynote will be followed by a special panel session of cross-industry executives that will offer deep insight into the challenges and strategies of leading complex change.
10:00am-11:00am Keynote Panel
Courage to Change
Greg Archibald, EVP, Americas – Criteo
Cate Gutowski, SVP, Global Sales & Service – Panasonic Avionics Corporation
Michael Iskra, President, North America Commercial Operations – Ortho Clinical Diagnostics
Wendi Sturgis, Chief Customer Officer – Yext

Keynote Panel discussion topics will include:
– Expected challenges and opportunities when building a marketing/sales/service revenue growth engine
– Actions you can take to prepare for these challenges
– How to build organization agility and readiness for future change.

Join us to gather insight on how to turn ideas into action.

11:00am Close of Forum