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 Executive Panels
1. Stepping Into the Revenue Leadership Role
Andrew Budkofsky, Publisher & CRO – Rolling Stone
Steve Rufino, SVP, Preferred Account Channel – Experian
Daniel Smoot, Chief Customer Officer – Riverbed Technology
2. A Digital Platform Linking Marketing, Sales and Customer Success
David Sakamoto, Head of Customer Success for the Americas – Cisco
Beth Webb, Global Customer Experience Leader – GE Healthcare
3. Transforming the Service Function Into a Customer Success Engine
Angela Cooper, GM, Worldwide Customer Success Strategy & Operations – Microsoft
11:00am-5:00pm Golf Tournament
11:30am-1:00pm Luncheon Keynote Panel
2019 Growth Strategies Preview
Tom Juhase, COO – Donnelley
Paris Loesch, General Manager – Americas, Digital Marketing – Rakuten Marketing
Martin Osborn, Head of U.S. Commercial Operations – Medtronic Surgical Innovations
Fran Rosch, EVP, Consumer Business – Symantec
2:00pm-4:00pm Executive Panels
1. The Role of Data Science and Predictive Analytics in Revenue Growth
Shawn Makhijani, SVP, Business Development & Strategy – NBCUniversal
2. Partner Segmentation to Deliver More Value & Higher Growth
Kris Holla, VP & Chief Sales Officer – Nortek Global
Roger Miller, VP, Global Engine Aftermarket – Donaldson
3. Digital Tools for Dynamic Sales Enablement
5:30pm-6:30pm Keynote
Revenue Leadership in a Digital Future
Helen Fanucci, Global Digital Transformation Sales Leader – Microsoft
6:30pm-8:30pm Opening Night Reception
 

Day 2 — November 8th

7:00am-8:00am Breakfast
8:00am-9:00am Keynote Panel
The Digital Revolution Will Not Be Televised…new sales strategies and revenue streams won’t be broadcast
Kalina Nikolova, EVP, Strategy – Viacom
Brendan Ripp, EVP, FOX Networks Group – National Geographic
Lisa Valentino, EVP, Revenue Innovation – Univision
Media sales organizations are fighting through the bleeding edge of digitalization. Regardless of your industry, prepare to benefit from the lessons learned by media giants – as they expertly navigate the new data-rich, multi-platform revenue arena (TV, print, internet, ad tech). Hear first-hand how they’re progressing their sales/revenue strategies, roles, and resources in the face of:
– the new, non-linear buyer journey
– rampant cross-platform industry consolidation and transformation
– the shift towards buyer self-education and self-service
– and the critical importance of data as a product and its privacy

The Media industry has always had great stories to tell–they may be telling yours at the Annual CSE Forum.

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: A Digital Revenue Metamorphosis
Zach Chapman, VP – Global Digital & Publishing Sales Strategy – ESPN
Join ESPN’s Head of Global Digital Sales as he shares the journey of the company’s major reorganization with Disney and innovative new G-T-M strategy centered around Digital/OTT products.
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, Recent 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 Merchant Development, 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

Jeff Cristee, VP, Worldwide Sales Training – Cisco

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
Revenue leadership implies expansive responsibility; finding new customers, understanding their issues, bringing them viable solutions and delivering consistent results, to name a few. New “motions” are needed to meet these responsibilities, to build better internal partnership between marketing, sales and service AND enable deeper more sustainable relationships with customers who expect much more than product specs from sellers. This keynote session will explore how MilliporeSigma is transforming its Marketing/Sales/Service ecosystem to better serve new and demanding customers and move up the strategic value chain in the process.
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 – YextKeynote 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