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
Denise Friedman, SVP, National Sales – Philips Healthcare
Steve Rufino, SVP, Preferred Account Channel – Experian
Daniel Smoot, Chief Customer Officer – Riverbed Technology
2. A Digital Platform Linking Marketing, Sales and Customer Success
Raymond Berglund, VP, Global Commercial Operations & Digital Customer Infrastructure – KCI – An Acelity Co.
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
Mary-Beth Donovan, VP, Customer Success Operations & Customer Intelligence – PTC
Tony McGraw, VP, Delivery Optimization & Central Ops – Johnson Controls
11:00am-5:00pm Golf Tournament
11:30am-1:45pm Luncheon Keynote Panel
2019 Growth Strategies Preview
Tom Juhase, COO – Donnelley Financial Solutions
Paris Loesch, General Manager – Americas, Digital Marketing – Rakuten Marketing
Martin Osborn, Head of U.S. Commercial Operations – Medtronic Surgical Innovations
This session will provide a sneak preview of findings from the Alexander Group’s 2019 Annual Sales Pulse Survey. The Pulse Survey captures the initiatives and investments that revenue leaders are planning to reach aggressive growth goals next year. A moderated panel of cross-industry leaders will follow with insights on survey findings and responses to audience polling on growth challenges and strategies for 2019.
2:00pm-4:00pm Executive Panels
1. The Role of Data Science and Predictive Analytics in Revenue Growth (Part I)
Andrew Komjathy, Recent VP, Sales – Alkermes
David Lee, EVP & Chief Sales Officer – NTT Data Services
Shawn Makhijani, SVP, Business Development & Strategy – NBCUniversal
2. Partner Segmentation to Deliver More Value & Higher Growth
Didi Dayton, VP, WW Channels & Alliances – Cylance
Kris Holla, VP & Chief Sales Officer – Nortek Global
Roger Miller, VP, Global Engine Aftermarket – Donaldson
Mary Beth Walker, VP, Worldwide Go-to-Market Strategy – HP
3. Digital Tools for Dynamic Sales Enablement
Jamie Braunstein, Senior Director, Global Sales Enablement – ESPN
Elliot Hermann, VP, Global Sales Ops & Enablement – Wiley Publishing
Shawn Lewis, Global Leader – Presales, Field Enablement & Strategy – SAP Ariba
5:30pm-6:30pm Keynote
Revenue Leadership in a Digital Future
Helen Fanucci, Global Digital Transformation Sales Leader – Microsoft
In this digital era where brand health can be destroyed by tweets, security breaches or mis-use of private data, customer relationships are more important than ever and directly impact corporate wellbeing. Revenue leaders and those closest to the customer are uniquely positioned to provide strategic insight and influence product and corporate strategies for competitive advantage. It is easy for customers to get “lost” in the sea of digital technology. The web makes it easier for customers to understand products and vendor performance. Technology can enrich the buyer journey and online ordering is an easy fulfillment channel. In the age of cloud and subscription services, the barrier to entry and exit is low. It is no longer enough to sell customers products. Post-sales learnings and customer success matter. This has implications for revenue leaders and changes sales compensation strategies, organizational mindsets and business processes.What actions should sales leaders consider to harness the power of digital technology to better reach and serve customers and build a “customer first” culture? What role should sales leaders play in redefining product offerings and go to market strategies as enterprises strive to digitally transform?
6:30pm-8:30pm Opening Night Reception

Day 2 — November 8th

7:00am-8:00am Breakfast
8:00am-8:50am 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, National Geographic – FOX Networks
Lisa Valentino, Recent 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.

8:50am-9:40am Keynote
Building the Revenue Growth Engine
Rob Rosiello, Senior Vice President, Americas – 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
Nick Johnson, Head of Ad Sales – McClatchy
Talk about disruption. As digital displaces print, revenue leaders must simultaneously retool legacy ad sales organizations AND build integrated, nation-wide distribution capabilities to serve new and sophisticated multi-media customers. Join us to learn how McClatchy is approaching the high speed transformation of its 161-year old local news company to one that now serves customers in the fast-paced digital age. McClatchy operates a leading media company in 30 U.S. markets connecting communities and 65 million monthly readers through print, digital, mobile apps and more. The work of its journalists has been honored with a multitude of awards – including more than 50 Pulitzer Prizes.
Session 4: The Next Generation of Revenue Leader
Sam Abdelnour, VP Sales, N.A. Region – Whirlpool
Whirlpool knows that 85% of shoppers explore product options on the Internet before ever entering a store. Whirlpool also knows that you cannot change how customers shop. What you CAN change is how the sales organization adapts to the new buyer journey to provide customers/consumers with the options and service they want. Figuring out how to do this is the role and responsibility of the new revenue leader. Join us for this session to explore how revenue leaders at Whirlpool are injecting new value and differentiation into the buyer journey.
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.
2:10pm-3:40pm Think Tank Sessions (pick one session)
1. Building & Leveraging Your Data/Analytics Capability to Drive Revenue (Part II)
Tim Rogers, VP, Global Strategic Initiatives – Criteo

2. How Marketing Can Embrace Sales Results and Sales Productivity

Bill Kaack, VP, Sales & Marketing – Wolters Kluwer

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

Robert Ruelas, VP, EUC Sales – Americas – 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-4:50pm 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-10:55am Keynote Panel
Courage to Change
Michael Iskra, President, North America Commercial Operations – Ortho Clinical Diagnostics
M. Faisal Pandit, SVP & Chief Digital Officer – Panasonic Systems Solutions NA
Bob Skea, Head of Americas – Dun & Bradstreet
Katherine Tate, Chief Business Operations Officer – Quest Software

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